A (4:19)

What was, I mean, Tim, what was the idea behind the event? I mean, with the speakers that you've been able to get and everything, what's the idea behind it?

B (4:29)

Yeah, I think the main thing is I just want to help people sell more in 2025. Right. Like, I'm always learning from people too because like every single one of these things, I pick up stuff, right? And I'm like, I like learning from the best of the best and I like being around the best of the best. I think you also soak up the vibes, you know what I mean? Like, I've shadowed extremely high performing salespeople out in the field and I've straddled you too, like in every single time I do that. When I go out into the field and I soak it up a little bit, there's like a. Actually I would describe it as a swagger. And we had the, the 18.5 million dollar roofing sales guy at our last event this past Friday. And like I call, you know, his name's Dan. It's Big dan. Energy. Yeah. 18.5 is nuts. Any trade roofing, it's, you know, it's pretty Heavy duty. And that's like 500 and some home homeowners that he helps. Right. And that's, that's the number he focuses on. He's like, it's crazy. And it was a family affair. Like there's a lot of work that his family pitched in to help. He got buy in from his family at the beginning of the year. But, you know, I told everyone, I'm like, it's Big Dan energy, you know what I mean? Like that, that kind of the presumptive close. And you know, because I asked, I asked him like, what's like some words you use to ask for the sale. And he's just like, I don't ask for the sale, man. I assume the sale. I just put the paper across and say, you know, I'll get to start helping you. You know, that's. Yeah, I love stuff like that. That's fun. I love learning from those types of things.

A (6:15)

Oh yeah. Put the iPad in their hand and start having them fill out the financing and you know, assume they're going to be doing it. Hey, I'm gonna go ahead and start the engineering. Here's the iPad to see what we get pre approved for on the financing. Go ahead and start filling that out. We'll start getting the process going right now. One thing I also want to talk about, Tim, is the speakers that are speaking. Who is it? Why did you choose them? Because, I mean, there's a lot of people making big impacts all across the nation.

B (6:45)

Yeah. So we're opening with Catherine Howard of Lee's and Philip Flasky of Lee's. Philip. Just about hitting 20. 20 million. I love how my brain goes decay.

A (6:59)

Because I can't even heard that right. 20 million. And I know, I know, here's the thing, here's the crazy thing, because I know people are going to be listening to this podcast and they're going to sit here and go, 20 million. I can't even do the math on that. How is that possible? There's no way. Right. I've already had haters hate on me for posting random about even like 7 or 8 million. And so when they're hearing 20 million, how do you do that? Right? So that's the thing, is this shit's possible and no one understood. Just like Tommy Mello always talks about the one minute, the four minute mile. You know, no one knew that it was possible until it was done. And that's what you're doing is you're putting people together in situations that there might be that little boom the one information that they need to get that extra 300,000, a million, whatever it is.

B (7:54)

And I did, you know, we got a little bit longer of a slot for them because it's two people. And I know there's going to be a lot of Q and A. I know that there's going to be Q and A for everybody at this event, but yeah, they have a long slot at the beginning. They're kind of kicking off the event. I mean, you think about the breaking the four minute mile. Catherine Howard also going from 30 million to 100. 100 million.

A (8:18)

You know, I just talked to Tom over the weekend at is house. We were playing poker and we were talking about 100% growth this year. Like, that was insane.

B (8:30)

Yep, it's, it's an enormous feat. So we're going to talk to both of them, we're going to hear from both of them about what they have done. I'm sure there'll be a lot of questions. And then we got Jason on for an hour and then we got Joe Chrisa immediately following that. And then we got.

A (8:48)

What was the. I, I gotta, I gotta ask. So what was your mindset putting Jason and Joe right back to back?

B (9:00)

It's good, it's. I think I love it. What I, what I like, dude. And like I said, take everything with a grain of salt and also learn from everybody. I think that you guys actually have very distinctly different styles. Right? Like, and you're also two of my favorite. So that's why I put you back to back, you know, And I'm learning, You know, I'm learning, frankly. This is, this is what I wish though. This is the tone and the vibe I'd like to go for. This is a behind the scenes podcast, right? This is what I want. I want that to try not to contradict each other too much. And I know you guys, there is some contradiction. Right. But the thing is, for students and for, for young techs and salespeople that are going to be at this event, we agree more than we disagree, probably. You know what I mean? Like, and part of it is we want them to feel confident moving forward. So I'm hoping that there's a lot of agreement on how to move forward and sell the most. Even though you guys generally have very different styles and like, certainly could contradict each other more if you wanted to. I'm not going for hot takes and controversy, really. I'm really going for. Guess what, these people have wildly different styles. What do they agree on?

A (10:20)

Yeah, and you know, Joker, Sarah, I mean I look up to him as a mentor as well because he's been doing this for so long and is just a walking knowledge of just what the industry used to be and what it's about to become. Because it's always evolving, you know. And I always like, just like you said, everyone else's perspective of what it is, one thing. Oh, so then going after Joker Sarah, who's speaking next?

B (10:48)

Yeah, we have, we have Sebastian Jimenez after lunch. He's gonna.

A (10:53)

I'm excited about that.

B (10:54)

The analytics side of sales. Like what can we learn from the analytics here? He's a brain. He's very, you know, he's a kind of a zany guy. He's. But he's also like think about this. Not only is he trying to. He, you know, as Rilla, it's AI sales tool. So he's, he wants you to use that. But think about like him as a founder and how enormously they've grown. Yeah. And like quickly they are, they are to the moon right now like in like. So there's a lot of other, you know, maybe we can get them to talk a little bit more about like that journey and like what it is like to grow a company that fast. Because that part's just as interesting to me as the tool itself of like growing a software company that fast. So like the other thing is. And we have a dinner later that night and I don't know who all is going to be. I know that we have a, you know, it's like the, mostly the speakers and stuff. The last one that we did this last Friday, the same place with a big room. It's beautiful. It's going to be a great dinner. Um, and it was the conversations that were had like the, the three or four hour dinner with like the software founder and the crazy sales guy. Like those conversations and like what can be shared around the parameter of these events. I don't think it's just about the speakers. That's, that's what I'm trying to get at here. Like get with the people that you have issues that they've solved those issues at the event, in between stuff at lunch, you know, and then after the event and those types of things. I think just, you know, it's what I always say. But get, get around the people you want to be like at these events and they're even more valuable.

A (12:38)

Actor Sebastian.

B (12:41)

Sorry, Tim Brown. So me. And then I'm very excited. I'm going to talk about how digital leads are different and how to create more Referrals from homeowners. And I believe that it will be a very useful one. And you know, my, my talk does touch a little bit on sales. I try not to be. I don't, I don't try to position myself as a sales expert, but I have learned some things and I do know how to build a brand and stuff like that that supports this. And then we've got Brent Buckley, Fetch a tech. So Brent has also done over 10 million in one year. I think it's at, I think 12 maybe.

A (13:26)

Enormous number 15, I think.

B (13:29)

Okay, so 15, which is also, you know, enough to get some haters that say no way. Right. And the, the point with all that was just like, who can we bring in that is like the person that's broken the four minute mile. Right. Like it. What I've seen when you get people like that in front of salespeople is their mind explodes and then 3 million doesn't seem as hard.

A (13:55)

Yeah, well, then it's easier to 10x than 2 times it. Right?

B (14:02)

Yeah. Yep. Because what else are you gonna have to do? Like you have to break the whole system if you're gonna go 10x. Right. You. And my, my buddy's case and Dan Walreck's case. His. He had to tap his whole family. You know what I mean? And like that's totally different than most people are doing this. Like he had his kids doing paperwork. You know what I mean? Like any. Incentivize them with like a badass vacation at the end of the year. Like so. Yeah, what, what could you do that's just like no one else is doing kind of saying. And yeah, so that will be a really good one, Brent. And then we'll do Ryan Fenn from Chirp talking about follow up and activating your database. And then we've got Sam Wakefield of Close it now sales training. And then we're gonna have a local locally focused panel. But we are gonna put Brent on it. You know, he's kind of a honorary local because he has a cabin or something. So I put him on there. I know that he'll add to that, but we've got three people from Minnesota. Because I knew what I knew Jason is I knew that some people were gonna discount some of this because there's a lot of southern people in the. On the, you know, talking about sales. So I decided to bring it all together with how to sell more in 2025 panel with there's three local amazing salespeople on it. And then Brent. So to. To bring it home. That will be the. The end. And we'll. We'll probably bring it in a little bit. We'll tighten up, and we'll. We'll have a moment, hopefully, from a successful event, and we'll get. We'll end with some gratefulness and have a little cheers at the end.

A (15:58)

What's kind of the. The back side of putting on an event like this? I mean, a lot of work effort goes into this. Especially, like I said, this was only in conversation back in, like, September, and then it was like, all right, boom, Go time. Let's do it. And you put the action in. And that's what I also want to talk about, is taking action on things that we talk about.

B (16:22)

Yeah. Because you and I, you know, everyone has an idea for an event, by the way, like, and you always hear when people are hating on events or something. I could do this better. Oh, we're gonna do the same. Whatever. I'm like, because we've done a lot of events, We've helped with other people's events enough. Right. And then once we did our first event a few years ago or a year and a half ago or something like that, I was just like, I think I like controlling everything. It's hard. It's hard to split the controller, those types of things. What I did right away, because I think, like, getting sponsors is a big deal, right? We got some sponsors to make it easier to kind of put some of the bill, to make it not, like, super expensive for us to do it. And we did it the way we did it was like, who do we really think is like. I mean, I'm just being real. The coolest thing.

A (17:12)

Yes. I. I went up to Tim and I was like, we got this one, this one, this one, this one. And they were all willing to do, like, big sponsor packages. And Tim's like, nothing about them, but let's get. Boom, boom, boom. And I was like, all right, let's do that, and then let's cut it. We don't want a bunch. I mean, we could have had a bunch of sponsors.

B (17:31)

Yeah. And I. What I like to. Well, my office isn't that big, so I didn't want to, like, I. I like to be. I want to make sure that the sponsors feel taken care of and don't feel like they're. You know. Because you and I have both been sponsors at a lot of events, and sometimes it gets a little watered down. So what we're. What I was going for with this one was cool people, like, the cool brands like, newbie is cool as hell. Real is cool. You know, I'm just being judgy. I'm being judgy, but it's fun. Chirp is cool and surging, and everyone likes them well, and it's all like, the. The.

A (18:04)

The H vac trade is. That's what we've been lacking is technology. Right? And what you're doing is you're bringing the technology to a great networking event.

B (18:16)

Yeah, yeah, I like the. I like cutting edge stuff because basically, just to be real behind the scenes here is like, I want our company brand and vibe to be associated with these other company brands and vibes that are cutting edge, cool, and surging, and have good reputations. So that's what we're doing. And I mean, the same thing with why I got you there, bro. Like, you're my homie, but at the same time, like, I know it's because you do great trainings and everyone, you know, likes your stuff, so it's the same. That's. That's why we're up to this. And so we got the sponsors, and then. Then it comes down to, like, you got to make graphics, right? You got to make graphics that make people want to buy. So we got all the heads. Heads on there and came up with a logo and then started saying, hey, this event. What I did was I have, like, this strategy where you do the whisper, speak, shout method, where it's like, you allude to something. So in that case, it was like, who would want to do an event where we brought the best salespeople in from around the country, you know, like, maybe. You know what I mean? So we did the whisper and then you do the speak, where it's like, we put out one post, you know, and then the shout is like the next week where we're like, all right, everyone dropped the. You know, I gave graphics to everyone. Like, everyone dropped the, like, yell, you know, and then, wow. Yeah, we had the event bright and. And so, yeah, fairly quickly. The crazy part was like, yeah, two thirds of the tickets sold out, like, really fast.

A (19:51)

So that you're excited about the marketing on this. Like, you were, like, really stoked about it and you didn't want it to sell out too fast. That's the funny thing, you know, I've thrown a lot of events the last six years, and I'm always like, let's sell this out quick, you know?

B (20:09)

Yeah.

A (20:09)

And it's usually. You throw events. They usually sell like the last month, last three weeks, right. You start getting all the tickets In. But it was just funny because you're like, dude, it's really selling fast. And I. I think I gotta pump the brakes because I don't want to get bored.

B (20:26)

Yeah, well, the. The point is, is, like, when you're doing an event, usually. Well, excuse me, in my case, when I'm doing an event, usually I'm like, it's. It is all those associations that I want, and it's all like, the promotion of the event is part of what makes it good, not just the event. Right. So the event will be a really good day. Having people in our office, that's a big thing for us. Having them in, they're seeing, this is a real company. It's totally focused on home services. And we're like, this is our. This is our jam. And it feels good to have everyone in there, but. And all the people to the coaches and the salespeople and stuff. Right. But the. The lead up to it, all the, like, Facebook ad, like, we put Facebook ads and the. The sponsors are on there and all the different things, and it kind of feels good to, like, keep that going. So if you sell out, then you, like, you. You don't have an excuse to be promoting. Yeah, it's kind of with, like, there's. What is it? Ad fatigue, you know, like, when you're just promoting your company all the time, you're like, by the way, sign up for our SEO, Google Ads, services, and websites. It gets boring. Right. So in other ways to promote. That's one reason why we're so adamant about having good referral partners and promoting them when we're. When we're able to is because then it's not just us just talking about ourselves all the time.

A (21:53)

So talk about taking action real quick. You know, a lot of people talk about things, but putting action behind it, you know, is something that is really most important.

B (22:05)

It's better to be in the arena and getting your ass handed to you occasionally sometimes, you know, because then you learn from that. Getting beat up and, you know, oh, I didn't do it right. I can get better next time. I'd rather that happen than, like, I'm waiting on the sidelines and if I get in there, I'm gonna do it better than everybody, you know? Yeah, I'm gonna do it better than everyone. You know, it's like, get in there. Just go. Because, like, you. I was thinking about this today. Like, how long are you willing to be bad before you're good? Like, how. How patient are you? Are you open to being bad? For a while before you get good. That's what I think is everyone I know is like that, right? Like, you and I, like, we're hanging out with people all the time that are bad for a while, but then they get good, right? Like, and usually they're getting good because they do so much. You know, I think a lot of people just aren't willing to be bad for a while because it's. It's hard and you have to be patient. I was actually. I was thinking about it because I was playing basketball and I suck at it. So I'm sitting there shooting hoops. You know what I mean? I'm shooting hoops. It's like, it's mundane. It's actually boring sitting there practicing basketball. Like, I like playing, but I'm not that good, so it's not that fun. And I think so much of this is like that, where it's like the first. The truth is, I got forced into. I got forced into the events when I. I did this series. And I thought I was just signing up to speak and maybe be a little bit part, like, be an influencer on the event or something like that, like, three, four years ago. And then I. We ended up having to organize every single one. Like, do the hotels, like, do all the, like, in my company, foot the bill for all the, like, snacks and. And like, I was like, we. We got forced into kind of getting. Okay.

A (24:06)

Yeah.

B (24:07)

So I wouldn't have chosen that. You know, so much of businesses like that too, where you accidentally, like, you don't realize how hard it's going to be and you end up having to do something for. But yeah, that's. That's, you know, that's kind of how I started with some events. There are other people's events, and I didn't have any control. And now we're getting better with.

A (24:28)

With events. For me, throughout the years, they've always been stressful but rewarding. So. And what I mean by that is a lot of stress leading up to the event, right. Not knowing if things are gonna happen. The balloon people, the food people. Like, things are sometimes out of our control, but then all of a sudden it's rewarding at the end. Where I've always felt like, man, I never want to do an event again. And then all of a sudden it happens and it's done, and you're like, the next day, man, when's the next one that we're gonna do? And my team always hates me.

B (25:05)

Yeah, my wife. My wife hates me a little bit right now. Because she's definitely.

A (25:09)

You did two back to back weekends, bro. But let's go.

B (25:18)

But I will say after that, after that first one, I was just walking. It was actually the Last day of 75 hard, if you know what that is, is like two workouts in a day and a gallon of water. And I, you know, follow a diet. No cheat meals. I was doing no carbs there for a while, but mine was just 200 grams of protein, so it wasn't that extreme. But two workouts, one of them has to be outside. It's freezing cold in Minnesota right now. So I was sitting there walking in bitter cold, like zero degree weather. And I'm just, I got my headphones in, you know, I'm listening to like good music, you know, and I'm walking down the street in Minneapolis. I'm like, ah, I feel so good and powerful and like the community and the people in the office and stuff like that. So, God, it feels. Yeah, it feels so good. Once you have a successful event and people, there's value in community and you can feel it. And it's deep and it's like, it's real and it's rich.

A (26:15)

Are you nervous at all about this one?

B (26:18)

Oh, sure. I'm very nervous. I'm nervous because it's. It's a very high level group of people, you know what I mean? And there's also some egos, you know, like, and there's. There's some. Because these people are badasses and that sometimes, you know, that's not. Ego, is not bad. It's just, it's intense sometimes. And so just, you know, with my team, behind the scenes vibes here, like, with my team, it's just like I'm talking to them. I'm saying hospitality, like high end hospitality. So I just read this book, Unreasonable Hospitality. It's about the restaurant industry. It's like a white glove service book. But it's from a really like three star Michelin chef vibes executive at a restaurant. And so I just talk about that, like making people feel comfortable. Like, hey, if this speaker or something needs some blueberries, like you're running down the street to the grocery store to get blueberries, like, go. You know what I mean? So I don't know exactly. I'm not inviting anyone to ask for blueberries. But the point is, like, that's the way I talk to my team about it. It's like making people feel really good and comfortable in our space, which is, it's work, you know, you gotta. But that's that's what when the events go off. Right? That's the vibe.

A (27:40)

100. You know, Tim, as we're wrapping this up, I'm super stoked about this upcoming week. I'm excited to see you all this upcoming week. I'm excited to be teaching and talking about the best customer experience with one of the best processes out there. And, Tim, I got listeners from business owners, dispatchers, sales professionals. Dispatchers. I think I said that. Installers and technicians. What would you like to have them get out of this episode of H Vac Masters of the Hustle?

B (28:11)

Ask your Ask yourself that question this week. How long are you willing to be bad before you get good? Because patience and monotony should not be able to derail your progress because it's gonna take some of that.

A (28:31)

Bam. Dropping bombs. Until next time, y'all.