Send us a textUnlock sales mastery with Sam Wakefield, a renowned sales trainer with over 20 years of experience. In this episode, Sam shares transformative insights on achieving entrepreneurial flow, overcoming new obstacles, and avoiding complacency. Discover his no-nonsense approach that has revolutionized businesses nationwide, blending personal and professional growth for lasting success.Learn the art of balancing life’s priorities—business as a bouncing rubber ball, and family and healt...

Show Notes

Send us a text

Unlock sales mastery with Sam Wakefield, a renowned sales trainer with over 20 years of experience. In this episode, Sam shares transformative insights on achieving entrepreneurial flow, overcoming new obstacles, and avoiding complacency. Discover his no-nonsense approach that has revolutionized businesses nationwide, blending personal and professional growth for lasting success.


Learn the art of balancing life’s priorities—business as a bouncing rubber ball, and family and health as fragile glass. Through personal stories, including Sam’s journey as a recovering alcoholic, explore the importance of breaking unhealthy patterns, prioritizing relationships, and maintaining presence in all aspects of life.


This episode also highlights the game-changing event Relentless: The Ultimate Sales Transformation and the launch of Inner Revolution. Hear inspiring stories like Clark Manwaring’s $5 million HVAC success in one year, and gain powerful lessons in sales, mindset, and leadership—plus exclusive early-bird offers to elevate your game.



Relentless: The Ultimate Sales Transformation
https://www.eventbrite.com/e/close-it-now-relentless-the-ultimate-sales-transformation-tickets-1083623921319?utm-campaign=social&utm-content=attendeeshare&utm-medium=discovery&utm-term=listing&utm-source=cp&aff=ebdsshcopyurl

Inner Revolution
https://tinyurl.com/5hur957j 

Support the show

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Show Transcript

WEBVTT

00:00:01.782 --> 00:00:03.625
Welcome to the Successful Life Podcast.

00:00:03.625 --> 00:00:07.814
I'm your host, corey Barrier, and I'm here with my friend Sam Wakefield.

00:00:07.814 --> 00:00:08.435
What's up, brother?

00:00:09.820 --> 00:00:11.186
Hey, glad to see you today, man.

00:00:12.162 --> 00:00:13.628
Yeah, good to see you, as always.

00:00:13.628 --> 00:00:15.821
So I'm really happy.

00:00:15.821 --> 00:00:21.690
So you've been on the show before and always so great to talk with you.

00:00:21.690 --> 00:00:25.315
I think very highly of you as not just you know.

00:00:25.315 --> 00:00:33.973
I think very highly of a person, but I also know the changes that you make in businesses with your sales training.

00:00:33.973 --> 00:00:44.487
I mean, I was fortunate enough to, you know, sit through some of that here in Raleigh at a local company and see kind of how you run your sales training.

00:00:44.487 --> 00:01:01.191
And one of the things that I thought I would point out is like you're no bullshit dude, like you're super nice guy, but when you're doing your training, like you don't really put up with any bullshit, like it's right, like you're there to work, and so that was um, that was refreshing to see.

00:01:01.191 --> 00:01:06.409
Um, but, sam, maybe for folks that don't, folks that don't know who you are, can you give a little background?

00:01:07.692 --> 00:01:11.328
Yeah, absolutely, and thanks for the kind words, man.

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I definitely did owe back to you.

00:01:13.748 --> 00:01:20.433
Man, I love what you've built with the podcast and staying connected.

00:01:20.433 --> 00:01:34.512
It's cool when you find somebody that you resonate with and you just know in life you find people that have your back and you have theirs and no matter what happens, it's cool to form those bonds and so I definitely appreciate that.

00:01:35.799 --> 00:01:37.346
But yeah, so a little of my background.

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I've been in the HVAC industry 20 years and in home sales for a long time.

00:01:42.823 --> 00:01:44.087
Not just HVAC, of course.

00:01:44.087 --> 00:01:51.709
That's branched out into a lot of things Solar and home performance and insulation and you name it.

00:01:51.709 --> 00:01:58.408
We've been involved in sales and a lot of things, but a lot of it has been through growing.

00:01:58.408 --> 00:02:01.120
I've been involved in two exits along the way.

00:02:01.120 --> 00:02:14.227
I've been sales manager, sales trainer and helped quadruple the size of an organization in Austin, and then for the last six years I've run the Close it Now sales training podcast.

00:02:14.306 --> 00:02:18.461
It's mindset, it's, you know, all things about being someone worth buying from.

00:02:18.461 --> 00:02:26.622
You know the focus is on personal growth and sales training just happens to be the sideline, the way it's really interestingly become.

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And you know, travel all over the country helping companies.

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You know, multiply their numbers and we have a huge virtual presence as well, you know, for you know, individuals that you know want to that maybe not have a support group or a company to support them.

00:02:42.289 --> 00:02:45.888
We really are there a lot for those individuals too.

00:02:45.888 --> 00:02:47.205
So that's the.

00:02:47.205 --> 00:02:48.645
That's where we've been.

00:02:48.645 --> 00:02:58.936
We've got a couple of things happening this next year, and so that's a little history of who I am and it's been my definitely an honor and privilege to get to help a lot of people really change their lives.

00:02:59.699 --> 00:03:03.943
Yeah, I'd also encourage people to join your close it now Facebook group.

00:03:03.943 --> 00:03:06.407
Lots of value added in that group.

00:03:06.407 --> 00:03:10.211
Like, I don't know how you do it, but well done, Well done.

00:03:10.491 --> 00:03:11.453
Thank you, I appreciate that.

00:03:11.453 --> 00:03:12.674
It's definitely.

00:03:12.674 --> 00:03:15.741
It's not only just what I do, it's my passion.

00:03:15.741 --> 00:03:26.489
You know, when you're an entrepreneur and you find that thing that just absolutely lights your fire or a better way to say it is when you, when you get into flow, it's not working at all.

00:03:26.489 --> 00:03:32.788
It's just literally, that's what is who you are and what you become, and it's just an extension of that.

00:03:32.788 --> 00:03:34.514
So that's a yeah.

00:03:34.514 --> 00:03:35.617
The facebook group is a great.

00:03:35.617 --> 00:03:36.983
We do a ton of training in there.

00:03:36.983 --> 00:03:38.509
Um, I've got it.

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We can get into some of those details later, but it's a lot of fun.

00:03:41.200 --> 00:03:42.122
It's a great community.

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We've almost 3 000 people now.

00:03:44.627 --> 00:03:51.248
Dang, yeah, it's grown yeah, it's growing well, so it's interesting.

00:03:51.248 --> 00:04:06.558
So you mentioned flow, but you know and and I understand exactly what you mean by that it's almost like it feels effortless, but sometimes, especially running your own business, things feel like they stop flowing from time to time.

00:04:06.558 --> 00:04:08.364
Right, and then you have to change.

00:04:08.364 --> 00:04:08.884
Yeah, it does.

00:04:08.884 --> 00:04:11.611
What's been your experience with that?

00:04:12.963 --> 00:04:13.765
oh man, you know it's.

00:04:13.765 --> 00:04:16.372
That's an interesting question and I appreciate it.

00:04:16.372 --> 00:04:24.805
You know, analyzing this last couple years was a huge, huge growth movement for a growth moment, for close it now was a huge, huge growth movement for growth moment, for close it now.

00:04:24.805 --> 00:04:34.175
And at the same time, when you hit new levels I heard an expression years ago every new level has new devils.

00:04:34.175 --> 00:04:54.156
And basically it's like when you hit those new, when you feel like you're getting this place of mastery in a subject or a topic or whatever it is, and you find out the new thing, well, the new thing is oh man, I'm back to square one and I'm an amateur again and this sucks.

00:04:59.161 --> 00:05:13.653
Well, that's what happens a lot of times and that happened recently, the last few months, with me and with the company, and I realized that when I started really analyzing it and pulling it apart is, if it's to be, it's up to me.

00:05:13.653 --> 00:05:25.372
And there's another expression if the fish stinks, it stinks from the head down, and I realized it exposed all of the new levels in my life that I've got to tighten up and it's really.

00:05:25.372 --> 00:05:56.081
It's interesting how closely it correlates to something that I absolutely live by is how you do anything, is how you do everything and when you open a door into complacency or laziness or trying to take the easy route in one area of your life, even if it's not related to say, the business there is no, just a little bit, it's all or nothing.

00:05:56.081 --> 00:06:07.447
So that complacency in another area of life will absolutely bleed through to everything you do and you don't even realize it until you have to make some serious course corrections sometimes.

00:06:08.771 --> 00:06:12.144
Yeah, I agree, and I went through something similar recently as well.

00:06:12.144 --> 00:06:14.348
You know I have been doing.

00:06:14.348 --> 00:06:41.052
You know I've been doing sales, been doing a lot of things for, for, for who hire, and you know it's interesting because when I started, you know the, the, the hot leads that were coming in, they were pretty much hot all the time and so I found myself thinking everything was going to be a hot lead and then I was handling all of those sales calls like they were hot leads and they weren't hot leads.

00:06:41.052 --> 00:07:01.492
They weren't hot leads and I had to really look at my sales process and really evaluate how you know the things that I was not doing right and I had to really make a massive course, correct and change and go back to the drawing board and like follow some scripts and like.

00:07:01.552 --> 00:07:07.810
It was very humbling for you know for me to have to do that, but it needed to happen.

00:07:07.810 --> 00:07:12.086
And you know I'm grateful to be open to.

00:07:12.086 --> 00:07:17.365
You know my way is not always the right way, you know, and I'm totally fine with that.

00:07:17.365 --> 00:07:20.343
If somebody has got a better way of doing something, I'm totally good with that.

00:07:21.547 --> 00:07:22.891
But it is painful, you know.

00:07:24.341 --> 00:07:26.317
Yeah, that's interesting that you mentioned it.

00:07:26.317 --> 00:07:27.461
I went through the same thing.

00:07:27.461 --> 00:07:43.649
You know, when you're out in the field and you know you're after so many years of winning the top achiever awards in not just your own company but across networks and you know you hit that like I was talking about, you hit that level of mastery right.

00:07:43.649 --> 00:07:54.855
So I'm, you know, I was out there as the top dog at every single HVAC company I ever worked at and then became the sales, you know, growing the sales team and all these things.

00:07:54.855 --> 00:07:57.168
And then I, you know I stepped into selling coaching.

00:07:57.168 --> 00:08:04.954
Well, yeah, at first, for the first 12 months, every single thing that came in to close it now was that insanely hot lead.

00:08:04.954 --> 00:08:18.149
But at this point we've kind of worked through them most and I'm not too big to admit that I sucked at selling training and I had to relearn how to sell stuff too.

00:08:18.149 --> 00:08:19.853
So I'm in the same boat with you.

00:08:19.899 --> 00:08:28.341
It's really interesting this comparison, but that's it what I've learned through the process and I'm working through that.

00:08:28.341 --> 00:08:34.702
What I've learned in the process is the system is the same, the conversation is the same.

00:08:34.702 --> 00:08:40.484
Initially I was just treating it like oh well, here it is, here it is, it sells itself.

00:08:40.484 --> 00:08:40.924
You want it?

00:08:40.924 --> 00:08:44.735
Well, no, that's not how things work.

00:08:44.735 --> 00:08:52.043
That just means there was something done on the front end before we talked to warm them up and get them to a buying decision before we talked on the phone.

00:08:52.043 --> 00:09:02.912
So then when you unpack that, it's like okay, well, every single buying journey, it's not just a yes or no, it's that every single person has a buying journey.

00:09:02.912 --> 00:09:05.785
How do we grab their hand and lead them down that buying journey?

00:09:05.785 --> 00:09:15.265
And we've got to find out where they're starting from in that journey, and so we know how, how many steps we have to walk with them to get them to the purchase decision.

00:09:15.265 --> 00:09:23.907
And that's uh, it's humbling, but it's also thrilling and exciting to be learning something new and different than what we've always done.

00:09:23.966 --> 00:09:27.133
Right, yeah, 100%, 100%.

00:09:27.133 --> 00:09:30.724
So tell me about you know I always like to ask.

00:09:30.724 --> 00:09:39.611
You know, I remember you and I having, you know, several in-depth conversations about some personal things you were going through.

00:09:39.611 --> 00:09:43.729
If it's all right, I'd like to just dive into a little bit of that.

00:09:43.729 --> 00:09:47.299
Uh, if it's all right, I'd like to just dive into a little bit of that.

00:09:47.299 --> 00:09:55.602
Um, you know, we, you both have kids, whether they're ours or whether somebody else's, you know, either way, we've got kids that live in our house and there's, you know, there's challenges that come.

00:09:55.602 --> 00:09:57.750
Are they biologically your kids?

00:09:59.480 --> 00:10:03.110
Uh, so I have two that are mine and three that are not Okay.

00:10:03.701 --> 00:10:26.940
So there, there's so, so I I've none that are mine and three that are not Okay, so there's, so I have none that are biologically mine, and so here's the here's the benefit and the challenge of that is I don't, you know, everything's kind of black and white with me, like I just see it for what it is, and there's very little emotional or, if any, there's very little emotional attachment to my decisions.

00:10:27.139 --> 00:10:50.148
There are my, or how I see things, rather, which you know, in my previous marriage it was the same way and, uh, you know, I would see things in my previous marriage that you know just blatantly, like I mean, like I'm like, if you can't, it doesn't, it doesn't make sense to me how you couldn't see it the way that I was seeing it, because it was so clear to me.

00:10:50.148 --> 00:11:02.883
But when you have to, when you attach that biological component to it, there's something there that's different from me not having that biological component.

00:11:02.883 --> 00:11:20.927
And so, with you, you went through, um, some things, and I don't know if it was your biological kids or the other kids, but you went through some tough times recently and I'd like for you just to talk about that for a minute how you, how you overcame that yeah, that's, uh, that's a good one.

00:11:21.248 --> 00:11:21.489
Actually.

00:11:21.489 --> 00:11:30.168
I'd like to camp out on the difference in biological and I hear you when you're talking about seeing things very black and white and no emotion attached.

00:11:30.168 --> 00:11:35.655
When they're not your biological children, it doesn't mean we love them any less.

00:11:35.655 --> 00:11:54.400
Both in a house and this happens if you're not intentional about it and sometimes you're very unaware is the same exact logic and black and whiteness that you use with your non-biological children.

00:11:54.400 --> 00:12:02.445
Somehow that disappears when it's your own and you don't even realize it, and so your tone is softer.

00:12:02.445 --> 00:12:17.427
You're making decisions based on a whole different perspective of empathy and sympathy and things that you realize that you should be making the same parenting decisions for the non-biological kids.

00:12:17.427 --> 00:12:23.667
And boy, that's a big wake-up call when you realize, oh damn, I'm not treating people equally.

00:12:23.667 --> 00:12:29.513
Right, there's special favors here and I didn't even realize it was happening, type of moments, right?

00:12:29.513 --> 00:12:36.201
So that's always a journey when you first everybody gets dumped into a house and it starts to shake it up and like how does it fall out?

00:12:36.201 --> 00:12:46.451
So if I could say anything to the listeners, if you're in this complex, this mixed family type of a situation, just analyze yourself.

00:12:46.451 --> 00:12:50.710
Right, are we treating everyone the same.

00:12:50.710 --> 00:12:52.193
Kids are kids.

00:12:52.193 --> 00:12:53.898
They don't know any better.

00:12:53.898 --> 00:12:55.663
They respond to our leadership.

00:12:55.663 --> 00:12:59.072
What are we showing them by our leadership, in the way that we parent?

00:12:59.072 --> 00:13:01.763
So that's kind of part one to that.

00:13:03.585 --> 00:13:10.154
But getting directly to your question, yeah, we had some interesting journeys this year.

00:13:10.154 --> 00:13:25.253
You know, my second oldest, you know, came home one day and said I don't think that I want to live on this planet anymore and I was 11, which was oh my gosh, what in the world is going on?

00:13:25.253 --> 00:13:30.052
So you know, at first it was disheartening.

00:13:30.052 --> 00:13:54.384
But you know, at the same thing, anytime something like that happens, you know, if we live this life of radical responsibility, then we that means I was like, okay, well, it's my fault, how do I, what do I need to learn here and how can I, what changes can I make or what can I do to affect the situation Right?

00:13:54.384 --> 00:14:04.043
So, taking that responsibility, that to have letting this happen now, of course, that's there's a lot that's, that's a that's weeks of episodes to unpack that on its own.

00:14:04.123 --> 00:14:05.927
But but now when?

00:14:05.966 --> 00:14:07.630
you just interrupt, you really quick.

00:14:07.650 --> 00:14:08.253
So were they.

00:14:08.253 --> 00:14:13.791
So is it fair to assume that there's a split custody with the children?

00:14:13.791 --> 00:14:15.053
Or were they living?

00:14:15.053 --> 00:14:19.990
Were they living with you the whole time, or was it they living with the other parent?

00:14:19.990 --> 00:14:20.972
How did that was that?

00:14:20.972 --> 00:14:22.945
Did that have anything to play with it?

00:14:24.408 --> 00:14:27.807
You know it's interesting, there's a lot of complexity there.

00:14:27.807 --> 00:14:48.687
So it's two houses this one was living and then the older one was 13, were living with at the other house, with mom, and you know there's a lot of things going on, a lot of things not going on, a lot of things I just didn't know about.

00:14:48.687 --> 00:15:07.051
And, and not to push anybody under the bus, there's not necessarily any negativity going on, there's no abuse necessarily or anything, but it was much more of a situation where, you know, there just wasn't much going on and so, you know, left for you know, just a long time being.

00:15:07.051 --> 00:15:23.504
You know, when a kid's left on their own for good chunks of time, the mind wanders right and so and don't hear what I'm not saying what I'm saying is, you know, is a parent was always there.

00:15:23.504 --> 00:15:28.788
We just get busy with life and realize that we move through.

00:15:29.788 --> 00:15:58.690
We have so much going on, especially me building a business, and in this launch phase the bandwidth is so limited with our kids that I found myself really, really lacking in that and as a consequence, you know, my, my second oldest, all of a sudden it was like having these moments of just suicide, and so we recognized real fast that one.

00:15:58.759 --> 00:16:01.269
It's a cry for help and attention.

00:16:01.269 --> 00:16:15.773
So we put it, put them through some programs and basically the decision was made that when summer started, they all moved in with me in my house and school started in the fall.

00:16:15.773 --> 00:16:47.923
The oldest one moved back over and everything's good there and things are much, much better and it's happy to report that it's like a completely different person now and my son Ray he's absolutely blossomed and just grown into becoming the person that, really recognizing the difference and experiencing the difference in outlook, and we focus on gratitude and being thankful for things and it's just been a fun journey.

00:16:47.923 --> 00:17:06.623
Thanks for asking about that, though that's, you know, not everyone has the Instagram life right and I think it's important that people that listen to the podcast and stuff don't just hear the highlight reel podcasts and stuff, don't just hear the highlight reel.

00:17:06.643 --> 00:17:07.585
Yeah, so I want you to go back for a second.

00:17:07.585 --> 00:17:17.768
Um, I've often found it challenging to decipher between a cry for help and a cry for intention, and it may be the same thing, I'm not sure, but it does.

00:17:18.930 --> 00:17:39.891
It feels like there's a thin line there yeah, I, I feel like, at least from my experience, going through this and then, of course, having what that does too in a family of so many people, right, then that means we definitely have to have the conversation about what's going on with everyone else in the family.

00:17:39.891 --> 00:17:51.153
So the rest of the family is, of course, the 13-year-old, but also eight-year-old and six-year-old twins, and they're insanely curious and wanting to know what's going on and why all these changes.

00:17:51.153 --> 00:17:59.521
So you know that really you have to be intentional about having that healthy conversation with everybody involved.

00:17:59.521 --> 00:18:09.435
And from my experience I would tell you I I would say that a cry for help and a cry for attention is almost the same thing.

00:18:09.435 --> 00:18:18.134
If that cry for attention is left unmet long enough, it will turn into a cry for help.

00:18:18.720 --> 00:18:19.965
Yeah, makes sense.

00:18:19.965 --> 00:18:31.221
From what I've seen, especially from this last few years, holy cow is absolutely and it's kind of kind of the same thing with us, right, we do the same thing.

00:18:31.221 --> 00:18:33.968
And I mean, hell, this translates to business.

00:18:33.968 --> 00:18:44.121
All you gotta do is replace kids or family with team or employees, and it's the same thing, that that cry for attention, long enough, will turn into that cry for help.

00:18:44.121 --> 00:18:50.210
And if it's an employee, well, by then it's they're down the road, probably at another company.

00:18:50.210 --> 00:18:51.873
If you could let that go too long.

00:18:53.434 --> 00:18:59.721
Yeah, and you know, and I know you'll agree with this I think we've actually probably had conversations about this, I don't remember specifically.

00:18:59.980 --> 00:19:38.752
You know, when things are hardwired to really start to really repeat those same habits over and over and over and they're almost impossible to break unless you've done a lot of work.

00:19:39.119 --> 00:19:43.951
And for you and me, personal development work has really broke through a lot of that.

00:19:43.951 --> 00:20:12.583
And without personal development, I don't know if those things and for me, I'm a recovering alcoholic, so it's a whole different story but I've had the 12, well, I've had recovery steps to, you know, to get to help me with like seeing other perspectives, if you will, and I think that's what broke the patterns for me, a lot of that, and then a lot of medication and and you know all the other things that we do to grow on a personal level.

00:20:12.583 --> 00:20:34.707
But, yeah, so if those things are unresolved, I mean, you know, I think that you know they do show up and they show up in our adult life and lots of times, you're, you know lots of times, you're, you know lots of times people, you know when they're pitching a fit about something that's just really their, that inner child, so to speak, that was never really attended.

00:20:34.707 --> 00:20:40.323
You know that was never unresolved issues is what I'll say oh, absolutely.

00:20:40.723 --> 00:20:41.105
I heard a.

00:20:41.105 --> 00:20:44.109
I've got a guest on my show recently.

00:20:44.109 --> 00:20:54.544
We're actually doing a four-part series on a lot of family values and things like that, and some of the main concepts are really just absolutely mind-blowing.

00:20:54.544 --> 00:21:04.310
And one of the ones that hit me so heavy the other day is in life, especially as entrepreneurs and as business-minded people and growth-minded people.

00:21:04.310 --> 00:21:08.557
As entrepreneurs and as business-minded people and growth-minded people in life, we're jugglers.

00:21:08.557 --> 00:21:15.980
We juggle three balls.

00:21:15.980 --> 00:21:17.063
Two of the balls are glass and one is rubber.

00:21:17.083 --> 00:21:18.747
The good news is, our business is the rubber ball.

00:21:18.747 --> 00:21:20.630
If we drop that ball, it'll bounce back.

00:21:20.630 --> 00:21:23.182
We can regrow a business I mean every.

00:21:23.182 --> 00:21:37.209
I can almost guarantee you you're not going to find a billionaire on the planet or a multimillionaire that hasn't had horrible tragedy in their life or and, or their businesses have gone broke and they've been bankrupt or all these things.

00:21:37.209 --> 00:21:38.134
Right, that's right.

00:21:38.134 --> 00:21:40.965
The business closed and they had to start something else.

00:21:40.965 --> 00:21:44.522
So the the your business is the rubber ball.

00:21:45.305 --> 00:21:52.171
The part that hit me so heavy is your family and your relationships is a glass ball and your health is a glass ball.

00:21:52.171 --> 00:21:59.653
If we drop that ball, it shatters and it's insanely more difficult to put that back together.

00:21:59.653 --> 00:22:17.685
And so when you marry that with this idea of taking radical responsibility for everything in your life and the if it's to be, it's up to me mindset, wow, that hits so heavy and it really, really immediately helps us to.

00:22:17.685 --> 00:22:32.523
I love these awareness moments because it instantly causes change in our life, and to not change then we have to intentionally go back and avoid it, and so, man, the awareness moment that hit me immediately reprioritized what is important in my life.

00:22:34.385 --> 00:22:40.088
Yeah, and it's really easy to lose that in the hustle and bustle of daily life.

00:22:40.088 --> 00:22:42.310
And I've got to do this, I've got to get on this call.

00:22:42.310 --> 00:23:05.118
And it's real easy just to push those because it's really simple to say, well, I've got calls and I'll eat when I want to eat, when I can, you know, because we think, well, I got to make the money.

00:23:05.118 --> 00:23:26.490
Now the only person is going to remember that you stayed up, you know, all hours of the night and working is going to be your kid when they're older and you can't really fix that then right, yeah, exactly, it's like the things I want them to remember is I was there, right, it's like they don't care, they're not going to remember the stuff later.

00:23:26.851 --> 00:23:28.816
Right, right, remember stuff.

00:23:28.816 --> 00:23:35.751
Yes, no, you know, and you know, I was the only child growing up and I ever but all of my friends said, man, you get all of the crazy stuff.

00:23:35.751 --> 00:23:44.386
You know what I remember?

00:23:44.386 --> 00:23:47.196
I remember the times that my parents were there and I remember the times that my dad worked away for a year and I never saw him.

00:23:47.196 --> 00:23:48.240
Those are the things I remember as a kid.

00:23:48.240 --> 00:23:49.244
I don't remember all the stuff.

00:23:49.244 --> 00:23:50.287
Who cares?

00:23:50.287 --> 00:23:52.352
Right, and we were all like that.

00:23:52.352 --> 00:23:55.157
We just we don't really correlate it, you know.

00:23:56.445 --> 00:24:02.650
Yeah, ask anybody that's made a gazillion dollars on their deathbed and they always say I just like to like.

00:24:02.650 --> 00:24:08.030
I wish I had just done these things differently, not I wish I had made more money still a hard concept.

00:24:08.050 --> 00:24:23.701
I wish I would have had more time with my family and more you know, built more memories and, yeah, that made a better lasting legacy, not of the money, but of leaving the wisdom that I have to my kids and grandkids, et cetera, et cetera.

00:24:24.665 --> 00:24:25.628
Yeah, 100 percent.

00:24:25.628 --> 00:24:41.997
So, yeah, you know we could talk about this all day and I really enjoy getting into stuff like this because it really you know there's people that are listening that this will hit home with and it's just not talked about as much as I feel like it should be.

00:24:41.997 --> 00:24:45.717
So I appreciate you sharing that story.

00:24:45.717 --> 00:24:48.252
I mean it's, and I'm really glad to hear that.

00:24:48.252 --> 00:24:50.431
I don't know, we want to say the kid's name.

00:24:50.431 --> 00:24:51.912
I'm glad he's doing better.

00:24:51.912 --> 00:24:53.460
Yeah.

00:24:53.585 --> 00:24:55.211
Oh man, I appreciate that so much.

00:24:55.211 --> 00:25:13.705
It's, it's exciting in the transformation and also it's talk about a learning moment, too, right, and we have these moments of in very transformational moments in our life that will instantly direct everything that happens from that point forward and how we see things.

00:25:13.705 --> 00:25:24.816
And so talk about instant awareness of what to look for in not only kids but everybody around me, of signs of and I've asked deeper questions to everybody.

00:25:24.816 --> 00:25:26.336
I know now, how are you doing?

00:25:26.336 --> 00:25:27.999
Okay, no, how are you doing?

00:25:27.999 --> 00:25:30.381
I don't just want a surface answer.

00:25:30.381 --> 00:25:49.054
I truly care now, gloss over this, because you know I I despise losing people in my life to things that are very preventable and this is one of them, right, and so, uh, we've got it for everybody out there check in on your people, check it in all of your relationships.

00:25:49.054 --> 00:26:00.054
I challenge everybody send one, one or two messages right now to one, appreciate somebody and also see how they actually are doing, and and truly with care.

00:26:00.054 --> 00:26:04.292
So that that's my challenge to everybody listening yeah, like that's right.

00:26:04.394 --> 00:26:07.027
I mean, look, I, you know I lost my mom this year.

00:26:07.027 --> 00:26:10.794
We weren't super, super close, but she's still my mom, right.

00:26:10.794 --> 00:26:17.032
And so you know, you don't realize the things that you don't realize.

00:26:17.032 --> 00:26:18.336
These things are going to be gone.

00:26:18.336 --> 00:26:24.642
Until they're gone, like she didn't, she didn't die a death that was like expected necessarily.

00:26:24.962 --> 00:26:26.448
I'll give you another example my uncle.

00:26:26.448 --> 00:26:36.593
My uncle got killed like two weeks ago, like pulled out in front of a vehicle and like that's it like done, like it's just like happened immediately.

00:26:36.593 --> 00:26:49.416
And so you think you wake up in the morning and you wake up just like everybody else, and you know the way I see it and it is a slogan in the recovery community one day at a time, but really we can't plan on anything else.

00:26:51.759 --> 00:26:52.020
Right.

00:26:52.020 --> 00:27:07.570
Oh, man, I love, I'm sorry For one.

00:27:07.570 --> 00:27:08.131
I'm sorry to hear that.

00:27:08.131 --> 00:27:09.791
That's definitely my condolences.

00:27:09.791 --> 00:27:13.252
My family has definitely had plenty of fair share of auto accident tragedies in an instant.

00:27:14.554 --> 00:27:25.919
It really helps us realize and this is something I typically do in my trainings is we start talking about how time is kind of an illusion, not just kind of how time is an illusion.

00:27:25.919 --> 00:27:26.939
That's right.

00:27:26.939 --> 00:27:36.463
If we think back to anything in the past, everything from five minutes ago to this morning to yesterday, it's a memory.

00:27:36.463 --> 00:27:38.794
It does not exist right now.

00:27:38.794 --> 00:27:39.564
It just doesn't exist.

00:27:39.564 --> 00:27:41.948
Time does not exist.

00:27:41.948 --> 00:27:49.415
Anything in the future is imagination Two minutes from now, because all we have is now and it's gone, and now and it's gone.

00:27:49.435 --> 00:27:50.220
So what is our life?

00:27:50.220 --> 00:28:04.595
Our life is a combination of our daily habits and if we want to get a different direction, it might take a long time to change the destination, but it takes just an instant to change the direction.

00:28:04.595 --> 00:28:12.470
There's a really famous Jim Rohn quote and man, our habits are literally what build up every single thing in our life.

00:28:12.470 --> 00:28:14.270
What are we doing and what are we not doing?

00:28:14.270 --> 00:28:16.606
What are we saying yes to and, more importantly, what are we saying no to?

00:28:16.606 --> 00:28:18.069
Yeah, I agree, the Power of Now is one of my favorite books on the planet.

00:28:18.089 --> 00:28:18.510
What are we not doing?

00:28:18.510 --> 00:28:20.013
What are we saying yes to and, more importantly, what are we saying no to?

00:28:20.013 --> 00:28:22.557
Yeah, yeah, I agree, the Power of Now is one of my favorite books on the planet.

00:28:22.557 --> 00:28:24.301
Like I just think it's.

00:28:24.301 --> 00:28:25.083
Maybe I need to read it.

00:28:25.083 --> 00:28:27.712
Oh, dude, it's crazy, because we do.

00:28:27.712 --> 00:28:28.526
We think about.

00:28:28.526 --> 00:28:35.353
You know, if we're thinking about what happened yesterday or thinking about what's going to happen tomorrow, you're not present, you're not in the now.

00:28:35.353 --> 00:28:39.257
And he very clearly articulates that.

00:28:40.018 --> 00:28:42.400
So it's interesting, I'm glad you mentioned it.

00:28:42.400 --> 00:29:03.094
So one last little point this actually is a great segue to tie back to what we were talking about with my kids is, looking back in my life, I could probably point to a couple years of constantly being focused on the goals and the future and what we're growing with the business and what we're doing that I was not living in the present.

00:29:03.094 --> 00:29:26.176
So even when I was in a room with my family, I was not in the room with my family, because I was constantly doing business or checking messages, or even if the phone was in a different room, computers in a different room, my mind was focused on all of the things I had to do out there and not being present with them, and so I I take ownership and responsibility.

00:29:26.738 --> 00:29:37.150
That's yeah, it's my fault, so I did, doing what it takes to change it well, and how many of those things sitting in the living room that you were thinking about in the other room could you control?

00:29:38.612 --> 00:29:42.096
zero, nothing, none nothing at all.

00:29:42.096 --> 00:29:47.609
No and, even worse, I don't even remember what we were doing in the room with the family either.

00:29:47.609 --> 00:29:49.394
So it's like right, you literally are.

00:29:49.394 --> 00:29:58.741
You're stuck in this limbo of no, not able to affect anything, and it's, it's just a horrible place to be yeah, I agree, I totally agree.

00:29:58.781 --> 00:30:00.305
So let's shift for a moment.

00:30:00.305 --> 00:30:06.605
You've got, um, you've got some, some pretty exciting things, a couple of exciting things that I want to talk about.

00:30:06.605 --> 00:30:09.432
Yeah, let's talk about the one in april.

00:30:09.432 --> 00:30:10.255
I think it's april.

00:30:10.255 --> 00:30:12.826
I may have messed that up is it in april?

00:30:12.826 --> 00:30:13.208
Okay?

00:30:13.228 --> 00:30:14.711
let's talk about that one, yeah.

00:30:15.152 --> 00:30:15.311
Yeah.

00:30:15.952 --> 00:30:17.316
Yeah, let's talk about the event.

00:30:17.316 --> 00:30:33.136
I am so excited about this event, you know, to set a little bit of context, you know the trades have something I've said over and over Anything that's been done the same way for 50 plus years is ripe for revolution.

00:30:33.136 --> 00:30:38.109
That's exactly what is going on in home services and in the trades right now.

00:30:38.109 --> 00:30:53.710
The landscape of all of the home service industries is completely changing right now again and I definitely feel like it's for the better.

00:30:53.730 --> 00:30:55.556
It had hit this plateau of stagnant that was getting really, really gross.

00:30:55.556 --> 00:31:02.332
So the first part of that is one of the things that we're doing with the, so the event is called Rel is one of the things that we're doing with the, so the event is called Relentless the Ultimate Sales Transformation.

00:31:02.332 --> 00:31:24.411
It's going to be April 29th, 30th and May 1st in Boston, massachusetts, and the one of the foundations for Close it Now in general is you know, I'd been in the in the trades long enough and been to enough conventions and standing around at the bar after the convention and listening to all of the speakers and all these guys that have grown these.

00:31:24.411 --> 00:31:29.009
You know, 50 million, 100 million, 200 million dollar a year companies.

00:31:29.009 --> 00:31:42.616
The running joke around most a lot of them, not all of them, of course, but the running joke in the trades is how many heart attacks have you had and how many wives have you had while you're growing your business?

00:31:42.616 --> 00:31:45.441
And it's always rubbed me the wrong way.

00:31:45.441 --> 00:31:53.088
It's grossed me out so much because it's this idea that in order to grow a successful business, it's one or the other, not both.

00:31:53.088 --> 00:32:12.388
And I'm here to absolutely say to everyone, and I'm here to absolutely say to everyone you can have both.

00:32:12.388 --> 00:32:13.111
It's not mutually exclusive.

00:32:13.111 --> 00:32:13.811
You can have this life.

00:32:13.811 --> 00:32:16.679
Sometimes things, yeah, go intentionally out of balance where more time is invested in one or the other, but you can have both.

00:32:16.699 --> 00:32:18.102
Bit of this is spring, is the springboard from that hit me years ago.

00:32:18.102 --> 00:32:49.133
It was a picture of a looking into a ferrari with a convertible ferrari with a top down, looking into the seats, and it was one of the the little bit bigger ones that actually had has the little bit of a back seat, and in the back seat is a ferrari, completely just kick-ass, branded baby seat, car seat in this Ferrari, and just that's the whole idea is you can have both at a very high level and that's the foundation for when I built.

00:32:49.133 --> 00:32:59.894
Close it Now is to let's A rising tide raises all ships, let's fix our industry, but it happens by helping people become better people.

00:32:59.894 --> 00:33:05.772
So that's the context for getting into the event and just everything we do.

00:33:05.772 --> 00:33:09.400
So what taking us to the event?

00:33:09.400 --> 00:33:23.196
That means that in order to get different results, we have to do different things and close it now as anything If's not completely outside the box, if there's this box that the HVAC world is in we literally live outside of it.

00:33:24.066 --> 00:33:24.648
The trades are in.

00:33:24.648 --> 00:33:25.592
We live outside of it.

00:33:25.592 --> 00:33:34.660
So this event is going to be really, really different than anything anybody's ever experienced in the trades.

00:33:34.660 --> 00:33:38.490
In fact, people recently have been calling us the Tony Robbins of home service training experience in the trades.

00:33:38.490 --> 00:33:41.317
In fact, people recently have been calling us the Tony Robbins of home service training.

00:33:41.317 --> 00:33:44.484
And we are leaning into that because we're about transformation.

00:33:44.484 --> 00:33:48.337
We're about helping people become someone worth buying from.

00:33:48.337 --> 00:33:50.546
Yes, we're going to cover sales skills.

00:33:50.546 --> 00:33:51.869
Yes, we're going to cover scripting.

00:33:51.869 --> 00:34:06.068
Yes, we're going to deep dive into that, but there's so much more to it than just that, and so the this event is going to be three days of deep dive and let's be that person, and we're going to, we're going to lead people right into it.

00:34:07.012 --> 00:34:13.911
You know, one of the things that comes to mind when you say out of the box is the fact that you door knock.

00:34:13.911 --> 00:34:22.206
As an HVAC person, I mean like right, it's such a common thing in other industries, but ours not.

00:34:22.266 --> 00:34:26.114
that's not so much yeah, you know I love that.

00:34:26.114 --> 00:34:26.715
You mentioned that.

00:34:26.715 --> 00:34:33.472
Um, let's talk about a boots on the ground way to to go to market.

00:34:33.472 --> 00:34:35.985
You know, I'm I'm actually working with the guy right now.

00:34:35.985 --> 00:34:39.295
He was just on one of my recent podcasts, a guy named Clark Manwaring.

00:34:39.295 --> 00:34:44.757
He was responsible for growing the largest door-to-door team in history.

00:34:44.757 --> 00:34:53.972
He had a team of 15,000 people across the country on the doors and insanely successful.

00:34:53.972 --> 00:34:57.092
He owns a heating and air company.

00:34:57.092 --> 00:34:58.775
This is the little piece that blows minds.

00:34:58.775 --> 00:34:59.519
He owns a heating and air company.

00:34:59.519 --> 00:35:00.364
This is the little piece that blows minds.

00:35:00.364 --> 00:35:01.427
He owns a heating.

00:35:01.666 --> 00:35:05.677
We started talking real close to the beginning of 2024.

00:35:05.677 --> 00:35:08.610
Well, he had just started his company.

00:35:08.610 --> 00:35:10.074
Now we just talked the other day.

00:35:10.074 --> 00:35:15.670
Less than one year he's spent $0 marketing his HVAC company.

00:35:15.670 --> 00:35:23.869
He's only recruited and had people door knocking for his HVAC company and this is fun.

00:35:23.869 --> 00:35:27.726
Everybody that's listening, because Corey doesn't know the stats that I'm about to drop.

00:35:27.726 --> 00:35:36.949
I can't wait to see how he responds In less than a year, strictly on door to door, his HVAC company is going to do $5 million year one.

00:35:39.791 --> 00:35:45.958
That's absolutely absurd, right Knocking doors, knocking doors.

00:35:46.219 --> 00:35:48.661
This is how it works right.

00:35:48.661 --> 00:35:54.097
This is why all the HVAC companies blows their mind when they hear all these other industries.

00:35:54.097 --> 00:36:02.547
You know windows or solar or roofing, how companies go from 10 million to 100 million in a couple of years.

00:36:02.547 --> 00:36:16.688
This is not through some insane partnering up with the PE group that dumps cash into your SEO and your digital marketing and all of these things and brings in a million different systems that you never had before.

00:36:16.688 --> 00:36:22.059
That's happening in HVAC right now, to some good and some detriment.

00:36:22.059 --> 00:36:24.873
This is roots on the ground, organic.

00:36:24.873 --> 00:36:37.918
This is growth, because the company is a company worth working for and with and it's the most effective way to get in front of more people.

00:36:37.918 --> 00:36:41.547
This is the other part of it.

00:36:41.547 --> 00:36:45.197
You were talking about something you got me on my TED Talk because I get so passionate about this.

00:36:45.197 --> 00:36:48.293
This is the other piece of it.

00:36:48.735 --> 00:36:52.746
Before we started recording, we were talking about some big organizations.

00:36:52.746 --> 00:36:59.431
For example, let's say, let's throw out a number like Carrier right, carrier Enterprises they're what?

00:36:59.431 --> 00:37:01.713
$7 billion with a B right.

00:37:01.713 --> 00:37:03.855
That's just one of.

00:37:03.855 --> 00:37:11.081
We start to combine all the different HVAC manufacturers, we've got a pretty seriously huge industry.

00:37:11.081 --> 00:37:22.976
The piece that blew my mind is every bit of that is built on the backs of 5% of US households 5%, 5%.

00:37:22.976 --> 00:37:29.896
Other than new construction, that's a one-time thing for our residential right.

00:37:29.896 --> 00:37:34.856
So we're talking about residential, obviously residential yeah, we'll pull out all the commercial side of it.

00:37:34.856 --> 00:37:36.226
So it's going to shrink the numbers.

00:37:36.226 --> 00:37:40.052
To be realistic with this, I'm not just inflating things.

00:37:40.052 --> 00:37:56.137
But when we talk about the residential market, it's such a small demographic of people who build all of our industry for the day-to-day, the maintenance plans, these crazy company growths that are residential.

00:37:56.137 --> 00:37:57.547
It's not the commercial market.

00:37:57.567 --> 00:38:18.277
When we hear a company go from 50 to 100 million 5% of the houses in the United States because something has to be broken or wrong for them to pick up the phone or click on the link or go to your website, do the search, so what is everybody doing with the other 95% of 100 million homes in the United States?

00:38:18.277 --> 00:38:24.710
Doing with the other 95% of 100 million homes in the United States?

00:38:24.710 --> 00:38:25.532
Nothing.

00:38:25.532 --> 00:38:26.855
The way to reach into that market is by doors.

00:38:26.855 --> 00:38:32.989
We're going to just introduce ourselves and say, hi, I'm a professional and I'm here to help.

00:38:32.989 --> 00:38:36.333
I mean it's insane that.

00:38:36.333 --> 00:38:42.867
And HVAC is the only need based thing you can possibly knock a door for really.

00:38:42.867 --> 00:38:47.538
I mean, you can knock for other stuff, but everything else we think about it.

00:38:47.538 --> 00:38:50.853
You know alarms to pest control, to solar, to.

00:38:50.853 --> 00:38:54.063
You know internet cell phones.

00:38:54.063 --> 00:38:58.253
I literally just changed my cell phone plan from somebody that knocked my door the other day because she was a professional.

00:39:10.985 --> 00:39:15.005
Absolutely I've been with Verizon for 14 years and I changed to AT&T cell phones because I had an incredible door knocker at my door and the offer was too good to refuse.

00:39:15.005 --> 00:39:18.326
You don't even think.

00:39:18.346 --> 00:39:20.188
I don't know, I don't think, I would even thought that cell phone companies would knock doors.

00:39:20.188 --> 00:39:22.150
At&t has one of the largest door teams in the country.

00:39:22.150 --> 00:39:23.351
You're kidding me?

00:39:23.351 --> 00:39:29.759
No Fiber and so cell phones, internet, cell phones and internet.

00:39:29.759 --> 00:39:31.981
At this point, it's huge.

00:39:31.981 --> 00:39:35.148
It's a huge industry, right?

00:39:35.148 --> 00:39:36.190
We just didn't think about it.

00:39:36.190 --> 00:39:41.679
So, as Google, google Fiber has a huge door team, they're expanding into markets, putting fiber in.

00:39:41.679 --> 00:39:45.306
They put people on the boots and this is crazy For everybody.

00:39:45.306 --> 00:39:49.797
That's like really, all you have to do is step outside of the trades and you'll learn something new.

00:39:49.797 --> 00:39:57.952
For a company like Google to use, their very first move into any market is to put door people.

00:39:59.074 --> 00:40:02.523
Wow success leaves clues.

00:40:05.137 --> 00:40:06.922
Yeah, makes sense, that's nuts.

00:40:08.005 --> 00:40:10.302
Yeah, so that's what we're doing.

00:40:10.302 --> 00:40:15.804
We're putting together a ton of coachings for and we're really putting together some cool stuff.

00:40:15.804 --> 00:40:48.931
And it's funny that you mentioned this, because one of the packages that we're putting and building and it's like almost complete, it'll be ready to roll 2025, is recruiting and training and then some fractional management of a door-to-door team for companies that want to reach into the market at a fraction, companies that want to grow, companies that want to grow fast and do it at a fraction of the marketing dollars to do it a new client acquisition.

00:40:48.931 --> 00:40:55.244
So there's cool tools like who hire that we're, you know, partnering up with you guys to incorporate into this program.

00:40:55.244 --> 00:41:00.956
Because, man, if we can shortcut anything we can do to shortcut this process, to get on the street with the right people.

00:41:00.956 --> 00:41:03.519
It's going to be insanely effective to do so.

00:41:04.461 --> 00:41:08.409
So I can imagine the question of a lot of people.

00:41:08.409 --> 00:41:10.081
It's like where do you find people there?

00:41:10.081 --> 00:41:12.543
Because where do you find these door knockers?

00:41:12.543 --> 00:41:17.300
Well, I think what you just said, there there's a solution, right, you don't have to find them.

00:41:17.300 --> 00:41:25.918
We have people you that can find them for them, and you're saying, I think, the yeah, you're totally right, you know we can.

00:41:26.798 --> 00:41:30.780
It has to start with a culture within the organization of recruiting.

00:41:30.780 --> 00:41:36.804
We're not talking about hiring, you know, we're not talking about a job posting and then hope for the best.

00:41:36.804 --> 00:41:44.311
The culture has to be recruiting, which is a different mindset than just hiring people, which is a different mindset than just hiring people.

00:41:44.311 --> 00:41:47.592
So that's the first shift is we have to always be recruiting.

00:41:47.592 --> 00:41:53.739
When you have a waiter at a restaurant, that's incredible.

00:41:53.739 --> 00:42:04.663
Start the conversation, get their information, ask them if I can show you a way to multiply your income by doing what you're already doing and what you're really good at, would you be open to more information?

00:42:04.663 --> 00:42:10.146
They will always say yes, get their information and then have a meeting with them.

00:42:10.146 --> 00:42:13.664
That's an easy word track for anywhere you're at.

00:42:13.664 --> 00:42:24.128
But you've got to start with being a culture of recruiting and then, when you add tools to speed that process, then you're on the right track if you try to make that shift.

00:42:24.128 --> 00:42:29.862
Otherwise it's a really clunky, clunky way to get there and then something happens and you don't even know.

00:42:29.862 --> 00:42:32.331
You know the basics of it.

00:42:32.711 --> 00:42:34.681
Yeah, yeah, that makes complete sense.

00:42:34.681 --> 00:42:39.498
So I know that we're getting close on time and I do want to ask you you're coming out with a new book.

00:42:40.759 --> 00:42:41.400
I am yeah.

00:42:41.400 --> 00:42:43.320
Oh, let's wrap up the event real quick though.

00:42:43.561 --> 00:42:44.601
Yeah.

00:42:44.782 --> 00:42:53.748
This is fun because we'll go right into the book, because the event kind of is the in-person version of a couple things that we put together for the book.

00:42:53.748 --> 00:42:57.311
So the sales transformation it's going to be incredible for everybody.

00:42:57.311 --> 00:43:00.996
Reach out to us, get your teams there.

00:43:00.996 --> 00:43:24.929
We're literally changing lives at these events, as well as going back and changing the complete face of your organization, for culture, for just urgency, for intensity, and people are just happier because now we're helping them really get back to the fun of the trades, the fun of helping and serving people.

00:43:24.929 --> 00:43:27.072
It should be fun, right?

00:43:27.072 --> 00:43:30.702
If we're not having fun along the way, we got some other problems.

00:43:30.702 --> 00:43:32.815
So thanks, yeah, that lands us right at the book.

00:43:32.815 --> 00:43:35.300
The book is called Inner Revolution.

00:43:35.300 --> 00:43:37.985
It launches December.

00:43:37.985 --> 00:43:44.226
Let's see, I'm going to make sure we get the right number on this, because I actually said the wrong date the other day.

00:43:44.226 --> 00:43:45.277
I'm like, wait a minute, this isn't.

00:43:45.277 --> 00:43:46.197
That's not right.

00:43:46.197 --> 00:43:54.818
It launches in December and it is going to be the 6th and 7th and so we do have a.

00:43:54.818 --> 00:43:58.425
Well, I'll make sure to get you the info to get in the show notes.

00:43:58.425 --> 00:44:03.887
We do have a pre-release, kind of a sign up for everybody that wants to get on the list for the book.

00:44:03.887 --> 00:44:14.458
It's called Inner Revolution.

00:44:14.498 --> 00:44:18.969
It's a book that I co-authored with 19 other authors and the entire purpose is when someone is ready to go in that inner growth journey.

00:44:18.969 --> 00:44:27.909
This is going to be a really key book because I talked about the power of language, and not only internally, but also how to see results.

00:44:27.909 --> 00:44:31.945
In fact, the title of my chapter is Change your Language, change your Results.

00:44:31.945 --> 00:44:51.202
And then everybody else in the book wrote that they really talked about their specialty, which is some people it's health, some people it's nutrition, some people it fitness, some people it's more of a relationship focus, some people it's a romantic relationship focus.

00:44:51.202 --> 00:44:58.125
All of these different people came together because we know a top salesperson or a top business person or anybody growth-minded, especially with sales.

00:44:58.125 --> 00:45:00.686
It's more than just the sales skills, it's everything else that makes that top performer.

00:45:00.686 --> 00:45:01.927
It's especially with sales.

00:45:01.927 --> 00:45:05.288
It's more than just the sales skills, it's everything else that makes that top performer.

00:45:05.288 --> 00:45:07.068
So I'm stoked about the book.

00:45:07.068 --> 00:45:10.510
It'll be my first one to actually come out.

00:45:11.411 --> 00:45:16.193
I've put together a couple of gifts for it and it's okay if I go over what the launch gifts are, sure.

00:45:16.193 --> 00:45:17.213
So this is fun.

00:45:17.213 --> 00:45:20.956
I love to talk about this because I want to hear your opinion.

00:45:20.956 --> 00:45:23.161
There's another piece that I don't know that I've mentioned to you that I've done with it.

00:45:23.161 --> 00:45:30.496
But so for the first two weeks, once the book launches, this is the big gift and it's only two weeks.

00:45:30.496 --> 00:45:32.445
So you've got to get the book and you've got to sign up.

00:45:32.445 --> 00:45:38.724
I'm doing a free coaching session for every person who gets the book that wants it.

00:45:38.724 --> 00:45:40.128
So it's a one-hour coaching session.

00:45:40.128 --> 00:45:42.117
Normally that's $1,000.

00:45:42.117 --> 00:45:44.278
But I'm giving that away with the launch of the book.

00:45:44.278 --> 00:45:49.224
So for everybody listening, sign up and get the one-hour coaching session.

00:45:49.224 --> 00:45:54.231
We will work through something and you will see some immediate results because of whatever we cover.

00:45:54.231 --> 00:46:00.188
So every single time we've done that, everybody says, wow, this is incredible.

00:46:00.188 --> 00:46:02.983
So free coaching session for the first two weeks.

00:46:03.494 --> 00:46:15.925
The other two things that come with the book and this is forever, for perpetuity One is a quote book I put together of some of my favorite quotes for top performers.

00:46:15.925 --> 00:46:19.307
We've got some Gandalf in there, but they're very much impactful.

00:46:19.307 --> 00:46:30.326
And I had to get in my local hometown homie, matthew McConaughey.

00:46:30.326 --> 00:46:39.405
We got his all right, all right, all right in there, but at the end of the day, that's a big one, right, we've got to be all right with everything before we move forward.

00:46:40.235 --> 00:46:42.123
This is the one that I'm the most excited about.

00:46:42.123 --> 00:47:16.275
I recorded a hypnosis for top sales performers because, like you and I've talked actually, I think we talked about this on our last time we were together our internal belief system and who we think we are and how we see ourself determines our success, and so this if you don't like the word hypnosis and I'm not no, I'm not going to you know, programming you to instantly turn into the serial killer or bomb Africa or bomb Russia or anything like that, like all the old hypnosis movies we've seen no, it is just mindfulness, it's just a meditative.

00:47:16.275 --> 00:47:19.255
In fact, let's turn this around, corey.

00:47:19.255 --> 00:47:27.769
Tell us a little bit about hypnosis, meditation, mindfulness and that self-image and how it relates.

00:47:27.769 --> 00:47:29.661
So I'm excited about this.

00:47:29.661 --> 00:47:33.231
It's for top performers that want to see themselves differently.

00:47:33.713 --> 00:48:06.623
Yeah, so when you think about it's really reframing how you currently think about whatever the thing is, whether it's every time I walk up to a door they're going to say no, or they're not going to buy, or they're going to say this, or they're going to say that you reframe and retrain your brain to stop thinking that way before you get into the house, and if you can do that, then you're going to have a different conversation and really that's what it comes down to.

00:48:06.795 --> 00:48:12.382
Hypnosis is not I'm going to make you walk like a chicken, like you see in movies.

00:48:12.382 --> 00:48:13.545
It's just ridiculous.

00:48:13.545 --> 00:48:17.735
I'm not saying that maybe some people could do that, but that's not what we're talking about here.

00:48:17.735 --> 00:48:43.501
We're talking about a mindset shift for a different result, and if that's what you want, then I do believe this will help, and I've had my experience with hypnosis and and I think it's really cool that you're doing that I mean there's a lot of power in repetition, a lot of power in well, in your words, as you said, there's change your language, change your results, and I I agree with that.

00:48:45.364 --> 00:48:51.106
Yeah, it's so powerful and that's the things that we're doing different.

00:48:51.106 --> 00:49:14.161
I think it's really one of the reasons that our results, especially when we do on-site trainings with companies that have us out or we're doing our virtual I think that's a huge, huge, huge part of why the results from Close it Now are pretty dramatically different and much longer lasting than other trainers in our industry.

00:49:14.161 --> 00:49:17.217
Nothing against any of them, but they're training the boots on the ground here.

00:49:17.217 --> 00:49:18.380
Say this, then say this.

00:49:18.380 --> 00:49:25.324
If they say this objection, you say these words and you just got to work harder and go grind your face off.

00:49:25.324 --> 00:49:28.719
And we're here saying you don't have to work harder, let's work smarter.

00:49:29.262 --> 00:49:36.202
We can dramatically change results and at the same time, it all has to do with what we do internally.

00:49:36.202 --> 00:49:46.909
First, we're flipping that back on, flipping it on its head, because most people think, well, if I do, then I'll have and then I'll become that person.

00:49:46.909 --> 00:49:48.481
And that's opposite.

00:49:48.481 --> 00:49:52.425
It has to be be, do, have.

00:49:52.425 --> 00:49:59.048
We have to become the person first and that takes the inspired action and then you'll get the results.

00:49:59.048 --> 00:50:02.865
Any other way is not a lasting change type of a formula.

00:50:04.036 --> 00:50:06.501
Yeah, that's right, you know, I totally agree with you.

00:50:06.501 --> 00:50:14.485
I think that mindset is and look, it's not an overnight thing, that's for sure.

00:50:14.485 --> 00:50:21.226
But you've got to take a step in the right direction if you want to change the direction of your life.

00:50:21.226 --> 00:50:23.262
And it's just that simple.

00:50:23.262 --> 00:50:24.699
Has everything come easy to me or to you?

00:50:24.699 --> 00:50:24.827
No, it has not of your life, and that's just that.

00:50:24.827 --> 00:50:24.951
It's that simple.

00:50:24.951 --> 00:50:25.610
Like you know, have every?

00:50:25.610 --> 00:50:27.329
Has everything come easy to me, or do you know?

00:50:27.329 --> 00:50:33.860
It has not, but it's taken a lot of work and a lot of uncomfortable shit to get there.

00:50:33.860 --> 00:50:35.003
You know what I mean.

00:50:35.003 --> 00:50:36.246
You know there's.

00:50:36.246 --> 00:50:39.217
Do I want to sit in and listen to book?

00:50:39.217 --> 00:50:45.065
Well, I do kind of like to listen to books, so that would have been a bad analogy, but I haven't always right.

00:50:45.166 --> 00:50:46.208
Stratum University, right?

00:50:46.208 --> 00:50:53.981
I mean like, I listen to books all the time because I want to constantly feed my mind with different information.

00:50:53.981 --> 00:50:59.858
So I have you know Jonathan says this things are good or bad by comparison.

00:50:59.858 --> 00:51:01.039
I like comparison.

00:51:01.039 --> 00:51:05.708
I like to see what this salesperson is saying in this book and what this.

00:51:05.708 --> 00:51:10.045
Maybe it's the same shit, but it hits different sometimes.

00:51:10.045 --> 00:51:23.239
And I listen to books sometimes two and three times, because I always hear something different, because I may be doing something while he's saying you know, I may be in the middle of something and maybe I miss a piece, right, and I don't want to miss anything.

00:51:23.599 --> 00:51:26.106
So you know I love it.

00:51:26.106 --> 00:51:26.976
In fact that's funny.

00:51:26.976 --> 00:51:29.443
You mentioned that I actually started the sales boss this morning.

00:51:29.443 --> 00:51:40.847
So for everybody that doesn't know, jonathan Porter Wissman, his book is called the sales boss and it's how to you know grow, not just you know hire, recruit and grow sales teams.

00:51:40.847 --> 00:51:41.797
It's much more.

00:51:41.797 --> 00:51:46.407
So far it's been really awesome because it's again starts internal.

00:51:47.076 --> 00:51:52.637
What are the components of a great sales, a great leader of a sales team, and how to think differently?

00:51:52.637 --> 00:52:10.351
And you know, like we were talking, started talking about that conversation, I realized that I am a killer top performer and the new, the new devils at this new level are okay, I've never, really never, start grown a coaching company before, right.

00:52:10.351 --> 00:52:11.601
So what are the pitfalls?

00:52:11.601 --> 00:52:13.041
What are the things along the way?

00:52:13.041 --> 00:52:19.248
One thing I can definitely say is the immediate ninja trick, super quick ninja tip for everybody out there.

00:52:19.815 --> 00:52:27.481
When you say you're going to do something, like, hey, I'll get you that as soon as we're off here, I'll get you that email that'll have this and this and this in it.

00:52:27.481 --> 00:52:28.724
Just do it.

00:52:28.724 --> 00:52:34.262
Don't instantly let your brain shut down into procrastination mode and wait a couple of days later.

00:52:34.262 --> 00:52:36.407
So this is for everybody.

00:52:36.407 --> 00:52:43.481
Sometimes and I'm being the visionary total ADHD salesperson.

00:52:43.481 --> 00:52:45.565
That's a hard skill for me.

00:52:45.565 --> 00:52:52.684
To sharpen that that when you say you're going to do it immediately, do it because so many.

00:52:52.684 --> 00:52:53.867
I'm the world's worst.

00:52:53.867 --> 00:52:55.920
I have changed my information.

00:52:55.920 --> 00:52:59.331
In the past I've been the world's worst procrastinator.

00:52:59.331 --> 00:53:03.365
I'm currently incredible implementation right.

00:53:03.365 --> 00:53:06.536
So that's my new affirmation, but I know that it's a journey to get there.

00:53:06.956 --> 00:53:14.336
Yeah, dude, I am a terrible procrastinator, meaning I don't do it Well, I just don't do it.

00:53:14.336 --> 00:53:24.505
Well, like I look, atomic habits was a big, big thing, right, if I'm going to whether it's when we get off the call, I need to do this thing, I need to do that thing.

00:53:24.505 --> 00:53:26.909
Right then, if I'm going to fulfill my word.

00:53:26.909 --> 00:53:32.284
Otherwise you're not getting it and I'm going to have to say sorry, dude, I didn't get it to you.

00:53:32.284 --> 00:53:34.440
I'll get it to you tomorrow, and then I'm not going to get it to you tomorrow.

00:53:46.175 --> 00:53:50.085
So I just have to stop what I'm doing, whether it's put a note in, whatever it is, and I have to make sure it's done right then and there, or it's not going to get done.

00:53:50.085 --> 00:53:50.547
This, that's so true.

00:53:50.547 --> 00:54:04.422
This is a big one and you know, don't forever listen, don't be the person that hears this and then then doesn't do it, because I will tell you, if you let this go long enough, your lesson will have dollars attached to it, and then, if you let it go again, those dollars get bigger and bigger.

00:54:04.422 --> 00:54:09.650
And I can absolutely tell you, man, talk about transparency.

00:54:09.650 --> 00:54:15.157
I mean, we lost close it now.

00:54:15.177 --> 00:54:16.581
We lost 70% of our revenue a few months ago, was it?

00:54:16.581 --> 00:54:19.126
I mean, was it necessarily because of that exact thing?

00:54:19.126 --> 00:54:27.289
No, but I can tell you that had I been way more disciplined with that in my life, maybe things would be different.

00:54:27.289 --> 00:54:33.724
I don't know Right, but you know I recognize those moments of you.

00:54:33.724 --> 00:54:35.889
Know, what type of lessons do we need?

00:54:35.889 --> 00:54:43.460
Let's get our lessons early, when it's when the consequences are small, before we start talking about six figure lessons.

00:54:44.222 --> 00:54:45.244
Yeah, 100 percent.

00:54:45.244 --> 00:54:48.438
The small, the small things matter, dude.

00:54:48.438 --> 00:54:52.914
They may pile up and you don't get to the big things unless you do the small things.

00:54:52.914 --> 00:54:54.016
It's just that simple yeah.

00:54:54.900 --> 00:54:57.146
So, man, there's a there's a years and years ago.

00:54:57.146 --> 00:55:07.847
The last quote I just, I just love quotes and like literally my brain is a collection of incredible quotes from people that I've read or listened to for over the years.

00:55:07.847 --> 00:55:14.244
That like turns into whatever this is, but one of the things that I heard really early on that hit me real heavy.

00:55:14.244 --> 00:55:30.342
I was in network marketing for a long time and several different companies and there was a leader, his name was Bradley Hager and he said and I don't even know that he originated this, but this is the first place I heard it is leader of one, leader of many.

00:55:30.342 --> 00:55:33.188
If I can't lead one, I can't lead any.

00:55:33.188 --> 00:55:40.155
And it hit me so heavy I'll say it again for everybody to hear it Leader of one, leader of many.

00:55:40.155 --> 00:55:43.298
If I can't lead one, I can't lead any.

00:55:43.298 --> 00:55:49.204
Talking about myself and the second boy, that's that Talk about radical responsibility.

00:55:49.885 --> 00:55:54.409
Yeah Well, sam Wakefield, my friend, I appreciate you coming on today.

00:55:54.409 --> 00:56:02.204
It was fire like always, and if you could really quick, where can people sign up for the event and where can they get the book?

00:56:03.956 --> 00:56:04.820
Yep, so they can.

00:56:04.820 --> 00:56:06.947
The book will be.

00:56:06.947 --> 00:56:13.666
I'll make sure to get you all the links, but first of all go join the Close it Now Facebook group.

00:56:13.666 --> 00:56:16.137
We'll have every bit of that posted in there.

00:56:16.137 --> 00:56:25.121
Email me directly, sam at closeitnownet, and go to closeitnownet, to the website, and fill out the form there.

00:56:25.121 --> 00:56:30.646
That is the way and then put in the notes what you want to know about.

00:56:30.646 --> 00:56:37.804
Fill out the form on the website or email me directly and we'll get you the links and the information for the book.

00:56:37.804 --> 00:56:39.648
We'll get you on that pre-order list.

00:56:41.396 --> 00:56:48.818
We're still in super, super early bird for the event, which means it's 33% off right now, so we're doing it a third of the cost.

00:56:48.818 --> 00:57:03.201
So right now, until the end of the year, until the end of December 31, 2024, it's $1,000 off per ticket, which is going to be a huge discount, especially if a company wants to bring some teams.

00:57:03.201 --> 00:57:05.606
So email me directly.

00:57:05.606 --> 00:57:12.865
I'm sure if you reach directly out to Corey he'll write you to me as well, and Corey is in the Facebook group if you want to hang out with both of us in there.

00:57:12.865 --> 00:57:16.202
And so join the Closet Now Facebook group.

00:57:16.202 --> 00:57:20.827
Email me, sam at closetnownet, or go to closetnownet and fill out the form there.

00:57:20.827 --> 00:57:22.139
We'll make sure to get you the info.

00:57:22.840 --> 00:57:24.025
Thank you, brother, appreciate you.

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