Gene Slade and Don Johnson are LIVE!

sales podcast uh you know we get lots of questions about our indoor air quality sales presentations and a lot of the questions actually center around what are all of these things that you guys are offering how do you come up with 10 or $15,000 worth of stuff that people can buy on a maintenance um to just to clean the air so we're going to be talking about that I'm going to share all the different stuff that we're quoting and we'll give you a little bit of an education on what each one of them does so that you feel confident enough to start talking to your customers and we're going to go over all of that and more here in just a moment on the black belt sales podcast we will see you after the [Music] intro ladies and gentlemen may I have your attention please the show starts 10 10 9 8 7 6 5 4 3 2 1 go whether you're new to sales or a liftime veteran the black belt sales podcast will sharpen your sword and guide you to master the art of sales and now here's your host the ninja himself Jean [Music] Slade hey welcome back to the black belt sales podcast another episode and this one we're going to be talking about indoor air quality and all of the different products that are available out there for you to help your customers to breathe cleaner fresher healthier air Don you guys sold a buttload of this stuff when you owned your company and so did we but what are you most excited about to talk about today oh wow I mean you could go into the benefits that people get and that's so excited but until the technicians the guys out there feel like I even know what the product is I'm they're they're typically too scared to talk about it so uh absolutely um you know love the different products we did a lot of Remy Halos and the rgf products I absolutely loved them um a lot of April air filters and things of that nature so it doesn't necessarily matter what product you use because a ultraviolet light and let's start let's stop ever saying UV light I don't even want to say ultraviolet light very often but let's definitely say let's stop UV because we're devaluing it a little bit it's it's just it seems s too simple very googleable if you do that as well so so um you you know the product that your company believes is the best works right works very well in the system they all kind of do the same thing you know they they um go through the process of killing off the stuff that's bad in the in the air and then they grab it out of the air and put it in the filter right so uh let's you know what were the products that you typically like to do Jean well why don't we just start out like from the beginning like with stage one uh so stage one would be whatever their primary filtration system is going to be and I say primary because there are secondary filtration systems that are available out there as well that we'll talk about around stage five okay but um if I was installing something like at my house I've got the dynamic 1-in electronic air cleaners and the reason that I choose those guys is because and I didn't believe it until I really started digging and I I looked at that filter and I said how could it possibly do as good as a Merv 15 or 16 filter and it turns out it actually does with less pressure drop um really really amazing amazing filters and I won't get into like the microns and everything like that but based on my research about the best filter that you can buy as a primary filter um and that's going to be electrified so it's going to attract stuff to it and really hold stuff on I think it I'm not sure if that one's a capture and kill technology I don't think it is but it could be yeah yeah I believe it to be a captured technology we were big April a cabinet users so if we were installing a new system we then and again you would have a few systems a year that you couldn't but of every system we put in came with a breath easy stage one the primary filter we just happen to use April air and you can custom you know put your own logo and name on it if you want to that's not really an issue I'd still put my label on the company to make sure that they call they know who to call if if if they wonder about that filter but but whether you private label it or just put your sticker on it it's it's okay either way but we utilized a lot of April layers I mean every system unless it was like one of those in a closet that just had such restrictions you couldn't physically get it we would do it but we also utilized a filter Back Grill yes that that um so if we were on a maintenance and they didn't get the system from us and they didn't have the April air what's it can be a lot of work to really install that April air after the fact and so um we would have that filter Back Grill and put a a 4in media in the 1 in filter Back Grill just have to make sure you got enough depth on the return and it's not just pancak into the into the wall but other than that and that's why we love systems in the Attic because you really can just put an any Grill almost anywhere in the ceiling um situation but you put a 1 inch uh filter Back Grill but you put a 4in media in it Honeywell makes them we used a company called practical pleat filtration manufacturing manufacturing absolutely loved them um and we went through we went through a lot we just did the standard sizes 20 by 20s 20 by 25s 20 by 30s and every 12 by 12 yeah 12 x 12s were good for that like I want to put a extra return in the master bedroom good morning 12 by 12 you know um would be great for adding a return and I will tell you that if you can add a return to the master bedroom and keep the person who's writing the check and has control of the money cool and comfortable they'll believe I mean they they'll be happier about it all I know they'll be like that front bedroom is hot my kids yes while you're doing that put one in the master so Mom and Dad can shut the B bedroom door and and comfortable in that in that in that bedroom cuz they're like oh that room's never never a problem and then they go and close the door and it's like oh it's hot in here now right couple the return ER you can ever get the supply area go ahead Jean no no no problem I just wanted to throw a couple shout outs I see Joshua I see you on here I see steel I see Tommy I see you guys uh Hey if you uh if you're watching this live guys will you please just throw live down in the comments for me help me to trick this algorithm into sending this out to more people pretty pleased and if you're watching this on a replay hit Replay for me good morning David good to see you man uh so stage two Don so oh real quick um also on the filtration Manufacturing Company you were talking about the Practical pleats they do also have a 2-inch filter y'all um and just so you know the way that this works some of you haven't seen this before and you're like how do you put a 4-inch filter in a return air filter Grill well the filter is small enough to slide straight through but it's got a foam gasket around it that holds it in place in that filter Grill and they work phenomenally and one of the reasons that we love a Leed filter y'all if you don't have a lot of knowledge on the uh filtration side did you know that a 4 to 5 in filter typically has somewhere between 4 to 433 per more surface area and so we're running all of that air air across more surface area which means lower uh pressure drop across the uh or pressure restriction across the filter and as a duct workor expert I can tell you that anytime you're if you got a ver a horizontal system system in an attic or in an unconditioned space and you go above 02 on your static pressure including your filter which is almost impossible not to do you're going to be pulling moisture off of that air conditioning coil slinging it down the duck work into the bottom of the air handler and you're going to create an environmental problem so this is one way to help to lower the Restriction in the duct system and help to reduce further indoor air quality and biological problems in the system okay so stage two d a lot of data out there a lot of data out there on the pressure drops across filters and increasing the surface area drops the pressure that's just like really enlarging the return face of the grill helps well the in increasing the surface area of the filter will do that as well and I think we've done it in the past that if you took a April air media and cut it so you could stretch it out it would stretch like 30 feet 36 feet long right so it's a lot more than just um than just a fil you know standard flat non-plated filter that's that's the plead is what's helped make that so much so where do you put uh duck cleanings in this stages Jean well I'm I'm not GNA duck cleaning I'm not going to jump up to duck cleaning yet because I'm I'm going to go just stage by stage and then we'll get towards that at the end but stage two would be an ionizer now Don share with me what is an ionizer what does that do yeah ionizer um it's a weird word or whatever but we electrically charge the particle and then it when you have a positive and a negative they will attract together so basically it's it charges the particle so the other ones will just naturally attached to it so as we ionize the air we're really not killing it we're not doing anything other than we're charging it enough and it has two effects other dust particles will be negative this will be positive and they'll just attract together like two magnets right but also what happens just like two magnets where you try to put the positive sides together they kind of repel each other the electric motor while it's spinning ends up with a little bit of a charge and by ionizing the air and giving it a charge it repels it from the electric motor but then attracts the other item so it does two effect it it makes the particles grow and get bigger cuz two small particles put together are bigger as those particles get bigger the filter can now capture them or at least they will fall out of the air they won't be permanently suspended anymore and two that blower will won't try to grab them right it'll actually be repelled by that electric motor the blower the blower wheel all metal touching each other and it'll repel by that so it'll actually keep a blower wheel from Ever Getting getting that buildup so that's what the ionizer does I didn't know that I really didn't I just learned something today that's fan fastic man so guys before we move on you might be asking yourself why are we covering this stuff this morning now I believe that most of the technicians out there as I travel the country this is my experience most of the technicians out there do not or will not or don't want to sell something that they don't believe in right so all of the information going over with this you're not going to go over all this stuff with your clients right Don that's right that you you you won't necessarily need that whole thing about ionizers maybe that one engineer a year want to ask it great it's too much talking so this isn't the sales process this is your technician knowledge to give you the comfort that hey this this would help this client's situation this would help their blower Wheels nasty and you got to clean it do you ever want to have to clean it again sometimes as technicians my technicians didn't really want to clean the blower wheel it's hard every time I do I cut my hands yeah so the thought process is if we got to clean it let's do something to make sure we not having to go clean it again one we'll save them money they'll get better airf flow their systems will will cool better they'll be happier with you their their power bills will go down because if the system cools better it satisfies the house quickly so it's it it pays for itself but once we've cleaned it let's do everything we can to not have to clean it again for that client filtration ionization are the two things that will keep us from having to clean blower Wheels again and again and again I think it you know if it needs it let's get it cleaned but as a technician my technicians I was never the real technician but but my technicians would would definitely prefer to not have that nasty blower wheel to have to be clean system that blower Wheels clean yeah I mean I like my attitude was almost like when I was out in the field look if I clean this up for you are you gonna keep it clean so that I don't have to come back here and do this again right because I'm probably gonna cut my hands up doing this and they would almost always go oh man I'm sorry about that right like they they had a sense of obligation to me just as a result of that so bottom line guys we're trying to increase your belief in some of the products out there and what they do so that you feel comfortable bringing them up to clients all right so I hope that this helps you so stage number three is going to be system sterilizers okay all right what were you gonna say Don well on on two I I like to just mention a couple of products again it's not product specific but a lot of guys are seeing the uh GPS and the um Global plasma systems and the little I ionizers that's stage two the ionizers the global plasma systems they have the little fins and some of them have little helicopter blade that goes around and kind of cleans the little little fins on the top of the GPS systems I utilized rgf's equivalent of that it was called the clear sky DM or um DS or Ms excuse me and that was uh clear sky was the comp Editor to Global plasma it's still a it's still an rgf product they just call it a clear sky and they do the same thing in my opinion each manufacturer says theirs is the best it's yours to decide which one you like is the best I just happen to to like the clear sky but a lot of the uh GPS Global plasma and then new Calon got that product and rebranded at new Calgon version so sometimes you'll see the GPS really in a GPS box and sometimes it's in a new Calon box if if that makes sense but an ionizer is an ionizer in my opinion we don't get paid to promote any sort of brand just so you guys know there is we I don't I don't I don't uh I don't have anybody like well sort of kind of I mean we've got some some people who sponsor some of our events and stuff and um for instance you know water filtration and stuff like that uh but uh anyhow moving on so uh the Third paid by rgf at all yeah I'm not paid by rgf at all telling you the on you bought millions of dollars worth of product um so third stage would be system sterilizers what do I mean by that Don yeah s system sterilizers is think about it's what it does but we in the industry often say the item it's a UV light and that's why I say quit saying UV light right here tell people what things do and every time you just say the name you're actually saying the benefit it sterilizes the system it's a system sterilizer it's not a UV light yes it is it's a ultraviolet light stick bulb sometimes I like to call them a CO light if I was going to if I was going to say the word light it's a coil light shines on the coil um the stronger the wattage the more kill rate it has but you're only talking about it only kills things it can see and it can only kill them in about a 6 8 n inch area so you so one coil light one UV light one system sterilizer it's going to sterilize what it can see that's within about just let's just say a foot of it every six inches the power drops so actually within about 6 in so if you've got an A coil a lot of guys know that you want that system sterilized to go right in the middle of that a of the a coil and then it gets all of that surface on the inside of the a coil sterilized for you now you can put one from each end if the coil's really long if the bulbs are really short you could you could certainly put a couple in in there all depends on the physical constraints of that coil yes some of those in coils and W shaped coils that y'all run in out there you can put them in you can put them in in in there but you want them on the intake side of the coil cuz that's where most of the buildups and and the bad stuff happens right coming in through the through the return and then hitting that side of it so we want to sterilize the intake side of the a coil and one we we did our package was one rgf blue QR light but we but we bought almost every competitor we bought every light we could get in town when we were selling these things because no one could stock them fast enough and we certainly bought them by the case and later um pet after covid and things that nature we were buying pallets of these things at a time so that was was crazy yeah it was awesome to watch it I remember the the a video testimonial that you shot for us with just pallets around and you were going through hundreds of these things it seemed like a month yeah um it was a lot so we've got the system sterilizers and I'd just like to add to that that I typically would put somewhere between three or four of these system sterilizers in my systems because of what Don said when you get about eight inches away you have about 1.32% of its effective killing power that's the last statistic that I saw so um I need to make sure that these are passive um not active um sterilizers right they're only ster in like like Don said what they can see or what they're shining on right yeah what they're reflecting off of think about that they have to reflect off of it before but that's what does it they have to reflect off of it so if they can't see it meaning that that light's not reflecting off of it because something's in the way it's not sterilizing it they have to reflect off the surface so I used to take and I would put like a 16inch lamp underneath the coil and then I would put if I could fit at a 16-inch lamp across the top of the coil and then I would put one right where the blower housing was on the side that the module was not right because I didn't want to fry all of those wires by being an inch away from them and of course when you're doing this you want to wrap as many of the wires and things that could be affected by the UV light guys you want to wrap them in some silver tape or something like that to protect them so they don't eat the outer coating of the wires so don I usually put three or four depending on the size of system if I had a five ton I might put four of them in there wow yeah well and you'll hear um older text will tell you oh those things will just eat up the inside of the system if you put them in there a lot of newer systems have upgraded to UV rated wiring right the the the rubber that's on the outside is UV rated you'll see that and you can get electrical tape that's got a UV rating on it and that's what that's doing it's protecting that wire from ultraviolet rays uh the manufacturers upgraded that that's probably 10 15 years ago but older older systems you would if you expose those wires to ultraviolet light they would kind of become brittle the rubber would kind of fall apart circuit boards would become real brittle if you had to touch them or move them they'd almost fall apart in your hands or the vibration on the system could tear them up a little bit but most modern systems are not that go to your manufacturer go to the support line just ask that question are these things UV protected um can I put ultraviolet sterilizers in these systems I don't see a single tech line that's going to say no they're going to say please in fact they probably say sell get our brand because every manufacturer has has in their catalog their own UV lights and even Linux even gives you I think Goodman's starting to do it now but Linux would even give you the recess hole where they want you to drill the hole and put it they would kind of stamp their uh a plate on the end with a little recess that says here's where we want you to put it so the manufacturers want these things in if they want them in why aren't they just including them and just making putting them in their coils or in their Air Handlers jeans why why wouldn't they do that why doesn't every car have a sunroof why doesn't every car have leather or a V8 yeah the chrome wheels or the 22s it's it's an extra it's an add-on And if every manufacturer put every Bell and whistle in their product would probably be priced out of the market even though with all those added to any other system it probably could even be cheaper than theirs but that's not what gets compared first you just the price if you run into I don't know if you saw it or not but typically like when Donald fire a question at me like that an objection type question I'll answer a question with a question and if you guys didn't hear it you you can use this when you're trying to get upgrades for your client to help them right surge protectors or compressor Savers or whatever it is sometimes they will ask you that why didn't why wasn't this included right if it's so important why does the manufacturer put it on respond with that question why doesn't every car have leather a moon roof and 20in chrome wheels on it and the client will say because it's extra it's more money right does it make sense that a manufacturer would want to be competitive with other manufacturers yeah if they put all that stuff in would they potentially look like they were way way more expensive when they weren't yeah you get it now yep there you go okay yeah can you see now why what's uping I see Timothy pulley down here he was in uh service tech secrets training a few years back before it turned into lead ninja Mastermind before I merged the two companies uh good to see you Timothy good to see that you're still using some of the tips and tricks and stuff like that from our training a few years ago I'd love to see you in the masterminder I'd love to reconnect with you on like a zoom or something just to find out how you're doing man yeah thanks Tim for being here and thanks for that great comment on there as well so yeah I don't want to necessarily call what we do tricks that was his word but they're just tactics to get people to come to their own conclusion I think strategies and tactics yeah strategies and tactics to get people to come to their own conclusion so that's three what's next well guys look if if this is making sense to you and you want more education about this you want to find out like how do you even get deeper into the stuff that we teach you know beyond the free stuff like the real real secret stuff um if you want to have that information just go ahead and shoot me a text okay and um we'll set up a time to just have a 15minute zoom call or something so we can reconnect but my cell number for those of you who can't see it on the screen if you're on Spotify or if you're on Apple podcast podcasts it's 239 848 6533 239 848 6533 shoot me a text I got your back um I will help you okay stage four Don would be a uh air scrubber or like a Remy Halo or something like that so tell us more about those products as technicians what do we need to know that they do and remember you're not going to share all this information with your clients if you do that you're going to cause a resin moment they're going to fade off on you they're going to drift and have a a Daydream okay so don't do this this is just for your knowledge we will teach you the communication side if you want to come to one of the events Don when's the next we're sold out for Gatlinburg yay right when is the next one that's coming up and where's that early December um I think we said first through the fourth back in Orlando so you fly into Orlando MC airport Tak an Uber stay with us the whole time in this Mansion we have the food have everything you don't have to ever leave there's actually a pool so it's not a bad time to yourself down in yeah find yourself down in Orlando where the weather will be a lot nicer but Orlando will be the next trip after this this Gatlinburg sold out event so that if you if you heard about the Gatlinburg event and been on the fence debating it well you can you can pretty much eliminate it it's sold out so you don't have to worry about uh that anymore but you're going to want you're going to want to get on the list or you're going to want to go ahead and get your reservation for the Orlando now this class is only going to be about 20 25 maybe um there will be 28 participants at this one okay 28 of course the Gatlinburg is 70 to 80 I'm not sure the exact number but all the rooms are taken right now and uh so 20 so it's a little more intimate a little smaller group and and at that we're going to be teaching all these stages and we're going to teach you how to bring up the conversation how to show share the negative effects and then how to ask for the order which again is where the money's made so today we're really just talking about the levels the stages as we like to say of indoor air quality and and stage four is the air scrubber the Remy Halo we sold a lot of Remy Halos we we would sell about 800 Remy Halos a year year 800 a year and you buy those to buy them by the pallet which is 120 at a time that's what on a pallet 120 Remy Halos if y'all bought a Remy Halo before that's a lot of money and I ended up upgrading I was utilizing the Remy Halo LED at the very end I I wanted my clients to have the best so every time there was an upgrade we always moved to the upgrade item we would have some of the others out there available or left from when we the previous previous order cuz I'm typically order them long before we run out and so we would have that choice of a of a few but we really didn't even give that choice to them it was usually one of those that they needed a discount that we could we could work through um the cheaper one the cheaper one so the Remy Halo LED is what I would what I would utilize um now I have three of those on my house yeah so um that's what we did a lot of um and again that's some some went in with new systems but most of ours got sold on maintenance calls by our young maintenance tech our maintenance tech could outsell our comfort advisors because I my maintenance TCH didn't have much to sell in in a weird kind of way to say that indoor air quality was their big item and comfort advisor sometimes would say ah you know I I like to sell the whole system or you know the the big upgrade and then they ignore the what looks like a little to them but it's still from three to $10,000 our average pack indoor air quality package was $ 2987 that was our most popular let me say that was our most popular was 2987 and if you're not selling $2,987 or you would like to sell 29 $987 to one two three year old systems uh the class will will help you do that the class AB you'll come out ready to do it all right like you you'll come back the very next day running your first calls prepared to do that and guys I have to pause for a second because I take a lot of heat Online for being the IAQ guy and show showing people how to sell products okay and and and number one the reason that I get a lot of hell for that is because we don't often talk about Source control or the envelope of the home and uh trust me I understand about all of that like I went through the Comfort institute's blower door training like 26 or 27 years ago I have operated Honeywell analysis equipment at the time there were only like eight people in the country that knew how to do that so look I I'm not stupid when it comes to knowing that there are holes in the envelope of your home every time you make a penetration in the drywall anytime there's a canl light anytime there's a switch anytime there's a plug anytime there's anything penetrating through a stud going up into the attic you've got an opportunity for the house to leak right and I know that you don't want the house leaking in bad areas like you don't want air from the attic coming into the house or from the garage coming into the house but I also know that the EPA says you need somewhere in the neighborhood of 8.2 air changes a day in your home to be healthy which means all the air needs to be replaced with unconditioned outside air so the house does need to be leaky to a certain degree about eight air changes a day you just don't want it coming in from areas of contamination like atcts and things like that so that but that's a long that that's a whole sales class number one like we at least an hour conversation about that that we don't have time for right now and most people don't have the equipment to depressurize a house and find out where all the stinking leaks in so are so if you're watching this and you're you're you're criticizing me inside of your head for not going over that stuff just understand the reason I'm not doing that is because not everybody's got a 15 or $30,000 blower door on every truck in their company makes sense exactly so for crying out loud go ahead and throw the angry comments down in the in the comment section but understand why we're we're we're having this conversation that we're having it we're not we're not ignoring the infiltration but once it's there we have to make sure we filter it and clean it as much as possible and I have to give tools to people that don't have the the equipment to diagnose that stuff right and if you're gonna open your door or you're going to to go in and out of your house you're going to have infiltration yep unless you truly pressurize that house so much that you can you know it's just blowing that out but you got to bring it back in somewhere and that's another one of the stages so but to finish up on this stage the Remy Halo the air scrubber you know again if I had in hindsight I would tell you that air scrubber outn named thems compared to Remy Halo Remy Halo is kind of confusing name air scrubber is an awesome name if you love the air scrubber air scrubber product I'm happy for you that's it's not about which product you're going to to utilize or my product's better than your product and so many manufacturers and I hate to touch this one but so many manufacturers want to say my product's better than your product look at my stats versus your we tested it and mine has double the wattage and all the all these comparisons guess what we're not competing with each other's product we're competing against a house that has nothing once every house in the country has indoor air quality and has UV lights and Remy Halos or something now we might have to get into the only way we grow our market shares by taking it away from somebody else we get to invent this market share and we did the stats this morning there's like hundred hundreds of million maybe even billion dollars worth of these products sold a year let me just competing with each other let me clear that up for those of you out there that don't think ultraviolet lights work okay the 2025 it's estimated that manufacturers will sell to wholesalers I think that was the the um the group um $2.1 billion dollar in ultraviolet lamps will be produced that's not retail that's that's what they're going to sell us so could they could they be have you know could they be selling billions of these a year if they don't actually work and by the way um the way that ultraviolet light works is it it attacks the DNA of any microorganism that it's exposed to and kills its ability to reproduce it sterilizes it that's why we call it a system sterilizer okay and then it will actually pulverize that stuff on like a microscopic level if you've got a coil that's got crap on it you put a couple UV systems on that as long as they're good ones you'll come back in six months and you'll probably see that that coil is clean enough to eat off of I've seen it myself with my own two two eyes and I I wouldn't have believed it had I not seen it with my own eyes right it is definitely one of those things that that again once you believe it once you see it it's so much easier your confidence gets gets transferred to your client and in situation so again it isn't about my product's better than your product that that technicians like to argue about and manufacturers mind's better we're we're looking at presenting these to clients that are doing nothing even if they bought the worst one on the market it's better than doing nothing that's right that's right and so the the whole comparison arguing mine's better than your we're trying to help people who are typically doing nothing how many times have you presented a UV light when there was one there it's just we just don't do that right we're we might replace the bulb we might service it but we're not trying to tell them that oh that one's crap you got to get my version of it it's that's not necessary we don't have to try to to compete with with the other manufacturers people are doing nothing and for us stage four we called it a bacteria and virus Eliminator cuz that's what it did it eliminated it it eliminated the bacteria and the viruses that were Airborne so we love that name now if you that was just what we called it you could utilize an air scrubber you could utilize a Remy Halo but if we had to write it down on a piece of paper we were writing breathe easy stage 4 and then sometimes we'd write and was it do uh bacteria and virus Eliminator bacteria and virus Eliminator and for those of you out there that are the technical guys you want to know how they say it does it they say that it produces a hydrogen peroxide gas that goes down through the duck work and sanitizes uh you know the air from the ceiling down to the floor and even on hard surfaces they say at least Remy says that or rgf that if you're holding a baby and it sneezes or a kid sneezes on you that 90 9 something per of that stuff should be dead because of what's already in the air to kill it so um look I've not seen the tests or the studies but that sounds pretty amazing um right I I again I'm not a scientist I'm just relaying what they say the product does right there's so many of those studies and they're you know they are interesting I get all of that the reality of it is is if your kid goes to school and drinks after someone they might catch a they might catch a a virus but at least when they come home with it and they are breathing the air that we lower the chances of spreading it to everybody else if you've ever had that situation where one person gets sick and we just have it in our mind that it'll eventually work its way all the way through the house and we all be sick that's not the case when you look at stage four bacteria and virus Eliminator we lower those odds I can't say it'll never happen but we lower those odds that they share it with the next child and the next family member and then you or your you know your family gets it now can't do anything about if they pick up and drink after each other but you know that's one of those things when somebody's sick we're really conscious that don't drink after so and so they're sick right don't don't drink after them don't let them you know and so let's bre the same air yeah but yet we we don't do anything for the air but with a stage four a bacteria and virus Eliminator the OD of spreading drop down dramatically and everyone doesn't have to go through the flu this year because one person got exposed to it at school you see that a lot with kids right kids get exposed to it at school can't always stop that but I can stop that from getting everybody else in the house sick a newborn know we've got a three-year-old we've got a bunch of kids obviously and it's rare that one of them gets sick um but when they do get sick it's even more rare for it to spread throughout the house consider this consider this guys consider that if you do the calculations you'll find out that I'm very close if not right on the money that it takes about 15 minutes in the average home for all of the air the equivalent of all the air to go through the duck system or the air handler so in about 15 minutes if I put somebody in that back room back there and I've got a supply and a return or just a Supply in it because that air is going to come out somewhere um it only takes about 15 minutes for that person that coughed in that room for all of that to be circulated and distributed throughout the house so can you see now also why I say that if you have a filtration system that you are filtering all of that maybe every 15 minutes or so right so perfect design is actually 10 minutes so yes 10 to 15 minutes you want six air changes per hour that's one every 10 minutes uh it's a perfect design how many systems do we go to that has a perfect design and the perfect size return probably not very many but I like your 15 minute number there that's probably reality Perfect Design is and we we're trying to be conservative here as well with the client right I don't ever want to give a client a number that is um grossly overestimated yeah right um like people do this with Energy savings like they'll they'll go out and promise a client so so much energy savings that it's like hey the utility company's going to be paying you right when this is installed um it's insane but let's go to number five because we're running out of time here and I don't think we're going to be able to get past maybe six or seven unless you and I really speed up what we're doing so stage number five would be a whole house HEPA filtration system and just so you guys know like hea um essentially the efficiency rating is that it's supposed to be 99.97% efficient at .3 microns or a human hair depending on the thickness is around 100 microns so split that like a string she's like what 300 times and it's yeah if your technicians out there and if you can't see the screen hea h p a because I have seen it written in h hippie Hipp hippie i' it's just the letters H EPA now I also tell you quit writing that down okay because it's very googleable you can buy for $300 one that people just sit in a room breath easy stage five St yeah it's breath easy stage five and hea I I would tell our guys we don't call it a HEPA anymore we call it a high efficiency particle absorber wow that sounds goofy that sounds weird how'd you come up with that that's what the letters h paa mean high efficiency also seen arrester absorber or arrestor I have heard both you're right you're right it's actually a high efficiency particle absorbance filter is the tech technical name absorbance but you getting all technical I'm getting too technical here high efficiency particle absorber this is you guys don't need to know but we're saying it anyways first if you if you can understand if you if you feel intimidated by indoor equality and you're afraid that somebody's going to ask you a question you don't know first don't because CL clients know far you know far more than they'll ever know yeah second we're teaching you the items that you really might get a question on on a technical you shouldn't share this but we're trying to convince you guys that it's okay to talk about Endo a quality on the next call you go on because you now have more knowledge than your clients even the guy who will do the research and the engineer the accountant that will have a stack of papers printed out ready to talk you now have more knowledge than him after this 30 40 minute call that we're on right now we're just at we're just at stage five but a high efficiency particle absorbance absorber absorbance filter this is that bass filter this is that filter that Jean said that's a second stage so we come through the primary filter perfect we come through the primary filter we're going to grab the big bowling you know the big stuff the dust M the the dust balls the cat hair that kind of stuff then we're going to take about a third of that air depends on the size system in the size uh hea filter that you get but ideally you're going to take about a third of that air you're going to break it off through a bypass duck it'll run through this filter that has its own blower motor on it so you just plug it in turn the switch on it runs 24 hours a day you can like put a switch on it to make it alternate when the system comes on or the fan comes on but I tell you run it all the time why would you want to have a filter and then turn it off so we take about a third of that air we run it through this filter it can have a carbon it it can have two or three stages depending on the brand you get but it'll have a carbon level that level layer in that filter that'll help eliminate odors or smoke smells or things of that nature so it will eliminate the odors if you've ever known of a carbon filter that the manufacturers say put this one in to help eliminate somebody has a house fire and they'll say put a carbon filter in well they're built in to most heas or at least it's an optional most hea filters the ones we utilize certainly were um and then and then you dump that air right back into the system before it goes through you know the heating cooling process bypassing it in the return from a return back into the return which a lot of times when we hear bypass our guy guys will start saying so I take air out of the supply and put it back into the return no we pull it out of the return probably really close to the return Grill and then we filter it and we drop it back in in to the return next to the furnace or the air handler that'll help give that extra flow in essence it's like enlarging the return right it's like enlarging the return because I'm now have two returns and in a perfect world I don't I just put an extra return out in the out in the house and I pull that air through the through the high efficiency particle absorber so those some technical things how to install them a little bit they're a perfect world is a separate return that then goes through this filter and then dumps into the regular return close to the furnace that way I get my suction pressure going the right way I don't want it to work against itself Jean and something else for you guys what a hea what when we say that it's 99.97% efficient AT3 microns I hate that kind of terminology here's what you really need to know it only misses three out of 10,000 particles that are about3 microns in size how big is3 microns it's an inch broken into about 85,000 pieces okay super small I can't even visualize that but it's about one/ 100th of a human hair something of that nature so take a human hair and divide it about a hundred times and you're still probably larger than a micron so we're talking about those particles that are super super small the ones that do the most irritation to our sinuses and Aller you our allergies that slip through most of all the other filters exactly so you get to be the filter there you are the the body your lungs become the filter then we're at about our time here um real quick uh I want to just share like pricing and stuff um stage number six by the way guys um would be a you know some sort of humidity control it might be humidifier could be dehumidifier could be both depending on your climate but just if we go through the different stages okay stage one the electronic filter is probably going to run somewhere in the neighborhood of what um $1,200 to $1,500 installed okay that's probably not an electronic filter it's probably an just a filter unless you're talking about that Dynamic filter I mean not necessarily buying the big expensive Linux pure airs or any of that stuff just just that Dynamic about 1200 to $1,500 easily mhm yep and then if I wanted to I could go up from there instead of using the 1-in dynamic I could use a lenux Pure Air or a Carrier Infinity or or whatever I would never use train clean effects but that's just me um I think it's a crap product really truly do and it just suffocates the air conditioning system hopefully I don't get a Cee and assist here in a second um stage two is going to be your ionizer and Don I've seen those going from anywhere between 900 to 1200 retail does that sound about right that sounds right sounds sterilizers um if you're doing two or three or four of them they could run anywhere between $2,000 installed to 3500 installed depending on the kind of equipment that you're using um stage four the air scrubbers and Remy Halos I've seen done um especially when we get in up not the air scrubber itself but like the Halo because it's more expensive 22 to $2,600 retail okay we we were 1887 on those but that was also four or five years ago before we had such inflation too so I was 2442 back in 2013 so I know that you can get the money guys and everything's gone up significantly since then so um uh and then stage five whole house HEPA filtration system but depending on the one that you get typically they're going to retail between four and seven Grand okay and then humid humidifiers uh stage six not talking about dehumidifiers normally somewhere between a th000 bucks up to I've seen $4,500 on some of these steam humidifiers right so D if we if we add that all up people are always asking how do you get a 10 or a $15,000 list well I took the low end and the high end and I added them all up and you're looking at somewhere between 11 Grand to $20,000 worth of indoor air quality product here and we haven't sealed the duck system we haven't cleaned the duck system we haven't done a uh positive pressure generator to put the house into a positive pressure and keep the NE negative infiltration out um I mean we haven't looked at crawl space encapsulations if it's in a crawl space we haven't looked at um foam sealing duct work can you see now how we get to the numbers that we get to and guys if you're not bringing this stuff up there's no way to get the client to get helped right you miss a th% of the shots you don't take so AB absolutely and and again if you just mentioned that it's it's uh that these exist you would be surprised that there will be someone who struggles with their their asthma or breathing or um you know COPD or whatever that would just thank you for just educating them and sometimes they'll say oh my god when can you put it in and wouldn't that be just terrible that now they're begging you to to uh um to to put it in today I can't sleep another night in this house without it that's that's incredible when that kind of thing happens and it's even more incredible when people call you back 30 days later and say you know you're out here and I just wanted to tell you that it's changed my life I've slept better I breathe better I'm having less issues I'm even starting to doctors are starting to talk about getting me off my medication now it's incredible yep 100% man that mean I I have always the best thank yous that I've gotten have been not from selling a new air air conditioner or or a water heater or something like that it's always been that I cleaned up either their air or their water and the gr the the gratitude that you get from that guys is better than the money that they pay you to do it I can promise you so um Don we got to wrap this bad boy up we're at 51 minutes let these people go and get to work wow yeah you need to get get out there and just add it to your list and if you don't know how to do it December 1st through the 4 four is uh Orlando uh you're going to want to hit Gan up on his phone give him a text message tell him to reserve a a seat for you and uh you're going to want to get this you're going to want to get to Orlando you're going to want to get the Endor a quality added to how many how many calls did you go on this year that you never brought it up if You' have just brought it up even if one out of 20 bought it look at all that extra Revenue that's when you come to the event we'll show you exactly how to bring it up like Don said right so um guys the number telephone number came up on the screen a minute ago my cell just shoot me a text if you need help my cell is 239 848 6533 please don't call me first text me first okay don't typically answer the phone for people that I don't know I don't have time for that okay um and then also if you want information on the next classes just hit me up on that number or put it down in the comments say hey I need some info or shoot me a DM or something like that next technician sales class is going to be December 1st through 4th at Grand holla mansion in Orlando Florida and then the next class after that will be December 6th through the 8th and that is a high ticket and comfort advisor class so if you sell things that are over $20,000 you qualify to come to that event and that's also at Grand Hollow Mansion so we're doing them backtack with one day break in between so we got to clean the place right so don thanks for joining me this morning guys shoot on over if you're on Apple or uh Spotify please give us a review certainly would appreciate that have a great day ninjas until next time looking forward to it thanks for joining us here on the black belt sales podcast