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.

Okay, so the homeowner didn't say a word, but you could feel it.

Crossed arms, tense, energy there, hanging out.

Something was off.

And here's the truth.

It probably wasn't just them, it was you too.

Because buyers don't just mirror your words, they mirror your state.

So that is what we're going to talk about in today's episode.

So here's a quick recap.

This is part number.

What is this?

Number six.

Part number six in the energy series that I'm doing.

Number one was energy the hidden cell skill.

Number two was the container.

It's not what you say, it's the space that you create to hold what you say.

The emotional leadership was.

Number three, staying calm when they aren't to be the calm in their chaos.

Number four, transferring certainty.

We're leading with belief.

We're not leading with just the words that you use, the words you say.

And number five, energetic consistency.

Show up at your best every time.

So today we're going to dive in really into the psychology and the, the neuroscience, the brain science behind energetic mirroring and how to shift when your buyer starts to reflect back at you.

So that is what we're getting into today.

Today is I am coming in.

Let's see if you can see out my window.

Right now.

I am in the hotel in Boston, Massachusetts.

Tomorrow is day one of the relentless ultimate sales transformation event and it is going to be fire.

There's a lot of energy already around the, around the area from the people that I've been talking to and it's going to be awesome.

So get here if you possibly can.

If you hear this and you're in anywhere in the area or just travel across the freaking country last minute, get to the event.

It will be worth it.

It's good to change lives so we are starting a movement.

This is not just another sales training.

Okay, so let's get into.

Actually, I'm gonna, I, I'm gonna grab my water here because I am thirsty.

We need a what's in your cup Section.

All right, time for some hydration.

What are you drinking today?

I had some rubos tea last night and this morning had some awful coffee at the hotel.

So hopefully there are some good coffee places here in Boston that I can check out today while we're setting up for the event.

But I am hydrating today.

What you got in your cup?

You got a cool bean?

Anything you want to suggest to me?

Shoot me a.

Shoot me some suggestions for some coffee beans.

You can email me.

Sam, close it now dot net.

I'm always looking for the adventure.

If you know of a great place in Boston that is a great coffee shop for me to try, shoot me that recommendation.

You can put it in the Close it now Facebook group.

You can email it to me, let me know.

So let's take a sip together.

Three, two, one.

All right, so let's get into this episode.

Step one, let's.

Let's explain a little bit what mirror neurons are.

Because then, because that's what actually happens in the body, the way that the energy works.

This, this is science.

So basically humans have this built in mirror neuron.

It's going to reflect others emotional states.

When you walk in flustered, rushed, uncertain, buyers can feel it instantly.

They know exactly what's going on.

And you do the same thing when somebody walks into the room.

And you can just tell when something's off.

You can tell when something's good, when something's bad.

It doesn't matter what's going on.

You can just sense it.

You know, say it's a family member.

You.

I mean, that's why we know.

It's like, hey, what's wrong?

Nothing.

Hey, what's wrong?

Nothing.

Hey, what's wrong?

Okay, we can feel it.

Even if there's no outward signs of something being actually wrong, we know what's going on.

So we have to realize the, that people, buyers, your homeowners, they do the same thing.

If you've got something wrong, if something's going on, you walk in.

If you're, if you're busy, if you're rushed, if you're uncertain, all the things when you walk in, they're gonna know if you're the owner out there that is still running all of your sales appointments and trying to run your business, and you think that they can't tell they Can.

So that's why I always recommend fire yourself from that role as fast as possible.

Get yourself a dedicated salesperson.

Your numbers will go up right away, strictly because they're not trying to run the business also.

So huge, huge, huge.

You're not just communicating with words, you're transmitting energy.

And that's.

That's a huge part of this.

So before the pitch even begins, their body is already mirroring yours.

This is why forever.

I've said that your energy introduces yourself before you ever knock on the door.

And that's exactly what's going on.

So what are you actually communicating?

So your state leaks before your script lands.

It just starts oozing out of you.

So if your tone, pace, and presence say, man, I need this cell going to tighten up.

If you.

This is why we say if you have commission breath, even if you think you're acting perfectly normal, they can feel it.

They can feel it.

If your energy says, I'm calm, I'm in control, and I'm here to guide, that's when they relax.

So what?

One of the things that you can do before your appointments, before the door opens is take 10 seconds and do a self scan.

First of all, of course, check your breath.

I don't know if you knew this, but the number one complaint that people have about salespeople, it's not that they're pushy, none of the things.

It's bad breath.

Bad breath is the number one complaint about salespeople.

So always do a breath check.

Keep something at the ready.

We don't chew gum in appointments, but have yourself some mouthwash, have yourself some mints.

Do something because you don't want to fall into the number one complaint that people have bad breath.

So don't.

Don't let that be you.

Number two, your posture.

Are you standing straight?

Are you.

Are you postured up right?

And I don't mean posture as in faking a faking a posture.

I mean your actual physical posture.

Are you standing up straight, you know, chest, chest out, shoulders back, like that.

You actually are happy and proud to be there.

What's your emotional state like?

Check over that.

Ask, what do I want them to feel from me right now?

What do I want them to feel from me right now?

So this is one of the checks we have to do before we.

If we want to show up in our power and show up in our presence and show up with.

To be someone worth buying from, all of these things.

It's, it's.

There's a lot of steps to it.

And as you start to do this, of course it, it just, it becomes second nature.

It's natural.

But when this is the why we break this apart.

Because I don't want you to have to take 15 years to figure this out on your own.

I want you to be able to do it right away.

So here's an and the reason this is important.

Let's take, you know, take two people.

We've all been in the situation or have known people in this situation know say two.

Two tax, two.

Two advisors, two salespeople, whatever they've got.

Oh, excuse me everybody.

This is one of those crazy day after travel days.

I'm glad I came into Boston a day early so I couldn't get a little bit of rest before this event.

Okay, so two people, they have the same script, same role play in the roleplay classroom.

They both nail it.

You can't tell the difference.

But then they same and you know, same industry.

It doesn't matter what the industry is.

It could be anything.

But then they go out and one just knocks it down.

They sell everything they touch, the other one struggles.

What's the difference?

It's not the offer, it's not the script.

It's not the ability to role play the script so many times.

It's their internal energy.

It's the sto.

You know, there's.

It's like we all wonder the differences.

The differences are what's inside the differences.

Is the rest of this, you know, a train, we can train a monkey to learn a script and recite a script and take an order, but that's not what makes a salesperson.

These are the things that makes people truly exceptional and everybody else average.

So let's have some.

Let me give you some tactical energy reset tools.

The will really help with this process.

So when your day is off, here's how to reset fast.

First all.

First of first off is, you know, pull over somewhere, just stop, sit in the truck, get out.

I actually this is.

I.

I used to like to go to cemeteries when I was in the field.

I would go to a cemetery because.

And then us especially if the weather was nice and go to a cemetery.

Sometimes I will get out.

Sometimes I would just sit in the truck.

But here's the thing.

They're quiet and nobody will bother you.

Just don't pull up near where an actual funeral is going on.

But they're quiet.

No one will bother you.

That people go to cemeteries to be alone and have quiet time.

So here's your ninja trick of the day.

If you need to go somewhere and get some work done or do one of these resets and be mindful and know that no one is going to bother you and it's going to be quiet.

Go park in a cemetery.

So that's my ninja trick of the day.

But so I would go to a cemetery because they're so quiet and peaceful and it's a nice way to help, help you reset.

Or of course you can go anywhere else.

You can go to a park, all these things.

But first of all, you're going to focus on your breath.

Intentional breathing is everything.

Most people don't breathe deep enough.

So what you're going to want to do is just 60 seconds of grounded breathing.

So you're going to inhale for four seconds, hold for four seconds, exhale for six, hold for four seconds and just keep doing that over and over, you know, just for a minute.

That's all it takes.

But when you breathe in, fully inhale your stomach first and then your chest, fully inhale.

And then when you exhale, fully exhale and slow your breathing and be intentionally in control of that and that starts, that actually resets your nervous system and it starts you down this path of being able to reset energetically.

And then what you want to do is start to visualize, you know, see that customer already relaxed.

This is in between appointments.

Go into the next appointment.

Just visualize them relaxed, visualize them open.

Here's an anchor phrase that you can use.

I bring peace, I bring clarity.

Phys.

You know, one of the things also is take notice of your, your actual physicality.

Notice.

Or is your jaw super tight?

Relax it.

How about your shoulders?

They seem to be super tight.

Intense.

As you breathe, focus on relaxing those steady pace yourself.

Like really scan your whole body and relax the things that need relax the things that may be too tense.

Because how you enter the home, how you enter their house is going to determine how they receive you.

How you enter the home determines how the home receives you.

You can do this and calm through enduring your appointment.

But if you've already entered the house and you're like tense and uptight before they're going to feel it first, and then you've got a bigger mountain to climb because now you have to calm down and then lead the way.

And then they calm down all the things, it's much, much simpler to just reset before you get there and, and they'll receive you way better.

You, you won't get as much resistance and opposition at the beginning.

Okay, so now we're going to talk about embodiment selling from the inside out.

Because this is, this, this is crucial.

It's fully inhabiting the energy that you want them to feel.

So we don't fake confidence.

We feel it and they follow us.

So posture, breath, focus, you know, and focus.

Communication, you know, it's more than any script.

I'm not saying we don't use scripts.

I'm saying that this is so crucial.

And you, you know, a script without this is just words.

So here's my challenge to you today.

One, practice showing up with a feeling, not just a message.

So, and you can test this too.

So practice not only just showing up with the visualization, show up with an intentional feeling.

So, and here's how to test it.

You know, when you, when you're fully calm, no hype, walk in that way and see what shifts and then practice it.

So another time, show up with a.

Be bouncier, with more enthusiasm.

Track your homeowners.

Start to pay attention.

Intentionally choose a few different states to show up in the home with when you first get there and notice how they will follow you, because I can guarantee you they do.

I, I've done this for years because one, it keeps it interesting.

That way you're not just bored all the time now that you're bored.

But sometimes things get so repetitious.

Do different things to shake yourself up.

So practice that.

So that is the, that's the episode today.

So let's recap real quick.

One, they just, they don't want to just hear your pitch.

They want to feel your presence.

Number two, your nervous system will lead theirs.

Number three, mirror neurons are real.

Make them your ally, not your saboteur.

And reset your energy.

You know, reset your energy.

And you do have the ability to reset the entire room.

So this is the very last call.

Speaking of resetting the entire room, if you hear this and you.

If it's at all possible for you to make it happen, get here to Boston May.

This is May 5th.

May 6th starts the relentless, the ultimate sales transformation event.

And tickets are half price, so there's no reason you shouldn't be here.

That is, that's my challenge to you.

Do you.

If you hear this on Monday and you get there on Tuesday, let me know.

I'll have a special gift for you if you come to the event.

So here's the final thought.

Today you don't sell with your mouth.

You sell with your state.

Lead your energy and they will follow.

So that is the, the episode.

As always, everybody, thank you for listening.

If you got some value from this Go and leave me a five star review.

Go to Apple, Apple podcasts, go to Google.

Foreclose it now.

I love, love, love it when people leave pod leave reviews.

It's it helps me be able to get better and more guests on the show because that's one of the things they look at.

I don't know if you knew this.

When I'm trying reaching out to authors and to the some of the high end guests that I'm able to get on here.

One of the things I look at is what does the show review like.

And so once they see, when they see a lot of reviews, a lot of five star reviews, then they are much more likely to say yes to being a guest on the show.

So leave me some reviews and we'll get better guests.

So thank you for being here everybody.

I'm so grateful for you, for every single one of you and I'm excited to see where your journey is going in this energy series.

Pop me a message.

You can email me Sam, close it now.net make sure to join the Facebook group.

Search Close it now on Facebook and the group will come right up.

And on Instagram, it's the real Close it Now.

I appreciate everybody for listening and go change your world one heat stroke at a time, one frostbite at a time.

And and as always, everybody, you 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 herealcloseitnow and on Facebook @CloseItNow.

See you next time.