The #1 Thing New HVAC Techs Should Focus On To Make More Money

This top HVAC salesman made $5.5 million in one year without ever going to college. He reveals the single most important thing new techs must focus on to make more money and build a high paying career from day one.In Episode 57 of The Wisdom of Wrench, host Kevin Comerford talks with Stephen Gilchrist, a four time GOAT sales award winner. Kevin and Stephen explain why gaining transactions, not just experience, is the key to building confidence and momentum. Discover the simple habits and sales process that can help you succeed faster in the home services industry. What Stephen shares in this episode is the foundation for your financial success.Subscribe to the WOW Podcast:Spotify: https://open.spotify.com/show/0UvJLcLFL03vKiLpd1xN45?si=PRBF-DwYR_uDtfRB8hIsLgApple Podcasts: https://podcasts.apple.com/us/podcast/wisdom-of-wrench-podcast/id1792919657🔧  Wrench Group: https://www.wrenchgroup.com🔧 Wrench IG: https://www.instagram.com/wrenchgroup🔧 Wrench FB: https://www.facebook.com/wrenchgroup🔧 Wrench LinkedIn: https://www.linkedin.com/company/thewrenchgroupChapters:0:00 - How to Build a \$5.5M Career Without a College Degree1:03 - Meet the Salesman Who Increased His Income 20x2:44 - The "Dude" Mentality: What It Takes to Be a Top Performer3:48 - Stephen Gilchrist's Origin Story: From Lumber Yard to Sales Legend5:57 - Do You Need a Degree to Succeed in the Trades?7:37 - The Surprising Jobs of a Top Salesman's Parents9:02 - How Selling Duct Cleaning Launched a Sales Career10:45 - The #1 Mistake That Kept Him Earning Only \$50k a Year12:13 - Why He Took an Entry-Level Job After Being a Top Salesman14:10 - How to Make \$10,000 in Your First Month as a Technician14:55 - How to Get Promoted to Sales in Just 2 Months17:33 - A Guide to Upgrading Your Lifestyle (Changing Your Zip Code)22:06 - How Do You Stay Humble When You 20x Your Income?23:56 - A Bible Verse for Staying Grounded in Business & Life26:09 - The "All-In" Mindset of a Top Achiever27:17 - How to Become a Lifelong Student of Sales30:23 - How Long Does It Realistically Take to Succeed in a New Career?31:20 - The "Fall Forward" Philosophy for Overcoming Mistakes33:21 - The Power of Transactions: A Beginner's Guide to Building Sales Confidence36:17 - How to Stay Spiritually Fit as a Busy Professional39:26 - The Simple Habit That Led to a 90-Pound Weight Loss42:40 - How to Control Hunger for Sustainable Weight Loss45:31 - How to Set Yourself Up for Ultimate Fitness Success47:16 - What is the Mental Benefit of Working Out?51:13 - Why You Can't Outrun Your Fork: The Truth About Diet vs. Exercise54:01 - A 5-Step Sales Process That Closes Over 60% of Deals56:31 - The Superpower All Great Salespeople Possess58:35 - How Much Time Should You Spend Building Rapport vs. Selling?1:02:23 - Should You Tell a Client You're Going to Ask for the Sale?1:05:41 - A Proactive Strategy to Increase Your Closing Rate in the Off-Season1:07:19 - A Powerful Trick to Normalize High Prices for a Client1:09:53 - Facts Tell, Stories Sell: How to Become a Great Storyteller1:11:03 - The Most Courageous Thing You Can Do in a Sales Presentation1:13:51 - "This is How We Prefer to Do Business" - A Powerful Closing Script1:18:42 - Should You Ferret Out Objections or Wait for Them to Happen?1:22:23 - A Surprising Statistic From a Salesman Closing 70% of His Calls1:25:15 - The "Zoom Out" Method for Overcoming a Sales Slump1:28:36 - How to Calculate What You Earn Every Time You Knock on a Door1:30:33 - A Message to All Aspiring "Dudes" in the Sales Industry