Welcome to Close it now, an H Vac sales training podcast with Sam Wakefield.

Here we'll build your reputation in residential H Vac sales to be the expert influencer in your market.

You'll get insight into the top minds in the industry as they share their skills and hacks to help you on your journey.

This podcast isn't just about selling more, it's about understanding your customers needs and building efficiencies behind the scenes so you can sell more but work less while being top of mind when people think H Vac.

Now let's get started with your host of the Close it now podcast.

This is Sam Wakefield.

Welcome back to the Close it now podcast.

Sam Wakefield here, your source for H Vac and solar cells training.

Also the conversation is the same.

It's philosophy, sales philosophy, how to uplevel, get to that next goal that you have, how to become better in all areas of your life.

So if you're electrical, if you're plumbing, if you're irrigation, if you are insulation contractor, basically any trades or just really sales in general, this the philosophies we cover are universal laws.

So I am so excited you have joined me for Drive Time University.

It is time to rock and roll.

So I've got a topic for you today.

It is on the self awareness level.

I'm super excited to talk to you about this.

I started another book, so message me, let me know.

What are you listening to?

What books are you into right now?

I do so many, so many audiobooks.

I know you do as well.

If you're listening to this, I know you're focused on personal growth.

One of the things I've been talking about lately, what I really want to dive into, I'm going to do a whole series on personal growth.

I've got so many episodes of interviews that I'm recording right now.

There's so many interviews that I've already recorded.

I'm doing a whole, if you haven't heard.

I'm going to be one of the speakers at the Profit rocket Growth Summit 2023 in September of 2023 and so I'm going to be on one of the sales panels there.

So I've been recording all of the other top speakers that are going to be at the event or as many as I can fit in the podcast between now and then.

And so we're doing a speaker series which is really exciting.

So so you get a taste of what it's like at the event.

Even if you can't make it, you still get to experience some of the value from those speakers.

So I'm really here to help everyone level up if you can make the event or not.

Now, I highly recommend coming to the event because there's nothing like being in that energy and that really surround yourself with top performers, everyone with a dedicated focus to become a better person.

So get to the event.

Go, go.

Join the Facebook group.

Close it now.

Go to Facebook and just search Close it now.

It will come right up.

Join that group and I've got a link to get your tickets right there.

This event will sell out.

So get your tickets now.

Book your hotel room now because the hotel will fill up well.

So what I've.

Since there's so many sales principles and, you know, techniques, we've been doing so much role playing for closing sales, all the things in the interviews.

I'm going to do a focus for personal growth for a little bit because it's some of the key elements to an individual.

You know, there's six, basically, if you imagine your life is like a wheel, you know, sales is not the performance of an hour, it's the overflow of a life.

If you have some suffering in your mindset or suffering in some components of your life, it will reflect in your cells numbers.

So the six elements are this.

And if you want to do a self analysis, do this exercise.

Go through these six elements, give yourself a rating of 1 to 10 in each of these elements and then come up with an average.

If you're averaging less than like an 8.5 to an 8.8, you need to focus on some of the areas to get it up above that.

If you're up above that, then you're vibing high.

Your energy introduces yourself before you walk into the room.

I learned this exercise.

I paid a lot of money for a couple years.

I had a business coach who actually one of his students was Oprah Winfrey for a while.

And so I learned a lot from, from this gentleman and I'm super blessed to be able to pass it forward to you.

So the six elements are of course, your cell skills.

That's one element.

But the other five are equally important.

The second one is your relationships.

The third one is your spiritual practice.

That can be if you're some sort of a believer.

If you go to church, it can be a meditation practice.

It can be whatever your spiritual mindfulness is.

But whatever applies to you, you have to do it right.

So spiritual, your personal growth.

What are you listening to?

If you're listening to this podcast, that's a good start.

But also what Book are you reading or on Audible?

What books are you growing with?

Are you attending seminars?

Are you attending courses?

Are you attending the Profit Rocket event?

Are you attending any kind of events to grow yourself, to grow your mindset?

Are you getting around people who have already done what you want to do?

Because success leaves clues.

So that's four of the elephant elephants, four of the elements, that of the key components to the wheel.

Imagine these are hubs on a wheel.

And if one suffers, that wheel is now deflated and it's wonky and it's kelunk, kelunk, kelunk down the road.

The other two are fitness and nutrition.

You have to treat your, your body as a machine.

You have to give it good fuel and take care of it to be able to perform at a high level.

So Those are the six areas.

Rate yourself on a score of 1 to 10.

Be honest with yourself.

Self analyze, be authentically honest.

And when you are, then take an average of those numbers and just really see where you're at.

Self realization is huge.

Self analysis is huge.

And when you can do that, it will take you to the next level because now if you don't measure it, you can't manage it.

And this is how to measure your life and what you're accomplishing and what you're doing.

So now that you've done that, what we're going to talk today is I started a book this morning by Brian Tracy called no Excuses.

Highly recommend it, it's powerful.

No Excuses by Brian Tracy.

Get the audible.

I'm doing it on Audible.

Read the book either way.

But it's talking about self awareness.

It's talking about self discipline, the most important success principle, self discipline.

It's the ability to do what you should do when you should do it, whether you feel like it or not.

Again, self discipline is the ability to do what you should do when you should do it, whether you feel like it or not.

You know, there's thousands of other success principles, but without self discipline, none of them work.

They.

But with self discipline, they all work.

So we're talking about consistency, we're talking about the ability to do what you said you were going to do.

Hold to your word.

Self discipline is the key to personal greatness, right?

It's the magic, the magic quality that opens all doors for you and makes everything else possible.

So definitely it, it's that core value.

You know, I learned something recently from a man named Rock Thomas.

He was, he's one of the Tony Robbins trainers.

And he was saying, like, let's stop talking about goal setting so much and let's start talking about setting personal standards.

When you have a personal standard of say, nutrition, McDonald's is not even on your radar.

Fast foods is not even on your.

Fast food is not even on your radar.

Because my personal standard is I feed my body the right fuel to perform at a high level.

You don't put cheap gasoline in a race car.

It's not going to perform if you cannot have a millionaire mindset and eat off the dollar menu.

So you have to perform.

You can't perform at that level.

You can't have a, you know, filet mignon, you know, lifestyle with Happy Meal, you know, with a hamburger meat work ethic, you know, you just cannot do that.

You have to, you have to be in alignment with the person that you want to become.

This is the, I hate the term fake it till you make it, but it really applies.

Study successful people and just do what they do and soon enough your belief system will just say, I am that person.

So it's about becoming that person.

And then once you have done that long enough, your standards change, you reset your own thermostat and your own belief system.

So you just perform at that level.

I guarantee you, you take somebody who is a, you know, we hear all the time, well, I could make those kind of sales if I lived in that market, if I lived in that city, if I lived in the south, if I lived in the north, if I lived in the desert.

But we all know, I guarantee you, you take a 5 million dollar salesperson out of Arizona or Charlotte or Houston or wherever you are, and you drop them in another city, no matter what part of the country they're going to be in a very short amount of time.

Still, a five million dollar salesperson has nothing to do with the market.

It has everything to do with the level of person they became, the skills and the muscle that they built to become that person.

So that's where their thermostat is set.

And they're the ones that are constantly striving to do better.

It doesn't matter where they're at, it doesn't matter who they're working with.

They're going to be in alignment with a top company, of course, or start their own, it doesn't matter because that's the level of person they are.

Now how do we become that?

We do what they do.

We study successful people.

And this is one of the key principles to get you there.

You know, with self discipline, the average person can rise as far and as fast as his talents and intelligence can take him.

But without self discipline, a person with every blessing, background, education and opportunity will seldom rise above mediocrity.

You know, another term for self discipline is self mastery.

If you can master the little things in life, the consistencies, it's taking radical responsibility for every element of your life.

And this is what we've been talking about lately a lot.

Taking radical responsibility for your business, for your leads, for your appointments.

When you have the shoulder months, what are you doing?

How are you using your time?

Are you sitting around thinking, man, I wish the company gave me more leads.

I guess I could just doordash until I get more leads.

Or are you saying, how can I get in front of more people?

Can I attend a networking group that has 50 people in it and talk to 50 people at once?

When you go to those groups, are you setting up appointments with all the individuals there that could be great referral partners to fill your calendar up throughout the week with coffees, to ask how can I build your business?

While they're asking how to build your business, that is one way to up level both your network and your net worth.

Your network is your net worth.

So when you do this, you start to take radical responsibility for everything in your life.

We talked about how you can use all the downtime to go out and knock some doors.

I'm about to record a whole series for exactly that because that's the biggest.

Missing people, missing people, missing piece.

Man, I'm so excited.

My words are coming out in bits and phrases today.

So.

And you know, I don't, I don't edit this stuff out.

I do this in one take because it's just real.

You guys, when you have me out to a site visit, we have the most fun.

When I'm doing site visit and training for your company, we have the most fun because it's about being real and being authentic.

It's not about being a creepy salesperson.

You know, one of the things that I hear is, man, I don't, I don't.

We don't do a lot of sales training or technicians especially.

But salespeople, they're scared to ask those hard questions to homeowners.

Well, they're not hard questions to the homeowners.

If you're asking them, right?

They're like, I don't want to come across as a, you know, the salesperson that nobody likes.

Well, if you've, if you enter it with a servant's heart to help them and you're just asking clarifying questions, you're not coming across that way.

You're there to help them and they can feel it.

And people never get offended.

They don't get mad if you're there to help them.

So quick side note, have me to your company for a site visit because it pays for itself right away.

But more importantly, man, people are doubling numbers immediately.

When we're when people can see what's possible, when they see how big tickets can be, when they see what kind of close rates can look like, man, it's just, it's the best.

It's the best time.

Reach out to me.

Samoseitnow.net, we can talk about getting me out to your company because it's time to uplevel your company.

I'm so tired of the trainings out there that are so egocentric and so focused on, you know, getting those.

Oh, we just got to sell more of this, sell more of that.

But it's so much more about serving the homeowner and when you do it authentically and when you have fun along the way, man, it just sells on easy.

That's my new tagline.

It sells on easy, sells on easy mode.

But it all starts with taking radical responsibility for yourself, for self mastery.

So do that exercise.

Where on the hub are you?

Rate yourself 1 to 10 on each of those six categories and take an average of that.

And where do you fall?

How are you vibing?

Where are your numbers?

Work daily to get those numbers up.

Make a make yourself a plan in your self analysis.

What can I do to improve my relationships?

Do I need to read or listen to a book to learn how to communicate better to my partners and my children?

Do I need to talk to a nutri?

And I'll tell you the cheat code for nutrition use Chat GPT.

They basically will line you out.

An entire nutrition plan, recipes, ingredient lists, all that.

You don't even need to, you know, if you're just starting, start there.

I mean, play with that.

Get going.

As your self confidence improves with your consistency in nutrition and exercise and your relationships, your spiritual practice, when you start setting tiny goals and tiny personal standards that you would have to try hard not to achieve, when you consistently can do that, your confidence builds, your belief in yourself will rise.

And as your belief in yourself rises, your certainty in what you're doing will also increase.

So man, I'm pumped today.

I'm so excited that everybody's listening.

Thank you for, thank you for tuning in.

We didn't do a what's in your cup today?

I haven't Even had coffee today.

Guys, it's a crazy day, but what is in your cup?

Message me.

Pop a message in the group and let us know what you're drinking with in the what's in your cup?

What kind of beans you got?

What kind of roast is it?

I'm just curious.

I'm a coffee snob and I like to hear about that.

But more importantly, go join the Facebook group.

It's growing like crazy.

Get your tickets to the Profit rocket Growth Summit 2023.

I'm going to be there.

Yours truly.

I'm going to be a speaker and I want to meet you in person.

Also, when you're in the Facebook group, I announce every city that I'm going to be in when I do site visits.

So if you're in that area, let's hang out, we'll grab a coffee, we'll maybe do a meal or something, right?

I'm coming up in going to Kansas City.

Actually by the time this episode drops, it's going to be the week that so the Monday this comes out.

I'm there this week.

So if you're there, if you're listening to this the day it releases, I'm in your city.

This week I'm in Kansas City, but otherwise join the Facebook group, Stay connected and everybody, man, I am so grateful for every single one of you.

I could not do this without you and I appreciate everybody trusting me enough to listen.

And man, listenership is growing.

We're doing some massive, massive stuff this year.

Be on the lookout.

We've got some cool courses coming.

I'm going to do a virtual course.

I've got a course on a few different things and the book is about to be released as well.

Super excited about that.

So everybody stay tuned.

Lots of things are happening.

More importantly, let's all go up level together.

A rising tide raises all ships.

Let's take what we do to the next level.

Sales is something to be proud of.

It's the best industry on the best profession on the planet.

I love it.

I hope you love it.

Be proud of what you do.

Be proud of your pricing.

Be proud of the service that you provide and how you can help people.

You can help change lives and make a bigger impact.

So go out there and save the world one heat stroke at a time.

Thanks for listening to Close it now with Sam Wakefield.

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