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HVAC Masters of the Hustle
Episode #302- Nate Blanton- Sales Rep HVAC
00:35:21
HVAC Masters Of The Hustle would like to welcome back a Rockstar into the Hot Seat Nate Blanton. Nate is a good friend of Jdubs & throws some massive numbers. Nate just recently had a $650K Month and on this episode talks about what it takes to...
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- [00:02]
A
This is H Vac Masters of the Hustle with your host, Jacob Moneymaker. Looking at the city like I already own it. You are listening to H Vac Masters of the Hustle podcast. And here's your host, J Dub Moneymaker. And welcome to episode 301. And this podcast is brought to you by the one and only Nuva Thermostat. This thermostat is made by the contractor for the contractor brand awareness. I'm talking about the best thermostat on the market. And not only that, we got some great things going on coming up. So we have a big speaking event that I'm a part of in Orlando, Florida, at Disney World. I think that's three weeks away and that's going to be my biggest platform speaking. I believe there's roughly about 2500 to 3000 participants. And I mean, come on, it's at Disney World, y'all. So I'm super excited to be able to talk with you all, mingle, help answer any questions that y'all have. But this podcast is going to be something that's truly amazing. It's going to be exciting. We're going to be dropping bombs. I got one of my good buddies that's going to be dropping bombs. You know, he was on episode, I want to say227, don't quote me on it, but I'm pretty sure I'm gonna pull it up in a second. But he already talked about his story. But since he's been on the podcast about a year and a half ago, he's also hit some milestones and has accomplished a lot, which is why I want to get him back on the podcast. Because a lot of you said, hey, you know, we're tired of listening to, you know, the, the multi trainers, the owners. We want to get people that are real in the industry that are putting in the work every single day. So let's go ahead and give my good friend, Mr. Nate Blayton, a big old round of applause. Let me turn this around real quick. Whoop, there he is.
- [02:30]
B
What's going on, guys?
- [02:32]
A
So, Mr. Nate, please tell my listeners just a quick little background first. What got you into the trades of H Vac?
- [02:40]
B
Hi, guys. My name is Nate Blanton and I kind of a random thing, I was in the medical industry for a while, did real estate, did all that stuff, and then met a. Met a gentleman by the name of Larry Ellis. God, it was maybe, I don't know, I would say 14 years ago, something like that, and I'd see Him in and out of McCuney. He's a popular restaurant here all the time. And he's like, man, I, you know, I know you're a good sales guy. I know you'd be good at, you know, what I do, you know, let's bring you in for an interview. And the funny story was, is that the first interview that I walked into at this company at the time, essential. They're out of business now. I think Marker was there too, for a while.
- [03:25]
A
I was.
- [03:26]
B
And they went belly up. They're no longer around, but, you know, went in for an interview. And my current. My current boss now, Angelica, she did not like my arrogance. She thought I was arrogant. She thought I was cocky. She did not like anything I had to say. You know, basically she asked me, why should we hire you? I'm like, I'm going to be your best sales guy. And well, that turned to be true at some point in time, later on down the road. But, you know, it's kind of funny. They didn't hire me. They didn't want me. Finally, a couple interviews later, they. They came in and finally hired me. And then I excelled there for. For a while. I was there for about five years, and then now I've been at California Renewable Energy for about seven years now, so.
- [04:14]
A
So in your journey and your venture, right, you've hit some milestones since the last time we talked on the podcast, and one of them is impressive because you were able to hit in a single month. Okay. Sometimes I talk to people. This is their year number right here. But 680,000 in one month.
- [04:34]
B
Yep.
- [04:34]
A
Talk about the dedication, the sacrifice. Like, what did that month look like?
- [04:41]
B
Well, you know, in sales, there's always a little bit of luck too, you know. And I walked into a house. I already started out a pretty good month going in. I had, you know, I think I had a couple hundred thousand going. And then I had a guy by the name of Tyler Dahlman that's working with us, and he was basically kind of leading with appointments, too. He was setting appointments up for me and having me go and close them. He doesn't really know solar very well. And so we're in Wilton, he was in Wilton, and he set up an appointment for me with this lady, and she had three houses, very large houses, and it ended up being like a285,000 solar deal for three houses. And it put me at the mark of 485. And I just kept going with that. More H vac deals, more roofing, more you know, so it just, it was a great month.
- [05:32]
A
See, but Nate, you call it luck, right? What I call it is consistency with hard work, dedication, sacrifice, and the energy that you bring, right? I mean, when you walk into the room, me personally, I don't, I don't see the cockiness or arrogance, right? But I feel the energy. Yeah, I feel that you're there to, to serve to the highest level, you know, and that's what I like to see. So, you know, one thing I caught was, you know, it. It takes luck sometimes, but also skill, dedication and understanding. Pro. Perseverance. Perseverance. There we go.
- [06:08]
B
There we go. Yeah, man. I mean, it's this industry. You definitely have to have perseverance. You can't be weak. You know, it's not for the weak minded. There's all kinds of stuff that comes up. There's jobs, there's change orders, there's this, there's that. You know, I think for me, I can have a bad week, but I know I'm going to replace it with a good one, you know, Or I can have a bad day, but I know I'm going to replace it with a good day. And I always keep my mind that way. No matter what. I don't care what's going on in my personal life. I don't care. When I put that uniform on, I'm going to sell, I'm going to close.
- [06:44]
A
A lot of people have challenges, you know, disconnecting business and personal. You know, one thing that I learned at an early stage in the trades of H Vac is my first year. So 15 years ago, there was a gentleman that always got testimonial reviews just all the time. And this dude was probably like 68 years old, 70 years old. He probably shouldn't have been in an attic or nothing, but he was really good and being personable, right? But one thing I asked him, I said, hey, I want to sit and ask you a question. I said, what? What do you do that's different than everybody else? And that's what exactly what he said. He said, it doesn't matter what is going on in my life, my personal life. There's a bush that sits in front of my front door every single day. And when I walk out, I legit take all the out of my pocket and put it in the bush and I go to work, enjoy my day, filter everything. And then when I get pull into my driveway, the bush is still there, my bullshit's still there. And now when I walk in the door, I know that this is the time that I gotta separate business and personal. So, you know, that. That's a good metaphor that I was taught, you know, 15 years ago that I still remember.
- [08:00]
B
Yeah, I mean, I mean, this, this generation now, people calling in sick and this and that. I mean, I don't. I hate calling in sick because I look at it as an opportunity, as like, God, if I call in sick, I'm gonna lose five grand a day, ten grand a day.
- [08:14]
A
I mean, that's the mindset you gotta. So what is it that made you get that mindset? Because not everybody has that mindset. I mean, you know, I've talked to people, technicians in the past that if they have problems or situations going on. Right. They have the mindset of not fighting like you, but flight running.
- [08:39]
B
Yeah, well, I mean, I'm definitely money motivated. I like nice things, first of all. Second of all, dedicated to my company. And I know that a lot of people rely on me for sales, you know, and, you know, I'm the top dog there. So it's like I have to be. I have to show up for them, you know, I have to make sure that I show up for them. I show up for the owner, which is one of my best friends. And if I don't show up, you know, it's. It's a huge hit, you know.
- [09:07]
A
So talk about the leads that you run because, I mean, you're doing amazing numbers and the leads that you guys run aren't tech turnovers. They're not, you know, they're marketed leads per se, you know, and talk about your average ticket that you have with these market at least, because I think you have a great number.
- [09:29]
B
So, you know, I. The average ticket, I had a big average ticket last year. I think it was closer to 40 or 50,000. You know, the year before I wrote a lot of contracts. I think I wrote like 56 contracts a year before, I think it was less than that. This year. The leads that we get, they're marketed in a lot of different angles now. We use YouTube, Google, you know, and then what we do is we get those leads and we have our marketing team reach out to those customers that have, you know, basically reached out to us to get business, you know, whatever. And we set an appointment. Now when we set that appointment, we're setting basically kind of a free home energy inspection. We're looking through their whole house for major four major things, you know, windows, roofing, heating and air, solar. You know, we're looking at their utility bill. What I typically do when I Go in a house. I have kind of a process as I go. Hey, look, you know, my, my, my company offers these things, you know, heating and air, roofing, windows, solar. Out of those items, you know, what are you, what would you, what, what are you looking for the most? You know, what, what are you looking for help for? And then I explained to them why we're different. You know, what we offer as far as how, how we can make it more affordable for them, building the value, you know, that type of stuff, finding who the, you know, the, the decision maker is and all that. Because I'm really not. The thing is, we don't do a whole lot of radio advertising or, you know, putting ourselves out there in the public too much. I mean, we try with like home shows, stuff like that, but really I'm. I'm selling me, you know, I'm making them like me, not. I'm not selling a brand, you know, a large brand. And it's easier to go behind a brand that's big than selling yourself.
- [11:21]
A
Talk about some people on here, right? Just sell H Vac, but you get the opportunity to sell H vac, windows, roofing, solar.
- [11:31]
B
Yeah.
- [11:31]
A
And talk about. Because. And the reason why I want to talk about this is you go in there looking at the full envelope of the home because you guys offer all these different things. Right? But when I talk to H vac guys, sometimes they're scared just to offer the H Vac. So you being able to go into the house and look at all the problems and not be scared to offer a $150,000 solution. Right, yeah. Like, talk about that.
- [11:58]
B
Here's the thing, you know, we're all this business to. Excuse me, I just got over a cold guy, so bear with me here. So, yeah, I mean, you know, we're all in this business to make money, but really what we're in this business to do is solve a homeowner's issue. We're there to help the homeowner get a better, a better, more efficient home. You know, that's really what we're there for. And so what I do typically, you know, walking into a house is that I'm looking at, you know, heating and air, roofing, windows, all that stuff. But I'm going into, hey, look, well, if your power bill is this high, you're giving me a 4 or 500 bill and your heating air system is 25, 30 years old. Let's change this out to, you know, a 16 sear variable speed motor or, or just change it out to a Newer heating air system, which will save you on money. And if you want solar at that point in time, you're gonna buy a lot less solar a year from now. Let's get your usage back from a year from now using a more efficient machine and then we'll go to that point. You look like you're actually caring, you know, you're caring about the customer, which you are. You know, you're actually, you're looking out for the customer rather than just going in there. Like most of these guys in the solar industry that kind of got driven out of California is that they were dealers going in there and selling solar to people that had a 30 year old system on their house, not looking out for anything else, you know, and there's so many other things that you can make efficient in a house rather than just solar, you know.
- [13:24]
A
Yeah. One thing that I want to talk about is just recently you had the opportunity as well as myself to be at a home show, right?
- [13:33]
B
Yeah.
- [13:34]
A
One thing you just talked about, talk about the home show that you just did. Were you able to accomplish what were your goals? What was your mission?
- [13:42]
B
You know, the home shows are always good. It's good to just get your name out there, talk to people. They're, they're kind of, they're just fun, you know, I really think. And then you get to see everybody in the industry. Like we got to see each other. You know, you run into people that you've worked with. Everything else, it's just a good time. I think the main goal for us was to just get, get a good amount, good amount of leads, get our name out there, meet a lot of people. And you know, I was able to get, I think myself, I went two days and got like seven leads. Just talking to people, you know, BSing with people around. And I was there for a few hours a day, two days in a row. It shocks me that new guys in this industry don't put in the effort to, to get to a home show. Like we had some new guys that.
- [14:28]
A
Didn'T, that didn't show up.
- [14:29]
B
They didn't show up.
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A
They didn't see the value.
- [14:31]
B
It's just like, wow, man. No, I don't get it.
- [14:33]
A
Here's the value. K. So you, you did seven leads, which is great.
- [14:37]
B
Yeah.
- [14:38]
A
As a collective whole. I was at the home show all three days.
- [14:42]
B
Yeah.
- [14:42]
A
How many leads do you think we got?
- [14:44]
B
I think you, I think I heard you guys got like in the 50s, right?
- [14:48]
A
40, 40, 40 leads.
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B
We got like 32.
- [14:51]
A
But I mean, it's just putting yourself out there in a different way. You know what you're talking about. These young guys, they don't understand. To put yourself out there in the community. Shake hands, Right. Y'all been established a lot longer than us, but royalty heat in there, you know, no one knew who we were.
- [15:10]
B
Yeah.
- [15:10]
A
So it was great to see also everyone seeing our booth and saying, like, man, this is. You guys look great, you know, And I was just like, man, this is a cool feeling. And then the home show also with. I'm always thinking of goals, Right. So we exceeded the goals that I had. I only had goals at the home show to set 25 leads. And my goal is 35,000 in revenue. So two systems, roughly.1 system, depending what it is. Right. But that's my ultimate goal. And we've been running the home show leads the last two days, and we've already generated, I think about $12,000.
- [15:52]
B
Nice.
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A
From the home show so far.
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B
I don't have it ran any yet, but I know I will generate some out of it for sure.
- [15:58]
A
But that's what I'm talking about for these listeners. Right. It's putting in the work and the effort. Like, yeah, potentially there might not be calls on your schedule.
- [16:07]
B
Yeah.
- [16:07]
A
Right. And a lot of people rely on other people or the company to fill their schedule. But sometimes you got to go fulfill your schedule and understand that I'm self employed as a sales professional. If there's nothing on my schedule, I don't eat, you know.
- [16:22]
B
Yeah. And to be honest with you, I'm gonna get better at that too, myself. I do, I do really well with our marketing department and I love working with them. And there's a couple really good marketers in there that I. That I like working with. And, and they set good appointments, man. You know, they really do. So it's, it's, you know, I do rely on that sometimes and I need to get better about making my own calls, you know, and that's what I'm going to be doing as I'm kind of on this journey now of staying home more, you know, working out, you know, no alcohol, no nothing. I'm just kind of. I just want to grind this year.
- [16:59]
A
I think that's focusing on yourself.
- [17:01]
B
Yeah, yeah. Like the good points, you know, like focusing on making money, health, everything. Because we're not getting any younger, man. You know, this is not. Man.
- [17:11]
A
Wow. Life gets harder every single day. Right? I actually, I'm excited because these home shows, every home show I go to, I feel like there's a, a ridiculous kind of purchase that you do. So I've, I've bought in a Vitamix I've bought and Cutco knives, which we give out part of our company. I don't know if I've showed you this, but all of our installs that we do through royalty to be different, we get cut cut co knives and they're all branded with our logo.
- [17:44]
B
Give me, hook me up some of those. Jeez.
- [17:47]
A
So just to show you all those are red. So yeah. And so everyone that gets an install through royalty, we present them with this and we don't talk about it. It's just an extra gift that we give them when we're done with the install or while we're at the installation.
- [18:05]
B
Yeah, man, It's a touch on your company too, man. Congratulations man. You guys do amazing work, man. Amazing installs. Guys are different. Love the logo, love what you guys are doing.
- [18:16]
A
Thank you. And yeah, and then see, I'm talking about stupid purchases, right? And then Cutco also for my employees are like guys that, that like cool stuff. They got cut code knives too for.
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B
That'S rad.
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A
And then again.
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B
Yeah man, that's nice.
- [18:39]
A
So these are just things that we do brand buy, buy in recognition, right? Yeah, it's super, super important.
- [18:46]
B
Yeah.
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A
So but what I was saying is being old, I'm wrapping it up right now to to finishing what I was buying, which is being dropped off today. I bought one of those massage chairs at the home show.
- [18:57]
B
Oh, you did?
- [18:58]
A
Yeah. Oh man, I did.
- [19:01]
B
I need one of those.
- [19:02]
A
And, and you know, my wife is definitely a sales professional. She learned from the best.
- [19:07]
B
Did she close you on the chair?
- [19:09]
A
She did. So she gets a massage every single week?
- [19:12]
B
Yeah.
- [19:12]
A
And it costs about a hundred and ten dollars for an hour and a half. And so do the math. It was five years, zero percent. It was 120amonth. It saves me 300. But the kicker is, yeah, she can't go get massages anymore. It has to be the chair, right? So.
- [19:28]
B
Yeah, we'll see.
- [19:29]
A
We'll see.
- [19:30]
B
I know at my gym, you know, I have one of those cheap gyms I work out ESAC Fitness. And I have a Planet Fitness gym that I work out at too. Just because it's. If it's late night, I run calls too late and I'll go to Planet Fitness, you know, because Eastac Fitness closes at like 9. So I'll go over there. But they have these massage chairs. They're brutal, man. They're like digging you. Like I Feel like I was violated.
- [19:51]
A
After I got you, like, whoa, whoa, what was that? One thing that I want to also talk to you about is, you know, you're on this health venture and everything, but talk about sacrifice, too, because that's a big thing for growth, right? A lot of people might be in different obstacles or challenges in their life right now, and one thing that you were talking about is sacrifice in order to get to the next level and understanding when it is time to sacrifice. So what was it that allowed your mindset to say, you know what? Let's pump the brakes, let's stop. Let's focus on Nate?
- [20:29]
B
Yeah, man. Well, you know, I mean, we'll touch on this too, real quick. Is that this industry is it people, they want instant results right away. They give up before they ever get any good. Delayed gratification is probably one of the biggest things. And if you don't have the tenacity to deal with delayed gratification, you're gonna lose. And, you know, so that's one of the biggest things I'll say. And then for me, going the health route, you know, I mean, everybody knows I love to have a good time. I love to go out. I love to socialize. That's why I'm in sales. I love to socialize, you know, but it was. It got to a point where I was going and having a little bit too much fun. And so I had to calm that down and get my body and my mind back and my. My health back. I was. I. I could still rely on my talent, you know, and now if I figure if I was able to just be completely focused, like 100% with my talent, I'd be.
- [21:39]
A
Fought the limits, right?
- [21:41]
B
Yeah. So that's how I looked at it, you know, and so that's what I'm gonna do. Man. This year is going to be one of those years that. Not saying I'm not going to go out and have fun or I'm not going to do this, but I'm really holding myself to a standard now, a higher standard as a leader, you know, and not, you know, just a sales guy.
- [22:00]
A
One thing that I like about you a lot, and I. I watch your videos or. Or your short reels that you make is you make sure that when you promise your client something that it gets delivered. Right. You show up to the installs, talk about the importance of showing up and talking and making sure what you promise gets delivered. Because the. The. I would say the normal comfort advisor or sales professional in the trades is making the sale Getting the signature, you see their tail lights and never see them again.
- [22:32]
B
Exactly. And I don't understand that. You know, the best way to, you know, I've guided the way for a lot of people, I would say, in our, in our company as far as sales go, because if you look on our reviews, I've got hundreds of five star reviews on there probably, you know, and how I get those reviews, it's real simple process. Excuse me. So what I'll do is I'll get the sale, obviously, you know, and I'll guide my way out the door. Hey, thank you very much. You know, I'll be back, you know, at your installation. You know, I want to come back and I want to make sure our guys do a good job for you and follow through with you and everything else at that point in time. If everything, if all goes well, I'm hoping you'll give me a five star review. So then when I come back. Okay, then I, you know, because a lot of people don't know how to do reviews too. You'd be amazed. So then I'll get their phone and I'll go, hey, look, you know, can you give me a five star review? It'd be really helpful for me. It helps me, you know, it helps me for, you know, future customers. And it just helps people know that I'm not some sort of scam, you know. And so then I get their phone, type in the website, put them on the review, and I go, just type whatever you feel necessary. Do you feel like I was five stars? If you put them on the spot, they're going to tell you, yeah, you're five stars, you're great. Absolutely. Yeah. And then they'll type in, you know what, what? You did everything else and you got a review right there.
- [23:53]
A
It's funny that you did that because we've been doing the home show leads, right. And one of the leads that we did yesterday, I didn't get anything off of it. We did a complimentary dryer event, cleaning and tuneup.
- [24:05]
B
Yeah.
- [24:06]
A
But I, I, it was an older gentleman. We created a, a really good relationship with him. And at the end of it, I was like, hey, let me ask you a question. Do you have a smartphone? I go, because, and again, I led those questions. Hey, did you like our company? Did you see value in this? Did we go over, you know, to exceed your expectations? Yeah, Yeah. I love you guys. So I'm setting myself up. I say, hey, you got a smartphone? Yeah. You mind pulling it out real quick? Hey, let's Go to our website real quick. Our Google research us, man. We got five stars. Do you want to help continue that radio? Five stars today. Boom.
- [24:41]
B
Yep.
- [24:42]
A
And then have them. Exactly. Hey, based off what you told me, what would you like to say today?
- [24:47]
B
Yeah, and it feels good, man, to have those reviews on there because it builds us. If you want to, you have somebody that's skeptical and go, hey, look, you know, go online. Look what I do for people, you know? And, you know, it's just. It's just a way. Way to engage with the customer, too. And. And yeah, I mean, I. We're big on that.
- [25:04]
A
What's the most uncomfortable sales situation you've ever been in? I just want to throw. What is the most uncomfortable.
- [25:13]
B
It's actually the funniest story ever. So I was with Angelica's daughter, Savannah.
- [25:18]
A
Okay.
- [25:19]
B
And she's just a kid at that time. Probably like, I don't know, she was like. Like, probably 12 years old, 13, 14 years old. She was working part time in our marketing room, you know, just as a job, you know, good kid. You know, she's always a hard worker, just like her mom. And so she decided she. I want to go on a ride with Uncle Nate. I want to go on a rattling with a. And I'm like, all right, yeah, you come with me. So I take her first call. Yeah, we go, we ring the doorbell, and this. This chick answers the door ass naked. Like they're nudist. First call, third nudist. Dude, there's a lady diving in the. In the pool out in the backyard. And trust me, she did not look good at all.
- [25:58]
A
They never do.
- [25:59]
B
But we just went along with it. Okay, so. And then they put towels on and stuff. Eventually, we sat in this, like, you know, I don't know, like a. Kind of like a gazebo in the back, you know, like open with couches and stuff. And I ended up pitching solar to him. And, you know, they. They had a. A pool, and they were getting 300 bills. I ended up closing them on solar. Close the deal. But it was so awkward. It was so awkward, man. You know, like, this lady had, like, hairy armpits and, oh, DJ was the weirdest thing ever. But that's probably the most uncomfortable I've ever been in a sales call for sure.
- [26:36]
A
What are your goals for 2025? I mean, we just started the brand new year. We're coming out of January. We're still in first quarter. What is your goal this year?
- [26:47]
B
So we went over goals the other day in the meeting. Sales meeting. We have a sales meeting every. It was every Wednesday. We moved to Monday. I feel like Monday's a good day too for, you know, to start the week out strong. Talk about goals, all that stuff. I think, you know, I love, I mean, I've never, I've never hit 4 million. I've hit 3, but I've never hit 4. I'd love to hit 4 million. I put my goal at 3, but I always like to overachieve. So if I can hit 4 million, that'd be huge.
- [27:15]
A
What do you think? You, what's it gonna take to hit the 4?
- [27:19]
B
The path that I'm on right now.
- [27:21]
A
Staying on it.
- [27:22]
B
Yep.
- [27:23]
A
Staying on it.
- [27:23]
B
Yep. Like making my social life like every once in a while type thing. Like, hey, I'm gonna go to Pink Martini and have some drinks one night. One night. And then, and then the rest is like history, you know, for the rest of the month. You know what I mean? Maybe celebrating a mark, celebrating a good month, whatever. But it just, you know, so many people, it's, we're in sales, we're social guys, you know, so, so many people, you know, relate alcohol to just like having fun all the time. And, and I'm realizing that as I get older and it's not, you know, it doesn't have to be that way.
- [28:02]
A
Yeah.
- [28:03]
B
And I'm learning that. And it's. You feel better, your mind's clear. You know, it's just, you know, it's, it's, it's just better. And I'm enjoying it right now. And I think that, you know, this summer is going to be a good summer. I'll be focused, clear minded.
- [28:21]
A
I think this year is going to be a good year. I mean, I think a lot of people were scared about. I am fearful. Back in, you know, September, November, December.
- [28:32]
B
We got the orange guy back too.
- [28:34]
A
You know, that's what I'm saying.
- [28:35]
B
You know, economy is set, so I.
- [28:38]
A
Think we're in a great trajectory. And I always tell people when it comes to growth, don't allow fear to dictate where you're going. I mean, you gotta truly believe who you are as an individual. I mean, me starting, you know, H vac, Masters of the hustle, taking the leap of faith from Bell Brothers, making a ton of money, everyone thinking I was stupid, batshit crazy. And look what that was able to turn out to. And then with royalty too, right? It's not easy to start a business. But, you know, I guess I, I like the death sentence.
- [29:10]
B
I don't know about you Man. But I kind of, like, fear a little bit. Like, I feel like if I don't have fear, where everything's perfect, like, I'm, I'm bored.
- [29:20]
A
Yeah.
- [29:21]
B
You know what I mean? Like, I want my back against the wall a little bit.
- [29:23]
A
Yeah.
- [29:23]
B
Like, I want a week where I.
- [29:24]
A
Got, I want to walk on the.
- [29:26]
B
Line a little bit, you know, like, there's, I'm against the wall, you know, I haven't made a sale, and then it's Friday, and I've got to close something or this or that that, you know, it's just I like, I like the pressure. Sometimes the pressure is good.
- [29:40]
A
Talk about being in a slump real quick, because even the best of us get in slumps. I, I, I've been in slumps, you know, so talk about what is it that Nate does to recover from a slump?
- [29:53]
B
I don't think it's really necessarily, like, what I do to recover. It said I do, I follow a process that works, and I don't veer from that process. The problem with sales guys, a lot of younger sales guys, is when they get into a slump, they try to change things, and they try to change too much, and it veers them way off, and they don't come back from that. But if you stay to the process that's worked for you, like I do, I stayed in the same process. I know that either that customer just wasn't a buyer at that day, but I probably can get them again or, you know, whatever the case may be. But, you know, I follow process and it. And I eventually come out of it every time.
- [30:40]
A
Who's been some of your biggest mentors that you have?
- [30:46]
B
Oh, gosh. I would say, you know, Larry Ellis being one of the first ones. I've got Angelica, you know, she's definitely mentored me in a lot of ways through, through business and through friendship, through. She's like a mother to me sometimes. And then I would say I watch a lot of motivational stuff. Stuff too. Like, I would say, like, I listen a lot to. Listen a lot of Andy Frisella, a lot of Andrew Tate, a lot of mental toughness type people. I do. I've listened to Weldon Long for sure, which is your boy. Yeah, I listen to you a lot. Listen to this podcast a lot. I just try to try to stay fresh in my mind with, with learning new things all the time and not being, Staying humble, you know, like, in a lot of ways. In that way, in that regard.
- [31:52]
A
Absolutely.
- [31:53]
B
You know, maybe I'm not humble in some ways. But I'm humble in that way at least, and I want to learn more from people, you know.
- [31:58]
A
Let me ask you a question. You know, being a good buddy of mine and being able to watch the growth of. Of what I've been able to accomplish in H Vac. What are your thoughts of that?
- [32:09]
B
What do you mean as far as just what you've done?
- [32:11]
A
Well, I mean, being able to. To create a podcast through sales and then to a training and then.
- [32:18]
B
It's amazing, man. I mean, what you've done with royalty, I've seen your installs are incredible. They're different. I like the LED lights. You guys are doing all that stuff. I think it's really cool. It's a good idea.
- [32:29]
A
We got to make it sexy some way.
- [32:31]
B
It's. It's cool. Yeah, the show has been great, man. What I like about your show, that different differentiates you from a lot of other shows is that you bring people on in the industry that have the same struggles, the same paths, the same. Like, a lot of us have the same issues, you know, out there, and we're just trying to figure out a way to make it and try and.
- [32:53]
A
Be transparent about it. Right. I mean, there's people listening to this all across the nation. Thousands and thousands of thousands of people. And that's the thing. I think that also makes a good leader, is being transparent, too. And I think that's what makes you a good leader within your organization as well, is because you are very transparent with what you do and. And, you know, you sacrifice a lot and you understand sacrifice now. Sometimes you go back, Right? But, yeah, I think you have a really good commitment and dedication to move forward and understand what 2025 growth looks like for you.
- [33:31]
B
100. Well, you got to love what you do, and I love what I do. I feel like I don't have a job really. I mean, I really don't like what I do for a living. I get up every Monday and most people are miserable to go to work, you know, and I could never live that way. I can never live that way. And the best part about what I do, too, is that I'm not capped out. What I put into this is what I get back.
- [33:54]
A
Yeah.
- [33:55]
B
And that is big for me.
- [33:57]
A
There's no cap on Nate Blatant. So, Mr. Nate, I got listeners from all across the nation, from business owners, dispatchers, technicians, sales professionals, installers. What would you like for them to get out of this episode of H Vac? Masters of the Hustle.
- [34:17]
B
Oh, man, I think just stay you know, stay strong. You know, be resilient. Stay strong. You're not always going to win the sale, but you might win it later on. And, you know, there's just this. This generation now, this new generation is not like us. And I feel like, you know, if you're out there working hard and you're doing the right thing by people caring about your customers is that you're going to win and you're going to win big. That's. That's really. That's. That's my. That's how I look at it.
- [34:53]
A
100 agree with that, y'all. Until next time, y'all. Nate, it's been an absolute pleasure to get you back on the podcast. Dude. Until next time, y'all.
- [35:02]
B
Late. See you guys.