Welcome to Close it now, the podcast that's revolutionizing the H Vac and home improvement trades industries.

Get ready to dive deep into the world of heating, ventilation, and air conditioning.

We're turning up the heat on industry standards and cooling down misconceptions.

And we're not just talking about fixing vents and adjusting thermostats.

It's about the transformative movement that's reshaping the very foundation of H Vac and home improvement.

We're the driving force, inspiring top performers who crave excellence not only in their professional endeavors, but also in fitness, nutrition, relationships, and personal growth, proving that we can indeed have it all.

This is Close it now, where excellence meets excitement.

Let's get to work now.

Your host, Sam Wakefield.

All right, welcome back to Close It Now.

Sam Wakefield here.

I have a very special episode for you today that I am really excited but also kind of heavy to bring bring to you.

But I hope it inspires you and motivates you because, you know, sometimes in life it does some things that we don't expect, and you end up in a place that you never expect expected.

And it has a funny way of having this.

It's almost like if you're in a, you know, in a movie or you're reading your life as a book, and it's like, plot twist, right?

Plot twist.

Everything changes.

So let's, let's talk about that today.

Let's talk about what we can do to become an elite performer, as well as how we handle some of these things.

So, yeah, it's gonna be interesting episode today, and thank you for sticking around because I know you're gonna love it.

But first, let's get a little bit of what's in your cup going.

I had.

We.

We got some new Nespresso pods.

And today is from Independence Coffee Company out.

Actually local Texas coffee company.

This is the.

So it's Independence and it's Laughing Donkey espresso.

Lively and balanced espresso coffee.

So that is what I had today, what I have today, and it is pretty delicious.

So if you're in a hurry and you want something moderately decent and you have.

And you have an espresso machine, then the Independence Laughing Donkey espresso is pretty epically good.

So highly recommend.

That's what's in my cup today.

If you have beans that you want me to try or there's a, you know, there's a coffee shop around the country somewhere that you know that I should try, then send me a message or shoot me some beans or whatever it is.

Yeah, let me know what they are.

I'm happy.

I definitely love coffee adventure and I know a lot of you do, too.

So thanks for joining.

And yeah, what is in your cup today?

Let's get into this episode, though, because, you know, honestly, everybody, my heart's pretty heavy today and I'm just going to be super transparent with everybody.

You know, I had a.

So I'll tell the story to give a little context and then we'll get into some of this today.

But, you know, I had a friend and I'm an only child, right?

And so growing up, I had ended up moved to my sophomore year in high school.

I moved to this tiny town in the panhandle of Texas and I met this.

Met this girl that was in my grade and she was also an only child.

Well, her and I, we became really great friends.

Never any level of romantic interest, but we basically decided that since both of us were only, only children, that we would adopt each other as siblings.

So we did.

So it was a ton of fun through high school and college and for years after, even my wife and I sibling, I play guitar.

And she's saying at this person's wedding years ago, so super, super close friends.

Well, you know, just found out a handful of days ago that her mom, who was kind of like a second mom to me for a while, had a brain tumor.

And just yesterday evening she passed away.

And you know, that it makes me think about the times in our lives when all of a sudden, and this whole journey has been for her, really less than probably a month from everything's pretty much okay and normal like always and to completely gone.

And there's so many things in life that are mysteries and, you know, we've got all of the, you know, your people that are focused on the positive and life will always work out.

Well, that's not true.

Right.

It reminds me of the famous quote by Jim Rohn, right?

Which is he said the difference of arrival is not the blowing of the wind, right?

So when we're in our.

If we're going through life as a, you know, as a ship, right?

The setting of the sail.

Everyone, everyone is on this ocean of life.

The difference in his quote is the difference is arrival is not the blowing of the wind, it's the set of the sail.

So it literally doesn't matter.

Everyone in life has the same challenges and unexpected plot twists and turns that all of a sudden come up, right?

You're the top performer at your company and you're let go or the company closes down or Personal life.

All of a sudden you think things are going smoothly and your partner says, you know what, I'm moving out and I don't want to be with you anymore.

Or you just never.

There's so many things in life.

Or, for example, what happened in my life, right?

We had, you know, it was a horrible car wreck and 3/4 of my wife's, like, family was immediately killed, right?

So all of these things can happen in your life, right?

And it's the.

The difference is things that we can control, right?

The things that we have to focus on.

The things that you can control in life, you can't control the event.

You can control how you respond to the event.

So the first thing that I really want to emphasize with everyone today is in every situation, this is if an event happens and you find out about news, you're in a conversation with someone, it doesn't matter.

In every situation, there is a tiny fraction of time where you can either just instantly react to whatever it is or you can choose a response.

And that is the difference.

This is what sets top performers.

This is growing emotional intelligence, is to be able to decide how you respond to the situations in life.

I mean, his other quote that also follows this a lot of times is if you want things to change, you have to change.

If you will change, everything will change for you.

So love Jim Rohn.

He is definitely one of my absolute favorites across time because it's the wisdom of so much.

In fact, I'm going to put a link to a YouTube video in the liner notes for this show of one of my favorite talks of his.

This is actually on the set of the sale.

And so listen to that.

Take a minute and go follow that link and go listen to that because it will help you to be able to choose the response instead of reacting when things happen.

Especially when things happen in your life that are not the most desirable things that, that you maybe don't want.

And with this in mind, I want to take you through one thing.

I'm actually reading.

I read all the time.

Right.

We've got the.

I'm excited because we've got the book club coming back up again here pretty soon.

We're going to reinvigorate the close it now book club.

And one of the books that I'm going to put in the list is called Max out your life.

It's Ed Mylett.

I'm sure you hopefully have heard of Ed Mylett.

If you haven't, go look him up.

Ed.

And his last name is my L E T. T he is incredible speaker, motivation man.

He will get you fired up.

And this book, max out your life, of course.

Something I want us to think about because anytime something big happens in life, it helps us to reprioritize and to remember the important things in life.

So what I want to cover with you is urgency.

You know, we talk about so often as a trainer, sales trainer in the skilled trades, right?

It's just sales trainer in general, H Vac or whatever industry you're in.

It doesn't really matter the industry.

There's always a conversation around urgency and the conversation is always the homeowner doesn't have any urgency.

How do we help them?

How do we increase the urgency?

How do we come up with urgency?

All these kind of things.

But the missing piece, and this is for every single one of you and I want you to listen very closely.

How in the world can you expect your clients to have urgency if you don't have urgency in your life?

How can you expect them to have urgency if you, you don't have urgency?

The way that you show up in your appointments?

Because let's go through a couple things real quick.

There's 86,400 seconds in a day, right?

We all have the same 14, 40 minutes in every 24 hours to spend however we choose, right?

When big things happen in life, we remember.

Help yourself to remember.

Force yourself to remember.

Each of these minutes are precious moments, right?

There are no ordinary moments if you choose that.

Some moments are of course memorable, some are regretful.

Too many of them.

The most important thing is too many of them are wasted.

Time is the only thing we cannot get more of.

Time is measured by what our birth and our death, how we use the moments in between, determine what your life is going to be like.

And so that is huge, right?

So let's think about this a little bit too, because I want you to really get the point about time.

If we're not careful, we just begin to exist and not really live.

We stop doing things intentionally, start doing things by chance.

So the average lifespan for a person is 78 years.

It may have changed a little bit, but that's the kind of average, right?

Of those years, 28 years was spent sleeping, sleeping.

Seven of those sleeping years even.

And even if those years are spent lying awake at night with worry, right?

It doesn't matter, you're still sleeping.

And then on average 11 years watching TV or surfing the Internet, 10 and a half years working, four years driving.

You've got your year spent eating, getting dressed, doing like basic Tasks, right?

This leaves approximately eight years to live your life.

Now, I've got a question for you.

If you were told right now that you had only eight years left in this life, what would that do to your sense of urgency?

How different would you show up at your appointments?

Would you even do what you're doing right now?

Would you even be in H vac sales or elect.

Be a plumber or an electrician or, you know, garage doors or what, windows, whatever it is that you do.

Water treatment?

Paul Lipscomb, huge shout out to you, man.

Right?

Would you even be doing that if you knew you only had eight years left in your life?

Right?

What would you do with that time?

How.

Here's another question.

How deep would your gratitude for each moment become, right?

Every single moment.

If you knew your time was ticking and here's the end, would you be grateful for what you have?

Right?

The challenge, right?

We don't know how many of these moments we actually get, right?

I mean, talk to everybody that you know, anybody that you get a chance to.

To talk to at the end of their life, what will you hear them talk about?

More than anything, most people, it's the moments that they regret.

Missed opportunities, missed chances.

They'll talk about how I wish I would have and I should have.

And boy, if only I had done this.

If only I had the courage.

If only I wasn't scared.

If only I had the backbone.

If only I had taken that job.

If only I had started that company.

If only I had ask that person out.

If only, if only, if only, right?

So every single moment is precious.

I can assure you of that.

And the way to become that top performer, the way to max out your life, the way to be the person worth buying from, right?

Is living as if the days are.

Your days are numbered, because they are.

And we lose track of what we've built because we start measuring ourselves against the gap of what we don't have yet versus what we've built and what we have done and what we have accomplished and what we do have in our life.

So I just wanted.

I want to leave that with you today as just a reminder, a reminder to focus on the important things.

Work to live, don't live to work.

Right?

Work to create yourself a life that you're proud of.

One of the craziest.

So Ed Mylett talks about it in this book, like you are in life, like, everyone has this person, who they are, their potential to be.

Like if you were to be your very best and no competition against anyone else.

If you were to be your very best in all areas of your life.

In your fitness, in your nutrition, in your business, in your wealth, in your relationships, in your spiritual life, all the different areas of your life.

It doesn't matter what area, but if you did all of the things you knew to do all of the time and you were able to max out your life.

He talks about it in the book like this is.

That is your true potential self.

It's like.

So the way he talks about it is like when I die and go to heaven, I'm going to hear the well done, good and faithful servant.

And also would you like to.

To meet the person that you are supposed to be?

And then he gets introduced to that person who's his doppelganger but is the very best version of himself.

And the goal is that you're identical twins and there's no difference.

Now the problem starts to happen when, when we're not that right.

Another friend of mine, Edmund Kan, he's in my.

Was in my solar company for a long time.

He used to say it like this.

We all have this arch nemesis every super.

You are the superhero to your own story.

But everyone has this arch nemesis.

And the arch nemesis in every superhero story, of course, that's the, that's the villain that drives that superhero forward to do the things they do and to, to help so many people and to accomplish and be that expert and be the best, right?

And to be the superhero, the villain forces the superhero to grow and become better and become someone that they weren't before, even though they were already a superhero in your life and in my life, in every one of our lives.

You are the superhero to your story.

But here's the kicker.

Your arch nemesis is you.

But you're in competition.

Your arch nemesis.

When your alarm goes off at, you know, 6, 36, 45, you hit the snooze.

Your arch nemesis has already been up already, been to the gym, already gotten the best work out of their life, already has, has already eaten the most nutritious meal on the planet and, and has already reached out to 100 people to generate new business.

By the time you wake up, then what happens, right?

Moving through your day, by the time you get to lunch, your arch nemesis, you're the best version of yourself, has already closed a couple deals, two or three.

And then after lunch, they close two or three more.

And what are you doing with your day, right?

Because if you can think of the very best day that you've ever had, that's you.

Why don't you do it every day because we let so much mind clutter get in the way of what we think is priority.

Priority shifts when urgency shifts.

Let me say that again.

Priority shifts when urgency shifts.

So the way to ensure that you're doing the highest value activities is the ninja trick here is to increase your urgency, right?

If you only had one more week in your industry and it was shutting down and, and one more week to, and everybody you talked to was a yes, and you had to stack cash for one week and that's all you got, how hard would you work, right?

All of these games we play with ourself.

But if you can do it under a circumstance like that, then you can do it anytime.

I've said this a lot of times when I'm working, when I'm training, I'll ask a question.

A lot of times it's like, listen, if I took your whole family, you're telling me you're slow right now, you don't have any leads.

So let's talk about radical responsibility.

If I took your family and everyone that's precious to you that you love, and I locked them in the closet and I told you, listen, it's morning time right now or it's what even right now, I'm looking at the clock, it's 12:49pm If I told you that you have to go make a sale by the end of 11, by midnight tonight, right?

If you had to make stuff by midnight tonight or I'm sorry, your family's getting the ax, right?

Somebody is gonna, somebody is there, they're executing them and sorry, you didn't make your sale, that was what was going to save them, right?

Well, I've never asked that and had a single person say that they couldn't go make a sale, they would jump on the follow up train, they would go out and meet people, talk to people everywhere they go, knock doors if they have to, right?

But knowing that's the highest return on your investment.

But they would do whatever it takes to make a sale to save their family.

So my question then is if you can do it under dire situations, if you can do it under stress and duress, right?

Why can't you do it any other time?

You can, but the urgency changed, so your work ethic changed, the urgency changed, so your timeline changed, the urgency changed, so you changed.

How do we get back to the other side?

We have to remember that we are not promised time, we are not promised tomorrow, we're not promised anything other than right now.

Your life is a Combination of your daily habits, you put together all the time.

So if you want to change your life, change your habits.

That happens by daily being intentional about what you're doing in life.

We're taking radical responsibility for ourselves now and we're choosing to live that maxed out life.

Choosing to be the superhero that does win over the arch nemesis which is the best version of yourself.

Choose that when you do get to the great beyond the other side, wherever you, wherever you go, wherever you want to call it that, that twin that you meet is your twin.

You have reached your full potential.

Is the time to put down the things that are holding you back.

I'm here to call you forward, to call you up to a better way of life.

I'm here to call you to a higher standard of health, of nutrition.

Put down so much alcohol, put down so much weed.

Put down the things that are holding you back, the habits.

Put down that cheeseburger.

I see you in the drive thru right now.

It does not serve you.

You cannot be a million dollar earner eating off the dollar menu.

There's that does not work that way.

So I'm here to call you to a higher standard because you can do it.

You have greatness in you.

I can see it, I can feel it everywhere I go and every person I interact with when I'm doing trainings.

It's a tangible thing that a trainer looks out into a group of people that want to learn and get better.

You can pick out every the people in almost every single time.

I've been able to pick out the top earner in the room.

Steven, my train, the trainer that just joined the close it now community, Steven Dale.

He does the same thing every single session.

You can look around through the crowd and you can pick out the top earner.

Why is that?

Because that's the person that shows up clean.

That's the person that shows up prepared.

That's the person that practices on their own.

That's the person that puts in the work.

So if you want to be that top performer, you want to be that elite performer, if you want to max it out, you got to put the work in.

And there's a big conversation going on right now about how much about technical stuff do we need to know.

Well to get started in the industry you don't to be exceptionally in our industry you do.

Right.

It's just like musicians, musicians that don't know music theory, they learn it over time because you do, you pick it up along the way.

So don't beat if you're brand new to H Vac or to your trade.

Don't beat yourself up for not being expert level immediately.

Only beat yourself up if you stay within about 10% of your income year after year.

That's when you know you've plateaued.

You're not growing, you're not learning.

In a commission based sales position, there's no reason you should ever get stuck at a plateau because we can always increase our close rate, we can always increase our average ticket.

You can always go find more business, right?

So I'm still putting the challenge down.

If you're that person that says, I want to make a million dollars, take home cash in my pocket.

I will still work with you.

I've made this, I've made this challenge before.

I've not had a single person take me up on this yet.

I can show you how to earn a million dollars, but it's going to take some work.

If the person that raises their hand and says, that's me, I'm willing to do it and I'm willing to do it by whatever means necessary that you show me how to accomplish this, I will work with you and I commit to that because I want to help create the first door to door H vac million dollar in a single year earner in our industry because it's absolutely possible.

But you got to put the work in.

So that's my challenge, throwing that out there.

Okay, that was the episode today.

I hope you got some value from this.

It's been heavy, heavy on my heart today.

And if you've ever gotten value, I would love if you left me a five star Google review, a Apple podcast review.

Go to Google and just find, close it now and leave a five star review or the Facebook group.

Facebook group and the Facebook page.

I love it, love it, love it.

I can teach you how to ask for reviews for your business.

Please do the same for me.

If you've gotten value and at the beginning, that's what I tell you at the beginning, right?

If you don't get value from this podcast, don't leave me a review.

But if you've ever gotten something that you were able to implement and change your life, please consider leaving me a review because.

And close it now.

Review.

Our goal is to help more people to break out of the matrix that is holding everyone down and make it.

It just turns everything gross, right?

We got to break out of the matrix.

We have to think differently.

And to do differently, you have to think differently to become different.

And that's what this is all About So right now we are filling up the calendar for let's shift gears here a little bit.

Right now we're filling up the calendar for training events.

So let's go through this.

Yes, we do come to your location and train your people on site which includes ride alongs.

Four days in the classroom, four days of ride alongs and I can guarantee you as long as you implement on average we see a 30% increase in numbers generally speaking or better.

Right.

So that's close rates, that's average tickets, all these kind of things.

We literally we had a company in New York in two days.

We made up over $300,000 of lacking budget in two days during the training session with exactly what we were training to go out and implement.

So if your organization you are ready to grow, reach out.

You can email me sam closeitnow.net you can message us via the go to the website closeitnow.net there's a form on there or you can find us on Facebook.

Join the Facebook group, pop me a message and we will schedule a time to chat, see how we can help and get you booked.

The slots are moving fast for the fall of 2024 and the spring of 2025.

So get those booked.

Get those booked.

Also super quick there is a with a new trainer there's we have a few more opportunities for some one on one virtual coaching.

If you are that person that is your solo out there, you're not gonna, you're not getting support from your company.

You could be by yourself or not.

You could be in a whole team and still not be getting support, training, anything from your company.

Reach out.

We have the group for you.

We've got the training for you.

We not one person in that category has reached out that has not really become a top performer in their area.

Right.

The list is getting longer and longer and longer of people who have gone from zero to hero through the training program, through the one on one virtual coaching.

So for individuals reach out about the virtual coaching one on one.

And for organizations, if your sales manager, if the owner reach out, get us to your location and let us help you blow your numbers up because it's absolutely happening across the country.

Very last announcement too.

Tim with Tim Brown with Hook Agency is putting on the great it's going to be one of the coolest events of 2025.

It's in January.

I'll tell you the date here in a second but it's going to be some seriously heavy hitters.

We've got yours truly, I'm Going to the key one of the speakers.

It's a one day event.

We've got Jason Walker confirmed.

We've got Ishmael confirmed.

Ishmael Valdez.

We've got just Brent Buckley is confirmed.

We've got some just seriously the killer killer rock stars.

I'll give you the whole list and run down when it's time.

But the date, mark this in your calendar is going to be in Minneapolis, Minnesota and the date is in January 24th is the date and it is going to be incredible.

So I am so, so glad that you are planning on coming up and hanging out with this.

It's going to be killer.

Joe Chris is going to Uncle Joe's going to be there.

So Joe Cacera and just so many top performers.

So it's going to be an awesome day of some seriously great content.

I'm going to bring my best so come find me.

It's going to be awesome.

And then at the end of April, start of May time period, we are hosting the Close it now sales training event, Master class, boot camp, whatever you want to call it in Boston, Massachusetts.

So make sure to get that on your calendar.

As soon as I have dates I will get it to you.

But just kind of pencil in the last couple weeks of April, maybe the first week of May.

It's going to fall in that time period as soon as I get some some dates cleared and it is going to be epic.

Stephen and myself will be bringing the heat and who knows, maybe some guest speakers as well will show up and give a bring some content.

So that is it for the episode today.

I appreciate every single one of you.

I'm grateful for every single one of you.

And let's go crush this year.

There is no reason.

Doesn't matter what the economy is doing.

There's no reason you can't be the number one person in your town, in your city, in your state.

There's no reason you can't be the number one person in the country if you're willing to put in the work.

So that is it for me today.

I am grateful for you work to be someone worth buying from everybody out there.

Go save the world one heat stroke at a time and be that person.

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

Our passion is to dive headfirst into the transformative movement that's reshaping the very foundation of H Vac and home improvement and at the same time covering fitness, nutrition, relationships and personal growth, proving that we can indeed have it all.

We hope you've enjoyed the show.

If you did, make sure to, like, rate and review.

We'll be back soon, but in the meantime, find the website@closeitnow.net find us on Instagram at thereal.

Close it now.

And on Facebook at Close it now.

See you next time.