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.

Well, all right.

Welcome back to Close It Now.

Sam Wakefield, Here it is time for another episode and this time I've got one that goes to 11.

We're talking about energy today.

We're talking about taking it one louder and when and where to turn up the energy and when not to.

So if that intrigues you, stick around because it's going to be a great episode.

So I am.

This is middle of October.

We are cruising into the fall of 2024.

How in the world is your year going?

It's Drive Time University.

So thank you for joining me today.

It's been a little bit since I mentioned this.

I want to remind everyone about this fact because if you are using your drive time as education time, all of your windshield time, you know, I've mentioned this before, but it's really important that we remember this.

Your windshield time is so important.

You can do a lot of different things with it.

You know, you can just zone out.

You can be very, you can be intentional or unintentional, haphazard, or you can do things on purpose.

And that's what we're talking about today.

So did you know that in a 15 year career outside salespeople, service technicians, if you're driving to appointments on the daily for your what your role is a 15 year career.

If you use your windshield time as education time is the equivalent of three PhDs.

Now, I don't know how accurate that is.

I got that piece of information years ago from Charlie Greer in his Tech Daddy series.

If you are old school like me and remember that series, we used to sit around our break room in the morning before we had, where I started my career, I was on the crew and we're, gosh, this was back in 2010 or so and we are, oh, gosh.

Yeah.

So right around 20?

No, no, no, it was before that, probably around 2005, 2006.

We're sitting around in the, in the morning, we used to do breakfast and then.

And during that time we would watch on vhs tech.

The Tech Daddy series by Charlie Greer.

So if you remember that, pop me a message.

Let's chat.

Because, man, there was some and very high quality content in that series.

It was incredible.

But that's where I heard that, that little statistic.

So I hope it's close to true.

Maybe I'll do some research on it and see how accurate it is, because I don't like to quote information if I don't know it's accurate.

That's one of the.

That's one of the pitfalls.

So actually, I'm coming clean on this because, you know, to stay within integrity, everybody, you've got to really only tell people what you know to be true.

So let's put a pin in that little piece of information and I'll do the research and next episode we'll circle back and we'll find out how accurate it is or not.

And if you know the accurate information on that, I would love for you to reach out and contact me.

Let's chat.

Maybe that turns into a whole podcast episode on its own.

But anyway, let's get back into.

Get back into the flow of things here.

One of the things I want to chat with you guys about is the episode today has to do with where and how do we control the energy of the appointment.

And when I say energy, it's more about we're positive, we're negative.

There's times in our appointments where we need to, you know, we're bringing in humor.

There's times when we're bring.

When it's a, you know, really heavy, sad moment, right?

We go through so many different emotions during one of our appointments as well.

And not just emotions, but so many different things happen behind the scenes that people that aren't in sales and aren't daily having these conversations with homeowners, everyone else doesn't get it.

This is such a mental chess match.

We get exhausted at the end of the day, but we're using so much more calories in our brain, right?

Our brains use so many more calories than our bodies if we're using our brains, right?

And so it's really fun when we start having these conversations because this conversation revolves around.

We're going to zoom out a little bit and look at the whole appointment.

Overall, that's kind of the big picture.

So this episode we're not going to talk about the steps of the cell in detail, but I am going to outline them for you really quickly because we're going to talk about where we change the energy, when we're leading the energy and we're leading the positivity, the negativity in an appointment.

We're going to talk about where that, where we turn the corner with that.

So the steps to your appointment, you know, are pretty, pretty basic, pretty simple.

If you, you know, you've been around the next star world for a long time, that kind of thing, that's one of the things that they really think that they had really, really solidly in the sales process are just as the outline for the steps, right?

So number one is introductions.

We do the company introduction, we do the personal introduction.

Go back and listen to the episodes on that or I'm going to repost them here again pretty soon.

But we do the introductions first so people know who they're talking to.

And then of course, we're going to set an agenda for the appointment.

We're going to go into our discovery, which is of course asking questions, your questionnaires, right?

What's going on in the house, letting them tell you about their problems and their concerns and really focusing on that and what is important to them.

Because the house, remember, the house doesn't write the check.

The people write the check.

The house doesn't care.

They just.

The house is not this thing.

It's just broken or it's not.

It has to be important for the people to pay for something to repair, right?

So remember, people are at the check, not the house.

And so we're in discovery and we're figuring out what is important to them and what is not.

Then you do your walk around your measurement time.

You're going to come back, we've got our presentation.

And then after the presentation, of course, we're asking for the cell and then handling objections if necessary.

The best way to handle objections, of course, is just there aren't any.

And the way that we prevent objections has to do with walking through these steps of the system in the right way and not only in the right order, but this is one of the, this is what you would call maybe a master's level conversation in sales.

This is your next level sales conversation.

So if you're just a beginner and, or you're just, you know, really getting your feet wet in sales, in H vac, in the trades, in home sales, don't let this be above your head, but remember this episode, this is one of those episodes as you grow in your sales journey.

This is one of those topics that you will hear differently at different points in your journey.

I heard a quote from a friend of mine a few years ago from actually a guy named Dave Bangle.

What he said was, no man crosses the same river twice.

And it just really impacted me for.

It's really interesting because this quote hits me differently as I go through different seasons in my life.

But no man crosses the same river twice because it's not the same river and you're not the same man.

And by man, of course, that's for all you women out there, of course, no woman crosses the same river twice.

Absolutely.

Generally speaking, no person crosses that same river twice.

So this is one of those topics that you'll be able to circle back to over and over.

And every time you discuss it or hear it, it'll impact you differently because you start to understand it at a deeper level.

And there's a lot as you go through the.

Especially the different episodes in the Closing now podcast, I'm actually, I realized that I need to start describing this a little bit better in where this is.

If you intuitively get this, this is awesome.

If you don't, these are ways to be aware of a new.

A new layer to think about in your communication, which will take you to the next level.

So let's get into it before we, Before I get too far off track and we forget what we're talking about.

So we're talking about the steps in the appointment.

We're talking about the energy.

We're turning the energy up, turning the energy down.

So as we walk through this appointment, we've done our introductions.

That's a neutral.

So imagine a line on the page and you've got this neutral zone.

If you're right on the line, that is the most vanilla, boring, neutral place that you can be.

And that's.

That's a good place to be when you very first start the appointment.

But as you go through the appointment, if negative is below the line and positive is above the line, what you're going to.

The.

The ideal design in your appointment is you start off right at about neutral or just slightly above.

And then as we get into our company description and our company introduction, our personal introduction and the agenda, we're riding above the line a little bit.

We're in some positive territory.

Things are great.

We're talking about all of the philanthropic things that our company does and what we're passionate about and helping the homeowners, et cetera.

So we're a bit above the line in the positive positivity, but here's.

And this is the important thing.

The second that we actually turn business on and we go to work in the investigation, part of why we're there, the second you start, either the homeowner starts telling you what their problems are, what they're experiencing, if they just start telling you when you get there, or we start into our discovery phase and asking the questions.

This is crucial when we drop into the discovery phase and the questionnaires.

If you use the form or not, it doesn't matter.

If you would like to see the Close it now questionnaire, go to the Facebook group.

It's a free download in the files section.

And if you send me a message, I can even send you one without a logo on it so you can put your own company's logo and use it.

That's my gift to everybody.

But so we get into these questions and we're listening to pain points, we're asking about what their problems and concerns are.

Now, let me caution you here, do not offer a solution yet.

Too many amateurs.

The second that a question comes up and we're asking, for example, room in the bed, the corner bedroom in the house is too hot in the summer, too cold in the winter, where amateurs and intermediate level salespeople will mess up is the minute one of those things comes up, the homeowner typically asks, oh, when it's a big concern, like how do you fix that?

And where we get off track is the inexperienced person will immediately raise their hand and be like, I know the answer, I know the answer.

And then we just word vomit the solution right on the homeowner.

Now, this is extremely out of place.

There's several things we need to do here.

But until we get time, until it is time to look into the future, we need to stay in the negative side of things.

And by negative side of things, I'm not saying be a negative person or make negative comments.

What I am saying is we're focused on the pain points.

We need to know what the problems are, how big they are, how deep that well goes, how motivated that homeowner is to do something about those problems and how passionate they are and how emotionally connected to the problem and solving the problem they are.

That's the focus.

We do not offer solutions in this time period.

This is a.

If you can imagine this timeline going on, the looking into the past is talking about the problems.

Looking into the future is when you start talking about solutions and replacement and moving forward.

With basically almost like the way that we date things, right?

You've got bc, AD and bc, Right.

So with the, you know, the life of Christ being the center of that timeline before Christ and anno Domini, year of our Lord.

Right.

This is the way time is classified.

You can look at your appointment kind of the same way with all of the.

Where we need to be in our appointment before the turning point is before.

That's on the negative side.

We're listening to pain points, we're listening to concerns.

We're not offering solutions partly because we want to uncover all of those problems, but then also we want to just let them simmer in their pain points, simmer in those problems for a little bit and let them think about it for a couple reasons.

One is the more that they think about it, one, obviously they're remembering how big of a concern it is for them, but also the more they think about it, they may think of other issues or secondary issues or other causations.

Right.

Other things related to that problem.

If we just let them simmer in it, we don't want to let them off the hook just yet.

And the longer they simmer in those pain points, then we do our measurement and we're building anticipation the whole time.

And if they really try to force the issue, it's easy to handle that.

They're like, well, how do you fix that?

You work in this neighborhood, right?

It's like, wait, absolutely.

Listen, you've called the right place.

We handle this problem all the time.

The difference is every while every house is similar.

We custom design the solution for the way that every homeowner lives in their own home.

So if I was to tell you what the solution is right now, I would be just guessing.

I have to look at it in measurement because we don't believe in guesswork or not get a guess with your investment.

So I'm going to measure.

We'll come back and give you an exact number and show you what the right solution is for here.

But I don't know just yet.

So that's the right answer.

That way you validate their concerns, but also let them know you're in control here.

And we're not going to guess at this.

If we're going to do it, we're doing it the right way.

So that is the.

That's that part of it.

But as we're going through this, so all of this is like on the just kind of negative side of the spectrum in that we're talking, we're looking into the past what are the current problems?

What are you experiencing?

All those things.

And then the turning point is once we've got all.

And the more that we talk about the problems.

Let's park on this real quick for a second again before I move on.

The more that you ask questions about their problems and not just take it as a very face value thing, what happens is not only are you getting clear on the problem, you're helping them get clear on what their actual problem is as well.

Because once they're clear on the problem, they can then see past that to be clear on the solution that you're to offer.

But if they're vague in describing to you what the problem is, and you take that at face value and you don't dig down and get clarity on the problem, they won't know the true cause of the problem either.

So they can't fix something or pay to fix something that they don't know isn't truly, verifiably broken and proven what is the problem.

So remember that because that's very important in this process.

So we're going through the process and we're asking all the questions and the pain points.

We get into measurements.

You know, you're taking pictures and videos of what you're finding or you're taking them with you.

Then the turning point to go from the negative side of the spectrum to the positive side of the spectrum.

And another way to look at this is with the timeline.

You're going from looking back to looking forward is right there after you've done your measurements.

And then it's time to transition to the presentation time.

Now presentation time is of course, when you're showing what you found and presenting solutions.

That is the moment.

That is the crossover from looking backwards into the past and looking forward into the future.

So when you think about it like this, we also have to take.

When we're painting pictures for the homeowners, you have to be good at painting word pictures with the homeowners.

Uncovering these problems and digging deeper with the problems exposes all of the things and we're finding out what they are passionate and motivated about solving in their existence, in their lives, the way they experience their house.

And then when we turn, when we.

That that's only half of what we have to do, though.

Figuring out the problems is only half of it.

Helping them see how their life will change and be different.

Moving forward into the future is what causes the other half of what causes people to take action and to take action now to move forward.

So when we Cross that threshold into looking forward into the future.

We have to direct people where we are headed and set the context for the rest of the conversation.

So to turn that corner, it is really, really simple and it sounds something like this.

Before I give you the verbiage for it, there's a really important, literally just a fact that I want to cover with you because this is important.

When scientists have done studies on the brainwave, they found that the wavelengths that our brain creates when we're thinking about different things, they of course tracked them on a chart.

And our wavelengths for our brain, for our thought processes around pain and all the hurtful things, all the discomfort was nowhere near the brain wavelengths for fun, joy and laughter, which of course, that's a pretty easy one to guess that those two different polarized emotions, the brain waves would be wildly different.

Now here's the very interesting part of this.

The brain wavelengths for fun, joy and laughter are almost identical to brain wavelengths when people are thinking about money or luxury or spending or finances or anything like that.

So that is one of the science, psychology based reasons why this is important.

This is a big part of what sets close it now apart in our industry and training is this level of attention that we put into this.

So pay attention here because this is really, really important.

If we can introduce fun, joy and laughter.

So people's brain waves almost identically match their, the brain wavelengths when they're thinking about money and buying and buying decisions.

And they're in a fun, joy, laughter, mood and atmosphere now.

They feel comfortable and safe in their space to make that buying decision.

We're basically subconsciously programming their brain to already be in the right headspace to make a buying decision.

That's why this is important.

So getting back into where we are in our timeline, when we make that transition, to turn the corner into the positivity, frame it, frame it, something like this.

Here's an example of the way that I like to train it.

But I mean, if you make it your own too.

But it's like, listen, Mr.

Homeowner, I know these kind of situations are never expected, they never planned, they're never fun.

But the good news is you don't have to just take what someone else picked for you and forced upon you.

You get the opportunity to choose what the best fit is for you and your family.

You get the opportunity to make improvements or enhancements or really, you know, upgrade your life and make a big difference for you and your family.

So I know that, you know, it's been, for example, 12 years since that equipment was installed.

There's been a lot of advancements in technology.

Now would you like to hear what the new technology is, what the standard is now?

Right.

And of course they're going to say yes, but what does this do?

We acknowledge the negative, we acknowledge and validate the concerns.

But we're turning the corner into now, looking ahead, into the positive.

Now you get to choose what is the best fit for you and your family.

And it turns it into the positive side, the positive space of that line.

And now we're looking forward into the future and we've got them focused on what potential improvements we can make.

Now does this making sense to you?

So then the rest of the time we're staying on a bit on that positive, looking forward, reminding them of the problems, but also reminding them that this is the solutions that they very clearly agreed to would solve the problems they said they had and they said they wanted to include it in the project.

So then we're looking forward, we're just reminding them of how life will be different.

And it's incredible when you start to follow this path, the way that that changes just it's 1% things, right?

It changes the atmosphere of your appointment so much.

And we're controlling the energy, we're controlling the flow of the appointment.

And this I can tell you is what top level people do that everyone else wonders what they're doing because they're like we're saying the same words, we're following the same cell system.

Why are their results so different?

It's things like this.

This is the next level that top performers intuitively know or have learned over the years.

When you become aware of these types of things, it becomes a cheat code to shortcut you into those types of results faster than having to go through 10, 20, 30 years of doing it on your own.

So be aware of these moments and I'll be very specific when I call them out like this.

Because these types of things, while on its own means nothing, but when you combine it with everything else that we talk about with a well executed system, now you're talking About a million dollar difference in revenue versus $20 difference in revenue, right?

We're literally talking about very ground, great game changing things that top performers do and a lot of times they don't even know they do.

And when we ride along with them, unless we're already thinking on this level, we're not even going to be able to recognize it because it is such a subtle thing.

That's one thing.

That's one of the reasons that I really focus on studying every single thing that myself and every, every other top performer I've ever known does and doesn't do and really setting the nuances to be able to break it down for every single one of us so we can get better if we, if we know it, then we can get better at it if we don't know.

Man, this should be a huge light bulb moment for everyone.

So that is the, that is the content for today.

We've got to keep, we've got to adjust the positive and negative to the right timing of when we should take homeowners to those places.

So that is.

Obviously we could go on for days on this topic because there's so much to it.

But I want to know how you thought about this.

What was your big takeaway from this episode?

This is a big discussion I feel happening.

So go join the Facebook group.

You can join, just go on Facebook search Close it now.

The group will come right up.

Let's start a discussion about this topic.

Somebody put in what your favorite your big takeaway was here and let's get a discussion going on this episode because I feel like there's a lot here and this is going to grow into probably a lot of training.

So couple big announcements we've got going on and but first I want to highlight a review that we had that I'm really excited about this one.

This is a fun one.

This is from two days ago.

It said from Jimmy J's this is a five star review.

He said Close it now has the best training, no hype or high pressure sales, simple actionable content we can use to grow our H Vac businesses.

Whether you are a company owner, experienced comfort advisor or just getting started, you should definitely be learning from Close It Now.

And Sam Wakefield, thank you so much Mr. Jimmy J's.

You are a gentleman and a scholar.

I appreciate you very much.

And that was a fun review.

So my big ask to everyone is will you go to Google and leave Close It Now a five star review?

If you've ever gotten value from this podcast, you can also of course leave it on Apple podcasts.

Go join the Facebook group.

You can leave a review right on the Facebook page.

But just like your business grows with reviews, so does mine.

So I would appreciate that very much.

And the next thing is there are some events coming up that I want you to know about.

I am, I was invited and I am one of the keynote speakers at Hook Agency, January 24th, that is in Minneapolis, Minnesota.

You will be able to see the Link in the show notes.

So make sure to get your tickets to that event.

It's going to be awesome.

It's going to be me, it's going to be Jason Walker, Uncle Joe Chrisara.

We've got Ishmael Valdez is going to be there, Brent Buckley is going to be there.

A couple other people that I haven't even met yet.

But we will be interviewing every single speaker for this event between now and then.

That way you get a taste of them.

And so that is January 24th at Hook Agency.

Tim Brown, he is the owner of Hook Agency.

If you don't know who they are, go check them out.

They are a very high quality digital marketing company.

Website building, SEO, all that kind of stuff.

Really like the people and their integrity.

So check them out.

But I'm going to be speaking at that event January 24th and we have a book launch coming up that is going to be at the 1st of December.

You'll see a lot of info about that.

I'm going to be telling you a lot of info.

I need your help to make this a bestseller in the first two days it launches.

So I'll make sure to get you all of those details there.

I was a co author with several different authors and we're releasing this.

This will be my first release so we're releasing it at the same time.

That way we can reach more people.

And then the last and most important thing announcement of today is is the Close it now sells Boot Camp Masterclass.

It is going to be right at the end of April, 1st of May in Boston, Massachusetts.

We are building some momentum.

It is going to be awesome.

I don't have the link just yet at Friday October 11, 2024 is when I'm recording this but pay attention.

Go to the Close It Now Facebook page.

Go to the Close it now website.

That's closeitnow.net closeitnow.net you can email me samoseitnow.net or those are the two main places we will get the information to.

You go fill out the form on the website to get on the on the list to get announcements of when that event when you can get your tickets for that event because it's going to be epic.

I've got some myself.

We've got Stephen Dale.

He is the newest team member here.

Close It Now.

He is a top level trainer.

He is a beast.

You're going to love it.

And also there may or may not be a guest or two pop in for the day.

It's going to be a three day event.

So we've got three days together.

We are going to take this over the top.

You will not be the same when you leave there as when you walk in.

You will be a better version of yourself.

You will be better salesperson, you will close more deals as long as you choose to implement and do the work.

If you come to this event and you do what we teach you at this event, you're gonna go back and set some records.

So that is my personal promise to you.

As long as you implement, implementation is key.

Success happens at the speed of implementation.

But this event is going to be so next level.

And the cool part is the people you meet at events like this.

So all of if everyone there is focused on becoming that top person and bettering their life and being the best version of you themselves, can you imagine that network of people that you'll be able to connect with for the future and to just build relationships with?

It's incredible.

So that is coming at end of April, 1st of May, they close it now.

It is going to be in Boston, Massachusetts and going to be incredible ball.

So make sure to reach out about that.

And that is the end of the episode today.

I appreciate every single one of you sticking around for almost coming up on here In a little bit.

It'll be six years or a little over five and a half now and we are about 180 episodes in at this point.

So thank you for investing your drive time university with me.

I just absolutely appreciate every single one of you.

I'm grateful that every single one of you have have reached out.

I love it when you reach out.

Shoot me an email.

Pop Heck, pop me a text.

512-364-8559 Shoot me an email.

Sam.

Close it now.net Go to the website closeitnow.net and let me know what you're doing out there.

How are you doing?

Are you doing good?

Are you doing bad?

Are you doing awesome?

Where you at?

What would you like to accomplish?

I would love to hear what your goals and dreams are and what you want to do and I'm happy to help support you get those goals and achieve that and many, many, many, many more goals past that.

So thanks for listening today.

Sam Wakefield here signing off.

Until next time, everybody go be someone worth buying from.

You've been listening to the Close it now podcast.

Our passion is to dive head forward first 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 the real Close it Now and on Facebook at Close it Now.

See you next time.