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.

Today we have a little different topics.

There is a lie that a lot of us silently carry.

And you know that the idea in our head is just one day they're gonna find out I'm not as good as they think I am.

And I tell you what, I have lived that lie and chances are, so have you.

So today we are going to be talking about imposter syndrome.

We've all had it.

So let's get into this a little bit.

I'm going to tell you a story and we're going to get into some of the things that we talk about.

But, you know, I'll tell you, this is huge.

This is crucial to one recognize when imposter syndrome happens and then understand how to deal with it.

So that's what we're going to be talking about today.

Before we do, let's do a couple of things like we normally do.

Let's start off with the what's in your cup for the day?

Because I am on a new journey, we've got some things that I've never had before.

Let's see.

We've got green cola.

Green cola.

What is in your cup?

So there is.

I'm not really sure who makes this stuff, but green cola.

If you are on a health journey like I am.

In fact, this.

I've got five, six weeks to shrink wrap my body before the relentless boot camp event.

The sales event coming up May 6th, 7th and 8th.

So if you don't have your tickets yet, they are going fast.

So make sure that you go to closeitnowbootcamp.com and secure your seat because it will sell out.

It is incredible.

There's going to be some killer speakers there.

We're just going to.

We're going to blow the roof off something like you have never experienced in any home services in H Vac, in plumbing and electrical, and you name it, in garage doors, in wherever.

This is not like anything you've experienced before.

So it's going to be me, of course, myself.

And we've got Doug Wyatt who is just an expert.

In fact, go find the list on the Facebook page or join the email list and you'll get plenty of information about it.

But we got Doug Wyatt.

We've got Scott Sylvan Bell, who's coming out of he doesn't speak at H Vac events, he doesn't speak at trade events.

He is coming out of basically out of the his world of he lives, hangs out with Jay Abraham and is one of his main trainers.

So he's coming in to speak at the event.

We've got Jonathan Neaves who is the owner and CEO of Green Energy Mechanical up in Boston.

His average ticket is somewhere between 25 and 30,000.

It's insane and he crushes it.

So you're going to want to hear what he has to say.

We've got Doug C.

Brown, who is just massive, massive.

He's a best selling author.

He wrote Win Win Selling.

He owns, has exited over 30 companies.

It was Tony Robbins, director of sales for one of his companies for seven years.

Incredible person.

And we've got Christian Moore.

He is just a ninja when it comes to emotional connection.

He's going to be sharing the most powerful thing, one of the most powerful things you can do to increase your credibility and to help close deals without objections.

One of the most powerful things that you can possibly do.

We're going to be doing a podcast coming up soon.

We're also going to be doing a webinar and he's speaking at the event so you do not want to miss it.

And also Tim Roberts, last week's episode of so Tim Roberts with Scale it now.

He's going to be there.

The whole thing is going to be off the charts.

It's going to change your mind about a lot of things and open your mind up to a lot of new things.

So make sure to get your ticket.

You will.

This is the time to absolutely lock in your seat because this event will springboard you into massive growth this year in your numbers and in your sales numbers, in your metrics and your personal life.

So make sure to grab your ticket.

So one of the things we of course talk about a lot on the show is health and nutrition.

So green colas there.

This one is the lemon lime.

It's kind of like their sprite version.

I think it's Delicious.

No artificial sweeteners, no sugar, almost no calories, but it's not full of chemicals and trash like a lot of the other diet sodas are.

This one is actually not bad for you, so it's delicious.

So what is in your cup today?

You drinking coffee?

You got a latte, you got some kombucha?

You got tea?

You got hot tea, you got cold tea, sweet tea?

If you're in the south, what are you drinking?

Let me know.

Maybe it's bourbon, who knows?

Personally, I'm over a year sober now, so that's been a lot of fun.

I cannot tell you the mental clarity I have had starting at about 30 days out when I.

When I decided to stop drinking alcohol.

No judgment, just my, my journey there.

But so today we've got green soda.

Everybody, let's take a collective sip.

Let's toast this episode.

Because this get it may get a little heavy.

We're going to dive in and help you with one of the biggest things that we all struggle with, especially if you're a top performer.

So three, two, one.

All right, so before we hop into the episode, I have, I want to highlight a review.

This one is from a gentleman named Lucas Gambo.

So, Lucas, you.

This is a five star review.

Thank you, Lucas for this review.

You.

He says Sam and the Close it now program have been absolutely vital to my growth, not just in sales, but as a person.

His approach removes all of the high pressure tactics and instead focuses on having a real stress free conversation with homeowners.

He truly lives what he teaches, making the process feel natural and collaborative.

I constantly hear his voice reminding me to stop being weird.

And it's made a huge difference in how I connect with people.

I'm honored to have been introduced to Sam and proud to call him a mentor and friend.

If you want to elevate your sales process while staying authentic, this is the training you need.

Thank you, Lucas.

I appreciate that.

And I agree.

Of course.

This is, this is what we do.

We help change lives.

It's not just about.

It's not only about increasing your sales numbers.

While that is sales training, of course, while that's the goal, so many other things are necessary to increase your sales numbers.

That's why we say all the time you have to work to become someone worth buying from.

And when you become someone worth buying from, that's where people just want to do business with you and then the rest will follow.

So thanks, Lucas.

If you hear me and read your review on this episode, reach out to me and we will Schedule your free coaching session.

So thank you for the five star review.

For everybody else, if you leave me a five star review on Google or on go to Apple itunes or the Apple podcasts, or to click that five star button on Spotify and I read it on the show and you hear me reach out and you'll get a free one hour coaching session.

So that is my gift to you for reviews.

Okay, so let's get into this episode because this is something that's really, you know, it's really important.

My title here is Imposter Syndrome, the lie that keeps you small and how to break free.

So let me tell y'all.

Is it okay if I get vulnerable?

Raise your hand if it's okay if I get vulnerable with y'all today.

So, you know, when I started this, the training, when I started Close it now six years ago, you know, and, and this has happened periodically through my life, but I will tell you, I, you know, I started just podcasting and I started podcasting, started getting the message out and people started listening and, and the Facebook group started to grow and, and if you're not in the Facebook group, go join it.

Just search close it now.

It'll come right up.

Or follow me on Instagram.

The real Close it now.

But so the Facebook group started to grow and the podcast started to grow a little bit.

And you know, I just really thought that I was kind of a solo, solo guy out here on my own.

And you know, I would go to the conventions, I'd go to the conferences, I'd go to events and did not feel like I should even be there.

I would attend as a participant, as the crowd.

And you know, and of course, I'm lifelong learner.

When you choose to be a lifelong learner, you can learn something from everyone you talk to.

Good, bad, it doesn't matter.

So you're constantly learning.

But I would go even when I started speaking on stage.

You know, my first big event that I spoke at was the Profit Rocket event in Austin, Texas in 2023.

September of 2023.

I remember it very specifically.

And you know, they put me on the stage in a panel, it was the sales panel.

And listened to the other people that were on the, on the panel with me.

It was Josh Kelly from Clover.

So Monster company, monster business.

So Josh Kelly, if you don't know who that is, look him up because he's a beast.

I definitely plan on having having him on the show at some point.

I sat next, next to Victor Rancour.

Of course, it's Just incredible.

Joe Chrisra was on that panel, and Sam Taggart was on the panel.

So there were five of us up there.

And, man, it was just.

I felt like in the moment that I had really no right to even be there.

Like, I hadn't even earned my place there.

Like, I just.

Just had.

I was crippled almost by this imposter syndrome.

Like, what am I even doing here?

Why would people want to even hear what I have to say?

And so, you know, we did the panel, and it was great.

And, you know, after so many people came up to me from the crowd, and they're like, man, that was incredible.

Thank you for sharing.

And it.

I just almost couldn't believe it.

I was like, wow, this is.

This is wild.

And so, you know, a little bit more confidence, a little bit more, you know, posture there out of that event.

And then, you know, across time, I get to my next event, which was in January.

I went up to Door to Door Con in Salt Lake City, and I had my own room and still didn't feel like I'd earned my place.

But the room was full of, you know, three, 400 people and big applause at the end.

And, in fact, a bunch of people said that they thought that was the best session from the entire conference.

But, you know, for some reason, it still didn't sink in.

And, you know, the more that I've.

The more that I do, the more that I've grown, the more that I just keep teaching and keep training and keep learning myself as well as training, you know, eventually.

And it's probably been in the last year that, you know this.

So I'm getting vulnerable with y'all.

You know, you.

You've all listened to the podcast and then seen the trainings and stuff.

And, you know, when I step into that place, it steps into flow.

When I step in front of a camera or in front of a microphone or in front of a crowd, you know, I don't have that problem, but it's the leading up to it.

It's almost like this gut punch of, oh, what am I even doing here?

But then I, you know, I get up and I deliver and, you know, changes lives.

And every single time, it's like, wow, this was so.

I'm so grateful to be here.

And so one of the things that I want to talk about is gratitude.

You know, we have to remain grateful along the journey.

And.

And I could tell you all, at this point, you know, I'm pretty much over the imposter syndrome.

I know that I've earned my Place in the, as a trainer, in the trades.

Lives are changing, but it's something that everybody deals with.

I was talking to, you know, a couple of the trainers or the, the speakers that are going to be at the relentless event coming up in Boston just the other day on the phone, and every single one of them, no matter their history, no matter what they've accomplished, they say, you know what, we all have that imposter syndrome.

We all deal with it.

It's how we handle it.

And so today we're gonna, I want to talk to you all about how to handle imposter syndrome when it comes up, because there's a reframe that I want to teach you of how to help with that.

So raise your hand if you've ever dealt with that imposter syndrome.

Is that something that you struggle with?

And let's talk about how to overcome it.

So, you know, if so, and it sounds like this, right, if you've ever second guessed yourself, if you've ever downplayed your wins, if you've ever felt like you don't belong in the room, this episode is your wake up call.

So let's get into a little bit.

So what is imposter syndrome?

The definition?

You know, it's a psychological pattern where, you know, where individuals doubt their accomplishments and have a persistent fear of being exposed as a fraud.

A persistent fear of being exposed as a fraud.

So there's a quote by Dennis Whateley says it's not what you, it's not what you are that holds you back, it's what you think you're not.

Imposter syndrome, it's everything.

It's so easy to slip into that.

But this quote is it, it defines it really, really well.

It's not what you are that hold you back, it's what you think you're not.

So who it affects, who it affects the most are of course, high achievers, entrepreneurs, the sales Pros, right?

Even CEOs.

Doesn't matter the level.

Everyone has imposter syndrome.

So the smarter or more ambitious you are, the more likely you are to face it.

And I know if you're listening to this podcast, to this show, you are a high achiever or you wouldn't be here, or you, at least you want to be a high achiever.

It doesn't matter if, and I want to tell you, it doesn't matter if the results are there yet.

If you're in the growth phase, if you have chosen to grow, if you've chosen to be a student, to be a Learner and to intentionally focus on yourself to grow and be better.

You are a high achiever.

Don't let wherever you are in your, you know, in your performance and your numbers define your being a high achiever or not, the numbers will come.

That has nothing to do with it.

It's, are you taking the steps and the actions daily to be that 1% better today than I was yesterday.

So that's what defines a high achiever.

Somebody that's chosen to be coachable, to be that lifelong learner.

So here's some science behind this.

So, you know, I love brain science.

If you've listened, and I hope you do too.

So we're going to use the brain word, the amygdala.

It's your brain's fear center.

So when you.

Anytime you step into uncertainty, anytime you step into something that's unfamiliar, that amygdala lights up.

The problem is the brain doesn't differentiate.

Fear of being chased by, say, that saber toothed tiger versus fear of leading a team meeting or fear of stepping into a room to be a speaker or fear of whatever.

Fear of, you know, stepping.

Here, here's one for salespeople.

Fear.

It doesn't know the difference between the saber toothed tiger or say we step into a house that's a $5 million house.

And that socioeconomic circle is so far outside of what we're used to.

So many of us get into that trap of we just almost shut down and we make ourselves small because we don't feel like we belong there in the first place.

Is this relatable to you?

So what it feels like is I'm not good enough.

Which is actually just your brain saying, hey, this is new.

Let's be careful in the situation.

I'm not used to this yet.

We need to be careful here.

We need to watch out.

So that's what the brain is saying.

But it comes across as this feeling of, I'm not good enough.

Is this relatable to y'all?

Do you understand what I'm saying here?

I know that I can't be the only one that has struggled with imposter syndrome.

So let's talk about why it hits top performers the hardest.

Because this is really important.

So the more visible you become, the more vulnerable you start to feel.

So as you start to climb, as you start to get, you know, words or renown or anything.

So imposter syndrome isn't a sign you're not ready.

And this is important to remember and to understand.

Imposter syndrome is not a Sign that you're not ready.

It's often a sign that you are in the right room.

Maybe it's exactly why right imposter syndrome is a sign that you are in the right room.

So here's a quote from, from Confucius, a quote from antiquity.

As Jim Rohn would say, if you're the smartest person in the room, you're in the wrong room.

So of course, we've heard it said like, you know, big fish, small pond.

If you're the biggest fish in the pond, it's time to find a new pond.

Another way to think, to say this, or to think about it is it's either your environment or the people that you surround yourself with, or both.

You know, Jim Rohn used to say that you're the average of the five closest people you spend the most time with.

So if you want to do better, be better, grow, have more better results, get around the people that are already where you want to go until you get to that next level, and then you're going to move through and find new, new people to surround yourself with at the next level.

So this means you should feel stretched.

You should feel like you're growing because you don't have to believe the lie that you don't belong.

So what happens if we start to believe the lie?

There's an emotional cost that goes with believing the lie that you don't belong.

What happens?

Here's some symptoms so you can recognize if you are falling into that, even if it doesn't feel like it.

Here's how you can recognize if you're falling into that imposter syndrome by some of these symptoms.

Number one is holding back in conversations so you have something that you want to say or need to say, but you just hold back.

You pull the punches.

You maybe don't say it as direct as you need to or with as much certainty.

You feel uncertain in your conversations.

You hold back.

The other is see if you've ever done this over preparing, but underperforming.

You over prepare, but then when it comes to actually taking action, you underperform.

And it's like you shrink back or shrinking back when you should lead, when you should be the one leading.

You know it's time to step up and to be that leader.

But you find yourself shrinking back because it just doesn't feel.

It's not me, doesn't feel like it's, I should be taking these steps or here's another one for all of you.

I know that so many, especially in the entrepreneur world, in the sales world, everyone is a.

Somehow if you're in sales, you're to some degree, you're an entrepreneur.

So what that means is you're.

You know, a lot of times we delay the launch of things.

We're waiting until we get it just perfect, right?

Perfectionism, but also we don't feel like we're ready.

Maybe we know our idea and everything, we've got it perfect, but maybe we don't feel we're ready to launch it.

So delaying launching the business.

A lot of you have ideas for a podcast.

So you've delayed, you've held off launching that podcast.

You've held off putting, say, content on social media or something like that.

You're delaying launching the thing, whatever it is, writing the book, whatever it is that you're delaying on, you don't feel like you're ready.

This is a sign of believing the lie of imposter syndrome, believing you don't belong.

So what happens is you start to become a version of yourself that starts to play not to lose instead of playing to win.

And those are two completely different types of playing the game.

If you're playing to win, you take the risks, no matter the cost, you do the thing.

If you're playing not to lose, we all know that's playing it safe.

You know, when you, when you play not to lose, what we focus on, we find.

If you're playing not to lose, you're going to lose.

If you're playing to win, you're focused on winning.

And you, your brain goes to work to solve the problems and to overcome the obstacles and the hurdles along the way.

So here's a reframe for you.

You know, I love the awareness moments and simple things that we can change.

So a reframe is a technique to just reclassify things.

It's like the episode a few weeks ago when we were talking about.

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

Those reframes are easy way things to include in conversation.

So go back and listen to that episode.

But so this reframe around imposter syndrome, this is really important.

And so let this one sink in.

I'm going to say it a couple times so you can really get the feel for it.

You don't feel like an imposter because you're not good enough.

You feel like one because you care deeply about showing up with excellence.

This is important.

So this reframe is.

This reframe is cool because it really helps us understand what is going on and why we're feeling this way.

So you don't feel like an imposter because you're not good enough.

You feel like one because you care so deeply about showing up with excellence.

Okay, so now let's cover five steps to break free from the imposter syndrome.

Are you ready to break out of that?

Are you tired of having it come up over and over and over and be this constant struggle?

So, yes, raise your hand if you're ready to break free from imposter syndrome.

So number one, number one, we have to name it, call it what it is.

Awareness is the first step.

When you recognize it, that's when you tell yourself, oh, this is the old imposter voice again.

Not truth, just fear.

This is the imposter voice.

It's coming up.

This is not my truth.

It's just fear.

So first of all, we have to name it Imposter syndrome is just fear.

So that's number one.

Number two, this is pretty easy to do, but this is.

Number two is something that's easy to do, but it's easy not to do.

And I encourage you, take the steps to do this.

I want you to build a wins folder.

I want you to create a folder on your phone or on your computer or somewhere.

And we're going to call it Evidence.

This is evidence.

So you're going to fill it with testimonials, with screenshots, with accomplishments.

You're going to write down your notes, you're going to put reminders of who you really are, put quotes in there that inspire you.

You know, one of my favorite, I don't even know if it's an actual quote, but it's a saying I've heard over the years is when you throw me to the wolves, I'm going to come back the, the pack leader, right?

That, that's my mindset.

It has to do with mindset, but gosh, you know, I, in fact, I had this conversation with Sam Taggart at the Profit Rocket event.

We were, we were kind of talking about this and he's, he recommended, he's like, get your phone.

He's like.

And every time people text you because, you know, I don't know if you get, I'm sure you get this as well when people, you know, the reviews that they leave and this, the testimonies that they give, all these things, I get those stories all the time.

You know, I've read reviews on here.

That's why I love to constantly, you know, when I read a five star review on the show, it's partly for you to hear, hey, there's social proof that, yeah, this, you know, this process works, that the coaching works.

You know, part of it is, you know, I've never taken a dollar from the podcast.

I literally close it now.

Business is, you know, I earn my income for my family and for myself to grow the business through coaching, through one on one coaching with you guys, gentlemen and ladies, virtually through speaking at events, through, you know, contacting us and us going and doing trainings at your, at your business, at your location, people coming to my event, of course, that, yes, it's a ticket price.

Yes, absolutely.

I have to make money to keep doing this.

So, but the reason, yes, so, so part of the reading the review is so, you know, you, so you believe that the social proof, yes, it works.

At this point, there's no doubt the system works, the training works.

If you've ever listened to very many episodes, so many people say, hey, I did this one thing from this episode and immediately closed the deal that I wouldn't have otherwise.

So, yes, but I'll tell you all more than that, or at least is equally important.

I read those on these shows for me to remind myself that, hey, this is evidence that I am in the right room, that I am speaking truth in a way that affects people and changes lives and to help lift the standards of the industry and to help all of you be better people.

And at the same time, it helps me to be a better person because they say you don't truly know something until you can train it, until you can teach it.

So that, so build yourself an evidence folder so you can remind yourself who you really are.

Put in those reviews, put the testimonies in there and when you start to fill down, just read through those.

Yeah, that's right.

I remember when Mark had this accomplishment and you know, Johnny had this accomplishment and Christian and Lucas and all these people, when you know, Austin and Jordan and Josh and all these people across the country and around the world have sent me messages of how their lives have changed because of, you know what, because they've worked with me and it just helps me remember that I have a message so you can do the same thing for yourself.

You know, something else that I heard as well, and I've heard this from several places, but actually Scott Bell and I were talking about this not long ago and he was saying, man, he's like, build yourself a folder of or just go on YouTube and look for your favorite comedians, the ones that are not self deprecating, the ones that are Just funny, right?

Make your watch something to make yourself laugh because you can't have that be in the same mental place of imposter syndrome if you're laughing, if you're in fun, joy and laughter.

That's one of the reasons we also talk about gratitude so much.

You can't have be in gratitude and also be in, you know, a place of depression at the same time.

You can't be in gratitude and also have some of the negative vibrations in your mind and your body.

So gratitude, fun, joy and laughter, reminding yourself of who you are with those reminders.

That's number two.

Build a wins folder number three and let's get another.

I've been talking solidly here.

Let's take a second and get a.

Another sip from what's in your cup.

All right, so number three, we're going to rewire this thought loop because we have the ability to rewire your brain.

We'll talk about the brain, science about it with it here in a minute.

But affirmations, affirmations are so important because our brain is like a computer.

Bad data in, bad data out.

Good data in, good data out.

So here's an affirmation.

Add to your affirmations list.

If you ever, ever, ever struggle with imposter syndrome, add this affirmation to your affirmations list to say out loud to yourself daily.

I've put in the work, I've earned this seat.

I may not know it all, but I'm ready to grow into what's next.

I've put in the work, I've earned this seat.

I may not know it all, but I'm ready to grow into what's next.

In fact, I'm going to.

I'll put this affirmation in the show notes so you can copy and paste it.

Because if you're a drive time university like most of you are, don't, of course, don't pull over.

Don't try to write this down while you're driving down the road.

Pull over or.

But just go to the show notes and copy and paste it out when you get a chance.

But I've put in the work.

I've earned the seat.

I may not know it all, but I'm ready to grow into what's next.

And I've said that three times and I feel better right now, even in this, in this recording the next number.

So that's number three.

Number four is serve over self.

Shift the focus off of you.

If you really start sinking into imposter syndrome, you're focused on yourself.

So here is another affirmation.

I'm here to help them win, not to prove that I'm enough.

So when you shift the focus to others and you say, I'm here to help them win, not to prove that I'm enough.

So if you're on a team, it's not to prove yourself in the team.

When you start to give and help others, that is where you're able to really overcome that.

Because now you're working together as a team, you're helping, you're serving.

That is truly the only way to one of the reason, one of the ways to get past this.

And number five, surround yourself with belief builders.

Get mentors, coaches, peers who remind you of your value on the days you forget, you know, talk to me, reach out to me about our coaching program or just reach out to me anytime you need.

If you're suffering with imposter syndrome, reach out to me.

You can email me samoseitnow.net or join the Facebook group.

Pop me a Facebook message.

Reach out to me.

I'm happy to help you.

Or find a mentor in your life.

Hire a coach, absolutely.

I coach, but it doesn't matter.

Find somebody, Somebody who will help you with your belief, help you with your belief system about yourself.

So those are the five ways to help to break free from this mindset.

So here's another piece of brain science.

The reason that this works, the reason affirmations work, the reason all of this works, is something called neuroplasticity.

So it teaches us we can literally rewire our brains through repeated thoughts and behaviors.

The more that you.

This is why.

The more that you repeat something, that's why reps are important.

If you're working out, if you're practicing something, if you're practicing, practicing an instrument, if you're practicing that, that script, the more that you do it, it rewires your brain and, you know, connects those synapses to lock that in so you remember it.

And so it, like, establishes that foundation.

It's the same thing about our beliefs, our beliefs about others, our beliefs about ourself.

So that's what neuroplasticity, neuroplasticity is.

So every time you take a courageous action, in spite of imposter syndrome, you weaken the old neural pathway and you build a new one.

So here's another quote.

The neurons that fire together, wire together.

That's a Hebbian theory.

So the more that you act like someone who belongs, the more you believe that you do.

This is why you've heard the You've all heard the expression, fake it till you make it.

This is exactly what it's talking about.

It's totally talking about act as if, right?

Act as if.

If you were an actor and you were acting like the most successful person doing the thing that you're.

That you feel the.

That you're being an imposter in, all you have to do is say, okay, who is successful?

I'm just gonna.

I'm gonna be an actor for a while and act like that person.

I'm gonna take the steps they do to the habits they do, and to become that person, I'm just gonna act like them for a while.

And once you've done that long enough, then, well, lo and behold, now those start to internalize, and you start to wire those neural pathways until it becomes your actions and your habits.

And you're no longer.

After a while, you're no longer acting.

You are.

And the moment that you become that, the moment you are, that's when you start to move past the imposter syndrome and you're able to step into your power and be that person that is worth buying from.

Be the person where you're showing up in power for your, you know, for yourselves, for your numbers, for your team, for your company, for your family, for your community.

You are.

You become that person that steps into their power.

So once you're able to do that, here's what's waiting on the other side of going through this process.

It's confidence, not arrogance.

It's calm, quiet certainty.

There's a major difference.

We all know the difference.

We, we all know cocky people, and we know confident people.

There's a major difference between confidence and cockiness.

You get, you earn confidence because you are able to overcome that.

The other thing that happens, and I can tell you this is absolutely refreshing and it's freeing, is you get freedom from that emotional roller coaster.

Because that emotional roller coaster of the imposter syndrome is exhausting.

It is exhausting.

And when you walk through these steps and you overcome that imposter syndrome, now you're able to get freedom from that emotional roller coaster.

And that's going to give you the ability to lead, to speak, to sell from a place of truth, not performance.

Remember, I've said over and over, sells is not the performance of an hour.

It's the overflow of a lie.

So you have the ability to lead, speak, and sell from that place of truth, not just from that performance.

So one more quote for you, because, you know, I love quotes.

This is from Joseph Campbell.

If you're not familiar with Joseph Campbell, absolutely look into him.

He's the one that start first talked about the hero's journey.

So this quote is, the cave that you fear to enter holds the treasure you seek.

The cave you fear to enter holds the treasure you seek from Joseph Campbell.

So let's wrap this up.

Let's summarize this a little bit.

First of all, I want you to know, every single one of you, you are not an imposter.

You're in process.

Every master was once a disaster.

You're not an imposter.

You're just in process.

Process.

Second thing is, you're not unqualified.

You're becoming.

You're not unqualified.

You're becoming.

And every step you take towards growth makes you more of who you were created to be.

Let's say that one also.

Again, every step you take towards growth makes you more of who you were created to be.

So here's what I want you to do.

I want you to start journaling.

Journaling.

When.

When imposter syndrome shows up in your life, start writing about it.

Journal about where it's coming from, what it looks like, and then also journal about how you can reframe it.

So start.

Start journaling.

If you don't journal, I highly recommend it.

You.

I mean, I've got my journal, right?

My journals.

I've actually have two different journals right here on my desk.

If you're on YouTube, one, make sure to like and subscribe.

But I'm showing you two journals on my desk right here.

I journal about a lot of stuff and it helps me remember who I am and get my thoughts out.

So start journaling.

But when imposter syndrome comes up, start journaling about it.

Define.

Figure out where it's coming from so you can.

Once you label it, then you can start to address it.

The second is, I want you to talk to a mentor, talk to a friend about it.

Find someone you can talk to about when imposter syndrome steps in, and they will help remind you of who you are.

Number three, I want you to take one bold action this week as if the lie wasn't true.

Take one bold action.

You know, you've heard the expression, if you knew that anything that you did, if.

If for just a day, even an hour, if you knew that no matter what you attempted, it would be successful, what would you do?

I want you to do that thing.

Do that thing this week and then first of all, share this episode with somebody who is stuck in self doubt.

If they're stuck in that spiral.

Share this with somebody that this could help.

The second is tag me on Instagram at thereal.

Close it now.

Tag me with your breakthrough.

Tag me with what you're feeling, what you're struggling with.

Tag me on Instagram.

Go in the Facebook group and let's talk about this.

Let's have a discussion.

Because this is something that affects so many people, affects everyone at some point in time, especially if you're an achiever and you're striving to achieve more and more.

The next is if you really want to lock in next level breakthrough fast, get to the relentless sales transformation event.

Relentless, the ultimate sales transformation.

It's not just a sales transformation, but it's a mindset transformation in Boston.

Go to closeitnowbootcamp.com get there.

Because this is truly one of the things that we're going to help people completely destroy out of their lives and give them the tools.

Get every single one of you the tools to be able to overcome this and in faster than you ever thought possible.

So that is, that's your action step.

But gosh, everybody, it.

I hope this is, this episode has been helpful.

I wanted to just step away from sales training for a minute because at the end of the day, this is more important than a lot of the other things we talk about.

Because even if you have the scripts perfect, if you've got the steps of the cell perfect, if you can measure whatever it is you're measuring, if it's a heating and air system or a garage door or whatever it is you're measuring, if you measure it perfect and you run your calculations perfect, but you don't believe that you are the person that can ask for the business.

You're not going to.

If you don't believe that you close at a high rate, you're not going to.

If you don't believe whatever it is, if you don't believe you can have a high close rate, if you don't believe that your average ticket can be above a certain number, if you whatever it is that you don't believe, that's what's holding you back.

And so this episode is so crucial to help you hit those next levels and to readjust your own internal thermostat.

Don't be the thermometer in the room, be the thermostat, don't be the thermometer in your head and just let it happen.

You can control the thermostat of your brain with your self identity.

So remember, it starts with your thoughts.

There's a few episodes back.

It's the identity matrix.

Your thoughts create your beliefs about yourself, your beliefs about yourself create your identity, and your identity creates your outcomes.

So absolutely.

Go leave me a review.

I would love a review.

Go leave me a review.

For if this has been impactful for you and get your ticket to the event.

We're going to change some lives.

If you want a deep dive, of course we've got coaching.

Get me out to your location.

If this is something that your team struggles with, that you struggle with, this is one of the superpowers I would say that I've been blessed with because I've struggled with it so much over time and I've worked so hard to overcome this and I've learned the tools it takes.

This is one of the superpowers that I have to help you and help your team to overcome this in your lives.

To see.

This is why when people coach with me, they see crazy results.

Not because they're learning.

Yes, we're learning scripting and things and we're learning a process, but because we're able to help you overcome the imposter syndrome faster and faster and faster.

To be able to just shoot right past it, to be able to do the things that it takes to be that top performer.

So thank you for listening today.

I appreciate every single one of you.

This is what it takes.

Conquer that imposter syndrome and that will help you go out there and be 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 first 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, herealcloseitnow and on Facebook at Close It Now.

See you next time.