Welcome to Close it now, the podcast that's revolutionizing the H Vac and home improvement trades industries.

Get ready to dive deep into the world of heating, ventilation and air conditioning.

We're turning up the heat on industry standards and cooling down misconceptions and we're not just talking about fixing vents and adjusting thermostats.

It's about the transformative movement that's reshaping the very foundation of H Vac and home improvement.

We're the driving force, inspiring top performers who crave excellence not only in their professional endeavors, but also in fitness, nutrition, relationships and personal growth, proving that we can indeed have it all.

This is Close it now, where excellence meets excitement.

Let's get to work now.

Your host, Sam Wakefield.

All right, welcome back to Close It Now.

Sam Wakefield here.

I am stoked for this episode.

I've got a really great conversation for you today.

We are going to talk really dive into some cell psychology.

As you know, that is where my heart is and where your heart is if you listen to this, to this show.

So thanks for joining me and yeah, it's going to be exciting.

We've got some good stuff today, man.

So much is going on in the close it now world.

We are moving, we're shaking and we are now able to help more people.

So if you as an individual would like to have a conversation about what the one on one coaching program looks like, we do it virtually so it you don't have to come to a location.

And it's the perfect time right now to carry you through the summer to so that you're held accountable to your numbers and to your processes.

So reach out about that if you would like, Sam, at close it now.net is the email or go join the Facebook group and find closing now on Facebook.

And yeah, if you're or your company, man, there's in some incredible magic that happens when we do on site trainings for a week that absolutely will blow up your numbers.

So you better have your production crews ready because usually what happens is we get, we start to get some stuff booked out every single time I show up on site and the coaches show up on site because we're not only training, we're doing right alongs, we're closing deals with your team and so it crushes, it slaps.

So reach out about that too.

You can go to CloseItNow.net to learn more about that or how to hire me as a speaker, have me as a speaker at your next event.

I know we're going to be getting into Fall and Christmas coming up.

So if you would like a speaker for your event or your holiday party for your team, let me know.

That is definitely something that I do as well.

So let's get into this little bit today we've got a very special what's in your cup?

One of my absolute very favorite coffees of all time.

We were in World Market the other day and came across this coffee, you know, when I lived in spent high school and college and then for my first decade of my career in H Vac up in the Texas Panhandle near the Amarillo area in a little town called Dumas, Texas.

And the cool part was it was drive.

Well by clock it was four hours, but drive times five hours to New Mexico into the enchanted circle.

So if you know where that is, if you know, you know, if not, look it up.

It's that part in the New Mexico Rockies as Red River, Angel Fire, Eagle Nest, Taos.

There's so many awesome little tiny famous New Mexico City or little towns and ski towns right in that area.

But what I fell in love with other than the green chili and red chili food is and I oh my gosh, I love it.

I've got to get.

If you are in New Mexico and you know and you want me to come out and do an on site visit for your company, I would love you forever.

I. I will train for green chili.

But let me know, we could maybe work out a special deal.

No, but the one thing I fell in love with is the New Mexico pinion coffee.

If you've never had it, it is incredible.

It comes in a red bag with a yellow logo on it that looks like a lot like the state's flag, it is delicious.

If there's ever, you know, when you travel and the coffee or the beer or whatever it is tastes so delicious where you have it, where you travel because the smells of the environment and all of that just builds into it.

But then when you have that back, when you get home, it's not nearly as good.

This is not the case there.

Here.

This.

The coffee is delicious no matter where you have it, but it just tastes like the mountains to me.

So for everybody that was a long, drawn out explanation for the what's in your cup today.

But I highly recommend check out New Mexico pinion coffee because it is incredible.

But what's in your cup?

Somebody put a post in the Facebook group about the what's in your cup.

I delegate someone to take responsibility and do that.

I've been mentioning it for several weeks that I was going to and clearly my mind forgets the second I get in front of Facebook.

So be the person, be the leader.

Who is the leader who will take charge and create a post within the close it now Facebook group about what's in your cup.

Find a cool coffee cup graphic and let's start a chain of conversation.

So this is almost an experiment because I want to see who listens and who wants to take action on this first.

So 3, 2, 1.

Let's take a sip together.

Awesome.

Cool.

So let's get into some content today.

So today's lesson actually was inspired by a guy named Jody who is at Acme Heating and Air in Longview, Texas.

He is a total rock star up there.

He's a selling tech.

But I was doing a coaching session with him a couple of days ago and he had a question.

It was.

We were just going over different scenarios and debriefing different appointments and he had this client and we were talking through why this happens and what the psychology is behind it.

And so new client.

So the scenario is this is a new client to the company.

So not like a maintenance club holder.

And he had a bad, you know, common call, had a bad capacitor.

So the.

Or just a no AC call, right?

No cool call.

So he goes over there and so new client ends up all the guy wanted to do was just the capacitor replacement, which turned out to be, I think the total was just a couple bucks past $400 or something like that.

So the versus.

So with this company, they have a really awesome platinum maintenance club membership which is like 396 for the year.

It includes in their program compress or capacitor replacement if it reads out of range.

So he was pitching it to the guy, he's like, look, you're going to save about eight bucks right now, but then you're covered for the year.

You get two maintenances and this is included.

And he couldn't understand why the guy was.

You chose to just go with the repair.

And so this is what we were talking about.

So thanks Jody for the lesson and I know you will have this nailed in the future.

So we were talking about why the homeowner didn't want to do the maintenance plan for the year even though it was six or eight dollars less than just the one time repair.

So there's a couple sides to this and I know some of you have had this type of situation out in the field is why we're talking about it.

So we're going to look at this and we're going to unpack it through a couple different lenses.

The first lens is around the actual technical side of what's going on and the conversation.

And then the second lens that we're going to look at this through is the psychology behind why somebody would choose a one time repair versus so what seems to us like, man, this is a total no brainer.

You get all of these benefits to it.

But why is the homeowner choosing to go with the one time repair even though it's more expensive?

Right.

So what's the psychology there?

So it's super intriguing.

So first of all, we have to think about when clients come to us.

Our job is in whatever role you're in, if you're the owner or if you are install your technician sales, it doesn't matter what you are.

Your role is to acquire customers and not just get customers to keep customers.

Right?

We're not the type of industry, if you're doing this correctly and you're doing it the right way, we're not the type of industry that, you know, we're into just making a sale and being down the road.

That's the cheat em and heat ems of the world.

You know, the truck in a truck, Billy butt cracks.

Right?

And so, and if that's you, I know you're probably not listening to this podcast.

You're probably hanging out in some of the, you know, bash everybody Facebook groups and trolling everybody.

But the point is, you know, when we are.

I totally lost my train.

We're getting real real in this podcast episode.

Lost my train of thought.

Okay, so the goal is not to just get clients, it's to keep them.

Right?

I mean, the classic book by Ron Smith, H vac spells wealth, which you must read if you at all want to know anything about the heating and air industry.

But that's just a shameless plug for one of the, one of the greats.

But you know, it's not just to get customers, right?

We have to keep them.

And then we convert them from customers to clients, which means an ongoing relationship.

You know, when I'm doing trainings, I that's one of the first things I talk about is stop saying the word customer.

Let's replace it with the word client.

Because our mindset shifts around how we treat them.

We stop looking at, looking at them like dollar signs and we start looking at, looking at them more like people that we are going to grow old with and build a relationship such that they never feel like they have to call anyone else ever.

And that's the goal, right?

That's the ultimate plan.

And not because we're just money hungry, but because we love to serve and help people and build relationships.

It's just who we are as people.

Or you would not be in this industry if that's not you I hair to say that maybe you need to find something else to do.

But this is what we're all about in this industry.

So with that in mind, you know, he's obviously, he's having the conversation, but the way that the gentleman was communicating about the, you know, the maintenance club membership, he was calling it a contract.

And Jody didn't really pick up on this.

And so what this tells me is there's an opportunity for education, first of all, about how.

What the maintenance club actually is.

If you're having homeowners who are hesitant to join your maintenance club because they feel like it locks them into something, then here is a really great verbiage around how to handle that.

And so listen to this word track a little bit, because this is really fun.

So you don't position it as a contract, you know, or everybody calls it a membership, right?

If somebody's hesitant to enroll in your membership because they feel like it'll lock them into something or very contractual.

Try it like this.

Say so It'd be like Mr.

Homeowner, Ms.

Homeowner.

No, no, actually, I have to apologize.

I feel like maybe I have it communicated properly.

This is not a contract.

Doesn't lock you into anything.

But what it is.

It's a year's worth of maintenance, no contract.

Honestly, you don't even have to use this ever.

But our goal here today is to provide you with five star service.

So you choose to use this for years to come, right?

So if you will trust me with this maintenance plan for a year, let us clean your equipment, maintain it, show you what an exceptional company we are.

You know, if you'll trust me with this, my goal is to earn your business for the future.

How's that sound?

Right?

So that's the trust side of this conversation.

Depending on the person, the way that you.

And so the way that you get a position, the maintenance plan itself, actually, we'll talk about that.

Is it's much more like a prepaid maintenance bundle.

Call it a bundle of the word bundle.

No, it's not a contract.

It's just a prepaid maintenance bundle.

I mean, have you ever gone to the car wash and you buy, you know, you pay for a monthly price for car washes, but you can go wash your car as often as you need.

Right.

There's no contract there, but.

But it's just prepaid for car washes.

You ever bought an oil change and they sell you a bundle of oil changes for a slight discount.

It's the same thing.

So this is a prepaid maintenance bundle that also includes these other benefits.

And the maintenance bundle just happens to be a year to complete all of the maintenance on your heating and air and equipment.

So that's all it is.

It's not a contract, it's just a prepaid maintenance bundle.

Or you can spread it out monthly to the maintenance plan to make it nice, comfortable, easy monthly payments.

But it's our prepaid maintenance bundle.

That way you get the full benefit of what you're paying for and having your complete system maintained.

But in order to do it right, it does need to spread across the whole year so we can check all the components of all of the equipment.

Fair enough, does that sound good?

And then so that, that kind of handles that part of where somebody thinks it's a contract.

And then actually what I went through a minute ago, that's when you're getting somebody who's hesitant to, you know, to commit to some sort of plan like that.

Not because they think it's necessarily contractual, but they just don't know you well enough yet.

You know, so many times, you know, a lot of homeowners feel like they need to use a company several times before they commit to some sort of maintenance plan or agreement for more long term because they're trying you out.

If you don't think homeowners are testing you, then you're wrong, because they are all the time.

So that's how you handle that.

That's the, the other kind of verbiage for that type of conversation when it's, you know, they're a little resistant to it, you know, so, and I'll go through it again.

So, yeah, you know, this is in this prepaid years worth of maintenance in this bundle.

It's not a contract.

You don't have to use this ever even, you know, but our goal here is today is to provide you with five star service.

So you choose, you know, you choose to use this for years to come.

So listen, if you'll trust me with this maintenance plan for a year, let us clean your equipment, let us get out here, let us maintain it, let us show you what an exceptional, exceptional company we are.

You know, if you'll trust me with this, my goal is to earn your business for the future.

Fair enough?

Or how's that sound?

So that's the scripting around that portion of it.

So I hope this was helpful today.

I hope you're taking notes and you know, in both of these examples, both of these conversations, you, you don't have to use the exact word but you know, just get the idea, right?

I mean, I'm not here to give you all of the exact words.

That's just the lazy way to do it.

I'm here to help you learn how to think on your own and think on your feet and be able to truly master the concepts of sales.

I'm here to help you up level not only your, your whole life, right, your sales numbers, your whole life, everything.

But so there's ripple effects into your family and your community and oh my gosh, yeah, it is definitely, definitely, definitely something that I am passionate about, which I love helping you.

So I hope you got some value from that.

I appreciate it so much that you're listening today and one thing that I would love to ask from you is I would love, if you've ever gotten value from this show, a five star review on Apple Podcasts.

That would be incredible.

If I read your name on the show, then we'll do a giveaway free coaching session.

If you've left me a five star review and I read your name on the show and you hear it and message me.

So that is something that is incredibly valuable and for everyone else, man, I just love you guys.

And ladies, this is such an incredible industry we're in.

I can't really, I really can't think of anywhere else that we can.

You can just do such insanely impactful work and literally change lives and get paid so well for it and you get to have the time of your life doing it.

If, if this is hard and stressful and full of anxiety, there's definitely some opportunity for improvement because this game called H Vac, should be fun and easy.

So until next time, my friends, Sam Wakefield here with Close It Now.

Be someone worth buying from.

You go change the world one heat stroke at a time.

You've been listening to the Close it now podcast.

Our passion is to dive head first into the transformative movement that's reshaping the very foundation of H Vac and home improvement.

And at the same time covering fitness, nutrition, relationships and personal growth, proving that we can indeed have it all.

We hope you've enjoyed the show.

If you did, make sure to like, rate and review.

We'll be back soon, but in the meantime, find the website ecloseitnow.net find us on Instagram at the real Close it now.

And on Facebook at Close it now.

See you next time.