497 | How to Build a Business Legacy with Sales and Family Values

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• Episode Transcript

  [00:00:00] Chaz Wolfe: Do your sales suck? Does your marriage suck? Does the energy that you bring to every day suck? Well, I've got Andy Hobika on the pod today, and he's an absolute pitbull when it comes to winning in his business and family. But don't worry, he's the kind of pitbull that wants to help you. [00:00:14] Grab your pens, let's dive [00:00:15] Dude, I, I appreciate,~ uh,~ you know, how we met obviously,~ uh,~ in amongst,~ um,~ you know, a connection with, with Ryan and a few other things that he had going on there in Arizona. But I just love,~ uh,~ to dive in first. ~Um, ~I believe you told me when we met that you're third generation in your business. [00:00:28] Yeah. Is that right? Okay. I want to talk about that because, you know, there's a stat out there,~ um,~ you know, that wealth generated,~ um,~ you know, in the first, you know, the first,~ uh,~ generation of wealth by the third generation, it's gone and you've experienced not just Wealth, but now there's a business still that's creating wealth that you're holding onto. [00:00:46] I want you to talk about the challenges first off, that being a third generation entrepreneur, holding onto the things that everyone else says statistically should be out of your hands by now. [00:00:55] Andy Hobaica: Yeah, I think it was because I started so young jazz. So, ~um, ~I started [00:01:00] when I was like 10, 11 years old. So my motivation back when I was 10, 11 years old was that I can work really hard, save up and like buy a car or nicer things at that age, right? So even though my dad has been wealthy my entire life, we didn't see that. [00:01:16] We didn't get anything special. We actually got less than most of our friends, right? To where if you skip forward a little bit, I had to buy my first car with my hard earned money of, you know, 15, 000 that I saved up. I had friends that just got their dad's old Honda and they didn't appreciate it. If you put a fingerprint on my Mustang, you were washing it. [00:01:33] Yes, I bought it myself. That was my pride and joy, right? Like it was my life. [00:01:38] Chaz Wolfe: Yeah, that's right. [00:01:39] Andy Hobaica: You really learn in your life how much you appreciate things if I spent 15, 000 on a car when I'm 16, it's like you buying a 300, 000 Lambo and I'm going to watch this every day. [00:01:49] Until you get to become a billionaire, then other stuff's really important. But then. You know, it, it, it all goes together with just working so I think what it was for me was from [00:02:00] 20 years ago to 10 years ago to five years ago, every time I get a challenge, I think of two things. [00:02:06] My dad's expecting me to win here because he's given me all the tools and he's giving me the drive So I better show that I can actually do this and he didn't waste his time Bringing me up and show me the way to do it to do it, right? And then on top of that my grandfather's looking down from heaven and you know something he started with nothing, you know Lebanese immigrant came over after the war took his GI Bill and gave it all up to start his own company and have this big Family, I'm letting him down too. [00:02:31] So I can't I can't have that happen. [00:02:33] Chaz Wolfe: I love that man. What? That's the right answer, right? Like that, my grandchildren and great grandchildren, if they have that answer, [00:02:40] Andy Hobaica: Yep. [00:02:41] Chaz Wolfe: then we're good. But what do you think happened along the way? Of course you said working hard and having an appreciation for things, but what did your dad or maybe even grandfather do specifically to help you understand that the wisdom piece of that? [00:02:55] Andy Hobaica: Hmm. Yes. Good question. ~Um, ~just taking care of people the right way, man. [00:03:00] So, ~um, ~always putting your customers first and you know, like your customer is always right. But there's, there's an extent to that always taking care of the customer. And it dude, it's why my tagline is to stop selling, start helping. [00:03:11] Cause if you can help the customer and focus on helping the people, then, you know, they're going to be able to buy whatever you have to offer if you help them first. I hope that answered a little bit of your question. [00:03:21] Chaz Wolfe: Yeah. Yeah. I think that, I mean, Entrepreneurs by 80 percent or better are first generation wealth because of the stat that I've just mentioned to you, right? ~Uh, ~I didn't have,~ uh, uh, uh, ~future, you know, past generations that gave me anything, and so I'm first generation wealth. And so I'm looking at trying to create what your family has, and I know that the listener is too. [00:03:38] It's a, it's a big topic. And so from, okay, switching back like that, that's, you've been the receiver of this generational wisdom and, and wealth and knowledge and all the things. What are you doing with your children that is keeping them away from entitlement, pressing them into the wisdom and knowledge that you've been passed down? [00:03:55] All those good things. [00:03:57] Andy Hobaica: It's a good question, but like it's hard to answer [00:04:00] because my, my kids are so young, man. I have a full, I have a four and a two year old. [00:04:05] Chaz Wolfe: Yeah. But you're training their subconscious right now. And you know, as well as I know, you know that that might be the foundation of everything. And so what does that look like? Yeah. [00:04:13] Andy Hobaica: coming home at between six and seven and me putting my phones down and not looking at emails, answering calls and stuff like that. A hundred percent goes to family time, right? So I get home between six and seven. I'll put my phones down. Answer a couple of emails, whatever I got to do, but I get home and then I engage with the kids and it's all of them. [00:04:30] I answer my phone, making sales, even though, you know, it probably makes it made me some more money and some people, but at the end of the day, it's all about family. I want my kids to know that I'm there for them. And then I'm going to give them their time. Cause I'm going to give each kid 30 to 45 minutes of just direct time, exactly what they want to do. [00:04:46] Maybe my daughter wants to go into my office and spin around in my office chair for an hour. Great. That's what we're going to do. Because I have noticed when I first had kids. I was, I told myself I was going to do this and then it didn't happen. And then my kids would have like meltdowns [00:05:00] before bed. And my wife would look at me and say, well, you know why that happened? [00:05:03] I'm like, why? And she's like, you've been in your office ever since, every, ever since you got home. I'm like, I had a lot of paperwork to do. And she's like, sounds like an excuse. I'm like you're right. It is. And she'll call me on it, but it is true. So I kind of look back at where my dad was working 24 seven, right? [00:05:19] So he was blowing his dad's company up to what it is now. And I remember him getting home from work. He'd get home from work. He'd come in, say, hi, give everyone a kiss and then go to his office. He'd come out of his office, eat dinner with the family and back to his office. He didn't have much time for, you know, family time because he was running a company and trying to blow it up. [00:05:37] But he says the one thing that he regrets back then was that if he would have done his time a little bit differently and played with us more on a weekly basis versus like, you know, once a month we do like projects and stuff, [00:05:49] Chaz Wolfe: I had this realization a couple of years ago. I was,~ um,~ you know, kind of a, not, not, not quite an identity shift, but, but a big thing for me was I've always been a builder. You're a builder. You're building businesses and teams and, and [00:06:00] sales,~ uh,~ systems and all fun stuff that, that really gets us juiced, you know? [00:06:03] ~Um, ~And playing uno with my then three year old son or my, my four year old daughter was like, ah, the dopamine was just not quite there, you know, ~um, ~but I had to, that shift in that moment was, I'm not playing, you know, I'm, I get to build my, my, my child in this moment, or when I'm with my wife, I get to build our marriage and that, that shift of just words or identity really what it was is like, no, I'm a builder in this moment. [00:06:27] I'm present here. I'm right now in the moment with Andy, because I'm building this relationship onto whether it's something for us or whether it's something for the audience. I don't know, but, but we're here exchanging great value and I can do that because I'm a builder. Right. And so I love what you said there, as far as like being intentional about the time, because sometimes you don't know what's going to happen, especially with the kids, but it's like, no, I get to, I get to. [00:06:47] I get to talk to my son about losing well today in UNO because I'm going to smoke him, you know, or whatever, you know, [00:06:54] Andy Hobaica: Yeah, no. So I agree a hundred percent with you on that, but sometimes, sometimes you've got to add in a [00:07:00] little bit, Chaz. I don't know if you're like me, highly ADD, but sometimes on the weekend. My daughter just wants to go outside and play on a swing set or go on the jungle gym. She doesn't want to talk to me. [00:07:10] She just wants to go active, active, active. I'll be honest, man. Some some days i'm just on and i'm like, oh my god, I know i'm gonna be bored as hell outside I'll throw i'll throw a podcast in my right ear and then i'll play with her I'm fully engaged, but dude, sometimes I gotta be doing two three things at once Otherwise i'm like all over the place like wondering what i'm gonna do the rest of the day [00:07:30] Chaz Wolfe: yeah, I think that that, you know, I think there's wisdom in, in taking moments like that, you know, I, I, I think we probably all do the same. Like when I'm getting my kids ready at night, I do the same thing. I, I spend a couple of hours every single night kind of , Uninterrupted, [00:07:42] and,~ uh,~ and do the same thing. You know, I'm,~ uh,~ waiting on them to do certain things as we're going through our checklist in the evening. All good stuff. ~Um, ~okay, let's, let's, let's change gears here. You're building,~ um,~ your, your family built an incredible business. You are extending a legacy, which, you know, could just be like resting and chilling and, and coast. [00:08:00] And I, if I, if I know you well at this point, that is like the furthest thing from your thoughts. [00:08:03] Andy Hobaica: Yeah, if you're not growing you're losing baby [00:08:06] Chaz Wolfe: Yeah. Your, your grinder. And so let's talk about that energy that you bring in. I'm going to get to sales here in a second, cause I know that's like your, your sweet spot, but you coming into a third generation and you pushing what was already something amazing. [00:08:17] What does that look like on a daily basis for you? Yeah. [00:08:21] Andy Hobaica: So bringing some new age stuff into it, like role playing, right? So I don't know if you've seen our videos and our pictures. We do a lot of live role playing with every team. So sales department, we split our technicians up into,~ um,~ you know, beginners, mediators to the experts to where we can role play with them. [00:08:36] We always have a couple of sales people in the room to give them some, you know, some,~ uh, um, ~aspects of what, what they could do better or stuff to work on. But we have a door in our room and I'll be honest. I got it from,~ uh,~ I got the idea from Andy Elliot. He has it at his training facility. Right. So I went to one of his sales performance, like, you know, ultimate, ultimate closer school or whatever he has. [00:08:56] So I went to it and then we built one. We had our GC build one on [00:09:00] wheels and it's a door with a doorbell on it and everything. So you walk up to it, knock, knock, knock. Someone answers the door, whether it's me and other manager or another technician, and the technician's got to go through that scenario, whether it's. [00:09:10] It's walking up to the door,~ um,~ introducing yourself, presenting a product, coming down with bad news off the roof, like whatever they have to do, but role playing in front of 20 people that they respect. And it's hard, right? It's much harder in front of there than it is in person. But if you can master role playing, you'll be a badass in person. [00:09:27] So we do a lot of role play on a weekly basis. [00:09:30] Chaz Wolfe: Talk about this. Cause I mean, I've, I've spent a lot of time role playing in, in,~ uh,~ phone sales I've done, you know, in person, very similar to what you just described and you're right. That moment of like, Oh, we got to do role play is like whether it's internal or it's external, hopefully it's not external. [00:09:45] Cause you know, that's a, that, that, you know, potentially just needs to be weeded out. But,~ um,~ There is that little bit of hesitation of like, Oh, I got to do this. And it feels awkward. And you know, it's that it's that practice piece, but what is that really building in them? Do you, did you believe? [00:09:59] Andy Hobaica: Well, we both know it [00:10:00] builds a lot of confidence, right? And it also builds respect on their peers. Cause like someone that's not the best at role playing and doesn't want to be there. I'd be like, all right, Alex, you're up. And he's like, yeah, come on. Not like I was, can I watch him? I'm like, nah, like you were picked out of a hat, dude. [00:10:13] Like if you don't go, someone else is going to go. You're going to have to go next week. All right, whatever. And he goes, he actually does pretty well. And then some of the guys were like, wow, like I liked how you did this and I learned from it. And if no one wants to speak up, I'll say something. I'll be like, to be honest, Alex, I liked when you said this, I haven't done that in a long time. [00:10:30] I'm going to start doing it again. Great job and write it down. I'm going to take a note that I'm going to start working on it. They know that they, something came out of their mouth, that someone that they look up to is actually going to try. [00:10:39] Chaz Wolfe: Yeah. Yeah. That's huge, man. I think that,~ uh,~ what you just described, so hopefully this is a note for the listener, what you just described is not only just a. Fundamental. Like you should be role playing. This is a really, really great idea. Not proven by me or Andy, but we just happened to do it and it's fantastic. [00:10:54] But,~ um,~ but then also the encouragement and the technical adjustments that happened through it [00:11:00] is just probably like no other type of training. Very similar to how we do a roundtable with entrepreneurs. When I put entrepreneurs at the table and they're discussing topics back and forth, There's an element of this person sharing and this person learning that I can't facilitate as just a speaker, right? [00:11:15] That you're actually facilitating your own little mastermind group right there in your sales team. You know what I mean? [00:11:19] Andy Hobaica: Yep. And it's, it's like a sidebar. And when we talk about it a little bit, I do a little sales coaching on the side, just for people in my industry, literally a hundred percent, because it's what I'm good at, but I worked as a technician installer all the way to sales. Cause I know the whole spectrum and then how to manage people, but I have, I have four clients right now. [00:11:38] I'm not looking for 40 clients. I don't have the time. I do four to five at a time, max. Cause it's like twice a week, really early in the morning. I'm doing a guy right now where he's becoming. He was a technician, then a selling technician, to 100 percent sales now for home services. And I'm going through the spectrum, but I'll tell you right now, I jump on an hour call with him on a Monday morning at 6 a. [00:11:57] m. Yes, he learns [00:12:00] a lot, but dude, there's always something in that hour that he brings up, and I'm like I haven't done that in a while. I better start adding it back to my process and then I'll write it down. But you tell them that you're like, Hey dude, I'm learning here too. The difference is, is you're paying me to do it or their boss, right? [00:12:13] Chaz Wolfe: yeah, exactly. I had the same thing,~ uh,~ years ago when I was a sales trainer in a big corporate setting, you know, ~uh, ~people would ask me like, dude, I know how much. You know, on, on the scale of, of commissions, like where you land, you could just easily take this time and just go make another sale. This is, this is a diminishing return of your time and money. [00:12:29] I'm like, actually, whoa, no, no, no. By training you, I get to train me every single day. And,~ uh,~ and that's just simply some of the best stuff that you can do, even as a best of the best,~ uh,~ expert in your field. Guess what? That's what they do. They practice constantly and role play, or do these things that make them sharper and sharper and sharper. [00:12:46] It's called mastery, right? [00:12:48] Andy Hobaica: And then on top of that, what is the bet? I know you're reading my mind right now. What is the best feeling when you're coaching someone and you teach them something? What's my answer? What's the best feeling? What do they got to [00:13:00] do? [00:13:01] Chaz Wolfe: Execute, do, do what you said. And, and it works. [00:13:04] Andy Hobaica: So, Hey, call random call from someone I'm coaching from a day and I'm, I'm doing paperwork. I'm like. Okay, or I have to text him. I'll call you in 20 minutes. Get on the phone. Hey, Jeff. What's up, Andy? Man, Monday and Friday last week. You told me to do this. I practiced it with my wife. I Executed I just closed a 45, 000 sale biggest sale I ever have that was amazing. [00:13:24] I'm like, oh Well, there it is So go tell your boss that the you know The thousand bucks a week that he's paying me is well worth it But on top of that,~ um,~ it's just, it feels so good that like, he listened to me, he actually executed, and it worked. I knew it was gonna work, you just have to try it. [00:13:39] Where how many people go to these conferences and talks and see all these people talk and there's 20, 000 people in the audience Four people actually go home and implement. [00:13:48] Chaz Wolfe: Yeah. What do you think? I mean, I've, I've talked about this for a long, long time,~ uh,~ whether it be with salespeople, entrepreneurs, that, that gap that you're talking about from, from learning something to implementation, the shorter, the better, obviously the, the experts do it instantly. They haven't [00:14:00] even left the conference yet and they're already [00:14:02] Andy Hobaica: Yeah, texting my team. Yeah [00:14:03] Chaz Wolfe: exactly. So what do you, what have you seen when, when people are in, maybe in your coaching or you're in your industry or other business owners? Yeah. The reason why they hold on to that gap or they, they make that gap longer than it should be. What can they, what can they get rid of to, to make that shorter? [00:14:21] Andy Hobaica: Negative people on their team [00:14:23] Chaz Wolfe: Ooh. Okay. Talk to me. [00:14:24] Andy Hobaica: So so like let's say let's say you're the service manager the sales manager Whatever and you go to a conference with a couple guys and you get a couple good topics and then you come back And then another manager on your team, or even someone higher up than you, or someone on the team says, ah, I don't like that because of this. [00:14:40] And they just give an excuse. They're not even open to trying it. It's probably a limiting belief of theirs of why they're not even willing to try it. You need the entire team to be open to the fact of like, I don't like that, but you know, we'll try it and if it doesn't work, it doesn't work, but Hey, I'm open to trying new things. [00:14:57] It's the same thing, Chaz, as you would say, like, let's say you own a [00:15:00] sales company right now. And you have four good sales guys, but one of them's really freaking negative. When everyone comes into the office and they're doing paperwork and that one negative person starts talking, what does he do to the other three people? [00:15:11] Chaz Wolfe: Oh, it just sucks the life out of everybody. [00:15:13] Andy Hobaica: Everybody, everybody, and then all three, four people are all complaining about the same thing. It's like, man, like, I have these high performers that aren't performing because they're hanging out with this guy. It's like, but the owners are like, but he can be worked on. He needs a little bit more time. Now, it sounds like you need to cut that person out there. [00:15:28] They're infecting your whole team with this virus of negative [00:15:31] Chaz Wolfe: yeah. Yeah. I created,~ um,~ this,~ uh,~ like bullseye years ago. I learned it from somebody and created my own. ~Uh, ~it's basically like a no negativity bullseye and,~ uh,~ and anytime, whether I was,~ uh,~ just a sales manager at a company or within my own,~ uh,~ organizations,~ uh,~ over the last years, it's like, if we're remote now, so it's a little challenging, but when we were in an office setting, like you guys, It's right there on the wall, man. [00:15:51] If there was any negativity, every, the whole, the whole team kept each other accountable. It's like, no, no, no. Hit the, hit the dot bro. And it was like, you had to go over there, slap the slap the,~ uh,~ [00:15:59] Andy Hobaica: It's a great idea.[00:16:00] [00:16:00] Chaz Wolfe: Discipline of thought, baby. It's like, I not only do I have to keep me in check, but we've got to keep each other in check because you're right. [00:16:06] That, that crab, that crab effect where, you know, crabs trying to get out of the bucket. All it takes is those other guys to pull it back down. ~Um, ~okay. Let's talk about we're [00:16:13] Andy Hobaica: Hey, pop, pop. Hey, pause real quick. Real quick. I got to go back whenever I get into a negative mindset and my pops like knows about it. Cause he knows how positive I am. He'll look at me and be like, Hey, stop that. I don't even want to hear about it. We can talk about it later. Go, go, go read your book. [00:16:27] Go do it. And I'm like, ah, come on. No, you need it. Okay, good. What he's referring to is the audio book, The Subtle Art of Not Giving a Fuck by Mark, by Mark Manson. And like, go, go read it. I'm like, am I, am I that bad? He goes, yeah, you're in a shitty mood. Okay, cool. I'll go skip to like the middle of the book and I'll just listen to Mark rant. [00:16:44] And I'm like. Okay. You know, I needed this. [00:16:46] Chaz Wolfe: Yep. Yeah. No. What? [00:16:47] Andy Hobaica: people to hold you accountable. [00:16:49] Chaz Wolfe: was gonna say, what an incredible tool. Not only that you have your dad to be able to do that, but then an actual like system in that place of like, Hey, not just a white flag of, Hey, quit being negative, but go do this thing that then [00:17:00] releases the brain stuckness in that moment. Cause that's really all it is, is that we got captured by something else that overtook us and our emotion, our decision making and all we need is just that little snap moment of like, Oh yeah, you're right. [00:17:12] Pfft. Whatever. And [00:17:12] Andy Hobaica: And for the, for the listeners, if you haven't read or done the audio book, is hands down. One of my favorite books. [00:17:19] Chaz Wolfe: I love it. That's good stuff. All right. Well, let's keep on the,~ uh,~ on the lane of sales here. I know you're big on overcoming objections. ~Um, ~I have, I have a unique perspective on overcoming objections. I would love to hear, just from the top, when someone says, I don't know how to do that, or I feel awkward overcoming people's objections, like they're coming to you asking for help, what are you going to say to that person? [00:17:39] Andy Hobaica: You're saying that because you're uncomfortable, right? [00:17:42] Chaz Wolfe: Me, personally? Oh, [00:17:43] Andy Hobaica: I know [00:17:44] Chaz Wolfe: want to roleplay? You want to roleplay? I'll roleplay with you. Okay, good. ~Uh, ~yeah, I'm uncomfortable. It makes it, I, I,~ uh,~ asking challenging questions,~ uh,~ is hard for me. [00:17:50] Andy Hobaica: Okay, Chaz, are you happy with your growth and the money you're making right now, and your closing percentages and all that stuff? Are you happy with that right now? Or did you come to Hobike because you [00:18:00] wanted to improve, and you wanted to make more money and You wanted, you saw some of the W twos from some of my employees last year, like I showed you when you got hired. [00:18:06] Chaz Wolfe: Yeah. I want to grow. Yeah. For sure. [00:18:08] Andy Hobaica: So do you think that changing it up and doing something different might change that? [00:18:12] Chaz Wolfe: Well, of course. Yeah. And so I, I guess I, you know, I know, I know, I know all the one liners Andy,~ uh,~ but it, but I don't know what's happening. What do I need to change in me to be able to execute the one liners? It feels, it feels tough. It feels like icky [00:18:27] Andy Hobaica: it is. It, it, it is tough, Chaz, but you're at a point right now to where you're literally. Happy where you're getting by, you're not struggling, but if you want to make it to the next level and be, be part of the top 1%, like we are, you have to become comfortable being, become comfortable being uncomfortable. [00:18:43] You have to be, it's not comfortable asking someone for the sale 19 times. It's never comfortable. It's not comfortable telling the customer that you're not moving until they move forward with. Cause you know, if they use someone else, it's going to go to hell. Like it's not comfortable, but if you want to make more money, you want to become more successful. [00:18:59] You want to help more [00:19:00] people and you want to be a better person. You have to become comfortable being uncomfortable and we have to get you there. But you know what? That's what I'm here to support you with. So I'd love to help you with that. Let's start. [00:19:09] Chaz Wolfe: that. Yeah. For the audience, hopefully you guys just paid attention, but Andy overcame my objection. In that, in that little role play there. ~Um, ~I love, I love the ability that you had. First off, if we can just dissect that for a minute, because I love the technical aspect of, of, [00:19:22] Andy Hobaica: Oh yeah. It's a must. It's a must now. [00:19:24] Chaz Wolfe: Yeah. Well, what's, what [00:19:26] Andy Hobaica: I won't, I won't hire, I won't hire salespeople that aren't, that haven't been technical first, bro. [00:19:30] Chaz Wolfe: well, you have, so even technical in, in like what you were saying. And so you went first to my desire. Why did you go first to my desire? It had nothing to do with. How much money I wanted to make, but that's what you made it about. Why did you do that? [00:19:41] Andy Hobaica: Well, it's, it's, it's the proper way to sell, sell. And at the end of the day, I was trying to get to Chaz because Chaz is coming to me with an issue. It's not really an issue. It's a challenge, but what, what I'm, I'm setting myself up in the conversation up to where I know Chaz won't [00:20:00] have, if I just say, Hey, Chaz, you've got to become comfortable being uncomfortable. [00:20:02] You're like, all right, that's easier said than done. If I go after what's important to you first and why you're actually here, why you want to improve. You're going to remind yourself. Yeah. You know what? I do want to get better. So then when I say something, a suggestion, you're that much easier to be able to take it in and be like, you know what, actually, I'm going to try that out versus Jimmy, just shoving down your throat. [00:20:20] Chaz Wolfe: Yeah, for sure. What do you think is the gap between me as a salesperson or an entrepreneur listening here today, wanting to be better at sales and just telling myself that I want to make more money or do better and then help more people, how do I translate? Me personally, making more money to helping more people. [00:20:38] I mean, you and I know this answer, but let's tell it to the audience. [00:20:42] Andy Hobaica: ~Um, ~I would, I would focus on helping more. Right. So like walking into a sale, not thinking I have to sell this person. You want to, but walking into the sales saying, you know what, I know this person doesn't have cooling. I know they're getting quotes on a new air conditioner and maybe water heater. I know that they're interested because they like my company because of the [00:21:00] reviews, but that's all I know. [00:21:01] So, how about I focus on helping the customer. So, I know your air conditioner doesn't work, but you, do not, do not think I'm going to dig in deep and find out your uncomfortable spots to where, Hey Chaz, let's pretend the air conditioner was working great. Let's pretend you didn't have a hot water problem. [00:21:17] Let's pretend everything was wonderful and this was two years ago when it wasn't broken. What issues did you have then? What hot rooms did you have then? Because I'll tell you right now, if you're gonna spend all this money on a new air conditioning system, but I'm not able to solve your hot rooms because I didn't even ask you about them, then why am I even here? [00:21:32] Anyone can replace an air conditioner. I'm here to create an experience and you to fall in love with my company so you can refer me to all your friends and family because this is a relationship we share, Chaz. I want you to be really happy. [00:21:41] Chaz Wolfe: You know, it's super interesting as you chose to help more, which really means be curious, ask better questions,~ uh,~ be super interested in what the whole scenario looks like. Not just the, the ailment or, or the symptom, right. And, but inside of that, actually what you did for you as that salesperson, in that example, you [00:22:00] gave yourself this immense authority because you were asking questions that probably nobody else was. [00:22:05] And what that led to was a conversation about hot rooms that nobody else had with them. And now they're thinking, Oh, well, geez. How were they just trying to sell me the system? Because if I just have hot root, like this guy actually knows what he's talking about. So instantly, just by asking better questions, I now as a homeowner, think you probably know your stuff better than the other four guys that have been here [00:22:24] Andy Hobaica: So you just sparked a story. This happened six months ago and it's happened many times, but this one was really strong. Key competitors in my industry. All the guys, if I said their names, one, I don't bad mouth people. And two, if I'm not going to say anything bad, I'm not going to say anything good because I'm the best. [00:22:38] But at the end of the day, three to four really top competitors are my, that are good companies. You look them up online. They have good ratings. They're well known. They all went out there to replace an air conditioner quote, because that's what the customer wanted. The unit was only seven years old. Chaz, the main concern from the homeowner was, I think the system is undersized and not big enough. [00:22:57] And that's why it won't cool my house. [00:23:00] Now, every air conditioning salesperson or technician that went out there found out that it was already a five ton that you can't go bigger than that. You would have to add an air conditioner, but they didn't tell the customer that they came down and said, well, your house is sized for a five ton. [00:23:14] I just did a heat load calculation. It's sized correctly. We're all good to go. We need a new five ton or we need a more efficient unit when they didn't need a new system. Chaz, I went out there, took videos and pictures coming down to show Chaz. You have a five ton. Your house is 2, 200 square foot. It needs a five ton. [00:23:30] It seems to be working. Okay I diagnosed a couple things pretty quickly You have a weak capacitor and stuff like that that normal technician wouldn't find but just letting you know, it's working Okay, you have a 20 degree split between your return and your supply. Everything's working good But I think the main problem here is airflow So I'm going to go in the attic and take a look. [00:23:47] I go in the attic. Chaz, there's three ducks that are blowing into the attic that have been torn for 10 years that the home inspector didn't find because they don't crawl back there. So he really needed like 2, 800, 3, 000 worth of duck [00:24:00] work. And then as well, he had three inches of insulation. Now, if you don't know Arizona or a hot climate, 10, right? [00:24:07] So we recommend 12 like a new home to where he needed three grand in insulation. I mean, ~uh, ~three grand in duct work and he needed another 2, 500 in insulation, which actually qualified for a thousand dollar tax credit. So what this guy heard was, all these other three guys, they were just trying to sell me what I needed. [00:24:23] Cause that's what they know to do, but they're salespeople. They weren't technicians or installers before. So they really just did what I told them to do. Andy actually told me exactly what was happening, bought the 7, 000 worth of work for me. And then, Hey Chaz, that seven year old system, when it dies in 13 years, who's he calling? [00:24:39] And then [00:24:42] Chaz Wolfe: Yeah. That's such an incredible story. I appreciate your. Not only ability in that moment to do that for that customer. But right now to be able to share that story, because we, we hear these things as salespeople, as entrepreneurs. And it's like, it's the feel good moments of like, Oh yeah, we did the right thing. [00:24:58] But how many times in the [00:25:00] moment do, is it just easier? They think they need a new system. I'm just going to quote the new system because it's going to cost them 17 grand. And that's just, it's a better payday for me. It's easier to sell them. They don't know, right? Like that's the gap between just go make more money. [00:25:14] Salesperson, you know, help more people make more money, but that's not what you're saying. I mean, you're saying that, but you're, what you're really saying is in order to make more money, open your eyes a little bit, be a better craftsman of what you do, understand what you do better so that you can help the under the customer understand better, and you can actually diagnose the problem. [00:25:34] Actually, right? [00:25:34] Andy Hobaica: I've had those same situations, almost identical to the customer saying, well, Andy, I'll be honest, there's more efficient air conditioners out there, right? I'm like, yeah, there are. Well, yeah. How about we do the ductwork and the air conditioner and you give me some kind of deal. Let's do it. And then they buy a 28, 000 package from me that no one even had a chance of doing. [00:25:52] Cause one, no one went in the attic. No one checked the duct work. No one looked at the actual problem of why these three rooms were hot. Hey, the air conditioner is working [00:26:00] fine. These three rooms are hot. Not because of the air conditioner. It's most likely duct work and insulation and performance of the house. [00:26:05] What if the leaky window is the reason? And they think they need a new air conditioner. Like let's find out the problem. I'd much rather refer a window friend out there. Have him get 10, 000 in windows. Know that I referred him because I love referring people. It always comes back to you. And then when the system needs to be replaced. [00:26:21] Who are they going to call Chaz, the people that quoted, quoted, quoted, or the guy that turned away the work, made no money and recommended windows for the customer. [00:26:29] Chaz Wolfe: Yeah. It's that last point is that it was the second point I was going to bring up. It's just so incredible that you've, you've now said it twice. You have the ability to think long term tell me like, cause okay. Third generation, big company. Someone might be listening right now going, Oh, well, Andy, you didn't need that job. [00:26:45] It's easier for you. I'm, I'm a new guy. I'm only two, three, four years in. I needed that 17, 000 sale to, to make payroll. ~Um, ~no, I'm not referring that window guy out, right? Like, what do you say to that guy who can't think long term like you. [00:26:59] Andy Hobaica: You're [00:27:00] thinking short term, short money, man. Short, short, short. And it's like that saying short money is short lived and short spent longterm will create relationships for a lifetime. ~Um, ~on one podcasts, it's going off a little bit, but it speaks on the same type of thing. I had a customer to where they said, Andy, you gave me all the discounts available. [00:27:18] I'm pretty like this lady had been a customer for like 15 years. I wanted to help her out. Chaz. I was down to doing it right above cost and she still couldn't afford it because the guy in Craigslist was cheaper. So I was really hoping that this guy would at least give us a value to her. But I told her, I'm sorry. [00:27:32] I just don't think you can afford us. And she's like, I agree, but she fell in love with Andy. And I was just trying to help her and do the right thing. She referred me to seven people. All seven people bought from us equal to 170, 000 in business from past other referrals that they gave. It's crazy. [00:27:47] Chaz Wolfe: Yeah, in the moment, [00:27:51] Andy Hobaica: It's hard. [00:27:51] Chaz Wolfe: right in that moment, I can remember being a salesperson, you know, 15, 17 years ago and like I had, you know, zero sales on the board compared to a week where I had, you know, six [00:28:00] sales on the board and you feel different. I get it, but in that moment when you have zero, you have to act like you've got six or when you're in that homeowner's house, it doesn't matter that, that you need payroll for Friday. [00:28:10] You have to do the right thing because it's going to lead to 170, 000 in business. You don't know when, but in that moment, what do you tell yourself? Or what did you tell yourself? What'd you see your [00:28:17] Andy Hobaica: Well, so yeah, what I, what I see is if, if this was my grandmother in front of me, or if it was my best friend's mom, would you take advantage of it? Or would you do the right thing? That's how you have to treat every call, because you never know the human being that's actually sitting across from you. [00:28:33] What if they're related to you, Chaz, and you don't even know it, and you find out 10 years down the road that you screwed over your grandmother of your second father's Childhood that you found out on ancestry. com. You have to think like that The person across from you is your best friend because that person is going to refer you so much work So you never can go for the short term You have to do the right thing by the customer first and how I feel about it Am I going to be able to go to bed at night if I do the wrong thing? [00:28:58] No, [00:28:59] Chaz Wolfe: Yeah. [00:29:00] It's so interesting. This, this plays in, in the mastermind space,~ uh,~ so uniquely because there's, there's masterminds there, a dime a dozen, right? What's unique about a mastermind? Well, the people, and it's like, everybody says the people in their group are the, are better. Right. And it's so interesting when I have come up against,~ uh,~ folks, not, not, not competitors, but other folks have been in other groups that have come to us. [00:29:20] And they're like, dude, everything about this process. Everything about. Talking to you, everything about talking,~ uh,~ through,~ uh,~ learning about your group, through meeting your other members, coming to an event, it's just so different. And so I had to dive into that a little bit because, and it all stems back to what I, what I, what I call the word harmony. [00:29:38] And I, and I talk about this from the beginning. I start talking to somebody about the group is that harmony matters more than anything you're talking about doing the right thing for a customer because I can only, I can only choose the right thing in a scenario where there's a mastermind. Like they don't, I mean, they, they need what we have, but it's not like. [00:29:52] They, they're going to have a, a, a hot house, you know, tomorrow, it's a different type of need. And so I'm, I'm way more in alignment [00:30:00] with harmony. And so I'm like, Hey dude, like, I don't know if that's a good fit or not, because if you're not in, if you don't want it and I don't want you, then we don't have harmony. [00:30:07] And if I put you in a room of other people, that's that negative piece that comes in, right? I've got that one bad apple. It destroys everything. And so we're like, Super keen on it and what it has done in your case, doing the right thing just over and over and over and over and over for us is it's created a space where it's like we just have super down to earth, regular people that are doing extraordinary things that like really love helping people each other. [00:30:29] And it's like that you would think is the mastermind. But how many times have you gotten into a group or gone to an event? It's just like everybody's out for themselves and there's no harmony. It's all negative. It's just like, dude, if we just do the right thing over and over and over again. It eventually all works out, right? [00:30:45] I mean, you're three generations deep. It works out. [00:30:47] Andy Hobaica: it works out and then What I like what you just said has a lot of it's good. I'm just saying like When you build that team right now, we have such a tight knit team that if you come on and you get [00:31:00] past my psyche and you can actually sell me that you're a good person and you're really bad, then hey, congrats to you because I read people very well. [00:31:06] ~Um, ~just like when I met you, I knew you within about three minutes, I wanted to become your friend, too bad you don't live in Arizona because I like you as a person, but I can read people if they're fake or not within seconds. And I was, I was hoping I could read Ryan when I first met him, Oh, cool. [00:31:18] This guy's actually cool. I like him. So it was funny. I told him, but,~ um, uh, ~Oh, when you build that team, we had, we hired someone maybe a year ago. And did they seem like a fricking rockstar? Like they were going to do everything amazing for our team, but they were doing stuff that wasn't best for the customer. [00:31:33] My technicians noticed it. They're like, Hey, I'm not saying he's doing something wrong, but I've been to this customer three times. I saw him sell this. And I'll be honest to my knowledge. I don't think that customer ever had that. Or. needed that product. So I just wanted to let you know, maybe, maybe watch that. [00:31:50] And then three or four times you have all these technicians that are like looking over their shoulder or maybe talking to each other about, Hey, did you see what so and so did? Yeah. I've been to that customer's house. She doesn't have [00:32:00] an attic. He quoted insulation or whatever stuff like that does come up. [00:32:03] And it's like, don't get kicked out really, really quick by the team. Cause the team doesn't want anything to do with them. Cause they're like, Hey, I've worked here for nine years. I have a reputation here. Hobike is doing the right thing and puts the customer first and treats everyone like family. You're not part of this team. [00:32:16] And they'll, they'll, they'll remove them very fast and I'll get complaints. And I'll be like. Yeah, I can't have this. [00:32:21] Chaz Wolfe: Yeah. It's makes it super easy when you [00:32:23] Andy Hobaica: It's like, it's like that. It's like that group, right? Like you're part of that little niche at school. And it's like, well, you're going to get weeded out pretty quick. If you're not in tune with everybody. [00:32:31] Chaz Wolfe: that's right. How do you, how do you,~ uh,~ help other entrepreneurs develop that? I mean, that's, it's going to take some time and some intentionality, but what does that intentionality look like? What have you done with your team to create such a thick culture? [00:32:43] Andy Hobaica: Yeah. So we, we do, we do meetings,~ uh,~ the first and third Tuesday of every month. We would have had one yesterday, but we had to reschedule it. Cause my GM's out of town, but,~ um,~ we do, we do meetings and they're always like,~ uh,~ Very energetic. If you've ever seen my videos, we start the meeting, we get the front of the room and everyone, everyone in the room, if [00:33:00] everyone's not doing it, we'll do it two or three more times. [00:33:02] But we do the, I'm alive. I'm awake. I feel great. We do it three times in a row. It's very embarrassing. It's very stupid, but it gets everyone out of their comfort zone and it's fun. And it does wake you up because it's like, it's like that negative mindset of people. ~Um, ~go, go off topic real quick. Anybody that's listening, if you're at work and you hear some bad news or you get into a negative mindset or you lose a sale or someone backs out and something bad happens, stop what you're doing, focus, come down and do 20 pushups. [00:33:30] Let me know how you feel when you get done, you will snap yourself out of it. Yeah, yeah, yeah, yeah. So, ~um, ~we, we do a lot of that. We do a lot of,~ um, uh, ~recognition cards. So we, we, we, we mass printed these cards and on the front of them and says like, you're my hero. You're awesome, part of the team, whatever it is. [00:33:46] And then on the back, we write stuff to people. And then me and my GM, we walk around the room, and we'll pick them out and we'll read them about people, give people the cards. It seems childish, but dude, it really helps out the team. People get fun with it, they get dorky, they [00:34:00] create nicknames for people, like Papa Bear Andy, thank you for teaching me this last week. [00:34:04] Everyone starts laughing. It's fun. ~Um, ~we read, we read reviews. So if Chas leaves a review for one of my technicians, five star review, we'll read the whole paragraph in front of the team and then give people 100 percent pins. ~Uh, ~where are we at? ~Uh, ~right here. The 100 percent pins. So the 100 percent pins and we have all these different clubs and like, we, we try to meet it to where everyone really does feel like family because we know everybody doesn't do this unless you've been coached by myself or by my father. [00:34:31] You look at how these teams run and you're like, Oh dude, they're doing everything we're doing. And my dad's like, yeah, duh. [00:34:37] Chaz Wolfe: I love it. I love it. You're, you're creating,~ uh,~ a regular occurrence of, of what's probably psychologically like right brain activities. It,~ uh,~ it creates creativity. It creates a little bit of awkwardness, a little bit of like, ah, but it shakes things out, especially the cobwebs, especially on a Monday morning. [00:34:53] Oh my goodness. ~Um, ~I can remember being in several environments like that. And, and just choosing the cheesy things is what I used to [00:35:00] say. I would kind of preface it, you know, typically if, especially if I had new people, I'll be like, look, guys, I love the cheesy stuff. So just go with me. Okay. Do it for me. [00:35:07] And then by the time we're done, they love it too. But it's always that first little like awkward place that, you know, whatever that chant was that you got to get, you know, I had a several chance along, along my years of businesses and sales teams, but it's stuff like that, that makes it. Right. And, and then actually what, what is super unique about things like that, it's, it's very cultish. [00:35:25] It's very like, it gives them something to hold on to. People love that stuff. It feels weird at the beginning, but, but they know that chant. They know that [00:35:34] Andy Hobaica: Oh, they damn well, they do. [00:35:35] Chaz Wolfe: They're going to remember it forever, like [00:35:38] Andy Hobaica: And then we have like, we have like our motto. We have our recognition team. We have our, our, our different sayings, our key phrases. Everyone in the team, most of them have it memorized. And we'll just call people out like, what's our promise to customers? [00:35:51] What's this? What's this? And then some people are like, ah, if they don't know what everyone's like, what the hell, like they joke with them. And they're like, you better know next time because I'm calling you out. [00:36:00] Oh, and then the alive and awake. We always randomly, if no one volunteers and no one ever volunteers, we randomly pick someone to go lead the team in the front, like. [00:36:08] Well, JC, you're getting everyone started. Oh man. Why? Because, oh, cause you're half asleep. Let's go. It's fun. It's fun. [00:36:16] Hey Kings and Queens, Chaz Wolf. I want to talk to you about something that's super important to me. We put a lot of time and effort, we meaning myself and my team into this podcast, into the content that goes out every single day. And if you have been getting any sort of value or insight from this, we want it to be able to reach other business owners too. [00:36:34] So we would love if you would like comment, share, leave a review, post, share again, all of the things. On social media, on all the different platforms, or even on the podcast mediums of Apple and Spotify. We would love to be able to get our content into more hands, more entrepreneurs, so they can grow their business as quick as possible. [00:36:53] Together, we are building a community of like minded entrepreneurs who are committed to growing their businesses to new [00:37:00] heights. So let's do this. Let's help each other grow. [00:37:02] Chaz Wolfe: That's the way it rolls. ~Um, ~okay. Let's, let's talk about, we we've, we've. Talked about culture, communications, cool things that you guys do inside your business. What, what do you think it comes to like in challenging moments, right? So maybe you've got a sales guy or a technician, or maybe just someone else on your team and they're kind of going through a rough spot, whether it be with sales or just performance in general, maybe personal rough, what does that communication look like in a business like yours? [00:37:26] Andy Hobaica: Call them into a meeting and say, you know, schedule it into their calendar. I need, I need to, I need to meet with you. ~Um, ~I just, I want to have a heart to heart. Just call it that, right? You're not getting fired. I just want to meet with you and then you're going to bring up. So we didn't start our conversation like this, Chas. [00:37:39] I'm talking to you now because we didn't set it up for what I'm about to talk about. But anyone that's hired. We're going to go over quarterly. We're going to go over whenever you have a problem. We're going to go over when you, you know, get a bonus, anything that you're doing, your why, because I already know what your why is. [00:37:55] So you've already told me why you want to work here. You've already told me your personal whys, [00:38:00] family,~ um,~ you know, ~uh, ~generational wealth, whatever it is. I know your whys because I have them written down because I care. So anytime you're having a tough time, we'll have a heart to heart and be like, Hey Chaz. [00:38:09] You know, tell me if I'm wrong. It seems like something's bothering you because you're just not performing, man. What's going on? I want to be here. Not that I'm disciplining you that, Hey, Chaz, what's going on, man? Can I help you out with your personal life? Is there any advice I can give you or listen, or maybe do something for you? [00:38:25] We'll hang out this week and go get a beer. Like, is there anything I can do for you? Because. I know you can be a badass and right now it's just not happening. Can you please share with me why I want to help you? Because you told me that you want to do this, this, and this, and that you want to do this. I can't see any of this happening with the way I'm looking at the board right now. [00:38:42] How can we help you? Because you already know their why and you actually care. It's very emotional. You get a lot of employees that like just break down and like get emotional. Some of them will you cry with you because it'd be like, man, I'm just having a real tough time at home with this or this. And like you can support them, whether it's helping them with your own advice or, Hey, you know what? [00:38:59] There's [00:39:00] a mastermind coming up in a couple of weeks. I want to send you to it. I think you would help out a lot. I'll pay for it. All you gotta do is show up, buddy. I think it would help you out a lot. Or I told one of my employees recently,~ um,~ to, to read with his wife before bed every night, the five love languages. [00:39:14] And it's already helping out tremendously. [00:39:16] Chaz Wolfe: Yeah. The game changer right there. [00:39:17] Andy Hobaica: Yeah, game changer. [00:39:18] Chaz Wolfe: Let's,~ uh,~ that's actually a great segue. I wanted to make sure we had time to talk about,~ uh,~ you and your wife and you already kind of tiptoed on, on her calling you out on excuses earlier. So I wanted to make sure I circled back. ~Um, ~that's, that's a, that's the same pageness that you described, right? [00:39:31] She comes, you come in the door, you give an excuse and she says, Hey, I love you, honey, but like those aren't welcome here.~ Uh, ~go do the thing that you said you were going to do. ~Um, ~that takes an incredibly clear sameness. But also a woman who feels confident in that oneness, but also then to be able to communicate to you and be like, Hey bud, you might be King somewhere else, but here you're not, you're not. [00:39:53] And so like, I need you to be, but you're not being it. And I need you to rise up to the King that I know you are. [00:39:59] Andy Hobaica: [00:40:00] Correct. [00:40:00] Chaz Wolfe: How did you guys get to that place? I mean, obviously years and lots of work, but like, you know, one or a couple, you know, two, couple, you know, three nuggets around things that you guys did on the same page. [00:40:10] Andy Hobaica: we have those conversations man. Conversations as in, I tell my wife, you have to be comfortable, just tell me how it is. Do not be afraid of what I'm going to say. I love you and respect you, and if I didn't love you anymore, I would tell you. That's how confident and how blunt I need you to be with me. [00:40:25] When I'm not acting on the things I promised you, I was going to do for myself, for you and for the family. I need you to call me out because I'm not always perfect and neither are you, but I need you to call me out on that because I mess up a lot and I need you to hold me accountable. [00:40:37] It's a non negotiable for me. So we both made it a non negotiable to be able to tell each other what's going on. I'll even tell her sometimes, Hey, Hey Pearl, I love you. Something's not going on tonight, right? Because you're snapping at me about everything. Again, not being rude. Maybe it's that time of the month. [00:40:52] Maybe it's not. If you can give me a little heads up here, I can be a little bit more patient, but I'm just calling you out right now. I just don't, I don't appreciate this [00:41:00] dude. If it's not within an hour or two, the next morning, she always comes up. She's like, Hey. I was in a really shitty mood about this. [00:41:06] Thanks for calling me out on it and made me think about it. And you don't appreciate that. I'm like, you don't have to do anything for me. I just, I just wanted to let you know, because you're better than that. And she's a powerful woman, bro. When you can find someone that's in tuned, a good woman, a good wife takes care of your kids and your home. [00:41:22] And they're loyal, like, man, like, people don't understand, there's still good women out there, you're looking in the wrong places, because dude, I found one, they're around, they're just very, very hard to allow people in, so you have to find that person, and I found mine. [00:41:35] Chaz Wolfe: Yeah. It's so interesting that, that, that, that the little prop that you put up there for us, because there's good women. You know, a queen, if we want to use the language, but what they're looking for is what for the man to be the man who is, who she says she's looking for the man who's worth submitting to, or the man who's worth following, you know, and so what do you think that you've done individually, personally,~ uh,~ on [00:42:00] Andy to, to become the king or the man that she needed you to be so that, so that she can hear that and go, you know what, I'm sorry about that. [00:42:07] And then, and then now we can grow together better. What have you done personally? [00:42:10] Andy Hobaica: To stop being so stubborn, and, Like as you would say cocky, right? I'm a top 1 percent or I bring home all the money I'm the reason why you have all these nice things. You can't be that person. It doesn't help out anybody It's not good for you. And it's not good for your family. [00:42:24] Not good at all So you have to fall into where you go home and I don't care who's listening Your wife's the king of the home has to be otherwise, it's not gonna work guys She's, so when I realized, here you go Ben, when I realized recently in the last couple years how hard my wife's job actually is, no thank you. [00:42:43] You couldn't pay me a million dollars a year to take care of two kids all day long. I don't know how she does it to this day. I do not understand it. It is the hardest thing in the freaking world, cattling two children and taking care of a household and making sure there's no drama at home and dealing with if I'm not having a good day to come home and [00:43:00] call me on my bullshit. [00:43:01] That takes a village. It's one woman. [00:43:03] Chaz Wolfe: Yes. Yeah. I I've, I've spoken to that angle about Julie, my wife before, where it's, it's not, I mean, kids by themselves, you're I'm with you. There's been several weekends where I, you know, she's gallivanted on with, with a trip or gone somewhere or. And I'm like, by the time she comes back home, I'm like, okay,~ uh,~ less you woman. [00:43:20] ~Um, ~and so that's, that's always a helpful reminder, but, but even just the fact of dealing with us, like, even if it was just that one thing that they just have to deal with us.~ Um, ~yeah, like we've created an environment. Cool. You've bought her some nice stuff. She probably lives in a nice home, but like that doesn't necessarily equate to dealing with all of just you [00:43:41] Andy Hobaica: you and me, you and I, Chaz, we're the same sales people that are motivated, we're extremely emotional. How do they deal with that? Like, I w I don't know if I could deal with someone like me. To be honest, [00:43:51] Chaz Wolfe: It's a lot. It's a [00:43:51] Andy Hobaica: lot of work [00:43:52] Chaz Wolfe: It's a, it's a lot. And, and, and the credit you gave to her, I think is just as beautiful. And I'll give the same to Julie because it's not even just like, [00:44:00] like handling and reacting. I think that was probably some of our first years, you know, of like, Holy geez, dude, like you don't stop and it just keeps going and all the fun stuff that I'm sure your wife has told you. [00:44:11] ~Um, ~but now it's like a, like a proactive, like she already knows. She, she can anticipate we've talked about just not necessarily that my expectation of her is to anticipate, but I've told her these things here. And like, just like this morning, like literally I was running a little late this morning. I was about to come up to the office and I was like, Oh, I need water. [00:44:29] I was like, but go back downstairs already full. The little, super little things where she just paying attention. [00:44:36] Andy Hobaica: I know my wife does the same thing. So I have a funny thing I have a little man cave casita in my new house. I'm a lucky man Yeah, my new house is on two acres like talk about hard work like you get enjoy it finally So where if you walk into my man cave casita, I have this little little refrigerator and what it's meant for is like alcohol, right? [00:44:52] I don't drink much. Oh, there's I put water bottles in there because in the morning, I'll take a water bottle out And I'll put my,~ um,~ I take,~ uh,~ like a [00:45:00] Vitamix neutralizer like in the morning. It's like thousands of different vitamins. It's the reason I'm never sick. I boost my immune system. [00:45:05] And I pour that in there. And I will always remember to load the refrigerator up with the cold water bottles. But I look over in the morning and there's 30 in there. I'm like, man, she has time to do that after all the other stuff that she does. It's crazy. But when, when, when you treat life, wife like a queen and you show her that she really is appreciated and that how much you actually care and you actually, you know, enjoy all the things that she does and you appreciate her. [00:45:29] She'll go above and beyond and actually figure out your love languages are some of the smallest things that they can do for you. Right? My wife gets dirty, bro. My wife, she's old school, man. She's like half dude. I always say she's outside picket dude. My wife picks up the dog poop. [00:45:44] Chaz Wolfe: Oh [00:45:44] Andy Hobaica: My wife, my wife cleans the house when I told her you can focus on the kids. I'll get a house cleaner. She's like, no, they're not going to do it how I like it. I'm like, okay. And like, like it's, it's crazy to where I got one of the good ones. Chaz, I'm the one with the Amazon problem, not [00:46:00] her. My wife doesn't enjoy going to target and spending tons of money. [00:46:05] I'm telling you, my wife's one of the golden nuggets, bro. Shout out to you, Pearl. I have to buy her things for her to do things. I don't know if you saw my post recently, I wrapped her Durango in that purple. [00:46:16] Chaz Wolfe: Oh, I love it. That's so [00:46:17] Andy Hobaica: You know why? Cause she told me when we first started dating that she wanted to own a purple car, but she would never spend the money to do it because she thinks it's a waste of money. [00:46:25] Well, you should have seen this smile on her face when I came home with a matte wrap, purple Durango. [00:46:30] Chaz Wolfe: yes. I love it so much. Yeah. Julie, actually the first similar sounds like Pearl and Julie need to be a friends because man, everything you've just described is pretty similar. I actually do the shopping like clothes shopping. ~Um, ~like she, she's not into any, she's like, nah, whatever. I'm good with the stuff I had in high school. [00:46:44] I'm like, [00:46:44] Andy Hobaica: Yeah, exactly. What? [00:46:47] Chaz Wolfe: let's get you some, let's get you some new stuff. ~Um, ~and [00:46:49] Andy Hobaica: know. [00:46:49] Chaz Wolfe: it's so, so good. What do you [00:46:51] Andy Hobaica: I met my wife and my wife, real quick, my wife's name is Pearl, right? So Pearl, old school, same as my daughter. When I met my wife, her name's Pearl, right? [00:47:00] And she didn't own Pearls. Like what the hell? So it was like our one year anniversary. I bought her real Pearls. And she's like, Oh my God, you bought these, how much were these? [00:47:09] I'm like, well, the money doesn't really fricking matter. It matters that I can finally buy you something with your name in it. And that I'm appreciative of everything you do. And this is before we had kids and all that stuff. And she's like, these had to have been a fortune. I'm like, you know, you always have those one liners. [00:47:23] I'm like, well, nothing, nothing can put a price on that smile. And like, obviously I have to do things for my wife. Cause she won't do them for her. I have to plan trips. I'd be like, Hey babe, Saturday. You're going to get brunch and mimosas with Christina and Karen. I set it up with Brandon and she's like, wait, what? [00:47:40] I'm like, I know I got the kids. We're good. Yeah, [00:47:44] Chaz Wolfe: hope that the listener is paying attention to just your little intentions, intentionality. If I could just sum up, you know, really a high performer, but for sure you is it's doing things with intentionality. ~Um, ~I gotta share it. Cause you, cause you share that Pearl story. I have a Pearl story myself and I think we've [00:48:00] just been going back and forth. [00:48:00] It's super fun. ~Um, ~we were in a Kona and they have like a little, like little Pearl shops where you can, you know, have a little experience. You open up the deal and you get to pick your Pearl and. Julie,~ um,~ had, I don't know if she had any real pearls up until that time, but she loves pearls. Like that's like her, like kind of fun thing that she liked the, like to look at and, and, and have, but she didn't have any. [00:48:21] So yeah, we, we got her this, this ring,~ uh,~ it was from Kona is like this really special thing that she didn't, she was like, oh my gosh, like very simple, like, oh my gosh, it's like a lot of money. Da da da. We get it for, and a couple of years later, she loses it and just was devastated. Just, and we got it from Hawaii. [00:48:34] So it's not like I can just order another one. And so, ~um, ~years later, probably, I don't know, eight, seven, eight, nine years later, we were in Hawaii again, and I saw it was a similar shop, like similar experience, and I took her over there. She knew as soon as she, as soon as she saw, she was like. No, like, babe, I lost it. [00:48:50] You know, like we don't need to do it again. You don't need to spend. I'm like, no, no, like I did. Yeah, like, no, no, I've been like [00:49:00] waiting for this moment for like nine years to be able to do this for you because you, you deserve it because you do so much. And so I [00:49:06] Andy Hobaica: A hundred percent. [00:49:07] Chaz Wolfe: It doesn't always have to be a gift. [00:49:08] And I loved how you gave some intentionality there around getting with her friends and stuff like that. That doesn't always have to be a gift. It can be a gift of time. Just taking the kids. That's probably Julie's number one. If I had to go to her right now and be like, what's the number one thing I could do for you? [00:49:18] She'd be like, just, you know, Here have these, the children. Yeah. [00:49:23] Andy Hobaica: have to do that. Like, Oh, I had some things going on Saturday. No, you don't. I looked at your calendar. You have nothing. So you're going out with them. She comes home and a couple of things happen every time. And I know my wife's going to listen to the podcast. I love you, babe. [00:49:34] She'll come home and she'll say, man, I needed that. I'm like, I know you did. And then she'll say, ah, it happened again. I'm like, what happened? And she's like. All the women are jealous at the brunch. I'm like, why? She's like, I tell them a couple of things that you did and now their husbands are in trouble. [00:49:49] Chaz Wolfe: Just keep doing you King. ~Uh, ~that's just the way that it rolls. ~Um, ~what do you last, last piece here on, on, on your wife? What do you think that she's like from your daughter's perspective? [00:50:00] What do you think your daughter is seeing in the woman that you just described? [00:50:04] Andy Hobaica: ~Um, ~explain that differently. She has like what she's seeing, how she's acting or how I'm treating her. What do you, what do you ask me? [00:50:09] Chaz Wolfe: both one or the other. [00:50:11] Andy Hobaica: Okay. That's what I heard when you said it. And then I'm like, I don't think that's what he [00:50:14] Chaz Wolfe: Yeah. No, that's okay. Answer it. Answer it. What do you think your daughter's learning from watching the environment of your home? Let me say it like that. [00:50:21] Andy Hobaica: I like that. Yeah. So she's seeing a woman that's hardworking and doesn't say no to anything that is willing to put their kids and husband first before them and not doing anything for themselves until they're forced upon them. I see that in hardworking. ~Um, ~very calm to where if anyone loses their temper, it's me. [00:50:39] My wife always calms me down. She's never yelled in my household. I have and I have to apologize and get over it. But also, my daughter sees me treating my wife like a queen. I always get emotional when I talk about this thanks for bringing it up. But like, I open the door for my wife. [00:50:53] I treat her like a queen 24 7. I'm always speaking with her with intelligence and the whole thought behind it of like, [00:51:00] this is the most important thing to me. To where everyone in the room that has a daughter that's listening, you would know that if you treat your wife like shit and you guys are yelling at each other all the time, that's what your daughter's gonna run to. [00:51:12] Your daughter's gonna date a bunch of douchebags. They yell at them, even though they don't want that. They, they internally think they need it because that's how their dad treated their mom. [00:51:22] Chaz Wolfe: Yeah, it's so [00:51:22] Andy Hobaica: And we don't want that, bro. [00:51:23] Chaz Wolfe: No, no, no, no, no, no. We're trying to raise little Queens, right? ~Um, ~it was super [00:51:27] Andy Hobaica: you have a daughter, man, you become an emotional wreck. And I'll be honest, now I understand what these people say. I have a four year old, almost five year old when she's 14. Yeah. Yeah. I'm, I'm going to want to kill some dudes. So I get it. [00:51:39] Chaz Wolfe: Yeah, I've already, I've,~ uh,~ I've got my,~ uh,~ up here in my loft, you know, several elk on the wall, deer, Turkey. Guns, bows, arrows, [00:51:47] Andy Hobaica: We didn't even talk about that, baby. We can talk about that for the next couple of hours. I'm a big hunter. [00:51:51] Chaz Wolfe: Oh, I love it. I love it. ~Uh, ~but I'll be for sure bringing, you know, young men,~ uh,~ up to the loft to, to have a chat with them before they, before the date,~ um,~ Full circle there, gotta, [00:52:00] gotta, gotta make sure that they know what I'm capable of. ~Um, ~I, I think it's super special that,~ uh,~ that you've spoken about your family and your wife that way. I think it's great that you also,~ um,~ are passionate about it. I think it's actually, well, we, we, we talk about inside of GTK is that it's the ultimate mastermind between you and your wife. [00:52:15] ~Um, ~that everything probably, you know, pretty much flows out of that. If you guys are not just on the same page, but if you guys are like rocking and rolling together, gosh, that's why everything else is rocking and rolling.~ Um, ~okay, dude. Well. We have covered a lot. ~Um, ~I was gonna ask you a couple more questions, but,~ uh,~ man, you've given so much value already, and, and I, and I wanna be respectful of your time. [00:52:34] What would you say to the listener right now, we've kind of covered a lot of topics. Maybe as if you could, if you could maybe hone down like your biggest success in maybe a sentence or two, what do you think that that would be for you? Like maybe, maybe today? ~Uh, ~someone else had to give a, a, a anal, or not an analogy, a eulogy or a, like a, you know, this is what Andy was. What? What would that [00:52:56] Andy Hobaica: So like I told you before, if I don't care what you do, [00:53:00] whether you're an insurance agent and you're calling someone on the phone or you're meeting someone at a meeting or your home service salesperson, you're going in there, your technician or your personal trainer. If you just focus on helping the person with something that has nothing to do with what you do first. [00:53:17] And then honing in on what you can help them with while you're there and then selling them something, you'll be someone so much more successful and happy in your life to where if you just focus on helping them, first of all, it's something that you're not even there for. Like, dude, I've, I've been to people's homes to where I walk into and I'm like, that door is like falling off the fricking hinge. [00:53:36] I bet I can fix it. Hey, Chaz, before we get started, I'm sorry, man. I'm just, I'm a handyman. If something squeaks in my house, I'm fixing it that day. Or I can't go to bed at night. It's the same thing here. I'm going to leave this sales call, whether you use me or not. And I'm going to be pissed off that this door was making noise. [00:53:52] I can fix it if you'd like to have some tools and go get some WD 40, a couple drills, sockets, good to go. And dude, now the door's not squeaking anymore. I'm the one [00:54:00] to fix their door. That's all they're going to remember. So I just, that, that, that's what I focus on to where you can help the people to where. [00:54:06] Maybe you're giving a quote on insurance. I'm not an insurance agent. And someone comes in and you find out that they're not having the best day. Maybe spending the first half an hour on asking them, are you open to hearing some coaching to where that what's helped me in that situation and helping that person get through something. [00:54:21] So your conversation actually goes better to where you would have never got the sale because they care about what happened to them three hours ago that you're not even digging into. That's, [00:54:28] Chaz Wolfe: gonna block the sale anyway. [00:54:30] Andy Hobaica: that's one of them. And then the second one I tell everyone is if you're in any kind of industry where you're in your car for at least an hour a day to where I'm in my van truck, whatever I'm driving, I'm in, I'm in a vehicle for like three, four hours a day, going in between calls, visiting jobs, going out to meet someone, a customer dealing with a situation, maybe someone's upset, anything like that. [00:54:50] Windshield university. Stop listening to music while you're driving. It's doing nothing for you. If you go to the gym and you want to listen to music. Yeah, I do, dude. I was in the gym this [00:55:00] morning listening to some hardcore Skrillex because it gets me in the mood and that gets, gets me to bench a lot more to where I feel good. [00:55:06] I like EDM music. If anyone wants to ask my favorite when I'm working out, but if I'm just driving, you're listening to the same music, which dude, to be honest. Country, rap, rock. It's usually about drugs right? It's not about positive things unless you're listening to the Christian Station, which I do not listen to. [00:55:21] I don't enjoy it. But I'm saying, like, if you do, great. How about you learn something that day? Maybe there's something you can hear that you haven't done for a while. Maybe it's a book you already read and you enjoyed. Listen to it again. Listen to the audio book. I guarantee you'll pick something up, jump on a podcast, listen to Driven. [00:55:37] Dude, there's something you can learn that day where it's going to help your life, someone else in your life, or the person you're about to go see, maybe it can help you out in that situation. Maybe I'm going to learn something where like I've heard that before, but I exited out of my life. I don't know why I put a pause on it, but I'm going to enter it right now. [00:55:53] And you know what? I'm going to use it on this customer. I'm going to do this. You would have never given that opportunity if you didn't listen to an audio book or a podcast. [00:56:00] So I would stop listening to music. You can go to a concert, you can listen to music at home and in the gym. But think of it as this, whether you work for someone or for yourself, you're wasting your time and their time. [00:56:10] If you're listening to music while driving, when you could actually be learning something. [00:56:13] Chaz Wolfe: Yeah. It's, it's just a huge leverage. ~Uh, ~and, and you're right. They shouldn't even be thinking about it. I haven't listened to music outside of like, you know, some, some church music here at the house with the kids or, or in church, but it's like, why, why it's not helping me. And I think actually what you've given the listener is, is a lens of, or a filter to be able to think through what I'm doing right now. [00:56:36] Yeah. Does it serve me? Does it help me get to where I'm going back to where your first question was in the role play? What is it that you want? You told me this is what you wanted. Is that still what you want? Okay, great. So person listening right now, you're obviously listening to a podcast. So that's fantastic. [00:56:52] Good for you. What else? The other time that you're spending in the car or even I would even just say really any other time. Like when I'm getting ready, there's [00:57:00] no one else around me. I've already spent the time with my family or I'm about to go spend the time with my family. It's just me, the shower and my clothes. [00:57:06] I'm listening to, to an audio book. Like the second that I'm by myself because, because I'm trying to constantly learn and grow,~ um,~ just like Andy described. So that's good [00:57:15] Andy Hobaica: The only reason I pick music in the gym, it says, if I listen to an audio book, I'm not going to get anything done. To [00:57:19] Chaz Wolfe: Yeah. [00:57:20] Andy Hobaica: I have to listen to something that's going to pump me up or listen to nothing at [00:57:23] Chaz Wolfe: Yeah. I was gonna say I'm a nothing,~ uh,~ guy. Music is fine every now and then, but,~ uh,~ it's, it's pretty early and, and my, and I'm, it's in my house and the kids are still asleep and it's just, I'll just go nothing and it's just fine. [00:57:35] Andy Hobaica: I dude, I don't care if I had an iron paradise in my house. I don't think I would work out. I have to go [00:57:40] Chaz Wolfe: You gotta go somewhere. It's all right. Yeah. There's a different feeling. ~Um, ~I just, the, the efficiency of my life [00:57:47] Andy Hobaica: Oh, of course. Of course. [00:57:49] Chaz Wolfe: I can't get [00:57:49] Andy Hobaica: you're like my brother. But,~ um, Uh, ~my, my brother works out at home every day. And I just like, I just, I don't think I'd be productive. I don't know. I'm just getting to a routine to where I go to the gym and now I'm standing in a room and I'm like, [00:58:00] well, I can't take out the trash or go do chores. [00:58:02] I'm at the gym. I better work out. [00:58:04] Chaz Wolfe: Yeah, yeah, yeah. I get it. I get it. Yeah. Well, Andy, you've been incredible. ~Um, ~how can the listener find you? Maybe, maybe they just want to connect with you. ~Uh, ~maybe they want to hire you for maybe some sales training or some just coaching in general. How can they find you? How can they hire you? [00:58:16] Andy Hobaica: Easiest way is Instagram and Facebook. Just Andy Hobika, A N D Y H O B A I C A. And guys, I would recommend just going to follow me on Instagram. Everything I coach people that they pay me for is on my Instagram and on YouTube and on Facebook. Everything. It's just a lot of people need, they pay me a lot of money to where they just want to be babysat and they want to get that personal one on one and they want to role play. [00:58:39] Which is fine. If you want to pay me for that, then I might take you on. It's all about the person though. You know how many people I've interviewed and told them I was too busy to coach them because I didn't like the person? [00:58:47] Chaz Wolfe: Yeah, well, that's just [00:58:48] Andy Hobaica: I didn't want to teach them my tricks because I don't like the person? But at the end of the day, go to, go to Instagram, watch 20 videos. [00:58:55] I guarantee you learn something, shoot me a message. I always offer everyone this, [00:59:00] if someone wants to jump on a call for like 30 minutes to an hour like this, like a podcast and just talk, and I can actually get them to learn something, I don't charge them for it, maybe I can add enough value in that hour where they don't need to hire me, but you know what that's going to do for me, Taz? [00:59:12] I'm going to go on that week knowing that I helped someone and I got nothing in return except knowing that someone's going to implement something to make a better life and I had something to do with it. So that's why I do podcasts. That's why I love talking to people and creating these relationships because dude, if I wouldn't have showed up to the gym with Ryan, he would have never invited me to the fricking top golf. [00:59:29] I would have never met you and never had that relationship. I think you're a cool dude. And at the end of the day, we'll hang out and we'll go to events together and stuff. But the thing is, is I would have never met any of these people if I didn't get out of my shell and just do it. [00:59:41] Chaz Wolfe: yeah, for sure. 100%. I can't describe to you that,~ uh,~ that I agree more than what you've said. ~Uh, ~one thing always leads to another, especially when we're making good choices around learning, meeting new people,~ uh,~ helping other people like you've described. ~Um, ~and I, and I, and I encourage the listener to, to take you up on it. [00:59:56] ~Um, ~if you're, if you're, if you're a guy who's saying, Hey, call me,~ uh,~ at [01:00:00] no charge, 30, 30 minutes or something like that, which I, you know, so several people do, but not many people do it. ~Um,~ [01:00:05] Andy Hobaica: No one takes me up on it, bro. Like three people. I'm in a crowd with like, I did a mastermind at service nation. It's like a thousand people in the audience. I had one person hit me up. I'm like. Okay. Whatever. [01:00:14] Chaz Wolfe: yeah, it's, it's crazy that, that people just won't. Reach out because you're, you're right. It just never know where it's going to go, but you're right. This, this relationship is far from done. ~Uh, ~we are going to do some cool stuff together. ~Um, ~we got to get,~ uh,~ got to get our wives together. It sounds like, and,~ uh,~ and our daughters,~ um,~ there's some cool stuff that can happen there as well, but I just appreciate you, man. [01:00:31] Thanks for being here. Thanks for being here. Super early in the morning, Arizona time. ~Uh, ~it's not, it's not early to you, but,~ uh,~ I think the rest of Arizona is still sleeping currently while we're recording a [01:00:40] Andy Hobaica: of them are. Yeah. And then lastly,~ uh,~ you know, it was really good pod. I really enjoyed it. If you have me on again, we'll just do straight sales and overcoming objections. We can have fun doing that. It's just getting to a podcast and people have a rhythm they want to hit. And then they bring something up. [01:00:53] I'm like, dude, I'm sorry you brought it up. I have to go hard on everything that you bring up. [01:00:57] Chaz Wolfe: hundred percent. I thought you did an amazing job. Thanks for being here, buddy. [01:01:00] Blessings to you and your family. ~Uh, ~we'll talk soon. [01:01:02] Andy Hobaica: I appreciate it, brother. [01:01:02] Thank you for listening to driven to win. I hope that you were able to pull out a few nuggets to go apply into your business right away. More importantly, though, I hope that you're realizing that it takes more to be successful than just being by yourself, doing it all on your own, carrying the weight all by yourself. [01:01:20] What I have realized, not only in my own journey from multiple businesses and multiple different industries, and now interviewing over two or 300. Other very successful seven, eight and nine figure business owners is that it's tough to do it alone. And so gathering the Kings exists to bring together successful entrepreneurs. [01:01:38] In fact, we are putting together 1000 Kings specifically who are grateful, but not done. We're intentionally assembling Kings who fight tooth and nail for their business, family, and communities. And here's what we believe that in the pursuit of excellence in those areas. That it ignites within us, the responsibility to govern power and [01:02:00] forge a lasting legacy. [01:02:01] So if that relates and resonates with you, and you know, that you need people around you, sharp, qualified, other very successful business owners. I want you to go to gatheringthekings. com. I want you to take a look at what we're doing and see if it makes sense for you to be part of our pursuit to 1000 Kings talk soon.

In this episode of Driven to Win, host Chaz Wolfe sits down with Andy Hobaica, a third-generation entrepreneur who’s mastered the art of blending sales excellence with family values. Andy shares his journey from humble beginnings to leading a family legacy, diving into his unique approaches to sales, customer service, and team culture. Discover how Andy uses role-playing to perfect his sales process, overcomes objections with ease, and builds intentional relationships in both business and life. They also explore the power of accountability, open communication, and partnership in marriage—all while focusing on raising the next generation of leaders. If you’re ready to grow as a leader and create a lasting legacy, this episode is packed with actionable strategies and timeless wisdom.

Andy Hobaica:

Website: https://www.hobaica.com/
Facebook: https://www.facebook.com/andy.hobaica/
Instagram: https://www.instagram.com/andyhobaica/
LinkedIn: https://www.linkedin.com/in/andy-hobaica-093b5a85/

Chaz Wolfe:

Link tree: https://linktr.ee/chazwolfe
Website: http://www.gatheringthekings.com
Facebook: https://www.facebook.com/chazwolfe/
Facebook: https://www.facebook.com/gatheringthekings
Instagram: https://www.instagram.com/gtkfamilymastermind
LinkedIn: https://www.linkedin.com/in/chaz-wolfe-86767054/
LinkedIn: https://www.linkedin.com/company/gatheringthekings/
TikTok: https://www.tiktok.com/@gtkfamilymastermind
YouTube: https://www.youtube.com/channel/UCM1-6UfgrdBzqk1k20VJgXQ

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