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

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

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

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

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

This is Sam Wakefield.

All right, welcome back.

Happy New Year everyone.

This is Monday, January 1, 2024.

And I and hope you had an incredible holiday season.

Merry Christmas, Happy Hanukkah, Happy Kwanzaka, all the things, happy Saturnalia, whatever it is that resonates with you.

I hope you had an incredible happy holidays and it is time to rock and roll into 2024.

And so the coolest part about what I do is I just get to talk to you and during drive time university.

It's so exciting.

And today's episode is.

It's a good one.

We've got some different things we're going to cover.

We're going to do a little bit of mindset, a lot of mindset.

This is the time of year where you got to get your head on straight.

If you're planning on going into the next year as haphazardly as you have possibly in the past, you're going to get the same results, right?

The power of consistency only works if you're intentionally doing things 1% better every day.

If you unintentionally do things the same, then you're not going to get any changes.

To get changes, you have to make changes.

So this is the time of year we start really talking about that.

We talk about goal setting, we're talking about breaking things down, we talk about all kind of stuff.

But before I get into the content today, this episode we're going to cover.

Let's see, let's do what's in your cup right now.

What's in my cup as starting off this new year is, let's see, it's a bag of coffee, bag of beans that was given to us recently.

This is the Starbucks holiday blend.

As far as Starbucks goes, they're good, they're consistent.

Anywhere you go, it's going to be the same.

Just like basically the McDonald's of coffee.

Well, actually, no, they're better than that.

I would say the McDonald's of coffee is probably like, I don't know, Dunkin Donuts or something.

So at least they're better than that.

But it's consistent.

Their beans are pretty good.

The holiday blend is dark.

It.

It's pretty complex, actually.

Some people might even say it's a little bit on the burn side.

But I like my beans pretty dark, so that's what I've got in my cup today.

What is in your cup?

If you are drinking something new or different or out of the ordinary or even if it's the same old thing to you, but it's something that's unique to maybe where you live or some special blend or being that you.

That you like, message me, I want to know.

I'm always into learning about new coffee shops.

Also, message me if you have recommendations for good coffee shops.

I'm actually going to be up in Yonkers, New York next week working with the Austin Campbell up there.

So I'm pretty excited about that.

It's going to be good.

So if there's some good coffee shops in that area, please let me know because I'm going to need to find some and have an adventure.

But today we've got holiday blend from Starbucks in the cup.

What's in your cup today?

Message me.

Samoseitnow.net, pop me an email or just join the Facebook group and pop me a Facebook message.

Just go find Close it now.

If you search Close it now.

Sales training in Facebook.

It will come right up as a group.

So go join the group, make sure to answer the questions and give me your email.

I don't spam anybody, but I do send out.

Every now and then I'll send an email out about something that's going on that I know you're going to like.

That's the main thing.

So drop your email in there because I like to stay in contact with everybody periodically.

You definitely won't get near as many emails from me as you do from any other trainer in the industry.

I tell you that.

I can guarantee it because holy crap, the amount of emails I get from all the other trainers is kind of ridiculous.

I don't understand why people send out emails every single day because it's just white noise to me and I'm sure it is to you.

So I don't do that because I hate it.

I don't want to receive them, so I don't send them.

But.

So let's take a collective drink of whatever's in your cup right now.

So 3, 2, 1.

Have a drink with me.

Okay, so let's start off by covering a couple of announcements.

This year is an incredible year.

There's lots of things happening this last six months, seven months has laid the foundation for some really cool stuff that's coming with the close it now, training with what I'm doing with the podcasting with podcasts, what I'm doing with online courses on in person courses.

So much is happening.

First of all, coming up at the end of January, January 25, 26, 27, the door to door con 7 is happening in Salt Lake City.

Go to H vacdoors.net that is where you can pick up my online course, H. Vacu, which has the full sales presentation in it.

There's a module for handling objections and a full module for door to door.

Me and Sam Taggart, we teamed up, we've got the script in there, got the door script.

We role play a ton of different examples.

So there's no reason why you can't take that and implement right away and start seeing massive amounts of success because people all over the country are doing it right now.

They said, you know what?

I'm going to do this.

And sure enough, at almost zero lead cost, they're selling thousands and thousands of thousands of dollars worth of projects strictly by knocking on somebody's door and saying, hey, has anyone ever talked to you about this?

And it literally works.

So if you don't believe it works, I'm sorry, the numbers don't lie.

You're wrong because it does work.

So it's exciting and lots of things are happening.

So Door to Door Con seven keynotes are going to be Lance Armstrong, they're going to be Chris Voss, who wrote Never split the difference.

We've got Sean White, got Sam Taggart, Victor Rancour is going to be a speaker.

I am going to be a speaker.

I have my own session.

It's going to be lit.

So door to Doorcon 7, use the code SAMW20 for a 20% discount on the tickets.

That is the cheapest convention or conference that you will be able to get to this year.

20% off.

Use the code SAMW7.

You can get your ticket@h vacdoors.net so that is January 25th, 26th, 27th of 2024.

So that's the first announcement, second announcement, yes.

There was somebody that dropped a message, a comment on something I had going in my, in the closing now Facebook group a couple days ago saying, man, you know, I wish that everything you say is great.

But what you need to do is get out there and prove it with some people, go do some ride alongs, go do it in person with people.

Well, it made me realize that I haven't talked about my on site trainings enough because I've been doing on site trainings half of 20, 23.

I spent a full seven weeks in a matter of six months doing trainings with people.

So if you didn't know, close it now.

We do on site trainings.

Ours are different because any other trainer you've got out there, they're going to do half a day of classroom or they just want to stay in the air conditioned classroom space but not actually go out and practice because I feel like they're scared that they're going to not close deals and then we look silly or something.

But here's the thing, the true people who are really actually good at what they do, they will prove it.

So this is, yeah, so our on site trainings, what they look like, it's a half a day in the classroom and then the net, the until we're done.

We don't just cut off at 5 o' clock, we will go until.

I was literally running calls with somebody until 11 o' clock one night doing ride alongs.

We're out there, we're closing deals, we're demonstrating what everything should look like and then pass that baton.

You do it and then we're the safety net, we're closing deals in the house.

Right.

So here's a, in fact it's so effective, here's a new testimony from somebody just from right around a month ago.

I was working in, I was working in Raleigh, North Carolina with air experts over there and one of their guys, Patrick, shout out to Patrick, he texted me that I was checking in with him.

He texted me the other day and he was like, man, I love it.

This is his testimony.

He's like got everything I wanted from the training.

My average ticket before I was there was $9,800 in October.

His average ticket in November was 16,000.

So I tell you what, it doesn't take a rocket scientist to realize that that's some pretty kick ass math.

So his average ticket was $9,800 in October, 16,000 in November.

This has nothing to do with the weather changing, has nothing to do with the different amount of leads.

It was almost the identical leads, almost identical, everything month to month.

And that is the difference that happens when we go out and we do ride alongs, we work together with people and we train on site because it's so much more than just some sales skills.

It's mindset, it's everything.

So we deep dive into all of the things that make someone worth buying from.

Right.

Work to become someone worth buying from.

It's about up, leveling yourself as a person.

Right.

And having fun along the way.

So that's a quick testimony about the on site visit.

So yes, I do work with plenty of people in person at your location.

We're going to just make some magic happen while we're there.

More importantly, like my guy Eddie in Kansas City, you know, we're four or five months down the road and the guy has, he's been in, I mean he's been doing this for 30 years and this year has been his biggest year ever.

After I trained with them in Kansas City because of what we talked about, you know, his testimony is pretty rocking.

He, he drops a bunch of definitely a big name of other trainers in the industry that he's sat through and he was like, this is nothing like that.

And so eventually that, that testimony will get posted.

But more importantly man, that's where magic happens is in the ride alongs, it's in the on sites.

So yes, we do on site trainings.

We've got a one time, you know, one shot, one kill training.

We've got a six month program, we've got a 12 month program.

So you name it.

If you want to really work with the culture of your organization across time and completely revolutionize the face of your company and it cash flows itself so easy.

But if you want to multiply your company, reach out to me and ask about the 12 month program because that is how we're completely changing the face of an organization to multiply their numbers with the 12 month program.

So it's incredibly powerful and we're putting together even more tools and resources to be able to support that.

So that's exciting.

We've got the new online virtual accountability program is happening that is going to be launching here pretty soon.

So the one thing that you want to know, if you listen to this, when it drops January 4th, we're doing a.

And this will be recorded.

You can reach out for the recording.

January 4th, we're doing a mindset training, me and Corey Barrier, he's the host of the Successful Life podcast.

We are going to be doing a mindset training at 1pm you have to be a member of the Close It Now Facebook group to get access to this because it's going to be in my zoom room.

So we're doing a mindset training.

What is the mindset of a top performer?

What does that look like?

So that's going to be at 1pm Central Standard Time on Thursday, January 4th.

So that's what we're doing there.

And, and then he is going to be basically co leading and co helping with the virtual program starting in February.

So we're going to be building towards that.

We're launching the new virtual program in February.

The Virtual accountability program is for anyone who, if you're that person who you feel like you're on an island somewhere, you don't know, it feels like you just, you don't get any support from your company.

You might be a small company, might be a big company, but it feels like you're not getting any support.

This is for you.

It's basically your virtual sales meeting.

Every week we're going to get together, we're going to cover mindset lots and lots and lots of sales philosophy and sales techniques.

Also we're going to cover basically you get a chat group with everybody that's in the group to support each other.

It's 100% positive.

And we have the only virtual ride alongs in the industry.

So when I'm going out and I'm doing on sites or when you are out and you're doing your appointments, we record those and we're going to dissect them in the classroom setting.

So it's like having me doing a ride along with you to say hey, this was great.

Maybe change this because if I can't be there with you, this is the next best thing.

So all of the energy from the on site visit is happening in the virtual group and it is incredible.

So reach out about that.

Watch the Come, come join us with the training on January 4th at 1pm with Corey Barrier.

That is going to be fantastic.

And that's going to kick off the launch towards the virtual group which will relaunch in February.

Okay, that's enough announcements for now.

I do not want to anyone to ever say because I've been hearing this about some of the other podcasts in the industry.

I do not want anyone to ever say to me, hey, all you ever do is try to sell stuff.

Because that's not me.

My whole goal is give value first, right?

Everything about my life philosophy is give more value than you take.

So what we're going to cover in this episode is how to.

Since we're talking about New Year's and we're talking about planning, we're talking about goal setting, this episode we're going to cover a really great exercise that you can do that ideally, you want to incorporate into every day of your life because what will happen is your life will become intentional.

No longer do we live unintentionally.

You start to live intentional with your life.

That's with every area of your life.

So every category, every core value that you have when you, when you decide to live according to your core values as opposed to being reactionary and just being response to, in reaction to whatever is going on around you.

When you choose to be intentional and create your life, everything starts to change.

Leap in the net will appear.

The universe is working for you, not against you.

So this is a really great exercise.

So what you're going to do, it's going to start off with just grab, of course you're going to grab a piece of paper.

So if you're in Drive Time University right now, you can't do this necessarily.

Do this exercise while you're driving.

Be safe, be safe out there, my friends.

But create yourself a space where you can do this.

If you are the person that says I don't have enough time, that means you're not prioritizing time.

Everyone has enough time.

You have to create a priority of your time and how you choose to invest your time.

Do not let like believe the lie that says you don't have enough time.

That is a poor man's mindset.

Every bum on the street and every billionaire in the world has the same amount of time.

It's what you choose to do with it will determine how successful you are in life.

So we are no longer going to listen to those excuses of I don't have enough time for this.

So choose to create space for yourself.

Get yourself a notebook or a journal and we're going to start creating categories for your core values.

What are your core values?

Have you ever sat and thought through what your core values are?

And I'm going to give you some examples of mine.

Feel free to.

If it resonates with you, you can take that as your core value.

And also it'll just give you an idea of the things that you want to possibly write down as your core values.

Maybe something similar, maybe something different, but it sparks an idea.

So some of my core values are family first, fitness and nutrition.

Right.

I the best version of myself.

I can't be a top performer and function like, feel like a million bucks if I'm eating off the dollar menu, right?

What does your nutrition look like?

What does your fitness look like?

So abundant health is a core value of Mine, another one is neat, orderly and organized is a core value of mine.

Now all of these, it doesn't mean that you are that right now, because that one has been a journey of mine for a while.

But I choose to be neat, orderly and organized and constantly reminding myself that that's who I am.

If I don't do it now, I'm in cognitive dissonance and fighting against my own intention.

And so either I have to stop saying I'm neat, orderly and organized, or I have to actually start taking the actions to create, turn my life into a neat, orderly and organized life.

So that's how this works.

So personal growth, personal growth is one of mine.

And giving back, giving back to others, fun, joy and laughter is another one.

Abundance.

Financial abundance and financial freedom.

You know, financial freedom is the core value that I write down because abundance is one thing, but financial freedom is something different.

So financial freedom is a core value I write down.

So basically, once you get all of these core values, what you're going to do is you're going to write a separate page for each one of them and then you're going to write down three things that you can do every single day that's going to move yourself towards that, towards in accordance to living with that core value.

Now, once you've done that, every single day, this is something that is every success, highly successful person you ever meet does this.

You're going to plan your day the night before.

So every single day, it doesn't take very much time.

You're going to grab a piece of paper in your journal and you're going to write down, you're going to start to time block your day a little bit.

It doesn't have to be super dead on exact.

But more importantly, you're going to start to time block your day according to your core values.

Because this is different than just time blocking the day to get stuff done.

Time blocking your day for your core values means you're going to intentionally choose the most important items, put those into your calendar first and then right out beside them.

You can create a symbol for your core value or just write out what your core value is beside it, notate what core value that action or that activity feeds into that core value.

And once you've got all of your day filled out according to your core values, everything else fills in around it.

So how much better will it be living life when you are living according to your core values and you're in alignment with your core values as opposed to.

Well, I don't this is Monday.

I don't know what the day is going to bring.

So I'm just here to fight off the shit show.

What a different kind of life is that?

No, this is Monday.

I choose to be intentional.

Here are the things that I'm going to do today according to my core values.

That's a different kind of life.

This is the kind of life we're talking about when you believe that you're a top performer, when you work to become someone worth buying from.

This is what high level people do.

So start to do this.

But then a beautiful thing happens when you do this right before bed, when you do that exercise right before bedtime or within maybe within an hour of bed.

And then you tuck it away.

You read over your, create your list for the day time, block your day, write your core values out and read over it a couple times.

Then just tuck it away because your subconscious brain is going to go to work for you all night long while you sleep.

And when you wake up the next day, it's incredible.

What starts to happen is it's as if the entire world knew that you were going to be doing those things.

And your days become easier.

It's more fun, it's more flow.

All of this starts to happen.

You're able to get in flow and then it's just so incredible.

So living according to your core values and then once you've time blocked it, do your best.

And obviously we know things change and things have to get shifted around, but do your best to live according to how you blocked your day.

And that is going to give you like literally such intentional fulfillment that your vibes are going to go up so much.

Strictly because now you're living your life according to your core values and you're living your life intentionally instead of living your life reactively or just how someone else hands something to you when a fire goes off, instead of being a fireman constantly chasing the fires around, you get to choose what you're doing with your day and it goes so much better.

So that's the exercise.

It's really simple, but it takes a little bit of time because you're going to have to do some inner work.

You're going to have to go inside and decide what are my core values?

Is this important to me or not?

Once you've done that, that's when the magic starts to happen.

So that's my lesson for you today.

This is a new year.

It is time to stop playing around.

It's time to take this seriously.

It's time to Be the person that you've always wanted to be.

And it's so simple.

The way we do that is every single day with your daily habits.

All your life is, is a combination of habits, right?

It's the habits that we put together minute by minute, hour after hour, day after day.

Everything you have and everything you are is a combination of what your habits are.

So if you want a different life, just change your habits.

It's so simple.

Change one little thing.

Instead of taking the elevator, take the stairs is the classic saying.

But choose to do things intentionally.

Choose to do things without being lazy.

Work smarter, work harder.

When you need to go, listen to Ed Mylett's the Power of One More and that'll set you on the right track for exactly what we're doing here.

So thank you for listening.

Thank you, everybody.

This is coming up on five years.

We're coming up to five years of this podcast and I am thrilled that all of you have listened.

The listenership is only growing.

If you've ever gotten some value, please, please, please, please go to where you listen to the podcast and leave me a five star review.

I would appreciate that so much and it helps me out.

Just like reviews help you out, reviews help me out as well.

And drop one in the Facebook group.

You can also message me your, you know, your review, your testimony, all that kind of stuff.

Yeah, I totally appreciate it.

In fact, we've got a brand new.

Let's see, we've got a brand new testimony.

So this comes from T I E M O s H a s H a t Moshacha.

I'm not sure who that is, but it is a five star review.

The title is the secret is on the simplicity.

I love it.

So the review says, if this was a cooking recipe, you'll impress your guests every time.

Sam truly simplifies H VAC sales with his approach.

I'm fairly new to the H vac sales universe and I started implementing Sam's technique and it works every time.

Thanks for all you do, Sam with two fire emojis.

So tmo, Shasha, whoever you are, thank you so much.

Huge shout out to you.

And yeah, so it's that simple.

Go to wherever you listen.

Leave a five star review.

I appreciate it so much and every single person out there, you are why I do what I do.

I appreciate you.

There's so many incredible things coming this year.

If you have an event that you'd like me to speak at, I do speaking as well.

The book is about to be out.

The workbook is about to be out.

We've got the online course going, we've got just a handful of things happening, got the virtual group and I'm excited.

This year we're bringing on a couple trainers so it will be me plus a couple more.

And you're going to love it because they are, they're probably better than I am.

The craziest part about this, y', all, is this conversation, the conversation of cells, the conversation of philosophy, sales philosophy, it is so much fun.

But the best part about it is it's not unique to my brain.

Everyone can learn this if you put in the time and the work, which is awesome.

So my goal is to see you next level.

I want to see all of you out there better than me.

I want to see all of you succeed and like make every just.

We develop a community of people who are all top performers that just literally dominate our industry.

And person after person after person after person, when they ask you, hey, what was the difference?

Oh, it was the close it now organization.

It was the close it now group.

This is the training, this is the philosophy, this is the mindset.

They set me on the right track and then from there is where you implement and you get better.

We don't lack resources, we lack resourcefulness.

Success happens at the speed of implementation.

So everybody, 2024 is going to be such an incredible year.

We're going to break some records while everybody else out there has all this doom and gloom about the industry.

We're going to prove them wrong, we're going to prove it different.

We're going to go out there and completely turn everyone on their heads with what we're doing this year.

Between the doors, between the philosophy, between the conversation, just get ready to make.

You can be the top performer in your city, in your company, in your city, in your state, you can be the top person.

There is no reason you can't.

All you have to do is develop the mindset, develop your belief system, become the person and then implement.

And that's as simple as that.

So everyone, welcome to 2024.

Happy New Year.

It is time to set all of the excuses aside, set your procrastination aside.

Your mindset is now.

I do it now.

That is the mindset.

I will do it now.

And when you develop that urgency mindset, your life will change this year.

So alright everybody, happy New Year.

Thanks for joining me on one more journey around the sun.

This is going to be a great year.

Email me samloseitnow.net or join the face and also join the Facebook group.

Just search close it now on Facebook and I will see you soon.

We will see you on the flip side.

We've got some great interviews coming up this year.

We've got a ton of people who are going to be interviewing and if you know somebody you want me to interview, message me.

I'm always open for ideas, suggestions, connections to people.

If there is a product that you want me to look into to feature, the the cool part with doing what I do is a lot of times I can get group discounts for people for my community.

When a ton of the community wants to know about a product, I can reach out to the manufacturers and a lot of times they'll hook me up with a discount for my community, which is really cool.

If there's a product that you want me to feature or look into, let me know.

If there's somebody you want me to interview this year or if you have an idea for a podcast topic, you have a question about something, message me.

Because if you have the question, that means other people have a question about it as well.

So that wraps up the first episode of 2024.

Thank you everybody for listening.

I am dedicated to your success.

I've got your back so I'm excited about this year.

Go save the world one heat stroke at a time.

Go save the world one frostbite at a time.

Thanks for listening to Close it now with Sam Wakefield.

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