Podcast Summary: HVAC Masters of the Hustle - Episode #307 with Sam Wakefield
Release Date: April 21, 2025
Introduction
In Episode #307 of HVAC Masters of the Hustle, host JDubMoneyMaker welcomes a special guest, Sam Wakefield, renowned for his impactful work in sales training and mentorship through his platform, Close It Now. The episode delves into Sam's two-decade-long journey in the trades, his transition into sales, and his strategies for achieving success in the HVAC industry.
Guest Introduction and Background
JDubMoneyMaker begins by expressing his admiration for Sam Wakefield's contributions to the HVAC sector and his significant growth on social media platforms. Sam reciprocates the gratitude, highlighting his excitement to be on the show after years of following Jacob’s work.
Key Quote:
"I'm super excited because his growth on social media I've been following the last couple years and he's been making a massive impact all across the nation doing on sites, helping people get to the next level."
— JDubMoneyMaker [00:35]
Sam Wakefield’s Journey into the Trades and Sales
Sam shares his extensive experience in the trades, nearing two decades in HVAC. He began as an assistant pulling ductwork, eventually transitioning into sales after discovering his innate talent for closing deals. Initially struggling in service roles, Sam found his calling in sales, leading him to leave the trades briefly to teach guitar lessons before being invited back into sales by a former employer.
Key Quote:
"The moment that I made the first sale... it was like, wow, I was made for this."
— Sam Wakefield [06:01]
Transition from HVAC to Solar and Back
Sam discusses his strategic move into the solar industry, where he successfully closed over 100 deals in two years. However, he observed a decline in the solar market by 2025, prompting his return to HVAC. He critiques the HVAC industry for lacking proactive lead generation and emphasizes the need for tenacity and hard work to create business opportunities.
Key Quote:
"We're all a bunch of lead babies... we just expect it to happen instead of going and making it happen."
— Sam Wakefield [08:39]
Mastering Door-to-Door Sales and Mindset Development
A significant portion of the discussion centers on door-to-door sales, often fraught with rejection. Sam shares his mindset strategies to maintain confidence and enthusiasm despite frequent "no's." He advocates for viewing each rejection as a step closer to success, inspired by Winston Churchill's philosophy on failure and success.
Key Quote:
"Success is moving from failure to failure with no lack of enthusiasm."
— Sam Wakefield [10:38]
He also highlights the importance of differentiating between marketing, advertising, and prospecting, categorizing door-knocking strictly as prospecting aimed at finding immediate buyers.
Developing and Running Training Programs
Sam elaborates on his coaching and training methodologies through Close It Now, detailing both virtual and on-site programs. His training combines classroom learning with real-time coaching, ensuring participants can implement skills immediately. Sam underscores the value of personal growth and continuous learning as foundational to sales excellence.
Key Quote:
"An hour in the field is as good as a month in the classroom."
— Sam Wakefield [16:22]
He describes various coaching packages, including one-on-one virtual sessions, on-site training with ride-alongs, and comprehensive 12-month programs that have previously resulted in significant business growth.
Investing in Personal Development
A pivotal theme is the importance of investing in oneself. Sam shares his personal story of purchasing a Brian Tracy course, which yielded a substantial return on investment by increasing his sales performance. He emphasizes that investing time and money into personal and professional development accelerates growth and prevents stagnation.
Key Quote:
"When you invest in yourself, you can never, ever, ever lose that investment. And it's the biggest ROI anybody can ever get."
— Sam Wakefield [19:29]
Overcoming Imposter Syndrome and Building Confidence
Sam addresses common challenges faced by sales professionals, such as imposter syndrome and mindset hurdles. He stresses that believing in one's ability to achieve high close rates and handle significant sales volumes is crucial. According to Sam, internal confidence trumps external techniques like scripting or role-playing.
Key Quote:
"I want them to believe that they are the person who can make the sell... but until they believe that, it doesn't matter how many scripts you role play."
— Sam Wakefield [22:52]
Effective Sales Techniques: Presenting Options and Discovery Sessions
The conversation shifts to practical sales strategies, particularly the art of presenting options. Sam advocates for offering a manageable number of choices (typically four) to clients, ensuring each option aligns with their specific needs discovered during the appointment. He explains that establishing a clear context and understanding the client's problems deeply enhances the effectiveness of option presentations.
Key Quote:
"We build up the complete solution for everything that they said they wanted... because if people don't understand how it's going to affect them, and why they should want it, it doesn't matter if they don't truly understand."
— Sam Wakefield [24:21]
Sam also highlights the importance of discovery sessions conducted early in the appointment, focusing on understanding the client's true problems rather than simply presenting solutions.
Upcoming Event: Relentless – The Ultimate Sales Transformation
Towards the end of the episode, Sam announces his upcoming event, Relentless: The Ultimate Sales Transformation, scheduled for May 6th-8th in Boston, Massachusetts. The event promises a unique training experience with high-profile speakers, including Doug Wyatt, Scott Sylvan Bell, Doug C. Brown, Jonathan Neves, and Tim Roberts. Sam aims to offer transformative experiences that reset participants' mental frameworks and elevate their sales performance.
Key Quote:
"This will not be like any other training anybody's ever been to in anywhere in home service or in the trades."
— Sam Wakefield [34:10]
Tickets can be purchased at closeitnowbootcamp.com.
Final Thoughts and Advice for Listeners
In closing, Sam emphasizes the mission to raise industry standards by encouraging professionals to become "worth buying from." He advises listeners to invest in personal growth across various aspects of life, including relationships, fitness, and spiritual practices, to enhance their professional capabilities organically.
Key Quote:
"Work on yourself first, and the rest will take care of itself and be just be coachable."
— Sam Wakefield [36:50]
He urges all HVAC professionals—whether business owners, technicians, installers, comfort advisors, salespeople, or dispatchers—to adopt a continuous improvement mindset, fostering an environment of excellence and integrity within the industry.
Conclusion
Episode #307 of HVAC Masters of the Hustle offers valuable insights from Sam Wakefield on mastering sales within the HVAC industry. From his personal journey and mindset strategies to effective sales techniques and the importance of investing in oneself, Sam provides a comprehensive guide for professionals aiming to ascend to the top 1% in their field. The episode concludes with an exciting announcement of the Relentless event, promising further opportunities for growth and transformation.
Notable Quotes at a Glance:
- "Success is moving from failure to failure with no lack of enthusiasm." — Sam Wakefield [10:38]
- "An hour in the field is as good as a month in the classroom." — Sam Wakefield [16:22]
- "When you invest in yourself, you can never, ever, ever lose that investment." — Sam Wakefield [19:29]
- "I want them to believe that they are the person who can make the sell..." — Sam Wakefield [22:52]
- "Work on yourself first, and the rest will take care of itself and be just be coachable." — Sam Wakefield [36:50]
For more information on Sam Wakefield’s training programs or to attend the Relentless event, visit closeitnowbootcamp.com.