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.

All right, welcome back to Close It Now.

Sam Wakefield.

Here it is time for another episode and this is going to be a very high value ninja trick for you.

So stick around.

We're gonna cover some psychology of sales and just some psychology in general because I know you love it.

I love it.

And this is a, this is a great tip.

So it's not just a tip, it's a skill.

So we are developing skills here at Close It Now.

I know you are.

Thank you for joining me during Drive Time University.

I know you're out there crushing it in between appointments and I am here to help you be your best self.

So how do we get there?

Right.

That's a big part of what we're doing is focusing on personal growth, focusing on constantly daily, weekly, monthly, quarter year, getting better and better and better.

If you could be 1% better every single day at the end of the year, that is not 365% better.

It's dramatically more than that with the power of compounding.

So let's dive in.

First of all, what I would like to do is take a minute right now and highlight a review so you can.

And if you've ever gotten value from the Close it now podcast, I would love if you go to Google and just find Close it now and leave me a five star Google review.

That would be incredible.

And that is where.

And you can also leave a review on Apple podcasts five star review there and the Facebook page.

Leave a review on the Facebook page for Sam Wakefield and Close It Now.

I would appreciate it.

And reviews for me are just as valuable as for you.

So let's dive into this review.

I love it.

It came in a couple days ago and this is from Tony and five star review, he said excellent training and life coaching, plenty of content on the podcast.

And Facebook group to try before you buy.

I am a comfort advisor who funds my own training and education as I navigate policies that are far from from best practices put in place by the PE that owns the company I work for.

Therefore, I seek where the most value and ROI is.

It is with Close it now and far above the next closest one.

Do yourself and your family and the industry the best thing possible and start listening to the Close it now podcast.

Wow.

What an awesome review.

Thank you Tony.

I appreciate it.

Thank you so much.

And yeah, I'm actually looking forward to chatting if you hear.

So thank you for that review and I know we are in contact but for everybody listening, if you leave me a five, leave me a review and I read it online on one of these.

Online from.

From online.

If I read it on the podcast and you hear your name and your review, message me and that will earn you a free coaching session.

So we'll spend an hour, we'll chop it up and help you, help you over the whatever speed bump you're currently keep bumping up against.

We'll just help you sharpen that axe a little bit and get better.

So message me and you could earn yourself a free coaching session.

Those guys are not cheap.

And that hour that usually, I mean for most people, they're paying a pretty penny for that.

So I am, I love, love, love reviews and it is worth it to me to help you get better.

And just my mission and my goal is just see our entire industry up level.

Right.

And I love this review because and thanks for Tony for recognizing this.

It's not just training, it's life coaching.

Right.

We do a lot of things around here differently than other trainers.

We don't stay just in the, you know, H VAC lane or just the sales lane.

My goal is to help you become a better person, become someone worth buying from and your sales just inevitably will happen.

Right.

When you do the things that successful people do, you can't help but get successful results.

So that is what this is all about.

So thank you Tony.

You are a rock star.

I appreciate it very much.

And yeah.

So that takes us to the next section.

I got a couple quick announcements for everybody.

The first one is I am planning and will be hosting a spring sales, call it a boot camp, call it a masterclass.

It's going to be a three day event in the Boston, Massachusetts area.

This is going to be spring of 2025.

There's no exact date yet.

As soon as we have that, we're going to let you know.

But it's going to be probably end of April, 1st of May, time frame.

So start thinking about that.

Go ahead and put it on your calendar.

It is going to be the event of the year and I love it.

So thank you everybody for listening.

It is going to be your chance, just like Tony was saying in that review.

Dive in, we'll put all the pieces together, we'll stitch it together and show you exactly what it takes to be a top performer in this industry, in any home services, and what it takes to be a top performer in H vac and also not just a top performer.

What it takes to get there and stay there.

That's the difference.

So many people, you know, they train and like, okay, here's the thing, let's get you there.

But then people fall off over time and there's no consistency in that.

So this is a different type of training and you will leave a different person.

You will leave a better person.

You're going to have your mindset challenge.

You're going to be challenged to grow, to become that someone worth buying from.

And when you come to an event like this and raise your hand if you've ever been to an event like this, a sales bootcamp or something, that was really good.

Not just one that, you know, maybe some of the brands put on that are like miserable to sit through, that are boring.

If you.

So when you're listening to this podcast and you hear the level of energy that I typically have in the podcast, that's about 10% of what happens in, in a real life event.

So it's not about.

And what I want to be very clear here for all of you listening, that, you know, the hype and the rah rah is not your thing.

That is not what I'm talking about in the event.

I'm talking about intentional intensity to help everyone get to the next level.

And that is contagious and rubs off.

And when you're in that environment, you can't help but uplevel because you're in a room of people focused on, on the same thing, focused on success.

Even the people that you meet and network with is incredible and the value from that.

So I'm super excited about our event.

It's going to be awesome.

We're coming up in the, in spring of 2025, end of April, 1st of May.

Soon as we get those dates, we will be blasting that out to make sure everyone is aware and give you the opportunity to get there because it's going to be awesome.

Now let's go into the what is in your cup section of the episode.

And today actually we are recording in the afternoon.

It's 12:23.

And you know, the last episode I was talking about water because hydration, as we know, is important.

Gave you the formula for how to calculate how much water you should be drinking this week.

I want to talk about a new, a new drink that I found.

This is not a coffee.

I still drink plenty of coffee.

Of course we'll dive back into beans.

And if you have a suggestion for beans or you want to send me some to try, man, that would be awesome.

I appreciate it.

DM me and I'll send you my address.

But what should we try?

What coffee shops across the country are standouts that are worth visiting and what beans should we try?

But today I want to highlight a drink that you know, when you get tired, sometimes you get tired of water and you just want something else to drink.

But we don't, what we don't want to do when you're focused on nutrition and fitness is what you don't want to do is load your body with a bunch of chemicals, with a bunch of sugars, all those kind of things.

So I recently we found what is called green cola.

It looks.

And they've got a plain version, then they've got a lemonade, they've got a sprite version, they've got a orange drink, orange soda version.

And there's a, like a tart cherry.

Tastes kind of like a cherry Coke, this one.

There's just the basic green cola, tastes like a Coke.

But here's the thing.

It's not full of chemicals.

It's not full of artificial sweeteners.

This is not a diet Coke.

Those are full of trash and chemicals.

And if you drink diet drinks, I highly, highly, highly, highly, highly recommend to stop immediately.

That is worse for you than the regular drink because those chemicals, the artificial sweeteners will go into your body, get in your bloodstream, they actually lodge themselves in the brain and there's, it's very, very, very, very difficult to get those chemicals out of your body.

So highly recommend stop drinking just zero calorie drinks.

And you know, diet sodas, they're horrible for you.

But this green cola, this thing is awesome.

So it's zero calories.

It has.

One of the coolest things is no sugar, no calories, no artificial sweeteners.

It's sweetened with stevia.

So it's a natural sweetener.

And the caffeine comes from green coffee beans.

And so it has actually 37 milligrams of caffeine, which is bit more than a, just slightly more than a cup of coffee.

And I love this thing.

So highly recommend naturally sweetened.

And it is an awesome substitute for a real, for like a Coke or a Pepsi or whatever a cola is.

Highly recommend it.

It's a nice little departure from, from water.

Of course you should be drinking tons and tons of water too.

But let's everybody what is in your cup today?

Pop me a message.

There's a, a post in the Facebook page about what's in your cup.

So pop in there and leave a comment.

Throw a picture out.

What are you drinking today?

So everybody grab your drink of choice.

Let's take a sip together.

Three, two, one.

All right, so let's dive into the content for today because I love this topic.

Psychology of sales is something that has always really just tripped my trigger, right.

I've studied it for so long and I want to help you become better.

And so many times, you know, I'll train on something but there's not a, you know, a lot of what I train is a combination of different things or psychological things I've picked up across time.

This one is very specific.

So what we're talking about today is the when we're offering solutions, when we're offering options, when we're making a list of things for people to choose from, the way that you, the cadence of your voice and the way that you list things has influence in how people will choose the things that you're listing.

So what does this mean?

Right?

And this study comes from the average attention span of humans, right?

So these two studies correlate together.

So the study says, and this is from a ton of things that I'm pulling this from a source that says the average human attention Spanish statistics and facts for 2024.

And if you want to, you want to look it up, I will put the link for this website in the episode notes.

That way you can, you know, read it for yourself if you like to read research related things.

But the this is really interesting too because when we start talking about attention span, it dramatically drops as we age.

So listen to these numbers.

Children, their attention span average is 29.6 seconds.

Teenagers at 14 years old they measured is 28 to 42 minutes.

Teenagers at 16 year old, they're measuring at 32 to 48 minutes.

And adults, the average attention span is 8.25 seconds.

So that's a huge, massive difference.

But what this means is we have to adjust to how people listen.

We have to pivot to how people buy, how they listen, how they communicate.

If our job and our goal is better communication and being able to communicate in a way that people understand it and they remember it, then we have to communicate in the way that people listen, right?

Does this make sense?

Raise your hand if this is making sense.

And so from that, from knowing that when we are listing things.

So this leads to what is called the recency effect.

The recency effect is a cognitive bias that occurs because the most recent items are still in short term memory, which is usually only active for up to 30 seconds.

So it's really, really, really interesting.

And there's another part to this.

It's part of the.

They call it the serial position effect, which basically is the tendency to remember the first and last items in a list the best and the middle items the worst.

So the opposite of the recency effect, when you remember the very last thing in a list is called the primacy effect, which is the tendency to remember the first items in a list more frequently than the middle items.

A good example of this is when people ask to recall a list of items in any order.

Hey, I give you a list of things.

What were they?

People tend to begin with the end of the list, recalling those items the best.

And, and then.

And of course, what it says too, is among earlier listed items, the first few items are recalled more frequently than the middle items, right?

So understanding the psychology and understanding how brains work and understanding that people will remember the first thing in a list and the last thing in a list the best.

And if you're a musician, you know this, right?

When you're learning how to solo of a guitar player or you're a jazz musician or whatever.

When you're learning how to solo, every professor will tell you, enter your solo.

Awesome.

Like some cool beginning to the solo and end on the start and end on the right notes.

And whatever happens in the middle, people will forget, but they will always remember what you started and ended with.

And that is, it's the same thing here.

So when we are, and I'll give you a couple of examples here in a second, but this is really, really powerful.

My favorite place to do this is when we are listing options for payment.

Is a really, really good place to do this.

Or for example, when you are, we'll do a couple different examples.

But when we're setting up, for example, an estimate on a coaching client.

Work on a coaching session earlier with a coaching client.

Huge shout out to Chris, what's up, brother?

Keep crushing it over in Florida.

But one of the things we were talking about is when we're really starting to offer virtual H Vac sales appointments.

And if you're not offering a virtual appointment, we got a chat.

Quick side note, if you, if you're listening and you would be interested or open to want to check out a course on how to do virtual H Vac cells, pop me a message or hop into the face the Close It Now Facebook group and let's start a discussion about that because I'm thinking about putting together a little mini course, specifically a training specifically on how to do virtual sales virtual appointments.

After Covid, so many people got used to doing work on Zoom and working from home, et cetera, et cetera.

They appreciate the convenience of offering a virtual appointment, being able to look at your air conditioner over Zoom.

The way we do that is the thought and idea for this episode actually came from my coaching session with Chris this morning.

We were talking about when we're off, when people call in and we're booking them, how to offer that properly.

So people will.

When we're making a list of things, list the thing that you want them to choose last.

So a little bit of the methodology of this is we're going to talk about the cadence, and cadence is just what is the rhythm and the tempo of how we say the words, right?

And so we're going to talk about that and then we're going to talk about the list.

But it can be as few as two things or as many as however many people you want to put into a list.

But basically the last thing you list is the one that you want them to take.

And as you're listing things you want to have the pause or the distance where your comma would be, your distance between the things in the list is going to be consistent for the first few things in the list.

Right before you get to the last thing in your list, we're going to give it a little longer pause and I'll demonstrate that for you in a second so you can hear and feel what that sounds like.

But so, for example, if you have two things in the list, in this example, I'm going to be basically offering an in person appointment or a virtual appointment.

So when somebody comes in, we get them on the phone, or I mean, they come in, a call comes in, we get them on the phone.

You know, of course, your normal intake type of things, and when you're booking the appointment, this is what I was coaching on this morning, is we're going to offer it and it'll sound something like this.

Perfect.

So we can do this a couple different ways.

We can, of course, schedule your appointment.

It'll be a two hour window.

Our technician will call when they're on the way or bigger pause.

What most people do is schedule a virtual appointment and then give a benefit of why virtual appointment is the way that you want them to go.

What is the benefit of that?

One of the main ones, this is a quick side note for virtual appointments that you can promote to your homeowners is punctuality.

We're on time because it's virtual, we're not fighting traffic.

So you can be assured that will show up at exactly the right time for your appointment.

So that's just a quick side note, but that's one of the reasons I like virtual.

So that's an example of how to list just two things with the slight pause.

So the second thing is how you're wanting to influence it.

And if you offer both virtual and in person, and you prefer in person, just switch them and then use your social proof statement on the last one on the second one.

So it would sound like, okay, great, no problem, we can schedule your appointment.

We can do a virtual appointment, which is a video call or what most people do is book for our technician to come out.

They'll give you a very thorough evaluation.

We don't believe in guesswork.

And this is an investment in your home and your life, so we don't take it lightly.

That's why you will not come across any other company in town that's as thorough as we are, etc.

Etc.

Etc.

Right?

So you make your list and the benefits of whatever the second thing is that you're listing that you want them to move forward with.

So this works when you're booking appointments.

Here's another good example of how this works.

And we're going to use the list when we're talking about payment, depending on what your preferred payment is that you want your homeowners to use, that's the thing you list last and traditionally or typically, you know, that's going to be your financing options.

So it could sound something like, well, perfect.

Well, we accept, of course, cash, check, credit cards, you could earn some, earn some miles, earn some points, or we have some nice, comfortable, easy monthly payment plans that start at zero down.

And in fact, your first payment isn't going to start for, you know, 30 to 45 days or more.

So you know, right now it's September 25th, you're not even going to make your first payment until November, which works Best for you here how we did that.

And so let's do the example again.

I'm just going to switch things around and list it a little differently and I want you to really sink into this and listen and feel the difference.

Put yourself in the homeowner's shoes or just some, you're a non industry person, I mean you know what we're talking about.

But for a minute just put on the hat of a homeowner and forget everything you know about H Vac and all the different things and feel the difference here.

So we take of course credit cards, we have financing for nice comfortable, easy monthly payments or of course we take cash or check, which works best for you.

And all I did was just change the order and add the pause before the last one or the last two because they're check, cash and check are paired together.

And did you feel the difference?

We're now compelled just slightly to lean towards the last option.

So this is very, very, very effective in a thousand different ways.

One of the things that I love with this community, with everyone in the close it now community is you know, we're not just learning one word track to use that one word track.

I want you to think about this in the directly but also indirectly.

How can you use this methodology, how can you use this technique and process in other ways in other areas of your appointment, even not even in your appointment, your sales appointments, how can you use this in your life?

How can you use this in communication with your family or with your friends or with your other co workers?

Right?

What does the list look like and how can it be used effectively?

Right?

So think about this.

This technique is really, really powerful.

So again that's the recency effect in psychology.

So for all of you out there that want to know why the things are the way that they are when I am training on them, that's exactly why.

Short term memory, the recency effect.

And we have the power to influence people's decisions based on how we speak.

That's why when I speak at events and one of my main talks is change your language, change your results.

Because I'm such an advocate at the power of language and the power of words and that's all sales is at the best.

Basic ground level sales skills are just language.

It's just the power of words and influence.

And so that's what this is.

So I would love, love, love to hear your big takeaways on this.

Leave your takeaway.

Actually this is really cool.

Leave your takeaway in a Google review that would Be awesome.

Or a review on the, on the podcast on Apple Podcasts.

That'd be super, super awesome.

Or hop into the Facebook group, Close It Now Facebook.

Just search Close it Now on Facebook and the group will come right up.

Click the link to join and there's gonna be a couple questions in there.

It's gonna ask you, are you related to the industry?

Are you in home sales?

Professional.

It's gonna ask you for your email and or phone number.

We are not going to spam you with anything.

Send out an email every now and then, just periodically, not all the time.

And also that's the way that we're going to communicate with you if you say yes.

So pop your email in there, pop your phone number in there.

Text is best.

We love to text.

And a couple other questions are, of course, just are you going to follow the rules?

We're not going to be, you know, we're not going to be jerks to anybody.

It's good, a positive environment.

But when you join the Close It Now Facebook group, it actually gives you opportunity to raise your hand and say, yeah, I want somebody to reach out to me about coaching about someone to reach out about how I can grow in my sales, how I can grow and learn more.

So what we're going to do is if you say yes to that, one of my assistants or myself will reach out and just connect with you and say, hey, let's schedule a time and we can hop on a zoom and you can talk to me or one of my trainers and we can see where you're at, see how we can help.

If we can't help you, we'll tell you, right?

There's nothing wrong with saying, you know what, you got this.

And we might not be a good fit.

I don't know if we can help you.

But for most people, of course there's opportunity to grow, right?

Unless you're doing 10 million a year, there's opportunity to grow.

So reach out.

We'll do some one on one discovery call, see where we're at.

And the other thing that's going on, y', all, I just, we just opened up a bunch of slots, we added a trainer to the team, so we've got a bunch of one on one virtual spots that just opened up.

So right now is the perfect time to reach out about that because the one on one coaching program will carry you right through the winter.

So you can go crush your winter sales with having a coach in your pocket every single day of the week, which is awesome.

So reach out about that.

And the main thing y' all is, yeah, we are.

We just opened up the list.

Also, we're scheduling for on site training visits for the fall and spring, fall 2024, spring 2025.

Reach out about that.

Because those spots are very limited and they're going fast.

So reach out about that.

We'll come on site, spend a week with your team, and then months of follow up after to make sure and not follow up.

I hate the word follow up.

Months of accountability calls to coach your people to the next level.

That way the training doesn't fall away, it sticks.

And then we build on it across the next several months to get even better than the bump that happened during the training.

Because if you've, if you're a business owner and you've ever, or if you've ever attended a boot camp training, it's awesome.

They're great numbers.

Always bump up a little bit or bump up a lot actually, usually right after the training.

But then what happens over time, it drops back off.

Because we get into our old habits if we're not very intentional about continuing to grow and improve.

So what I love about this program is it's like having a coach in your pocket.

And weekly accountability across time makes consistent, disciplined, intentional action.

And we're gonna, we're gonna hold you accountable because if you say you want to achieve new results, you have to, to get different results, you have to do different things.

For things to change, you have to change and you have to commit to it.

But when you do, you get awesome results.

Like a lot of the people that have been leaving reviews lately, right?

So super incredible.

Go, go, go to Google and read the Google reviews.

They are awesome.

So do that.

And yeah, I appreciate and am grateful for every single one of you that has, has listened for all of these years.

We're coming up on, we're at five and a half years now of running this show and it has been one of the coolest things that I've ever experienced in my whole life, is connecting to every single one of you around the world and forming this community of top achievers who are destined for the 1%.

Right?

You're shooting to be the top 1% in your field, the number one person in your town, in your company, in your town, in your state even, right?

And so that's what I love.

This community of top performers that are focused on growth.

And when I say top performers, that doesn't mean you have to already be putting up record numbers.

What I mean by that is you've Chosen to be, to take your career seriously.

You've chosen to be a professional.

You've chosen to improve your life in all of the different areas.

Sales is the, you know, obviously the reason you're here.

But now that you're here, let's get you in better physical shape.

Let's get your nutrition in order, let's get your relationships in order to.

Let's get your spiritual practice in order, let's get your personal growth in order.

All of those are the components to a top performer.

So let's work on that.

That is a huge, huge, huge part of my mission is to up level our whole to all the home services.

I'm so sick of going to events and hearing the owners of these companies and just people that have.

Not just owners, but technicians and salespeople and people have been in the industry for a long time, joking, making a joke about how many heart attacks they've had and how many divorces they're on.

What a horrible state of our industry.

We've got to do something to change it.

So that's my mission, is to help everyone sell better so you can make more money, so you can invest into your health and your relationships and your family.

Because remember, we work to live, we don't live to work.

And there's a major distinction there that I want you to make sure to differentiate between.

We work to live, we don't live to work.

When you work to live, what happens is your priorities get positioned in the right place and they don't get out of order.

And that will in itself will help your relationships.

Can you see how the more money that you earn, you can invest into your own nutrition, your family's nutrition, your own health.

You can do things you weren't able to do.

The thing with money, it's not about the money, it's about the choices we can make without it.

Because if it's just money, who cares?

It's just a piece of paper you could fill the room with.

Doesn't mean anything literally.

You can do nothing with that other than it's a piece of paper.

But it's what we can do with it.

It's the choices we can make that are now available.

Work to become that someone worth buying from.

And when you hit that, when you can be that person, when you set your passion and your mission in life to be that family member that says, you know what?

I've got a family member that has cancer and needs a heart surgery and it's going to be $200,000 and you can just write a check for it for your family member who doesn't have insurance, be that person.

Be the person that is the rescuer of your family.

Be the person that makes an impact in your community.

The only way we can do that is by becoming that person.

Right?

Who, what does that person look like who makes an impact in their community?

What's the person look like that makes an impact in the country on a grander scale, makes an impact in the industry or globally?

Every single one of you has greatness in you, and it's my mission to help you recognize it and develop it and become that person 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 at thereal.

Close it now and on Facebook CloseItNow.

See you next time.

It.