HVAC Masters of the Hustle – Episode 295: Clayton Edminister of Royalty Tech

Release Date: November 4, 2024
Host: JDubMoneyMaker

In Episode 295 of HVAC Masters of the Hustle, host JDubMoneyMaker engages in an insightful conversation with Clayton Edminister from Royalty Heating and Air. This episode delves deep into Clayton’s journey in the HVAC industry, his introduction to the podcast, the significance of implementing effective sales processes, and his ambitious goals for 2025. Below is a comprehensive summary capturing the essence of their discussion.

1. Introduction to Clayton Edminister

JDubMoneyMaker kicks off the episode by introducing Clayton, highlighting his role at Royalty Heating and Air and teasing the unique story of how Clayton transitioned into the HVAC industry.

"You are listening to HVAC Masters of the Hustle podcast... I have a great guest... Clayton Edminister from Royalty Heating and Air."
— [00:02] JDubMoneyMaker

2. Clayton’s Journey into HVAC

Clayton shares his initial foray into the trades, transitioning from automotive work to HVAC around 2015-2016. He began as a helper, performing tasks like brazing copper pipes and assisting seasoned technicians.

"I worked in automotive and then that wasn't cutting it... I ended up in industrial HVAC and refrigeration in 2015-16."
— [03:07] Clayton Edminister

Earning His Stripes

Clayton emphasizes the importance of being a "sponge," absorbing knowledge, and performing foundational tasks to build credibility and expertise.

"You don't know nothing... you're a sponge, absorb... you gotta earn those stripes."
— [03:55] Clayton Edminister

His proactive approach during a shortage at his company led to more significant responsibilities, eventually advancing him to a service technician role.

"I started helping out with installs... I learned a lot more because now I was kind of just... in the trenches."
— [05:11] Clayton Edminister

3. Discovering HVAC Masters of the Hustle

Two years prior, Clayton stumbled upon the HVAC Masters of the Hustle podcast on YouTube. Intrigued by the content, he became an avid listener, which significantly impacted his professional approach.

"I clicked on it like, I'll watch it... I got hooked."
— [06:13] Clayton Edminister

This newfound knowledge and inspiration led him to connect with JDubMoneyMaker at a local Topgolf event, reinforcing the importance of community and networking within the industry.

4. Transitioning to Royalty Heating and Air

Clayton recounts his decision to join Royalty Heating and Air, motivated by the proven seven-step sales process introduced by JDubMoneyMaker. Dissatisfaction with his previous company's inefficient methods pushed him towards a more structured and effective approach.

"The company I was working with... didn't like it because it takes too much time... I feel like this is the right move."
— [08:07] Clayton Edminister

JDubMoneyMaker highlights Clayton's seamless integration into Royalty, praising his understanding and consistency with the new sales process.

"Clayton, you've been doing a great job being able to hold that role as a technician."
— [09:43] JDubMoneyMaker

5. Implementing the Seven-Step Sales Process

A significant portion of the discussion revolves around the effectiveness of the seven-step process in transforming sales interactions. Clayton explains how this method shifted his approach from generic door-knocking to a more strategic engagement with customers.

"Before I discovered the whole process, it was just knock on the door, like, hey, my name is Clayton here... but now, we start at the table, do the comfort survey."
— [13:46] Clayton Edminister

From Visual Proof to Hands-On Demonstrations

Clayton underscores the importance of demonstrating issues physically rather than relying solely on images, which often lead to homeowner dismissals.

"You have to disassemble it in front of them, get everything ready... they're able to understand what you're explaining because you have what you're talking about in front of them."
— [18:42] Clayton Edminister

This hands-on approach not only educates homeowners but also builds trust, increasing the likelihood of approvals for additional services.

6. Overcoming Challenges and Rejections

Addressing the common hurdle of homeowner rejections, Clayton shares his mindset shift from viewing "no" as a setback to seeing it as a challenge to improve and educate further.

"I look at it more as a challenge. Like, how are you going to overcome that no?"
— [27:55] Clayton Edminister

He recounts specific instances where persistent and informed discussions led to eventual customer agreements, emphasizing resilience and continuous learning.

7. Goals and Vision for 2025

Looking ahead, Clayton outlines his goals centered around increasing his closing rates, refining his sales process, and maintaining consistency. He also expresses enthusiasm about expanding his technical skills, particularly in ductless mini-split installations.

"2025 are definitely always... higher closing rate, better myself, better my process... having fun doing the installs."
— [23:38] Clayton Edminister

JDubMoneyMaker echoes Clayton’s ambitions, setting substantial targets for the team at Royalty and emphasizing the importance of consistent daily goals to drive success.

"If our daily number is... 15,000 and your daily number is... you only did half of it... you're behind, right?"
— [20:48] JDubMoneyMaker

8. Advice for Listeners

In closing, Clayton advises HVAC professionals to set clear, written goals and hold themselves accountable. He emphasizes the necessity of not just setting goals but actively pursuing them through consistent action.

"Set five goals for yourself and meet them in less than a year... Put it on paper. Hold yourself accountable to it."
— [31:19] Clayton Edminister

JDubMoneyMaker concludes with motivational remarks, expressing confidence in Clayton’s growth and the collective strength of the Royalty team.

"We're a force not to be reckoned with... Can't mess with us, royalty."
— [30:52] JDubMoneyMaker

Key Takeaways

• Continuous Learning: Clayton’s journey underscores the importance of absorbing knowledge and progressively taking on more responsibilities to advance in the HVAC industry.

• Effective Sales Processes: Implementing structured sales techniques, such as the seven-step process, can significantly enhance customer interactions and increase sales conversions.

• Resilience in Sales: Viewing rejections as challenges rather than setbacks fosters a proactive approach to overcoming objections and securing deals.

• Goal Setting: Writing down and actively pursuing clear, actionable goals is crucial for personal and professional growth.

• Team Culture: A positive, fun, and accountable team environment contributes to overall success and job satisfaction within the company.

This episode of HVAC Masters of the Hustle offers valuable insights for HVAC professionals aiming to elevate their careers, refine their sales strategies, and achieve their business goals. Clayton Edminister’s experiences and strategies provide a roadmap for success in the competitive HVAC landscape.