The Seven Deadly Objections Every Home Service Tech Must Beat

0:00 The tragedy of life doesn't lie in not reaching your goal. The tragedy of life lies in not having a goal to reach. You've got this podcast and a gajillion others like it that can teach you about how to set goals. The emphasis here is begin. Be begin by setting a goal. And if you're already good at setting goals, set bigger ones. And if you're you used to be good at goals and you kind of slacked off a little bit, get back into it.

0:25 >> Do you know what I mean? automatically if I say it costs too much. We're definitely not the cheapest company in town. And if you're just looking for the bottom dollar no matter what, lowest price, I'm not the technician for you. >> Hey, welcome to another episode of the Waste No Day podcast. Your host Nathan Brian hanging out with you again. Looking forward to a little bit of a repeat, but one that is absolutely worth listening to again. We're going to be diving into the seven deadly objections.

0:51 And more specifically for all those too long didn't read or too long didn't listen people, we're going to do it in a little bit shorter form and we've cut this thing down. it is one of our in fact not one of our it is the most popular episode that we have ever done and it is now coming back to you in a shorter form but all the same impact that you are expecting or if you haven't listened to it yet that you're going to get. We're looking forward to it and we're going to do just a little bit of a kickoff here for you before you get to that meet and we are going to turn it over to Brian to start off with a quote.

1:23 >> Thank you. Thank you. It is as we record this, it's the first week of July in 2026. And what does that mean for 2026? It means that 2026 is halfway gone, which is wild because New Year's Eve was like yesterday morning. It doesn't make any sense. Yeah. So, let me start with the quote. Benjamin Mays said, "The tragedy of life doesn't lie in not reaching your goal. The tragedy of life lies in not having a goal to reach." Welcome to Waste No Day.

1:58 This one this one was a gut check moment for me because of the time in my life and I'm 40 about to be 47. So I was 24 when I got to Ken Goodrich's company and everything changed. But the 24 years before that, I never really had a goal in my life. These kind of things didn't resonate with me really. I heard him and not and I'm like, "Yeah, this sounds like it mean they mean business, right? This sounds like something." And now I'm on the other side of actually having setting reverse engineering goals from the day I hit it December 31st all the way back to July 1st. Those six months and saying now what did I do every month? What did I do every week?

2:45 And what did I do five days a week or every day of the week or what, however you do it. What actions had to be taken? And I've seen those actions become hit goals. And I know the difference between me and what he's talking about in that quote. When I have a goal that's worth setting and worth hitting and going to be a deal breaker for my career or life and I'm actually tracking it and on track to hit it, I am alive, man. I feel phenomenal when I'm drifting. I'm lazy. I'm tired.

3:28 I don't care. And life kind of sucks. It's not like horrible. It's not like being in severe pain 247 or whatever, but it's not great. And life's biggest tragedy is not having a goal to hit or a goal to miss. But even when I go years of like missing my goal, but I but I, you know, rang every drop of sweat out of my shirt at the end of the day and I I gave it my all. I don't feel I don't feel broken about missing the goal. So, whenever you're listening to this, if you're listening right away as it releases, it's probably still July, maybe August, it's time to talk about the clock a little bit.

4:15 because we're looking down the barrel of the second half of 2026. First half's gone. Whatever happened happened doesn't matter, does it? If you crushed the first half and like I was talking to David Star on the Thursday Q&A in blue collar closer today, he's one of the guys on there and he's like, "Yeah, man. I set X goal for 2026 and at the end of June he's about 6% over that goal. So he's like I'm re I'm resetting it to be bigger like yeah.

4:51 >> So whether you crushed it like David Star or you're our team in Phoenix and we missed >> we're behind budget for the year. Our Ben Franklin team we're behind where we're supposed to be at this point in the year. If you crushed it, celebrate. If you missed it, get the pen and paper out. Why? What? What were the big misses that made it not happen? Not excuse. I mean, there's no point, right? What did What things could we have done differently to hit it? And it's reset time. So, if you got kicked in the teeth, so what? Whatever happened happened. It's it's now time. It's time to look forward and not get kicked in the teeth come December 31st.

5:38 First half's in the books and we can't get those days back. So hopefully we didn't waste them and we decide right now what we're going to do with the next six months or however many months of whatever year it is we have left. That's the game. It's always the game. It's always been and it always will be. Yeah. And what a better time or sorry, what better time than right now, Brian. And I would say that same statement no matter what day of the calendar we are sitting on during the year because there's always an opportunity to both review what has been as well as set future and new goals. And I'm thankful for in my life, Brian, a father who actually at a young age would establish a family meeting at the beginning of the year and talk about things like goals like where does the family want to go on vacation or what are we looking to do this year? And even in my younger state, you know, trying to come up with some type of goal, I'm sure they were ridiculous in nature or whatever, it was still a pattern that I saw >> be a billionaire >> that I saw exemplified and something that I appreciate obviously probably more now than I did then. And so whether you had a father like that or any example in your life that demonstrated at a young level or even in recently what goal setting should look like, that's no excuse. like you've got this podcast and a gajillion others like it that can teach you about how to set goals. The emphasis here is begin. Be begin by setting a goal. And if you're already good at setting goals, set bigger ones. And if you're you used to be good at goals and you kind of slacked off a little bit, get back into it.

7:12 >> And this is a great episode from a personal standpoint about some of the things to maybe give you something to strive for or something to really work towards. so we're excited for this, Brian, especially that it's in more of a summarized version and it can be listened to in a singular podcast as opposed to the part one and part two that we did the previous time. But before we get >> two, though, right? >> Of course. Before we get to that, we always enjoy celebrating somebody on the show who's taken the time to highlight what the show has meant to them >> and give us a five star review. Brian, who are we celebrating today?

7:41 >> Five stars. Five stars. That's the title of the review, by the way. Waste no day podcast is an absolute must listen for any service technician looking to grow professionally and personally. We use it regularly as part of our training and team development. The real world examples, actionable advice and focus on communication and mindset make it incredibly valuable. It helped our technicians level up their service game and stay motivated. Highly recommend for any trades professional who wants to be better today than they were yesterday.

8:21 Tracker position. >> Tracker position. >> Yeah. By Colton. By Colton Sperry. At least he put his name in there. >> Oh, there. Yeah. Okay. >> Appreciate it, Colton. >> Yeah. >> Yeah. Nice review, buddy. That was a good good long one. He took his time. Chat GPT took its No. And it's always great to hear that you're using it for group purposes, which I think is cool. You know, I think the the initial idea of a podcast is more singular solo in nature, but I know more than just Colton. I know other people use it in that format. I think that's pretty cool. So, shout out to you Colton and the team there and we appreciate the support and hopefully we are returning that investment to you Tfold.

9:03 >> Absolutely. I tell you what, this is a great episode that I think is going to have more than 10 forward of investment if you listen and apply the learned lessons within these scenarios and how to overcome some of these objections which are very common to the home services industry. And it's time now for us to switch into that. It's just the two of us. This is a repeat but a truncated repeat of our best episode as we dive into the seven deadly objections right now. to the audience with some rebuttals to some pretty common objections. I I've deemed them the seven deadly objections. There are more. Now, stop. As a technician, you you saw me say that. What did I mean? It's too much. Well, it's too much money. Okay.

9:44 Well, what did that mean? You could find it cheaper. Is that what I meant? Yes, that's what you meant. How do you know? And this wasn't one of our, you know, brand new guys. This was a seasoned tech. And what became clear, you know, is is the difference between me and him in that moment is I went through this, you know, every morning boot camp with the likes of the illustrious Brent Buckley and Kevin Burton and Joey Feliciano and Matt Harbison and Mike Bissell and Tom Taber and all these other guys who who would come in there early with us and overcome objections.

10:19 Well, we wouldn't let you get away with, you know, just throwing one out and that being it. Like, I don't understand how to overcome that objection if you just leave it at it costs too much. Right. >> Right. >> I don't even know what that means. Do you do you know what I mean automatically if I say it costs too much? >> No, I think it's it's for many people it's the default smoke screen that we go to when we don't want to explain the rest of it, >> right? Or no, we literally mean it costs too much. But in some cases it means my uncle is a plumber and he can do it for less. In some cases it means I saw one at Home Depot for half that price. But in some cases it means holy crap $17,000. I don't have that kind of money. And in some cases if you are smart enough to put a monthly payment with what the with the financing payment would be. It's I can't afford that much per month. I'm on a fixed income. But until you ask them what they mean, you have no idea. So to just lump that in there as one specific objection is kind of unfair to the audience who would get a rebuttal and in most cases go in there and have the rebuttal for it's too much.

11:31 >> Okay. So, hey Brian, thanks a lot for for coming out and helping us out here. Really appreciate everything. I I I got to be frank with you though, man. This feels like a lot here and so I was wondering could you provide like a breakdown on this invoice, you know, like you know your materials and labor. Could you kind of explain more in depth what this quote is coming from? >> I do appreciate what you're asking for and I've worked for many of the quote unquote time plus material companies in the past. In much of my experience, they kept the material cost seemingly very low and then drag the job out as long as possible so they could rack up hefty hourly rates. Fortunately, we're not a time and material team. the fastest amount of time possible. Highly trained drug background checked technician, fully stock truck, licensing, bonding, insurance, warranties, and of course, the materials are all included in the quote I gave you. We're definitely not the cheapest company in town, and if you're just looking for the bottom dollar, no matter what, lowest price, I'm not the technician for you. But people in this area choose us anyway because of the value we provide and how firmly we stand behind the work we do.

12:47 >> Would you like to see some of our reviews and see what some of your neighbors have to say about us? >> I'm not trying to insult you. You know, I I'm sure you're a fine company. Obviously, we chose to call you and everything and and so it's it's not that I'm distrusting you as a person. I mean, you're you're very friendly and and clearly very knowledgeable very knowledgeable about plumbing and other things, but you know, I it just feels like I mean, yeah, I'm not a plumber, but the there is not a lot of parts to what we're looking at here, and I kind of feel like I could probably just slip on Amazon and grab a couple of these things. Like, so I'm still struggling with the number. You know what I mean?

13:23 >> Sure, that makes perfect sense. it and you're not to be sure you're not paying the majority of your invoice for the part. If if I can make an analogy to make it make a little bit more sense for you, my son, who's 15 now, I don't remember what he was, maybe four or five years old, he pulled a potted plant down on himself and right between the eyes and had to get stitches between his eyes. We went to the UMC Charleston I believe in in Las Vegas where we lived at the time and I saw the bill. So we walked in, we sat in the waiting room for probably 30 minutes. We got in to see a doctor. We sat in the office by ourselves for another 15 minutes. Doctor walked in for what might have been 3 minutes. So up to that point we're 3 minutes with a professional. He walked out, nurse walked in, put the stitches in. So it wasn't even the doctor doing it. Might as well say it was the apprentice, wasn't the plumber.

14:19 And then 5 10 minutes later, we were out of there. Got home. Later on, got a bill and and you know, this went to the insurance company, but it was $1,200. Now, I just being me, I had to look at how much the material cost for those stitches and about eight minutes worth of labor. Any guess? >> I I kind of feel where you're going here, Brian. I I mean, stitches aren't it's it's nylon and a and a staple gun or something like that, right? At the at the end of the day, was I paying for stitches?

14:48 >> No, I know what you mean. >> Yeah, I was paying What do you What do you think I was paying for in that in that instance? >> Well, besides the the overhead of the hospital and everything that goes with it, you're paying for the expertise of the doctor or the nurse to to know how and what and where to do the the job so that all the other things that could potentially go wrong like, you know, a scar, infection, additional pain and suffering don't happen. Yeah. So, it makes sense though, right?

15:17 >> Yeah. >> I can't say I agree with the $1,200, right? And it does seem a little steep, doesn't it? >> Yeah. >> But if we really knew everything that goes into it, it would probably make more sense. And on this side, I actually understand everything that goes into not only, you know, the quote unquote hospital where I go train in the morning, the the office, but we literally load the doctor up in an ambulance and send them out to the house for you. And if anything goes wrong with these quote unquote stitches, guess what? I'm coming back out. Not going to make you drive into the hospital. I'm going to come back out and take care of care of it for you. And guess how much you're going to pay for that? zero.

16:00 >> We stand behind our work, sir. >> Okay. you know what? That that makes sense to me. Why don't we go ahead and get this done today? >> Ding, ding, ding. Oh, we need a bell every time we get a sale. >> Brian, man. thanks again for coming out here. So, really, really do understand what you're trying to do here, man. But like, we're staring down the barrel of of Thanksgiving and Christmas. It's been a difficult financial year if I can be frank with you already. And you know, we're looking at we're looking at the holidays here. I got to consider gifts and and you know, a lot of food expenses and things like that. Man, I I'm not sure that I'm not sure that I can justif I I like what you're saying and like I think we need to do it. I'm just not sure that I can justify the cost with all the other costs coming up here that I know I have to plan for. Do you know what I mean? Oh, that makes perfect sense to me. I'm obviously well aware of the holidays coming. Like I told you before, I have four kids. I'm well aware of the expenses that are coming here with the holidays coming. And you know, I saw you had some kids running around.

17:07 And believe me, if doing this job is going to take Christmas presents from under the tree, I don't want you to do it. This isn't a do this versus eat scenario. It's going to take food out of the fridge. It's not meant to be. But what if I could show you a way where one, what is it? it's middle of November here. You wouldn't even have to pay a penny until middle of December and then you would just pay a small amount monthly until it's either paid off or you decide to just pay it off early and there's never any kind of prepayment penalty. Would you like to see if you qualify for one of our promotional plans today?

17:47 >> Boy, that that certainly makes it a lot more tempting. I I'm still just very cautious about the fact that, you know, I already know that the credit card bill in January from all the spending that we do for the for the holiday season and everything here is is difficult to pay as it is. And I'm just thinking like, you know, one more payment on top of that, right? And you know, I don't know how long your >> your payment plans are, but yeah, it it's just tough, man.

18:13 >> Yeah, I I completely understand. Let me ask you a quick question. We're coming up on the, you know, the first quarter, the end of the year, the beginning of the next year. Do you think typically prices in in the electrical world are going to go up or down when that happens? >> well, I I'm not I'm not immune to the price increases that we've seen in the grocery store and some of the other industries that I work in in in my in my own job.

18:39 So, I would imagine you've seen a fair amount of increase in materials and stuff in yours, too. So, I if I had to guess, I would say it's probably going to go up, right? Yeah, in the last two I read a stat that said in the last two years we've seen more price increase in the construction trades, which is what this is, than in any five years combined in history. Everything's pointing to that's going to keep happening. So, not only could we get you with some low monthly install installments, and I'm I'm we could get you pretty low on these, like where I I would hope it barely even makes a dent, but really the bigger thing is you're going to avoid those price increases that are almost inevitable. I mean, they're almost inevitable anymore. We're seeing them so often and so much. It's like heartbreaking to go to a job, make some recommendations, have someone right on the fence, not do it, and then call me like a month or two later after they've talked to some people and say, "Let's get it done." And then I have to say, "I'm sorry, but it's actually 20% more than when I was here last time."

19:45 So we could not only protect you from that inevitable price increase, but get you in this low monthly installment and and you know avoid having to come out of pocket with any significant amount of money right now. And again, depending on the promotional plan, you're 30 to 45 days before you have to even make the first installment. >> And here's part of the challenge. Like if Nate if Nate and I are talking and he's giving me this objection, I've shown him now, you know, a $10,000 package. He's looking at 10 grand. Right now, if it's me, I I wouldn't even show the 10,000. I'd show the monthly payment on that. And I don't know what everyone uses for financing, but here's what I can tell you. whatever financing you use or for whatever insane reason not using yet in terms of financing there's a percentage of the total that a client will pay per month. So on the let's say the 10.99% interest plan one of the plans we carry the payment factor is 0171 times the total right so $10,000 time 0171 is $171 a month so their payment is $171 a month advice there Brian and a great way to wrap up the second deadly objection. Moving on to the third one here. Hey, Brian. you know, I I understand what you're doing here.

21:19 you know, I at this point, my wife and I, we're actually planning on selling our house in the next year or so. And really at this point, you know, I I appreciate the the options that you presented us here, but we're just looking to kind of, you know, fix this thing, get in and out, and and move on. We're not looking to stay here and we're not looking to create additional investment within the the house that we're not really going to reap the benefits from, if you know what I mean.

21:47 >> Oh, that makes perfect sense to me. And you know, if we were talking apples to apples and it was just the repair or the replacement, because you're saying you'd rather just go with the minimum replacement or repair necessary to get you by until you sell the home. >> Yeah. Yeah. >> Yeah. Yeah, I would I would say if we were talking about 50 60 bucks, I'd be all for it. But, you know, in this case, the the When do you think you might be moving out by?

22:13 >> I mean, that's, you know, it's kind of in the air, but our our objective is within the next year. Probably by the end of next year, I would say. >> Okay. So, you're you're almost for sure going to be out within 12 months. >> Yeah. Okay. Cuz what I'm looking at is you have a repair here that's going to be $800, right? And the replacement we were talking about was $2,400. $2,500 we'll say for easy math. So about three times that. Now you could do the repair certainly for the $800 and save some money kind of seemingly, but if you were to just do the replacement, you have some benefits on that side that we haven't really talked about. One, if you're going to sell the home, and let's say we're just talking about your water heater. If you're going to sell the home and and let's say you're looking at a home, so you got this home and then the home next door and one of them has a recently repaired water heater and one of them has a brand new water heater and they're both the same price. Which home are you buying?

23:10 >> Yeah, I Yeah, for sure. I mean, the the mechanicals piece is is huge. >> Sure. So, everybody wants >> Is that legit though? Is that legit? Because like, you know, I I've seen some of those videos and and you know, articles and stuff like that where you have to as a homeowner, you have to be very careful about where you invest your money because you don't always get the return on it. Like >> Sure. >> You know, is is this one of those things that new homeowners or purchasing homeowners would actually say like, "Hey, this matters to me."

23:36 >> Well, I would say that if if I was to tell you that you'll get you could raise the price 25 20 2500 bucks as a result of doing this, I'd be lying. >> I don't think that's the case. Okay. >> So, in those terms, will you get that money back? Not necessarily. But ask yourself, if you're the homeowner and you have two like homes and one has a new water heater and one has a recently repaired water heater, which one are you buying?

24:02 >> Yeah, I see your point. >> Yeah. So, I'm just I'm just saying that part that a new water heater, a new whatever HVAC unit panel, it's shiny. It's nice. you like that that's there and you'll you won't have to worry about that for a long time, right? I mean, does that part make sense at least? >> Yeah, for sure. Okay. And let's move on to the financial part because obviously that's what we're talking about here.

24:25 So, you could pay this $800 right here upfront and you're just out $800. But on this $2,500 package, we have some promotional plans available where one, you wouldn't have to make a penny payment for the first month. So, you got an entire month before you pay any money out of pocket. Two, with our with this promotional plan, you would have about a $42 a month payment after that first month. So, if you were only going to stay a year, you would make 12 11 of those. So, $400 $500 worth of payments.

25:05 And then when you sell the home, you just pay the rest off, right? Yeah. Okay. Versus So maybe $500 in payment versus $800 in payment, but you now have the brand new water heater that's going to that new homeowner. >> Yeah. I'm I I know what you're saying. Let's Let's say on the other hand, though, the water heater is getting up to that 10year mark. You put that $800 in and we replace these various parts of the water heater. What happens if that tank lining goes and it leaks? You know, that would be very frustrating. Six months in, what happens? Do you think the manufacturer of the water heater is going to credit you those parts back to a toward a new water heater?

25:46 >> You mean if I if we did the repair today or if we put a new one in? >> Correct. If we just did the repair today and then six months from now this water heater ends up leaking anyway. >> Well, I don't know. What's your company policy? Any chance that that's how you guys do things? >> I wish that's how we did it. Now, if we put a part in and that exact part malfunctions within the warranty period, we would be replacing it no cost to you.

26:11 However, if we put that part in and then the tank itself malfunctions and starts leaking. I mean, we can't take that part out and put it in another home. That thing's going in the trash. >> You're out the 800. Plus, now you're buying a new water heater anyway. Does it make sense why at this age we tend to say no matter what the circumstances, you're probably better off just replacing the water heater? >> Yeah, that definitely makes sense to me.

26:36 Cool. And if you'd like, I can start the paperwork now. We can see if you qualify for one of our promotional plans. >> Okay. Yeah, let's take a look at it. >> So, ideally there you're So, what you're trying to do, you're getting into a comparative model. one, you're comparing having this old equipment with a new part on it versus having all brand new equipment. You're comparing showing a a potential buyer a repaired old system versus a brand new system. And you're also comparing paying a small monthly amount after a month where you don't have to pay anything versus paying a huge lump sum up front. And in every scenario, you can do that. And there's a million different types of objections where you can use that monthly versus a total. but this one in particular, it's like it shows you that you're paying less money for a brand new system than you would for. And if you guys, again, if you guys missed last week, make sure you go back and listen to that. But basically, we introduce each objection of the seven deadly ones with a role play. And so, we're going to jump back into the objection that we left off with on the cliffhanger. This has been a problem that I've experienced time and time again. And you know what? I'm done with it. Okay? Every time that one of you guys come out here, you're always trying to sell me something. Whether it's your your plumbers or your electricians or HVC guys, like all of you, you're all you're always finding something wrong. Like there's always something to spend money on. And I just number one, I don't even know how that's possible because you guys are out here every single year. And I don't know how stuff fails that much.

28:16 But like it's it's always something else. It's always something different and like I'm just I'm tired of it. You're always trying to sell me something. >> I can appreciate where you're coming from, Nate. And as horrible as it is to hear that and to know that that's how you feel, do you know what is even more horrible to feel as a plumber? >> I I have no idea. >> Two things. One, it's 9:00 on a Sunday night. I'm on call. I get called out of the house because somebody has two inches of water in their kitchen. I swing by the house to your house. Come in the door, open up, find an emergency shut off valve under the kitchen sink has, you know, blown apart. It was in rough shape.

28:59 First thing you do is look at me and say, "One of your guys was out here 3 months ago. Why didn't he tell me this could happen?" The other thing is I come into your home, I walk downstairs, I see you've been doing business with us for 5 years. I look into the corner of the basement or the garage or what have you. And I see a whole corner full of new water treatment products installed by a competitor. And I say, "Nate, if you don't mind me asking, how come you didn't have us do that? I mean, you get a discount for using us as you're a member of our membership plans." And you say to me, I I I didn't know you did that.

29:38 >> Exactly. >> So, it's twofold. The reason that we want to make sure that you know all of your options available, one, especially when it comes to things that could fail and cause you a headache in the future. Look, we won't push you into doing anything you don't want to do, but at least we're going to bring it up. I'm going to have a conversation with you about it. I'm going to notate it in the notes and leave it with you. And then on the other hand, man, you don't know what I have in the back of my truck, right? I mean, I don't have glass walls on my truck. So, all I want to do is make you fully aware of everything that I can offer you that either needs to be done or that I feel like you and your family would really enjoy having in your plumbing system. And if you don't want it, man, by all means, say no thank you.

30:22 It's not like I'm slamming your door on the way out and getting angry at you. And if anyone ever does that, by all means, I gave you my cell phone number. Call me and let me know. I'll be the first one to take action. But yeah, at the end of the day, man, I just I want to be a professional. And much like you going to the doctor's office and getting the blood pressure checked and the stethoscope on the chest and the thermometer in the ear, I just want to be thorough and make sure I know what's going on with your system. And more importantly, you know what's going on with your system. Does that make sense?

30:53 >> Yeah, I guess I can understand that. And I would be I would be real ticked if you guys were out here, you know, a couple weeks ago or months ago and and something went wrong and now Yeah, I can understand that a lot. >> Yeah. And again, we can't see everything. I mean, obviously I can't see behind the walls and stuff like that, but if it is something noticeable to me, I'm like fanatical about it. I'm like, I I at least need to get it off of my chest and make sure that you're aware of it. And if we don't do it today for whatever reason, whether it's too much money or you don't want to do the monthly or you have a plumber that you usually use and whatever it is, I just want to make sure you're at least aware of it. Does that make sense?

31:36 >> Yeah, it does. >> All right, that's good. >> And that's that. Here's the deal with all of these about me and about my team whether you do business with me or not. And that feeling is that this experience was genuine, positive, and beneficial, even if you don't do work with me. Because at the end of the day, man, I still want you to do work with me when the thing actually goes, right? >> Yeah. I know Jamie is fond of saying at the electrician we've had on from my shop in Lancaster, he's been on the podcast a couple times, but I know he's fond of saying like, "Hey, listen. You know what? I don't even care if you use me. I like, but this problem needs to be addressed. If you want to use somebody else, that's fine. I just want this problem to be addressed for you.

32:24 >> All right. Shall we move on to the fifth deadly objection? Jump in jump into this role play here. >> So, Brian, I've been looking over these prices here and well, number one, there's there's not it's it's big. These are these are large numbers, but I was I was just kind of thinking like I've heard of shops, you know, my buddy's a mechanic and he said something like he gets he gets like peace rate or I can't remember the the term that he used, but he gets some type of like commission based on the work that he sells and like you know if he sells brakes and rotors and tires and all these other things like his pay goes up.

33:04 Do you guys have like a similar a similar pay structure to that? How how do you feel about your buddy? >> I mean, he's pretty solid dude. >> He's a good guy. >> I would say overall, I mean, he does fine work. >> If you took if you took your car to him personally, knowing that if he told you you needed rotors with your brake pads, he would make a little bit more. Would you think he's just trying to sell you some stuff you don't need because he wants to make a little extra money?

33:31 >> I'm not sure I would tell that to him to his face, but it would definitely be in the back of my mind. Yeah. So, you think he might be that guy >> with me? No, I don't think he'd be that guy. With somebody else, I could see him exaggerating the point, maybe. >> And that's what that's why I'm bring that's why I'm bringing this up because I >> you know, I respect what you do. You're you're a fine man. Like, I'm sure you do good work and all that. And like I'm not trying to chop you at the knees in terms of what you need to get paid to do this, but you know, it just it makes me second guess things when I know that the more or when I assume the more somebody sells, the more they make, you know.

34:04 Sure. Well, I can tell you in I don't know 100% of cases when anything's being offered, sold, done by a company, exchange of money for services, if more clients do business with me, do I make a little bit more? Of course I do. But I'm a plumber and what I recommend is solely based off what I think is better for the plumbing system. The only time I deviate away from that is just when I think it's something that you as a family will enjoy having more than what you have currently. If I was at mom's house right now, I'd be recommending this exact same package to mom.

34:41 >> Would you get paid commission on that exact same package? I'm not giving mom a discount, bro. Savage. I guess I can't ask for one then, huh? >> You can ask for anything. >> Yeah. I I don't know. I mean, I see what you're I see what you have down here and like it would be very nice in our home. I'm just I'm still struggling with it, you know. >> What are you struggling with mostly, what would you say? I guess whether we really need it or not. And that's why I was asking the question about the commission because in the back of my head I know, you know, if I was in your shoes, I'd push a little bit harder to get one of these things done because even if it doesn't necessarily need done because, you know, it's a bigger payday for me. And, you know, it's a fine product and everything that you're talking about, I'm just not 100% sure that I need it.

35:29 >> Yeah. Well, you said yourself you think it would be nice to have in the home. family the family would enjoy it. >> At the end of the day, need it. That's pretty relative, you know? I mean, your your lights are working, your heat's working, your we got water coming into the house that's being heated for when you need a shower and the toilet's flush. Do you need a whole lot on top of that? Not necessarily.

35:52 >> Yeah. >> At the end of the day, if this is going to take food out of the fridge or presents from under the Christmas tree, I don't even want you to do it. But if you really think the family would enjoy it and this monthly amount here isn't going to break the bank, >> I can throw this thing in for you and probably have it done before you have to go get the kids from school. You want me to just go ahead and take care of this for you?

36:14 >> Yeah. Okay, let's go ahead and do that. >> Cool. That was easy. A the ABC thing. So I don't know if you're hearing it listeners as every time I answer objection answer an objection always be closing the ABC thing to me means that anytime I'm answering an objection with a rebuttal or or keeping the conversation going. You expect bad things to happen when you do that. But bad things don't happen. You don't know what thing you say that's the last thing and they're like well that answers everything for me. I'm good to go.

36:47 Because they just don't say that. They might be thinking it, but they don't verbalize it. They're waiting for you to make the move that gives them the ability to purchase it. >> So, make that move often. Make it all the time. >> When it's time to turn ours attentions to number six, >> Brian, wow, this is this is really cool and exciting. but we have a rule in my house and we don't make any type of like large financial decision without talking to each other and I mean my spouse. she's not home right now.

37:17 So, this is definitely something that we're going to sit down and look at and discuss what we want to do, but I'm I'm not ready to say yes right now. >> All right, so time out. So, in the intro last week, I said there was one of the objections that when we came to it, I was going to say we're taking a timeout because this is the biggest objection that if you don't get it out in the front of the call, you're going to be dead in the water. So, this is the biggest one that you need to know about before you get started. And there's two ways to overcome this objection. There's the one on the front end where you find out it's going to come up and then you act accordingly. We'll start with that on the front end. And then there's the back end where you're now backpedaling and hoping to God you can get something done because this just hit you in the face and you weren't ready for it.

38:04 >> Right? So on the front end, it's very simple. Let's say we're it's the shoulder season in HVAC, which means HVAC companies are pretty slow right now. and running probably a majority of maintenance calls, meaning tuneups or whatever you want to call it, health and safety inspections, whatever. So, you're telling them what you're going to do, or maybe you're in there for a repair, and you're telling them you're going to evaluate the system as a whole, hopefully, and come up with some options for them. And the way you present it on either either call is you say if it's a maintenance call, you say, "If I find anything I think needs to be brought to your attention, would you like me to share it with you or would you like me to?" And I usually like train people to put their hand on their chest and say, "Would you like me to keep it to myself?" And they'll say, >> "Yeah, definitely let me know if anything's wrong."

38:56 >> Sounds good. Is there anybody else who would like to be part of that conversation? >> No, I I don't think so right now. So what you're trying to do there is well that's pretty obvious right you say is there anyone else who would want to be part of that conversation it it is to say well yeah my wife right yes my husband >> hey Brian appreciate what you're talking about here but yeah this is definitely something that my wife and I are going to have to talk about she's at work right now so we'll have to look at this later on tonight >> so in this case I' I'd employ the the Joe Cressera service MVP training thing where my goal in life now is to set a revisit where I just simply say, "Oh, I apologize. I I would not have gone through all that if I if I had realized that your wife was going to be part of this decision-m process." So, is she available by phone?

39:50 >> No, she works she's working at the hospital right now and they have a anti-phone policy. So, and even if she was on break or something like that, like she always has to be on call. You can't take personal calls during the work. >> Okay, sounds great. When's a So, what is it? It's Thursday now. When do you guys think you could have that conversation? >> I mean, there's a chance we could have it tonight, but you know, we got the the kids sporting events and everything like that. So, I I don't know. And there's, you know, there's a lot going on right now.

40:22 >> How's how's tomorrow afternoon work? Would she be home tomorrow afternoon? I could swing back by and explain it to both of you like I did to you. I don't know. I would have to check her schedule. She works kind of like a swing shift. >> So you don't have any kind of access to her schedule right now. >> I mean normally we just kind of like she lets me know because the they're short staffed right now at the hospital obviously and so sometimes she's like picking up up extra shifts and stuff.

40:47 Normally normally she works like the 12 to 8 shift but sometimes that changes. >> Okay. So, let's say I mean if you want I can just get on the schedule for tomorrow morning, say 9:00. That way, we can have a conversation. She'll still have plenty of time to get ready for work. And then I'll just what I'll do, the reason I'm asking, look, you probably remember about 75% of the stuff I said right now. But then you got the kids sporting stuff and then you guys, you know, chat when she gets home and you got dinner to worry about. And man, by the time this conversation actually happens, you'll be lucky to retain 10% of it. And all I want to do is save you from the pain of trying to remember all this yourself. So, how about I swing by tomorrow morning, 9:00 am, 9:30, something like that. I'll have the conversation with both of you. And if you have any questions or she has any questions, you can ask me. I'll answer them. I'll get out of your hair. Does that sound good?

41:40 >> Yeah. If it doesn't work for her, what do I have? I can just call in and cancel or what? >> Sure. I mean, I'm I'll give you my cell phone number here. You can shoot me a text. >> Okay. >> Yep. And just when you do shoot me a day that that you're pretty sure it will work. >> yeah, that's fine. >> Cool. That's the Joe Corsair thing, which is you're there are three acceptable outcomes of a call. No bother. Okay. but the other one is is the I have to think about it. I'll let you know. I'll get back to you. Like that's not a successful call. Especially because they probably forgot you existed and never thought about that product again. In most cases, that's what actually will happen.

42:20 >> This feels like a lot of money. And, you know, not not that I I'm doubting what you're saying, but I I think it's probably something that I want to have another person look at just to kind of get like a a different angle, you know, maybe a different perspective on things. You know what I mean? >> Sure. You want to you want to get a second opinion. >> Yeah. I mean, you know, you go to the doctor and they'd say, you know, you should have surgery and what does everybody say? You know, get a second opinion for a reason, right?

42:47 That makes perfect sense to me. I completely understand that. It's very logical as far as I'm concerned. Look, I'm not perfect as a plumber. And even if I was, how would you know that, right? So, I got a tech I work with who, you know, I've been doing this for a long time, but he's been doing it for a really long time. And, he's got, you know, actual truck technical experience, not like one of these suit and tie sales guys. I can give him a call right now and see if he can get over here real quick and check it out. If he disagrees with my assessment at all, I'll apologize, pack up, and get out of your hair, but if he does agree with me that this is what needs to be done, we can talk about next steps. Does that sound good, Brian? I mean, listen, I'm I'm not It's not that I doubt you.

43:33 You're a nice guy, you know. It's just I I I know you probably have somebody else at your company that could come take a look at this. I I'm just looking for maybe a a different perspective that's not necessarily yours. >> Yeah. I'm I I would not bring someone over here who is coming over here to agree with me. If I bring someone over here, it's because it's a very sound technician and very technical plumber in this case who is going to look at the situation for what it is and he'll leave my opinion out of it. In fact, we're a little competitive. So, if he can find a way to oneup me by showing me that my diagnosis is incorrect. Oh, he will. And you'll get that idea as soon as he gets here. Should I give him a call?

44:19 >> You're more than welcome to. I'm I'm fine to entertain his perspective. But again, it's it's going to be one of those things where I'm probably going to make a phone call after this just to just to compare some notes, you know. >> Are you saying essentially you don't want our company to be the one to do the diagnosing? You want to get someone like another company out? It's it's not again it's not that I have a problem with your company. It's just that sometimes, you know, our approach to things can can differ based upon how we see the world or, you know, how we've seen things done in the past or something like that. So, I just I think it's wise for me to get a different company out if if you want to call it that and be blunt. Yes. Well, I'm I'm not trying to be blunt. I'm saying I can get another licensed plumber out here to give you a second opinion, but that's not what you want.

45:07 >> No, that's not what I want. >> Okay. So, I don't I just I'm only saying that cuz I don't want to get them out here if it's not going to matter anyway. Does that make sense? >> Yeah, that makes sense. That's fine. >> So, let me ask what exactly are you looking for in that second opinion? >> Listen, man. It's it's a lot of money. If I'm being frank with you, I don't know that it absolutely needs to be done.

45:29 >> Okay, that makes sense. So, you want someone to either confirm or deny. >> Again, if I'm being frank with you, I want somebody to deny, right? >> Sure. That's that's what it is. >> By all means, be be frank with me. Let me ask you this question. So, it's not price necessarily. You just want to make sure this needs to be done. >> Listen, I there's things in my house that I know are going to break. I'm just, you know, or or or whatever.

45:50 There's no immediate need here. There's nothing falling on the floor, breaking, sparks flying, you know, water water dripping. you're telling me that this is something I should have done. It feels it feels to me like there might be, you know, an alternative to that. I'm not sure that we need to do the entire thing or that it even needs done right now. It's something that I could see could potentially become a problem, but I'm I'm not sure I fully agree with the fact that we need to do this entire thing right now.

46:21 >> Sure. And I needing to have it done like you said, it's working. there's not water on the floor. There's no sparks shooting out. so need needing to have it done right now, that's you know that's subjective. And if I'm giving you that impression that it has to be done now, I apologize because I didn't mean to. But if you're asking my professional opinion, would I be more comfortable if you got this done now versus waiting for something bad to happen with it? My opinion would be get it done before that happens. Yeah. So, I'm happy to step aside while you get someone else over.

46:56 But let me ask you a question. If someone else comes over that you find and call out and tells you the same thing, are you going to go with them or are you going to give me a call back or what's that going to look like? That makes perfect sense. So, if if it was the exact same caliber technician, the exact same warranty, the exact same material, brand, the exact same Google reviews, everything's like for like, and you could get it done a little bit less.

47:25 I would tell you to get it done for a little bit less as long as everything's like for like. Yeah, that's right. All right. So, how about this? I'll give you my cell phone number. you get a hold of a couple companies. Maybe get a couple different ones out and and see what they say. And how about we set a date for maybe when are you thinking you're going to get them out here pretty soon? >> Yeah, I imagine probably by the end of this week I'll have somebody else come and look at it.

47:52 >> So, let's set a date for like middle of next week. I'll swing back by we'll have a quick conversation and let's say like Wednesday afternoon, same time as today. And if you want to have it done, I'll be able to do it right there on the spot. If you have any more questions, I'll be happy to answer them. And you know, if you decide not to get it done and they say something different to be, believe me when I tell you, no hard feelings whatsoever, I'll be genuinely interested in what that different diagnosis was.

48:21 >> Does that sound good? >> It does. You know what? I appreciate it. I appreciate that that straightforwardness. Thank you. >> Cool. Yeah. I want to respect your process and it seems like you you know what your process is and this needs to be part of it. So, I don't want to be in the way in any way, shape, or form. And I'll give you my cell phone number. Again, if if for whatever reason they can't get out that quick, just shoot me a text and we'll we'll push it a day or two. Does that sound good?

48:44 >> That's fine. Thank you. Again, yes, no revisit, man. On that one, have this when I was in a truck, but to be able to FaceTime another tech and say, "What do you think, man? Give me your give me your honest opinion here." And the and the tech agrees. Most of our clients, if they're really that close to pulling the trigger, and you make that that second opinion happen for them in that capacity, they're going to purchase it. And plus, I've seen it done so many times where it's worked out. But if you get the Nate, maybe his house.

49:16 >> Yeah, you're right, Brian. Well, I hope that you did enjoy that episode, and it is always one of the good ones to go back and listen to. Now you have it in shorter form, and of course, we hope that you did appreciate it. We would love to hear from you. These seven deadly objections, while they are very common, of course, come in different variations and are in different difficulties for each individual and each trade. So, we'd love to hear from you. Which one do you think that you are the best at or which one do you think that you're really challenged with? And as we talked about at the top of the episode, if there's an opportunity to set a goal, perhaps it would be around overcoming one or more of these particular objections and really working through that. And no better way to do that than on bluecollarclosure.com, which specializes in overcoming objections as well as having a process designed to eliminate objections before they even occur. Right now, you can get in there and also play with the BCC Arcade, which is a live role-play bot that gives you the opportunity to go back and forth and make as many mistakes about overcoming these objections and many more along the way. And this time with different personalities mixed in. I know Brian's very passionate about it.

50:24 He's done a ton of work on that. Great opportunity for you to dive in and do that goal setting in application at bluecollarcloser.com. >> Yeah, check out the arcade. Sorry, buddy. Check out the arcade. And the big part about this episode and that arcade is that the seven deadly objections and rebuttals are fully programmed into the four different personalities of AI homeowner inside the arcade. So, you can go roll please roleplay these right now.

50:54 The second you're done, you'll get coaching notes from AI Brian spelled out like here's where you crushed it. Here's where you messed up a little bit and here's exactly what you should have said when you messed up a little bit. And you can screenshot that and hold it and then hit replay and you will replay the exact same scenario over again. And you just do that a handful of times until you crush it. Right? was it Vince Lombardi said, "Amateurs train until they get it right.

51:26 Professionals train until they can't get it wrong." Just photo muscle memory. >> Absolutely. >> That's the idea. Go bluecollarcloer.com. >> Absolutely, Brian. That's a wrap for the episode. Hope that you enjoyed it. Let us know. Share it around. Let other people know as well. And we're going to leave you with our weekly challenge, which continues to be the same. to choose to wake up each and every morning and waste no day.