If they don't see positive or negative consequence for moving, they're not moving.

And your solutions feel optional.

Optional deals get pushed aside.

They get delayed or everybody's favorite.

They get sent to committee to discuss with a party who's not there.

They get to let me think about it. Second opinion. When the client understands the cost of

inaction, the conversation changes. 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 again, looking forward to another great episode. As always, this time we're going to be focusing on building an elite sales process. We're excited to dive into this

one, and I'm sure you are too. If you've listened to us long enough, you know that we're trying to bring you great content every week. We hope that you are enjoying it, and we plan to make this episode just as good as ever. We're looking forward to that, just the two of us hanging out. We're going to kick it off with an introduction. And, of course, as always, Brian has this queued up for a quote. Albert Einstein said, if I had one hour to solve a problem, I would spend 55 minutes thinking

about the problem and five minutes thinking about solutions.

Hmm.

Well, far be it for me to disagree with Einstein and

he's not around to defend himself, bro.

Go nuts.

Tell us how much smarter you are.

Yeah, I'm not attempting to do so.

It's just, I don't know, I'd have to think through that quote a little bit to see if I,

...