April 25, 2025 • 74 mins
After 25 years as a carpenter, Brian O’Boyle did something bold:
He started completely over—in HVAC sales.
In this episode, Sam Wakefield sits down with Brian to unpack the highs, lows, and lessons from his first year in the industry. From imposter syndrome to breakthrough moments, Brian shares the real, unfiltered story of what it’s like to enter HVAC sales with no background, a heavy Irish accent, and a whole lot of heart.
Whether you’re new to the trades, training new reps, or just need a reminder of how far mindset can take you—this conversation is pure gold.
What You’ll Learn in This Episode:
- What it’s like to leave the tools and pick up the tablet
- How Brian overcame anxiety, doubt, and culture shock
- The learning curve of HVAC sales as a former tradesman
- Why honesty and vulnerability help you build trust faster
- How Brian closed over $450K in his first year—with no prior sales experience
- What’s next for him as he prepares to attend Relentless
📚 Recommended Reading:
The Ultimate Sales Machine by Chet Holmes
🎟️ Relentless: The Ultimate Sales Transformation – May 6–8, 2025 | Boston, MA
🔥 Tickets are 50% off through the event!
👉 https://www.closeitnowbootcamp.com
💳 Payment plans available: https://www.closeitnoweasypay.com
📲 Let’s Connect:
Website: https://www.closeitnow.net
Instagram: https://www.instagram.com/therealcloseitnow
LinkedIn: https://www.linkedin.com/in/closeitnow/
Facebook Group: https://www.facebook.com/groups/closeitnow
⭐ Enjoying the show? Leave a review and help others grow.
👉 https://g.page/r/CbfnnDqTCwQdEAE/review
💡 Final Thought:
“You don’t need decades of experience to succeed in sales.
You just need belief, support, and the guts to start.”
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:01):
Welcome to Close it now, thepodcast that's revolutionizing the
H Vac and home improvementtrades industries.
Get ready to dive deep intothe world of heating, ventilation
and air conditioning.
We're turning up the heat onindustry standards and cooling down
misconceptions.
And we're not just talkingabout fixing vents and adjusting
(00:21):
thermostats.
It's about the transformativemovement that's reshaping the very
foundation of H Vac and home improvement.
We're the driving force,inspiring top performers who crave
excellence not only in theirprofessional endeavors, but also
in fitness, nutrition,relationships, and personal growth,
proving that we can indeedhave it all.
(00:44):
This is Close it now, whereexcellence meets excitement.
Let's get to work now.
Your host, Sam Wakefield.
Well, all right.
Welcome back.
I am excited to have thisguest on today.
This is not your traditionaltypical guest.
(01:07):
I am starting a cool seriesbecause this gentleman called me
up one day and said, hey, I'vegot this idea.
You need to hear it, and it'sa great idea.
So we'll get into what that ishere in a minute.
But so what I wanted to do foreverybody, I realized that for a
long, long time, most of theguests that I have on the show are
(01:29):
pretty much, they either haveachieved some level of greatness
or they have the big companyor all these things.
But I realized that for a lotof you listening that, you know,
it's a whole lot different inhearing a perspective of, you know,
say, somebody who is a 5, 6, 7million dollar a year salesperson
to look backwards and say,okay, when you started, what was
(01:49):
your mindset?
What were you thinking then?
Somebody who's in the trenchesin that moment of the real time of
what's happening.
So we wanted to startsomething a little bit different.
And for everybody that'slistening, I would love to start
interviewing more people inthe field.
So if you think that you wouldlike to be on the podcast, reach
(02:11):
out to me, shoot me a message.
If you know somebody who wouldbe a good guest, introduce me to
them.
Maybe somebody who iseverywhere from somebody who just
began, somebody who'sstruggling along the way, somebody
who, you know, just whoeveryou know in any of the trades, home
services.
And I want to break out ofjust strictly H Vac a little bit.
(02:34):
Who do you know that's aplumber, an electrician?
Let's, let's really all ofeveryone can benefit from different
perspectives.
That's how we learn, that'show we grow.
So that's kind of what we'restarting to not just Kind of no room
for words of uncertainty.
Uncertainty.
So scratch that.
We're not kind of.
(02:55):
That is what we're starting today.
So I have to walk the walk ofwhat I teach.
So today I'm excited to havethis guest on this gentleman.
He is not native born from theUnited States.
You will hear that here injust a minute.
And I'm really excited to havehim on because he brings a really
(03:16):
cool perspective that a lot ofus don't always get.
So I'll give the super.
The super quick intro.
I'll let him introduce himselfa little more.
But he was a carpenter for 25years and then happened to find the
H vac industry.
And then actually in that,he's in our industry for less than
(03:38):
a year now.
And so this is a fun story.
And so I'm so happy tointroduce my friend, Mr.
Brian O'Boyle from.
From.
Direct from Ireland on theshow today.
And so he's my guest.
So thanks for being on theshow, man.
Not a problem.
Not a problem, Sam.
Glad you flew me in.
(03:59):
Yes, sir.
So.
So let's start with that.
Actually, before we do, let'sdo a what's in your cup?
Section of this show because I.
I concocted something specialfor you.
So I'm curious.
I saw your drink with you.
What.
What is in your cup today?
Well, Sam, you're probablygonna not.
You're probably gonna not like it.
(04:19):
It's okay.
Oh, no, the C4 energy drink.
That's.
Yeah.
Killing your guts inside.
If we're not dead already.
It's all good.
It's all good.
So what I made for you, I.
The other day, if everybodylistened a couple episodes back,
I made some.
(04:39):
Actually gave Mr.
O'Boyle here a shout out andhad made some Irish breakfast tea
that was hot in my cup.
For all of you on YouTube.
Make sure you like and subscribe.
You can actually see what'shappening here.
Well, today I made the samething, but I turned.
I Texasized it and turned itinto an iced Irish breakfast tea.
(05:01):
So don't hate.
But I iced it.
I do not hit.
I did not hit that at all.
What temperature is it inTexas right now?
It's hot today.
My wife just took the dogs fora walk and they all came back sweating.
So I think we're probablypushing 90 degrees at the 86 right
now.
So it's on its way up.
That's why it's east.
(05:23):
Good stuff.
I'm cool with that.
All right, well, let's.
Let's take a collective drinkhere before we, before we get going.
So grab your C4.
I've got my iris T.
I have it in here.
It will go three, two, one.
Slantia.
Slantia.
Well, all right, so giveeverybody a quick.
(05:44):
The quick highlight reel.
You know, tell.
Tell us your journey.
How, you know, how did you get started?
I'd love to hear one.
How you got started being aCarpenter at 21.
And then how in the world didyou get to, you know, to the United.
What brought you to the United States?
And then also, you know, tellus about your carpenter journey here
(06:04):
and then turn that corner.
How did you go from carpenterto H Vac Expert.
All right, well, expert couldbe a little bit of a.
Well, everyone is an expert inprogress, right?
Always.
You always learn every day.
So.
Hello, folks, my name is BrianO'Ball and if you break down the
(06:31):
first initials, you get Bob.
So I go by Bob as well.
And by the end of the show, Imight be Notorious Bob.
You never know.
Notorious Bob.
He's on the show.
Oh, yeah.
So I, I left school whenever Iwas 16.
(06:56):
That's the high school age toleave school in Ireland.
You had two choices.
You go to university or you goand you walk and join the trades
line.
All my friends growing up,they were either plumbers, electricians,
bricklayers, and I took acarpentry line.
(07:20):
I've always been involved withcarpentry, watching my dad do it.
So I had calluses on my handsbefore my license.
Sure.
So it kind of passed down from your.
From your father, then passeddown and just.
We grew up in a little bluecollar town.
(07:41):
And I mean, it's the townitself now.
If you go back to it, 21 yearslater is.
It's, it's getting up there tobe white collar.
Nice.
Tell everybody the name ofyour town.
I'm curious.
All right.
As Porkland Pork Glen on.
I want, I want to make sure Isay it right.
(08:02):
But so again, it's out in the rural.
The city boys call us portglam one.
Just begotten good times.
There was about 1800 people inmy time.
Whenever.
Whenever I left.
Sure.
That number has probablytripled in 21 years.
(08:26):
Right on.
There was 40 people in my high school.
Whenever I finished it in mygrades or I call it class, whatever.
So yeah, I took a.
I took a carpentry route, wentto trade school for it.
(08:47):
Done.
Three years of.
Two days of class, three daysout in the field, meet some interesting
old carpenters.
I tell you, whenever you grewup in Ireland, and they're stuck
on Their ways.
But I tell you what, they do.
Beautiful work, no doubt.
So I probably was about twoyears into it before I was like,
(09:13):
oh, I wonder where's Levena?
Said, I'll go do this roomhere myself and baseboard real quick
because I don't want himseeing me do it because I'll be like,
oh, did he do it right?
Right.
But I knew.
I spent two years with himwatching it.
(09:35):
I was holding him.
I was watching every trick theman could teach me.
And he loved being a teacher.
It's a great mentorship.
Awesome mentorship.
We were over here.
Whenever I come over here in04, the biggest difference I noticed
(09:58):
was you guys used routers todo the door hinges.
I was used to doing it withnatural hammer and chisel by hand.
By hand.
And making it nice and clean,even down to the fact we're bringing
it back again to Levinis.
(10:19):
Levinis Cassidy is his name.
He looks like Santa Claus.
He showed me how to do.
To sharpen a chisel like.
Like that's where the.
That's what the apprenticeshipreally is.
Here's how you sharpen your chisel.
You sharpen your chisel first,then I'll give you a door.
(10:40):
And it would normally be thedoor that was taken off.
So I.
Yeah, it was.
Funny story, the.
The company I worked for overthere, they had two, four men on
(11:01):
the team I was assigned to.
So I bounced between, like,the bigger towns, like, whenever
they needed me because I waspretty handy.
I was a good carpenter knifeor ey for detail.
But I started out in thetrenches doing shutter work for concrete.
(11:22):
And we would have done themfor anywhere from silo.
Silo pits to foundations ofhouses, and then work.
Work my way up.
And I was 21 when I left Ireland.
Well, what brought you to the.
What brought you to the States?
(11:43):
I'm curious about this journey.
All right, well, so I'm about19 and a half, 20 years of.
Of age, and Guy Seamus McPeak,one of the four men, he goes, my
brother's coming back from Philadelphia.
I go, I didn't know you had abrother in Philadelphia.
(12:04):
And I.
He's like, yeah, he had acarpentry business over there for
years.
And he's like, him and thewife is moving back and they're going
to raise their family.
They're going to start havingchildren over here, like, all right.
So his brother's name was Liam.
(12:25):
So a couple of months later, Imeet Liam and I stick out my hand
and he goes, how's it going,young fella he goes, I'm Hatchett.
And I goes, that's a funnyname for a carpenter.
A hatchet.
Right, a hatchet.
He didn't have a brother namedButcher, but Patchett, me and him
(12:51):
got on like, no.
He was 10 years older than me.
I was 21.
He was about mid-30s.
Sure.
Great guy.
He didn't.
He didn't give a damn.
And he's like, yeah.
First day I met him, he'slike, yeah, can't wait to get back
to Ireland, raise me family.
(13:13):
About six months later,Hatchett looks up me dead in the
eye and he goes, I'm movingback to Philadelphia because they
can't take us.
Because every job you pullinto, they always start with the
house in Ireland, they don'tstart with the road.
(13:33):
And it's all nice and clean.
And you're working in a clean environment.
You're wearing Wellingtons,welly boots for about the first two
months of any job over there.
Because they.
Or at least they used to anyway.
So Hatchet moves back, hegoes, young fella, he says, if you
(13:59):
want a job in America,anytime, you call me, I'm moving
back next month.
And I go, did I smell or whathad you so ever?
That was that.
I goes, be careful what you wish.
About a year later, because Iknew you had to be 21 to drink in
(14:23):
the States.
Oh, okay.
That was the limiting factor then.
That was the limiting factor.
Well, so way to like check thebox on the stereotype here for us,
Brian.
Yeah, And I had all this madeup in my head, and I'm like, oh,
shit, I haven't even told momyet, right?
(14:46):
I haven't booked tickets yet.
But at that stage, it was justa journey in my head.
Sure, it was a dream.
I grew up watching PamelaAnderson and Baywatch.
That's what.
Same, bro, same.
That's what I thought America was.
(15:08):
I heard of Philly, but Ithought, all right, well, still America.
So they've got beaches.
Oh, absolutely.
Papa Anderson, Baywatch.
Right at.
Right in Philadelphia.
And then.
Oh, well, funny story, actually.
Seen David Hasselhoff Belfast.
He was doing a pantomime.
He's a God.
(15:29):
He's a friggin God over there.
Oh, no doubt.
But anyway, I'm getting off track.
Where was it?
You get to the States.
Get to the States and swingthe hammer for another 20 years.
But halfway through, I startedmy own business and everything's
(15:50):
going all right, you know, like.
And I didn't advertise.
It was all word of mouth.
And why I stopped, it was I couldn't.
I couldn't get help.
The help that I needed.
I couldn't.
I couldn't go up to homeownerand look at them dead in the eye.
(16:15):
If I was to, like, say, oh,well, I have a guy here in the morning
that could do without.
Just wasn't possible, like.
Sure.
So you're capped by your ownefforts, Cap.
By my own.
I tell you what.
I was capped by Levenis castebecause he taught me so well in my
(16:35):
ways that I couldn't give it up.
I was like, there's no way Ican leave a man here.
Sure.
Like this level of perfection,that it had to be done this way.
Correct.
So, Levanas, if you'relistening, thank you.
It's a good thing.
(16:55):
But also sometimes in businesslike this, perfectionist trap, right?
That's a perfectionist thing.
Especially whenever you'resharpening your own chisel and then
you don't see chisels comingout here on the side of a door.
A chisel over here is used fora side of a brick.
(17:18):
But all good, though, the side.
I shut down the doors of the business.
I was thinking union to dounion carpentry.
I'm just doodling through.
Indeed.
And then I see these two boyoshere, Ryan and Gareth from Dream
(17:46):
Team have posted sellingtechnician H Vac.
I goes, I wonder what that is.
I was genuinely curious.
I was like, I wonder what that is.
Sure.
And I called Gareth.
(18:06):
And he goes, yo, how's itgoing, big stuff?
I go, it's not too bad.
Gareth.
I goes, I see your advertisingfor a selling tech for H Vac.
I goes, what's that?
He goes, can I call you back?
(18:29):
So he calls me back an hourlater, conference call, him and Ryan.
Ryan.
Ryan is the other partner, okay?
He's the other cartoon you seeon the biker in there.
And they're like, yo, lad,how's it going?
(18:50):
I go, it's not too bad at this stage.
I hadn't a clue what they werecalling me back for.
Like, were they calling meback to explain this job, what it
is?
And sure.
No clue what's happening here.
Hadn't a notion, Sam.
And they're like, yeah, yet nohitchhike tech.
(19:10):
I goes, well, I know that.
I seen the selling side of it.
I seen the one half of it.
I goes, I'm no salesmaneither, but I can talk.
And they're like, well, youdidn't make it for the sell and take
position.
We've created a new positionfor you.
(19:33):
I goes, what's that?
And he goes, you're going tobe our first comfort advisor.
Right on.
So I'm like, what's that like?
I goes, okay, yeah, I'm in.
But what is that?
And they explained that.
(19:54):
I goes, all right, boys, no problem.
That's how clueless I wasabout the hitch fact side of things.
Love it.
So that was what, let's remind.
That was what, nine months ago?
That was the 11th of June.
June, yeah.
Ten months ago, almost exactly.
(20:16):
This is April 10th on date ofrecording right here.
Yes, sir.
Wow.
Okay, so tell us about your.
About your journey, starting out.
What was it like when you very.
So part of what I was wantingto accomplish in this episode, especially
for everybody listening, Ireally wanted to get a really fresh
take on somebody that knewnothing about heating and air and
(20:38):
within the first year to talkthrough some of the things, some
of the struggles that you'vehad, some of the things you've overcome,
some of the mindset changesthat you've had along the way and
what's helped that way.
Because I know there's a lotof people listening that are in the
same place or maybe just afterit, maybe not even quite to the place
(20:59):
that you are.
So I'd love to really dive inon some of this stuff and see if
we can really help them inthis journey as well.
So when you first started,what was your say, first week, like,
week, two weeks?
What were you thinking?
What were your big fears, anxieties?
What were you excited about?
(21:21):
Well, if I can be honest here,the week before I started, because
they were getting ready for me.
The week before I started,Garth sends me over this email and
he goes, there's a link there.
And he sent over the passwordto get into it and everything.
(21:42):
It's some H vac training.
So I opened the link and it'ssome guy called some wet failed.
Close it now.
And so I'm like, all right.
And I'm not joking.
I was sitting next June.
So, like, I'm sitting outoutside in the patio or the deck,
(22:07):
and I've got the iPad on andI'm writing down notes and it's the
tooth.
The two philosophies and all that.
I want full circle in lessthan a year here for me.
(22:27):
Sam.
I'm writing down about the twophilosophies from Sam Wakefield.
Who the hell is this guy?
You know?
Yeah, I don't.
I mean, who is that guy?
That's what I thought at thetime, you know?
Oh, he's got a podcast, and only.
He seems that I could camp onthat for a second.
(22:48):
I'm curious because.
So for everybody.
Listen, Brian, I have not hadthis conversation, so this is new
to me as well.
What two philosophies are you referencing?
And I'm curious because.
And what were they?
And why did they really stickout in your mind so so much from
the beginning there?
Well, I can show you this.
(23:13):
And this is a index card.
And.
Gorgeous.
I actually wrote the two fillsbecause I have add, so I have to
learn things in a way thatgoes to the brain quicker.
Now, bear in mind, as I'mlearning about the two phils or the
(23:36):
two philosophies, I still haveno idea what a heat pump is.
Sure.
I didn't even know it was athing at this point.
So I'm like, all right, I'lljust fault.
Like, I'll follow Gareth'slead alert, whatever.
Like Garth, successful guy.
And if he's, you know, if he'slaying down.
(24:00):
If he's laying down thepapers, I'm gonna.
I'm going to pick them up andjust follow the lead.
So, yeah, the.
The benefit lens and thepermission lens.
Am I correct?
You.
Sorry.
And you got the intro therewith the company and the personal
(24:20):
and your agenda, script discovery.
Yeah, yeah.
So, like, honestly, apart from.
So you could say, apart fromRyan and Gareth, you were the third
person.
You're the third person thatstepped into my H Vac world.
(24:44):
Sure.
Okay.
So.
So you've got those.
The benefit lens and thepermission stack.
So you've got thosephilosophies down.
And then what was it likegetting into.
So how long was it before youstarted running appointments by yourself?
Maybe that's a really question here.
Excellent question.
(25:06):
Because Ryan and Gareth prettymuch made up a job for me overnight,
and the office didn't know.
I show up and they didn'treally know what to do with me.
Sure.
On top of me not having abloody clue what I was supposed to
(25:27):
be doing.
So it was like.
Huh.
Like there was a bit offiguring out.
Yeah.
And it was all good.
Like, I would prefer we alllearn together rather than look at
this, look at this guy.
But I found.
(25:48):
I found it toughest with thetext because it was like, who's this
guy?
And after a while, because I'ma carpenter by nature, I was out
in the trucks with them andthe crawl spaces with them to learn
about this metal square thingthat pushes air.
(26:11):
Sure.
Yeah.
And of course, that's the bestway to learn, is just go out and
do the work with them.
Right.
Size and percent Absolutely.
Show them that you're not theguy that sits in one of these chairs
and that you're happy to getinto the crawl space with them.
Now the good thing about thatis I may not have known what the
(26:39):
actual machine was, but Icould see if Phillips had.
And I had his bag.
Like, I could see he was like,oh, I need a Phillips head back to
Le Venice.
I'm like, already empty his bag.
I'm going, I'm handing him the screwdriver.
You need that?
I knew what type ofscrewdriver he did.
(27:03):
Yeah, I mean, you weremechanical, so at least there wasn't
that skill to overcome.
I didn't know what happenedonce he popped that door off.
Yeah, no doubt.
So, I mean, so I got a littlebit hands on and then there was calls
(27:23):
come in and there was amanager, he's not with us anymore.
And like, he was, he wasreally good, knew all the technical.
I could have called him fromanywhere in the world.
And he goes, yeah, you need aone and a half ton for that.
Or like, you know, like, oh,that's definitely a five ton.
(27:48):
And I'm like, that was thefirst time I heard ton, you know,
like, I didn't know if he wastalking about weight or like I was
like, oh, is that what we need?
Yeah, I thought that.
So how long was it before.
(28:09):
Real quick.
Oh, oh my gosh, that's great.
What would you say to the guys?
So this has always beensomething that has been really important
to me is in fact, I had thisconversation with the owner earlier.
You know, there's a wholegroup of trainers in our industry
that, you know, will only hirepeople from outside the industry
(28:32):
that have zero knowledge ofanything that has to do with H Vac
from for sales.
And I've been a big advocatethat that is the wrong way to go
about it.
Yes, we can have good skills,but we can't stay there.
It's fine to come into ourindustry not knowing anything, but
not stay there.
(28:52):
But they're all about keepingthem as dumb as possible and so they
can just sell things withouthaving the so called bad habits.
But I've always been anadvocate that we should know what
the heck we're doing so we canhelp people better, because we can
come up with better solutionsif we have better technical skills.
So what would you say tosomebody who's, you know, maybe they
(29:15):
started, you know, what's thebest way for, you know, they're in,
they're doing sales now.
What's the best way for themto get that.
That good experience.
Best way.
Hop in the barn with a technician.
That is the best way.
And you don't even, like,don't get into the van with him.
(29:37):
If you're gonna be like, oh,there's a piece of dust.
I don't want that in my shoes.
Sure, hop into the van with him.
Don't annoy him.
Don't annoy him.
You don't have to kill himwith questions.
Observe, observe.
Be there with them.
(29:59):
Just get into it.
I mean, I thought, honestly, I.
Like, my first call, like, Iwas like, I grew up in a house in
Ireland.
We didn't get radiators in thehouse until it was like, I was probably
11 years of age.
We were just.
(30:19):
We were born in coal and turf.
And that was her hot water.
That was her heat on blankets.
Come, what, 1990 or whatever.
There was a tank in the backyard.
(30:41):
There was a hot press upstairsin the bathroom closet.
But that's all I knew it was.
It was a hot press.
I mean, there's a thing in thecloset that's hot, like a cylinder.
First call I was on by myself.
Like, I goes, where.
(31:03):
Where's your.
Where's your furnace at?
Confidently, like, not walkinginto the house.
Like, walking around towardsthe backyard.
And they're like, huh, I'm an empath.
And I'm a wee bit.
(31:24):
I'm a wee bit.
Oh, Jesus.
The words leave them in a intuitive.
I could tell.
I could tell right then and there.
Whenever, like, they werelike, I didn't hear footsteps behind
me.
So what in the world is thisguy thinking?
(31:45):
So I.
I turned right around and Igoes, had you?
But.
So that's what I wouldrecommend for anybody that's looking
to go into it.
Now, judging on yourrelationship with that technician,
(32:06):
you.
You'll know if you can ask himquestions or not, or whether you
need.
Well, or you need to go intoanother van the next morning and
find a friendlier one.
Right.
You know, like, you'll figureit out yourself.
So what I'm hearing from youis take some.
Take some initiative.
Like, take responsibility foryour own education.
(32:30):
The installers, thetechnicians, they're the ones that
make it happen every goddamn day.
Yeah.
So why wouldn't you start there?
Sure.
Yeah, 100%.
I don't.
I had a brief break in between.
(32:52):
Like, whenever I finished thecarpentry business, I was like.
I applied to a few jobs onlineand on the.
Because I have no degrees orqualifications outside carpentry.
So I was like, you know what?
Let me Try basement waterproofing.
(33:15):
So I had no idea what I gotmyself into.
The owner of that company wasjust a terrible human being.
Oh, no.
Oh, he was story for another day.
But I goes, I tell you what.
(33:36):
And I knew nothing about sealsat this point.
I just know how to be a decenthuman being.
And I'm not going to lookanybody in the eye and promise them
something that they're notgoing to get.
I goes, I tell you what to do.
Because he had subs doing his work.
All he was was a guy runninghis basement waterproofing business
(34:01):
out of his three bedroom house.
Oh, gotcha.
And I goes, chuck in a truckof basement waterproofing, in other
words.
Right, right.
And honestly, all thingshappen for a reason.
I believe.
So.
Like, I mean, I think H Vacfound me.
(34:24):
I.
I think there's a reason thatI was put on this path.
There was a reason that I wentto this chop in a truck and waterproofing
company, but.
So we had three differentsubcontractors and I'm like, all
right, let me spend a day witheach one of them and I'll.
(34:44):
I'll be able to tell you if Ican sell for you or not.
Again, I didn't know nothingabout basement waterproofing.
And I didn't know how to sellout in the trenches with the lads
and two of the subcontractors.
Just terrible.
(35:04):
The shortcuts taken and theprices this guy was charging.
Homeowners, nightmare.
I went out with Juan and thecrew and there's a little suburb
outside Philly here, it'scalled Norristown.
And Juan, he's about our age,but he's like the godfather of Norristown.
(35:29):
He's a Mexican guy.
And Juan is in the hole withthem and he's digging and he's showing
me.
And one can't speak muchEnglish, but I don't know what it
is.
He understands that you got anIrish guy and a Mexican standing
at the side of a house andwe're eight foot down into the ground
(35:49):
in this trench.
Haven't a clue what eachother's saying, but we do, we understand
each other.
You can understand work ethic,understand that.
We'Re on the same page, thesame energy.
I says, joe, I'll sell for youonly if one does my jobs.
(36:10):
And that was my first reallyexperience in sales.
As I said before, incarpentry, it was word of mouth.
My customers were typically ona waiting list, but I believed in
one on the boys.
And then that's why I left thebasement Waterproofing sales is because
(36:35):
I promised customers that whatI thought I was selling.
And that was Juan and the crew.
Right.
Because they were going to getit done.
Right.
But once the other two, twosubcontractors hopped in, I didn't
know about it at the start.
I goes, Joe, that wasn't detailed.
(36:55):
Sure.
And I, I walked away from himand here I am.
And so bringing us back to your.
On your journey, you'relearning, you spent some time with
the technicians and with the crews.
And so you're in your houses,you're an addict, you're learning
the H Vac trade.
So what was the, what was your.
Tell us about your first fewexperiences in the house doing sales
(37:19):
for H Vac.
Oh, it was nerve wracking.
I was like, I was pulling upin a little dream team car and I
was like, honestly, it wouldbe easier if I just drove away from
the house right now because Ididn't really know what I was talking
(37:41):
about.
But the thing was I knew, Iknew I could get like, I'm not, I'm
going to walk and to the houseand I'm not going to, I'm not going
to spend you lies about something.
They were well aware I hadn'ta clue what the hell I was doing.
Sure.
(38:01):
Because I told them that,look, I was straight up with them.
I was like, look, I haven'treally a clue what I'm looking at
here.
I can get, I can get thepictures, I can get the measurements.
And I showed them the littlediagram and stuff of the stuff that.
And like in the comfort survey.
(38:23):
All right, all right.
It's 21 by 21.
And then it's like, you know,for an AC call and like I goes, I
was a carpenter before.
Like, there's some sense in there.
I didn't just come out of McDonald's.
Sure.
So they go and I think they, Ithink they resigned it with the trust
(38:45):
aspect.
So they're like, all right.
And I think that's really onlyhow I've sold the jobs last year
was because they trusted me asan individual and how much trust
I like, the guys have, theystand by their work.
(39:07):
They are a customer focused company.
And like I noticed that in thefirst week.
Like, I'm like, these guys aretop notch taking care of the customers
and that's how it should be.
Yeah.
So like, so like, even thoughI didn't have the knowledge of the
(39:30):
H Vac side or I hadn't a clueif a heat pump belonged in a.
Swimming pool or it Says pump.
Right?
Yeah.
I still instilled the beliefin the customer because I believed
in the two lads.
I mean, I knew them 20 yearsbefore that.
(39:52):
Sure.
So you believed in the company.
You really stood by the company.
Then beyond that, just reallybeing transparent, honest with everybody.
And.
Yeah, you use the.
The right word, which is trust.
Yes.
I mean, that's the.
I mean, everybody.
(40:13):
If.
If everybody does.
If.
If you don't know everybodylistening when.
At the end of the day, that'swhat everything comes down to.
If they trust you, that's allthat really matters.
That is at the end of the day,that is all that matters.
Because, I mean, yesterday Iwas out McCall, and it was my second
(40:35):
touch back with the lady.
And I'm looking at her andshe's at the kitchen table, and now
she's about 70 years of age.
And I don't know what it was.
I was like, sitting therelooking at her and I'm like, she.
(40:55):
If.
If my mom and my.
My granny could, like, farminto, like, see him head here.
That is what I'm looking at.
Like, it was spooky.
And like, I am.
I would never.
I would never sell.
Like, I'm not that guy.
I'm not gonna push that weewoman into a seal or whatever.
(41:20):
And I have it set up with her.
She's going to talk to hersons today.
They're going to come aroundand they're going to go over the
estimate again.
And, like, I'm not going tosit down and do a one call.
Like, that's my mother.
And I would never.
(41:41):
This is my lane.
I would never do anything toanybody that I wouldn't do.
My own family or my motherlove this so much.
This is selling with heart.
This is integrity.
Exactly.
And, like, it sucks that somepeople do that, but it's the world
(42:06):
we live in, you know?
It is.
So we are.
So we're 10 months into yourjourney now.
Give us a feel for.
Of what your numbers havelooked like.
You know what.
What have you done so far?
10, 10 months.
What do you say?
10 months?
Yeah.
10 months from April, June to April.
(42:32):
I am at, like, I sold one today.
So I was at.
I was at 436,000.
So then.
Plus I sold one for 13,900 today.
Nice.
Congrats.
So we're getting up there.
(42:52):
Okay.
I had set a goal for me.
Just because I'm a pain in myown ass.
I'm the worst pain in my ass ever.
I'm like, I'm gonna do this.
I want.
I'M gonna get a million this year.
The year's not over yet.
I still haven't a clue whatI'm doing, but that doesn't change
(43:16):
the goal.
True, true.
What has been the biggestthing that has.
Because clearly you've been onjust like a crash course in this
industry and obviously there'sbeen a lot of struggles and learning
moments along the way.
What has helped you to keepthe tenacity and the consistent,
(43:42):
persistent discipline tocontinue to move forward along the
way and not just be like, ah,scrap it.
I'm going back to carpentry.
Honestly, Sam, I think it'sbecause I grew up blue collar at
sat.
Nick.
I didn't grow up or nothing.
(44:07):
Yeah.
Just.
I never gave up on the fight.
I am the underdog and I shoutfor all the underdogs out there,
too.
You're the guy that's sittingin the truck right now thinking that,
hey, I was thinking about Hvac, but I don't know nothing about
it.
Hop on board.
(44:28):
If I can survive 10 months init, you can too.
Sure.
I love this.
As I said, I truly believe itwas a calling.
I love it.
So what is it that you.
What are some of the maybe toptwo or three things that you like
(44:50):
the best about what you'reable to do now?
Best thing I love is that it'san emergency situation.
I love helping people, but Ilove to, you know, I love more than
helping people is to help themright there and then.
(45:12):
So, like Cartendry, if I wasgoing out for an estimate again,
no sales training involved, itwas just like, oh, we've seen your
work.
And we were thinking aboutdoing this, that and the other in
about a year and a half.
And I'm like, well, what's thepoint in me being out here today?
(45:34):
You're going to do the work ina year and a half.
Whoop dee doo for you.
Yeah, exactly.
Nothing's even going to be thesame by then.
Exactly.
But if I can help somebody geta furnace installed next day whenever
it's freezing outside.
(45:54):
Massive difference in thesatisfaction you walk away from.
Yeah, Just that fulfillment ofbeing able to help people immediately.
Thousand percent.
Yeah.
I love that so much.
What else?
So what about the.
So let's talk about the actualrole for a minute.
What is it about being aproject manager within the industry
(46:18):
that you.
A couple things that you like.
And here's what's somethingyou don't like too.
Let's see.
I'm not a project manager.
I'm a comfort advisor.
Comfort Advice.
(46:41):
What are some of the thingsthat I like, don't like?
Yeah.
So what do you like about the.
Role to help them?
I don't care what house is,where it's at, if it's rich, middle,
or poor.
(47:02):
I walk in there and my numberone aim is to help that person.
Yeah.
If I possibly can.
Sure.
I was out with Jack and wewere slow.
We had like phenomenal weatherhere in Philly.
(47:25):
February, March.
And there were just.
There's no calls coming in forthe conference advisors.
So I was riding around withJack and Aiden and this one call
I was on with Jack.
That's one of your technicians.
One of the technicians, yeah.
Okay.
So we get this call and it'slike in a row home.
(47:49):
And it's like, just come anduse the basement door.
So we all.
Jack's like this tall and he'sup brute.
He played football.
Like, I thought Jack almosttook off the screen door in the bike.
I'm like, we are out there, Wally.
(48:12):
And Jack's a big, hilarious.
Yeah, I'm fine.
And Jack just walks on and.
Because the door was open and here's.
Here's a guy laying in thebasement and it's like one of them,
like military cot beds.
(48:32):
And he gets himself up and heputs himself into the wheelchair.
And a gentleman is what he was.
Nothing short of it.
You could tell that he didn'thave any money, but his heat wasn't
working.
(48:53):
And right away I thought, thatguy's a Vietnam vet.
I don't know what it was, whatmovie that.
My head, my ADD Brian went toand I just seen the car.
I knew it was a military cut.
And next thing he startstalking about Nam.
(49:17):
I love this guy.
He.
He needed a $600 fix in his unit.
And he said, I only have $100to my name till the end of the month.
(49:42):
He says, look, Jack, I goes,we're doing this job.
Jack's like, yeah, we are.
Even if it had to come out ofour own pocket.
And we called Gareth and Ryan,let him know what was going on.
And they're like, get that man.
Sort it out.
(50:02):
Nice.
Yeah, that is.
That job was.
That's why I'm on it.
Yeah.
To get to truly serve peoplein a way that we can't otherwise
serve.
Like he has served.
Yeah.
That's beautiful.
(50:23):
There's a.
I heard a story earlier.
I'm going to have him on the show.
But one of my coachingclients, he.
Today he got to punch a ticket.
His company, they give all oftheir comfort Advisors, one golden
ticket a year.
When you come acrosssituations that truly need help.
Yes, punch that ticket andwe'll do the right thing.
(50:46):
So I'll have him on.
We'll unpack that one and talkabout it.
But, man, I love those stories.
And of course, at the sametime, you know, a lot of people,
a lot of the owners that are,you know, if they don't have this
abundance mindset and theyfunction from this mentality, oh,
we're going to lose money.
You know, it's like, well, no,you're not.
We're not giving away everysingle job.
But what we can do is justtell the story forward of how we
(51:10):
help people and not to, youknow, wave the banner and say, oh,
this, look at us.
This is what we do.
But to.
Not to impress people, but toimpress upon them that, you know,
this.
We function from heart andthis is how we care for people.
And so when you become, say,with the Dream Team, when you.
When you join this Dream Teamfamily, when you become one of our
(51:33):
clients, what happens?
This is how we take care ofour own.
So, yeah, you can go with thebig company and, you know, all the
things, or you can become partof this family knowing that we're
always going to be there totake care of you.
And I mean, everybody asks meall the time, oh, how do you handle
objections?
I'm like, just be honest, likethis, have this conversation, tell
(51:55):
this story and say, that's howwe take care of people.
Yeah.
And see, as soon as you're nothonest, I don't care if you're a
homeowner, you're a strangersitting beside each other at a restaurant.
You can smell it a mile away.
Yeah, you can, because you'resincere or you're not, you actually
(52:19):
want to help or you're just,you know, commission breath.
Commission breath, for sure.
This is such a perfect timeand for everybody, listen, I had
no idea where thisconversation was going to go today,
but I love that we have gonehere because it's perfect timing.
Also because, I mean, as youknow, Brian, we're in the middle,
(52:41):
or not even in the middle yet.
I started this series on, youknow, the energy of the appointment.
You know, where does theenergy shift happen, how our energy
introduces ourselves before weeven show up.
And leading with, you know,honesty, integrity.
We're going to do an episodeon ethics and how to develop an ethics
statement and all of thesetypes of things that nobody knows
(53:04):
about, nobody talks about.
And so important, so importantit is.
It's a way to Lead.
So we are so right now we'reat 10 months in and what are you.
So what is the one thing thatyou would say, anybody that's out
(53:25):
there in their first year,what are one or two things that you
would advice that you would goback and give to yourself when you
first started, you know, ifyou could do differently or learn
faster or, or you know, justwhat are a couple of pieces of, of
wisdom for.
For yourself 10 months ago andfor the others.
(53:49):
I will make myself look I'llbe the full here so you don't have
to.
Guys, never ever do a swap outheat pump with an AC only.
Yes.
Can confirm.
I've made that mistake before too.
We got a call in like lateNovember, say hey, Mrs.
(54:15):
Such and such called there andshe's not getting heat.
And I goes, well she shouldn't.
That's an ac.
Only I didn't know it was aheat pump.
And that was a whole big thing.
(54:36):
I owned it.
These boys owned it.
They're like, no problem,we'll be out tomorrow morning.
Took an AC unit, replaced itand did whatever they had to do inside.
That was it.
Didn't upcharge them becausethey're getting a heat pump.
That was my mistake.
(54:56):
Sure I have.
And here's what I would also say.
Don't be afraid to learn byyour mistakes.
Best lessons I ever learned in life.
Whether it be carpentry.
Done about a bartending before too.
Carpentry, bartending and this business.
(55:19):
Don't.
If you make a mistake, guess what?
You'll never forget it.
I'll never forget that Iinstalled AC for somebody who needed
a heat pump.
Yeah.
You'll never make that mistakeagain, that's for sure.
Never.
And I mean I sold it.
I, I think I sold it in August.
(55:40):
I'm like, we're, I'm totteringalong, you know, and I'm trying to
like, don't really have a cluewhat I'm doing.
The office hasn't a clue whatI'm doing.
We're just all making it work.
And then we got a phone callfrom Mrs.
Such and Such and somebody'slike, why did you not sell our heat
pump?
(56:01):
Yeah.
So you're months down the roadbefore you even anybody even realized
it.
I, I thought the box outsidelike, I was like, that's A.C.
only A.C.
units do that.
Didn't know about reverseinvolves and all.
That stuff, but you do now.
I do know.
Love it.
So looking forward across thisnext little bit.
(56:23):
Well, first of all, you andGareth are going to come to the Relentless
in Boston.
Relentless.
The ultimate sales transformation.
Y'all are coming to the event.
Yeah.
So I know you're lookingforward to that.
What are one or two thingsthat you're most.
That you want to get out ofthe event?
(56:45):
Out of the event.
Here's the thing.
Much like H Vac or H vac or HCrack, as I call it, because crack
is in Ireland.
I'm not sure if you'refamiliar with this.
We spell it C R A, I C.
(57:08):
Crack in Ireland does not meanwhat it means out here.
Crack means, like, if I was tosay, sam, what's the crack?
And you would.
That you would.
Your ears and brain would hearthat as, what's up, man?
Okay.
That's funny.
For years I've said, hey,what's cracking?
(57:28):
So it's probably a variationon that.
That was carried forward.
There you go.
That was the ancestors before us.
No, I was.
I.
Where was I going with that?
I was going so much like, Ididn't have a clue what the H Vac
(57:50):
wars was bringing in for me.
I've listened to you, though.
I'm excited to see what you'vegot going on in Boston.
I love the fact that you'regoing into this mindset stuff because
it resonates for me.
I'm.
I'll take mindset and thesubconscious level stuff over a sleazy
(58:17):
seals course any day.
Yeah.
Like, I mean, I don't know,somehow I gravitate it towards you
like that moth around thelight bulb.
Didn't know who you were.
Whenever Gareth came out to methat day or sent me that email, and
(58:37):
I open it up, there's a linkto close it now.
And here's Sam Wakefield, andI'm watching him on my pad in the
deck.
I'm like, oh, the two fills.
I must write the two fillsdown because I'll remember that that's
two philosophies.
Just be calling it two fills.
Love it.
So once you.
(58:57):
So from the event, what do youwant to accomplish?
How do you think that thatwill help you in your journey?
Let's ask it that way.
Here's the thing.
I know that I heard on theFacebook group that you said that
there's going to be role playsand stuff like that.
(59:18):
That's my worst fear.
And I think why role play ismy worst fear is because at the end
of the day, no matter what myconscious mind thinks that my conscious
mind's thinking that, allright, we're going to pretend he's
the homeowner subconsciousmind is.
No, we're not.
No, we're not.
(59:39):
No, no, we're not.
We can't.
It's difficult for me to like,you know what I mean?
Because I operate from aplace, from the heart.
And I was down at the certainpath event there in September and
(01:00:00):
it was a two day course forthe comfort advisors.
Now I have no problem talkingto anybody.
I'm not shy.
I mean, you know that Ireached out to you from out of the
blue and you're probably, whothe f is this guy?
And here we are.
(01:00:22):
But the thing that scared memost was the role play.
First of all, I didn't have aclue what I was talking about.
So I was only in it for aboutthree months at that stage.
I also haven't a clue.
I have plenty of questionsdown there, but I say I don't want
(01:00:46):
to put up a hand here in caseI look stupid.
I'm glad that you brought upthe roleplay thing because I'd love
to talk about that for a second.
You know, a lot of place Idon't believe in role play the same
way that most people do, youknow, and I had a.
So I recorded another episodewith Doug Wyatt yesterday that's
(01:01:06):
actually get a release tomorrow.
So.
Which is incredible.
It was total fire.
We got another hour and 40minutes together that you're going
to love.
So for everybody listening, goback and listen to this episode because
it'll be out before this one drops.
But we're on the same page.
I don't believe that youshould hand somebody a script and
(01:01:28):
say, okay, take two minutesand learn this.
And now we're going topractice it.
Because that's not a realworld type of scenario.
And because it's a big eventlike that where there's a lot of
people in the room, you don'tget much value from turning to your
neighbor and going back andforth with somebody who also doesn't
(01:01:49):
know how to deliver the script.
Exactly.
There's no impact.
There's no feeling behind the words.
Right.
So the one of the things thatis going to be different, and this
is something I want to makesure to mention that on this podcast
for everybody, if you'reconsidering coming to the event and
you're maybe apprehensivebecause of the role play, because
(01:02:10):
I know our industry, there's not.
Not that many people are bigfans of it.
So we're not going to make yougo up in front of the.
In front of everybody and, youknow, have this face off with one
of with me trainers and putyou on a video and to be able to
graduate and get yourcertificate and all of that.
(01:02:31):
What we are going to do, yes,there's some scripting that I, you
know, that I've written.
More importantly, I'm going tobreak down the meaning behind the
script and teach people how to.
So we'll be, we'll be workingon, you know, why it's written the
way it is.
I'm going to demonstrate it.
(01:02:53):
We're going to, you know, me,Doug Wyatt, Scott Bell, Christian
Moore, Jonathan Neves, thepeople there that are going to be
training, we're going todemonstrate it and then we're going
to have a question and answer session.
So then you can say, hey, whydid you handle, why did you answer
it like this?
(01:03:13):
Why did you say this when you did?
So we can.
Because the whole goal is notthe words, it's the meaning behind
the words.
And I love this topic so muchbecause I think our industry forever
has only stayed surface leveland they've missed the whole point
of roleplay.
Yeah, they forgot a feeling.
(01:03:35):
Yeah, exactly.
It's what's behind it.
Right.
Just like when objections come.
That's the reason I always sayit's like you don't need just one
canned response to these words because.
Right.
Whatever they're saying isnever the real meaning behind, you
know, why they have a socalled objection.
(01:03:56):
It's the ability to seethrough that and ask more questions
in a way that uncovers thetruth so you can have a heart to
heart conversation.
And that's the difference inhow to handle objections.
And then, you know, withoutconflict in a way that shows that
you truly care.
So I'm glad that you mentioned that.
(01:04:17):
So one, don't be anxious.
That's not how we do it.
We're going to show people howto role play.
And once we give you thetools, then what will happen is we'll
say, okay, now as you go backto your company, here's the plan
and here's how you're going topractice this in your environment
(01:04:38):
so that you'll get the bestvalue from it.
Right.
I mean, it's like, again, it'slike, and you talk about it a lot.
It's like the transference ofthe energy.
Now if I'm, if I'm in a roomwhere I was like, like you can feel
(01:05:02):
the energy.
If you're not Fabian, like youcan feel it.
And then you put two boystogether and they're trying to be
like, oh, I'm gonna get himand he's thinking the same thing.
The energy's off there.
And that's what.
Like, maybe it works well withother people.
(01:05:23):
I don't know.
But I, I just can't deal with that.
I'm like, nah, because now I'm.
And it's back here.
It's the subconscious.
No, you're.
You're so right.
It's the cells.
Is that transfer oftransference of energy.
I heard a.
There was a guy in my yearsago, I did solar for several years.
I, you know, I put up 100, 100solar projects across the country.
(01:05:47):
And in a couple of years there.
So anybody that knows solar,there's some numbers people.
But there was a guy in mycompany and he said this one time,
and real early on in thepodcast, I recorded an episode about
this.
He said, if they ain't vibing,they ain't buying.
They gotta, they gotta bevibing with you.
You know, you've got to get onthe same vibrational state with them.
(01:06:10):
Talk about that a lot.
You know, it's, it's.
It's like, what does thatreally mean?
You know, Exactly.
It's like.
Because you feel it.
You feel the vibration ofpeople, and it's just like me and
you, if some guy was coming inhere and they're like, oh, well,
you need to get this sightingdone today.
(01:06:32):
And you're like, well, you'rean energy person.
You're like, nah, f you, dude.
Yeah, yeah, exactly.
And that's the reason I say sooften, one, that your energy introduces
yourself before you ever knockon the door, but also when we work.
So just like you, you'remaking sales out there knowing nothing
about heating and air.
(01:06:53):
People don't expect us to knowall of the answers.
They just expect us to be ableto get them in a reasonable amount
of time.
So if they know you haveresources to be able to answer the
questions, you're open andhonest and truthful and say, listen,
I'm.
I'm really, I'm truly here toserve you best.
If I don't have the answer,I'll tell you.
But I can get it.
(01:07:13):
Yes, but people want to dobusiness with people that are worth
doing business with.
And the whole point, that'swhy, I mean, that's why I end every
episode with, you know, whatis it I say would be someone worth
buying from?
Right, Exactly.
(01:07:34):
Like, that's what it all boilsdown to.
Like, I'll trust you.
Like, I'll trust you.
Like, hey, Sam, you know what?
I know you haven't a clueabout XYZ if you're looking me dead
and I and send.
But I know a guy that does.
Yeah.
(01:07:54):
And I'll get back to you on this.
I'm going to believe becauseme and you talk.
Yeah.
I'm going to believe thatyou're going to do my job to the
best of your possible ability.
You got goes back to the wayyou said what you said when we started.
That word, that one word.
Trust.
(01:08:16):
Exactly.
Yep.
Absolutely.
Well, man, it has been goodhanging out today.
We better land this plane.
So what we're doing here too, everybody.
So Brian and Gareth from DreamTeam, they're coming to the event.
We're going to pull them asideand have, you know, talk to him for
a few minutes.
(01:08:36):
I'm going to have myvideographer there.
So we're going to get a coollittle interview of what your experience
is like at the event and thenwe're going to give you two, three,
four weeks, maybe a month orso after the event and we're going
to do this again and get yourmindset and your experience, what
it's been like in the fieldafter the event and talk about your
(01:09:01):
results and talk about yourexperiences there as well.
And so I'm excited about parttwo, which will happen here in another.
I guess that'd be a couplemonths from now.
Yeah.
Ship it.
Well, there may be somethingthat will be shipping up the Boston
in between times.
I'm sure that.
(01:09:22):
I'm sure the listeners willhave something to hear.
Yeah.
Oh, yeah, absolutely.
So I'll let you just train in the.
The next episode.
You can train some of thethings that you learned from the
event too.
I can't wait to attend it some.
And I love Boston.
I love Boston.
It's such a great city.
I love it.
So for everybody, my.
(01:09:43):
My theme song for this nextmonth is Shipping up to Boston by
the Dropkick Murphy's, which is.
I'm a big fan of theirs anyway.
But so if you never heard it,go look up that song.
Well, Brian, it's been greatto have you on.
I appreciate what you're doingand thanks for being so vulnerable
with us today.
(01:10:03):
That is just as important, thepower of vulnerability.
There's a plug for a book if anybody.
Great book.
It will probably go in theClose it now book club, which I'm
about to start back up.
The Power of Vulnerability byBrene Brown.
If you've never read it,highly recommend.
So everybody out there, gopick up that book and give it a shot
(01:10:26):
because it is so incrediblebecause it's the power of being transparent.
The power of being.
When we're vulnerable, they'llbe vulnerable with us and there's
nothing more.
If our world and our societyhad more of that, we wouldn't be
fighting some of theincredibly ridiculous things that
are happening in the climateof our, you know, of our government
(01:10:49):
right now and our society.
You know, people just openedup and were themselves without this
mask in front of it.
So I'm working on some thingson the side that when, when they
come out, everybody, it'sgoing to be pretty fun stuff.
So.
But man, thanks for being here.
Any last, any parting wordsbefore we sign off?
(01:11:12):
If you are the guy that was me10 months ago sitting behind that
steering wheel and you'relike, you know what?
I really want to go be acomfort advisor and having a clue.
Start with heat pumps, don'tstart with the AC unit.
(01:11:36):
Just do it.
Just bloody do it.
I mean, make mistakes, getinto it.
It's a great business.
And who knows, you might findpeople like Sam and I'll see you
all, and I'll see you all upin Boston.
Word.
So to get your ticket forBoston and go to closeitnowbootcamp.com
(01:11:57):
they are the tickets.
The bogo price is happening.
So basically tickets are halfprice now.
So go tocloseitnowbootcamp.com I wanted to
make it as accessible to asmany people as can get there.
But because I did that, thetickets are going fast.
So you better grab your spotbefore they sell out because, yeah,
(01:12:18):
we got 60 people in the spaceand that's it.
You the looking at thetrainers, literally you would each
one of us, if you had us outto your location, is, you know, tens
of thousands of dollars to getus to your location.
Every single one of thetrainers that are going to be on
stage.
So when you get all of us insuch a tight space like that and
(01:12:41):
the ability to ask thequestions and Q and A and to get
the that level of information,it's an insane value.
We're literally talking aboutmassive, massive, massive value.
So this doesn't happen veryoften in our industry to get actual
top level people in the samespace to get in front of them to
(01:13:03):
learn from.
So I just can't stress it enough.
If you don't come to this,you're going to watch your peers
double their incomes this yearand you'll be wondering why you didn't
go and why you didn't pay the ticket.
So that is, I implore you,that's a good word for this.
Come on up to Boston, folks.
(01:13:23):
Yep.
Come hang out with Brian and me.
We'll.
We'll lift a cup of tea or.
Yes, we will.
Maybe, maybe a Guinness.
So.
Oh, yeah.
All right, everybody, you knowwhat we do.
Thanks for listening.
Go get your ticket.
Closeitnowbootcamp.com anduntil next time, go be someone worth
buying from.
(01:13:45):
You've been listening to theClose it now podcast.
Our passion is to diveheadfirst into the transformative
movement that's reshaping thevery foundation of H Vac and home
improvement and at the sametime covering fitness, nutrition,
relationships and personalgrowth, proving that we can indeed
have it all.
(01:14:05):
We hope you've enjoyed the show.
If you did, make sure to like,rate and review.
We'll be back soon, but in themeantime, find the website@closeitnow.net
find us on Instagram,herealcloseitnow and on Facebook
closeitnow.
See you next time.
(01:14:28):
Sa.
Welcome to Close it now, thepodcast that's revolutionizing the
H Vac and home improvementtrades industries.
Get ready to dive deep intothe world of heating, ventilation
and air conditioning.
We're turning up the heat onindustry standards and cooling down
misconceptions.
And we're not just talkingabout fixing vents and adjusting
(00:21):
thermostats.
It's about the transformativemovement that's reshaping the very
foundation of H Vac and home improvement.
We're the driving force,inspiring top performers who crave
excellence not only in theirprofessional endeavors, but also
in fitness, nutrition,relationships, and personal growth,
proving that we can indeedhave it all.
(00:44):
This is Close it now, whereexcellence meets excitement.
Let's get to work now.
Your host, Sam Wakefield.
Well, all right.
Welcome back.
I am excited to have thisguest on today.
This is not your traditionaltypical guest.
(01:07):
I am starting a cool seriesbecause this gentleman called me
up one day and said, hey, I'vegot this idea.
You need to hear it, and it'sa great idea.
So we'll get into what that ishere in a minute.
But so what I wanted to do foreverybody, I realized that for a
long, long time, most of theguests that I have on the show are
(01:29):
pretty much, they either haveachieved some level of greatness
or they have the big companyor all these things.
But I realized that for a lotof you listening that, you know,
it's a whole lot different inhearing a perspective of, you know,
say, somebody who is a 5, 6, 7million dollar a year salesperson
to look backwards and say,okay, when you started, what was
(01:49):
your mindset?
What were you thinking then?
Somebody who's in the trenchesin that moment of the real time of
what's happening.
So we wanted to startsomething a little bit different.
And for everybody that'slistening, I would love to start
interviewing more people inthe field.
So if you think that you wouldlike to be on the podcast, reach
(02:11):
out to me, shoot me a message.
If you know somebody who wouldbe a good guest, introduce me to
them.
Maybe somebody who iseverywhere from somebody who just
began, somebody who'sstruggling along the way, somebody
who, you know, just whoeveryou know in any of the trades, home
services.
And I want to break out ofjust strictly H Vac a little bit.
(02:34):
Who do you know that's aplumber, an electrician?
Let's, let's really all ofeveryone can benefit from different
perspectives.
That's how we learn, that'show we grow.
So that's kind of what we'restarting to not just Kind of no room
for words of uncertainty.
Uncertainty.
So scratch that.
We're not kind of.
(02:55):
That is what we're starting today.
So I have to walk the walk ofwhat I teach.
So today I'm excited to havethis guest on this gentleman.
He is not native born from theUnited States.
You will hear that here injust a minute.
And I'm really excited to havehim on because he brings a really
(03:16):
cool perspective that a lot ofus don't always get.
So I'll give the super.
The super quick intro.
I'll let him introduce himselfa little more.
But he was a carpenter for 25years and then happened to find the
H vac industry.
And then actually in that,he's in our industry for less than
(03:38):
a year now.
And so this is a fun story.
And so I'm so happy tointroduce my friend, Mr.
Brian O'Boyle from.
From.
Direct from Ireland on theshow today.
And so he's my guest.
So thanks for being on theshow, man.
Not a problem.
Not a problem, Sam.
Glad you flew me in.
(03:59):
Yes, sir.
So.
So let's start with that.
Actually, before we do, let'sdo a what's in your cup?
Section of this show because I.
I concocted something specialfor you.
So I'm curious.
I saw your drink with you.
What.
What is in your cup today?
Well, Sam, you're probablygonna not.
You're probably gonna not like it.
(04:19):
It's okay.
Oh, no, the C4 energy drink.
That's.
Yeah.
Killing your guts inside.
If we're not dead already.
It's all good.
It's all good.
So what I made for you, I.
The other day, if everybodylistened a couple episodes back,
I made some.
(04:39):
Actually gave Mr.
O'Boyle here a shout out andhad made some Irish breakfast tea
that was hot in my cup.
For all of you on YouTube.
Make sure you like and subscribe.
You can actually see what'shappening here.
Well, today I made the samething, but I turned.
I Texasized it and turned itinto an iced Irish breakfast tea.
(05:01):
So don't hate.
But I iced it.
I do not hit.
I did not hit that at all.
What temperature is it inTexas right now?
It's hot today.
My wife just took the dogs fora walk and they all came back sweating.
So I think we're probablypushing 90 degrees at the 86 right
now.
So it's on its way up.
That's why it's east.
(05:23):
Good stuff.
I'm cool with that.
All right, well, let's.
Let's take a collective drinkhere before we, before we get going.
So grab your C4.
I've got my iris T.
I have it in here.
It will go three, two, one.
Slantia.
Slantia.
Well, all right, so giveeverybody a quick.
(05:44):
The quick highlight reel.
You know, tell.
Tell us your journey.
How, you know, how did you get started?
I'd love to hear one.
How you got started being aCarpenter at 21.
And then how in the world didyou get to, you know, to the United.
What brought you to the United States?
And then also, you know, tellus about your carpenter journey here
(06:04):
and then turn that corner.
How did you go from carpenterto H Vac Expert.
All right, well, expert couldbe a little bit of a.
Well, everyone is an expert inprogress, right?
Always.
You always learn every day.
So.
Hello, folks, my name is BrianO'Ball and if you break down the
(06:31):
first initials, you get Bob.
So I go by Bob as well.
And by the end of the show, Imight be Notorious Bob.
You never know.
Notorious Bob.
He's on the show.
Oh, yeah.
So I, I left school whenever Iwas 16.
(06:56):
That's the high school age toleave school in Ireland.
You had two choices.
You go to university or you goand you walk and join the trades
line.
All my friends growing up,they were either plumbers, electricians,
bricklayers, and I took acarpentry line.
(07:20):
I've always been involved withcarpentry, watching my dad do it.
So I had calluses on my handsbefore my license.
Sure.
So it kind of passed down from your.
From your father, then passeddown and just.
We grew up in a little bluecollar town.
(07:41):
And I mean, it's the townitself now.
If you go back to it, 21 yearslater is.
It's, it's getting up there tobe white collar.
Nice.
Tell everybody the name ofyour town.
I'm curious.
All right.
As Porkland Pork Glen on.
I want, I want to make sure Isay it right.
(08:02):
But so again, it's out in the rural.
The city boys call us portglam one.
Just begotten good times.
There was about 1800 people inmy time.
Whenever.
Whenever I left.
Sure.
That number has probablytripled in 21 years.
(08:26):
Right on.
There was 40 people in my high school.
Whenever I finished it in mygrades or I call it class, whatever.
So yeah, I took a.
I took a carpentry route, wentto trade school for it.
(08:47):
Done.
Three years of.
Two days of class, three daysout in the field, meet some interesting
old carpenters.
I tell you, whenever you grewup in Ireland, and they're stuck
on Their ways.
But I tell you what, they do.
Beautiful work, no doubt.
So I probably was about twoyears into it before I was like,
(09:13):
oh, I wonder where's Levena?
Said, I'll go do this roomhere myself and baseboard real quick
because I don't want himseeing me do it because I'll be like,
oh, did he do it right?
Right.
But I knew.
I spent two years with himwatching it.
(09:35):
I was holding him.
I was watching every trick theman could teach me.
And he loved being a teacher.
It's a great mentorship.
Awesome mentorship.
We were over here.
Whenever I come over here in04, the biggest difference I noticed
(09:58):
was you guys used routers todo the door hinges.
I was used to doing it withnatural hammer and chisel by hand.
By hand.
And making it nice and clean,even down to the fact we're bringing
it back again to Levinis.
(10:19):
Levinis Cassidy is his name.
He looks like Santa Claus.
He showed me how to do.
To sharpen a chisel like.
Like that's where the.
That's what the apprenticeshipreally is.
Here's how you sharpen your chisel.
You sharpen your chisel first,then I'll give you a door.
(10:40):
And it would normally be thedoor that was taken off.
So I.
Yeah, it was.
Funny story, the.
The company I worked for overthere, they had two, four men on
(11:01):
the team I was assigned to.
So I bounced between, like,the bigger towns, like, whenever
they needed me because I waspretty handy.
I was a good carpenter knifeor ey for detail.
But I started out in thetrenches doing shutter work for concrete.
(11:22):
And we would have done themfor anywhere from silo.
Silo pits to foundations ofhouses, and then work.
Work my way up.
And I was 21 when I left Ireland.
Well, what brought you to the.
What brought you to the States?
(11:43):
I'm curious about this journey.
All right, well, so I'm about19 and a half, 20 years of.
Of age, and Guy Seamus McPeak,one of the four men, he goes, my
brother's coming back from Philadelphia.
I go, I didn't know you had abrother in Philadelphia.
(12:04):
And I.
He's like, yeah, he had acarpentry business over there for
years.
And he's like, him and thewife is moving back and they're going
to raise their family.
They're going to start havingchildren over here, like, all right.
So his brother's name was Liam.
(12:25):
So a couple of months later, Imeet Liam and I stick out my hand
and he goes, how's it going,young fella he goes, I'm Hatchett.
And I goes, that's a funnyname for a carpenter.
A hatchet.
Right, a hatchet.
He didn't have a brother namedButcher, but Patchett, me and him
(12:51):
got on like, no.
He was 10 years older than me.
I was 21.
He was about mid-30s.
Sure.
Great guy.
He didn't.
He didn't give a damn.
And he's like, yeah.
First day I met him, he'slike, yeah, can't wait to get back
to Ireland, raise me family.
(13:13):
About six months later,Hatchett looks up me dead in the
eye and he goes, I'm movingback to Philadelphia because they
can't take us.
Because every job you pullinto, they always start with the
house in Ireland, they don'tstart with the road.
(13:33):
And it's all nice and clean.
And you're working in a clean environment.
You're wearing Wellingtons,welly boots for about the first two
months of any job over there.
Because they.
Or at least they used to anyway.
So Hatchet moves back, hegoes, young fella, he says, if you
(13:59):
want a job in America,anytime, you call me, I'm moving
back next month.
And I go, did I smell or whathad you so ever?
That was that.
I goes, be careful what you wish.
About a year later, because Iknew you had to be 21 to drink in
(14:23):
the States.
Oh, okay.
That was the limiting factor then.
That was the limiting factor.
Well, so way to like check thebox on the stereotype here for us,
Brian.
Yeah, And I had all this madeup in my head, and I'm like, oh,
shit, I haven't even told momyet, right?
(14:46):
I haven't booked tickets yet.
But at that stage, it was justa journey in my head.
Sure, it was a dream.
I grew up watching PamelaAnderson and Baywatch.
That's what.
Same, bro, same.
That's what I thought America was.
(15:08):
I heard of Philly, but Ithought, all right, well, still America.
So they've got beaches.
Oh, absolutely.
Papa Anderson, Baywatch.
Right at.
Right in Philadelphia.
And then.
Oh, well, funny story, actually.
Seen David Hasselhoff Belfast.
He was doing a pantomime.
He's a God.
(15:29):
He's a friggin God over there.
Oh, no doubt.
But anyway, I'm getting off track.
Where was it?
You get to the States.
Get to the States and swingthe hammer for another 20 years.
But halfway through, I startedmy own business and everything's
(15:50):
going all right, you know, like.
And I didn't advertise.
It was all word of mouth.
And why I stopped, it was I couldn't.
I couldn't get help.
The help that I needed.
I couldn't.
I couldn't go up to homeownerand look at them dead in the eye.
(16:15):
If I was to, like, say, oh,well, I have a guy here in the morning
that could do without.
Just wasn't possible, like.
Sure.
So you're capped by your ownefforts, Cap.
By my own.
I tell you what.
I was capped by Levenis castebecause he taught me so well in my
(16:35):
ways that I couldn't give it up.
I was like, there's no way Ican leave a man here.
Sure.
Like this level of perfection,that it had to be done this way.
Correct.
So, Levanas, if you'relistening, thank you.
It's a good thing.
(16:55):
But also sometimes in businesslike this, perfectionist trap, right?
That's a perfectionist thing.
Especially whenever you'resharpening your own chisel and then
you don't see chisels comingout here on the side of a door.
A chisel over here is used fora side of a brick.
(17:18):
But all good, though, the side.
I shut down the doors of the business.
I was thinking union to dounion carpentry.
I'm just doodling through.
Indeed.
And then I see these two boyoshere, Ryan and Gareth from Dream
(17:46):
Team have posted sellingtechnician H Vac.
I goes, I wonder what that is.
I was genuinely curious.
I was like, I wonder what that is.
Sure.
And I called Gareth.
(18:06):
And he goes, yo, how's itgoing, big stuff?
I go, it's not too bad.
Gareth.
I goes, I see your advertisingfor a selling tech for H Vac.
I goes, what's that?
He goes, can I call you back?
(18:29):
So he calls me back an hourlater, conference call, him and Ryan.
Ryan.
Ryan is the other partner, okay?
He's the other cartoon you seeon the biker in there.
And they're like, yo, lad,how's it going?
(18:50):
I go, it's not too bad at this stage.
I hadn't a clue what they werecalling me back for.
Like, were they calling meback to explain this job, what it
is?
And sure.
No clue what's happening here.
Hadn't a notion, Sam.
And they're like, yeah, yet nohitchhike tech.
(19:10):
I goes, well, I know that.
I seen the selling side of it.
I seen the one half of it.
I goes, I'm no salesmaneither, but I can talk.
And they're like, well, youdidn't make it for the sell and take
position.
We've created a new positionfor you.
(19:33):
I goes, what's that?
And he goes, you're going tobe our first comfort advisor.
Right on.
So I'm like, what's that like?
I goes, okay, yeah, I'm in.
But what is that?
And they explained that.
(19:54):
I goes, all right, boys, no problem.
That's how clueless I wasabout the hitch fact side of things.
Love it.
So that was what, let's remind.
That was what, nine months ago?
That was the 11th of June.
June, yeah.
Ten months ago, almost exactly.
(20:16):
This is April 10th on date ofrecording right here.
Yes, sir.
Wow.
Okay, so tell us about your.
About your journey, starting out.
What was it like when you very.
So part of what I was wantingto accomplish in this episode, especially
for everybody listening, Ireally wanted to get a really fresh
take on somebody that knewnothing about heating and air and
(20:38):
within the first year to talkthrough some of the things, some
of the struggles that you'vehad, some of the things you've overcome,
some of the mindset changesthat you've had along the way and
what's helped that way.
Because I know there's a lotof people listening that are in the
same place or maybe just afterit, maybe not even quite to the place
(20:59):
that you are.
So I'd love to really dive inon some of this stuff and see if
we can really help them inthis journey as well.
So when you first started,what was your say, first week, like,
week, two weeks?
What were you thinking?
What were your big fears, anxieties?
What were you excited about?
(21:21):
Well, if I can be honest here,the week before I started, because
they were getting ready for me.
The week before I started,Garth sends me over this email and
he goes, there's a link there.
And he sent over the passwordto get into it and everything.
(21:42):
It's some H vac training.
So I opened the link and it'ssome guy called some wet failed.
Close it now.
And so I'm like, all right.
And I'm not joking.
I was sitting next June.
So, like, I'm sitting outoutside in the patio or the deck,
(22:07):
and I've got the iPad on andI'm writing down notes and it's the
tooth.
The two philosophies and all that.
I want full circle in lessthan a year here for me.
(22:27):
Sam.
I'm writing down about the twophilosophies from Sam Wakefield.
Who the hell is this guy?
You know?
Yeah, I don't.
I mean, who is that guy?
That's what I thought at thetime, you know?
Oh, he's got a podcast, and only.
He seems that I could camp onthat for a second.
(22:48):
I'm curious because.
So for everybody.
Listen, Brian, I have not hadthis conversation, so this is new
to me as well.
What two philosophies are you referencing?
And I'm curious because.
And what were they?
And why did they really stickout in your mind so so much from
the beginning there?
Well, I can show you this.
(23:13):
And this is a index card.
And.
Gorgeous.
I actually wrote the two fillsbecause I have add, so I have to
learn things in a way thatgoes to the brain quicker.
Now, bear in mind, as I'mlearning about the two phils or the
(23:36):
two philosophies, I still haveno idea what a heat pump is.
Sure.
I didn't even know it was athing at this point.
So I'm like, all right, I'lljust fault.
Like, I'll follow Gareth'slead alert, whatever.
Like Garth, successful guy.
And if he's, you know, if he'slaying down.
(24:00):
If he's laying down thepapers, I'm gonna.
I'm going to pick them up andjust follow the lead.
So, yeah, the.
The benefit lens and thepermission lens.
Am I correct?
You.
Sorry.
And you got the intro therewith the company and the personal
(24:20):
and your agenda, script discovery.
Yeah, yeah.
So, like, honestly, apart from.
So you could say, apart fromRyan and Gareth, you were the third
person.
You're the third person thatstepped into my H Vac world.
(24:44):
Sure.
Okay.
So.
So you've got those.
The benefit lens and thepermission stack.
So you've got thosephilosophies down.
And then what was it likegetting into.
So how long was it before youstarted running appointments by yourself?
Maybe that's a really question here.
Excellent question.
(25:06):
Because Ryan and Gareth prettymuch made up a job for me overnight,
and the office didn't know.
I show up and they didn'treally know what to do with me.
Sure.
On top of me not having abloody clue what I was supposed to
(25:27):
be doing.
So it was like.
Huh.
Like there was a bit offiguring out.
Yeah.
And it was all good.
Like, I would prefer we alllearn together rather than look at
this, look at this guy.
But I found.
(25:48):
I found it toughest with thetext because it was like, who's this
guy?
And after a while, because I'ma carpenter by nature, I was out
in the trucks with them andthe crawl spaces with them to learn
about this metal square thingthat pushes air.
(26:11):
Sure.
Yeah.
And of course, that's the bestway to learn, is just go out and
do the work with them.
Right.
Size and percent Absolutely.
Show them that you're not theguy that sits in one of these chairs
and that you're happy to getinto the crawl space with them.
Now the good thing about thatis I may not have known what the
(26:39):
actual machine was, but Icould see if Phillips had.
And I had his bag.
Like, I could see he was like,oh, I need a Phillips head back to
Le Venice.
I'm like, already empty his bag.
I'm going, I'm handing him the screwdriver.
You need that?
I knew what type ofscrewdriver he did.
(27:03):
Yeah, I mean, you weremechanical, so at least there wasn't
that skill to overcome.
I didn't know what happenedonce he popped that door off.
Yeah, no doubt.
So, I mean, so I got a littlebit hands on and then there was calls
(27:23):
come in and there was amanager, he's not with us anymore.
And like, he was, he wasreally good, knew all the technical.
I could have called him fromanywhere in the world.
And he goes, yeah, you need aone and a half ton for that.
Or like, you know, like, oh,that's definitely a five ton.
(27:48):
And I'm like, that was thefirst time I heard ton, you know,
like, I didn't know if he wastalking about weight or like I was
like, oh, is that what we need?
Yeah, I thought that.
So how long was it before.
(28:09):
Real quick.
Oh, oh my gosh, that's great.
What would you say to the guys?
So this has always beensomething that has been really important
to me is in fact, I had thisconversation with the owner earlier.
You know, there's a wholegroup of trainers in our industry
that, you know, will only hirepeople from outside the industry
(28:32):
that have zero knowledge ofanything that has to do with H Vac
from for sales.
And I've been a big advocatethat that is the wrong way to go
about it.
Yes, we can have good skills,but we can't stay there.
It's fine to come into ourindustry not knowing anything, but
not stay there.
(28:52):
But they're all about keepingthem as dumb as possible and so they
can just sell things withouthaving the so called bad habits.
But I've always been anadvocate that we should know what
the heck we're doing so we canhelp people better, because we can
come up with better solutionsif we have better technical skills.
So what would you say tosomebody who's, you know, maybe they
(29:15):
started, you know, what's thebest way for, you know, they're in,
they're doing sales now.
What's the best way for themto get that.
That good experience.
Best way.
Hop in the barn with a technician.
That is the best way.
And you don't even, like,don't get into the van with him.
(29:37):
If you're gonna be like, oh,there's a piece of dust.
I don't want that in my shoes.
Sure, hop into the van with him.
Don't annoy him.
Don't annoy him.
You don't have to kill himwith questions.
Observe, observe.
Be there with them.
(29:59):
Just get into it.
I mean, I thought, honestly, I.
Like, my first call, like, Iwas like, I grew up in a house in
Ireland.
We didn't get radiators in thehouse until it was like, I was probably
11 years of age.
We were just.
(30:19):
We were born in coal and turf.
And that was her hot water.
That was her heat on blankets.
Come, what, 1990 or whatever.
There was a tank in the backyard.
(30:41):
There was a hot press upstairsin the bathroom closet.
But that's all I knew it was.
It was a hot press.
I mean, there's a thing in thecloset that's hot, like a cylinder.
First call I was on by myself.
Like, I goes, where.
(31:03):
Where's your.
Where's your furnace at?
Confidently, like, not walkinginto the house.
Like, walking around towardsthe backyard.
And they're like, huh, I'm an empath.
And I'm a wee bit.
(31:24):
I'm a wee bit.
Oh, Jesus.
The words leave them in a intuitive.
I could tell.
I could tell right then and there.
Whenever, like, they werelike, I didn't hear footsteps behind
me.
So what in the world is thisguy thinking?
(31:45):
So I.
I turned right around and Igoes, had you?
But.
So that's what I wouldrecommend for anybody that's looking
to go into it.
Now, judging on yourrelationship with that technician,
(32:06):
you.
You'll know if you can ask himquestions or not, or whether you
need.
Well, or you need to go intoanother van the next morning and
find a friendlier one.
Right.
You know, like, you'll figureit out yourself.
So what I'm hearing from youis take some.
Take some initiative.
Like, take responsibility foryour own education.
(32:30):
The installers, thetechnicians, they're the ones that
make it happen every goddamn day.
Yeah.
So why wouldn't you start there?
Sure.
Yeah, 100%.
I don't.
I had a brief break in between.
(32:52):
Like, whenever I finished thecarpentry business, I was like.
I applied to a few jobs onlineand on the.
Because I have no degrees orqualifications outside carpentry.
So I was like, you know what?
Let me Try basement waterproofing.
(33:15):
So I had no idea what I gotmyself into.
The owner of that company wasjust a terrible human being.
Oh, no.
Oh, he was story for another day.
But I goes, I tell you what.
(33:36):
And I knew nothing about sealsat this point.
I just know how to be a decenthuman being.
And I'm not going to lookanybody in the eye and promise them
something that they're notgoing to get.
I goes, I tell you what to do.
Because he had subs doing his work.
All he was was a guy runninghis basement waterproofing business
(34:01):
out of his three bedroom house.
Oh, gotcha.
And I goes, chuck in a truckof basement waterproofing, in other
words.
Right, right.
And honestly, all thingshappen for a reason.
I believe.
So.
Like, I mean, I think H Vacfound me.
(34:24):
I.
I think there's a reason thatI was put on this path.
There was a reason that I wentto this chop in a truck and waterproofing
company, but.
So we had three differentsubcontractors and I'm like, all
right, let me spend a day witheach one of them and I'll.
(34:44):
I'll be able to tell you if Ican sell for you or not.
Again, I didn't know nothingabout basement waterproofing.
And I didn't know how to sellout in the trenches with the lads
and two of the subcontractors.
Just terrible.
(35:04):
The shortcuts taken and theprices this guy was charging.
Homeowners, nightmare.
I went out with Juan and thecrew and there's a little suburb
outside Philly here, it'scalled Norristown.
And Juan, he's about our age,but he's like the godfather of Norristown.
(35:29):
He's a Mexican guy.
And Juan is in the hole withthem and he's digging and he's showing
me.
And one can't speak muchEnglish, but I don't know what it
is.
He understands that you got anIrish guy and a Mexican standing
at the side of a house andwe're eight foot down into the ground
(35:49):
in this trench.
Haven't a clue what eachother's saying, but we do, we understand
each other.
You can understand work ethic,understand that.
We'Re on the same page, thesame energy.
I says, joe, I'll sell for youonly if one does my jobs.
(36:10):
And that was my first reallyexperience in sales.
As I said before, incarpentry, it was word of mouth.
My customers were typically ona waiting list, but I believed in
one on the boys.
And then that's why I left thebasement Waterproofing sales is because
(36:35):
I promised customers that whatI thought I was selling.
And that was Juan and the crew.
Right.
Because they were going to getit done.
Right.
But once the other two, twosubcontractors hopped in, I didn't
know about it at the start.
I goes, Joe, that wasn't detailed.
(36:55):
Sure.
And I, I walked away from himand here I am.
And so bringing us back to your.
On your journey, you'relearning, you spent some time with
the technicians and with the crews.
And so you're in your houses,you're an addict, you're learning
the H Vac trade.
So what was the, what was your.
Tell us about your first fewexperiences in the house doing sales
(37:19):
for H Vac.
Oh, it was nerve wracking.
I was like, I was pulling upin a little dream team car and I
was like, honestly, it wouldbe easier if I just drove away from
the house right now because Ididn't really know what I was talking
(37:41):
about.
But the thing was I knew, Iknew I could get like, I'm not, I'm
going to walk and to the houseand I'm not going to, I'm not going
to spend you lies about something.
They were well aware I hadn'ta clue what the hell I was doing.
Sure.
(38:01):
Because I told them that,look, I was straight up with them.
I was like, look, I haven'treally a clue what I'm looking at
here.
I can get, I can get thepictures, I can get the measurements.
And I showed them the littlediagram and stuff of the stuff that.
And like in the comfort survey.
(38:23):
All right, all right.
It's 21 by 21.
And then it's like, you know,for an AC call and like I goes, I
was a carpenter before.
Like, there's some sense in there.
I didn't just come out of McDonald's.
Sure.
So they go and I think they, Ithink they resigned it with the trust
(38:45):
aspect.
So they're like, all right.
And I think that's really onlyhow I've sold the jobs last year
was because they trusted me asan individual and how much trust
I like, the guys have, theystand by their work.
(39:07):
They are a customer focused company.
And like I noticed that in thefirst week.
Like, I'm like, these guys aretop notch taking care of the customers
and that's how it should be.
Yeah.
So like, so like, even thoughI didn't have the knowledge of the
(39:30):
H Vac side or I hadn't a clueif a heat pump belonged in a.
Swimming pool or it Says pump.
Right?
Yeah.
I still instilled the beliefin the customer because I believed
in the two lads.
I mean, I knew them 20 yearsbefore that.
(39:52):
Sure.
So you believed in the company.
You really stood by the company.
Then beyond that, just reallybeing transparent, honest with everybody.
And.
Yeah, you use the.
The right word, which is trust.
Yes.
I mean, that's the.
I mean, everybody.
(40:13):
If.
If everybody does.
If.
If you don't know everybodylistening when.
At the end of the day, that'swhat everything comes down to.
If they trust you, that's allthat really matters.
That is at the end of the day,that is all that matters.
Because, I mean, yesterday Iwas out McCall, and it was my second
(40:35):
touch back with the lady.
And I'm looking at her andshe's at the kitchen table, and now
she's about 70 years of age.
And I don't know what it was.
I was like, sitting therelooking at her and I'm like, she.
(40:55):
If.
If my mom and my.
My granny could, like, farminto, like, see him head here.
That is what I'm looking at.
Like, it was spooky.
And like, I am.
I would never.
I would never sell.
Like, I'm not that guy.
I'm not gonna push that weewoman into a seal or whatever.
(41:20):
And I have it set up with her.
She's going to talk to hersons today.
They're going to come aroundand they're going to go over the
estimate again.
And, like, I'm not going tosit down and do a one call.
Like, that's my mother.
And I would never.
(41:41):
This is my lane.
I would never do anything toanybody that I wouldn't do.
My own family or my motherlove this so much.
This is selling with heart.
This is integrity.
Exactly.
And, like, it sucks that somepeople do that, but it's the world
(42:06):
we live in, you know?
It is.
So we are.
So we're 10 months into yourjourney now.
Give us a feel for.
Of what your numbers havelooked like.
You know what.
What have you done so far?
10, 10 months.
What do you say?
10 months?
Yeah.
10 months from April, June to April.
(42:32):
I am at, like, I sold one today.
So I was at.
I was at 436,000.
So then.
Plus I sold one for 13,900 today.
Nice.
Congrats.
So we're getting up there.
(42:52):
Okay.
I had set a goal for me.
Just because I'm a pain in myown ass.
I'm the worst pain in my ass ever.
I'm like, I'm gonna do this.
I want.
I'M gonna get a million this year.
The year's not over yet.
I still haven't a clue whatI'm doing, but that doesn't change
(43:16):
the goal.
True, true.
What has been the biggestthing that has.
Because clearly you've been onjust like a crash course in this
industry and obviously there'sbeen a lot of struggles and learning
moments along the way.
What has helped you to keepthe tenacity and the consistent,
(43:42):
persistent discipline tocontinue to move forward along the
way and not just be like, ah,scrap it.
I'm going back to carpentry.
Honestly, Sam, I think it'sbecause I grew up blue collar at
sat.
Nick.
I didn't grow up or nothing.
(44:07):
Yeah.
Just.
I never gave up on the fight.
I am the underdog and I shoutfor all the underdogs out there,
too.
You're the guy that's sittingin the truck right now thinking that,
hey, I was thinking about Hvac, but I don't know nothing about
it.
Hop on board.
(44:28):
If I can survive 10 months init, you can too.
Sure.
I love this.
As I said, I truly believe itwas a calling.
I love it.
So what is it that you.
What are some of the maybe toptwo or three things that you like
(44:50):
the best about what you'reable to do now?
Best thing I love is that it'san emergency situation.
I love helping people, but Ilove to, you know, I love more than
helping people is to help themright there and then.
(45:12):
So, like Cartendry, if I wasgoing out for an estimate again,
no sales training involved, itwas just like, oh, we've seen your
work.
And we were thinking aboutdoing this, that and the other in
about a year and a half.
And I'm like, well, what's thepoint in me being out here today?
(45:34):
You're going to do the work ina year and a half.
Whoop dee doo for you.
Yeah, exactly.
Nothing's even going to be thesame by then.
Exactly.
But if I can help somebody geta furnace installed next day whenever
it's freezing outside.
(45:54):
Massive difference in thesatisfaction you walk away from.
Yeah, Just that fulfillment ofbeing able to help people immediately.
Thousand percent.
Yeah.
I love that so much.
What else?
So what about the.
So let's talk about the actualrole for a minute.
What is it about being aproject manager within the industry
(46:18):
that you.
A couple things that you like.
And here's what's somethingyou don't like too.
Let's see.
I'm not a project manager.
I'm a comfort advisor.
Comfort Advice.
(46:41):
What are some of the thingsthat I like, don't like?
Yeah.
So what do you like about the.
Role to help them?
I don't care what house is,where it's at, if it's rich, middle,
or poor.
(47:02):
I walk in there and my numberone aim is to help that person.
Yeah.
If I possibly can.
Sure.
I was out with Jack and wewere slow.
We had like phenomenal weatherhere in Philly.
(47:25):
February, March.
And there were just.
There's no calls coming in forthe conference advisors.
So I was riding around withJack and Aiden and this one call
I was on with Jack.
That's one of your technicians.
One of the technicians, yeah.
Okay.
So we get this call and it'slike in a row home.
(47:49):
And it's like, just come anduse the basement door.
So we all.
Jack's like this tall and he'sup brute.
He played football.
Like, I thought Jack almosttook off the screen door in the bike.
I'm like, we are out there, Wally.
(48:12):
And Jack's a big, hilarious.
Yeah, I'm fine.
And Jack just walks on and.
Because the door was open and here's.
Here's a guy laying in thebasement and it's like one of them,
like military cot beds.
(48:32):
And he gets himself up and heputs himself into the wheelchair.
And a gentleman is what he was.
Nothing short of it.
You could tell that he didn'thave any money, but his heat wasn't
working.
(48:53):
And right away I thought, thatguy's a Vietnam vet.
I don't know what it was, whatmovie that.
My head, my ADD Brian went toand I just seen the car.
I knew it was a military cut.
And next thing he startstalking about Nam.
(49:17):
I love this guy.
He.
He needed a $600 fix in his unit.
And he said, I only have $100to my name till the end of the month.
(49:42):
He says, look, Jack, I goes,we're doing this job.
Jack's like, yeah, we are.
Even if it had to come out ofour own pocket.
And we called Gareth and Ryan,let him know what was going on.
And they're like, get that man.
Sort it out.
(50:02):
Nice.
Yeah, that is.
That job was.
That's why I'm on it.
Yeah.
To get to truly serve peoplein a way that we can't otherwise
serve.
Like he has served.
Yeah.
That's beautiful.
(50:23):
There's a.
I heard a story earlier.
I'm going to have him on the show.
But one of my coachingclients, he.
Today he got to punch a ticket.
His company, they give all oftheir comfort Advisors, one golden
ticket a year.
When you come acrosssituations that truly need help.
Yes, punch that ticket andwe'll do the right thing.
(50:46):
So I'll have him on.
We'll unpack that one and talkabout it.
But, man, I love those stories.
And of course, at the sametime, you know, a lot of people,
a lot of the owners that are,you know, if they don't have this
abundance mindset and theyfunction from this mentality, oh,
we're going to lose money.
You know, it's like, well, no,you're not.
We're not giving away everysingle job.
But what we can do is justtell the story forward of how we
(51:10):
help people and not to, youknow, wave the banner and say, oh,
this, look at us.
This is what we do.
But to.
Not to impress people, but toimpress upon them that, you know,
this.
We function from heart andthis is how we care for people.
And so when you become, say,with the Dream Team, when you.
When you join this Dream Teamfamily, when you become one of our
(51:33):
clients, what happens?
This is how we take care ofour own.
So, yeah, you can go with thebig company and, you know, all the
things, or you can become partof this family knowing that we're
always going to be there totake care of you.
And I mean, everybody asks meall the time, oh, how do you handle
objections?
I'm like, just be honest, likethis, have this conversation, tell
(51:55):
this story and say, that's howwe take care of people.
Yeah.
And see, as soon as you're nothonest, I don't care if you're a
homeowner, you're a strangersitting beside each other at a restaurant.
You can smell it a mile away.
Yeah, you can, because you'resincere or you're not, you actually
(52:19):
want to help or you're just,you know, commission breath.
Commission breath, for sure.
This is such a perfect timeand for everybody, listen, I had
no idea where thisconversation was going to go today,
but I love that we have gonehere because it's perfect timing.
Also because, I mean, as youknow, Brian, we're in the middle,
(52:41):
or not even in the middle yet.
I started this series on, youknow, the energy of the appointment.
You know, where does theenergy shift happen, how our energy
introduces ourselves before weeven show up.
And leading with, you know,honesty, integrity.
We're going to do an episodeon ethics and how to develop an ethics
statement and all of thesetypes of things that nobody knows
(53:04):
about, nobody talks about.
And so important, so importantit is.
It's a way to Lead.
So we are so right now we'reat 10 months in and what are you.
So what is the one thing thatyou would say, anybody that's out
(53:25):
there in their first year,what are one or two things that you
would advice that you would goback and give to yourself when you
first started, you know, ifyou could do differently or learn
faster or, or you know, justwhat are a couple of pieces of, of
wisdom for.
For yourself 10 months ago andfor the others.
(53:49):
I will make myself look I'llbe the full here so you don't have
to.
Guys, never ever do a swap outheat pump with an AC only.
Yes.
Can confirm.
I've made that mistake before too.
We got a call in like lateNovember, say hey, Mrs.
(54:15):
Such and such called there andshe's not getting heat.
And I goes, well she shouldn't.
That's an ac.
Only I didn't know it was aheat pump.
And that was a whole big thing.
(54:36):
I owned it.
These boys owned it.
They're like, no problem,we'll be out tomorrow morning.
Took an AC unit, replaced itand did whatever they had to do inside.
That was it.
Didn't upcharge them becausethey're getting a heat pump.
That was my mistake.
(54:56):
Sure I have.
And here's what I would also say.
Don't be afraid to learn byyour mistakes.
Best lessons I ever learned in life.
Whether it be carpentry.
Done about a bartending before too.
Carpentry, bartending and this business.
(55:19):
Don't.
If you make a mistake, guess what?
You'll never forget it.
I'll never forget that Iinstalled AC for somebody who needed
a heat pump.
Yeah.
You'll never make that mistakeagain, that's for sure.
Never.
And I mean I sold it.
I, I think I sold it in August.
(55:40):
I'm like, we're, I'm totteringalong, you know, and I'm trying to
like, don't really have a cluewhat I'm doing.
The office hasn't a clue whatI'm doing.
We're just all making it work.
And then we got a phone callfrom Mrs.
Such and Such and somebody'slike, why did you not sell our heat
pump?
(56:01):
Yeah.
So you're months down the roadbefore you even anybody even realized
it.
I, I thought the box outsidelike, I was like, that's A.C.
only A.C.
units do that.
Didn't know about reverseinvolves and all.
That stuff, but you do now.
I do know.
Love it.
So looking forward across thisnext little bit.
(56:23):
Well, first of all, you andGareth are going to come to the Relentless
in Boston.
Relentless.
The ultimate sales transformation.
Y'all are coming to the event.
Yeah.
So I know you're lookingforward to that.
What are one or two thingsthat you're most.
That you want to get out ofthe event?
(56:45):
Out of the event.
Here's the thing.
Much like H Vac or H vac or HCrack, as I call it, because crack
is in Ireland.
I'm not sure if you'refamiliar with this.
We spell it C R A, I C.
(57:08):
Crack in Ireland does not meanwhat it means out here.
Crack means, like, if I was tosay, sam, what's the crack?
And you would.
That you would.
Your ears and brain would hearthat as, what's up, man?
Okay.
That's funny.
For years I've said, hey,what's cracking?
(57:28):
So it's probably a variationon that.
That was carried forward.
There you go.
That was the ancestors before us.
No, I was.
I.
Where was I going with that?
I was going so much like, Ididn't have a clue what the H Vac
(57:50):
wars was bringing in for me.
I've listened to you, though.
I'm excited to see what you'vegot going on in Boston.
I love the fact that you'regoing into this mindset stuff because
it resonates for me.
I'm.
I'll take mindset and thesubconscious level stuff over a sleazy
(58:17):
seals course any day.
Yeah.
Like, I mean, I don't know,somehow I gravitate it towards you
like that moth around thelight bulb.
Didn't know who you were.
Whenever Gareth came out to methat day or sent me that email, and
(58:37):
I open it up, there's a linkto close it now.
And here's Sam Wakefield, andI'm watching him on my pad in the
deck.
I'm like, oh, the two fills.
I must write the two fillsdown because I'll remember that that's
two philosophies.
Just be calling it two fills.
Love it.
So once you.
(58:57):
So from the event, what do youwant to accomplish?
How do you think that thatwill help you in your journey?
Let's ask it that way.
Here's the thing.
I know that I heard on theFacebook group that you said that
there's going to be role playsand stuff like that.
(59:18):
That's my worst fear.
And I think why role play ismy worst fear is because at the end
of the day, no matter what myconscious mind thinks that my conscious
mind's thinking that, allright, we're going to pretend he's
the homeowner subconsciousmind is.
No, we're not.
No, we're not.
(59:39):
No, no, we're not.
We can't.
It's difficult for me to like,you know what I mean?
Because I operate from aplace, from the heart.
And I was down at the certainpath event there in September and
(01:00:00):
it was a two day course forthe comfort advisors.
Now I have no problem talkingto anybody.
I'm not shy.
I mean, you know that Ireached out to you from out of the
blue and you're probably, whothe f is this guy?
And here we are.
(01:00:22):
But the thing that scared memost was the role play.
First of all, I didn't have aclue what I was talking about.
So I was only in it for aboutthree months at that stage.
I also haven't a clue.
I have plenty of questionsdown there, but I say I don't want
(01:00:46):
to put up a hand here in caseI look stupid.
I'm glad that you brought upthe roleplay thing because I'd love
to talk about that for a second.
You know, a lot of place Idon't believe in role play the same
way that most people do, youknow, and I had a.
So I recorded another episodewith Doug Wyatt yesterday that's
(01:01:06):
actually get a release tomorrow.
So.
Which is incredible.
It was total fire.
We got another hour and 40minutes together that you're going
to love.
So for everybody listening, goback and listen to this episode because
it'll be out before this one drops.
But we're on the same page.
I don't believe that youshould hand somebody a script and
(01:01:28):
say, okay, take two minutesand learn this.
And now we're going topractice it.
Because that's not a realworld type of scenario.
And because it's a big eventlike that where there's a lot of
people in the room, you don'tget much value from turning to your
neighbor and going back andforth with somebody who also doesn't
(01:01:49):
know how to deliver the script.
Exactly.
There's no impact.
There's no feeling behind the words.
Right.
So the one of the things thatis going to be different, and this
is something I want to makesure to mention that on this podcast
for everybody, if you'reconsidering coming to the event and
you're maybe apprehensivebecause of the role play, because
(01:02:10):
I know our industry, there's not.
Not that many people are bigfans of it.
So we're not going to make yougo up in front of the.
In front of everybody and, youknow, have this face off with one
of with me trainers and putyou on a video and to be able to
graduate and get yourcertificate and all of that.
(01:02:31):
What we are going to do, yes,there's some scripting that I, you
know, that I've written.
More importantly, I'm going tobreak down the meaning behind the
script and teach people how to.
So we'll be, we'll be workingon, you know, why it's written the
way it is.
I'm going to demonstrate it.
(01:02:53):
We're going to, you know, me,Doug Wyatt, Scott Bell, Christian
Moore, Jonathan Neves, thepeople there that are going to be
training, we're going todemonstrate it and then we're going
to have a question and answer session.
So then you can say, hey, whydid you handle, why did you answer
it like this?
(01:03:13):
Why did you say this when you did?
So we can.
Because the whole goal is notthe words, it's the meaning behind
the words.
And I love this topic so muchbecause I think our industry forever
has only stayed surface leveland they've missed the whole point
of roleplay.
Yeah, they forgot a feeling.
(01:03:35):
Yeah, exactly.
It's what's behind it.
Right.
Just like when objections come.
That's the reason I always sayit's like you don't need just one
canned response to these words because.
Right.
Whatever they're saying isnever the real meaning behind, you
know, why they have a socalled objection.
(01:03:56):
It's the ability to seethrough that and ask more questions
in a way that uncovers thetruth so you can have a heart to
heart conversation.
And that's the difference inhow to handle objections.
And then, you know, withoutconflict in a way that shows that
you truly care.
So I'm glad that you mentioned that.
(01:04:17):
So one, don't be anxious.
That's not how we do it.
We're going to show people howto role play.
And once we give you thetools, then what will happen is we'll
say, okay, now as you go backto your company, here's the plan
and here's how you're going topractice this in your environment
(01:04:38):
so that you'll get the bestvalue from it.
Right.
I mean, it's like, again, it'slike, and you talk about it a lot.
It's like the transference ofthe energy.
Now if I'm, if I'm in a roomwhere I was like, like you can feel
(01:05:02):
the energy.
If you're not Fabian, like youcan feel it.
And then you put two boystogether and they're trying to be
like, oh, I'm gonna get himand he's thinking the same thing.
The energy's off there.
And that's what.
Like, maybe it works well withother people.
(01:05:23):
I don't know.
But I, I just can't deal with that.
I'm like, nah, because now I'm.
And it's back here.
It's the subconscious.
No, you're.
You're so right.
It's the cells.
Is that transfer oftransference of energy.
I heard a.
There was a guy in my yearsago, I did solar for several years.
I, you know, I put up 100, 100solar projects across the country.
(01:05:47):
And in a couple of years there.
So anybody that knows solar,there's some numbers people.
But there was a guy in mycompany and he said this one time,
and real early on in thepodcast, I recorded an episode about
this.
He said, if they ain't vibing,they ain't buying.
They gotta, they gotta bevibing with you.
You know, you've got to get onthe same vibrational state with them.
(01:06:10):
Talk about that a lot.
You know, it's, it's.
It's like, what does thatreally mean?
You know, Exactly.
It's like.
Because you feel it.
You feel the vibration ofpeople, and it's just like me and
you, if some guy was coming inhere and they're like, oh, well,
you need to get this sightingdone today.
(01:06:32):
And you're like, well, you'rean energy person.
You're like, nah, f you, dude.
Yeah, yeah, exactly.
And that's the reason I say sooften, one, that your energy introduces
yourself before you ever knockon the door, but also when we work.
So just like you, you'remaking sales out there knowing nothing
about heating and air.
(01:06:53):
People don't expect us to knowall of the answers.
They just expect us to be ableto get them in a reasonable amount
of time.
So if they know you haveresources to be able to answer the
questions, you're open andhonest and truthful and say, listen,
I'm.
I'm really, I'm truly here toserve you best.
If I don't have the answer,I'll tell you.
But I can get it.
(01:07:13):
Yes, but people want to dobusiness with people that are worth
doing business with.
And the whole point, that'swhy, I mean, that's why I end every
episode with, you know, whatis it I say would be someone worth
buying from?
Right, Exactly.
(01:07:34):
Like, that's what it all boilsdown to.
Like, I'll trust you.
Like, I'll trust you.
Like, hey, Sam, you know what?
I know you haven't a clueabout XYZ if you're looking me dead
and I and send.
But I know a guy that does.
Yeah.
(01:07:54):
And I'll get back to you on this.
I'm going to believe becauseme and you talk.
Yeah.
I'm going to believe thatyou're going to do my job to the
best of your possible ability.
You got goes back to the wayyou said what you said when we started.
That word, that one word.
Trust.
(01:08:16):
Exactly.
Yep.
Absolutely.
Well, man, it has been goodhanging out today.
We better land this plane.
So what we're doing here too, everybody.
So Brian and Gareth from DreamTeam, they're coming to the event.
We're going to pull them asideand have, you know, talk to him for
a few minutes.
(01:08:36):
I'm going to have myvideographer there.
So we're going to get a coollittle interview of what your experience
is like at the event and thenwe're going to give you two, three,
four weeks, maybe a month orso after the event and we're going
to do this again and get yourmindset and your experience, what
it's been like in the fieldafter the event and talk about your
(01:09:01):
results and talk about yourexperiences there as well.
And so I'm excited about parttwo, which will happen here in another.
I guess that'd be a couplemonths from now.
Yeah.
Ship it.
Well, there may be somethingthat will be shipping up the Boston
in between times.
I'm sure that.
(01:09:22):
I'm sure the listeners willhave something to hear.
Yeah.
Oh, yeah, absolutely.
So I'll let you just train in the.
The next episode.
You can train some of thethings that you learned from the
event too.
I can't wait to attend it some.
And I love Boston.
I love Boston.
It's such a great city.
I love it.
So for everybody, my.
(01:09:43):
My theme song for this nextmonth is Shipping up to Boston by
the Dropkick Murphy's, which is.
I'm a big fan of theirs anyway.
But so if you never heard it,go look up that song.
Well, Brian, it's been greatto have you on.
I appreciate what you're doingand thanks for being so vulnerable
with us today.
(01:10:03):
That is just as important, thepower of vulnerability.
There's a plug for a book if anybody.
Great book.
It will probably go in theClose it now book club, which I'm
about to start back up.
The Power of Vulnerability byBrene Brown.
If you've never read it,highly recommend.
So everybody out there, gopick up that book and give it a shot
(01:10:26):
because it is so incrediblebecause it's the power of being transparent.
The power of being.
When we're vulnerable, they'llbe vulnerable with us and there's
nothing more.
If our world and our societyhad more of that, we wouldn't be
fighting some of theincredibly ridiculous things that
are happening in the climateof our, you know, of our government
(01:10:49):
right now and our society.
You know, people just openedup and were themselves without this
mask in front of it.
So I'm working on some thingson the side that when, when they
come out, everybody, it'sgoing to be pretty fun stuff.
So.
But man, thanks for being here.
Any last, any parting wordsbefore we sign off?
(01:11:12):
If you are the guy that was me10 months ago sitting behind that
steering wheel and you'relike, you know what?
I really want to go be acomfort advisor and having a clue.
Start with heat pumps, don'tstart with the AC unit.
(01:11:36):
Just do it.
Just bloody do it.
I mean, make mistakes, getinto it.
It's a great business.
And who knows, you might findpeople like Sam and I'll see you
all, and I'll see you all upin Boston.
Word.
So to get your ticket forBoston and go to closeitnowbootcamp.com
(01:11:57):
they are the tickets.
The bogo price is happening.
So basically tickets are halfprice now.
So go tocloseitnowbootcamp.com I wanted to
make it as accessible to asmany people as can get there.
But because I did that, thetickets are going fast.
So you better grab your spotbefore they sell out because, yeah,
(01:12:18):
we got 60 people in the spaceand that's it.
You the looking at thetrainers, literally you would each
one of us, if you had us outto your location, is, you know, tens
of thousands of dollars to getus to your location.
Every single one of thetrainers that are going to be on
stage.
So when you get all of us insuch a tight space like that and
(01:12:41):
the ability to ask thequestions and Q and A and to get
the that level of information,it's an insane value.
We're literally talking aboutmassive, massive, massive value.
So this doesn't happen veryoften in our industry to get actual
top level people in the samespace to get in front of them to
(01:13:03):
learn from.
So I just can't stress it enough.
If you don't come to this,you're going to watch your peers
double their incomes this yearand you'll be wondering why you didn't
go and why you didn't pay the ticket.
So that is, I implore you,that's a good word for this.
Come on up to Boston, folks.
(01:13:23):
Yep.
Come hang out with Brian and me.
We'll.
We'll lift a cup of tea or.
Yes, we will.
Maybe, maybe a Guinness.
So.
Oh, yeah.
All right, everybody, you knowwhat we do.
Thanks for listening.
Go get your ticket.
Closeitnowbootcamp.com anduntil next time, go be someone worth
buying from.
(01:13:45):
You've been listening to theClose it now podcast.
Our passion is to diveheadfirst into the transformative
movement that's reshaping thevery foundation of H Vac and home
improvement and at the sametime covering fitness, nutrition,
relationships and personalgrowth, proving that we can indeed
have it all.
(01:14:05):
We hope you've enjoyed the show.
If you did, make sure to like,rate and review.
We'll be back soon, but in themeantime, find the website@closeitnow.net
find us on Instagram,herealcloseitnow and on Facebook
closeitnow.
See you next time.
(01:14:28):
Sa.
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