Hey, hey, hey.

Welcome back to Close It Now.

Sam Wakefield here.

I am excited and I'm so glad you're here listening for a very special episode.

This is a celebration episode.

I've got some really killer sales content for you.

We're going to talk about the three T's, the killer T's, and then I've got a bonus for you as well.

I've got a bonus word track that is guaranteed to get results.

So stick around.

They are going to be fire.

But before we get into that, let's start this episode off with talking about what episode this is, right?

Is it okay with you?

Raise your hand if it's okay with you if I share a little bit of my journey because it has been not an overnight thing to get here and we can talk about what is going on in the world of Close it now for a minute before we get into the sales things.

And so welcome everyone to episode 200.

This is episode 200.

I know that has been a while getting here.

And you know, one of the first things is, you know, when you set a goal for yourself and when you focus on achieving that, you know, sometimes we have this idea of like, oh my gosh, it's going to take forever to get there, right?

You take a drink out of my, my cup.

We'll go over what's in your cup here in a minute.

But before we do, it's a journey getting there, right?

So when I started this podcast, when I started Close it now, the coaching and sales training company that we have, the sales training systems, you know, I never had any idea.

So it's kind of funny.

It's actually the two sides of the same coin.

One, I didn't know specifically how big it was going to go or where it was going to go or just where people are going to listen to the podcast or any of those kind of things.

However, I am living proof that the law of Attraction works.

That the power of, the power of manifesting, you know, visualizing your future and focusing on that and having consistent, disciplined, persistent action across an extended period of time will send you where you want to go.

Once you establish the this is what I want to do, the universe works all night long on your behalf for you.

So somebody needs to hear that today.

If it doesn't seem like things are manifesting, keep at it.

They will.

Right?

But let's talk about this, right?

You know, when I started this in 2019, right, it was April of 2019.

So we are two months away for the six year anniversary of close it now, the Close it now podcast and the Close it now sales training and sales training and coaching and.

And of course, at this point, it's grown.

I'll cover a little bit of how it's grown more than just sales training.

But this is.

Yeah, this is 2025.

Recording this on February.

Tuesday, February 11th, which is.

It's actually going to post this day.

So we are recording and live and editing and everything on the spot.

So.

But when it started six, you know, I had a vision.

The reason I started the company is, is that.

Okay if I give you some history here because.

Because this is important.

There's.

There's lots of things that are cool in life, but, you know, the reason I started this company is, you know, we had.

We brought on two people in our.

In our team here in Austin, Texas, and, you know, we were needing to get some sales training, get them up to speed with the industry.

Neither one was in the industry, so.

So we shipped them off to a, you know, pretty famous training facility and they came back.

And I'm not, of course, not going to mention any names.

I don't want to push anybody under the bus because I love everybody.

Everybody needs help.

All the, you know, lots of the different training organizations and places they've been around, they've been successful for a long time.

The problem is exactly what I discovered when they came back from the training.

We spent thousands of dollars for them, sent them up there, and they came back with.

They were super proud to show off their, you know, the book of their slides.

Right?

And they came back and they showed me the slides, and I'm thumbing through them.

I'm like, wait a minute.

Wait, wait.

These are the exact same slideshow from when I took the class 10 years prior, right?

10 years before that.

Right.

So in 2006.

Right?

2006.

7, 8, 10.

I mean, all of those years, you know, I was taking.

It was.

It was wild, right?

So actually moving back, no, it wasn't even that.

It wasn't 10 years prior.

So let's get.

Let's get real here.

Salespeople like to stretch the truth.

Here's a good example.

I was saying 10 years, but honestly, it's not.

I did the math.

It was four, six years before that.

But the point is, same slide deck from when I had taken the course that many years before that.

So I was like, man, no.

And it was dated content at the time.

So it was, you know, I was like, guys, throw this in the trash.

It was actually.

Was it guys.

It was a gentleman And a lady.

So Dan and.

And Kelly.

So Dan and Kelly Mullen.

And they're not related.

Dan Gerard and Kelly Mullen.

They were killer rock stars on my team back then.

If you're listening, y', all, I know that Kelly, you listen.

So one of the best women salespeople in the trades that I've ever seen in my life.

But both of them are rock stars.

But they weren't necessarily until they came back from that training.

And I was like, guys, throw those books in the trash.

Let me just park you in my truck.

And so I took them around.

We spent a couple weeks together, and that's when I started writing the close it now sell system.

That's when I started writing the training.

The process for it was strictly for my team at the time.

And, you know, it wasn't three months.

And holy cow, both of them were rivaling my numbers, which was exciting.

Even the.

And the only competition I've ever lost in my entire career.

It was right to the last second.

You know, the owner of the company had put down this challenge.

It was 5,000 bucks in cash money to the person who sold the most for.

I want to say it was either June or July.

It might have been July in that year.

And it was so close.

But the kicker was we had to sell at.

I want to say it was 300k to even qualify in the competition.

There's six of us on this team, so anybody could qualify.

And so both of us rounded up the.

This is back in.

Geez, you know, 2020.

And this is the middle of 2020, right before things really started kicking off.

And so I think both of us rounded up the month right around 500k or so.

But it was neck and neck.

It was super freaking close.

And I thought I had it in the bag.

And last day of the month, it was like 11:50.

He puts another job in to take it over the line.

So ended up we get into the boss's office.

So what's up, Joe, if you're listening.

And he actually.

We decided to.

Didn't have to.

But here's the fun challenge we had going.

We were the entire month.

We had made a bet that the winner pays for the loser to go out to dinner.

We were going out to a really nice steakhouse, a chop house, you know, five star experience with our.

With our plus ones with our wives.

But the bet was the winner has to pay for the loser gets to pay for the loser, and the loser has to just enjoy, right?

So eat the whole month.

We're egging each other on and gigging each other with Man.

Isn't it going to be great when I'm paying, I'm buying you drinks.

Isn't it going to be awesome when I'm paying for the appetizers?

No, no, no.

I'm paying for your steak, right?

You're going to order the most expensive thing on the menu, and I paying for it.

So that was a challenge, right?

So it made it fun.

It was great.

So, sure enough, like 10, 10, 15 minutes before midnight, he slides a project in to take him over the line.

And so the only competition I've ever lost in my whole career was that one.

And so sure enough, we went out to this place called Austin Landing Cattle and had a really great meal and a great evening, and it was a blast.

But.

So that's the origins of Close it now, right?

I wrote it for my team, and then as I was training, I realized that, you know what there are.

If these people need to hear what I'm training, then I'm sure somebody else does.

So, you know, when you go back and listen to those first episodes, I'm just driving down the road, talking into my voice memo and then recording it later.

So you'll hear all kind of times when it's raining and you hear the blinker and the windshield wipers.

And there was one time specifically, somebody came into my lane and, like, you know, I'm talking along, doing the training.

It's like, whoa, somebody just almost ran me off the road.

They came into my lane and then I keep going, right?

So you hear all of that in those original recordings, and it's really fun.

So go back and listen to them.

They're definitely binge worthy.

I know a lot of people have given me massive, massive, you know, reviews and just comments about, man, I just learned so much from the podcast.

It's incredible.

So go back and do that.

But the whole point is, most people don't like resources.

They like resourcefulness.

I had no idea about podcasting.

I had no idea what I was doing.

All I knew is there was an app that said, hey, you can podcast for free.

Just upload your voice memo right here.

And it put it out right.

There used to be an app called Anchor that Spotify actually eventually bought, and that's what the Spotify podcast platform is based on now.

And so it was wild.

But from that original April event, I went to an event and paid a lot of money to go to an event called Train the Trainer to learn how to be a trainer.

When you invest in Yourself, it grows and multiplies.

You can never lose your own investment into yourself.

So that's when I started the podcast.

And just across time, it was six months before I even had my first coaching client, right?

And then my very first coaching client was a guy named Mark Portuese in Chicago.

So big shout out to Mark.

He owns on the Mark Heating and Cooling and he is incredible person, incredible operator.

He was my very first coaching client.

So we've been, here's how fun it is too.

We had one session together.

He had, in three years of owning his business, had never sold over a single stage 16 seer heating in air system.

We did one session, I was like, man, let's, let's fix that.

Showed him how to present equipment.

Same day he goes out and sells his very first variable speed system for 19,500 bucks and blew his ever loving mind.

And of course he was like, dude, this is incredible.

And of course now he does it all the time.

Because who you believe you are create your identity and your identity creates your outcomes.

Remember that from a few episodes ago.

And so that's the power of the coaching, right?

When I work with someone in coaching, they all of a sudden do things they never thought were possible.

Easy.

Because sales should be easy.

And so that started the coaching journey.

So that was in.

Geez, that was in 2019.

And so fast forward, you know, we did, did a lot of virtual for a while, but obviously for a couple years there for obvious reasons with, you know, with COVID and with the Pandemic and you know, it's been such a wild journey and I never realized that, you know, especially a year and a half ago when most people say, oh, he just jumped on the scene.

Well, no, I've been at this a while, right?

This is year 2025 is actually year 19 for me in the heating and air industry and the home services.

And you know, it's like a 19 year overnight success story they call it.

But so where the podcast has gone, where things have gone, you know, I never realized that, you know, Spotify said this last year that this show was listened to in 71 countries.

And you know, it just blew my mind.

And it's Now a top 2% of podcasts listened to globally.

So as many podcasts are out there, I'm in the top 2% of shows around the world, which is incredible.

And I'm so grateful to every single one of you that is has been a part of this journey along the way.

Those of you, Chris Sheeney, Tom Spall, Victor Johnny, everybody that has coached with us, you know Patrick and Austin and you know Christian, you know my boys, Lucas, everybody, right, Josh, Baca, all you guys.

I'm so grateful for every single one of you that have, you know, that have coached with us along the way that develop friendships and relationships.

And so this episode is for you.

This episode is for all of you who've all of your first time listeners and who have listened for a long time.

So much is going to be happening this year in 2025.

You're going to see me everywhere.

So many launches, doing a lot of stuff.

So thank you all, thank you all for every single thing that has contributed to the success of the Close it now podcast and sales training and now, you know, training systems and yeah, so I am so grateful for every single one of you.

So I wanted to take a minute and cover that first because episode 200, that's no small feat, right?

That's a lot of episodes.

Especially since on average, Since May of 2024, I've released on average two episodes a week.

So ideally, the release rate, I've changed the solo solo podcasts now drop on Tuesdays since because you know me, if everyone does one thing, I have to do something else.

Well, as it turns out, a lot of the big name podcasts in the trades are they release on Mondays.

Looking at you, Brian and Nate waste no day.

So I'm releasing on Tuesdays now.

So when everybody goes left, I'm going to go right.

That's what we do.

That's how you differentiate in your market.

Do something else.

Don't say, well, I did it first.

Okay, well, who cares, right?

So, so Tuesdays the solo podcast releases and then on Fridays we have the interview podcast, which I would love for everybody that's been listening.

I would love to know, love to hear your big takeaways from the four part series we just did on Roots and Wings with Jimmy J's.

So shout out to Jimmy.

He's been my business coach along the way, but man, that is the heartbeat of Close it now is.

Helping you become someone worth buying from means fixing things at home, right?

Fixing things, your relationships with your kids, with your spouse, with your partners, with your parents, with your brothers and sisters, then with your coworkers and your nutrition and your fitness and your personal growth and your spiritual journeys, right?

All of those things.

Those are the important things when it takes to be someone worth buying from.

So I'd love to know your takeaways.

So go join the Facebook group or leave me a review.

I would Love to hear a review.

Go to Apple Podcasts or to Google.

Love to have a review on some of the shows on there.

So leave me some five star reviews.

And you know how this works.

If I read your review on an episode and you hear it, message me for a free one hour coaching session.

Most people that have those say they get more out of their one hour coaching session than they've gotten in years at being at their company.

So let's get into some things.

So first of all, we got to do what's in your cup, because that is what we do here.

So today, of course, again, I'm drinking out of my failures.

Not an option.

NASA mug.

And today we have some Earl Grey tea.

So what is in your cup today?

I want to know for all of you around the world, if you drink tea or coffee.

I love coffee too.

To your coffee.

What are you drinking?

Is there anything you recommend?

I do love, love, love when people send me coffee beans or tea or anything like that.

You'll get massive shout out on the show.

And at this point in the journey, actually, the company's grown enough.

We've got some swag.

So you send me a gift, I will send you a gift.

So that's how this works.

But join the Close It Now Facebook group.

Pop me a message samoseitnow.net and we can chop it up a little bit.

Let me know what you're drinking in your cup right now.

This is Earl Grey with a little bit of cream and sugar.

So three, two, one.

Let's all take a sip together to celebrate 200 episodes.

All right, now let's get into some content.

So I've got something special for y' all today.

There are sometimes in our appointments, and these actually are word tracks that work for all kind of things in life.

So we're gonna, we're gonna get into these and, oh, last thing I have to mention.

The bootcamp.

The Close It Now Bootcamp.

Right.

Close It Now.

It's relit.

The title of it is Relentless.

The ultimate sales transformation.

Right.

You can find more about it at Close It.

Actually, we don't have more about it yet.

I'm literally meeting with event planners and talking to them this week about getting this thing scheduled.

But here's the details.

It's April 29th, 30th and May 1st in Boston, Massachusetts.

It is going to be three full days of intensity.

We are going to role play.

We're going to teach you the Close it now sell system, the same process that Austin in New York just used to In January.

He closed $1.1 million in January in New York out of 96 appointments.

Right.

He is a beast.

Also, he's going to be on the show soon.

So we're going to talk about exactly how he did it, where his mindset was and the things that he was doing to, to accomplish that same sales process, same sales system.

We're going to teach you at this event.

So not only that, we've got a couple just insanely high level guest speakers.

I've got one of the guest speakers, man.

He has, he's worked with companies like nascar, he's worked with Tony Robbins, he's worked with, you name it, literally thousands of companies.

He has grown and sold over 30 companies in his career and I'm honored that I've built a relationship with him.

He's going to be speaking at the event.

We've got some other rock stars.

Jonathan Neves, if you know him up at Green Energy Mechanical, he's basically our boots on the ground hosting the event in Boston.

That's where his company is.

And if you've never heard him speak, he is a fire breather.

Right.

He's just with him and I think share a brain cell when it comes to permission based selling and NLP techniques and those kind of things.

And so he's going to be speaking.

So but mostly it's going to be yours truly.

We get to spend three full days together and I'm going to help you get to that next level, become that person worth buying from and we're going to deep dive into the things that will not only get you to the next level with your life, but also of course sales numbers explode.

You'd be like Patrick took him through this content over in Raleigh and his average ticket goes from 9,000 to 16,000 and has stayed there for over a year now.

So that's what happens when people learn and implement the process in the system and give consistent, persistent discipline action consistently over time.

So so close it now.

Boot camp.com there are still six buy one get one free tickets left message me that I heard that the.

I had a link that was bogo, right?

I had a link in there.

A coupon code.

I did hear that it that was having some issues with some people.

So if you have issues with the coupon code, the coupon code now is bogo just B O G. Okay.

If you have problems with that, message me directly samoseitnow.net and I will.

We can manually put it in and make sure that you get those half price tickets but there's only six more.

So if you, if you don't get those, then, you know, you get what you get.

So that means that.

But either way, you know, honestly, it doesn't matter.

It's going to be off the charts on, on value.

So you're going to come back in and close one deal that you wouldn't have and pay for the thing.

So it's not like it's insanely expensive or anything.

So let's get into some content today, because this is important.

First of all, I want to cover the three T's with you today.

There are three T's, three word tracks, three expressions that you can use for almost anything.

The first one is when we have complaints or issues or concerns or anything coming from the homeowner.

So the first one is, that's no problem.

That's really no problem.

That's no problem.

So it's different than just saying when something comes up.

It's different than just saying, hey, that's no problem.

That is white noise.

The powerful part of this is adding the second part to it.

So that's no problem.

That's really no problem.

Is emphasizes.

And it actually, it's really cool what happens in the brain.

It actually cuts right through the white noise and right through the fog by repeating the same thing right against itself.

All of a sudden, the repetition now it.

It pierces that smoke screen in the homeowner's mind and they actually hear you.

They will list it.

Like it takes them off guard that to use this sentence, that's no problem.

That's really no problem.

And then they just open right up.

It's really, really, really cool.

So the first one is, that's no problem.

That's really no problem.

The second one, the second one is, that's exactly why.

So in so many of the conversations that we have, you know, one of the things that we talk about often is how to reframe the conversation.

Framing the conversation is everything.

If you have never read the book called Pitch Anything by Oren Claf, I highly, highly recommend it.

In fact, I'm going to reach out, I'm going to make a note right now.

I'm going to reach out to him and see if we can get him on the show, because I talk about his book so dang often.

I should get him on the podcast and see if we can see if I can get him on the show.

If you.

Anyone knows him or knows how to contact him, I would appreciate an introduction.

I'll reach into my circles and see if I can get a hold of the guy, but Oren Clough, this book is called Pitch Anything highly recommend it.

In fact, once this year, one of my intentions is to start back up the Close it now book club, which we did a few sessions, but life and crazy.

Life was crazy in bandwidth.

I just didn't have time to keep it going.

But my intention is to restart the Close it now book club in 2025.

And this is definitely going to be one of the books on the list.

So framing the conversation is important.

Remember.

And if you don't remember, go back and listen to the three bids training I did or in the Facebook group.

Just search three bids within the Facebook group and the training video will come right up.

But in that conversation.

So for example, we have to reframe certain parts of our conversation.

We have to continue to reframe our appointment.

The homeowner will try to set a different frame of the of the conversation.

So a good example of this is at the beginning of the appointment when you hear three bids objection come up.

Which usually sounds like it can be like right when you're walking in the door a lot of times it's usually when they hit you with it, like hey, the hands up.

And they're just want to be transparent with you.

I'm going to be getting three bids on this thing.

I'm not buying anything today.

So what's happening?

They cut.

So let's walk through the timeline.

They called us, right?

They are seeking us out.

We show up and then what's happening?

They're trying to give us what's called the takeaway.

They're trying to reframe it and make them the prize and make us chase them and beg them for the work and earn the work, right?

We've got to earn it.

But all that we have to do is reframe the conversation back to where it originally started.

So of course, if you want to know that training, go back and listen to that episode.

But that's what we're doing when we're reframing the conversation with the three bids objection or just about any objection handling is reframing the conversation.

So many times we reframe the conversation.

So that's why, that's exactly why is such a good line.

It could be that's exactly why we're here.

That could be.

You know, in earlier, in fact, one of my coaching clients earlier, one of my virtual clients we were talking about, he went out to a, a house and the woman, this is.

It was there yesterday, right?

And so this Is, you know, first part of February.

She's literally selling the house in April.

Selling the house in April.

So less than two months away, she goes into, well, you know, I'm selling the house.

It's.

It's a boiler system.

So we're up in Pennsylvania.

Shout out to Zach.

What up, Zach.

Shout out to Zach up there.

He, you know, it's a boiler system.

It needed about $2,500 in repair.

So it wasn't even a sales call, you know, and for.

For a lot of us listening, you know, we wouldn't even roll on a call like that.

You know, she's selling the house in less than two months.

It needs a repair.

And so most people think, oh, well, she'll just fix.

She's selling the house.

She's just fix it.

Well, the service tech gets there and, you know, offers the $2,500 repair.

$2,500 US American dollars.

And she just kind of raises, well, you know, what would a new one be like?

And so Zach gets over there, and he has a conversation with her, and he.

Absolutely.

So him and I have been working on storytelling and reframing the conversation lately.

So he gets over there and he listens, and, you know, come to find out she's selling the house to a friend of hers.

So he says, well, isn't that exactly why you.

That, you know, won't it feel good to know if this is taken care of, that you'll be passing, you know, you won't have.

You won't be passing these same headaches and problems on to your friend when they buy the house?

She says, you know what?

I'm glad that you said that, because, yeah, I don't want to pass these same problems on to somebody.

He's like, you know, and he was just kind of future casting a little bit.

It's like, you know, what would your relationship be like down the road if all of a sudden they have all these problems and things?

Or on the flip side of that, you know, with that, and I'm paraphrasing, but on the flip side of that, you know, sell that you'd be selling the house, and your friend takes over with no problems down the road and a nice new system installed by one of the best companies in the area, and we're maintaining the warranty for it, which will also transfer.

And she says, you know what?

That makes more sense.

So now they're just figuring out the funds on, you know, how they're gonna.

How she's gonna pay for it, and then let the seller of the house pay the rest off.

So it's cool because then she's only out of pocket for, you know, maybe a payment or so, maybe if even that, because it's mid February, it's not even going to first payment won't even be till probably about the time the house sells.

So that's exactly why it's a perfect time to use that kind of a situation.

Isn't that exactly why you should do it?

Right?

And so that is number two.

So the first one was, that's no problem.

That's really no problem.

The second one is that's exactly why.

That's exactly why we're here.

Isn't that exactly why you should do it?

So just reframes the conversation.

It turns it right side up again.

And the third one, which I love a lot, is.

Well, that's the best part about it, right?

So again, it's another word track to reframe the conversation to be able to communicate in a way that people.

That we need people to hear, right?

So many times they.

They don't hear us the way that we're trying to communicate with them either, because our inflection is wrong and the.

Our word choice is wrong.

That's why I'm such a word nerd.

Because every single word has meaning, right?

Every word has a meaning a lot of times, especially in.

And it doesn't matter, though, your language doesn't matter if it's English.

It doesn't matter what language you're speaking.

When inflection and tonality are part of the language, it can be misunderstood.

That's why only 15% of communication is the actual words.

The rest is body language and tonality.

And I've done this before, and I'm gonna.

I'm gonna do the sentence again because it absolutely proves the fact that you can say the same words over and over and get a whole bunch of different meanings based on how you inflect and what.

What words you emphasize.

So it's been a while back.

I'm going to do this again.

So let's talk.

Let's think about this in a minute.

So here's the sentence, and I'm going to say it as neutral as possible, and then I'm going to say it several more times.

And I want you to listen to it and tell me how many different meanings that you get from the sentence from the exact same sentence, right?

And so this is something I learned years and years and years ago on an old zig Ziglar recording.

So shout out to the classics, right?

Zig Ziglar, Brian Tracy, Les Brown, Jim Rohn, all the greats.

So the sentence is, I didn't say she shot her husband.

That's about as neutral as I can say it because I just have inflection in my voice.

So now let's go through it a bunch of different ways.

But I'm gonna say the same sentence over and over.

You tell me how many meanings there are.

I didn't say she shot her husband.

I didn't say she shot her husband.

I didn't say she shot her husband.

I didn't say she shot her husband.

I didn't say she shot her husband.

I didn't say she shot her husband.

Right.

There's a lot of different meanings from the same, you know, same handful of words depending on how you emphasize the different words in your tonality.

Now, that proves the point that what I've said for a long time is anyone who gets the same objection over and over and over, it's not your market.

It's not the, you know, that your, your clients are educated on a certain thing or not.

It's not your.

It's probably not even your process.

What it is is that for most people, it's the way you're saying something.

Because if you're like, ah, follow the script exactly, I follow our process to a T, and I get these results and somebody else gets different results, it could be very much the way that you're saying things, right?

The inflection that you're saying.

These are the things that, you know, all the different AI recording things, they're not going to pick up on.

This is why you can follow the script and nail it and still not get the sell when somebody else would.

It's how you say things.

So if you're getting an objection over and over, it's because you're planting the seeds somewhere in your process for them to think about it.

This is why it's so important to record your sales appointments.

So you can, and not only record them, actually do the work and go back and listen to them.

Right.

Listen to yourself.

See those places, right?

Am I saying something differently than what I think I'm saying?

Because we don't always hear our own voice in our head the way that we think we're saying it.

So that is the.

That.

That's some extra there for you.

But those are the big ones, right?

So the three T is again, that's no problem.

That's really no problem.

Number two is.

That's exactly why number three, that's the best part about it.

And you can even use those together, right?

Listen, that's no problem.

That's really no problem.

That's exactly why we're here.

And the best part about it is you're going to love the outcome.

Right?

I just stitched them together and kind of generally speaking, but that's.

Can you see how can you hear how these can be really high value word tracks in your appointments?

I hope so.

So that is.

Those are the three T's.

Now I mentioned a bonus.

We've got a bonus here in a sec.

But again, I want to talk about something super quick one more time.

Just a reminder, go get your tickets for the Close it now boot camp at close it now bootcamp.com go check them out.

And the other thing is, I love you all.

I would love a five star review on Google and also on Apple podcasts and Spotify has made a way to leave reviews and comments now too.

So all three of those places.

I would absolutely love a review and go join the Facebook community.

Go join the Facebook community.

The Close it now group search.

Close It Now.

I'm everywhere.

Look in the show notes.

You can find the link tree and it has all the different links to Instagram, to LinkedIn, to TikTok, to YouTube.

We've got a YouTube channel for those of you who are watching on YouTube.

You actually get to see my smiling face and the all my guests, you can actually see them as well because a lot of times things happen visually that we don't, you know, that you can't even just you can't always hear on the auditory podcast.

So that's it.

I'm so stoked about episode 200, y'.

All.

I'm so smiley today because I can't get over the fact that, you know, I can get it.

I can get over it.

I knew this day was coming because I knew I had consistent discipline action when you focus on the outcome.

I knew starting this company, you know, six years ago and starting the podcast, it was going to grow.

My intention and my vision is to be an international speaker.

Right.

Best selling author.

I hit the international best selling author list this last year.

So I've got at least one more book coming out this year and if you want me to speak at your event, let me know.

Who do you know at the events coming up?

I want to speak at events.

Get me and get in touch with.

I'd love introduction.

Get me in touch with the people that book book for the different events.

I know there's a bunch of people at AHR right now, I am going to be at the ACCA event in Austin that's coming up in March.

So if you're in acca, definitely look me up.

I'm going to be roaming around the.

Roaming around all over the place, recording.

So we're going to be doing some fun stuff.

My buddy Everett Lapel with.

So I was in the house, service and sales tales.

He is doing the same thing actually at HR right now.

So we're going to hook up in Austin here and do some stuff together, I'm sure.

But if you're coming to aca, let me know.

Love to meet up with you and meet you in person.

Okay.

So the bonus, this one comes straight from Josh Baca.

Actually, this is a funny story because he was.

He's given me permission to tell his story.

It was years ago.

He was one of my very first clients as well.

You know, we were.

He's in.

He's in Colorado.

He was in Denver at the time, and he was a selling tech.

And he calls me on the phone.

We finally.

He messaged me and we finally connected on the phone.

He said, bro, you got to help me.

I've been listening to the podcast.

It's been helping some.

He's like.

But he's like, I'm about to get fired.

My numbers are so bad.

He was the bottom in the company.

Bought him in the company.

So I was like, all right, cool, man, let's do it.

So we started coaching together.

And I want you all to know, here's his numbers.

Well, I don't.

In fact, I don't even remember his number numbers.

But what I do remember, three months later, when we're, you know, spending an hour a week together, three months later, he messages me and he sends me a picture of him holding this award where he was the number one person in his company that week, right?

So from almost being fired to three months later being the number one with his numbers in that week and then stayed on top, right?

Stayed on top.

That is his story.

And so it's funny because he messaged me the other day and he's got this like it was Saturday or Sunday, Super Bowl Sunday or Saturday.

He's out there.

He's crushing it.

Huge sales.

I think it was like a 25, $30,000 sale.

But the important part was it was $5,000 more than his nearest competition.

And he says he used this to close it.

So here's the word Track.

We're not $5,000 more expensive.

We're $5,000 better.

Can I show you why?

And of course, the homeowner said yes.

And then he goes down and shows them all the reasons why they're better.

Right.

It's funny because he reminded me that I taught him that.

And I didn't even remember that I used to teach that.

But that's a big.

That's a powerful way to handle when somebody comes to you with, oh, well, so and so's this much cheaper.

It's easy.

Say, oh, no problem.

We're not, you know, saved 3,000, 4,000, 5,000, whatever.

It doesn't matter the number.

Use that number.

So in this case, we'll stick with his numbers because.

Thank you, Josh.

We're not 5,000 more expensive, we're $5,000 better.

Let me show you why.

And in fact, I like to use that.

Make that a question.

Right.

Can I show you why the homeowner's got always going to say yes.

Because they never expect you to respond like that.

They expect you to say, well, what do they have?

Let's make a comparison.

I can be your person to help you look at this one versus that one.

Well, that's how everybody handles that now, right?

So now just say, oh, no problem.

Yeah, I get that all the time.

Right.

We're not $5,000 different.

We're not 5,000 more expensive, we're 5,000 better.

Is it okay if I show you why?

Can I show you why?

And then, of course, you have to have the ammunition to back that up.

Right.

You have to know why your company is better and then take them down.

The bullet points of, you know, 5, 10, 15, 20, just keep going.

All of the reasons that you're better and your confidence and certainty and your excitement about it.

And, you know, you have to have confidence and trust in your company.

You have to know the installers and how their quality of work.

You have to know the things that they do.

And I mean, you have to stand behind it.

If you're at a place where you have no confidence and trust in the guys doing the work, I would say run, go somewhere else, or take initiative and action and help them get better.

One of the two.

But it.

You can't have confidence and certainty if you don't have confidence and certainty in your people.

So I was talking to my friend Johnny here a little bit ago.

I'm actually going to do some.

Oh, let's cut that.

So that is exactly what's going on.

You've got to have the.

You've got to have the certainty and confidence of your people and when you do, it's so easy to close, because then you're like, hey, we're not $5,000 more expensive.

We're $5,000 better.

Can I show you why?

And so that's it.

That's the word track.

And so that's our episode today.

So recapping the three T's, that's no problem.

That's really no problem.

The second one is that.

That's exactly why.

The third one, that's the best part about it.

And then the bonus.

Thank you, Josh Baca, for reminding me of this is we're not $5,000 more expensive.

We're $5,000 better.

Can I show you why?

And so, yeah.

Gosh, I'm so grateful for every single one of you.

Thank you for listening today.

Remember to leave me a review.

Also, go get your tickets to the Close It Now Boot Camp, 4-29-30 and May 1 in Boston, Massachusetts.

It's going to be fire and otherwise.

You know, I just.

I'm so thankful for all of you that are on this journey together with me.

You know, we are growing.

I know hope, and I know you are growing.

Let's do some things together.

Here's a wild idea.

Shoot me a message for content you want me to cover.

If there's a podcast that you want to hear a topic covered, shoot me a message and let me know.

Let's start a conversation there.

Join the Facebook group.

So start some conversations in there.

What are your big takeaways?

What have been some of the biggest things that have made a difference for you in your life?

I would love to hear those, and I know the community would love to hear those as well.

So now is the time, right?

February 11th.

This is the first day of the rest of your life.

What are you going to do with it?

Remember your thoughts.

Create your beliefs.

Your beliefs create your identity, and your identity creates your outcomes.

So everybody, you.

You go out there.

This is episode 200.

Thanks for sticking with me.

A lot more to come.

Everybody go out there and be someone worth buying from.