Jason Walker (PODCAST)

Speaker 1

0:01

Welcome back to another HVAC Success Secrets Revealed with Thaddeus and Evan with on purpose media, your HVAC, internet marketing experts today we have Jason Walker on the show, or as he would say, in the hot seat, and it was fun flipping the tables on him. He also holds hosts a podcast. He is the owner of HVAC, masters of the hustle, also the name of his podcast, but he is a sales trainer. And if you haven't heard of J dub, his podcast adds so much value to the industry. It was such a blessing to be able to turn the tables on him a little bit and have the conversations around how he got started, where what some of his biggest failures were in business, and even in learning throughout his past in the trades, and growing as he did as a sales expert, both as a comfort advisor and then working his way into his role. Now as a sales trainer. It was a fantastic conversation. And we got into some different things like biggest failures, how do you stay relevant in the marketplace today? Is there a way that we can really build each other up in the marketplace? Because so many people so many gurus in the industry are competing with each other? It was really a fantastic conversation. And then we finish it off with how do you overcome the fear of sales, and I really love that part of it. I know you will too. So go ahead and grab your notepad. Grab yourself a drink, sit back, relax, and Please enjoy responsibly.

Speaker 2

1:34

Welcome to eight back success secrets revealed a show where we interview industry leaders and disruptors, revealing the Success Secrets to Create and unleash the ultimate age back business. Now your hosts Thaddeus and oven.

Speaker 1

1:49

So being that this is our last show of the year with a guest. We're gonna do another special next week, but we wanted to toast to 2021

2:02

Do they want a big pour or a little for big pours

2:04

all the way last show of the year?

2:06

I don't think to say at least three fingers.

Speaker 3

2:09

So we got the Dell more aged at 18 years. Comment below if you guys ever tried to Dell more.

Speaker 1

2:18

Or getting fancy today. I got I got a nice little Japanese Suntory whiskey. You know,

Speaker 4

2:25

I have times the amount of times that I've been at the liquor store that I've thought about buying it is every single time I go to buy whiskey. So you have learned how it is. But I have the forger. It's a Canadian whiskey infused with wild sourced botanicals. So

Speaker 1

2:45

there you go. Sounds lovely. It's very organic and natural.

Speaker 4

2:49

Yes, I already drank a glass because we had to do before on the falls.

2:55

But here's Jason, welcome.

Speaker 3

2:58

Absolutely. You guys, thanks for having me on the podcast, and you know, all your listeners and everyone tuning in to the live. It's an honor. So cheers.

Speaker 1

3:09

Cheers, buddy. And so I'm very, very grateful that you took the time to be with us here today.

Speaker 3

3:14

Yeah, you know, it's an honor, like I said to be on your guys's podcast, you know, and, you know, talking about how I got into this crazy industry, right? You know, this crazy industry that we're in, we call it a roller coaster ride, you know, it's not for easy, you know, it's not for everyone will say no. Prior to this, you know, I was a police officer. And when you guys think of law enforcement, right, and H back, they don't go on the same spectrum. It never crossed my mind until I was laid off from the budget cut, you know, was back in oh nine. And my father in law came up to me and he said, Hey, boy, pretty much. You got to get back to work, right. And he was the operations manager. And I was testing through another agency at this time in Southern California, which I'm in Northern California. So that'd be about an eight hour move. And so when he called me, he said, You know, I have this opportunity of you being a debt cleaner, and you know, starting you off at x, y and z which was nothing, it was like $14 an hour you guys. And so I ended up taking this leap and I said you know what, this is something that I'll try out not not anything I was going to do long term right? I was gonna go back to law enforcement. I was gonna continue that career. But then when I jumped into this industry, what happened was they didn't have their indoor air quality department established yet, right. And so I was doing maybe two three cleans a week. And in the meantime I was doing warehouse work. So I was the grunt I was in the office at 5am. And installed trucks would be rolled up I was the guy that was sweeping out the truck, storing all the dock work away, making sure my installers were ready for their day, right making sure that my end Stars, we're going to be successful. So you're six months into that fast forward. Right now we're looking at our indoor air quality duct cleaning schedule board. And we went from doing two to three a week, or I'm doing two today to a day. And I'm booked out about three weeks to a month. So at this point is where it really connected and clicked right to find the moment I talked about those all the time. And I'd say this would be the first defining moment that I realized that this industry had a lot of opportunity, right. So as I progressed in everything, I ended up running the indoor air quality department. From there, I wanted to learn some more the trade. So I went into installs, I learned how these things were put together, how they communicated. From there, I got promoted to a warehouse manager. As a warehouse manager, I'm gonna get real with you guys. I was making 55,000 salary. Right. And I live in the state of California. And you know, other you guys that are all across the nation listening to this podcast, or even in different countries, you guys might be able to live off the 5000. Right? But unfortunately, in California, yeah. Not as welfare in California.

6:08

Exactly. Right. You're 70% taxes,

Speaker 3

6:11

right? Absolutely. Just give money away. So at this point, I was behind on all my bills, right? I didn't know how I was gonna pay my bills. I had a Tundra that got repoed once, but twice you guys. The second time I tundra got repoed picture this. It was repoed at my company. And I was in the back as a warehouse manager. And I have my front office lady coming back and saying, Hey, I think you need to get up front. They're hooking up your car. Right? Now, as a man. I felt like I was filling my family right behind on all my bills. I'm trying to keep this from my my fiancee at the time, my wife now, but my fiancee at the time. And I'm trying to like, how am I going to tell her? Right? How am I going to tell her that the trucks been repoed? Again, we're behind on all of our bills. And I felt like I was failing. So another defining moment, right? That week that all this shit happen. The owner of the company let go one of his comfort advisors. So that gave me the opportunity to go up to the owner and say, Dude, give me the opportunity. Right? And they've never had a $2 million guy. And you know, he was very hesitant. It wasn't like he was like, oh, yeah, Jason, let's go ahead and get you in the sales role, right? For everyone listening to this podcast right now. I want you guys to understand. I had 00, a goose egg sales experience sales knowledge, battling objection, I had no idea. So he contemplated this for about a week and a half 10 days, called me into his office, sat me down and said, We're gonna go ahead and send you home. And this is like a Thursday, right? And I'm thinking, Oh, shit, you're gonna send me home? What did I do wrong? Right. Instead, what happened was we ended up discussing it beyond managers and everything. And we discussed with your father in law, who was the GM, right? And we're gonna go ahead and give you this opportunity. And it wasn't handed to me, because my father in law was the GM. That dude made me work. That guy made me grind. He made me learn every single position possible in this industry. So I didn't have any excuse of anything. Right. And so they flew me out to St. Louis. When they sent me to St. Louis, you talk about having a great wife, right? I'm not sure. I'm not sure if it was this, or the $2 million ring ceremony, I might get them confused. But one of them was our one year wedding anniversary. So it might have been when I got my $2 million ring going into a year of it. But long story short, I ended up going to St. Louis, I did this training, and I'm in a room with a couple of 100 Comfort advisors at the jury and hotel, right. And I'm thinking this is their sales beginner course. As I look down at my book, it says, says sales expert part two. So everyone already knows the process, right? Everyone already experienced running calls, running appointments, battling objections. And all I know is that the trainer went in front of everyone and was like, Hey, we're bringing a live homeowner on Friday. And you guys have to do a certain portion of the presentation. And it's pass or fail, right? And so as you guys can imagine, my heart is full, holy crap, what did I get myself into? Right? Just to let you guys know, I'm an introvert. You know, for me to have a podcast via national trainer being on stage in Las Vegas, in front of hundreds and 1000s of people is outside my comfort level, you guys. But I understand that when you're outside your comfort level, and you could succeed, man, the sky's the limits of what you can do when you're comfortable, right. So I ended up,

Speaker 3

10:01

you know, going back I did, I passed the class. And I'm not going to tell you guys I did a hell of a job because it was really embarrassing. If they had a video clip of it, you guys would be laughing. But I did enough to pass, right. And when I went back to the company, they were around for 30 plus years, they never had a $2 million comfort advisor. So like I said, it was my goal, my mission to be the first $2 million comfort advisor. Well, there was only eight months left of the calendar year. And I did 2.2 million my first year, or my first eight months, right? I had an average ticket roughly at that time about 10,500. Closing percentage was about 48% 50% on tech turnovers about 43 to 41%. On marketing calls, and I ended up doubling my income. I made $120,000 off my first year ended up going to another training because we're always students, right? We're always trying to progress. We're always trying to gain more knowledge. And I ended up going to another training every quarter, I would go to these trainings and attend them. And it was crazy, because I sat down with another comfort advisor who ended up doing 2 million. And if that and it was crazy. Do you guys, guess what he told me after I told him how much I made. And you got to imagine me I'm confident I doubled my income. Probably said, That's it. That's it. 120,000, he made almost 200,000 it was like 195,000, our commission was set up the same. But what happened you guys, and this is important for your listeners, I was selling systems the way that I purchased. Right. And this is what happens is technicians and comfort advisors usually go into calls, and we sell the way we purchase. Right? So I was giving away everything for five years 0% I didn't really understand the business side of it, that there's a huge merchant fee of 15%. The business is paying. And it's dropping my commission, right. So I was averaging four or 5%. On top of that. We talked about this batter's box, right. Once you guys get in a home, you got to stay inside this batter's box. And homeowners are gonna give you objections after objections, right. But what do you guys think I was doing as I was getting objections? I was discounting, right? I wasn't creating value on the discount, and then all of a sudden, what do you think they would do? They would ask for another discount, and then another discount, and then another discount, and then I'm just giving shit away. Right? So after talking to this gentleman, I realized that I could work smarter, not harder. So I fine tune my skills I did 3.8 million and consecutive over 3 million. My best year was an average ticket of 19,500. Closing percentage was 72% on tech turnovers, about 67 66% on marketing calls. So I fine tune my craft. And again, continue to go to these trainings, what would happen would be I throw my numbers out there and business owners would hear these numbers and they'd be like, Man, how do you do that? Let's go to a nice dinner tonight that let's go and you won't go to a baseball game. You won't go to a football game. Shit, why not? Right? Why?

Speaker 3

13:28

There is this want and there is this need there. And I was like, Man, I went back and I said three years ago when I started my podcast, ah back masters of the hustle. And I said, How can I reach more people instead of just going to these quarterly trainings, right? Because there's a need there. There's a one, how can I reach out? And that's when the podcast was born three years ago. And you know, like we were just talking before the show, it wasn't like it freaking took off immediately. Right? You guys talk about consistency? Well, the long is one of my good friends. One of my mentors, he's written many books about the power of consistency, right? So as a podcaster, right? You get discouraged, especially when you start because you track your numbers and everything. And all of a sudden you get excited because you think you throw out amazing podcasts with a lot of value and content, right? And all of a sudden, you look and you got maybe five downloads for the day. Right? All that work, all that progression. It hits you, especially your ego, right. So as I progressed, I continued right, I didn't give up and that's the biggest thing about podcasting as people give up, being consistent. And so I battled through and about eight months into it I had a business owner reach out to me and say, bro, I love your content man. Do you do on site trainings, and I've never thought about doing on site training. You guys never crossed my mind. So again, a defining moment right you This gentleman reaching out. Well, when I did this on site training, it was a tech technician training as a technician right along. He was a single father. And he called me three months after we completed this training, and I never expected this phone call. And he said, Jason, I just want to tell you, thank you. Because I've been running your process and you more than doubled, tripled my income. I paid all my credit card debt off. I have two girls in high school. And I was able to take them to the mall to buy on their dress that they needed for prom. And I've never been able to do that. So as minimum was that sounds right. When I hung up that phone, you guys, for the listeners listening to this podcast when you sell an H vac system, right? It does, it feels really rewarding. You feel rewarding when you help that elderly couple with the not no heat or no cool call, or the young family with the little baby, right? Because you're helping someone out. But I'm telling you guys, when someone calls you and tells you that you're changing their life. Holy shit. Game changer, you guys. So at that point, I knew I was all in. And I was still working at Bell brothers as a comfort advisor. So I was I was still running calls for 10 to 12 hours a day. I'm still building my my portfolio of my training and my podcast to one in the morning. Right. And I would be doing one on site per month is what the brothers allowed me to do. Where I ended up getting a year into it. And all of a sudden it was either shit or get off the pot, right? Because I was doing one a month and then all of a sudden, I was throwing my second one a year out. And then all of a sudden I got where I was doing two a month. And at that point, I was like, well, Jason, I think I don't want to upset Belle, bro. I love Belle brothers, great company, great owners great culture. But I didn't want to upset them because we made an agreement. Right? And so I ended up taking the leap of faith. And that's my story. And here I am as one of the fastest National Sales trainers in the nation when it comes to a residential HVAC. I do three to four, sometimes five on sites a month. And I'm booked out a year my 2022 schedule for myself personally, is pretty much booked. Wow, crazy crazy.

Speaker 4

17:17

Yeah, there's a shit ton to unpack on that. Right? Yeah.

17:24

I'm looking at my notes. And I'm like, we're

Speaker 4

17:28

like, I'm already two whiskies deep. And we're at the 70 minute mark because y'all maybe chip chug one before we even got caught. And so if I'm boring the listeners, when, you know, I kind of work backwards on one because this season one but like, you know, you're talking about podcasts. And like, we've seen this in the space. You know, we've been doing our show for a year, you've been in it for a long time, we've seen podcasts come out and we've seen them flop and this is something that happened I had Evan and I have said for a long time is that no matter who you are, where you're at, and when it comes to the content game is it takes a lot of work and you have to be consistent in doing it, you know, 90% of the people and not give a shit about the likes, and the views and the followers and the lives. You know, I almost hate the fact the haters right you know there's there's always haters out there for now, no matter the haters are great. They spread

18:13

the message. Exactly.

Speaker 3

18:17

Haters real quick because I love haters. The reason why is not only are they hating on you, but they're taking the time to respond or comment some BS on your content and say, Hey, bro, if you hated it so much, you would have just bypassed it. But the fact that I did something right that made you comment on it. I mean, I feed off haters. I don't care.

Speaker 1

18:39

Yeah, no. 100% I would I would rather have and the same thing, right? Like, I would rather have someone who doesn't like me than someone who doesn't know I exist. Yeah. Right. being hated or being liked. You're known. They have never heard of you. You're relevant. And not scary as hell. Yeah, absolutely. Yeah. And so relate that to as well.

Speaker 4

19:06

You doing what you're doing? Keep putting your shit out there. That's

Speaker 1

19:09

my 100% and, and even outside of podcasting, right, like social media, how often do you put out a post on your business page, and you track how many likes you got on it. Like on Facebook, good luck. If you got more than eight likes, and you've got like 3000 likes on your page or 3000 followers on your page. Like, it just doesn't get seen unless you pay for it. The reality is as you need to keep posting business as a hockey stick curl

Speaker 3

19:34

huge, huge, huge you got to post. I mean, in order for me to stay relevant, right? I have to post every day. I have to post some type of maybe a live it Yes, three times a day maybe right? Yep. I've been posting a lot of live videos lately because each Trackmasters of the hustle is doing some really big things right. So I've been even though I've been off for the last month and a half. I still have to say stay relevant, right? I'm enjoying, you know, spending time with my family for the holidays and everything for the next month. But at the end of the day, I'm still working, even though I said this is vacation for me because I'm not traveling, right? I'm not on site in a different state. I'm still grinding you guys. I don't stop.

Speaker 1

20:21

But that's a true entrepreneur. Yes. You can't stop. It's you're on vacation. And you have to sit on your hands on the beach just to stop you from pulling out your phone to take another video and put out something right.

Speaker 3

20:33

I'm on vacation, and I have people coming across the country to a classroom training tomorrow.

Speaker 4

20:40

You're on vacation from the onsite travel? Yes, right. So

Speaker 1

20:45

the other thing that I wrote down is, when you were talking about getting outside of your comfort zone, and pushing yourself and doing something that's stretching what you would normally do and what you normally think is possible, I was taught, Gosh, 15 years ago that like your mind is not a rubber band, it is a plastic bag, when you stretch it, it doesn't go back to where it was. It's found a new baseline, there's a new standard that you now have to meet. And so by constantly pushing yourself and pushing yourself outside of what you think is possible, that's when real possibilities become the normal what you used to think was abnormal or a stretch or uncomfortable. That's your new standard. So I love that man.

Speaker 3

21:27

Absolutely, man. I mean, if you were to ask me, fuck five years ago, three years ago, if I'd be on stage, you know, I've done multiple Las Vegas events, right? I've done multiple, and these are with big guys, right all across the nation. I just freakin pulled off with one of my good friends and mentor Weldon long, right. I mean, I got Weldon long to Vacaville, which is by Napa in California. But who I mean, Northern California has never seen a training like that. Right? So it's just crazy. When you put yourself out there, what happens? What the universe does, right? And, you know, one thing that I always talk about you guys is your why your purpose and your drive. Right? And so My why is my two boys, my wife and I, we adopted our boys. You know, we got little Don, who's five years old, we call him little D dub. And then we got little Jace who's just turned one years old. And, you know, those are my y's. Because I understand that. When I held my son for the first time, my little five year old boy, he was eight months old, right? That's my, that's a life form. That's my responsibility as a father as a leader, whatever it is, right? Because I understood his backstory, I understood where he came from. And I made a promise to myself, that he'll never go back to that, right. So My why is my family my drive? Is people telling me that I can't have this amount of success, right? I had severe learning disabilities growing up, right? I couldn't talk until like, fourth or fifth grade, you guys. I had speech therapy. It was crazy. I was talking baby babble and fourth grade, third grade. On top of that, ATD and ADHD, severe learning disability. So there's all these things I had to overcome. And people just in my life saying, dude, you can't have this amount of success. You can't do this. You can't do that. Right? And there's haters, right? And me taking control in high school and saying, You know what, fuck that I'm tired of people telling me that you can't have this amount of success. So I ended up doing everything on my own. And I ended up succeeding at my goals of everything I wanted to accomplish. But I had to understand that it had to be done. Right that I can do it that if you guys see it, if you guys can dream it. You guys can achieve it. Absolutely. I've been throwing all these positive motivational posts on my social media all week about dreams making reality happen. What do you guys do? And if you guys see something, are you guys going back home and twiddling your thumbs or when you guys get off work? If you guys have a dream of what you guys want to accomplish? Are you guys grinding? Right? I mean, there's 24 hours in a day, but there's a lot of opportunity. So just like Evan said, putting yourself out there, the Universe works in crazy ass ways. I would have never thought I'd be where I am today.

Speaker 1

24:32

Well, let me ask you this then. So where did that confidence come from? What and that that belief in yourself because it's really hard to be able to go through all the shit that you have to go through when you're running your own business, to persevere through that if all you're hearing around you as negativity. So where did that drive come from? And then were there any who was in your corner that was helping back that up and reinforce that in you?

Speaker 3

24:57

So so I really He had a great understanding in high school, right? So having severe learning disabilities and things like that you're in a program where you're with special ed kids, and they have parent teacher conference meetings and everything like that. And every single quarter, the teachers would say, Ma'am, what do you want to achieve? What's your goals for next quarter, right? And I'd say, I want to make on a roll, right? That's what I want to do. So they would always be like, ah, you know what, Jason, let's not set the bar up here. Let's go ahead and just go for a C average, right. So that's what I was talking about. In high school, I went to my parents, and I said, I'm tired of being taken out of class, I'm tired of my teachers reading my test for me, I'm tired of addressing my friends, why can't read my own test, I want to do everything on my own. I want to show and prove to myself that I can hit this amount of success without having my teachers read my test, right? Because I got to the point where I was a 3.0 student, but my teachers were reading my tests, and this and that, and in the background, it was more like they were helping me, right. But I wanted to achieve that on my own without any help. And all four years of high school, I had a 3.5 weighted GPA. So that's where I found out that I can do it on my own. So that's where I learned that I could block out all the haters and the naysayers, right? So you can't have that amount of success. And it's crazy, you guys, because now that I'm in a leadership role, right? As a trainer, so many people open up to me, and they tell me, dude, I resonate with your story, so much severe learning disabilities, this, this, this and that. And it doesn't even have to be about the learning disabilities or anything like that. Once, I want to let you guys know, and understand that this training is a lot bigger than what it is okay. The last thing I'm going to talk about is my purpose. And this goes into why it's so much bigger. So God put me on this earth to help people understand what their gifts and their talent is, and to unblock any speed bumps in the road to show them that they can have any amount of success that they can have, right using me as an example. So what happened when I started this journey of being a national trainer two years ago, was I thought I was just going to help companies grow comfort advisors grow, people make more money, right? But it's a lot deeper, because now people look at you as a mentor. Right? And when I'm on site, I get really deep with people. You know, you guys saw probably Amanda's post about grasshopper in New York. I mean, half of her team, we had crying, like because we just got so deep with them, right? What are your goals? How are you raised like, and that's the level I get with these people when I go on site, because as a leader, as a mentor, I want to understand where you came up, you know, how your lifestyle was growing up. And they really open up where I've had people telling me that they've tried to commit suicide. I've had people tell me that, you know, they were born, born a woman, and now they're a man. And no one in the company knows about it, but they felt like they could talk to me about it, like, just crazy things I would have never thought for and I'm super grateful for. Because again, that's what my purpose is. My purpose is to truly help people in this industry, to not only get to the next level, but to understand themselves as a human being, and really what direction that they need to go to or what they need to do to get to that next level. Because like I said, you guys, I'm a huge believer that if you guys put goals in front of you guys look at your goals every single day, right? We're here at the end of the year. How many people listening to the podcast are hitting their goals right now? And if you guys aren't hitting your goals or achieving your goals, what are you guys doing to make sure that you guys are grinding to make sure you hit the last three weeks of the month? Right? You know, it saddens me when I hear technicians and comfort advisors reach out to me, because they're $300,000 shy of their goal for the year. Do that's $100,000 a week guys. That's very obtainable. Very, very obtainable. Especially right now you guys can run different promotions it's starting to get cold, use the holidays as an urgency you know, usually the systems fell on what Christmas or whatever most holiday right New Year's, you got a party going people coming in and out. Now what do you think's going to happen? Oh systems probably going to fail, right? That's when it's most likely to probably fail. And when I'm in houses you guys it's not that I'm telling the homeowner this. I'm directing the questions where they come out with the answers where I know what the answer is going to be. So I'm directing the conversation throughout my whole presentation with planning season nuggets and everything like that as well.

Speaker 1

29:52

That's one thing that you're you're masterful at. I know when you walk through your seven steps of a sale right? In Vegas They're the event that I was at with you. I mean, you're you're absolutely masterful at it, the language that you use, how you frame the questions, all of that is phenomenal. And I really encourage anyone listening to this, like if you still are in sales, or if you're the owner in your team is doing the sales, get them to listen to Jason's podcasts while they're out. free

Speaker 3

30:20

content, you guys. Yeah, it's fantastic. And and for everyone that doesn't know the podcast, you know, my podcast is designed to put heavy hitters in the hot seat every single week. So we don't just talk about their successes, right, because we see our successes on social media, we we glam and gloat about it. You know, we show private planes and you know, Lamborghinis or whatever it is, right? But what is it that got you there? And that's what I like to focus on on the podcast when I have these guys in the hot seat is what got you what battles did you have to overcome to get where you are today, because I might have Stacey and Oklahoma and Mike for right at triple play. Or I might have, you know, different people all across the nation that are listening to this podcast. And it might be something that can good Rich says, or Victor ring courses in Southern California, or something that Chris yanow says you know about marketing, that helps get them to the next level. So that's the point of the podcast of H back masters of the hustle is staying consistent. So you guys can hear a heavy hitter that had to battle things to get where they are today. You know, nothing's just handed out to anybody. And I hate that slogan that oh, it's, it must be nice to be or you're lucky, right? I hate that. It's not lucky. Grind, dedication, baby.

Speaker 4

31:49

Yeah. And I know you mentioned you know, the battle things. And I do want to touch on that here in a second. But you did just mention your show. And I'd be like, Okay, well, how do I find the show, so we're going to shamelessly plug our guest for you. And so if you want to find Jason HVAC masters of the hustle.com, we'll put these in the show notes. Of course, if you want to reach out to him on Facebook facebook.com forward slash Jason dot Walker got 77774 sevens, sevens, sevens. Number seven, Lucky number seven, J dub at h back masters of the hustled.com. And if you want to find their show page, or his Masters House page, it's facebook.com. Ford slash j double moneymaker, of course producer in the show notes. So to back up into you know, the the last thing you're talking about battling things in you know, you obviously you have the determination to overcome anything that gets thrown your way. You talked a lot about what happened in high school, obviously, coming into your own business, you know, having a journey as a comfort advisor with no sales experience, you've likely had some failures come your way. What are some of the failures that you've went through? And how have you overcome those to get to where you're at today?

Speaker 3

33:04

Great question. Great question. So some of the big failures that I had to overcome? And are we just talking podcast and training? Are we talking about me? And my adventure through a Tabak?

Speaker 4

33:17

It can be however you want to answer that question. Okay.

Speaker 3

33:21

So, as I indicated, you guys, when we sell stuff, we sell the way we purchase usually, right. So that was one thing that I had to overcome was really fine tuning that people will actually pay 9.9%, for financing at 10 years, all you have to do is make this stuff affordable for someone. Now when it comes to as a business, right? I was making 300,000 as a comfort advisor plus, so I when you have a family, and I know that I have listeners listening to this podcast right now, that might be on the fence, right? They might be thinking about doing their own adventure and venturing off on their own journey. And I'm telling you guys, if that's you take that leap of faith that that's what your dream is, right? Because when I took that leap of faith, you guys, I told you all of a sudden, I was doing two a month, and I made that promise to Bill brothers. And I was making 300 plus 1000 A year and I said, You know what? I gotta take that leap of faith. I gotta go all in. Now, obviously, I thought about my wife and my family and my kids and everything like that. But I knew that there was a bigger purpose for me that I'm here to create something much bigger. Right? And that's really as I progressed as a new business owner, right? It was just myself. So I thought I could wear all the hats. I thought I could talk to everyone. I thought I could sell it. I thought I could go on the on site, book, everything. But all of a sudden when you're doing three, four or five a month, you can't do it all on your own. And in order to grow. What you have to do is you have to start trusting people, right? So that would be a big thing is once you got to start letting go, you know, you got to start building a team, building a relationship with people that are having your same goals that are aligned with your same goals, your visions, mission and your vision, right. And so that was the biggest thing was halfway coming into about May of 2021, is when I ended up starting hiring people on to help grow this company to where I want to be, I got huge plans for 2020 to where we're gonna be doing, if everything said and done and done, right. And we hit that every month goal, we'll be doing $8.6 million in training for 2022.

Speaker 4

35:46

Fire goal, and but you'd never happen it See, we were actually just in a coaching program, we actually had to leave the seminar early to do the show, because that's that's just the time that we do our show. But one of the questions was asked by and it's for agencies, specifically, and one of the questions to the panel, they're all really successful agency owners is you know, what, of what have you done to have your success? You know, if you can go back, what could you do differently? or what have you learned, and one of the biggest things that a lot of the people had said, I mean, one and we've had a lot of guests on the show to talk about the speed of how you make decisions, you try something doesn't work, you try something that doesn't work, you try something that doesn't work, but doesn't work, you stop it and you try something new really quickly. But the other common denominator was exactly what you just said, you've learned to delegate, you learn to take those out of what you you know, you can do and you know, I'm we're starting to dive into the entrepreneur operating system. And it talks a lot about you know those things and getting the right people in the in the right seats on the bus in order to be able to move your business forward, if you're the bottleneck, and if you're the roadblock, you're never going to be able to grow your business past where it used to be at because you want to continue to do everything. And so it's, it's great to see that you've recognized that and a lot of other people need to recognize that if they want to continue to grow their business. So

Speaker 3

37:01

absolutely. One thing that I recognize is just kind of piggyback off that is I'm gonna ask you guys both the question right now, okay, evidence that how many hours are in a day? 2424 hours, right? So as one person, I have 24 hours to make shit happen, right? But now I have seven employees, right? And now with seven employees that they all give me will say eight to 10 hours a day, right? Now, how many hours do I have in a day? I don't math well, that seven days, 70 hours a day. So now I just took 24 hours of what one person can do, right? And now I just multiplied it. So that was a big learning curve for me is I always thought how are these guys doing this? And being you know, doing trains for multi millions and millions and millions of dollars, when there's only 24 hours in a day? Holy shit. But then all of a sudden, I learned that when you start hiring on people, your day goes from 24 to 50 to 70 to 100. And then all of a sudden your images level where he has a couple 100 employees. And now you have 1000 hours in a day. Yep. Right.

38:17

What was what was this post today? They did? 400k Yesterday? Right, like in

38:26

season? Yeah.

Speaker 1

38:29

But that's what that does. Right? It's that multiplier effect. I love the saying your superpower will eventually become your kryptonite. Yeah, write everything that you do that is absolutely incredible that arguably is best in the world is eventually going to be your kryptonite, it is eventually going to hold you back. And that you said you know you're you as the owner may eventually be the bottleneck, I would argue that you are the bottleneck. You are the reason why your business is not growing the way that you want it to grow. Period, end of story. Absolutely. Yep, your eyes and why it got to where it's at. So you need to balance that out and celebrate the wins as to why you are where you are, and recognize the fact that you're also the reason why you're not higher than where you are.

Speaker 4

39:11

Yeah, well then you look at like I've done this post a couple of times you see other people do the post as well as you know, what's stopping you from hitting your goals and your business. And everybody lives all these different answers that come out there. And at the end of the day, the only right answer is you.

Speaker 1

39:25

Yes. Right. So I had to dig with this. Our buddy Kevin Lee

Speaker 1

39:39

He's amazing. So for those of you listening on the podcast, that don't get to see this awesome comment from our buddy Kevin Lee. So get on the live streams end of the moral of the story. Dang, your superpower will eventually be your kryptonite. So being Asian is my kryptonite. Devin is a phenomenal, phenomenal mind when it comes to brand building and story building. Using the power of video,

40:01

he's on stage today a

Speaker 4

40:03

crushed super ninja it's funny because he did like two posts on that. And my responses were just gifs of ninjas. So, Kevin, favorite part of the show? Well, second favorite part actually that kind of concept or last question as well as this part of the show. It's a random question generator time, which has nothing to do with the show. And that's the new way that we're talking about and can be anything that you want. So I have four different questions that we can choose from Dun Dun, dun, do you want what's behind door number? 123 or four? Ah, can I change it? If you don't like the question? Now, you got to answer my number. Yes, you pick.

Speaker 3

40:56

I'll choose one because I am the number one trainer out there. Alright. If I throw that out there.

Speaker 4

41:04

It's kind of it's kind of fitting. Again, not scripted people not scripted. If you could lock someone up and throw away the key, would you and if so, who would that be? So I will ask that question. Again. If you could lock someone up and throw away the key, would you and if so who would that be? I love that it rhymes. Can I pick? Yeah, hell yeah.

Speaker 3

41:41

Just because I'd say they're the big I don't look at them as competitors. But I'd say Victor ran quarantine Slade to be fun.

Speaker 1

41:51

See, when you said to I totally thought you were going political and saying.

Speaker 3

41:55

Now I want I want to have fun with this. So Victor Rand Corp. Jean Slade. The reason why is because we battled back and forth. You all know Victor Rand Corp. Hell of a dude right there. I love them. It's crazy. Because I love when you have someone that could compete with you, right? Because not only does it help everyone get to a higher standards, it helps everyone across the board. And like I said, I don't I don't look at anyone as competition. The reason why is because we're all here for the same mission. And we are all truly here to get everyone that's listening to this podcast to the next level. And a story. I know that's why these guys are doing it. Hell yeah, man, you

Speaker 4

42:38

know, and that's, you look at you know, the thing and, and there can be a lot of divisive hate, and divisive hate gets people nowhere, it separates it like, we I don't want to get political on what we could potentially talk about the device of hate. There's tons of examples out there. But if we were to spread more love bringing each other again, especially as the HVAC industry, as you know, as a fragment of this conversation, if we build each other up, we can have a stronger industry as a whole. And if we have a stronger industry as a whole guess what happens to every single stakeholder involved in it, they all win. That's from the customers from the employees, the owners, the any offshoot that you can have within it, everybody's gonna win if we band together and build each other up.

Speaker 3

43:27

Absolutely. And to piggyback off of that, you know, one of my good friends Joker, Sarah, we were having dinner one night, and we were talking about this, the Openhand concept, right? So picture, if you have an open hand and you put sand in it, right? What's going to happen is and you close your hand like this, you're gonna have a pile of sand, right? That's the open hand policy, people are coming to you because you have an open hand. Well, all of a sudden, what happens is people start closing their hands, right? They start being greedy, thinking that there's not enough work out there for everyone, they start closing their hand. And then what happens when you open your hand back up? Right, all of a sudden, that big pile of sand that was just on your hand, when you closed it and took people away, and you open it back up, you lost saying you lose people. And that's why I'm always an open hand concept. And that's something that I learned from like I said, Joker, Sarah, is always have that open hand concept. It doesn't matter who your competitors are, who your competition is, is just really understanding that everyone's truly here to elevate everyone to the next level. Majority of us do a good job. I mean, I'm sure there's some guys out there that don't do a good job. But I mean, at the end of the day, we're all on the same mission, you know?

Speaker 1

44:46

100% Well, that's competition elevates the market as a whole. I don't care what industry you're in. I don't care what niche you're in. I don't. It doesn't matter what like what business you run. Competition elevates you It does not bring you down. The more competition that exists, the better you have to be, the more value you have to provide to step your game up. Now, they might be better at sales, but if they offer a shitty product, you're gonna beat them in the long run if you stay the course, right. So yeah, I, I love competition, the more competition that exists, the better because and especially for us right now in marketing. Like, there's so many fucking marketing agencies out there that exists. And I said this to a guy yesterday I was on the phone with it was like the bar has never been lower for a marketing agency to come in and to succeed. Because like, there's just so many shitty ones that exists right now. And they're doing shitty things for businesses they're doing, they're practicing shady practices, they're not being truthful. They're not being honest. There's no integrity, and a lot of the businesses that exist, which allows us to elevate even higher because those are our core values. That's my business. Right? So I love I love the amount of competition that's out there. I hate what they're doing to businesses and not infuriates me, which drives me to create a better business. So that's why I love

Speaker 5

46:15

the comments on the side with you, everybody. And like you all even, you know this one. So

Speaker 3

46:20

anyone have any questions that they want to ask me? Or you got? I mean,

Speaker 4

46:25

well, we'll get to that. But I know Ken Haley, you know, Jason's been there shopping. Yeah, Cecil journey. And I know my guys love him. And he's like, he's like family, you know, that's the thing when you're able to be able to do what it is that you do you have that. And so if anybody does have any questions, or just watching, you know, definitely drop them here, let's say from the comments, for sure, fire them by comments. We'll queue those up.

Speaker 1

46:44

While we're waiting for those questions to come in. Why don't I ask you this? Jason? Big year, this year? I see you showed your map the other day. I love how it was hand drawn. It looked like you do it with a ruler to precise

Speaker 3

46:58

angles in there. There was but it was actually a project because I wanted to do something with my my son as like a little project business project learning, right. So to kill about an hour, you know, I had him color, a whole United States map. And then he helped me map mine out because he's only five years old. Right? Right. I want him to understand the different states and everything like that as a learning experience. So and I actually was not the one that came up with that idea. Okay, I saw that from another guy last year, who's Brandon stau, who was actually on your guys's podcast about two, three weeks ago? Yeah, he went on an adventure last year and did a couple on sites. And he did the same thing. So I'm not going to take the credit on it. But I am going to take the credit on the 116,000 plus miles that I went and traveled across the country because Damn, I was grinding.

Speaker 1

47:54

Yeah, man, that was intense. So So what's coming up for you this year? Like how are you going to one up that in terms of the value already booked out for the year in terms of on site? So what else can you offer people who can't book it on site, but they've watched this? They follow you on on social, they listen to your podcast? How can they get a piece of Jason Walker?

Speaker 3

48:14

Absolutely. So 2022 Like I said, a Trackmasters the hustle, big, big things is coming. You know, if you guys can't get me on site, you know, you guys have other opportunities to be trained by me. So we do virtual trainings where I do you know, a class of 20 plus people. And we do a virtual training online, which is three to four hours long. I'll also do a all company virtual training, if you want three to four hours long. I also going into 2022. If you guys follow me on social media, I just bought a sorry, a classroom training. So every single month you guys are gonna be cycling through 30 You guys and girls in this classroom training setup, where we're going to talk about different things every single month, it's going to be you know, I actually have one tomorrow, starting for Thursday and Friday is called stepping up to the plate right stepping inside of the batter's box. It's well on vacation while on vacation, right? It's going to be designed I got people all over the country come in. And it's going to be designed more for this training. Really, for a technician to understand the correct process when it comes to a proper tuna, right, the different steps and everything just like I have a seven step process when it comes to sales. I also have a process that I break down for technicians. So they understand not only how to do it, but the why behind it. Right? Because if they don't understand the why they don't do the due at the end of the day. So do you got it?

49:55

That's a good slogan. Right?

Speaker 3

49:57

Well, there you go. Hashtag gotta do that. Thanks. So I got that that's going to be coming every single month plus on top of that, you guys. And like I said, I'm only one person. So I have actually some heavy hitters that are going to be coming to join the team here shortly, in 2020, to the very beginning of the month, so I'll be announcing those once we start the next year 2020 You, because I'm holding off on that, but I'm bringing on a $3 million plumber, he's gonna also do three on sites a month, he's also going to do a classroom training as well. Plus, he's going to do online training, plus, I'm gonna bring on a business coach, who's really going to come in teach the business owners, you know about their numbers and really accountability, because what happens is, once we leave our site on a training, all of a sudden, all accountability goes down really right, unless I'm the one following up with them, which I do consistently. But we need to hold the business owners accountable. So I'm bringing on a business coach to hold accountability and business coaching as well. I'm bringing on an install coach to show what a proper install looks like, right, the whole install process. I'm bringing on a technical trainer as well, I'm bringing on a CSR trainer as well. So if you're a business owner, and you're looking for a platform, I call it passing the baton off, right? It all starts with your CSRS answering the phone, how are they going to pass that call off to your technician? How is that technician going to pass that take that baton and then pass it to the comfort advisor? How's that comfort advisor going to take that baton and pass it to the install team, right. So what you're gonna get for 2022 is H back masters of the hustle, we could come in for a full month, month and a half week after week with a different trainer, and really elevate you guys to the next level. So that's also a platform that we're also doing. Plus on top of that, we got our events that we do every quarter, right or this year was we did twice for 2022 That was in Vacaville a great event, we just had one last month with Weldon long and Joe Cunningham, we're going to be having another one here coming up. I don't want to announce who the keynote speakers are yet. But I got some heavy heavy hitters. For this one that's going to be coming up within the first quarter. And they're going to be for next year, so big for events in California that we're also going to be putting on. Plus, as you guys see, I do public speaking events for other people, which I've already invited me out for next year's events. So just like you said, staying relevant. Continuing to get to the next level, like I said, our goal, we just had our team meeting this morning with my team, our goal, just to do the training portion is going to be 8.6 million. And then on top of that with the events on top of that our goals 8.6. So it is a grind. Those are big numbers. And as long as we're, you know, keep our goals in front of us, and I already see what our outcome is, there's no reason why we shouldn't get close to that or exceed it.

Speaker 1

53:08

There you go. Well, and if you set your your training prices up to 125,000 per year on site training, then you'll exceed that even more. Sorry, I had to throw it out there. Well, I

53:22

mean, yeah.

53:24

The end of the day, you only got so much time

Speaker 3

53:26

250,000 So a very young people want to charge 250,000 for an on site, but J dub out there is $30,000 Right, three days on site. Not only do you get me out there, I'm not a tech or not a trainer that just talks to the top right, what separates me from everyone else, which I see a lot of people starting to do an implement now is doing the ride alongs right but here's the thing, you guys I'm the guy that's freaking in the trenches with your guys while we're doing ride alongs and a lot of times I'm selling 80 to $120,000 in the three days I'm there across the country because I hear I hate the bullshit that people go oh you got a $19,500 average tech cuz you live in California. If you guys think that comment below get me on site and I'll prove you and your team wrong 100% Guaranteed I talked to talk and I walked the walk you guys know

Speaker 1

54:25

I love when you go on site because I love seeing you and all the different uniforms thrown on that grasshopper uniform like you look good, not one.

54:35

The grasshopper grasshopper one especially it brings out your eyes

Speaker 3

54:42

it's cool if you guys saw my claws and I have so much swag. You know you see other people posting their swag and everything like that. I got I mean every time I go to an on site, they give me three shirts. They give me a couple hats. They give me some jackets. I mean, they really take care of me, right? Especially I'm going I live in California Uh, I'm in the east coast all the time, so it gets cold the shit, you know, and me being California, usually I don't pack accordingly you know, I'll look at the scan or the the Mac and I'll be like, Oh, it's gonna rain, it's gonna snow. But I'm thinking California snow where it just drizzles a little bit in Tahoe, you know, 30 degrees is not, you know, when chilled, below, you know, a certain amount. You having icicles come off the eyes. And so

Speaker 4

55:27

what's your, what's your saying is you're not going to be coming to Canada anytime soon. as fuck

Speaker 3

55:33

I would, I would love to come to Canada. I've been working with a couple guys in Canada. And, you know, once I could get out of the country or the United States, right, I was talking to Evan about this. Then I could say I'm an international trainer. Right? And I mean, that's the main goal is what's the next step? Right? Yeah, is go to another country and go teach H back in another country. I mean, how? How amazing, dude, here's the crazy thing as you guys being podcasters. Right? How crazy is it that people listen to you in other countries? Crazy, right? I had a gentleman reach out to me from Afghanistan. I mean, if you saw the picture you thank you as part of like, freaking like, like, terrorist, right? Because he's fully cloth and everything like that all he's missing is the machine gun. But this guy, he's standing by a heating and air system. But he also works with he's in Afghanistan. But he works with the US military army for H Pak. So he does, standing by H vac system all super pumped up and proud. But that's the people that I'm reaching is people across the country in Afghanistan and Canada in Australia. You know, it's just not in the 50 states of the United States. And, you know, I get the privilege to be on your guys's podcast with you guys are based in Canada, which I'm completely 100% honored to be on your guys's podcast. Well, thank

57:00

you, we're honored to have you on our podcast. I know it's been.

Speaker 5

57:04

It's been a it's been a long time waiting we've been. We've been we've been very patiently waiting to get you on.

Speaker 4

57:10

And now here we are. Finally, obviously, when we started reaching out, you're in the midst of your busy season and doing you're on sites. And finally we're able to connect, but you talked about the people that are watching you from all over and see the psychology of sales is the same. No matter where you are, like people are people, humans are humans. And sure there's little nuances in, you know, the words that people might say, but the psychology is the same. And so So let me ask you this, if you were to take, you know, some of the biggest overarching, you know, concept of the psychology of sales, what would you say to somebody to be able to help them overcome the psychological barrier that happens when you're the salesperson, you know, the fear of rejection, is, you know, the biggest thing so what are some things that you've done yourself to help that psychological battle?

Speaker 1

57:59

Especially as an introvert, yes, especially as

Speaker 3

58:03

what I've learned is in a appointment, right, in a technician appointment, a tune up a sales appointment, a new system replacement. There's three things that I have to have a homeowner agree upon, okay? The three things is, as I'm doing my Manual J, heat load calculation, right, I'm painting the picture, the importance of a Manual J, why we do it. I'm giving them third party articles stating that, hey, if a contractor came in before me and didn't do this, they're probably not doing you adjust this. And they're taking shortcuts, right. So if they're taking shortcuts up front, what do you think they're doing behind the scenes? So first off, I have to have the homeowner agree that they trust me to that I'm engineering the system correctly, right. So hey, Bob, and Betty, as I'm going around measuring these windows right now, let me ask you a question. Do you feel that you're confident in my ability to engineer this system to hit your temperature of 70 degrees in the summertime and 67 degrees in the wintertime? Okay, yes. Okay. Now, let me ask you another question. There's a reason why my companies out here, right? How'd you hear about us? Oh, I heard about you from your amazing reviews. So what you're telling me is that you trust my company to backup our guarantees and warranties that once we move forward with this new system, or this investment, that you believe in trust, our company will backup any guarantees and warranties that we offer to make you feel comfortable? Yes. And then lastly, based off our my comfort survey, right? You told me that $200 A month was affordable on a monthly basis. Has anything changed between now and then? No. So as long as I can have a homeowner and again planting those seeds in my presentation, but if I can have them say I trust you to install the system and engineer it, I trust your company to backup your guarantees and warranties and it's affordable to me. Why are they going to tell you no They're gonna tell you know, if you don't create enough value in order to solidify a $19,000 price, or a $30,000 price, or fuck Nathan golf in North Carolina, just freakin close this week $100,000 sale. I haven't even sold the system for 100,000. The guy that I've been training and mentoring, and the highest I've ever done was 72,000 in one cell. Right? I'm not talking about commercial buildings, but Nathan golf over and exceeded that and did close to $100,000 deal this week. Hats off to that dude, man.

Speaker 1

1:00:35

Absolutely. I love following him and hearing all his updates. And yeah, I'm telling him what he's doing. He's crushing it.

Speaker 3

1:00:43

He is going to be the next if he's an animal. He's a young kid, he's hungry. Know what he's gonna do in the next five years is going to be unbelievable for this industry, people that are going to be following him. I can't wait to see what that

Speaker 4

1:00:59

kid. Well, you know, if you if you have it, that's a testament to to you and what you do, right? I mean, if you are a great trainer, and if you are a great leader, you train your people and you lead your people to be better than you. Absolutely right. And if they if they do that, you you put them up on a pedestal and you you absolutely celebrate their success where others might tear them. They're like, No, I'm the best out there. No, you've done your job to get them to be better than you.

Speaker 3

1:01:26

Absolutely, absolutely. And I never look at that. As you know, my goal, just like you said, anyone that I touch and train. My goal, my mission is to make you better than me. Right? I want you to hit those Brent Buckley numbers of 7 million or Daniel Rauris. In Southern California, 7 million or, you know, Rick Picard in Boston, Massachusetts, nine 10 million. I want you to hit those numbers because they're obtainable. Right? So I love when people over exceed what what I've done. That's, that's my whole main purpose of all

Speaker 1

1:02:01

that is, I was just gonna say that was your purpose. That's what you mentioned earlier, right? Yeah, helping people. Amazing. Well, and one thing, I'll highlight two out of those three things that you said, you took the feature, and you turned it into the benefit by telling them what it means to them. There's the psychology behind it. So if you can do that, if you can master that technique with everything that you sell with everything you package. And by the way, when I say this, I'm only talking to sales tax, not owners that are trying to get sales tax to sell stuff, by the way, when you can take a feature and you can properly convey it to the person who is on the other end of that what the benefit to them is. And they agree to that you've won that conversation. That's what influence is. Absolutely.

Speaker 4

1:02:49

Majority times people buy benefits, they don't buy features. They never how's it going to impact them? Now? I actually think it might have been Kevin lean talking about today. You know, in the in areas, you want to make people be the hero. Right? Absolutely. Right. And it's not your you're not the hero. They're the hero.

Speaker 3

1:03:07

Yeah, absolutely. And it's funny that you just mentioned heroes, because how I upsell IQ, right? Is you got to find an emotion, right? You got to find a problem, you got to find emotion, then you gotta give a solution. So in my comfort survey, I say hey, whom in the house suffers from allergies? Hay fevers, asthma, whatever it is, right? So say, homeowner, Bob and Betty say little Timmy gets allergies that turn out asthmatic right. Hey, let me ask you a question when you say his allergies turned asthmatic? How severe are those symptoms? Are you just taking an inhaler? Are you doing a breathing treatment with him? Over doing a breathing treatment? Now when you say you're doing a breathing treatment? Are you going to the emergency room of Kaiser or Sutter and going in there and doing a breathing treatment? Or do you have one available at home? Oh, I have one available at home? All right. Let me ask you another question Bob and Betty now that I know that you're doing this breathing treatment at home with little Timmy, let me ask you another question. How does it feel as a parent to watch little Timmy struggle to breathe? Not good. I'd have to agree. My son doesn't have allergies or asthma like that. So I can't really, you know, I feel for you. But I haven't experienced that. But what if I made you a superhero at the end of this call? What if I can educate you on some indoor air quality products or solutions that will help little Timmy so when he's in home, it will help him with those solutions. Would you like to be a superhero to Little Timmy today? Would you like to be educated on the set? You got to ask permission in order to give a solution

Speaker 1

1:04:39

100%. So for anyone that challenges that belief of that being pressured in any sense, what Jason's doing there? Yeah, what what Jason's doing there? I love the analogy of Niagara Falls, right? If someone was on the river leading to Niagara Falls, do you think they would prefer that you gave them a heads up that the Falls were ahead when they were two miles from the falls, or when they were two feet from the falls, right? That's your job as a sales tech as a comfort advisor is to paint the picture as what it would be like if you were two feet from the falls. But when you're still two miles from the falls, nobody wants to be at that point where they're about to go over and there's nothing that they can do. Right, you need to paint that picture, create that pain, so that they realize that there's an issue here. And here's a solution of how you can can solve that thing I love is that you asked for permission before you even handed that.

Speaker 3

1:05:45

Absolutely. And here's also another thing you guys, there's a you got to view yourself as a doctor of the industry, right that much as a professional. So here, I'll go into this a little bit. So my uncle, right is a really good spinal surgeon for Kaiser makes a good amount of money. And you know, he knew about how much money I made him was like, man, Jason, you're crushing it, how much money do you actually made, right? And I told him and he goes, damn, boy, he goes, you make as much as surgeons do, right? He goes, How do you justify making that much because I don't have a college degree when it comes to this. I didn't go to trade school. I didn't do any of that. Right. But again, viewing myself as a professional. My my comeback to that is, well, let me ask you, how much do you make, right? He made over over half a million dollars a year. And I said, Okay, well, you justify that to me. And he goes, Well, I went to school, I did this, I did this. And then also when I'm operating on the table, here's the thing is if I fail, and they were to die on the table, that's a life of my hands. So that's how I justify making more than a million dollar half a million dollars a year, right? And I said, that's cool. So you only got one life to worry about right? Now, for everyone listening to this podcast right? Now, here's where you got to be a doctor and a professional now, okay, that surgeon who's my uncle only has one life. When you guys go in there and do a tune up. You guys have to be that professional, you have to check the vitals, you have to check the heartbeat, you have to check the blood pressure, you have to look in the nose and the ears and all that stuff take their temperature. The reason why is because if we fail, if we miss something, if we don't pull that heat exchanger, and look for crack heat exchangers during the heating tune up, and we walk away from that house, it's not just one life, you guys. It's the whole family. And that's how I justified that is you got to be a professional. And you got to look at everything. Write every single component of this system, because it's that family's life that's trusting you to go through the operations of this mechanical machine to make sure that they're sent family's safety.

Speaker 1

1:07:56

When I can't remember where it was, I just saw an article last week where another family the entire family died carbon monoxide

Speaker 3

1:08:03

every year. It is terrible. It's so sad because it happens all the time.

1:08:10

And it's preventable. It's preventable. And

Speaker 3

1:08:13

it's lack of education because people think those little Home Depot's carbon monoxide detectors could actually save them, right? Those carbon monoxide detectors is really to tell the fire department how you guys passed away. They're not gonna read, you know, carbon monoxide, you could have that thing under a tailpipe of a car for 20 minutes before it goes off you guys. But if you buy one of those nice $400 ones for marine, those are the better ones. But when you buy the Home Depot 10 $5 One that's just tell the fire department how you guys passed away?

Speaker 1

1:08:44

Well on the education again, where do you place it in the home? Where do you know when I moved into my house, they were on the fucking ceiling upstairs. That's not going to do shit.

Speaker 3

1:08:53

Here's the crazy thing. I just did a ride along in Pennsylvania two weeks ago. Okay, that was my last training of the year. And it was funny because in Pennsylvania they have basements. Right, right. And so another company came out and diagnose the system of having a cracked heat exchanger. And so after they left, I went in there with the ride along and she's like after they left, I ended up turning the gas back on because we're still using it. But I put a carbon monoxide detector, right? And I was like, Oh, do you mind showing me where you put the carbon monoxide detector. So check this out, you guys. She didn't put it upstairs where all her ventilation is going right heating the house. She put it in the basement where there's no duck work. There's nothing and she thinks lack of education. Right? And I'm like, What are you not What are you doing, but I educate her. Right, right. And we ended up getting a system out of it because the lack of education that the person did prior to us but these are the things that we need to understand is homeowners aren't educated about this stuff. That's why we have to view ourselves as professionals and educate them 100%

Speaker 4

1:10:07

educate and then let them make their informed decision, because now you've given them the information to be able to make their decision with not telling them what they need to do, hey, here's your, here's all the information. Here's what you need to know, what do you want to do? And it's a different way of doing it that way versus just telling them?

Speaker 3

1:10:25

Yep, absolutely. And that's very key right there that that says, You can't be telling them what to do. Right? You need to be informing educating them and letting them make the best decision for them and their family.

Speaker 4

1:10:38

Yep. Well, and there's, you know, another even thing, too, is, is the it's and I use this term loosely, just because of, you know, people never like call people just do their Google research. And they're not necessarily an informed buyer. But they are they want to be an informed purchaser, they want to be an informed decision maker. So there's going to be times and in scenarios where I mean, if you're the second or third person out, that's that's been there, they've already done some research because a lot of people do their research and they look online, and they Okay, Google is not like the NLP people. Like, it's kind of like peer reviewed, whatever, it is not really talking about that. What I'm talking about is they're gonna go on, they're going to do the Google searches, and they're going to read the articles. And if you can, if you can convey that exact same knowledge of what they're already going to find what they're already going to know, you're going to confirm their bias, right. And that's how you're gonna win.

Speaker 1

1:11:32

Win. I always love to use competition as a push off, right? Like when I went in, because I did a track sales. Jason, I don't even know if you know that. But yeah, man, I was I was an eight pack sales. The reason I got into marketing was because that company didn't have a sales problem. They had a marketing problem. And so I helped them fix that. And then I got hooked on that. But I was part time sales, and I was number two in the company and averages were above the number one sales guys. So indirectly, I was number one will say that. I forget where I was going with that. I did.

1:12:09

I just got all the time.

1:12:12

It's not just me.

Speaker 1

1:12:14

I have no brain, but it's gone. Yeah,

Speaker 4

1:12:18

fires went in and out. What were you talking about there? Thought I was talking about informed decisions in bloggers make a decision? Yes.

Speaker 1

1:12:26

Thank you. So what I would do is I would use that as a push off, right? And I would ask for permission to educate by using that as a way to say like, I know, you want to get other opinions. Let me educate you on or is it okay, if I educate you on how this works, so that when you get other opinions, you've got their informed decision, and then I would use that as a reason to educate right now I have the permission to teach. And then it was an easy sale at the end because I taught them more than anyone else did before me or after me. Of course, I would always tell them instead of allowing them to go to a third opinion, but that's okay. Awesome, man. Well, this has been a treat. I got a couple things that I want to highlight here. Some of the comments that came in because these have been fantastic. Can Hale you, you already gave him a little bit of love. But he said Vic and Jean are great. But J dub has my boat. They are grace. But this has been fantastic. Stacy for she eventually popped on after putting out some fires.

Speaker 4

1:13:30

She said sorry, I had a firehouse a little while I was traveling, like what's a firehouse, but obviously a fire in her business as well.

Speaker 3

1:13:37

And let me tell you guys real quick about Stacey and Mike man. So I get the opportunity to visit other companies and other business owners. And you know, these people Stacy on my fourth, they are absolutely she calls humans amazing, right? They are the most amazing human beings possible because there's a bigger purpose, right. So my podcasts and my training, my bigger purpose is to help people grow, but it's also to help kids in the adoption system. So if there's any swag that's ever bought or anything, there's a certain percentage that goes through that training, everything like that to help a kid that's in the system. Their main focus is to rehabilitate X users, addicts, right. So their goal and their mission is to build a clinic because a lot of people can't afford clinics and to put people in these clinics to help them because they've gone through some stories of you know, their life and their family that's battled addiction. And they're amazing, amazing people. And I am super honored to not only be able to train them this year, but we also are growing together next year where I'm going to be doing multiple on sites with them and just getting and elevating their team to the next level and just continuing our success as a team and as a group together.

Speaker 1

1:15:05

So what you're saying is you're going to be stepping into the batter's box multiple times.

Speaker 4

1:15:14

There's Evans once a show. Funny, but watch over same time. So Hey, Jay. Jason did you know I know that Stacy's watching now that she is taking me and my wife and our kid in you, your wife and your kids with her to Hawaii on her dime?

Speaker 3

1:15:30

She that's what I that's what I heard. That's why she's taken us Yeah, Maui with

Speaker 4

1:15:36

it's just gonna be so much fun. We can talk marketing and sales and business and you know, actually, no, fuck that. We're just gonna have some fun on the beach. It's

1:15:43

gonna have a good time.

Speaker 4

1:15:46

Well, as we as we wrap up, I know that we could probably keep this going for another 45 minutes.

Speaker 3

1:15:51

Right. But we're already an hour and a half almost into art. Right?

Speaker 4

1:15:57

It does go by Creek, especially when you're having good conversations with good people. And the whiskey is flowing. So

1:16:03

you're drunk Well,

Speaker 4

1:16:04

right. Exactly. It could conversations any conversation was happening with having drunk they go Evan, I can say your lines. So as we wrap things up, I do have we do have one last question here for each Jason. Yeah. What is one question that you wished people would ask you more, but they don't.

Speaker 3

1:16:22

All right. So I know you guys asked this question. And guess it's something that I give him thought of. And it doesn't have to do with anything business related. This is my hobby. Okay, so I grew up riding motocross racing motocross. That is a truly truly something that I enjoy. Something that I could do and just clear my mind. Not think about work. Right. So the question I would like people to ask me is motocross, dirt bikes are side by sides, as a lot of people see now, I just got a new hobby this year from Jamie over at, in North Carolina. And they took me side by side in and let me tell you guys side by side and takes it by, I mean a long run.

Speaker 4

1:17:16

And your side by side is is by side on steroids.

Speaker 3

1:17:23

When you when you could go 100 plus miles per hour in the desert and hit Whips that just glass and you don't feel anything, or do some gnarly hill climbs in the desert. It's pretty sweet.

Speaker 4

1:17:34

And you can take a passenger and if you have the right one you can take

Speaker 3

1:17:38

I can take Yeah, I got a four seater. So theater, I could take my wife with me my two boys with me. You know, it's amazing just to get out there with a family and really clear your head. And, you know, that's one thing is we're all grinders. We all hustle. We all try to get to the next level. But you guys have to debrief you guys have to unplug. You guys have to recharge your batteries. That's one thing I'm doing right now is I grinded all year long, knowing that I was taking a month and a half off so I can enjoy time, recharge the batteries with the family, enjoy Christmas, enjoy Thanksgiving, enjoy New Year's, and then start the grind all over again in 2022.

Speaker 4

1:18:18

No, and that's that's a key note. And I'm glad that you mentioned we are coming up to the holiday season and it take time to disconnect to unplug. You know I've seen this across the Facebook lands of people saying you know what, I'm going to take some time off from social media and I'm not calling anybody out here so if you're if you're listening and you're like this is me now I've seen this from a lot of different people. But then there on the next day. Well no disconnect that shit take like you know what the best thing ever to do is go away camping somewhere where you don't have this thing where use no service. And you're like, Oh man, it was so good. I was disconnected from technology. Especially like I mean, if you're 30 year older, you understand the the part of having not having a cell phone in your life at some point in your time. And like think back to those times of how much simpler it was. Be able to not have that. So in like today's like we're glued to the phones, right? There's emails, there's tax, there's Facebook, notifications, there's shit that's popping off on there. Disconnect you will do yourself, your family, your friends, and most importantly your business a favor.

Speaker 1

1:19:27

But here's the thing that I will point out with that. What Jason said earlier was write down your goals. Yes. Jason crushed his year. Yes. Which allows him he's earned the right to take a month off. Right or a month and a half off. Right. When you pre plan and you set out your intentions for what it is that you're going to do. And you hit that number you have now earned the right okay. I think a lot of I had this question asked me last week a business owner they've been in business for For nine years, they've never set a goal. They said, what's the point? I said, the and this is from Gary Keller and the one thing which I absolutely love this, the purpose of a goal is not to achieve the goal. The purpose of a goal is to stay appropriate in the moment. Oh, nine. Yeah, right. When you do the right things, day in and day out, and you focus on the most important tasks, not the busy work, but the important work. That's when you've earned the right to be able to do the rest of your to do list to be able to do the month and a half long vacation, where you're still working in the middle of it, but it's pre planned. So it's okay. Right. earning the right to be able to do things is the most important thing, right? And then giving that gift to your family, to your your kids to yourself, to be able to take that break and take a step away, and then fully commit and follow through.

Speaker 4

1:21:03

Yep. To your point, I was referencing weekends. Right? Not the weekend, a month and a half right? Take a day off to recharge and don't don't think you're right. I mean, you can do six days a week still take some time off during your week, to not just go all the time because you will burn yourself out. Great. Absolutely. Burnout is real. So with that. Go enjoy the rest of your Wednesday evenings people have some drinks with your family. That's what we're gonna do because we're

1:21:33

Merry Christmas, y'all. Happy New Year. Yes.

Speaker 4

1:21:36

Merry Christmas, everyone. Happy New Year. We're excited to be for on our end. You know, Jason is the final guest for 2021. Absolutely closing, nailed it closing the books. We'll have one more show with evidence next week where we kind of do a year review. And then we're also taking two weeks off of our podcasts and reason we get back in the new year. But we are running a webinar tomorrow night. We haven't pitched this yet. We do have a webinar tomorrow. 6pm. It's part one of two. If you have not planned your goals yet, for 2022. And you have no clue where to start or how to do it. Tune in. We'll be going live on all our usual platforms to be able to do that. And tune into that as we walk you through a two part series on how to take advantage of your 2022. So until next time, folks.

Speaker 1

1:22:24

Cheers. Cheers buddy. J dub at least one? Well, what a great episode with Jason, thank you so much, Jason, for hopping on with us. I really enjoyed the conversation this week. So one of my biggest takeaways was, again, how do you stay relevant in the marketplace today? It's more dangerous for you to be irrelevant, then to have someone say no, thank you. You want to make sure that you are bringing in as much people as possible and gaining the attention of as many people as possible in the marketplace, because that is how you stay relevant is attention. And also love the conversation around failures. You know, this was something that that Jason highlighted throughout the episode was talking about these pivotal moments throughout his career, where a lot of people would have seen them as really big setbacks, and they probably wouldn't have taken the same actions that Jason did. And that's what's led him to the success that he's had today in running his training business. That wouldn't happen if you didn't have the right mindset, and revisiting what failure really means. There. I loved a quote that I heard a long time ago was as a kid when I was selling knives with Cutco cutlery. And it was there's no such thing as failure. There's only feedback. The only true failure is in failing to learn the lesson. So if you re imagine what failure really means to you, and not only for you, but for people that you impact in your business, whether that be your family, and your kids, whether that be other salespeople that work for you, if you're a business owner, you know, whoever it is that's in your sphere of influence, having that impact of repositioning failure in their life can be a massive, massive thing. But I'm curious for you what were some of your biggest takeaways that you took from this episode? You know, there was so many nuggets throughout. I really want to hear from you hit us up in the group hit us up on Facebook, on email on our website on purpose media.ca Send us some feedback. We'd love to hear from you what it was that was some of your favorite nuggets from this show. If you haven't joined our Facebook group already facebook.com/groups/hvac revealed and if you did gain any from thinking anything from this episode, if you could do us one favor and just introduce it to one other person. It would mean In the world to us, you know, our goal is to have an impact on the industry and to give back as much as humanly possible. And the only way we can do that is from amazing people like you that we are so grateful for introducing this show to more and more people so that they can they too, can unlock the secrets to the ultimate age fact business. Until next time, cheers

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