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 again to another episode of Close It Now.

Today we are talking about that little circle of trust.

How do you build it with your clients?

How do you build that level of trust?

And I've got a great story that just happened today that is just a testament to one, how powerful the system is.

But two, also just being a person that's trustworthy, which is a powerful thing to be.

It has nothing to do with manipulating or anything like that.

Influencing.

It has everything to do with being being a person worth buying from, which is what we talk about so much in this.

Because until you become a better person, better people won't buy from you.

I mean, it's directly proportional.

So stick around.

We're going to talk about trust and how to develop it and the things that inspire trust in others.

Until then, I want to give a quick shout out.

We have a brand new country online.

Welcome, welcome, welcome to the Philippines.

I am so happy you joined.

We are now up to 11 countries that are listening to the Close it now podcast.

So welcome Philippines.

It is great to have you listening to the broadcast.

I'm super excited at how fast this is growing.

Tell you what guys, I am launching my group coaching program and my private coaching program.

I'm putting the the links to it up on my right now on the page for my Facebook page.

So you can go to closeitnow.net, that is www.closeitnow.net and that will immediately take you to where you need to be to enroll in those programs if you've gotten some value from any of these other podcasts and if not, stick around.

And because we share lots and lots and lots of free tips and tricks and that kind of thing anyway, but sign up for a discovery call.

It's free.

We could just spend 40 minutes to an hour together to help you work through your struggles, your friction points that you're having right now with your in home sales for H vac or just in home sales in general, even if it's something else.

Sales are sales.

The psychology and the principles and the skills are the same.

It doesn't matter necessarily what you're selling that is interchangeable.

In fact, next Friday I'm giving a keynote talk to a group of business networking event that is going to be generic sales training.

But it's the same principles because I know every single person is going to get some value.

Because that's how I lead.

I lead with value first, because I'm a servant to you guys.

Because without you listening, I wouldn't be here.

And I'm thankful for you guys paying attention and getting some value from this.

So let's talk about trust.

How do you establish that circle of trust?

The thought hit my mind this morning as I was leaving this my very first appointment of the day was an awesome one.

As I was leaving the appointment, a thought hit my mind of developing trust.

What is it that does that?

What develops the trust between you and the client to the point that they say yes, that they say yes to your company, yes to you as the representative, yes to your project as the right project?

What does it is that there is no.

And of course the answer is, you know, there is no magic bullet.

There is no one thing that develops that trust.

Raise your hand if you've ever been if you've been looking for what are these major sales tips and tricks?

And the one thing that's going to triple my income immediately by doing this one thing.

Have you ever seen those ads on Facebook or on YouTube or any of those commercials that do this one thing and it'll triple your income instantly.

Raise your hand if you've seen that.

Well, I'm here to tell you that that is a load of junk.

It's a load of malarkey.

It's a load of just bullcrap.

Because it's not.

There is no one thing that develops trust.

There is no one thing.

If you do this one thing immediately, you're going to triple your income.

No, that's ridiculous.

Other than just getting out there and working three times as hard, which is not what this podcast is about.

This podcast is about working less and selling more, working more efficiently and being more product, working in your flow and what you're good at and what you're specialized in and being the best at that and making more money.

Because people instantly see your value when you show up in your full person, when you show up in your power, when you show up in person as your best self and you show up to serve as your best self with what you know how to do best.

People will write checks for you all day long.

And I'm here to tell you it's absolutely true because it happens to me and my team and everyone I work with, every single top performer in the industry or in any other industry will tell you the exact same thing.

Show up as your best self.

Show up with a servant's attitude.

Show up to find the best interest of the client with zero emotional attachment to the outcome.

And that is the reason they're top performers.

That's the reason they consistently close deals at double their close rate is double the close rate of the, of the average, of the industry.

The average sale is over twice, two to three times what the average sale is in the industry.

All of these reasons are because they show up with their best self, with the perspective that I'm here to serve the client no matter the outcome.

If that's a high end system, if it's the basic system, whatever it is, it doesn't matter.

But I'm only here to, you know, find, discover what their problems are and then offer a solution to solve those problems.

So the circle of trust is not a single one thing.

It's a combination of all of the things.

It's the compound effect of all compound effect of all of these things put together.

Give yourself a high five and say I can do this.

Go ahead.

Right now.

Give yourself a high five.

Both hands, boom.

Say, this is me.

I lead with a servant's heart.

I sail with a servant's perspective.

So the story from this morning, it was really, really, really fun.

So I show up to this house, it was a great 8am appointment.

I'm there a couple minutes after 8 and it was a turns out this older gentleman, it was really fun too because it goes back.

Oh, excuse me, sorry.

This is in the, I'm recording this in the evening.

It's been a long hot day here in Texas, so, but so I show up and it's older gentleman.

And it was a really fun appointment because they've got, I noticed a lot of extra cars at the driveway from out of state with out of state license plates.

And so he's a normal interaction with him.

And then these several other people start coming in.

They've been getting ready for their day, going into the kitchen, getting coffee, etc.

Introduces me to his wife.

And every single one of them in the house is deaf.

Every single person there except for the homeowner, the man I'm Talking to is deaf.

So he sign language with all of them, all this kind of stuff.

And it was so fun.

And so they.

They were all going out on a.

On an adventure.

They were going to a coffee shop or something to see some friends.

So I asked him, once they left, I was like, I have to know your story.

Tell me your story.

How did you meet your wife?

Did you know sign language before met her?

Or did you learn it because you met her?

You've got to tell me.

So he tells me this really cool story about meeting her in college.

He needed an elective.

That was an easy one.

So he took American Sign Language as an elective in college for a couple extra hours.

And she happened to be one of the people in the class.

And he's like, of course, it's the 70s and she's got long blonde hair and wears mini skirts.

And he's like, it was like in the cartoons when you walked in and like the.

The wolf with his eyes popping out of his head.

So it's just a really funny story.

But that was.

I was asking about him, getting him to tell me about his life, not because I was trying to artificially build rapport by asking about obscure things.

I was just literally, literally just interested in.

In that story.

Because it's not every day that you go into a sales.

Sales appointment and the.

And the people are deaf and you get to listen to sign language.

Wow.

So.

And really, my sales appointments are just like this.

If I happen to yawn in the middle of the appointment, I yawn in the middle of the appointment.

If I'm not trying to hide anything and be as absolutely transparent as possible, just like I am with you right now.

You hear me?

Have a couple yawns because we're just going to talk about that elephant.

Yes, this is a podcast, but this is real life, man.

I like doing these and not editing that stuff out for the very reason of why sales in our time right now is so powerful.

When you're authentic, when you just call something like it is you as is.

It is what it's called.

This is what it is.

And I'm super transparent.

That's why to be interesting, for the homeowner to be interested in you and in your company, you have to be interesting, you have to be interested.

And so just to authentically, genuinely be interested in something like that, when it comes up and ask the questions of, wow, how did you meet and listen?

So I got.

Geez, I got to listen to their story.

And it was so cool and I loved It.

It was just a lot of fun.

And so let that derail me a little bit from the, you know, from the.

But it's okay when something authentically, genuinely comes up like that.

You know, I've talked before about not artificially being fake, about building rapport, but when situations like that arise and that you're just really, truly interested and you've got the time, you know, it was the first appointment of the day.

He was sitting down, we were having coffee, and older gentleman just wanted to sit at the kitchen table and visit for a little bit.

Okay.

When, you know, you've got the time constraints that you can manage that, that you can do it.

So listen to the story.

And then, of course, as we went on, we talked about some different things.

It turns out he, you know, this gentleman ended up being the pastor of a deaf church for like 40 years, which is awesome.

He still is a senior citizen, retired senior citizen.

It's really interesting.

He runs the largest de youth group at his church's organization in all of the United States, which is just so cool.

And so we talked a lot, you know, pretty good amount about that.

And so a lot of that's my background as well.

So we had a connection there.

But it was a lot of fun.

But more importantly, you know, I still finished the appointment in the order that the system goes.

I followed the system because the system works.

I still did the introduction.

I still did the credibility piece for the company for myself.

Got into the project that we're talking about, including the equipment and the changes I wanted to make to the ductwork to optimize his house the best.

And then got to the close, showed him all of our pricing, and he says, okay, well, I think this one is going to be the best fit for me.

I said, great, we have to include this in this.

We've got to do a new supply and return plenum because yours are falling apart.

It's been 25 years in the house.

They need some updating.

So he agreed.

And so we got.

We got our pricing together and with the, you know, offering some discounts right now and so.

And promotions got down to the final price and say just asked him.

So.

Okay, great.

Will you trust me with this project?

Yeah, sure will.

Okay.

What day can we do it?

So we booked it for.

This is Friday.

We booked it for Monday, got it knocked out, got a deposit check out the door.

And as he's writing the.

And here is the crux of this particular broadcast.

This is the trust piece.

And it's so amazingly powerful.

You know that you've gone through the system properly.

You've ticked off every single box.

And more importantly, you've authentically shown up and been transparent.

You've been interested.

You really showed up with your best self when.

And this should says, In 45 years of being a homeowner, I have never one time ever said yes to a project, to anything, without getting other bids, without getting.

Going through the process.

And I've never said yes to a project on the first visit.

When the first.

When the person comes out, it's like, this is the very first time I've ever done this in 40 plus years of being a homeowner.

He's like, but I trust you.

And it's so refreshing to have that trust and know that I'm going to be taken care of, even though I haven't gotten competing bids and I haven't gone through that process.

And that moment was just so powerful because I realized that to be trusted, you have to be trustworthy.

And there's no substitution for that.

There is no shortcut.

There is no magic bullet.

There's no way to.

You can't fake it.

You cannot fake that level of conversation because you know what we do?

Literally, we're going from first date, never seeing somebody.

Basically, blind date.

All he knew about us, and he didn't even get online, all he knew about us was what he saw in the yellow pages, the actual book today.

That's all he knew about us.

And to go from blind date to literally proposing marriage and signing up for a $12,000 project today in about an hour, just over an hour.

And for him to at the end of it say, in 40 plus years, I've never one time gone with the first person who came out, not taken other bids and signed right on the spot without at least thinking about it overnight.

He said, but I trust you and that's valuable.

And man, that was awesome.

And how do we develop that?

We develop that by being a trustworthy person, showing up real.

You know the tagline for the foreclose it now is stop being weird and start selling.

Stop being weird.

Stop.

Don't put on that weird fake salesman voice.

You don't need it.

Just have a conversation.

Just talk to people like they're intelligent, because they are.

There's no reason to ever have any type of tone of voice or that is condescending.

Treat people as if they are special, because at the end of the day, every single person on the planet walks around with a sign above their head that says, make me feel special.

Make me feel special.

Everyone wants to be heard.

We all just want to be heard.

And when you can treat, treat someone as if they're special.

Truly listen.

Truly listen and understand.

Listen to understand, not to respond.

Listen to understand what they're telling you, not just to already be forming your response before they finish talking.

Don't do that.

Listen to understand and be that trustworthy person.

That's when you can walk out of a house with them saying things like, you know, I've never done this, but I trust you.

I don't know why, but I trust you.

I believe what you're saying because you have that connection.

You've established the connection.

And that trust factor, which you cannot, cannot, you can't buy it.

You can't just find it on the store.

There's no tips or tricks that are going to get you the trust factor other than earning it.

You have to earn it.

And the only way to do it is be that trustworthy person worth.

You give trust and they give trust back.

So that's my message for today.

It's a heartfelt one.

I know you can hear the conviction in my voice because, man, it rocked me.

It was such a cool experience to have that conversation with somebody that talk about hit home.

It really emphasized the power of just being a real, normal person.

Build your personal growth.

Listen to podcasts, listen to books, Become somebody better.

For things to change, you have to change.

And for things to get better, you have to get better.

And you can only do that by reading, by listening, by paying attention, by doing courses, all of the things that is going to make you a better person.

Find yourself a mentor.

If you can find yourself a mentor that's nearby, absolutely do that.

Because it's so invaluable to connect to somebody who's already there, who's already achieved and is achieving where you want to, to be.

Don't take advice from.

Don't take criticism from someone that you wouldn't take advice from.

That is powerful.

Do not take criticism from someone that you wouldn't take advice from.

So find someone who's achieving.

Find someone who is successful in what you want to do.

If you know with this industry, absolutely.

If you can find somebody nearby, do it.

If not, connect with me.

Let's get connected.

Go to CloseItNow.net and shoot me a message.

Let's have a conversation.

Because my passion is to inspire, encourage, and motivate you to take a step outside of your comfort zone.

Take a step outside of the things you've always done.

Because if you keep doing the things you've always done.

You're going to get what you've always gotten.

You're going to get the results that you've always gotten.

You have to do new things.

You have to use new words, take new actions to get new results.

Results.

And my goal is to see you as the top earners in your company, the top earners in your area in the country.

I want to see you as just crushing it out there every single day, showing up in your peak state, in your peak performance, your peak potential to totally blow the doors off of everybody, the nearest competition.

So my idea of competition is their doors are closed because you win all the sales.

You just close them all and close them now.

That's my message for today.

I'm fired up.

I hope you you are fired up.

Shoot me a message.

Find me@closeit now.net get connected.

Let's stay in touch.

Join the online community.

I will talk to you soon.

Thanks for listening to Close it now with Sam Wakefield.

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