Sales Training. Close It Now!

01:08:24

From Addiction to Top 5% Sales Rep: Kenny Long’s...

Sales Training. Close It Now! ·

2026/10/09

From Addiction to Top 5% Sales Rep: Kenny Long’s Recovery StoryKenny Long has 26 years in the trades and is a top 5 percent earner in HVAC sales. He is also in recovery, and the two are not separate stories. They are the same one.Sam sits down with Kenny for a conversation that goes beyond sales technique into the place most trades conversations never go: addiction, identity, and what it actually takes to rebuild a life and a career at the same time. Kenny talks openly about the rock bottom that

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01:27:49

The First Electrician Episode of Close It Now (with...

Sales Training. Close It Now! ·

2026/10/02

The First Electrician Episode of Close It Now (with Homer Coffman)Electricians get almost no training content built for them, and most of what does exist is the same rigid script every other trade has been handed for years. That's not what this episode is.Sam sits down with Homer Coffman, owner of HIT (Highly Intuitive Technician Training), for the first electrician-focused episode in over 300 episodes of this podcast. Homer built his entire training model around ride-alongs instead of classrooms,

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01:12:53

Private Equity, AI, and the Future of Home Services...

Sales Training. Close It Now! ·

2026/09/28

Private Equity, AI, and the Future of Home Services with Everett LippelEveryone in this industry is chasing the same buzzwords right now. Provide value. Automate everything. Scale fast. Almost nobody is asking what gets lost along the way.Sam sits down with Everett Lippel, host of So I Was In This House, for a wide-open conversation on where home services is headed. Two guys who have been in this industry for close to two decades, comparing notes on private equity roll-ups, AI in sales and service,

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33:25

The 3 Bid Objection: What to Say When They Push Back...

Sales Training. Close It Now! ·

2026/09/23

The 3 Bid Objection: What to Say When They Push Back at the Door"We're getting three bids" is not rejection. It is a smoke screen, and most reps fall for it in the first ten seconds.In this episode, Sam breaks down what is actually happening the moment a homeowner tries to take control of the appointment before it starts, and the exact word tracks for handling it. This is the psychology of prizing, why you are the prize and not the homeowner, and how to hold your posture without begging for the

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01:09:10

From 412 Pounds to the Bodybuilding Stage and $21M |...

Sales Training. Close It Now! ·

2026/09/09

At 412 pounds, Ruben Sanchez was waking up in the middle of the night gasping for air. Pre-diabetic. Sleep apnea so severe his wife begged him to do something. And running a second generation HVAC company at the southern tip of Texas that his father started in a garage in 1985.He decided not to wait for the CPAP machine. He decided to start moving.Four years later Ruben is nine and a half percent body fat, two weeks out from stepping on a bodybuilding stage in Houston, and leading Colair Inc. to a

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01:19:04

They Said Nothing Would Change,Then Everything Did....

Sales Training. Close It Now! ·

2026/09/01

They said nothing would change. Then everything did.Sam Wakefield and Josh Baca have both lived the private equity acquisition from the front lines. Not from the boardroom. Not from the highlight reel. From the trucks, the sales calls, and the moments when you realize the company you believed in has become something you no longer recognize.Josh spent three and a half years and closed $10.6 million in sales before making his exit. Sam lasted six weeks after the sale before handing in his notice the

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01:15:41

Branding Won't Save a Broken Business | Dan...

Sales Training. Close It Now! ·

2026/08/21

Great branding will never fix poor operations. It will only make poor operations more visible, more expensive, and harder to recover from.Dan Antonelli has been in the branding world for over 40 years. He started hand lettering trucks at 15 years old, built Kickcharge Creative into the most recognized branding company in home services, added a full digital marketing division serving 60 to 70 home service companies, and now owns a vehicle wrap company. Branding, start to finish, under one roof.He has

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01:19:29

ADHD, Autism, and the Trades | Normalizing...

Sales Training. Close It Now! ·

2026/08/14

One in five people are neurodivergent. Half of them do not know it. And in home services and the trades, the number is likely even higher.The autonomy, the problem solving, the independence, the hands-on nature of the work attracts a certain kind of brain. And that brain, whether it carries an ADHD diagnosis, an autism spectrum disorder, or just a lifelong feeling of being wired differently, is showing up every day in your trucks, on your sales calls, and in your leadership seats.Dr. Matt Vorell is

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01:03:57

Recognize the 7 Mind Types - How Top Performers Speak...

Sales Training. Close It Now! ·

2026/08/07

Recognize the 7 Mind Types - How Top Performers Speak Their Customer's LanguageMost salespeople treat every customer the same way. They use one pitch. One approach. One way of communicating. And it doesn't work for everyone.The problem isn't you. The problem is you're not reading the person in front of you. You're not recognizing their mind type.Today Sam sits down with Ridgely Goldsborough, a serial entrepreneur who's started forty-five companies, authored twenty books, and was Jim Rohn's voice in

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33:15

The Four Sales You Have to Make Before Anyone Says Yes

Sales Training. Close It Now! ·

2026/07/17

Most salespeople think they have a price problem. They don't.After twenty years in this industry and coaching hundreds of reps and technicians across every trade, Sam knows what "I need to think about it" actually means. Something earlier in the conversation was never resolved. And until you figure out what that is, no amount of price justification is going to move that deal forward.In this episode Sam breaks down the Four Sales Framework. Four agreements every homeowner has to make before they say

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01:08:32

Your Website Is Either Closing Deals or Losing Them —...

Sales Training. Close It Now! ·

2026/07/03

You're right on both counts. The research said 100-200 words for Apple/Spotify but that's the minimum floor, not the target. Looking back at the FM Hero episode, the show notes were substantially longer and more detailed. Let me rewrite:Lisa Forrest of Contractor Commerce joins Sam Wakefield to break down why home service contractors who show pricing online are closing more deals, winning better clients, and building websites that actually work for them around the clock.Lisa spent five years as a

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01:21:17

"Who Is You?" - Refrigerant Responsibility & EPA...

Sales Training. Close It Now! ·

2026/07/01

Every ounce of refrigerant you leave behind is money you bought and threw in the trash.Most HVAC and home services companies have no idea how much refrigerant they're actually losing, what it's costing them, or that the EPA already has the authority to come after them for it. Not someday. Now.Sam sits down with Les Rhynard and Adam Dykstra, co-founders of FM Hero and the former founders of Rapid Recovery, the world's largest refrigerant recovery company. These guys have been in the trenches of

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35:35

If You Can't Lead One, You Can't Lead Any" - The 360°...

Sales Training. Close It Now! ·

2026/06/05

Do you feel micromanaged right now? Your boss breathing down your neck? Asking for more details, more plans, more updates? You're probably thinking it's a boss problem. But Sam's going to tell you something that might sting: it's not your boss. It's you.And before you tune out, hear him out—because this applies at every level. Whether you're a salesperson with no team, a manager with a team, or an owner with leadership above you, the root cause is the same.Sam's lived by one principle for

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35:59

$45K to $150K/Month in 90 Days - How Sam & Doug...

Sales Training. Close It Now! ·

2026/05/29

This is how you scale a contracting business without burning yourself out.Sam Wakefield and Doug C. Brown just became business partners. Sam's been training contractors on sales and systems for years. Doug took Tony Robbins' sales team from seventeen point eight percent close rates to forty-three point two percent in four months. He's worked with ClickFunnels, E-Myth, and dozens of trades companies.When they combined forces? Exponential results.In this episode, you'll see exactly how we scaled a

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01:25:07

Comfort Advisor vs Selling Technician - The Journey,...

Sales Training. Close It Now! ·

2026/05/23

Christian Moore is one of the few people who's been wildly successful in BOTH roles. Comfort advisor at a 52 million dollar company. Project manager at a 2.5 million dollar company. Now selling technician at Cowboys AC in San Antonio.He's lived both sides. And in this episode, he breaks down the pros, cons, differences, and what nobody tells you about each role.If you've ever thought about moving from tech to sales, or from sales back to tech, this episode is for you.In This Episode:Christian's

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22:40

The Parallel Universe Closing Tool - How to Get Past...

Sales Training. Close It Now! ·

2026/05/12

How many times have you been in an appointment where everything was going great, and then they hit you with one of these:"I need to talk to my spouse.""This is a big decision. I need to think about it.""I'm getting three quotes. I'll let you know."And you just... freeze. You don't want to be pushy. So you say, "Yeah, totally understand. Take your time." And then you leave. And you never hear from them again.Here's what's happening: You hit a moment of hesitation, and instead of getting past it, you

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01:12:17

She Tripled Her Family's HVAC Business - Now She's...

Sales Training. Close It Now! ·

2026/05/04

This episode is different. Crystal Williams didn't study marketing in some classroom and decide to sell services to contractors. She was born into the trades. Her grandfather, father, and brother all built and ran McWilliams Heating, Cooling and Plumbing in East Texas. She grew up in the business.When she took over marketing, she tripled their annual sales. Then she realized most contractors are getting terrible marketing advice from people who have never worn a tool belt. So she started Lemon Seed

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30:35

Stop Tripping Out About Your Appointments - The...

Sales Training. Close It Now! ·

2026/04/24

How much time do you spend actually doing the work of sales versus how much time do you spend tripping out about the appointment?Be honest. You're driving to the appointment, mentally role-playing every possible scenario. What if they say this? What if they ask about that? What if they don't like me? What if the price is too high? What if they already got three quotes?You're rehearsing responses. Building entire conversations in your head. Catastrophizing outcomes that haven't even happened yet. And

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29:15

How to Train Your Homeowner (And Why They're Waiting...

Sales Training. Close It Now! ·

2026/04/17

How many times have you presented options and gotten "Let me think about it"?Here's what's actually happening: They have no idea how to make this decision. They've bought HVAC once, maybe twice in their life. They don't know what questions to ask. They don't know what matters. They don't know how to evaluate the options you just gave them.When you say "Here are your three options—which one do you want?" you just handed them a test they never studied for. And they freeze. Not because they don't trust

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01:11:26

Digital Marketing Guys With Tool Belts: The AI Search...

Sales Training. Close It Now! ·

2026/04/10

This episode is different. Sam sits down with Kyle Sattler and Paul Olson from So Good Marketing—and these aren't your typical digital marketing guys. Paul started as a plumber cutting thread at 11 years old, worked his way up to CEO of an HVAC/plumbing company, and grew it 55% while cutting marketing spend to 2.8%. Kyle took a 60% pay cut to join him and build something better.They didn't start a marketing company because they thought it would be fun. They started it because they needed something

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