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.

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Chapters:

0:00 - How to Build a \$5.5M Career Without a College Degree

1:03 - Meet the Salesman Who Increased His Income 20x

2:44 - The "Dude" Mentality: What It Takes to Be a Top Performer

3:48 - Stephen Gilchrist's Origin Story: From Lumber Yard to Sales Legend

5:57 - Do You Need a Degree to Succeed in the Trades?

7:37 - The Surprising Jobs of a Top Salesman's Parents

9:02 - How Selling Duct Cleaning Launched a Sales Career

10:45 - The #1 Mistake That Kept Him Earning Only \$50k a Year

12:13 - Why He Took an Entry-Level Job After Being a Top Salesman

14:10 - How to Make \$10,000 in Your First Month as a Technician

14:55 - How to Get Promoted to Sales in Just 2 Months

17:33 - 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 & Life

26:09 - The "All-In" Mindset of a Top Achiever

27:17 - How to Become a Lifelong Student of Sales

30:23 - How Long Does It Realistically Take to Succeed in a New Career?

31:20 - The "Fall Forward" Philosophy for Overcoming Mistakes

33:21 - The Power of Transactions: A Beginner's Guide to Building Sales Confidence

36:17 - How to Stay Spiritually Fit as a Busy Professional

39:26 - The Simple Habit That Led to a 90-Pound Weight Loss

42:40 - How to Control Hunger for Sustainable Weight Loss

45:31 - How to Set Yourself Up for Ultimate Fitness Success

47:16 - What is the Mental Benefit of Working Out?

51:13 - Why You Can't Outrun Your Fork: The Truth About Diet vs. Exercise

54:01 - A 5-Step Sales Process That Closes Over 60% of Deals

56:31 - The Superpower All Great Salespeople Possess

58:35 - 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-Season

1:07:19 - A Powerful Trick to Normalize High Prices for a Client

1:09:53 - Facts Tell, Stories Sell: How to Become a Great Storyteller

1:11:03 - The Most Courageous Thing You Can Do in a Sales Presentation

1:13:51 - "This is How We Prefer to Do Business" - A Powerful Closing Script

1:18:42 - Should You Ferret Out Objections or Wait for Them to Happen?

1:22:23 - A Surprising Statistic From a Salesman Closing 70% of His Calls

1:25:15 - The "Zoom Out" Method for Overcoming a Sales Slump

1:28:36 - How to Calculate What You Earn Every Time You Knock on a Door

1:30:33 - A Message to All Aspiring "Dudes" in the Sales Industry