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.

Hey, everybody.

Welcome back to Close It Now.

Sam Wakefield here.

I am really excited about this episode.

It is one that I've been working on for a bit.

If you've been following me along, you will know that this is episode number five in the energy series of how to set, hold and lead energy in your appointment.

And what we are going to cover today is going to be the next step.

So let's get into it because I am really fired up about it.

It's going to going to make a huge difference in your life if you implement the things that we've been talking about.

So like anything, of course you've heard me say over and over, if you've listened to this podcast enough, success happens at the speed of implementation.

So that is what we're talking about today.

But first, let's get a nice quick little what's in your cup section.

I have some Nespresso.

I'm still going through those Nespresso pods, the Rosso Nespresso pods.

I only have a handful left, so if you're tired of me talking about those and want me to try something new, I'm always down to try some new coffee.

If you give me a recommendation or if you are so inclined, shoot me a bag of beans and we'll get them ground and go through them and see what we'll talk about it on the show or our tea, of course, I'm always into tea as well.

A huge shout out to Brian O'Boyle.

I started the day off with some Irish breakfast tea today, but today let's.

What are you drinking?

You got tea in your cup?

You got coffee in your cup.

One thing that we're going to talk about, I'm going to have some guests on soon.

We're going to talk about some health.

We're going to talk about the reason that I am anti artificial sweeteners especially there's one ingredient called sucralose.

If you don't know about it, I highly recommend, I implore you avoid anything that has sucralose in it.

It's a chemical your body cannot process.

It goes straight to your brain.

It clogs your cognitive funct function, it clogs your ability to think.

Gives you brain fog.

So I don't care what so called quasi healthy workout.

Nutriou know like all of the health food so called health food nutrition stuff.

The workout supplements that have no sugar, well if they have sucralose in it, it's killing you.

Every single time you ingest it it kills half of your good gut bacteria.

But more on that later today.

We've got got some just nice espresso in the cup.

What are you drinking today?

Are you staying hydrated?

I hope you are.

It is starting to warm up today.

Date of recording Today is Tuesday, April 29th and we are one week out.

Seven days from the Boston event.

Relentless.

The ultimate sales transformation.

May 6th, 7th and 8th.

This is your last week.

This is last call.

We still have a handful of tickets left.

Go to close it now boot camp and get your ticket today because they're almost gone.

See us there.

It will change your life.

You will sell more this year.

You'll sell on average and this is a low average.

You'll sell 30% more this year.

So what would your numbers look like if they went up?

If your close rate went up, you know, 10, 15, 20% if your average ticket went up 30%.

What it looked like for you to make 30% more in your income this year than you did last year.

So everybody raise your cup.

Let's take a sip.

In three, two, one.

Cheers.

All right.

Or slaunche.

As for Brian out there and yeah, let's get into this.

So quick recap for the last episodes.

What we are going to do is really get into this.

This one is about energetic, consistency.

You know, how you show up at your best every single time.

This is part of of course the Energy Driven Cells miniseries that I'm working on.

This is episode five of nine.

And so let's get into this.

One thing I want you to know is you don't rise to your highest level.

You fall to your most consistent one.

The real question isn't can you perform at your best, it's can you do it over and over again no matter how you feel, this is important.

You know, one of my favorite quotes is from Winston Churchill.

And it's success is going from failure to failure with no lack of enthusiasm.

That is his definition of success.

And I highly agree.

You know, in sales, what we do, you know, we could be out there and absolutely get our teeth kicked in one appointment and we have to completely reset, go to the next one as if nothing bad happened.

We cannot carry the baggage from the day, the week, the last appointment, the last few appointments into the next appointment and expect it to go incredibly awesome if we're still dragging all that behind us.

So how do we do that?

How do we reset?

How do we, you know, how do we lead with purpose?

So that's.

I'm gonna about to show you exactly how, but let me hydrate here real quick.

That was a.

That was a bit of a bitter espresso shot I just took.

Not my favorite.

So we'll get some good ones.

Somebody sent me some better, better espresso, better Nespresso pods or some better coffee.

All right.

Especially if you're overseas.

You know, we're.

God, we're in over 70 countries now that are listening to this pod and I'm grateful for every single one of you, everywhere you are.

We just had somebody join the group from New Zealand, which is pretty cool.

So big shout out to you there and all you Kiwis down there and thank you for listening.

I love it if every.

Anywhere you are, if you're in, in the uk, if you're in Australia, New Zealand, get together, I am happy to come over and do some training in person in your, in your country.

So wherever you're at, fly me out, let's have some fun and I will show you how to dominate your market.

If I, I can guarantee you, if you're not selling a million dollars plus wherever you're at as an individual, you've got.

It's.

It's so easy to do all over the place.

Looking at you uk, I know there's a bunch of you over there that.

Listen, I'm here to tell you, you're.

You can sleep and sell a million dollars.

So it's really not that hard.

So have me over.

We can have your entire team crushing it in no time, multiplying those numbers.

So let's get into this, all right?

Consistency.

Consistency is everything.

So how do we do that?

Well, let's recap so far.

Episode one was energy is the missing sales skill.

So we talked about energy.

Episode two, we talked about setting the right container, creating the space, and then creating this comfortable, trusted, safe environment where homeowners feel Safe enough to make an educated buying decision, make a comfortable buying decision.

And so that was episode two, setting the right container.

Episode three, emotional leadership.

Leading the room without absorbing it, without absorbing the energy from the room.

So number four was transferring certainty, leading with belief, not just with information.

Today we're going to pull all of that together into one of the most important traits of top performers.

Consistency.

If you've read the classic, there's a classic.

It's classic.

Now.

One of the first books about consistency that I really dove into in my early journey was the Power of Consistency by Weldon Long.

And of course he's, you know, love him or hate him, he's, he's definitely a character.

He's made some pretty, pretty massive moves in the, in the space.

And that's a great book.

Basically, he boiled down, if you've ever read and highly recommend also Think and Grow Rich by Napoleon Hill.

So that book, it's definitely older language.

It's a classic, highly recommended.

I've read it and listened to it at least half a dozen times or better throughout my life.

In fact, it's time to do it again.

So that had a lot of strong language, like transmutation of thoughts into things and language like that, which is incredible, but it was a little bit woo woo for a lot of people.

So what the power of Consistency did, it boiled that down into layman's terms and the science behind how Law of Attraction actually works with the brain science behind it.

So I'm all about every bit of that life, but Power of Consistency is great, but consistency is everything.

It's not about getting hyped up for one big day.

It's about how you show up every single time.

Success happens by consistent, disciplined, persistent action across time.

And that creates a compound effect in your life.

It creates a compound effect in your personal growth, in your physical journey, all of these things.

Here's a good example.

I've been hitting the gym hard freaking core lately.

Me and my personal trainer have been crushing it.

And I didn't think that I was really seeing progress.

It's been three, four months now and I really kind of was starting to get a little frustrated until I put this shirt on today.

And if you're on YouTube, make sure to like and subscribe.

You can actually see what's going on.

This shirt was loose on me like not even a month ago.

I put it on today and I'm like, holy cow, my arms barely fit.

My chest is like tight in the shirt.

I'm like, wow, did the shirt shrink?

No, I'm starting to see some mass gains in my muscles because of the consistent, persistent, disciplined action that I've been taking in the gym and with my nutrition and with my diet.

So I'm starting to really see some impressive results now.

Same thing happens with your personal growth.

It happens with your cell skills.

It happens with your closing ability, your ability to serve, your ability to lead.

It happens with your relationships.

It happens with your spiritual life.

It caught me monologuing again, and I forgot to take a breath.

But your body forces you to breathe if you don't.

So that's where that yawn came from.

I know I've talked about this before, but quick reminder, if you find that happening, you find yourself yawning in your appointments.

It's because you're speaking too fast.

It's a reminder to slow down and breathe more, ask more questions.

And when they answer, it gives you time to breathe.

There's your breathing ninja trick of the day.

So section one here.

I've been really working to break these apart into different bite size steps and pieces throughout my episodes.

That way you can process it and take it in a little easier and quicker, especially if you're in Drive Time University.

I know.

Raise your hand if you're in Drive Time University.

I know that windshield time is so valuable.

Use it for your education time.

And so section one here, motivation will fail you.

Motivation is so unreliable.

Motivation comes from external circumstances.

For most people, there's a difference.

So before we get into this, there's a difference between motivation and inspiration.

Motivation happens from outside circumstances.

Inspiration happens by that internal drive to accomplish something, to change lives, to.

To do that, make the difference.

But it happens from the inside.

So motivation is unreliable.

Energies get a dip, feelings are going to shift.

You might, you know, have off days, you might feel sick, those kind of things.

Top performers don't depend on feeling ready.

They create systems that make readiness automatic.

So champions aren't built on their best days.

They're built on what they do on their worst days.

Think about any sports.

Think about football, think about basketball.

We don't hear, you know, of course we see the highlight reels of the guys in the games and the ladies in the games where they're just absolutely crushing it.

And the play of the week and the play of the month and best plays of all time.

But what they don't show on ESPN and on the different sports stations, what they don't show is the hundreds and thousands of reps, the thousands of golf balls that Tiger woods hit when nobody was looking the thousands and thousands and thousands of free throws and three pointers and all of the different plays that end times that Michael Jordan and LeBron James and Kobe Bryant started at, you know, 4:00, 5:00 in the morning before anybody else showed up, before the team shows up to practice.

They're getting hours of practice in before practice.

They don't show the times that, you know, that I'm going to age myself because I don't know any of the modern players.

But you know, my football days, you know, the Michael Irvins, the Jerry Rice's of the world, they don't show them running hundreds and thousands of post routes and hooks and all the different routes in the rain, in the sun, in the snow.

Nobody's in the field except for them running those routes over and over and over to master, to master the game.

Did they like it?

No.

But they did it anyway.

That's consistency.

This is if you were going to be the professional at what you do, you have to master the game.

So this is all about consistency.

Consistency beats intensity.

So anyone can have a big week.

That's not the game.

Buyers don't just want your best because I mean, they're, you're a stranger to them.

They want trust, they want reliability, they want safety.

If your energy is unpredictable, so is their trust.

I'm going to say that again.

If your energy is unpredictable, if every time you show up to the house, you're in a different place, a different state, so is your trust, so is their, their trust, so is their trust in you.

So if the way you show up changes every time, why would they trust what you're saying?

So they're like, who is this guy?

This is not the same person we met the first time.

So this starts with your pregame routine.

What do we do before the appointment, before every call.

So we're going to go through this a little bit.

Uh, we've got deep breaths, you know, pull, get to, you know, don't pull straight up to the house, pull over, around the corner, around the block.

Find a spot where nobody's looking for a minute.

And even if you're like crunch time, you can do this.

You can take 1, 2 minutes, deep breaths, slow your body down.

Especially important if you're in a frantic day and maybe you're running a little bit late from appointments, especially appointments.

Important to take a minute, reset, slow your breath down, set your mind.

I'm here to guide, not push.

That's your visualization, that's your process.

I'm here to Guide not to push them.

So have a quick visualization.

Visualize.

Visualize the homeowner in the house.

Literally set your timer in your, you know, on your phone, in your, in your car, in your truck, in your van.

Visualize a calm homeowner.

Visualize a smooth conversation.

Visualize a clear solution.

Here's an anchor phrase.

You can actually use this affirmation.

Have it printed up, put it on your sun visor so you pull it down every single time before your appointment.

I create clarity.

I don't chase closes.

I create clarity.

There's another one from the closing out affirmations list that I always start off events with is everyone I meet wants to buy from me.

Everyone I meet wants to do business with me.

Every single time.

Everyone I meet.

Rituals eliminate randomness.

So important.

So take that breath.

Reset.

So here's how to reset during the day.

Because so many times we're bouncing around from appointment to appointment.

And if you're like me, obviously sometimes you get overloaded as much as, you know, we say, oh, four appointments a day, that's all max.

That's all you should get because that's how you're able to spend the time with homeowners.

We know that in the busiest of seasons, sometimes that is just not possible to do.

Sometimes we're going to get 4, 5, 6, 7, 8.

I think the most I had was about nine in a day.

Started off the day the first appointment was, I think I want to say it was at 7am and then the last.

This was an on call Saturday.

The first one started at seven.

The last one, get this, everybody I ran, I started the last appointment at 1:00am we finished at 3:00am yes.

That is, you heard those numbers right?

This, that is sales.

That is hardcore.

That do.

I did.

I love it.

No, but also it fired me up.

There's phases in your life you go through when you're like, you know what?

I want to see what is actually freaking possible.

Let's go out and just dominate and crush it.

What is truly possible and it's okay to go through those seasons.

I'm not here to say you should have a steady diet of that, but I am here to say challenge yourself sometimes.

See what you can accomplish.

Most people have no idea what their limits are because they're scared to push to their limits.

And I will tell you when you, when you reach what you think is the edge of your limit, you find out you've got some more in the tank.

You've got more to go, you've got more to Leave on the field.

So give it a shot.

See how hard you can run.

Within reason, of course.

Stay healthy.

Absolutely.

Which is why nutrition and fitness and mindfulness is so important.

Because if we're not taking care of this machine, of who we are, you can't perform at the highest level.

You can't be a million dollar earner eating off the dollar menu.

I'm here to tell you that.

So.

But during those crazy insane O days, you have to have a mental reset.

I cannot tell you the number of hundred, so this go hand in hand.

Can't tell you the number of.

I should have tracked them, I should have counted the numbers.

But the number of hundred thousand dollar days that I had in a single day, 100,000 plus in a single day, so many.

But also the number of times I'd had to reset during the day.

Take that break.

Take five minutes and just mentally reset because holy cow, you want to talk about running at an insane pace, but also the ability to reset and start that next appointment and the next appointment and the next appointment as if it was your first one of the day and you were fresh and ready to go.

So that's why this reset is important.

So here's how to do that because.

And we know some calls are not going to go perfectly and it's fine, it's just to be expected.

So what matters is resetting before the next one.

So here's your midday reset checklist.

Two minutes is all it takes.

Sit quietly.

Turn the freaking radio off.

If you're listening to me, turn my voice off.

Once you get this list and sit quietly for two minutes.

Breathe in slowly.

You can do what's called, raise your hand if you've heard what's called box breathing.

This is really, really, really powerful.

So what you're going to do is you're going to breathe in for four seconds.

You're going to hold it for four seconds.

You're going to breathe out for four seconds.

You're going to hold it for four seconds.

Breathe in for four seconds and continue to do that.

And then visualize just like a little dot counting across, sideways, down, left, up, right down.

Visualize your breath is little dot tracing around this box for each of the four.

So as you do that, what we're doing is we're resetting your nervous system.

And you'll instantly feel your shoulders relax.

You're gonna feel all of the muscles in your body relax.

Set a timer for two minutes and do this for two minutes.

Breathe.

That type of breathing, it's gonna reset your Physiology, it's gonna reset your mind and be able to start fresh.

And here's your reset phrase.

And I know, salespeople, we want to change things.

We want to make it your own, but I give you full permission, word for word.

It's okay, you know, here's your reset phrase.

That call is over.

I show up fresh for this new one.

That call is over.

I show up fresh for every appointment.

So say that to yourself as you breathe.

So it's like, okay, so, in fact, let's practice it together.

You breathe, I'll count.

So we're going to breathe in first.

1, 2, 3, 4.

Hold, 2, 3, 4.

Breathe out.

2, 3, 4.

Hold, 2, 3, 4.

And then repeat that over and over.

And it's so incredible what happens if you've never done breathing like this.

Intentional breathing.

And when I say breathing like this, don't just breathe into your chest.

Fill your belly first.

Like, truly get all of the air into your lungs, all the way down into your belly, and then let your chest fill up.

Back, posture, straight.

Don't slouch, don't slump.

Sit up straight and do this.

And that is how you want to breathe when you come to the event.

We're actually going to be in the gym, and I'm going to be leading people through some breathing and some exercise in the mornings.

So it's going to be awesome.

But this is so powerful.

So do this to reset yourself between appointments.

I promise you, you will enter the next call dramatically more refreshed than you ever have in your life if you've not done this intentional breathing and intentional mindfulness between your appointments before.

Because remember, you're not the sum of your last call.

You're not the sum of your last appointment.

You are the sum of how you show up right now.

You are.

It doesn't matter what you've done in the past.

Every new homeowner has never seen, for the most part, has never seen you before.

So how you show up in your full power, in your presence, in your full energy to every single homeowner at your best self.

I'm not asking you to be someone you're not.

I'm asking you to be the best version of yourself, be you times 10, and show up for every new homeowner that way, because they deserve your best.

We're here to serve, and we cannot serve at our highest level if you are not performing at your highest level to start with.

So.

So let's build your energy system.

I've been talking a lot.

I'm going to Take a drink.

So let's hydrate here.

So consistency isn't a feeling.

Consistency is a system.

So how do we build our energy system?

We can have a system for everything.

So how do we build our energy system?

One is with our pre call ritual, which we just went over.

Two is with the midday reset habit.

In between appointments we got to reset.

Another one is every end of day, before you shut off the business brain, finish your last appointment, do an end of day reflection, what worked?

And have your journal actually write it down.

Don't just put it, don't just think through it, don't just put it into a, you know, a note on your phone or your tablet.

Actually write this out.

There's so much incredible things that happen when you transfer your thoughts down through your arm, out of your hand, through, through a pen or pencil that you're writing with, onto paper that's actual.

A totally different thing happens in your brain than if you just type it in digitally.

So write it down.

So end of day reflection, you're going to write down what worked, what was good.

Write down three positive things that you did, where did you wobble?

Write down one or two things that you, that went sideways, something that you want to improve on.

Don't just write down your failures, write down the things that you want to improve on, see the mindset difference.

And then write down what grounded you the best throughout the day, through your pre call ritual, through your reset, the focus, breathing.

Write down what works the best to ground you into that moment.

And then you're going to do a weekly energy audit.

I like to do these on Sunday nights.

My weekly reset is Sunday night.

I do the energy audit from the week and then I look ahead into the week coming up.

And so I'm going to track my patterns, I'm going to track winds, I'm going to track energy dips, track what happened during the week and, and then look forward, look ahead.

Because what you don't measure, if you don't measure it, you can't manage it.

If you don't manage it, you can't master it.

So if you want to master something, it starts with being able to measure it.

But man, you, you can't measure it if you're not documenting.

So that is that section.

So getting into state management and this is really the bulk of this, this episode because there's something incredible that happens when the more consistent you are, the more that you have the ability to reset yourself.

So we all know that this is possible.

You know, Tony Robbins calls it state Management.

And so we're going to dive into an exercise here in just a minute.

I'm going to teach you how to.

What's called setting an anchor, to be able to step into that.

And here's an example.

I mean, how many raise your hand because I've done this time and time again.

How many of you have been, you know, say you're sick as a freaking dog, you've got something nasty, you caught a cold or something, you're not contagious, but, God, it's awful.

But you still got to work, you still have appointments, you know, especially if you're in, you know, say, a smaller company, and you're the only one, and there's.

There's nobody to fill the role.

You know, you're the owner, operator, or like me, forever in my company, I was the only sales guy.

There was no other option.

There was no alternative.

I had to do it, or we would just lose business.

And I needed the money because especially early in my career.

And so.

Well, I mean, every step in your career, we make sales, we make money.

So how many times have you had this happen, though?

You're so sick, you know, you're.

You're dosed up on, you know, say, Dayquil and.

And whatever.

You've got medicine head just to be able to manage.

And you pull up to that house, and between the time and you pull up to the house, and, gosh, I'm going to replay this a little bit.

I remember a couple times, so specifically, pull up to the house, and you just slowly look up the side, up the driveway or up the sidewalk to the front door, and then back, slowly look back, and you're like, oh, my God, I don't want to do this.

So you grab your stuff, you take a breath, take a drink of maybe an energy drink because you need.

Or a coffee.

You're slamming the coffee.

It's some cold brew or something.

And you get your bag, get your stuff, you step out of the car.

But here's what happens, you know, you got to pull it together.

So by the time it takes to walk from the curb to the front door, by the time you get to the front door and you knock, they would never know that you're feeling sick that day.

And so you make it through that appointment at your best sell.

You crush it, you make the cell, and you walk out.

Thank you very much, Mr.

Ms.

Homeowner, or however it sounds, and you walk out of that door, and by the time you make it back to the car, you sink.

You sit in the car like, thank God that's over, then you can go on to the either hopefully, hopefully you get to go home and sleep it off.

But have you ever experienced that?

So that is called state management.

You unintentionally did it, but you did it nonetheless.

So you're able to take whatever low vibrational energy state you were in, feeling sick, feeling awful, and instantly change it between the steps from the curb to the door.

And so then you were in this high vibrational state, you made the cell and then left and then it dropped right off.

Now the goal is how do we do this on command no matter what is going on in the day.

So that's what this exercise is going to do.

So I'm going to teach you how to anchor that and how to create that place where it just takes an instant to turn that on at a moment's notice.

So raise your hand if this is something you think that would be valuable, because it is.

And so before every appointment we have to one connect to a high vibrational state.

We've got to have gratitude.

It starts with gratitude.

It starts with having gratitude for another opportunity, another opportunity to help someone, another, another chance to get our opportunity in front of more people.

It starts with having pride in your skills.

It doesn't matter where you are in your journey, we could always learn more.

But be measure backwards, measure how far you've come, be happy and be proud of what you know and what you can execute on now, in the moment and then have the belief in the value that you are delivering to these people that you're about to talk to.

So then what we want to do is to pick and we can do it with an anchor phrase, we can do it with, you know, some different things.

We can do it with a, you know, an actual motion.

So what we're going to do is we're going to create a.

It's again, it's an anchor.

So this is state on command.

So it's basically a trigger, actually we'll call it that way.

So it's basically a trigger, a stimulus we link to our internal state.

So what we're doing is we're going to train our nervous system to enter the State on Command 1.

First of all, we have to pick the state that we want to be able to access and slip into calm confidence, certainty, grounded presence.

One of the things that I've said over and over, and you may have heard this before, is when is the best time to make a sell?

Right after we make a sale, because you're already in that next high, that high vibrational state, you walk into that next appointment and hopefully you've all experienced this, you make a really awesome sale.

You walk into the next one and it goes so easy.

It's like everything just lines up there.

Yep, yep, yep.

And when it comes to the close, they just say, yes, no, no objection, no, anything.

Why is that?

Because you expected it to happen.

You were already in that vibrational state.

So that's exactly what we're tapping into today.

So imagine that.

So when we want to access that, first of all, you've got to remember back, recall a memory.

So sink into this with me.

Recall a memory of that exact moment.

But not just the memory.

We're going to bring back the feeling of that memory.

So if you're driving, you know, mark this spot so you can do this exercise.

When you've pulled over, if you're not driving and you can do this exercise with me, what I want you to do is go ahead and close your eyes and start to breathe, breathe, breathe intentionally.

Nice and deep, nice and slow.

And really think back into this real moment where you felt exactly how you want to feel.

That moment where it was like this incredible sell, it was so easy.

It was your perfect client.

It went exactly textbook and they just said yes.

And it was exciting.

They were happy about it.

They hugged you, they high fived you.

They might have given you something on the way out to say thank you.

I know people that have been gifted bottles of wine and bottles of whiskey And I was gift pound, like, oh, gosh, I was gifted 10 pounds of German sausage one time.

I was gifted sugar donuts one time.

I was.

I've been gifted all kind of foods.

When it goes so smooth, the bigger the purchase, the happier they are.

So imagine that moment.

Maybe it was a cell where everything flowed.

That time you felt totally in control and at peace.

That moment you walked in and you just knew.

From the second, even before you walked into the door, you knew you had it.

Now, as that feeling rises, I want you to intensify it.

Turn, then turn it up like a volume dial in your body.

Turn it up all the way to 11.

Now, as we're doing this, what we're going to do is we're going to apply a physical anchor.

So we can use a physical anchor or you can use something like a song.

Personally, I did this years and years ago and I used the song Walk by Pantera.

I got into this state and then I started that song.

And every single time I hear that intro, somebody buys something around me.

It happens every time.

So a lot of you can use, just like I did, you can use a finger snap, boom.

Get you right into that.

You can tap your chest as this, as the emotion is peaking, start tapping your chest.

Or you can put your, put two fingers together, like your thumb and your forefinger.

You can touch your wrist, something repeatable, something you can do on command.

Something that is maybe not necessarily this huge motion, but something you know you're doing.

Some people will grab their earlobe and pull on their earlobe to anchor this moment.

Now we're going to do this three, four, five times.

When you're feeling the peak energy of this moment, do that.

Reset yourself, grab that anchor, squeeze that earlobe, put your fingers together.

Whatever it is, do it three times, four times, five times.

And when you feel that calm power, fully engaged, when it's like at its peak, make that action.

Now keep breathing.

Okay, now open your eyes.

Now what we've done is we've just set an anchor for that peak state.

Now every time you want to return to that state, use that exact same physical trigger or the song.

This is not magic.

This isn't like woo woo.

This is conditioning.

This is how our brain is wired.

It's like a Pavlovian response.

But we get to program our own responses.

We don't have to be reactive to someone else doing it.

Our society, the tv, media, all these things they tried, like our whole world that tries to program us.

Stop giving your power away.

You can be in control of exactly what you want to program in your own brain and your body.

And this is exactly that.

So here's how to use it in real time.

Because what's going to happen is now that you've been able to do this, what we're going to do is now we need to use it.

And so once we've reset, once we've built our energy system, we've got our anchoring, we've got our state management going on.

Here's how to use it in the field.

So in between calls, what you're going to do is, you know, you pull up to the next call, stop, reset, have your couple minutes of breathing, box breathing like we talked about.

And then what we're going to do is we're going to again, we're going to visualize that peak moment, like that exact thing.

Then you're going to do whatever it is that you just set as your anchor.

Grabbing your earlobe or fingers together, touching your wrists, play the song.

Now this time you're not just Going to visualize it backwards, you're going to visualize it forwards, you're going to get into that peak state.

And if you can see me on YouTube, if you could watch me, you can hear me smiling in this podcast.

I know you can hear me smiling.

I can't help it, because I've programmed myself to have a big, big, huge smile on my face every time I do this.

Because what people want to work with happy people.

So it's important.

And so smile, because smile equals.

We have gratitude, it changes our physiology.

And so we've got a big smile on our face and sit in this anchor and visualize it forward with this new homeowner, they are going to love me.

This is going to be the best experience they've ever had.

We're going to be able to.

We're solving all of their problems today with no questions, with no objections, no hesitation.

Everyone I meet wants to buy from me.

And so here's your affirmations.

I only get the best clients.

I only get the best appointments.

Everyone qualifies for financing.

Everyone chooses the largest package.

Everyone wants to work with me.

And when you show up, when you've been talking to yourself like that, when you show up, of course your energy is going to carry through.

This is exactly why we say your energy introduces yourself before you ever knock on the door.

So your anchor is kind of like your emotional light switch in a way.

So you don't need to wait to feel like a leader.

You can step into it on command because you are a leader.

I know you are.

I see it in you.

I know that you have that power inside.

You just have to turn the switch and step into your own power.

So let's talk about how to get out of a slump.

And because once you've done anchored this, you can use it to get out of slumps too.

Because, I mean, every rep hits a wall.

You know, we all have those moments where it's like, oh, nothing's going right.

And so the difference between average and elite performers, the difference between the top professionals and the rest, is the way that we reset.

Top performers and pros, they'll reset with intention.

Others spiral.

This is the difference.

So when you.

The moment.

So try it's.

Imagine it's like a bunch of dominoes lined up.

We've got to catch.

The sooner you can catch it when the first or second domino starts to fall and stop that and get back into your anchor, back into your reset, back into your intentionality.

And this is where amateurs don't have this Ability.

They haven't built this muscle yet.

The more dominoes that start to fall, it's harder and harder to reset because now it starts to spiral.

So work on being intentional and work on the notice.

If you start to slip and slide a little bit, catch those dominoes fast and do these resets.

So when you're stuck, first of all, return to your rituals.

Your rituals are crucial.

Consistency is key.

Remember that number two, focus on rhythm, not results.

Focus on what you can control, you cannot control.

If everybody says yes or no, we can only influence the decision.

We're there to serve, we're there to lead.

Not you cannot always.

You know, what's the old saying, you can lead a horse to water, but you can't make them drink.

Exactly what we do every single time we step into a home.

Now use your anchor.

Trust your routine in chaos.

Structure is your sanctuary.

The more structure you build around yourself, the more systems you build around yourself.

You give yourself the ability to have the freedom and flexibility to make magic and to create something spectacular with homeowners and co create together because you've built a safe, comfortable, trusted container around that space.

But unless you're able to reset and show up in your presence every single time, that space, that container is going to start to crumble.

Because you start to crumble, you are leading the entire thing.

So let's recap real quick.

Consistency is greater than motivation.

Your state can be reset at will.

Like a light switch.

You can turn it on and off.

You can get into that peak state at a moment's notice.

Anchoring gives you access to your best self on demand, which is awesome.

So this is how pros will show up steady.

This is how pros show up strong.

No matter what day it is, no matter what's happened, you get me in a house and I can guarantee you I am showing up at my best self every single time.

Do I have bad days?

Yes.

Do some or some.

Even some appointments are not as good as others?

Absolutely.

Even in this last year, you know, there's been some ride alongs where I've missed stuff.

We're human.

It happens.

But the more you show up in your consistency and your highest self, the better you get and the more consistency over time.

And man, that's where power starts to happen.

So this is just the tip of the iceberg.

Like I said, this is the last call.

We are going to dive into so much of this at in Boston, at the relentless, the ultimate sales transformation.

This is a sales bootcamp.

We're going through the close it now system.

We're going through a ton of different things with Doug Wyatt and Scott Sylvan Bell, Jonathan Neves, he's the best that I've ever.

In fact, he's going to be diving into how to do this reset before an appointment.

And we're going Christian Moore, he's going to be talking about how to grab those letters.

Go back and listen to that episode.

It was super powerful.

Got Doug C.

Brown.

He's going to give you guys, gentlemen, ladies, 90 minutes of literally next level stuff this guy has.

You know, his time is usually like $10,000 an hour or better because the amount of business and volume that this guy has done, it's incredible.

And he is going to be pouring it out to you at the event.

We've got.

Who else?

Tim.

Tim Roberts, Mr.

Scala.

Now he is a business builder extraordinaire.

It's going to be breaking it down.

How to grow and build your business.

Even if you're just a.

I say just even if you're a, you know, sales selling tech or you're a comfort advisor, you're a project manager.

Treat your position as your own business.

Take radical responsibility for everything that happens.

And all of this applies because it makes such a big difference in your, in your growth, how you, how you handle things.

So take ownership so it is not too late.

5-6-7 and 8.

Tickets are 50% off.

So tickets are half price all the way through the event.

We've got a handful of tickets left.

Go to closeitnowbootcamp.com close it now.

Bootcamp.com fill out the form and grab your ticket.

You can buy 1, 2, 10, you know, however many tickets you need for your team.

If you need more tickets, then there's available spots left.

If you get a warning when you're do when you're buying your tickets, shoot me a message samloseitnow.net and let me know.

I will see if we can make a little extra room for you.

But go to closeitnowbootcamp.com grab your ticket.

I will see you there.

It's going to be incredible.

So here's the final thought of the day.

You don't need to feel fired up.

You need to feel on purpose.

And once you can lead your own state, you can lead any room.

I heard a saying one time that has stuck with me for so long.

It's leader of one, leader of many.

If I can't lead one, I can't lead any.

So I'm going to leave you with that thought because you have to learn how to lead yourself first before you can lead others.

So if you have gotten some value from this podcast, share it with people.

And also I would love a review go leave me a five star review on Apple podcasts on Google.

You can actually leave comments on Spotify now which is awesome.

5 star review will feature you on the show.

If we feature you and you hear it, message me, you'll get a free gift.

And until next time, everybody remember be that lead.

I'm going to say that again.

If you leader of one, leader of many.

If you can't lead one, you can't lead any.

So go out there and work to become 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 at thereal.

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See you next time.

It.