Well, most of the guys that are trying to explain the engineering and how cool the thing is,

you're doing it wrong. One, you're offering unsolicited advice. You're not asking questions.

And you're selling based on how cool the product is rather than to solve a pain.

So what we're doing is we're identifying wants, needs, desires, and pain. And then if I

identify a pain, I poke the pain. I say, tell me more. So let's say, I go in and say, hey, which is

the hot room in the house? Welcome to the Waste No Day podcast, a podcast specifically for and about

the home services industry as it relates to

plumbing, heating, air conditioning, and electrical. More than a podcast, Waste No Day is a credo,

a determination, a mindset. It is a never-ending discipline. It is a refuse to lose pursuit. It is a

wake-up call every morning to waste no day.

Now here's your host, Brian Burton and Nate Minnick.

Hey, welcome to another episode of the Waste No Day podcast.

Your host, Nate and Brian hanging out with you.

I am operating out of Lancaster, Pennsylvania, tri-branded location.

Mr. Brian Burton operating as the general manager, the Benjamin Franklin, the best plumbing provider in the Phoenix area.

And we are excited to be here with you to talk about some new ways and some old ways

to make your sales and communication better. We're bringing back a fan favorite. Mr. Andrew

Dobbins is rejoining us and we're going to be having a good conversation today. He had a

great episode, one of my favorites back from February of 2020, talking about selling

out of your own wallet, and I know he's going to bring the fire today in continuing that

conversation to make you a better person in the home. Before we get to him, and before we have

that great conversation, we're going to start it off with a quote, and as always, we're looking

...