Sam Wakefield
speaker
108 appearances
1 recordings
1 series
first heard May 2025
last heard May 2025
Sam Wakefield’s voice in public audio — every appearance, attributed to the second.
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Appearances
instead of just being externally motivated. And when, when that inspiration wakes you up before your alarm goes off, because just cause you can't wait to get to the day. I mean, that's the, that's the big difference there. And yeah, it's the, it's the game changer that, that the intention that keeps things moving forward is the, is what it's all about.
Oh, geez. One of the big ones is everything's out of order in a lot of their process. The company itself... usually builds out of order. So what I mean by that is they'll put, you know, they'll buy their phone system and they'll buy their, you know, service tightener, home service, you know, whatever their operating system is. They'll put all of these things in place. Yeah, they've got their CRM.
They've got all the different stuff. They've got their marketing and all the rest. And then they come to me and they're like, man, all right, sales is the last piece. We've got to get the sales piece plugged in. And I'm like, guys, you built backwards because now you're at a place where you have all of this overhead.
You have all these leads coming in because you invested in all this other stuff, but nobody knows how to convert anything.
and you're about to go broke so now you're sending up this hail mary to me to come in and save the day and turn everything around it's like let's build let's build cells in a lot earlier in the process because then you can have better conversion you can have better margins and you'll have the funds to be able to invest in the growth of the organization
So that's one of the things that I typically see is they're waiting way too late in the steps to, and of course, the perfect time to do it, if you didn't build Planetree 20 years ago, the next second best time is now. But starting earlier in the process to learn how to sell stuff is paramount. But classic Brian Tracy, nothing happens till something gets sold. And that's very true.
So we have to have and be priced right from the beginning. And that's the other side of it is everybody starts and think, well, if I just am a little bit less than I can, you know, I'll win all these deals from stealing from everybody else. But then there's nothing left to be able to reinvest in. And so that's like getting priced from the beginning.
You can pay better people, better people will stick around. All of the things starts to happen when we can sell better and higher from the beginning. No one believes in the price if they don't spend any money.
What's that? They're just fronting it. They're, they're not, they're not authentic in what they're doing. And you can instantly tell.
I think that to me, that is the the best version of service to give them the option to improve their life. It's not up to us to spend their money for them. Our price is our price. It's something that I talk about often is we completely divorce ourself from the number. When we're in the house, we're there to serve. We're there to care with compassion, with empathy and integrity and ethics.
And the price is the price. Two things determine the price. One is the size and condition of the home. And they decided that when they bought the house. And the second is what they want to include in the project. If the price is too high, then we'll pick something else. We don't need to discount it.
But at the end of the day, you know, the price happens to just come along with the things that they choose to serve them the best way possible.
I think that the biggest one that I could remember, especially for all, especially all the new people in sales or even technicians, it doesn't matter your role. And if you're in home services, I think the biggest piece of advice I could, there are two pieces that kind of tie together. One is ask more questions. Nobody asks enough questions. And then the second piece, which goes with that is,
take more time than you've ever taken before in an appointment. So slow the heck down. Ask more questions and slow down. Those are the two things I think that everyone can immediately apply and totally change the outcome.
They're spending enough time to ask the questions and truly listen to what those people need and want. Offer things that could improve their life.
You know, I found that a long time ago, people will pay more for what they want than what they need. If everybody just had what they need, everybody would drive a Prius and live in a small, tiny, small house. But they don't and never will for this very same reason.
Yeah, I think a lot of it's historical. So it depends on the historical part of it. Except for, you know, go back 30, 40 years and the most trusted person in town was the trades guy. you know, hey, my heater's out. All right, put on another pot of coffee. I'll be right over. But the last probably especially, you know, two, three decades, so many bad apples have ruined sales for a lot of people.
You look at all the exposés on TV about, you know, these different companies taking advantage of homeowners and all these things. And it's just put such a bad taste in people's mouths that, I mean, that's a huge part of it.
And then, of course, we're working so diligently, you know, people like yourself and the rest of us that are working to bring trust back to the trades, be that person of integrity, have the code of ethics, the things that we refuse to compromise on for, you know, just for profit.
It doesn't mean we can't charge what we, you know, what we earn, but we're not going to compromise morals and ethics for it. And I think that's a big part of what has caused the bad sentiment about, you know, about sales and salespeople.
Showing 41–60 of 108 · page 3 of 6
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