Welcome to Close it now, the podcast that's revolutionizing the H Vac and home improvement trades industries.

Get ready to dive deep into the world of heating, ventilation and air conditioning.

We're turning up the heat on industry standards and cooling down misconceptions.

And we're not just talking about fixing vents and adjusting thermostats.

It's about the transformative movement that's reshaping the very foundation of H Vac and home improvement.

We're the driving force, inspiring top performers who crave excellence not only in their professional endeavors, but also in fitness, nutrition, relationships and personal growth, proving that we can indeed have it all.

This is Close it now, where excellence meets excitement.

Let's get to work.

Now.

Your host, Sam Wakefield.

What is up, everybody?

Hey, Sam Wakefield here.

I am stoked to be back at it with one more episode.

We are entering so close to 200.

This will be episode 196.

So coming at you hot.

First thing I want to talk to you about is the Close It Now Boot Camp.

It is relentless, the ultimate sales transformation.

It is April 49th, 30th and May 1st.

You're going to want to get your tickets soon, so I've made it way easier.

Go to Close it now boot camp.com closeitnowbootcamp.com you can get your tickets there.

Hurry.

If you hear this recording really soon and you get your tickets quickly.

So that is.

Let's do the dates again.

It's April 29th, 30th and May 1st of 2025.

So you hear this before.

Then get your tickets because the first 10 are buy one, get one.

That means you and a buddy can go and basically split the cost of one ticket and get yours at half price.

Or if you want to take somebody, buy a ticket and take somebody with you.

But the first 10 tickets are half price.

Those will not last long.

I think there's already a couple gone.

So make sure to get your tickets soon.

It is www.closeitnow boot camp.com.

so go straight there.

Get your tickets right now because it will sell out.

There's 60 seats available and that's it.

And I know that there are quite a few already spoken for.

So first come, first serve, when they're sold out, they're sold out.

That is it.

So it's going to be in Boston, Massachusetts, April 29, 30 and May 1.

If you've gotten value from this podcast, just wait till you're in person because holy moly, the results, the way people's lives are changed, it is off the hook.

So one more time and it'll be in the show.

Notes www.closeitnowbootcamp.com Go get your tickets.

It's going to be awesome.

So getting into this episode.

So for all of you who didn't hear that I was the keynote speaker at an event this past Friday of January 24, in 2025, it was in Minneapolis, Minnesota.

I shared the stage with Joe Creole, Jason Walker, with Elizabeth Howard, with Phil Falanski, with Brett Buckley, with Tim Brown.

It was incredible.

Dustin Van Orman.

All of these people are going to be on the show really soon.

So we're going to have tons of guests coming up.

So I'm going to today give you my keynote speech.

So we are going to, we're going to really deep dive into what we talked about because this is next level, right?

So, quick recap from the event.

One of the things is, you know, it's really cool to get to talk to and hang out with, you know, guys like Brent Buckley and Phil Falanski.

If you don't know, Phil Falanski did 19.7 million in 2024 as a salesperson in H Vac.

Right?

Huge number.

Absurd.

They know that that's not duplicate, duplicable, duplicatable by people across the country because they have a very specific model.

Now, one thing that I, and Brett, Brett Buckley too, he was like, man, it, not everyone can do these kind of numbers.

However, the principles are the same.

Now, not because people can't do it.

Here's the message.

It's not because people can't do it.

It's because they built around themselves a team and a very perfect model to be able to do that.

When you have an entire team of people in the field that are technicians turning systems over to you directly.

And so you've got a dozen of them and you only take the ones that are, you know, 10, 12 years plus that are completely down.

Of course you're going to have those kind of numbers.

Now here's the thing.

When we were talking to them, there was lots of Q and A going.

And everybody in the crowd kept asking the questions of, well, how do you handle this objection or how do you handle this objection?

And, and here's what they said.

And this is the important part.

What they said was we say the same things you do.

We don't say anything different.

There's no magic bullets in sales.

There is no secret.

The secret is there is no secret.

Right?

They have become someone worth buying from.

They've put in intentional, dedicated, hard Work and effort for 20 plus years to become.

To get to the place where they are.

Which was awesome because, you know, me and Jason Walker and the rest of us in the back were like, yes, this is what we've been preaching forever.

You have to become someone worth buying from.

Has nothing to do with.

Do I, you know?

Yeah, there's a little bit of like, do you use this word track versus that word track?

Yes.

All of the psychology that we talk about and the, you know, the neuro.

Neuro Linguistic programming, the nlp, all those different things that we talk about on this show, absolutely.

It does apply.

However, the most important thing is authenticity, clear communication and being that person worth buying from.

Work ethic.

That's one of them.

They both said, no one outworks me.

No one will outwork them, period.

End of story.

Hard stop, right?

They do the things that the rest of us and the rest of you don't do, right?

They're knocking the neighbors around the install and every appointment, right?

They introduce themselves everywhere they go.

They introduce themselves, right?

They're constantly making contacts with people who do, you know, I guarantee you they've gone through their friends list on Facebook and every person on there knows what they do, right?

If you haven't gone down your own friends list and down your own contact list in your phone and messaged them or talked to them and said, hey, I don't know if you knew this, but I do xyz, I do home improvement, I do heating and air, I do plumbing, I do electrical, I do whatever it is that you do.

If your entire network doesn't know what you do, you haven't done a good job of communicating, right?

They've got to get the message out.

We've got to get the word out.

So that was one of the coolest things, was just hearing from them.

They're like, no, we have the same closes.

Some of the things they did say, though, were very interesting.

You know, we were talking about like, you know, if we know cells of psychology, it's like, how many psychology books have you read?

You know, I raised my hand, Jason Walker raises his hand, Joe Chrisra raises his hand.

Nobody in the crowd raised their hand, right?

Whoa.

Why not?

Right?

If we know that, you know, we're.

We take all these personality trait, you know, personality tests and, you know, the better you can recognize someone's learning style and someone's personality quicker, the more, the better you'll be able to communicate to them clearly in a way that they understand, you know, then the question is, well, how many because every personality test usually has an entire book that accompanies it.

So the question is, well, who, if we know this, who's read those books?

Of course, you know, same people raise our hands and everybody in the crowd hasn't, right?

So it's not about, you know, the things, right?

It's not about the magic bullets.

It's not about all that.

It's about doing the work it takes to learn the things it takes to be a professional.

If you are a professional in your industry, you're going to study the things it takes to be that top performer.

Now, I'm not.

Yes, you have to know some knowledge of the mechanical stuff.

Yeah, you got to study that.

You got to know airflow design, all the things.

I'm not saying don't learn it.

What I'm saying is when you get into H Vac or any other trade, right, when you get into the sales, you don't have to know the technical stuff from the beginning, but you do have to learn it along the way.

The more competent you are at learning it, but learning it without being.

Without falling into the technical trap of.

That's all that you communicate, but you have to learn it along the way.

However, as a communicator, your tool bag is not necessarily having a, you know, hygrometer and a, you know, a voltmeter.

All those kind of things in your tool bag, your tool bag as a communicator are different communication skills.

The psychology, we're talking about the, you know.

Have you ever taken an acting class, an improv class?

That's one of the best things you can do to learn how to come up with something on the spot, to be able to answer.

Are you a musician?

Have you ever just jammed with people, come up with things on the spot, those types of things will help you as much or better.

Toastmasters.

Have you ever heard of Toastmasters?

Toastmasters is a group that meets weekly to work on public speaking skills.

Right?

Go join a Toastmasters.

Learn how to speak in public.

So it gets rid of that.

Any kind of hesitance you have about talking to people, especially presenting, right?

There's all the things we can do to better ourselves.

And every single one of those that you do, you will get better and better and better.

The goal is to be.

Not to compare to somebody like a Phil or a Brent that, you know, 14, 19 million dollars, who cares?

Don't see it as.

I could never do that.

See it as what's possible.

Choose to be in competition with yourself every single day.

Be 1% better than you were yesterday and then 1% better and 1% better.

And across a year you're not 365% better.

It's way more than that because of the power of compounding.

In fact, go back and listen to the Compound Effect by Darren Hardy.

The Compound Effect by Darren Hardy is incredible book that covers this and the power of compounding.

So with all that being said, with all that being said, let's get into the content for today.

Super quick though.

Before I do, I just want to say thank you to every single person who's listened to this podcast and has gotten value from it.

All of the just everywhere across the world, 71 countries.

Thank you so much for listening.

I am grateful for every single one of you.

My question is, who do you know that I can help?

Who do you know we can help?

Do you know a company that needs some sales training, that needs mindset training?

Reach out.

Share it.

Share this podcast.

Have them reach out.

We are currently booking for 2025 for on site visits.

We're currently booking.

It is filling up fast.

I want to make sure that we get your location down, get your location locked in.

That way we can get you guys to the, you gentlemen and ladies, to the next level.

This is crucial, right?

So it's crucial that you lock it in ASAP because it's filling up.

If we fill up before you get your spot locked in, you're going to have to wait, right?

Doesn't mean we're not going to be here, but the cost, the opportunity cost of waiting is, will be worth millions to you because I'm here to tell everybody 2025 is turning around.

The last two, two and a half years, year and a half have been a basically a bloodbath in the home services.

But there's a massive, massive turn that happened and you want to be able to capitalize it.

And the only way to do that is to sharpen the axe right now.

So get in touch with us.

Email me samloseitnow.net Go to the website closeitnow.net and or join the Facebook group.

Make sure you join the Facebook group.

Invite people to the Facebook group.

Let's grow that thing.

That way we can reach more people.

Search Close it now on Facebook.

I'm on Instagram, I'm on LinkedIn.

Close it now is everywhere.

So everybody, let's get into some of this content.

As soon as we do a what's in your cup?

All right, before we get into the content, it's time for a little what's in Your cup today.

So today I took a.

Took a departure from the coffee or from the tea.

I'm back on coffee.

And today is of course in my failure is not an option NASA cup.

I am actually hit up some Starbucks.

It's the nespresso pods and this is the Columbia single origin coffee.

Columbia toasted hazelnut and herb notes.

And so what I did though is I kind of made my own version.

Anybody that was in coffee shops in the 90s, so I'm a 90s kid.

Coffee shops in the 90s used to have what they called a nutty Irishman, which is Irish cream and hazelnut together in a latte.

So that is what I did today.

I've got some of that syrup.

So a couple pumps of each into my nespresso and actually it's milk free.

So it's just flavored an espresso.

And yeah, that is what is in my cup today.

For a little boost.

What is in your cup?

Let me know in the Go to the Facebook group and comment.

What is in your cup?

So let's everybody take a drink together.

Three, two, one.

All right.

Time to get in to this content because this is serious.

This is a big deal, right?

The message I have for you today is it's very much a.

It's an important one, right?

My question is who do you think you are?

So I'm going to give you the presentation that I gave at the H VAC summit up in Minneapolis.

Before I do super quick, quick shout out Tim Brown.

He, Tim and Bia Brown.

They own Hook Agency up there.

They do digital marketing.

This is not any type of a paid promotion or anything like that.

They're just good freaking people, man.

I got to know them across the couple days that I was there and I cannot recommend them high enough.

Reach out to Hook Agency for your.

For digital marketing.

They build websites, they do SEO.

They do.

The main thing I'm so excited about right now that you have to talk to them.

Ask them about their newest product.

Ask.

Ask them about their Maps product.

Get a hold of Hook Agency.

Tell them.

Sam, Sam, it.

Close it now.

Sent you.

Get a hold of them.

You've got to know what is going on with their Maps product, right?

The company that I'm actually friends with, the owner of a company that developed it, they grew by, I think it was 100 something percent last year with 5% ad spend.

Nuts.

So those numbers might not be exactly accurate, but it's close.

So definitely reach out to Hook Agency.

Ask about the Maps product.

And in fact, I'LL put the link in the show notes just so you can get to it pretty easy.

But Hook Agency, get a hold of Tim.

Tim Brown up there and tell him Sam sent you, right?

It's kind of everybody remember in Peewee's Big Adventure, tell them Large Marge sent you.

But no, it's not scary.

At least I hope not.

Hope I'm scary.

But yeah.

So that's the.

That's the thing.

Get a hold of Hook Agency.

Those guys are awesome, and they will rock your world because they're doing things right.

They're doing things with authenticity.

They're doing things with heart.

And more importantly, most importantly, they're getting some freaking results.

So that's what I'm all about.

And I know you are, too.

So let's get into this.

All right?

I'm going to take this through as if I was speaking to a crowd.

So there may be a few times where I ask you to call in response.

So let's do it.

All right, One more sip and let's go.

All right, so first question for you.

Who do you think you are?

Right?

Your belief about who you are determines your outcome.

That's the theme of this.

So whether you think you can or you think you can't, you're right.

Henry Ford.

Another quote.

A man or woman is what he thinks about all day long.

Ralph Waldo Emerson loved Ralph Waldo Emerson because he was great at understanding the mind, right?

Understanding thoughts and those types of things.

So, you know, my question is, you know, how many of you have been to events?

You've been to events where you go to conventions or to trainings or those types of things.

And so we go to the events.

It's exciting.

We get to meet the people.

You get to get autographs.

You do all the things.

But then what happens, right?

What happens when we get home?

We're all excited, learn all these things, Then we get home and nothing changes, right?

We get back into the daily grind.

We back into just the atmosphere that we're around, the culture that we're around, and nothing changes, right?

This used to be the poster child for this, everybody, until I began to understand the concept that we're going to talk about today, right?

Because we know what the definition of insanity is, right?

Doing the same thing over and over and expecting different results.

Now, that is not Albert Einstein.

I looked it up.

Um, most people think it is, but he did not say that.

So just for some accuracy here, because, you know, I'm all about accuracy.

We don't believe in guesswork here.

We want to be accurate.

So, but to get changes, we have to make changes, right?

We have to adopt this mindset that for things to change, I have to change.

For things to get better, I have to get better, right?

Business changes, changes in your operation, changes in your hiring process, changes in your sales presentation, right?

So, you know, the question is, right, who's ready to go home and actually just see results?

You know, who's.

Are you ready to actually see results in your life as you learn things, actually implement and see results, right?

So changing your sales numbers, business, all of that.

So one of the interesting things is, you know, and let's talk about this a little bit, like, you know, this is January.

How many of you raise your hand if you're driving down the road in Drive Time University.

Keep your hands on the wheel, but raise your hand if you have.

If you set New Year's resolution this year.

You know, New Year's resolutions are cool, but I do mine a little differently.

We'll talk about that on another episode.

But, you know, so what happens?

It will take like a fitness goal, right?

You set a New Year's resolution and, you know, we know what happens.

You get to the gym in January and it's packed second week of January, a few less than the first week.

By the third week of January, you know, it's down a bunch.

Fourth week of January, by the time you get to the first week of February, it's as if no new people started.

Maybe a few stragglers that, you know, that stayed, right?

Why is that even crazier?

And definitely raise your hand if this has ever happened to you.

Cause I know it's happened to me.

By February, mid February, I'll end up sometimes worse than before I started.

Worse than before.

The resolution of all this intention to like, oh, we're going to crush it this year.

It's going to be great.

I'm finally going to do it.

And February hits and you're actually in a worse place than before you started.

So why is this.

And this is exactly what we're going to talk about today.

So the one thing, of course, as you know, once you learn something, when you make a decision, all those things you have to implement, you've heard me say it over and over and over.

Success happens at the speed of implementation.

That is everything.

So here's how this happens.

So we're going to frame this discussion a little bit.

Where do changes come from, right?

True, lasting change.

It comes from, you know, who do you think you are, right?

Who you believe you are?

Shapes Your identity.

And your identity determines your outcomes.

So where do changes come from?

Right.

It starts with our thoughts.

Right?

It starts with our thoughts.

So there's another Ralph Waldo Emerson quote that I absolutely love.

It's my favorite of his.

And it says this, it says, sow a thought, reap an action, sow an act, reap a habit.

You sow a habit, you reap a character.

You sow a character, you reap a destiny.

So in this quote, of course, sow is s o w sow, like planting a seed.

Right?

So I'm go through it again.

You sow a thought, you reap an action.

You sow an act, you reap a habit.

You sow a habit, you reap a character.

And you sow a character, you reap a destiny.

Right?

So it has everything to do with this flow, right?

It's your belief creates your identity which determines your outcome.

How you see yourself will determine your outcome.

We have to start here first.

Now with this, there's one thing I want to cover, right.

Because time is an illusion, right?

And so, and this is going to set up when we, we're going to get to habits here in a second.

But let's talk about time being illusion for a second.

And is it okay if I prove it to you?

Yeah.

And so time is an illusion.

So everything that happened this morning, everything that happened yesterday, it's memory.

Right?

Because all we have is now and then it's gone.

And then now and then it's gone.

And then now and then it's gone.

And then now and then it's gone.

And tip.

Right.

Anything that happened five minutes ago or 10 or yesterday or whatever, it doesn't exist right now.

It's only memory.

It'll never happen again the same way like that.

Now here's the crazier part.

Is, or just as crazy is anything in the future.

So anything later today, anything tomorrow, it's pure imagination.

There is nothing that says it will function the way that we think it's going to.

Right.

You could have either a good or bad scenario happen in the immediate.

Imagine you all of a sudden win the lottery or somebody hands you a check for $500 million.

Would that change the course of your day?

Would you change what you're doing there today?

Absolutely.

Or on the, you know, in another direction.

Is, and I'm not calling gloom and doom, but say you're in a car wreck or plane crashes on the building and it's, you know, you're not there anymore.

Right?

Immediate change.

No.

Anything that we thought was going to happen in the future is now completely different.

So that means the future is imagination.

So what do we have, right?

There's good news and bad news.

The good news is everything you have in life is a direct result of the choices you've made up until now, the current habits that you have in your life.

So the bad news of that is you've got exactly what you asked for.

You have exactly what you've put the work in to have right now.

What you, you know, all the habits you have in your life.

The good news is you don't have to stay there.

So if you don't like where it's at, you don't have to stay there.

All you have to do is change habits, which will create better belief.

That means you believe about yourself, it's going to create your identity, and then that determines your outcome.

So that is the pattern.

We cannot, you know, so many people say, well, when I get there, then I'll be that person.

When I, once I finally see the results, and then I'll say, I am that person.

No, that's opposite.

It is be, do, have.

That's the formula.

So let's talk about habits.

How do we change our habits?

How do we change, you know, how do we change our belief?

How do we change our identity?

So, you know, we want to sell more in 2025.

The main thing is there's no magic bullets here.

Everybody, you know, like we talked about at the beginning, there are no magic bullets.

Results build belief, right?

We, so, and here's the thing, right?

We talk about top performers, moving industries all the time.

This is very much like exactly the case here, you know, so story from Minneapolis.

I brought Brent Buckley up on the up to the stage with me, and I was like, hey, man, so here's the deal.

Let's imagine this, right?

Because we're talking about belief and we're talking about identity.

He knows he's a top performer.

He knows he's not bottom of the barrel, right?

And so I asked him, I had him come up and I said, hey, so imagine, let's play this, you know, fictional scenario.

Imagine Willis Carrier was never born.

He never invented refrigeration, never invented heating and air.

And so now, starting tomorrow, there's no more heating, no more H Vac.

That doesn't even exist.

H Vac.

It doesn't exist.

So you're in a new industry now.

It's still in sales, it's still commission, but it's completely different.

It's not even related.

So I asked him I said, so you know, you're gonna start at the bottom.

And, man, you should have seen his eyes.

They almost popped out of his head.

And I was like, so you get to be like, I don't know, just kind of mediocre for a while.

I was like, how long is it going to be till you're on top again?

He's like, oh, it won't be very long.

Why is that?

He's like, because I know that I'm a performer.

I know that I'm a top performer.

I know I'm going to outwork everybody.

I was like, yes, exactly.

And that proves the point, right?

The conversation in person was longer than that, and it was really cool because the second everyone saw his face, he could not hide the flinch when I was like, oh, so you're going to start at the bottom?

Or you could be kind of mediocre for a while.

It was such a face of disgust that the thought of even performing at that level, he couldn't take it because he is a top performer.

So, Brent, huge shout out to you, man.

It was great to get to know you over the weekend.

And I hope you listen to this podcast because this is crucial, right?

So for everybody listening, you get to control the outcome of your life.

And that is the most beautiful part about this.

You get to control it.

You get to set the.

Your thermostat.

You get to set your identity thermostat.

But it comes here first.

Belief, Identity, outcome.

Saying.

Going to say it again.

So the question is, how do we create a different belief?

How do we create a belief that turns into an identity?

Well, like I said, it starts with our habits, right?

It starts with our habits.

And our habits, of course, start with our thoughts, right?

So remember.

And I need you to.

Need you to remember this.

Your mind is like a parachute.

It only works if it's open.

So we're going to hop into something called affirmations.

How many of you have ever heard affirmations before?

Because our brain is like a computer.

Bad data in, bad data out.

If we put garbage in, garbage out.

If we put good stuff in, it's good stuff out.

So our brain is our programming, right?

We have to program our brain.

This is the reason so many people get stuck at these glass ceilings.

And, I mean, you all know people in your life.

I mean, you're probably guilty of it yourself.

I know I am.

Because you'll start down this road, and you start creating these habits, and you start creating success, and the success starts to stack up and stack up and Then what happens?

For whatever reason, we self sabotage.

We do something that immediately slaps us back down to that upper limit where we've always been at.

So how do we break through that?

How do we create the new belief that maybe reset that thermostat to a higher degree, a higher degree of earning, a higher degree of accomplishment, a higher degree of health, right?

Resetting the mindset around.

I am not comfortable where I'm at.

I will only be comfortable when I'm at a different, maybe a different weight, right?

Like forever.

It's a personal story forever.

My mind was like, all right, 190, man, this is healthy.

And then I realized, saw some videos, saw some pictures, like, oh, shoot, that's not healthy.

Because I drifted up to like 205, 210, 215, and I'm five seven.

That's a lot, right?

I was a chunky monkey and I made a choice, right?

I had a horrible bout of gout, which if you've ever had gout, it's awful.

Don't.

Do not go there.

It's.

Don't, don't even.

So made me immediately make some life changes.

I dropped down 180.

Let's keep going 170.

I mean, my wrestling weight in high school was 171.

Now I ride right around 165, because that's just my new mental reset.

This is my, this is where I'm at right now.

Now I'm not done now.

I think I'm probably at the point where I'm going to be near this actual weight on the scale for a while because now I'm replacing muscle, the fat with muscle mass.

Now my goal is 10% body fat or less, which I will achieve because I'm on the way, right?

I will achieve because I've created the habits, right?

So let's talk about habits.

Let's talk about resetting your, you know, your thermostat around your behaviors, right?

So habits.

So instead of setting New Year's resolutions, and we've talked about this before, so if, you know, if this is old news to you, it's a good reminder.

But we talked about setting new, you know, instead of New Year's resolutions, create yourself a habit.

And as you create that habit, what I want you to do is, is turn it into a personal standard.

Turn it into a personal standard you refuse to compromise on.

A couple episodes ago, we talked about this.

This is mile markers.

This is the checkpoints.

Go back and listen to that episode that says goals are overrated.

I'm not Going to deep dive here like I did in that episode.

But go back.

That will definitely accompany this episode.

But the question is, who do you think you are?

You know, you can hear it in somebody's language.

You can hear it in the words they use, the amount of excuses you use or don't, right?

Your confidence, your clarity, right?

So there's two things that create confidence, right?

The way your confidence is created by experience and also consistency, right?

I used to say preparation.

Yes, preparation.

But the consistency of preparation, well, we're just going to change it a little bit.

So the consistency of preparation will also breed confidence.

So one of the things that we have to remember is, you know, your energy introduces you before you ever knock on the door, right?

The weight of your experience and your confidence pulls behind you like a trailer.

You don't have to say anything about it, but everyone knows someone who has a lot of experience.

And the people who don't, you can.

They don't even.

It doesn't even have to be the words.

It can be the exactly the same.

But you can hear it in their language.

You can hear it in their words, you can feel it from them, right?

We know this totally the whole thing, right?

So, and here's a good example.

When I say your energy introduces you before you ever knock on the door, raise your hand.

How many of you have ever been at like a gala that's like a dinner, Everybody's in a room.

It could be.

It could be a church, it could be anything, any event where there's a bunch of people in a room just kind of doing their thing.

And then.

And I like to use like a dinner party or a gala as a good example or keynote speech.

So we've all felt this before.

Someone walks in, no announcement was made.

There wasn't any kind of fanfare.

Somebody walks in and it's like the whole room goes quiet and turns to see who that is.

Why is that?

It's because their energy is such a big and powerful energy, High vibration.

Everybody in the room can feel it.

Even if you don't believe in this kind of stuff, you've experienced this, and that's proof that this is really a thing.

So don't let your mind shut down in this conversation, right?

Don't think this is too woo woo.

Right?

There is proof that it's actually a thing because you've experienced it even if you weren't paying attention before now.

When you're in those types of environments and situations, pay attention and I guarantee you it will happen to you.

So One of the things we do is we have to, like, not fall into the trap of turning a formula into everything.

We have to remain a little bit emotional with this kind of stuff, right?

One of the things that I want you to do is when you're implementing is stop trying.

Stop trying things.

Go back to the classic Yoda quote.

He says, no, do or do not.

There is no try.

He said, no do, do, or do not.

There is no try.

Don't just try things.

You have to do them.

You have to commit.

Your identity is who you think you are, and your habits reinforce your identity, right?

So let's do an exercise.

This exercise is really, really powerful.

And you're going to need to.

Don't do this driving down the road.

And just in your head, I want you to.

I'm going to give you a question, but I want you to sit with yourself.

Block out some time to really sit with yourself and do this exercise.

Create a space.

Make sure you're uninterrupted for, you know, a good hour.

Plus, however much you need for this, do it in your morning routine, whatever that is.

So the question that I want you to write down, that I want you to answer is, who do I need to become to achieve my goals?

Right?

Once you have your goal set, once you have your mile marker set and your checkpoint set, first you get it clear on what, what that is.

If you don't know where you're going, any road will lead you there.

So get clear on your goals first.

But then write this question down so you can answer it.

Who do I need to become to achieve my goals?

And then list the characteristics, list the personality traits.

List it, all, right?

List every bit of it.

You have to know what that person looks like that consistently achieves those types of metrics, right?

If it's sales goals, if it's relationship, if it's fitness, whatever it is, or a combination, what does that person look like?

What do they sound like?

What do they dress like?

What kind of vehicle do they drive?

What kind of house do they live in?

What does their morning routine look like?

What's their fitness routine look like?

What's their nutrition look like?

What's their spiritual life look like?

What are their relations?

All the five things, right, that are not cell skills.

The other five things that determine your success, right?

What does that look like?

And write it down.

Write it all out.

Become so good at detailing what that person looks like, you can't help but gravitate toward that, to become that person.

This is what we're Talking about this is the real boots on the ground part of doing the work that it takes to become someone worth buying from.

Like we talk about on the show so often.

So, because remember, your outcome is a reflection of your belief and identity.

Your belief and your identity.

So what are we doing for the growth?

Right?

What are you doing?

What limiting beliefs do you have?

Do you have those limiting beliefs of, oh, I'm not good at selling IAQ or oh, we have the hardest time hiring people who fit the culture or our people never follow systems and it's so hard to hold them accountable.

Do we have those limiting beliefs or do we create a new identity?

Do we create new beliefs?

Affirmations.

We were talking about that.

What do you say to yourself daily?

You know, some of mine have always been like, I am a closer, right?

I consistently sell more and better to more people.

I serve with heart.

Everyone I meet wants to do business with me.

Those are some of the affirmations, right?

I am, I am, and we are.

Those are how you want to start your affirmations.

First person, present tense, as if it's already.

As if it's already happening, right?

And gosh, it's just so cute.

Right?

Here's a good one.

I am a top performing sales professional who serves with integrity and confidence.

There's an affirmation for you or I bring value to everyone I meet.

There's an affirmation.

Love it.

Make these part of your daily routine, right?

So that's so much it.

That's so much it.

So two things, two things I want you to know.

One is I have a final thought here.

So there's a question or it's a statement that I want to leave you with with this.

And then we're going to talk about it.

Actually, I have something free for you for everybody to listen to.

The end.

So the final thought, final thought on this, because I know we've covered a lot and we kind of went through it pretty quick, but this is so crucial.

This is what separates top performers from everybody else.

This is the thing.

It's your belief of who you think you are.

Because once you get your belief right and your identity, that outcome is, you know, that you're the person who outworks everyone.

You know, you're the person who does xyz.

Once your belief is right, your identity follows, and then your outcomes follow.

Don't give up the work.

It's consistent daily action.

Personal growth is zig.

Ziglar used to say, personal growth.

You got to do it every day.

You can't just it's like showering.

You can't take a shower on Sunday and expect it to last the whole week.

Personal growth is the same thing.

You have to do it daily.

So here's what I want to leave you with on this show, on this episode, you don't get what you want.

You get who you are willing to become.

I'm going to say that again.

You don't get what you want.

You get who you are willing to become.

That is crucial.

Now, for everybody that listened to the end, I have a giveaway for you.

I recorded a guided meditation or hypnosis, whichever you want to call it, that walks you through how to be that person.

It will help you change your identity.

It will help you see yourself as that top closer, as that top professional, the one that wins the awards, the one that every single time a contest is put in front of you, you win the contest, right?

The ones that setting the records, there's no reason that can't be you.

The only limiting factor is what is in your brain and what your belief and your identity says.

You are who you are.

So I want to give that to you, but you got to message me, right?

This one is a little bit on the DL.

I'm kind of keep.

I'm kind of holding it close to the chest for now.

I'm going to do some things with it here.

Pretty soon I'm going to record some more because this guy is really, really powerful.

I want you to.

You can email me samoseitnow.net you can go to the website and fill out a form to ask for it.

Just fill out the contact form or go to the Facebook group and shoot me a message on Facebook or leave a comment in the Facebook group.

I'm doing this a little bit differently because I want this one to get some.

Let's see how viral it goes and create some traction.

I want to create some, like, excitement around this a little bit.

So email me.

Go, Sam, close it now.net, go to the.

Go to the website, closeitnow.net fill out the contact form or go join the Facebook group and or message me on Facebook and ask for it.

This is the guided meditation for top sales performers.

I want to get that to you and I'll get you the recording but you got to message me to get it.

So for everybody, everybody that listened today, thank you so much for listening.

I know that you are a top performer.

I know that you have everything inside you already to get you to the top.

But you have to believe it you have to believe it.

Your belief creates your identity.

Once your belief and your identity are in place, the outcome, it's game over.

It's inevitable.

There's no choice but for the outcome and for the results to follow.

So this, my friends, is exactly what I mean when I say go be someone worth buying from.

You've been listening to the Close it now podcast.

Our passion is to dive headfirst into the transformative movement that's reshaping the very foundation of H Vac and home improvement and at the same time covering fitness, nutrition, relationships and personal growth, proving that we can indeed have it all.

We hope you've enjoyed the show.

If you did, make sure to, like, rate and review.

We'll be back soon, but in the meantime, find the website@closeitnow.net find us on Instagram @thereal closeitnow and on Facebook closeitnow.

See you next time.