← HVAC Masters of the Hustle
HVAC Masters of the Hustle
Episode #307- Sam Wakefield
00:39:11
HVAC Masters Of The Hustle would like to welcome Sam Wakefield into the Hot Seat On Episode 307. Sam is a Leading Training in the HVAC speace and also the Podcast host of Close It Now. On this episode Sam will talk about as a trainer some challeneges...
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Transcript48 lines
- [00:03]
A
This is H VAC Masters of the Hustle with your host, Jacob Moneymaker.
- [00:32]
B
Hustler.
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A
What is up? You are listening to H Vac Masters of the Hustle podcast and here's your host, J Money Maker. And welcome to episode 306. And I'm super excited. I got a great guest that's going to be in the hot seat today. But before we jump into that, I just want to let you all know this podcast is brought to you by Nuva Thermostat. The thermostat made by the contractor for the contractor. Let's retain our client, let's not give them away to our competitors. And let's just say this thermostat is pretty sleeky cool, nice looking as well. But I am super excited because we have had a lot that's gone the last couple weeks. I've gotten back from the EGIA event Epic in Orlando, Florida was able to speak on stage and having that opportunity was an absolute honor and a blessing and I got to give them a big shout out. You know, EGIA putting on just an absolute amazing event. You know, every time I go to an event the last three years it's just like a step up from the last year, then another step up. So I'm excited to see what they're going to be doing in 2026, which they just made the announcement it's going to be back in Las Vegas. So they went from Anaheim, Disneyland to Orlando Disney World, back to Las Vegas. So the Itiz or the adult, I guess I will say theme park. Right. So I'm super excited. Like I said, I've been waiting to get this gentleman on and he's been extremely busy as well as myself. And I'm 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. Let's go ahead and welcome the One, the only Mr. Sam Wakefield, also the podcast host from Close it now as well. So Mr. Sam, what is up brother man?
- [02:51]
B
Hey, hey, hey, hey. How is it going brother? Good to see you today. Glad to be here.
- [02:57]
A
So I haven't seen you since we were in Minnesota at the Hook Agency event and the last couple years, you know, we talked on social media but never had that face to face contact. And I just gotta say man, you are truly an amazing person to being able to talk to you in person. The passion that you have for the trades and really showing people what's possible is Also, one of the reasons why I wanted to get you on the podcast for all my listeners. You guys are in for a really good treat. Sam, talk about real quick. How did you get into the trades of H vac or the trades in general?
- [03:42]
B
Yeah, for sure, absolutely. And thank you for those words. And before we do, actually for everybody that's watching, I've got, let me throw my Masters of the Hustle hat that I actually got at that event.
- [03:53]
A
And dude, that looks good on you.
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B
We're checking out this co branding. Got my clothes and now shirt on. Got the Masters of the Hustle cap. Now we're ready to change some lives. But, but yeah, man, I, you know, I started 20 years, 19 years ago. So 20, 25 is actually we're coming up on know, about to be 20 years in the trades. You know, I was an addict pulling duct work as a helper on a crew. You know, I've told this, funny enough, I told the story a couple times today to new coaching clients. I started out for 850 an hour. You know, I was the short guy. So they're like, that's your run over in the corner, right? So I did that for a couple years.
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A
Go get that one.
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B
Yeah, that, that one where it's so small nobody else can fit. Yeah, that's yours. So, you know, I did that for a couple years. I, you know, got into service a little bit and actually, you know, I sucked at service because I ended up just selling stuff because I just didn't want to fix it way, way, way back. And, you know, I didn't last very long in service because I just wasn't, you know, I have a background. I have a physics degree. I have a background. I can do it. But I realized that it's so much easier to talk with your, to use your mouth for, for work than it is your body. And I heard that piece of advice right around that, that time. And then I actually quit the trades for a little. Quit a track. I taught guitar lessons for a while and the owner of the company called me and he was like, hey, man, I, my brother's leaving. He was the salesperson. I, I need somebody to step into that role. And you did the work, so I know you're not going to underbid the labor, so come give it a try. And I stepped in 22,000. Oh, gosh, 2010, I guess that was. I stepped into that role and never looked back. And so it's been, been quite a journey.
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A
And you know, as you're going through this venture and this journey and everything. When did you find that you had a niche in sales or communication?
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B
You know, it was that first. I. I didn't recognize it in my life. But the moment that I made the first sale, which happened to be my first appointment, because I just didn't know what I didn't know, and I went out and made the sell, it was this light bulb went off over my head, and I was like, wow, I was made for this. But then I started analyzing my life. It's like, wait a minute. I've always done sales. I was a waiter, you know, waited tables, a server at a Mexican food chain in. In Amarillo. And it's a Texas panhandle, so we're tiny town. And so I was a waiter. I worked in the tool department at Sears, selling for commission, you know, and just all of these things I had done in my life that I realized that, wait a minute, maybe I have always been in sales. I just didn't know it, but just turned into a. You know, you have that first. That first good one, and it makes you want to come back for more. But I also realized that I didn't know at all what I was doing that year.
- [07:02]
A
Now, one thing that I saw, because I've been watching your journey for quite some time, and I might be mistaken on this, so you might have to help me on this, but I'm trying to go from memory, you went from H Vac and then you went to solar. Am I correct? And then you started to do. I feel like you started to get a lot of momentum in the mentorship, in the solar game. And was that like knocking door by door? Can you explain that?
- [07:34]
B
Yeah, yeah, that's. That's a great question. Something I haven't been asked before and really had a chance opportunity to talk about. My original plan was to put H Vac on hold for a little bit and go master the solar industry. That solar model, which I did, I put up 100, you know, in two years, I put up 100 deals across the country, selling both virtually and from the doors. And then I came and the entire goal was to be able to come back into the H Vac world, to bring solar back, to be able to train the, you know, teach the owners and the contractors in H Vac. Hey, this is a really incredible industry. Let's marry them together and it will make a lot of sense. Well, in retrospect, this is really interesting, what's happened. And it's varying opinions across the country. So this is just my personal opinion. Does not necessarily necessarily reflect the opinions of the the show or the host. But personally, I feel like solar in as recording date 2025 is kind of turned into a debacle of an industry and nobody really knows what's going on with it right now. But after spending three years and knocking thousands and thousands and thousands of doors, I came back to Atrack and realized, wow, we're all a bunch of lead babies. And when a salesman steps into that world, I'm like, hey, where's the leads? And they're like, what leads? What are you talking about? You have to go find them. You have to create business for yourself and to shift into that mindset instead of thinking, well, service drive sells and if we just put more marketing dollars, then it's going to grow. Coming back and realizing we're some of the laziest industry of all of the trades because we just expect it to happen instead of going and making it happen. And so I would say that's been my biggest takeaway is that tenacity and work ethic from that that came back and said, hey, listen, let's leave putting glass on the roof to those guys because let them figure out the legal parts of it and all the bureaucracy that's going on. Let's create that work, bring that work ethic and tenacity and doors. It's the biggest opportunity for marketing that nobody's doing right now. And I know you are, so we can kind of talk about that. But.
- [09:51]
A
Well, and that's why, that's why I wanted to ask that question is because like I said, I've been following you for a while and I noticed that you were door knocking and that's one of the hardest things to do, you know, rejection after rejection after rejection. To be able to move yourself from that type of mindset where you're getting that daily rejection while still being confident and enjoying what you do. Right. So talk about that because there's a lot of different listeners across the nation that might do door to door knocking for H vac or for a different trade that happen to be pondering and listening to the podcast today. How did you be able to develop that type of mindset day after day after day after day.
- [10:39]
B
That's a good one. The, you know, I, I'm huge in quotes because it's, you know, it's a little snippet of wisdom from people that have gone before us that have, you know, learned and mastered things. The quote that always comes back to me when I think about the doors is Winston Churchill's famous quote, success is moving from failure to failure with no lack of enthusiasm. And when we adopt that mindset and also we treat one and understanding what door to door knocking, what door knocking is, because most people, especially in H Vac or in, you know, in our industry, they don't understand the difference between marketing, advertising and prospecting. Well, door knocking falls under the category of prospecting, which is finding the most likely buyer right now. And when we have that as the foundation for what we're doing and just realizing that, you know, if somebody is gets upset at us, it's their problem, not ours. We have hundreds or thousands more of opportunities right down the street next to us. And we're really just offering items on the menu if, you know, we're the waiter. If somebody comes into your restaurant and you're waiting tables and they don't want the steak, okay, that's a problem. Don't order the steak. How about the chicken? It's okay. Or how about the vegetarian dish? All right, you're not hungry? Okay, no problem. I'll see if the next person is hungry. And that when you have that mindset, then it tempers your emotions, that emotional roller coaster and it allows you to just move to the next one and to the next one and have just as great of a conversation. And I'll tell you, it's fun knocking for H Vac, as you know, because it's the only need based sale that we could make on the doors. Everything else is want based so we don't have to create a need. They already have it. So then when the knocking, you know, it's like, especially in areas that are like say, oh, beat to death by solar people or something, it's easy, you just knock on the door, be like, hey, don't shoot, I'm just the air conditioner guy. And they'll come outside, they're like, hey, well, what you got?
- [12:49]
A
So as you continue your growth, right, so you went through the solar game, the door knocking, you developed different skills, communication, self growth, and you go into bringing that into the H Vac trades. And now you developed also training. But before I get into the training, one thing that I want to rewind real quick is also the Close it now podcast. If I'm correct, you've been doing that for how long now? Three years? Four years?
- [13:24]
B
April of 2019 was episode one. So with this here, in a couple of days, when I hit April 2025, it'll be six years.
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A
Nice. So we've been doing it the same amount of time Six years. And when you started as a host or a podcaster, what was your mindset when you started? Close it now. Like, was it something that you just started just because you wanted to create content? I mean, what was the whole foundation of the start of it?
- [13:59]
B
There were. It was a. It was kind of dual purpose. One is I knew in my core that I wanted to grow past just being, you know, a rep in the field. My. My mission to impact people is, you know, it's always been more than just on a one to one basis. I went, I was looking for a way to be able to impact one to many. And so stepping into this role made a lot of sense for me. So I was very intentional about the training program. I went, you know, spent a week in Orlando taking a course to be a trainer. And just for the personal growth for all of the years, you can't be a top performer in sales and not be focused on personal growth. So, yeah, you know, 15, 18, 20 years of personal growth built into the vision. So I knew I wanted to do something like that. I started the podcast specifically. So the podcast and the coaching company are almost a little bit different how they started. This podcast started because I was, you know, coaching and training my team at the company here in Austin that I was sales trainer for. And it just dawned on me that, well, if they need to hear it, I'm sure somebody else does. So it's fun to go back to the first maybe 30 or 40 episodes of the show because they're literally me in back when I was in field driving between appointments, voice memo into my phone, and then I was uploading it later. And so you literally are hearing rain in my windshield wipers. And a couple times it's like, oh, man, they about drove me off the road and then right back into what I was talking about. And so that's how the podcast started. And then I was very intentional about the coaching as well. I had just read a couple Gary Vaynerchuk books. Jab, jab, jab, right hook and crush it. And so I was like, I'm just going to give value first. And so it was six months of podcasting before the first person reached out to me and he said, take my money, coach me. I don't care what it costs. I said, well, okay, well, this means it's time to open the coaching program. And so I knew that I'd invested into enough emotional bank accounts that it was time to say, hey, I'm offering this now. And so everything has grown organically from there. Into what we have now, which is of course the full programs for just about everything.
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A
So how do you run your training? Virtual training, group training, classroom training on sites. Can you kind of talk about abroad of what you do, what you offer, different packages or what that looks like consists of?
- [16:37]
B
Yeah, for sure. I, right now I've, I've really pared down my one on one sessions. I have 10 slots that I do one on one coaching. So when somebody says you know what I need to, I want to work with you directly. That's what we do as a one on one virtual. So you know, we meet once a week and with in between it's like I call it coach in a pocket. So we'll do the training during the session and then in between during the week we're coaching, you know, debriefing calls and that type of thing. So that's one virtual program. The on site is similar to what you do. You know, mine look like four days. We do a half a day in the classroom and then the second half of the day I'm doing ride alongs with all of the people. And so we're stepping in and we're coaching. I'm not training in the field, we're coaching. And so they get the opportunity to implement immediately. And of course when you can demonstrate what it's supposed to look like as well as I do, an hour in the field is as good as a month in the classroom. And so that's what locks it in that learning so they can implement right away. And so that's what the virtual or the in person looks like. And then with that, you know, we do like three months of accountability on the back end. So we're doing regular virtual check ins and that kind of thing. And then of course outside of that there's larger, more robust on site package. You know, hybrids of on site and virtual. You know leading up to we've got a full 12 month complete company, basically renovation company remodel program that we call it where we're going, we're deep diving. But the last organization that we did with that had a 266% growth in a 12 month time period. So when you go to that level, that's the level of change. When you to get change you have to make change and the degree of change that you want to see, you have to either invest the time, money or both.
- [18:40]
A
Yeah, I agree with that. Talk about making that investment in yourself and taking that leap of faith of fear, right? Going from something that you were doing consistent study Comfortably and taking that leap of faith because that's something that I had to do. And that was something that, it's like, you know, you got all, you know, for. For myself, and I'm not going to speak for you, but I was leaving a job, that I was making a good amount of money, and when I was taking that leap of faith to become a trainer and a podcaster. Right. A lot of people were looking, even my family members were looking at me like, what are you doing? Like what? They didn't see the vision. They didn't see the dream, you know?
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B
Yeah. Did you know it's huge? Yeah, no, it was good. You know, thankfully, I've always had the most incredibly supportive wife.
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A
Oh, yes.
- [19:31]
B
She's seen the vision from the beginning. And she, she, you know, she saw it way before I did. And, you know that she's been my biggest rock and supporter through the process. And even when the times are hard or, you know, you have those months especially, it's like, where did all the coaching clients go? How are we going to pay the bills this month? And, you know, even through that, it's been the best journey. But that, that mental shift, actually, in investing in myself and investing in the business, I'm going to tell a quick story of that I think will make a lot of sense here. You know, years ago, my very first year in the field, I didn't know what I didn't know. I just knew that I enjoyed talking to people and that I had a handful of things that I had read. And so I knew I needed to develop a system and get better fast. So I'm going to date myself here. But I was looking through a magazine and I found a Brian Tracy ad. I had to physically dial the number, talk to his office, write a check to mail to his office, and wait for the CD set to come back two weeks later. So that's my $325 was my very first investment into myself to grow and to learn. And my very first course I ever bought, the Brian Tracy course. Well, that year, because of that, I gave myself, from the first year to the second year, a $30,000 raise. Didn't I saw almost identical number of appointments? Almost. I didn't. There was no new appointments. I just sold higher tickets at a higher close rate from investing myself and implementing what I learned in the course. And so these bells started going off on my head. I was like, wait a minute. I invested $300 and I gave myself a $30,000 raise. What would happen if I spent more on myself than I did for other things. And so, man, talk about starting this cycle of, you know, I was, yes, I was scared to let go of the. The money, but I knew that if I didn't, things were going to stay the same, and I didn't want that, and I didn't want to have to beat my head against the wall to do it. So hiring coaches, hiring trainers, hiring, buying courses and things over the years, it compresses time. And so it's allowed me to, you know, of course, move into things much faster and at higher levels than, you know, all the peers around me, because they weren't willing to do that. And so when somebody says, oh, man, I don't know if. I don't know if I'll spend $3,000 for this event or this course or whatever it is, however much it is, it's an investment. And when you invest in yourself, you can never, ever, ever lose that investment. And it's the biggest, biggest ROI anybody can ever get. So. So that's the story that accompanies this. So by the time that it hit and we got, you know, 10, 12 years down the road into, say, making the leap into coaching versus what I was doing, you know, I had no problem doing it because it's like that other quote, the bird's not scared of the branch breaking because it knows the power of its own wings. And so when you develop yourself as a person to know that you're going to be successful, whatever you're doing, what you're doing changes, but the mindset doesn't change behind it.
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A
What's. As a coach, what's one thing that you feel like people struggle with the most?
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B
It's the mind. It's imposter syndrome. It's the mindset. I would say that is the. If we, you know, you and I as coaches, if we could, you know, at the end of the day, I don't care if people learn a script or not. I want them to be able to believe that they are the person who can make the sell the. They are the person who can have a 50% close rate, a 60% close rate, or whatever the number they. They want. I want them to believe that they are the person who carries a $20,000 average ticket or whatever it is. But until they believe that, you know, it doesn't matter how many scripts you role play. It's window dressing to your inner. Your identity of who you know you are and how you perform.
- [23:51]
A
Yeah, I agree with that, Sam, 100%. You know, as you, you Know, are a sales professional, you're very good at what you do. You're a great communicator. One of the biggest things is presenting options. Right. How do you go about teaching presenting options and, you know, really, I guess, staying inside what I call the batter's box and, you know, not potentially giving up, you know, while presenting options and being confident.
- [24:22]
B
Yeah, you know, the confidence and certainty is it, you know, I personally, the way that I train, you know, I'm, I'm not going to. I have my, my ideal number of options, but it depends on the client and it depends on what we're presenting. You've got your 80% box. The Pareto principle that this works for most people. But then understanding that we learn our process, we learn our sales system to be able to shift and adjust with the client as we get better at what we do and not force something into a box. But the, you know, the way we do options, I like four. If we're talking about system presentation, I like four options.
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A
Agree 100%.
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B
It's, you know, and actually, I will tell you, we will probably learn that from the same mentor, you know, I use for my very first. Real quick, quick pop out. My very first real training in the industry was, I think was Weldon Long's like second class he ever did in Lubbock. It was in Lubbock, Texas. And there was like less than 20 of us in the room. And it was that, that was the moment that I realized that this is what I wanted to do with my life, is train. And so, so I learned the four options, you know, there at that point.
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A
Yeah, but what do you, what do you, what do you think of, you know, some companies I go out, they present six options, seven options. What is your mindset on presenting more than four options?
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B
I think that in some cases it might fit with the right client. And so at the end of the day that actually, let's back this up, let's forget the number of options for a second because with anything we're presenting, it doesn't matter what section of the appointment we're in or whatever we're presenting, the thing is less important than the context around the thing. So how we set the frame for that part of the conversation and how we set the context to lead into what we're going to present be presenting is way more important than what is presented. Because if people don't understand the value or the reason behind what's going on and we don't pass it through the benefit lens of how this is going to change their life. We can show them all of the options in the world or one and it doesn't matter if they don't truly understand how it's going to affect them and why they should want. Why should they would want to move forward with it. So once we have that context set and once we have the frame set, then a lot of it is all of the selling is done in our discovery session section. So if we ask enough questions and ask the right questions to the deep enough level, we'll be able to polish the right presentation to be the complete solution for them. So, so the short answer to this, the way that I like to set the options are we build up the complete solution for everything that they said they wanted within the discovery session or section and then we, we, you know, the way I train is we'll build options below that. So we'll start our unpacking that bundle into smaller and smaller bundles the same way that we would typically do say service options. We're built. We're actually doing that for complete systems with accessories and enhancements. So the frame being whatever the top one is that we present is the complete solution for everything that they said that they wanted. Anything less than that is something they have to give up because people hate to lose things and people hate to have things taken away from them. So knowing if that's the frame for it, they self disqualify from the lower options and move towards the the higher options because that is what they said they wanted to start with. And then once we have that established, now the rest is easy because it's just determining can we do it all at once or do we need to do part now and then pre schedule some of the work down the road which can be done too. So it just makes the whole conversation a lot more fun and way more. Way less cells and way more just like okay, well this is. We're working together to complete to build this project. Here's what you want to do. Can, can we do it all at once? Do we need to plan it out? Let's figure out the best plan for you. But either way they stay in our ecosystem.
- [28:49]
A
Love it. Talk about the discovery session. Like what part of your appointment do you do that?
- [28:57]
B
Yeah, that is the. That's one of my most. One of my favorites. Discovery done right is pretty early in the. In this, in the appointment. I don't like doing it it. There's a lot of people that train at the very first. I'm not like that. I'm not a Believer in that. I think we need one. We need the psychology of. To know that anytime something new is entered, introduced into someone's environment, we've got to have some. That's why people do icebreakers at events, right? We've got to get them to give them time to get used to us in their space, to just relax a little bit. So that's why, you know, traditionally a lot of people have taught like, you know, form and that kind of thing for rapport. Personally, I don't believe in that. I believe we should get into a lot more professional rapport. I'm not there to be your friend. I'd be friendly, but I'm not. We're not going to golf next week, right? And so the doctor doesn't come into your doctor, into your patient. You know, room is. If you're his client. It's like, hey, you want to hear about the sandwich I had at lunch? I love the rims on your truck. You know, they're like, okay, hey, I've got a. I'm Dr. So. And so I have a plan for our meeting, and here's what we're going to do. I'm going to ask you some questions, I'm going to evaluate and I'll put together some options and write you a diagnosis. And it says every bit of it is assumed. So we take that same kind of idea. So we're doing introductions and stuff first and then straight into the discovery out of that, though. And discovery is, you know, very. My discovery is very different than anyone else's. You know, what we're not talking about is probably more important than what we're talking about. You know, we're not talking about money, we're not talking about payments. We're not talking about can, you know, the infamous question 12, which is probably one of the most controversial discovery questions in the industry. Some people love it, some people hate it. You know, I'm a big fan of if you question force a no response from somebody. You know, we're closing off pipeline. So I'm like, man, let's just. Let's just chill and find out what's truly going on with their life and the way they live there. Because most people misunderstand what the problem in the house is. So many people sell to the house and they're like, oh, we found this going on. This going on. For example, say, the corner bedroom, you know, in your house is too hot in the summer, too cold in the winter. Something common. And, you know, little Johnny lives in the corner in that bedroom. So we're asking them what's going on? And they say, oh, well, the bedroom's too hot in the summer. When then too many people will go and measure like, oh, I found the problem. It's this ductwork is disconnected. When their brain, they're like, that's not the problem. The problem is the room's too hot. And so we assign the problem to the what's causing the problem. Because we have to remember it doesn't matter what we say, it matters what they say. And in their mind, the problem is the bedroom's too hot. So we have to change our language to, okay, I found this. Can you see how it's causing your problem? And they're like, yes. And so because not enough of our clients are mechanically have enough mechanical aptitude to connect those dots. So I have to do it for them. And when we do that for them, they're like, oh, that makes total sense.
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A
Now you'll see the reaction on. You'll see their body language. And you know, I'm a big body language reader when I'm in a point too. And that's one of the things that I look at. And I think they say, what, 80% of communication is based off body language?
- [32:31]
B
100. Yeah. And. And you can tell if they're, if it's getting across, you know, going across or making sense or not. And so, I mean, discovery is really just that. It's like not, not taking the first answer that we get. If I could give anybody advice out there in your discovery sheet, and, and I have a free one that I give away if anybody wants it. It's in the file section in my Facebook group. It's my free giveaway to the entire world. Whoever wants it, needs it, even have a non logo version to put your logo on it. But the, the whole point is, whatever questionnaire you're using, the question on there, don't treat it as a question to get an answer. Treat it as a conversation starter and then ask deeper and deeper questions. And truly, if we're doing discovery right, you know, one to three out of every 10 people, we should see tears by the. If they're talking, if we're asking enough questions about their concerns and the problems they're having in their homes, because we have to remember we have this responsibility. We're literally changing people's lives. We're changing the way we affect their human experience. And when we treat it with that gravity and that respect, we're going to ask deeper, more concerned questions because our goal is to listen to understand, not to respond.
- [33:49]
A
I agree. You have some big things coming up as you continue to grow. One thing that I just saw that you made an announcement on is you have an event coming up. Can you talk to the listeners about the event and where they could find tickets to attend the event and kind of just go in detail on that?
- [34:11]
B
Absolutely. And thank you for the opportunity to chat about it on your show. I appreciate it. Yeah. So it's called Relentless, the ultimate sales transformation. A lot of people have been calling what I do the, the kind of Tony Robbins of the trades and so we're really leaning into that. So this will, I can, I can guarantee and promise this will not be like any other training anybody's ever been to in anywhere in home service or in, in the trades. But we're gonna. So I've got some pretty rockstar speakers coming in. We've got Doug Wyatt. He is going to be doing a section or two. Scott Sylvan Bell from formerly of the Bell Brothers of course the, the big company that you know was hit pretty, pretty big famous. He's going to be doing some sections. We've got a guy named Doug Brown, Doug C. Brown. He is. He was actually Tony Robbins director of sales for one of his companies for seven years. He has worked with nascar, to Jason's Deli, you name it. And he's got some, he's got a big focus on the trades right now to help people. And then Jonathan Neves, he's the owner of Green Energy Mechanical up in Boston, he's going to be doing a section and a guy named Tim Roberts who's my integrator. Incredible company called Scale. It now helps companies scale. And my protege, actually a guy named Christian Moore, he is total beast. And then of course myself, I'm going to be taking people through the closing out process but more importantly we're going to be doing some things that immediately get some breakthroughs in. We were talking about that belief system. We're going to break through those upper limits in the mines so people will literally be able to reset their thermostat, their mental thermostat on the spot.
- [35:54]
A
So they're walking on fire.
- [35:57]
B
Almost. Almost. The, the, the. The insurance rider on that one is either of us combine what a handle right now. I looked into it but we are going to be doing a cool transformational exercise as well.
- [36:11]
A
Love it.
- [36:12]
B
Yeah. So it's May 6th through 8th. It is in Boston, Massachusetts and to get tickets it is closeit now boot camp.com and so pretty easy to pretty Easy to get to close it now.
- [36:24]
A
Bootcamp.com post a lot of video and pictures. I can't wait to see how the event comes. Your first one. I wish you nothing but the best. You know, Sam, I got listeners from business owners, technicians, installers, comfort advisors, sales professionals, dispatchers. What would you like for them to get out of this episode of H Vac Masters of the Hustle?
- [36:50]
B
You know, I think, if anything, that I could share my message, and my heart is to raise the standard of our industry. You know, the. The we actually. This is part two answer to the. Your first question about starting the company. The one of the main reasons I started Close it now is I was tired of going to conventions and to the, you know, the different trade shows that we have. We have so many shows now that. And then going to. It's not as much the conference, but going to the bar after and hanging out. You know, everybody hangs out in the, you know, the bar to have conversation and network. And I got so tired of hearing different owners and leaders in our industry almost with a badge of honor and have a scorecard. I'd be like, jason, so you've been at this how long and how many wives and how many heart attacks have you had? And it grossed me out so much. I was like, we can do better than this. So I've made that. My mission is to help raise the standard of our industry to a level that we deserve to be, because, you know, if we don't change that, then our industry is headed, you know, into the trash can. And so that's why one of the things that I say really often is work to become someone worth buying from. And when we work on ourselves first, the rest will follow. So by extension, that's not just for salespeople. That's for everybody listening. You know, when you work on yourself first and you. You work on your relationships and your nutrition and your fitness and your personal growth and your spiritual practice, you know, the skills of your role will follow, but those are the components that create someone worth being around and worth doing business with. And so if I could, you know, stress anything, it is that. So work on yourself first, and the rest will take care of itself and be. Just be coachable.
- [39:01]
A
I think.
- [39:08]
B
We survive like.