Work To Become Someone Worth Buying From

The client decides at the first 5 minutes of your pitch if they're going to buy from you or not and beyond that it's up to you to talk yourself out of the project. Sales is an overflow of life and not a performance of an hour.

In this episode, Sam Wakefield interviews Paul "Tall Paul" Redman from the "To The Point" podcast where they talk about how important it is to up-level yourself though personal growth and with that become somebody that's relatable.

FUTURE OF HVAC

FUTURE OF HVAC 69:34

SAM: Alright. Well, welcome to the podcast and what will also be on the YouTube as well channel today Sam Wakefield here with close it now. I am so excited everybody. This is episode 50 of the closet now podcasts and this will guest today Paul Redmond from Tall Paul. as most of you may know him from from the to the point home service podcasts. I absolutely love their tagline as well. Cutting through the bullshit. And that is something called Paul what you don’t know my tagline. Is stop being weird and start selling.

PAUL: That’s right. Yep 

SAM: How many times is somebody walking in this walk into a room and goes into creepy salesman voice. And we’re like stop it just be a normal normal freaking person. 

PAUL: That is a great point 

SAM: And so so that’s it so that that’s the awesome episode today this is going to be longer than normal. And normally episodes or roughly 20 minutes, but this is will will go as long as we need to because.

PAUL: I’m a 90 minute guy but I won’t put you through that today. I’ve got I’ve got questions for you. I have to remind myself that I’m here to be interviewed but I like I want to interview you. Man your story is amazing like two years 50 podcasts I’m I think I’m most fascinated by the fact that you know high performing salespeople. And high performing sales managers make a lot of money. Right have a good quality of life. And at some point you had to come to a point where you’re like you know what you said earlier you talked about lifestyle design which I want to talk more about. But you said you know what I think I want to do things a little bit differently. So I’m just fascinated me I know how much work a podcast is there is a graveyard of podcasts that is bigger than any graveyard I’ve seen before. People start and they’ll do one or two three or four episodes. And they realize like wow scheduling is really hard, production is really hard, it costs money to edit these things talking for an hour is really hard. Getting good guests is really hard. So 50th episode man nice word.

SAM: yeah yeah it’s fine in fact since you mentioned that the and you’re right being especially being a top producer in a in a market like Austin Texas for so long is where I get asked a lot where where do you sleep you know where do you have that time. So going back into a lot of the especially the early episodes. you know I call it drivetime university. In fact everybody listens they they they understand drive time University that people will talk about that. But so I’m I was driving to appointments I would throw on my voice recorder grab a little look lovelier microphone and just record right my voice recorder. So early episodes you can hear traffic all these things. But people love it because I mean we’re out there doing the same thing you know using that time efficiently. Because you know as you know what 15 year career the numbers are if you use your drive and that’s it for education it’s the equivalent of three pH D. So that’s yeah so it’s amazing but started. 

PAUL: Yeah, no absolutely and really the the element of it that I think resonates so well with the people that are listening is the the authenticity piece. And that’s really where we are in the world today whether you’re selling air conditioning or selling software or selling whatever cars. You know all these tools can bring you so much information and and create like a different experience. But at the end of the day in production is it’s so it’s so easy now it’s a easy. you can make this sexy YouTube, Instagram compilation of short videos that tell a story that’s really a bullshit story because it’s produced, right yeah yesterday I had a client up in New Jersey, Campbell Comfort systems. Brad Campbell he did something as mundane as bought an extra brought a new truck he wrapped it. Right and he gave it to one of his technicians well that’s that’s a normal process. That you know you you remember this as a as you know working into places you’ve worked like hey you buy a new truck you wrap it, you give it to a guy. You figure out which one you’re gonna give it to you take tools out of one. You put him in the other. Well all he did yesterday he did that right that’s all he did .not a very exciting story but he recorded it. Right and he recorded the process of calling this technician in. and tell him he really appreciated them and he also appreciated they always took care of his truck. And he wanted to get him a bigger van with more space and had leather seats and all these sort of things. And it’s like you could have created this you know $10,000 video showing you put showing you you know put this like handsome technician in this awesome truck. And you’re like come work for Campbell comfort systems because we’re awesome. 

SAM: But model actor they hired for the bold you know 

PAUL: Totally. in for free he was like and I’m holding my phone up for those who are listening hi I’m Brad here’s my guy getting a new truck and you got to really experience like the UM you know that’s special and that’s real and that’s what happens. You know and that’s what when a technician is looking for a place to work. They’re not going to look at that video and be like oh I want to go there and get a new truck you’re going to go. Oh man the owner was really thoughtful and really told you know his technician how much he appreciated and shows him to get him a truck with leather seats. And so I’ve already taken field so all that to say to say you know drive time the whole authentic factor like you can’t over index on authentic authenticity. All you’re going to do is is isolate the people who don’t need to hear your message anyway. a great example of that ‘cause I know we’re going to talk about like online pricing and a bunch of other stuff I don’t know what we’re going to talk about a lot. But one of our guests that we’ve had on in UM out of Arizona is Travis ringing with pro skills and he just sold his company for gobs of money to another company of Southern California. Great great story there well. anyways you know he puts pricing on his website and guess what he’s super expensive and we asked him you know hey do you feel like you’re missing out on people who see the pricing and walk away. He said I’m absolutely losing those but I don’t care because I’m keeping my goals without them. So anyways congratulations on 50 episodes. That’s a long way to go.

SAM: Thank you. Thank you. Yes it’s so much fun we definitely want to dive in. but I’m gonna actually R&D .as you know in our industry everyone is famous for R&D. Let’s have some fun here real quick. Because I’m like you, listening to podcast I realize, Chris is the one, that’s the party guy. And you were always like always about like to the point. I’m very much like that.

PAUL: That is a very good description. He’s definitely in the fun. I have to have Chris in my life for I would be a very very boring person.

SAM: I love it. So let’s do this but so I definitely want to hear a little more of your story as well as the about about right notes. And the things you guys do how you support the industry. Because such an amazing industry where else can you know a high school kid with no education after high school. And I’ve always said this hand me somebody with a work ethic and I will turn them into a 6 figure earner within two to three years. And it in the and pay him to teach him where else in any other industry but the trades can we do that.  

PAUL: so I never even heard growing up like I grew up in a suburb of Dayton OH Huber Heights largest community brick homes in the country. Come shout out I never heard of people earning six figures like. I just never heard of it and think about all the kids that don’t know that like there’s a real opportunity in their hometown to make six figures. 

SAM: So yeah well yeah six figures about 20 really? 

PAUL: Yeah exactly like what 

SAM: That’s just the start two and that’s the crazy part so let’s do this let’s I’m gonna ask you a couple questions will be our fun 

PAUL: I need this already by the way thanks Chris this is inspired by Chris 

SAM: 100% out of percent so typically had to you Chris I know you’ll probably catch part of this. if you have dinner with anyone dead or alive who would it be?

PAUL: My father so I lost my dad so easy my last my father was nine years old. and I would have dinner with my dad.

SAM: Nice nice that is often love that those those learn fuzzies right but yeah mine similar I would actually but yeah my my grandma she was like this wild crazy lady growing up you know she was always made jokes about being a nudist and all kind of stuff. And I thought it was fantastic but so would be her or one serious side with for me it would be a Jim Rohn. And Jim Rohn is always been a big influence in my life. 

PAUL: Got it. I thought you said Jim Rome and Jim Rome the sports yeah some radio show he’s been a big influence in my life I love the way he interviews. He’s such a good job interviewing a man and not lingering in between questions and asking really poignant questions I struggle with that sometimes and 

SAM: Yeah yeah yeah Jim ROHN right invite in my BIOS of both.  

PAUL: Perfect 

SAM: For things to get better I have to get better for things to change I have to change. so 100% then my life motto and then went especially one of the things were over and over and over my podcast is give more value than you take you. can always give more value than you take. OK second question you're you're entering the ring and what would be through the big you know the the welterweight champion right, what would be your fights on? 

PAUl: I cannot believe how many times I’ve sat in the room and heard this question answered and enjoyed every minute and I’ve never ever considered what my my fight song or my you know song would be. So thank you for exposing me for not even thinking through that to myself man well we we just interviewed Ken Goodrich and we played that all I do is win song. Don’t even know who sings it. But I love that song like that that song gets me fired up so there it is all I do is win win. And you’re like this 

 SAM: I like well that’s fantastic that’s super cool mine would be I mean I’ve been a guitar player forever mine is actually the same song that actually played at my wedding. When the guys walked out its Joseph Yanni crazy awesome guitar player it’s called satch boogie. It’s just a total jam so 

PAUL: I’ll have to look at that I’m a jam band guy so I was just like going through my index in my head of of different fish songs that I would play. but but the one that came to mind is that all I do is one song.

 SAM: I like it I like it good stuff so well cool let let’s let’s get into this a little bit

 PAUL: Thank you 

 SAM: Rhinos strategic solutions and 

 PAUL: You can just call us rhino like the animals 

 SAM:got it OK 

 PAUL: That’s it that’s how we roll it it’s rhino strategic solution right there yeah 

SAM: I’ve heard it several different ways on the different podcasts wanna make sure absolutely and 

PAUL: It’s and it’s spelled and pronounced all caps, you have to pronounce it in all caps Rhino. 

 SAM: Oh got it 

PAUL: very important 

 SAM: As well it’s very demonstrative I mean it is it so tell me a little bit about your history in you know getting into one how you got into trades 

PAUL: yeah 

SAM: How you ended up from trades into supporting role for the train yeah which is sooner Councilman it’s a big leap that most people that are in trades don’t necessarily make yeah and how does that work together for you. 

 PAUL: Yeah absolutely so on as I mentioned I’m from Ohio actually was born in Michigan but grew up in Ohio. basketball players on six today that’s why they call me tall Paul have been six 7th and 7th grade so the name has been around for awhile I’ve never valued it until the podcast because now it’s like oh people actually recognize that or I’m able to be recognized outside of like being pollen gangly because of site but now that you know that I guess just as described in podcast anyway I’m rambling. But my point is I played basketball growing up and had the opportunity to play Division Three basketball which is the lowest level of college basketball that you can possibly play. But that gave me the opportunity to be the first person to graduate college from my family. Right and so I got other college and had known growing up I was raised by single mom my father passed away. I knew that her income was around $40,000 a year somewhere give or take and so my goal when I got out of college was to make $40,000 a year. Because at that point that meant that adult truth or 

SAM: Thermostat was set for your life right.

 PAUL: Exactly like that’s just where my mind was like that that’s what I saw as being and I think in my mind I knew like 80 means you’re really making it and I knew a guy who sold you know drugs for a pharmaceutical company. For a pharmaceutical company legitimately who made who made like 90 sounds like me and then if I’m really good at my job will make 90 and so so I got a job at a college. And you know a few years after that had the opportunity to start with Lennox and Long story short I had just met someone who saw something in me that it that he thought would that other people would like. Basically then referred me to go work for Linux and Linux called me up I was living in Ohio at the time and they offered me a job in Denver Co isn’t it I was kind of looking to move toward Denver anyway that’s what kind of started the conversation and so I started I was 25 years old I started with Linux didn’t know anything. I remember my first couple of meetings you know someone drawing on a napkin you know here’s a furnace and here’s a plenum and here’s the blower and here’s how the air moves and here’s how the refrigerant moves and just kind of describing it to me. and dumb so that started my HPC career and you know I didn’t at the moment no that would make a career I know that but I certainly wasn’t not going to make a crack at it. Right so I have a very this is kind of a bad thing like I I don’t burn bridges and I don’t like to come I don’t like for an opportunity to have been wasted. So like relationships really important to me like Sam I hopefully get off the phone today we become friends and maintain friends like I I know that’s a responsibility I feel. 

 SAM: So agreed that people are friends I just haven’t met yet 

PAUL: Totally yeah exactly and so I never really did say I didn’t like no I was going all in in HPC isn’t necessarily true because when I’m doing something I’m all in. so I’m a territory manager or you know those roles these are the guys that are showing up in the office and and working on customer service stuff and and you know helping out with billing issues and bring in some lunch here and they’re really just maintaining the relationship. But my I guess niche in that space was really trying to understand the mechanics of the business and understand how to grow them. Right because all of the customers wanted growth like anything I offered was not outside of the conversation of like yeah but I want more leads and I want more revenue and I want more profit more technicians more trucks like everything was about that. so yeah so at an early age. You know I I guess for four years I was a territory manager and and did that whole thing and and really just learned how to serve customers and and at that time had just built a lot of relationships in the HPC space and unfortunately Linux is a national company I got to meet people all over the country. One thing led to another I moved which great segue there I had the opportunity to move to linux’s world headquarters to work on this you know this program for digital tools to name it very loosely which was really to look out at the future. And look at how consumers and contractors and how many factories and distributors how they consume the products that there’s that Hertz being sold in the market. And what does the what does the future of HPC look like from a buying selling installing warranting servicing all those sort of things standpoint. so it was really cool and This is why I’m I have this like unprofessional allegiance toward Linux and biased or Linux and it’s because they brought me to Dallas and literally paid me to learn for two years. Like I just I got to sit right hand man of who’s now that kwanlin who’s now the VP GM you know Harvard Westlake guy like none of my buddies were hard westpoint guys like this definitely hanging around smarter people than I’ve ever been around and so I got to learn for two years but what was cool about it in that period of time it was like getting an MBA to some degree. But what was cool about it is I got to hear about the HVC industry from a very macro level all the time. so you’re clicking on stately looking from you know from coast to coast different channels different segments of the market and you’re having to really understand like OK what’s going on in this market what’s going on in that market how can you drive different results in this broad in this market so from there I got to Long story short you know I’m on a leadership development kind of track if you will loosely described and had the opportunity to move to two places Austin or Charlotte and we visited Austin we love Austin I still love Austin like I wouldn’t be surprised if I end up in Austin one day time is on me if I’m in Austin I am going to be the secretary for Bobby Jenkins ABC home and commercial I’ve told people that all the time is my my idol we had the opportunity we we chose Charlotte because we could be closer to family so my you getting back in Ohio so Ann had another kid when we got here so four kids in Charlotte and I’m about three years into my gig on the district manager with Lennox and really that was a job that a lot of people can retire like most of the people in that job were don’t say on the back path. But like it’s a good gig like it’s a really good gig. Companies great well taken care of it you can really do well. In my whole thought was when I came out here was like I want to be Hillary in my community. I want to you know go to work at...