It’s so funny that some people are even questioning whether or not Sean worked for CM. I was his Sales Manager. Sean’s an amazing person and a friend of mine.

@CertainPath

3 ай бұрын

I wouldn't sweat it, Michael. There's always going to be haters. I hope Sean is seeing how much traction this interview has gained -- yours has great numbers too! You both are helping other contractors and making a difference.

@seattleprowash5464

3 ай бұрын

he referenced your call center. are the leads usually well qualified? Or how's that process

@michaelpompeo5894

3 ай бұрын

Yup, pretty well qualified so that helps a ton, of course. Still, I held CM's record at $4.8MM until Sean demolished it, so he still deserves the recognition.@@seattleprowash5464

Process starts 14:26

"If you can't sell, YOU TEACH" The realest thing I believe SEAN did was instead of continuing his sales manager role he decided to get his ass in the field. The confidence of leaving a salary for a 100 percent commission based role says it all. Sean provides immense value to comfort advisors. I been in the field for 3 years and i have learned lot of tactics he talks about, but the way he wraps it all together is second to none. thank you for this video i believe it will help me sell those ones that might of slipped away

@CertainPath

11 ай бұрын

Thanks for the great comments, anymeans! Sean is a superstar. He's also with a great company that's bought into implementing the right processes and provided a great environment for him to thrive. Have a great day!

I sat in on the HVAC Champions Panel at the DC Expo where Sean spoke about his secrets to success. Incredibly inspiring and excited to see him on the podcast!

@CertainPath

Жыл бұрын

Thank you for coming to Expo! Hope it was a wonderful experience, and we hope you continue to come to others!

@trackhawkleo707

11 ай бұрын

I wish I found out about this sooner. When is the next event?

@CertainPath

4 ай бұрын

@@trackhawkleo707 Track, sorry! I missed this response. We have Expos twice a year. In the Spring Expo, which is only about 3+ weeks away, we have many of our frontline sales superstars come for an Awards Gala. They'll do roundtable discussion, too. We have another great discussion lined up with three studs.

Amazing information!!! I can’t believe this video doesn’t have hundreds of thousands of views…. I agree 100% about the dogs, exactly what I do. It shows that you are giving the customer trust and once the dog approaches and approves of you “especially when the homeowner says other wise” it gives you huge credibility rather then having the dog just keep barking in the crate or other room the entire time. Makes the appointment so much easier and focused on you.

@CertainPath

Жыл бұрын

Thank you for the kind comments! Feel free to share it with your network! And congrats on your success!

@kp-nb3qb

Жыл бұрын

🤫 we don’t want every one to know. Just yet. Jkjk

@CertainPath

11 ай бұрын

@@kp-nb3qb Tell your industry friends! Then, become CertainPath members. You can meet Sean at our conventions... and you can meet the countless other Comfort Advisors/salespeople producing over $3MM annually. We have a host of them.

Im a new hvac co in Florida. This is so good. I’m sales based. Always have been. I’m enjoying this interview immensely. Thank u

@CertainPath

11 ай бұрын

You're very welcome, Leo! Glad you enjoyed it! The training Sean experienced with CertainPath is available to all members, as well as the personal coaching the owners of CM Heating received. They're one of our many success stories. If I remember correctly, they joined us as a $3MM making little profit and hating work, because of all the hours they poured into it. Roughly 5 years later, they're doing $30MM in sales, make double-digit profits, and love their work. In fact, they sold their business to private equity for a massive multiple. One owner retired to focus on charity work; the other has taken a leadership position within the private equity company. His name is John Giacomi and one of CertainPath's biggest advocates. If you'd like to speak with him, I can see if he'd be willing to talk with you. Thanks for commenting!

Great details. Thanks so much guys.

@CertainPath

11 ай бұрын

You're so welcome! Come join the CertainPath family and get the training Sean did to become a superstar!

Protect Sean at all costs!

@CertainPath

Жыл бұрын

He is THE man. Thank you so much for watching!

Great video! Very informational and influential!

@CertainPath

6 ай бұрын

Glad it was helpful!

Love his ambition and drive. Great interview.

@CertainPath

5 ай бұрын

Thanks, John! Hope you're doing well, old friend!

Great Info. Thanks

@CertainPath

8 ай бұрын

Glad you enjoyed it!

Amazing work!!!

@CertainPath

8 ай бұрын

Thank you so much! Sean is pretty incredible.

This is great stuff. Sean is definitely an example for me and I’m sure many others.

@CertainPath

Жыл бұрын

Thank you, Brandon. His passion and attention to detail is remarkable.

@brandonneill

Жыл бұрын

@@CertainPath Will he be speaking at any expos in the future? Would love to find out more information on that if so! Or is there a recording of the previous expo he spoke at?

@CertainPath

Жыл бұрын

@@brandonneill Great questions! He typically attends with CM Heating, so you may see him in the Fall... but he wouldn't be on stage. Assuming he has another stellar year, I would likely be on the following Spring Crown Champ panel. There is a recording of his panel discussion in DC. That is being edited, and it will be up on the CertainPath Member HUB soon! So, you'll be able to rewatch that.

The level of intent for less than $10 million a year in sales..... amazing!! I've been in sales for 30 years and have become complacent, doing things with muscle memory and have lost the ability to answer the "why?" when questioned on tactics or what was said.... Sean is my new inspiration for being alive in my work for the next years until i retire!!!

@CertainPath

5 ай бұрын

Love your energy and re-commitment, Paul! Best of luck to you, sir! And thanks for commenting!

@robertpalmatier2699

5 ай бұрын

This guy is amazing! I do make maybe 3 mil a year type numbers. 10 mil is insane.

@CertainPath

5 ай бұрын

@@robertpalmatier2699 He's impressive! Thank you for watching, Robert! And congrats on $3MM. That's a huge number.

CM Heating is one of our competitors

@CertainPath

Жыл бұрын

Plenty of business to share in the marketplace. It's a wonderful industry we're in.

@timrob0420

Жыл бұрын

@@CertainPathI agree. One of my friends works at CM heating, he said Sean was at one point doing one million per month!

@michaelpompeo5776

Жыл бұрын

Proud of my dude! He pretty much doubled my number the year before. Lol

@CertainPath

Жыл бұрын

@@michaelpompeo5776 You're a superstar yourself, Michael! Proud you're a part of our CertainPath family!

@madD8845

7 ай бұрын

How much is he earning a year?

Wow the comment section. Tells me a lot about the mindset of a lot of people out here. You’re never going to have the same success as this guy. If you don’t believe it’s possible.

@CertainPath

5 ай бұрын

Some people have an open mindset; others have a closed one. It's unfortunate. Thanks for commenting, Stuart.

I get that the cost of living varies from area to area. But damn, $30K for a new HVAC system?! Making payments for 10 years? The dollar is officially worthless.

@cellystackin10

5 ай бұрын

Honestly the point of the 10 year is to lock in the price. Most companies offer no pre payment penalty. Your a fool to wait 10 years to pay it off

@strarkvilleswaggar

5 ай бұрын

Depends on the system. 30k is on the very high end of any equipment probably multiple units and other work needed.

@robertpalmatier2699

4 ай бұрын

30k is probably a variable speed communicating system with an air purifier and duct cleaning or something along the lines of that.

@drew22

4 ай бұрын

30k isn’t crazy to spend if you make sure you are building that level of value into it. There are plenty of options if you want to go even higher like a Geothermal system or just a regular single stage lowest SEER, base model system with no ductwork. Just educate the homeowner on the options so they can be confident in finding what’s right for them.

In California we're between 20-30k for new systems

@seanmitchell I have to tell you that this morning as I was getting ready for work I listened to a portion of this segment. Inspired, I then applied (you stated about prior to your calls and seeing the process through in your mind and becoming friends with them). Tell me why!!! I really did have the best day ever. Being a comfort advisor has changed my life and I love what I do, but you inspired me and I just wanted this to be a testament for whoever is reading but hopefully even reach you. if it doesn’t it is what it is but if it does, I just wanna say thank you keep doing what you do!

@CertainPath

11 ай бұрын

Fantastic stuff! Great to hear that you're using our interview to help yourself get better!

I love this bro so much

@CertainPath

9 ай бұрын

Come join CertainPath and meet him! ;) Thanks for commenting, Paul.

This guy is a beast

@CertainPath

9 ай бұрын

He's pretty impressive. Thank you for commenting!

Is there a way to get in contact with Sean Mitchell? I would love to ask him a few follow up questions to this interview.

Awesome

Cant compete with this dude 😮

@CertainPath

Жыл бұрын

He's impressive for sure! Where are you selling at?

@heatncool

6 ай бұрын

​@@CertainPathPNW

As someone entering from a sales/marketing perspective these things are more known knowledge than someone who's invested the start of their career on the technical side. This information is essential to success in sales but companies need to have the patience and structure to nurture the sales skills and pressure to sell is high during slow times so it can be hard to get that. It can be frustrating but you can bet I like to compete and ain't hustled technically for nothing. New techs entering should know that the game ultimately isn't who is the best at diagnosing and repairing the unit but who is best at selling the repair. If you wanna win walking into residential you need to start working on sales skills early. I went to technical college and feel like I shoulda been in business school too.

@taephillips3276

7 ай бұрын

This is great info btw

@CertainPath

7 ай бұрын

Taking great care of the customer is first and foremost. But that means, as you said, having a great ability to communicate, as you said. Let people know what's happening with their system and educate them on their options. And yes, sometimes, that means helping them see that a replacement makes more sense. Thanks for commenting!

So many golden nuggets! Any chance to connect with Sean ??

@CertainPath

11 ай бұрын

Thank you! I'm proud of the interview we did together. I'm not comfortable giving his information out to the public, but you might be able to search for him online. Of course, you could always join CertainPath and see him at our Expos! At our Spring Expo, we host hundreds of top HVAC salespeople for an awards gala. They go to training sessions and get to network with each other.

im 28, living in italy, here systems are a bit different, i am a tech having my own company for 6 month, my dad is helping me, he is an amazing hvac tech, he worked in Libia and other places i dont even know where they are, i always struggle when i go alone bcs it seems i cant close deals, he is completly different idk how he does. i am 6 yrs in the trade, i speak with hvac systems, i know what they feel and what the problem is, but i cant speak with ppl! installation here are different, we range from 600 to 2k installation, we have mini splits, i have difficulties understund where i can go on the price, ho much i can push it. is there a method for that? i learned from this video that i never have to go to make it or lose it, i have to find a way to lead the path in more confort zones

Time out! $30k for a system. What are you selling? In the Atlanta market, i dont know any company that high for the top VS system. I respect his enthusiasm. Would have liked to hear about product and price presentation. How do you handle when you dont have both decision makers?

@CertainPath

Ай бұрын

Thank you for commenting, tbennet.

I need this Knowledge. I am an HVAC student at the age of 54 and my joints ain't feeling the attics and crawlspaces. Talk to me.

@CertainPath

3 ай бұрын

Good luck, Curtis. Thanks for commenting.

When he schedules a follow up appointment, is that a follow up call, or another home visit?

@CertainPath

3 ай бұрын

Dylan, great question. I can guess, but I can't say with 100% certainty.

@dylanthornsberry8778

3 ай бұрын

@@CertainPath sounds like a follow up visit

Sean seems like a hard working salesman , Bob did a great job interviewing him, however I pick up on all those sales techniques and really don't like being played, I would simply get the facts and compare to two other companies, and make my own decision at the kitchen table by myself at a later date. And no I would not set up an appointment 2 days or 3 days later for you to hound me extra. Apparently a lot of people are easily played.

@CertainPath

3 ай бұрын

There are certainly many people who would do the same, and there's nothing wrong with that.

Sean this is great. So intentional. Anyone have Sean's contact info? Not trying to recruit just connect

@CertainPath

8 ай бұрын

Thanks for commenting! You could always become a CertainPath member and connect with him at our trainings and Expos. ;) Have a great day!

SALE SALE SALE MORE MONEY MORE MONEY AND THE SHOW WILL GET YOU THAT MONEY THE BETTER THE SHOW THE MORE MONEY FOR YOU AND THE COMPANY ITS ALL ABOUT THE SHOW!!! 💸💸💸💸💸💸💸

@CertainPath

Жыл бұрын

Certainly, there's something to have a great presentation, but you also need to provide VALUE... and you need to stand behind your product.

Im an HVAC salesman. Is there a way to get sales training without being a contractor?

@CertainPath

7 ай бұрын

Thanks for your interest! However, we only train our member companies, which is around 1,100 - 1,200. If you'd like to know of a CertainPath company in your area, let us know. I know our companies are always hiring.

@NinjaWarrior702

5 ай бұрын

​@@CertainPath I would love to know of a company near Saint Lucie County Florida that uses Certainpath please.

@CertainPath

5 ай бұрын

@@NinjaWarrior702 ineedtheplumber.com/

@CertainPath

5 ай бұрын

@@NinjaWarrior702 Martin & Maritza Carpenter are the owners and two of the nicest people you will ever meet. I hope they can help you out.

@NinjaWarrior702

5 ай бұрын

​@@CertainPath Thank you so much. I will get in touch in a few days.

Bro this guy is a about to get recruitment offers 😂 🤣 😳 👀 👏 🙌

@CertainPath

Жыл бұрын

He's in good hands now, but I'm sure people will try. Thanks for commenting!

$8.64MM for company with like 60 people. It takes a LOT of investment to run. Sean quickly sold it - for obvious reasons.

@CertainPath

Жыл бұрын

Sean is a stud. So impressive. But he will tell you: To sell at those numbers, you need an amazing team around you to generate calls/leads, book the call, dispatch you to the right opportunities, ensure the equipment is properly installed, etc.

@trackhawkleo707

11 ай бұрын

@@CertainPathI need to connect w you guys. I do well. But I assume it can get a whole lot better 😊

@CertainPath

11 ай бұрын

@@trackhawkleo707 There's always room for improvement, Leo. The beautiful thing about CertainPath is we offer the proven system, including the sales training Sean has received. Plus, there's roughly 10-15 other business training courses for owners, managers, and team members. As a member, you also have access to our Executive Perspective Bootcamps, which are a part of membership. Those are held monthly in Dallas. You also get one-on-one with a coach who knows our system like the back of their hand; many of our coaches are former GMs. Finally, you have access to our membership! One of the greatest compliments we receive always sound like this: "I can't believe how open all of the members are. I can call anyone at anytime, and they pick up the phone. They'll send me anything they have." Those connections happen at the trainings I mentioned earlier, but they really happen at our national Expos, which we offer 2x a year throughout the country. We routinely get 1,200-1,500 to attend and offer 40-50 unique sessions. Come check us out! I can put you in contact with someone within our organization is you'd like more information.

@trackhawkleo707

11 ай бұрын

@@CertainPath I wanna know more!

@CertainPath

11 ай бұрын

@@trackhawkleo707 give this number a call. Mike can help you out: 941-587-2959.

I went to CM's website and read a years worth of reviews and couldn't find one that mentioned this guy, Sean Mitchell.. figured a guy with an 8.6 million claim would have a pile of reviews!?!? Or at least one ?.? Legit ?

@CertainPath

7 ай бұрын

He's definitely legit. We know the CM business well. The company sold to PE a little over a year ago, so you can be assured they reviewed their financials, too.

@mwt9660

7 ай бұрын

Who is PE ?

@mwt9660

7 ай бұрын

I called CM Heating & Cooling in Everett WA to talk to Sean, and nobody named Sean Mitchell works there. ??? @@CertainPath

@CertainPath

7 ай бұрын

Private Equity@@mwt9660

Can you hire me to do your audio and teach me your HVAC sales method?

@CertainPath

10 ай бұрын

We've had issues with our last three shows, but we think the audio is pretty good on this one! Our challenges should be fixed starting this Friday. Thanks for commenting.

@salderosalia2992

10 ай бұрын

@@CertainPath so is that a maybe? Need to know where to put this in my funnel ;)

@CertainPath

10 ай бұрын

Ha! Love it! Have a wonderful day!

@salderosalia2992

10 ай бұрын

@@CertainPath I’ll take that as a maybe. I’m really good at the audio/video thing. Also the graphic design thing. Could be what takes y’all to that next level. Just saying. Don’t leave before the miracle happens.

Bro has crazy eyes

@CertainPath

8 күн бұрын

Sean is intense!

👍🏿

There is a mathematical "sweet spot" between the deployment of assets------people, trucks, billings, office etc-----and gross profit. So.... at 88%, you made $X in gross profit. It's a mathematical fact that if you raised your quoted price by X%, with the actual intent to drop your closing rate to 40%, for example, you'd actually make more money while deploying fewer assets. It's all math. I've met some gifted salesman---who took note of you being a veteran, liking the Yankees or Warren Buffet, played with the dog , always remembered names, blah blah blah, and sold a ton. almost all at 30%-40%. At 80%, I know our price is too low.

@CertainPath

8 ай бұрын

Thanks for commenting, raindog. Have a great day.

@raindogs451

8 ай бұрын

@@CertainPath thanks. you too.

I'm in the field if you are selling this much equipment you're not trying to fix anything.

@CertainPath

11 ай бұрын

He's 100% a salesperson, not a technician.

@mustangmike6421

11 ай бұрын

@@CertainPath Yeah but to say he has no knowledge of what his company is doing that's crazy!

@CertainPath

11 ай бұрын

@@mustangmike6421 Can you share at what point of the interview you're referencing?

@mustangmike6421

11 ай бұрын

@@CertainPath the title, or when he said he sold 8m in equipment in a year

@CertainPath

11 ай бұрын

@@mustangmike6421 Ahhh, well, he did sell that much. We verify. I would chalk him saying he "didn't remember" up to being nervous. We shoot these interviews in a ballroom converted into a studio with massive green screens, tons of large lights directed at us, several large cameras, and two large microphones. I lot of guys freeze up they get overwhelmed by at all initially.

Dude talks well and is oersonable but holy smokes he has some serial killer eyes 😂

No chance!! Its based on sevice, then repairs then eventually sales.

@CertainPath

11 ай бұрын

Respectfully disagree. Service is absolutely first. That includes presenting homeowners with as much information as possible. Then, you give them the options -- would you like to repair your system for $X, or would you like to replace your system? Ultimately, it's the customer's home and equipment. They should get to decide.

@heatncool

6 ай бұрын

Well the business is 40 years and going. The leads are super hot. Meaning they got some callers calling after having the equipment already repaired previously 7-8 years ago. Sean definitely won't ever close 80% first time home advisor leads lol, not even close! The quality of the lead matters! I know some old Ceo who haven't ran a call for 30 years beg to differ lol! 🤣 but that's because of they're greed. Sean is getting very high quality leads...

Lmao 30k what? BS new furnace and Ac 10k MAX if your really greedy that is. But usually 8k. For a 1500-2000sq ft home

@CertainPath

5 ай бұрын

Completely disagree, Edina. Units are not priced the same everywhere. In the state of WA, it's incredibly expensive to operate as a business owner when you consider labor and overhead. The goal as a company should always be to finish as close to 15-20% net profitable at the end of the year. That's how you grow a business. And you deserve that money for taking all the risk of launching a business, marketing, answering calls, owning/renting a building, training techs, dispatching and managing schedules, etc.

The first 15 minutes are boring, and then it gets hot.

@CertainPath

Жыл бұрын

Good feedback. Truly. We're tinkering with how to make our content better. This definitely helps. Sometimes what works in podcasts doesn't transition to KZread.

All fine but skip sad stories , keep it for yourself, we do not care about your empty stomach or whatever, straight to the point mate

@CertainPath

3 ай бұрын

Well, we enjoy hearing his stories, and he has a lot to be proud of. But thank you for commenting.

I didn't see the video, but an 88% close rate should frighten you. 30-33% typically is the best, and industry standard, rate, and someone with a rate that high is whoring his price; he's leaving boucou money on the table. That's a ton of customers who you think love you, but they really love your price. You're bringing a ton of resources to bear, and a 88% close rate is an UNMISTAKABLE sign you're giving work away.

@CertainPath

8 ай бұрын

Again, appreciate the response. But we can tell you that 30-33% is absolutely not the industry standard. Also, I believe his average ticket was around $25K. And his company sold for over an industry-best multiple (not mine to share the number).

@raindogs451

8 ай бұрын

@@CertainPath I have 34 years experience, have attended ASHRAE for years, read the WSJ for 40 years, attended ACCA mix groups for years, known of industries of all sorts and the typical close rates; sales cycles etc etc., read the industry rags for years, and have pretty much kept abreast of industry norms of many types, and I have never heard 90% is an acceptable close rate. I've been self employed for 23 years. My last job was a GM for a city branch of about a $60M contractor with 6 branches. We did about $45M in design build, and $15M in service. The expected close rate was 33%.

@CertainPath

8 ай бұрын

Thanks for your input. Have a great day.@@raindogs451

@ACManHeatingandAir

7 ай бұрын

I thought it was low prices as well until I watched the video. This guy is an absolute beast. There are Michael Jordan‘s Mike Tyson‘s Michael Jackson’s in the world that defy all expectations. One thing for sure I would hate to bid against this guy.

@CertainPath

7 ай бұрын

I've interviewed top salespeople for 20 years. He's probably the best I've talked to.@@ACManHeatingandAir

But 75% of the time consumers don't need new AC units. They tried to sell me a new one because mine was 14 years old I called another guy it was a bad compressor $900 it's been running for 5 years versus 12000. If you're selling that much you're crooked

@CertainPath

Жыл бұрын

I couldn't disagree more, tinman. You spent $900 on a 14-year-old system... It's been 5 years. Consider how much money you've wasted on bloated utility bills. Newer equipment is significantly more efficient. Now, how many more years do you think you have left in that old equipment? Not much... Now, that $12K system you were quoted will likely be at least $8K more because of rapid inflation in equipment costs. Great salespeople like Sean break down the math. Just because the salesperson you encountered did a poor job explaining the value of a new system doesn't mean he was trying to rip you off. He just wasn't very good at his job.

@tinman6922

Жыл бұрын

@@CertainPath wrong I bought time to get my epa and learn to do the next one myself

@CertainPath

Жыл бұрын

@@tinman6922 Good for you, Tinman. But most people don't have the drive to do so. Welcome to the industry. Have a great day, and thank you for the conversation.

@mustangmike6421

11 ай бұрын

​@@CertainPathMost Hvac companies have switched to commission have seen multiple issues caused by the company that was previously on site like, pulling capacitors off circuit boards, removing wires/cutting wires, miss diagnostic, not pulling vaccum on units or letting air into them. I can keep going but if you believe he is only changing bad equipment your wrong.

@CertainPath

11 ай бұрын

@@mustangmike6421 What you're talking about is clearly unethical, if not illegal, activity. At CertainPath, we never, ever, ever teach anything like this. It greatly depends upon the market (location in the country), but there's a point when a system becomes less efficient than a newer one. Our members simply educate homeowners and give them the choice to replace or not. They break it down by the numbers. Not everyone buys -- and that's okay. The typical closing percentage is around 40-50%. Fee free doing business the way you prefer.

This guy is probably one of the more boring ones that I’ve ever listen to in the HVAC sales business he’s a little bit arrogant a little bit too sure himself which is fine but I don’t need to hear that I want to hear something else that sounded a lot more interesting to listen to

@CertainPath

5 ай бұрын

Interesting take. There's a lot of value in his process, even if you're not into his personality.

How can I sign up and get certain path training?

@CertainPath

Жыл бұрын

Franco, we'd LOVE to have you! You have to either own your own HVAC company and become members of CertainPath. Or if you're an employee for a company, they must be CertainPath members. Call 866-344-0789 for more information! Thanks, Franco!

I don’t believe this guy closed 88 percent

@CertainPath

6 ай бұрын

Fair enough, but it's been verified.

30k average sale BS

@CertainPath

6 ай бұрын

Again, we had this information verified. Have a great day, Jim!

@dylanthornsberry8778

3 ай бұрын

totally normal forSeattle WA market as the highest rated company with 40+ years in business

@jims8835

3 ай бұрын

Been in the business with the highest rated company in the state and I still call BS

@dylanthornsberry8778

3 ай бұрын

​@@jims8835 there's some unknowns.... the size of homes might be larger than you think, the pre qualification process by CSRs may eliminate bad leads. Why do you believe 30k average is not possible?