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- [00:01]
Mailshark Representative
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- [01:04]
J Money Maker
This is H Vac Masters of the Hustle with your host, J Money Maker. Yeah, I'm a hustler cuz I'm a hustler. What is up? You are listening to H Vac Masters of the Hustle podcast. Here's your host, J Dub Moneymaker, and welcome to episode 314. And first off, I gotta say, I believe that we all have a Spartan in us. It is my job, my duty and my obligation to to bring that beast out, right? And I gotta let you all know, this podcast is brought to you by Mel Shark. Mel Shark has been absolutely doing amazing things over at Royalty Heating and Air, especially gearing us up for the season of summer. Right now they're getting us indoors, we're creating opportunity, we're meeting the neighborhoods. And not only that, we're dominating the neighborhoods. Right? If you want to dominate the market, what do you got to do? You got to dominate one neighborhood at a time. And that's what Mel Shark helps you do. And also the podcast is brought to you by Nuva Thermostat. The thermostat that is made by the contractor for the contractor. And man, am I excited to get into this episode. I have a good friend of mine that is no stranger of being on the podcast. But what we are going to deliver today is something special for the audience and I'm super excited because we got meth tongue twister, G. Seth. We got Mr. Seth er that's joining us in the hot seat right now. Mr. Seth, first off, thank you for taking the time out of your busy day to jump on this podcast. First off, I just gotta say, man, how are you doing? You're looking great.
- [03:16]
Seth
Thanks, man. I heard that episode 314, it's like, dude, that is that Is amazing. I mean, like 314 episodes. I mean, you have just. We were first met. You just launched the podcast. You just launched.
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J Money Maker
Isn't that wild?
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Seth
Yeah. And now you're like, dude, you've exploded. It's fun to watch people like you, like, grow and do well, you know what I mean? So.
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J Money Maker
Absolutely.
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Seth
Yeah.
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J Money Maker
And one thing that I really like and I appreciate about Seth and our friendship and the growth over the last five years is, is we've done multiple things together in the ventures of the trades to help contractors across the nation. You know, from financing, from doing multiple different things, training, doing big old seminars. Right. Doing webinars. What has been some of your favorite things out there that you've done personally to help the trades?
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Seth
That's such a good question. I was just thinking about some of our first, you know, our first events together, you know, and just how impressed I was with sort of just how down to earth you were. You know, like, we had a similar story. Both grew up very. Without all of the advantages of wealth is probably the best way of putting it, you know?
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J Money Maker
Yeah.
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Seth
You just work your guts out as hard as you can to try and make.
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J Money Maker
But no one would see that if they looked at you and I now. Right. They would never understand the struggle.
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Seth
I know you see pictures of my childhood, and it's like you can hardly. I can hardly recognize, like, the way that we grew up. It was. So let's say my kids would definitely not recognize the way we grew up, you know?
- [04:52]
J Money Maker
Oh, yeah. That's why we do it. Right? We do it for our family, for the kids, to give a better life that we never had.
- [04:59]
Seth
Yeah. Yeah. But to answer your question, you know, for me, I think anytime I get a chance to stand up in front of contractors, just kind of share things, I think that's a good experience. And I've said this. I don't know if I've ever said this to you, but, like, I feel so blessed and fortunate to work in this industry. I mean, the vast majority of people who I meet in this industry, like the contractors, the sales reps, like, they're fundamentally decent human beings who are working hard to provide for their family and just trying to do the best they can. You don't have. I practiced law before I came into this industry, and trust me, it's not the same. Okay. It is not the same field. Such a toxic environment in so many ways. Right. And this is just a freaking great place to be. Right. Like, if you can help out somebody to grow their business and, like, Improve their family's life. That's cool. That's fun. There's, like, a payoff there. That's nothing to do with finances. It's just. It's awesome to help good people grow. And that's what I love about this industry. I love, like, people in the industry. I enjoy helping them. It's fun.
- [06:10]
J Money Maker
How did you become a great communicator? Because something that you've done on stage at some of the H vac Masters of the Hustle events is public speaking, Right? And when you're up there, you're so very calm, and you know the way that you speak. And so just like, you know, you're there to make an impact, you could tell that you're there to make an impact. You know, how did you go through the steps to become where you are today, which is confident? Mr. Seth, a lot of people. Because the reason why I say that. Right. Is a lot of people don't have confidence. Yeah. And sales professionals don't have confidence. So that's why I got to ask you that. Because also, it's a fearful a lot of times to put yourself out there in different scenarios, put yourself on stages and things like that. So. Talk about overcoming fear to be comfortable and confident, Seth, today.
- [07:07]
Seth
Well, this is a personal note, but this is sort of one of my guiding philosophies of life, which is that in order to have confidence, you need three things, right? You have to know that there is a God. You have to know that God has a plan for you, and you have to know that you are living your life in alignment with the plan that he has for you. And if you know those three things, like, now I'm not representing me, right? When I stand up on stage, it's not like this is all like the Seth show. It's not like I'm sitting up there, like, trying to, like, blast my own ego or puff myself up or make myself so cool or anything like that. I don't care about that. Right. I just want to communicate. And, like, I believe that's rock it out, bud. I just. I believe that every one of us represents something way bigger than ourselves. Right? We all represent something bigger than what we are. And if we just think about life and business as being something where we're. We're just trying to puff ourselves up and we're just trying to become some variation of ourselves that people will think is cool, then we're going to miss the point, right? The point is not that. The point is to. To represent something bigger than you. And that's what I think is. Is important. You know, I had a funny story and I was thinking about. I've got a. When I was a senior in high school, we went to. I went on a senior trip with a bunch of my friends. We went to Lake Mead. So I was living in St. George at the time, which is southern Utah. And we went down to Lake Mead. And if you don't know, Lake Mead is just outside of Las Vegas and it is a desert. It's 115 degrees there all the time. I mean, it is. It is a warm place to be. So we went to Lake Mead and me and my buddies decided it would be a really good idea to cover ourselves with suntan oil. You know, it wasn't enough that we were there for four days, is that we wanted to get so tan. We were going to be so tan. And so, you know, we were rubbing up our. The tops of your legs that never see the sun, right? And so by the end of the first day, we were completely fried lobsters, right? Complete idiots, you know? And if anybody here has children, you know that when you try to put like, sunblock on them when the summer begins, they always resist it. And what do they say when they're resisting? They say, I don't burn. You know, I just tan. I want to get tanned or I don't need that. I'll be okay. Right? They believe they're the exception to the rule. And the truth is, is that because they believe they're the exception to the rule, they end up getting burned by the very thing they think they're the exception to. And I think about this in our industry, right? Like, if you're a contractor listening to this, you've probably been to a million trainers, all kinds of trainings from both your distributor. You might have paid to have people come in, but you've been in a bunch of trainings. And so when you go to these trainings, they tell you these things that you should do, right? It's like, hey, you know, you should be offering financing on every single job, right? You should be talking about IAQ on every single job. You should be selling high efficiency, right? And you hear people, and I've done a lot of these trainings and you hear people say, all my customers pay cash. You know, I know that financing is a good thing, but all my customers pay cash. We're just very fortunate. We're very blessed. The market that we're in, statistically, that's impossible, okay? It's not true. But what you're really saying is, I'm the exception. Those rules don't apply to me, Right? Or you say, hey, you should really be selling more high efficiency. You should be focused on upselling. And they say, you know, we don't play the high efficiency game. What we do is we just. We just sell people what they need. Right? What they're really saying is we don't think, we think that we're the exception to that best practice as well. And when they say that, we don't really talk about iaq. They think they're the exception to that best practice. Right? Like there's a standard way to grow your business in this industry. And everybody's saying it, right? Everybody's telling you what the standard way to grow your business is. And when people make excuses about why they don't do that, then that they're just saying, I think I'm an exception. And they wind up just like the little kids who think they don't need sunblock. You get burned. We all get burned by our own blind spots. And anytime we think that we're different and special, we want them getting burned. Right? So that does make me think about, though, the training paradigm. Right. And Jason, I know you're a trainer and you're in this space, been in here for a long time, and you know, when you're a trainer and you go out to somebody's office or something like that, and I'm sure you've had this experience, right? How many times have you been out to an office? You train these people, training goes good, they love it. You go out six months later and not a whole lot has changed. They haven't actually implemented most of your training. Would you say that's pretty normal, actually?
- [11:53]
J Money Maker
Absolutely. It's. That's what I, I think I always tell. And I actually learned this from Weldon Long. He says what people pay for is you give free content and they pay for the accountability. Right? Because people aren't good at holding their people accountable.
- [12:13]
Seth
That's a great. That is, that's actually, that's a profound observation. It's a great point. You know, that is. That is the true function of the trainer today. Because you think about information is not. It's everywhere, right? Like there's information everywhere. And so people have access to information. And so they don't necessarily need you as a trainer, but as a trainer, what you do is a. You deliver a curated version of that information that's actionable in the business, and then you hold those people accountable. Right? So one of the Things that I often think about is from the ebook or e Myth, the book the E Myth by Michael Gerber. And one of the things he says is the system is the solution. And if you think about how many trainings you've been to and you went back, ask yourself why is it that you did not implement the stuff that you were that you learned? Why? It's because you probably walked out of the training and your phone had rung six times and you had seven text messages that were unanswered. You had to get back to all of them. You got back to your office and there was all kinds of crap to do. And you know, sometime in the next few days you thought we should really do this. But then you looked at the systems that you were using to conduct your business and you realized that they didn't bend or flex very easily for you to actually implement a lot of the things that you'd learned. And so as a result, you really wanted to make the changes, but you didn't make the changes because you didn't have the right systems in place. Right. I'm sure you see this too, Jason. Right? Like part of the reason people don't change is because they come get all this great training, but they go back to their business and the exact same system that they left is still there. And that system doesn't allow them very easily to implement all of those new best practices. Right. You see that? So one of the things, you know, I, we mentioned earlier, I just recently launched a software app and it's an H vac selling tool. And one of my true beliefs is that simplicity wins and complexity kills. And if you align the path of least resistance with the path of best results, people will do the right thing. They'll follow that path. But you have to make it easy. It has to be easier to do the right thing than it is to take a shortcut or do the wrong thing. And the reason, like I talk to guys all the time, they're like, ah, have a hard time getting my guys to offer three or four system options. Like, well, why is that? Well, because they're using X tool and that takes 35 minutes to generate.
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J Money Maker
I talked to a company about that today and it's funny that you're mentioning that because I noticed that they install a lot of basic systems, right? And they don't give solutions and options. They just go to the basic or whatever it is because they're fearful to give them a high price number. I don't, I don't understand what the.
- [15:03]
Seth
Fear Is, Well, I think that if you've never done it before, then it seems scary. I also think a lot of guys believe, like, a lot of contractors believe this. And it's like, if you're a contractor listening right now and you believe this, I just want to like, pop this balloon right now.
- [15:18]
J Money Maker
For those of that are listening, there's a lot actually listening right now. I see all the eyeballs populating. If you guys want, we're going to answer questions too. Also share the podcast. We're going to be dropping a lot of value on how to present solutions to help bring your company to the next level. So it's not a confused mind saying no at the end. Right. So you understand as a company how much revenue you're bringing in. Seth is going to be going over an amazing tool that's going to help you and your team get to the next level.
- [15:50]
Seth
Yeah. So let me just say one last thing on this topic, which is if you think that the primary value that you're providing to the homeowner is a low price, you're wrong. You know, like, that can't be your value proposition in the market. Like, those guys go out of business. And you're a business person. You're not just a trained tech. You're a business person. You're running a business. And in order to run that business in such a way to where you can put bread on your table and take care of your family, you have to charge enough money to. To where you're capturing profit. Right. So I think sometimes when, when a lot of contractors hear you say, oh, you gotta be selling high efficiency and you gotta be selling IAQ and you gotta be doing financing. In their mind, they think, well, you want me to start ripping off all my customers? You want me to start charging all these crazy high prices to people? It's like, no, we want you to charge a fair price. And you know what determines what a fair price is? It's not you, the contractor, it's the market. Okay? The market determines a fair price. And if you consistently roll in somewhere and you're the lowest price option out there, you are cheating yourself. The market will bear a higher price. And you're not ripping people off if you charge them a fair price that the market will sustain. So you have to go deeper on your pricing.
- [17:08]
J Money Maker
Let me ask you a question, Seth. What do you see in the market? You know, we're talking about market and everything and market shifting. How do you see that the trades market is shifting?
- [17:20]
Seth
Well, there's been a lot of changes in the last couple years. Right. You know, we had the CO2 efficiency changes that forced all the factories to go out and retool all their equipment and rename all your model lines. And then we're in the middle of the refrigerant change out, you know, and that's been a lot of fun for a lot of people. Right. If you were selling equipment that utilizes the R454B, you know, there's been huge shortages in the job.
- [17:48]
J Money Maker
Not just shortages. Check this out. Okay. So what I keep learning about the new refrigerant and the, the manufacturers that are installing them. So they, they know that there was a shortage on refrigerant. Right. Well, a lot of these, and this is why I'm so fearful to install them right now, is because a lot of the systems that I am hearing about are coming undercharged. Right. And so the day of install, they're working not up to manufacturer specs. Homeowners are pissed off, calling manual or the companies to, you know, hey, my house isn't cooling as good as it was. And they have no refrigerant. So it's coming from the manufacturer, from my understanding. Right. Low charges. They're finding all these systems across the nation. And then we also have a massive shortage in it. So in my mindset, it's like, it's so hard for me to take on an install of the new refrigerant knowing that first, again, we're lucky here in California because I do still have my hands on 410A systems.
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Seth
Yeah.
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J Money Maker
You know, so I do get those. But I mean, I, I could feel the stress for everybody else, though.
- [18:59]
Seth
Yeah. It has been brutal. I mean, I guess if you're dyken that you've got the R32, probably a lot of people sitting on the sidelines kind of like looking at the fact that you picked our 32, you know, wishing they'd have made the same choice. But this will be, this is short term.
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J Money Maker
It's short. Absolutely.
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Seth
He'll go away. And six months from now, we won't be talking about it other than in.
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J Money Maker
Retrospect, but we're just filling it this summer.
- [19:22]
Seth
That's right. Yeah. And. And it doesn't help that you had a mild winter and a mild spring and a late summer.
- [19:29]
J Money Maker
Yeah. Right.
- [19:30]
Seth
Everywhere across the country. So it's been a bit of a. A rough year in terms of just selling. Being a contractor has been a lot slower than it's been in previous years. Not necessarily because of the economy, but just the Weather.
- [19:43]
J Money Maker
Yeah, I mean usually, usually summer in Sacramento usually starts late May, June definitely. And we just started hitting 90s, you know, and usually we have a couple triple digit days by now.
- [19:57]
Seth
Yeah, yeah. You know, the other thing that we, I've been noticing too is the PE activity. Right? All the roll ups. Yeah, A lot of that has slowed down, I think. But so here's what I see, right? The big players who have been in the space for a long time, they seem to be slowing down a little bit. And I think one of the challenges that they've got is that during COVID they were buying at like 12 to 24x multiples, like EBITDA multiples. And now the, the market doesn't sustain that. So if you're someone who just entered the market in the last, let's say six to 12 months, you're probably picking up companies at multiples between six and 10. Right. Which is much more, you know, in line with historical trends. But if you're someone who bought up, call it 25 companies at a 18x multiple, boy, that's going to be really hard to make that pay itself off. And so, and you know, a lot of these guys are doing great, right? It's not that, but it seems to me that the larger established PE groups have slowed down their acquisitions and there's a lot of new ones coming in and they're not as big, but they're picking up, you know, 12 to 25, 30 locations pretty quickly, you know, within six to 12 months. So I've seen a lot of new PE firms entering the space, picking up countries. So there's still a lot of. If you're looking to sell, there's still tons of acquisition companies out there, but no one seems to be getting the multiples they were getting back during like Covid and immediately post Covid.
- [21:20]
J Money Maker
Oh yeah, I'm hoping in. So with royalty, I'm, I plan on selling in five years.
- [21:27]
Seth
Yeah.
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J Money Maker
So I plan on getting 20 million, 18% EBITDA and I'm hoping to get 12 multiple is what I want when I sell.
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Seth
Well, at that size you probably be in. I think that's fairly realistic.
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J Money Maker
I'm trying to be realistic, you know, I'm trying to be realistic here. Now let me ask you, talking about AI and the, the trades generating towards AI. Who do you think are some of the big players out there? Who do you feel?
- [21:57]
Seth
I mean, Service Titan obviously is the 800 pound gorilla in this space and they have done some things with AI around the edges. You know, I'm Sure. If they hear this and they're listening, they're like, oh, we've done so many AI things. Okay. I mean, I'll give you that. But it sure looks like there are other companies that are maybe more focused. But what I expect to see is, I expect to see service. I can probably start gobbling up and buying up a bunch of these firms that are coming out, you know, because they have the money and the resources and why wouldn't you? So, you know, you see, like, I think the call center, like, essentially csr, the aicr, that is a very efficient use of funds. You know, I talked to, like, there's a bunch of. I'm buddies with, same day AI.
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J Money Maker
Do you think. Do you think the industry is going to go to in the future where we don't need CSR dispatchers? It's all going to be control AI?
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Seth
I. I do, yeah. I don't think it'll go 100, but I think it's be like 95. I think you're going to have an escalation person that handles difficult, weird questions where it just dumps into a person. But probably 85, 90 of the stuff will just be handled by the front AI.
- [23:02]
J Money Maker
I agree. Now, how soon do you think that will start generating? I mean, it's already happening, right? But where do you find where it's going to be? Like, majority of the industry is going this way.
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Seth
So let me share a story. I'll share a story, and I think it will, like, demonstrate what it is I'm trying to say. So if you know who Salmon Khan is, he started Khan Academy, which is like this great big online learning platform. And this guy's like a freaking genius. You know, he does, like, courses on everything you can think of. He's like a MIT double PhD. Like, I mean, this guy's. He's seriously brilliant, right? But anyway, he has like a million courses, and you can take, like, anything you want to learn. This guy has a course on it, and it's. It's free, right? And so I was watching his TED Talk where he was talking about how he got started, and he said, well, you know, I had some nephews and a niece, and they were trying to study for school for, like, preparing for college. And so since I lived a few hours away, I started making just short YouTube videos for them that were like 20 minutes long. And I sent it over to them so that they could, like, understand the concepts. And what started happening is all of their friends started showing up and watching YouTube videos too, because they thought they were so cool and such good instruction. And. And he said, so I volunteered, I called my nephew and I was like, hey, why don't I just drive down, get a bunch of friends together and I'll drive down to where you guys are and we can just do this in person. And my nephew was like, why would we do that? He's like, well, don't, don't you, don't you want me to come? He's like, oh, no. We prefer the YouTube version of you to the real version of you. We don't actually want to have the real version because the YouTube version of you. I can pause him, I can slow him down, I can, I can rewind him, I can do whatever I want with him. But the real you gets frustrated with me because I'm not going to understand it the first time. So people's preferred method of interacting is on their own terms, at their own speed, in their own way. And if you apply that to AI and you look at what's going on in the trades right now, right? We say, okay, where do we have room for improvement in terms of process inefficiencies? Where do we have things that are creating friction in the contractor's business? If all of that stuff can be done by AI, then, you know, that seems to me like what the homeowner really will prefer is they're going to prefer an AI driven experience to where they actually feel that they are building their own process, their own product. I want to buy, I don't want to be sold, right? People love to buy, they just don't want to be sold. So if you give them the opportunity to buy but not be sold, then you're going to close a lot more deals. And so, like, what does that look like to me? That's. Where are the pain points in your, your sales process, right? Like equipment management pricing, homeowner pricing, right? Building the correct proposal in the correct way that has all of the stuff that you need. Those are all friction points. Okay. I would also argue that for some sales, you know, the selling tech model is highly preferred to a comfort advisor model. Because the Comfort Advisor model adds steps, it's adding friction. So, like, if I can empower my selling techs to close almost as good as my comfort advisors, that's going to free my comfort advisors to go out and marketed leads, the leads that are harder to close, right? Like comfort advisors are, they're salespeople, they're good, right? If I have someone who's really good, I want to put them in a Difficult situation. I'm not going to give them the easy rollovers. Okay? My selling tech can handle the easy rollovers. And so what does AI look like in the actual selling process? Here's what it looks like. You get your equipment list, you drag and drop it into your tool, and in 30 seconds, it reads your entire equipment list and pulls it into the tool. The AI does. And then in another 60 seconds, you set all your price drivers, you hit complete. And now your homeowner pricing for every single matchup you will ever sell is done. You've been at it for about two minutes straight. Okay? And so what happens when you go out to the home is, you know, you type in the person's name, you put in whatever kind of system it is. You know, so this is, let's say a, you know, a 3 ton condenser with a 80,000 BTU furnace, horizontal configuration, C cabinet. Because I got some space constraints in there, I hit create. And in five seconds, the AI looks at your entire equipment database and then it looks at the HRI match up database and it says, okay, based on your equipment, you told me 3:10, 8000 BTUs, here's 14 matchups that would work. Let me differentiate those and select the correct four matchups. All of this in like five seconds. So you have a federal minimum, a silver, a gold, and a platinum. Each one of them comes with a financing plan. It comes with the pricing fully baked. It comes with a IAQ built directly in that the homeowner can toggle off and on so they can decide what it is they want. If I want to go up by $9 a month to add a UV light toggle, boom. And it shows in real time. Exactly.
- [27:52]
J Money Maker
Who else is doing this?
- [27:54]
Seth
I don't think anybody's doing this right now. I'm hopefully hopeful that nobody else does this for a while so that I can have myself a little bit of a head start.
- [28:01]
J Money Maker
Oh, yeah, no, you're absolutely a head start of everyone. So understand what Seth is creating for everyone or has created with the team and talk about the efforts behind it. Right? So now it's. It's out for everyone or is it still in testing?
- [28:18]
Seth
So we are, we're launched. You know, our constraints are this today. So we're integrated with Housecall Pro, we'll be integrated with Service Titan. And probably they tell me two weeks. So I'll say 30 days, you know, because I know how technology take longer than they say. You know, we're adding brands like constantly. So to your point about what's going on in the background. So today we have Dyke and Amanda Goodman. We're adding Carrie o', Brien, reading Armstrong Duquesne, Comfort Maker. Anyway, we're slowly adding brands, but it takes time because the way it works is we actually manage an entire huge global equipment database. So imagine this. You take a spec sheet, right? You feed it into AI and you say, hey, I want you to create a structured data table based on every single attribute of this model. That's a lot of attributes in that spec sheet, right? And now you do that times 1000. Okay? That's a huge database. Okay? So that's what's going on in the background. That's why it happens so quickly, is because we're actually tracking all of that stuff. And so that's the process, right? The AI is reading all of these things. And we actually built this, launched it, and then pulled back out and rebuilt it. Because we discovered that some of the stuff that we thought was going to work didn't work. But it was very fortunate that it didn't work because it forced us to go back to the table and actually solve some of the problems more robustly. And so now it's a very. It's pretty freaking awesome.
- [29:42]
J Money Maker
For the companies that have been using it, what are some of the results that they've been seeing?
- [29:47]
Seth
Yeah, so the number one result is it's so much easier, right? So think about this, right? And some of this is like the tool, but some of this is just the process. So let's assume you go out to a home and you condemn the unit. You see it's busted up. You talk to the homeowner, hey, you know, let me put something together to walk through with you. And then you're gone for 35 minutes in your truck. What does that do to the flow of the conversation of that sale, right? Like, everything is going smooth. You're talking, and then you disappear for 35 minutes to generate a 4 option leave behind or a proposal that's got all of the IAQ built into it and the financing. Like, it takes time. So now you come back into the house and they're kind of wondering themselves, like, where did you go? Why were you gone so long? So the very first thing the result you see is like, that goes away in 30 seconds. You know, you fill out your application, you hit create. It creates the quote, you tweak a few little things here and there, and you hit present, okay? And so that portion alone, the fact that it takes me 3 minutes instead of 35 minutes is a huge deal for somebody who's in the home with the homeowner right there. The second piece of this is once you have the quote created, it leads into an AI driven sales presentation that is built with all of the best practices in mind. So it's an eight minute presentation and it's homeowner facing and it's customized to the homeowner based upon your company and your brand. So let's assume you have a selling tech who doesn't really enjoy selling very much because they don't feel like they're very good at it. If you give them an iPad and you just say, hey, let me have you walk through this. If you have any questions, you can hit pause and talk to me. And then there's a voiceover and it reads them all through the whole thing and it's talking about your company and it's walking them through high efficiency and IAQ and all the reason they should be hired, buying all the tax credits and rebates and incentives and stuff like that are in high efficiency and they get to the end. There's a proposal right there. Now, the selling tech is there as an advisor. He can answer questions, he can help guide things. But ultimately the homeowner is in control, which is what you want. When people are in control, that's when they make buying decisions. If people feel out of control, they say no. If I feel out of control, the answer is no. So you want people to feel that they are in control and that they're making all the decisions and are being pressured into it. And so if you show up and they don't speak English, you can toggle that same presentation into Spanish and the AI will read it in fluent Spanish all the way through to the homework. Okay, so AI just opens up a lot of options. You think about the stuff that really sucks to do as a contractor managing all of my equipment. So now let's say you got a price increase. The worst thing about a price increase is you now have to go back into your office and fiddle around in Excel spreadsheets for anywhere between 4 and 12 hours based on how fast and good you are at it. Updating all of your pricing. Well, in this case, you get a new price list from your distributor, you drag and drop the new file in there and boom. It updates all of your pricing in about 30 seconds. So it makes a big difference in terms of removing some of these pain points on price increases, on ensuring that you're capturing at least 20% net profit each time. One of the Things it does is if your comfort advisor or selling tech starts discounting, they can see the net profit and if it drops below 20%, it's going to turn red and it's going to be telling them, don't sell that job. Right. So you can see like in real time where the profitability of your sale is. It gives them that information. So, you know, that's, that's really what we're trying to do is just make the easiest possible selling solution.
- [33:25]
J Money Maker
Just real quick, Seth, as we got, we got about 96 people watching right now across all the different platforms out there. A couple people, let's see, we got cj, CJ said, yo, what's up guys? Cj Todd, he was part of egia. Kevin Murphy, a shout out to you. The man, the myth, the legend, Seth er, he's the best. His smoothest of communication all started with high school for him. He's a very international in the way he speaks. Yeah, great, great communicator. Right. But as we're talking about the software and where, what you've been able to design after, as people are listening to this podcast, they're going to want more information. And it starts probably with the demo. So how do they reach out to you, Seth? How do they get on the calendar for a demo and how long does it take, start to finish to get implemented?
- [34:19]
Seth
That is a great question. So you can go to Setsale AI and sale as sale. So Setsale AI and I'll drop that.
- [34:25]
J Money Maker
In the queue as well.
- [34:27]
Seth
Yeah, if you click on schedule a demo that's going to go right on my calendar. Right. So you can book a straight with me, you can email me directly Sethetsale AI and we can just find the time that works. If you click in there, it'll give you my calendarly link so you can see kind of like you can just pick a time and book it. So that works. To your point around, how long does it take to implement? One of the biggest issues we saw with most tools in this vein was that a. There's like some big implementation fee. It takes my eight hours in order to load all my stuff in. We designed this so that from the time you say, yeah, let's do it, until the time you're actually like using it, it's less than 60 minutes. So it is super fast. You're basically dragging and dropping documents into it. The AI reads all of it, pulls it all in and boom. So like for your financing, whoever your lender is, you take your rate sheet, drag and drop it and in 30 seconds, all your plans are loaded. They just delete the ones you don't want. So, you know, the AI takes all of it.
- [35:26]
J Money Maker
Think about that. Okay, so I just, I just had to do this with my company, right? Signing up for different finances. And it takes a little bit of time to go through plans and to talk to, you know, good leap and tell them that these are the plans that we are going to use. And I'm just thinking about the efficiency of being able to utilize this. And it's going to save you hours and hours and hours, hours of just communicating back and forth.
- [35:55]
Seth
Process friction kills sales, right? If you can eliminate friction from your process, you will close more sales. Like it is a direct connection. So people are always wondering, like, what can we do to increase our sales rate? It's like, it's easy. Make it easier. Make it easier. Hire Jason, have him come out and he'll help you make it easy, you know?
- [36:15]
J Money Maker
Nah, Seth makes it easy, man. And we, me and Seth have gone out plenty of times and tag team on sites as well, and he does an amazing job. Seth, I just want to say it's an absolute pleasure to have you as a guest on the podcast again and just to watch your growth, right? From going from five years ago, financing at a different financing, then taking the leap of faith and going to good leap and helping them grow the last four years to now, taking that leap of faith, of fear, right? And saying, you know what, I have a great idea. We ended up creating something really special. And you know what, I'm going all in, and you're taking it and you're going all in. The risk is worth the reward, baby.
- [37:00]
Seth
That's. That's what I'm betting on. You know, I feel actually really confident about it. I feel, you know, I should be nervous, I should be scared, but I just feel, I feel so good about it. It's so fun, dude. It is so exciting to bring cool new technology to the industry. And like, I'm shocked every day. I have a co founder who's like, really technical and we'll be like designing stuff and he'll show it to me. And I'm like, I can't freaking believe that the technology can do this. I mean, it is unbelievable the crap that AI can do, you know? So I'll come up with a problem that seems like impossible. And like two days later they're like, what if we did this? And you're like, I didn't know that was even a thing.
- [37:39]
J Money Maker
AI is so much smarter than Me, dude, it's amazing.
- [37:42]
Seth
It's unbelievable. You know, I'm going to quote a. I read this, I forget who the CEO was, but he said easy tasks are gone. AI took them all over.
- [37:51]
J Money Maker
Yeah.
- [37:52]
Seth
Tasks are now the easy task. The things that you thought were impossible before, that's now the hard task. So, like, you have to reorient the entire way you think about what you do every day, right? All the stuff that was easy to do, it's gone. AI is going to do it all. Okay, what's the hard stuff that's now easy? So, like, you have to really change the way you're viewing the world. And where does this go? Right? Like, how do you. What. What was it impossible before? And that's where you have to be focused on, because with AI, it's like you 10x yourself if you know how to use it correctly. Like, you're 10x ing your own capabilities. And that's the goal for everybody, right?
- [38:30]
J Money Maker
Yeah. Seth, as we're ending the podcast, I got listeners all across the country from business owners, sales professionals, CSRs, dispatchers, technicians, installers. What would you like for them to get out of this episode of H Vac Masters of the Hustle.
- [38:46]
Seth
You know, I would say you've probably heard everybody tell, you need to implement AI in your business. And here's how I think about that. If it sounds hard and challenging and overwhelming to implement AI in your business, then you're doing it wrong or you're talking to the wrong people. The whole point of AI is to take the crappy work off of your lap, okay? So you don't have to do it. Like, this should be easy. This should be, like, freaking awesome. You should see something that's AI driven and be like, oh, my gosh, I never have to do this stupid thing again. Like, with my tool. I never have to update my equipment. I never have to worry about managing my pricing. I never have to worry about, like, forcing my guys to build out a full proposal that has all the stuff in it that's pre built in with best practices already nailed out. So, like, AI, a lot of people are. They're worried about it, they're scared about where it goes, but at the end of the day, like, it can make your life so much easier and better. And so, like, I just don't be scared, right?
- [39:40]
J Money Maker
And I'm gonna tell. I'm gonna tell you all, sorry to cut you off. We're gonna be using it at royalty because I think the way that you present options at the end, right? And solutions is the most important thing. And I think what Seth has created, like I said, is going to be game changer. And I'm happy to have the opportunity to be the first one or one of the first companies to be able to use it to help benefit us so we could run more efficient.
- [40:06]
Seth
Yeah. Yeah. Well, I'm. I'm honored to be part of your company and part of your success. So, like, thank you.
- [40:13]
J Money Maker
Absolutely. Well, until next time. Y' all take care. Again, if you want to get hold of Seth, I'll drop the link below. Until next time. Late hustler?
- [40:22]
Seth
Yeah?
- [40:23]
J Money Maker
I'm a husband?
- [40:24]
Seth
Cause I'm a hustler? Yeah?
- [40:29]
J Money Maker
No diamond? We survive like lion?