Sam Wakefield

We sharpen our axe every single day. It's like we've forgotten that or never even learned that in order to be that expert, we have to constantly be sharpening the axe. It's something you have to do daily. You can't do it on Sunday and expect it to last all week.

We sharpen our axe every single day. It's like we've forgotten that or never even learned that in order to be that expert, we have to constantly be sharpening the axe. It's something you have to do daily. You can't do it on Sunday and expect it to last all week.

So, Sam, it's a pleasure to have you on. Thank you, man. It's such an awesome pleasure to be here. I love that you mentioned HVAC Spells Wealth. That was one of my very first books that I ever read in the industry. And it was just incredibly powerful to read through that book and learn that our goal is not to just get customers to keep them as well.

So, Sam, it's a pleasure to have you on. Thank you, man. It's such an awesome pleasure to be here. I love that you mentioned HVAC Spells Wealth. That was one of my very first books that I ever read in the industry. And it was just incredibly powerful to read through that book and learn that our goal is not to just get customers to keep them as well.

I feel like that's something a lot of people have forgotten nowadays.

I feel like that's something a lot of people have forgotten nowadays.

Oh, yeah.

Oh, yeah.

Yeah. So, you know, I've been doing this in the trades almost 20 years now. So April is actually the sixth year anniversary for the Close It Now as a sales training company in the podcast. And, you know, one of the big things I've been working on, especially this last few months, is really deep diving into the internal workings of Really just people.

Yeah. So, you know, I've been doing this in the trades almost 20 years now. So April is actually the sixth year anniversary for the Close It Now as a sales training company in the podcast. And, you know, one of the big things I've been working on, especially this last few months, is really deep diving into the internal workings of Really just people.

One of the ways that we close the show is work to become someone worth buying from. And as we go internal, we really get to up-level ourselves first. And as we put on our own oxygen mask, then we can help everybody else around us. In fact, a podcast I just recorded earlier today for my show was kind of the sales bearer.

One of the ways that we close the show is work to become someone worth buying from. And as we go internal, we really get to up-level ourselves first. And as we put on our own oxygen mask, then we can help everybody else around us. In fact, a podcast I just recorded earlier today for my show was kind of the sales bearer.

You know, what we've really been talking about on our show lately is, you know, when it seems like those objections kind of follow us around, The common denominator could be us. We attract who we are. So if I want to think about it a lot or I need three bids, it's time for us to examine our own buying habits and realize, oh, wait a minute, maybe I'm attracting this.

You know, what we've really been talking about on our show lately is, you know, when it seems like those objections kind of follow us around, The common denominator could be us. We attract who we are. So if I want to think about it a lot or I need three bids, it's time for us to examine our own buying habits and realize, oh, wait a minute, maybe I'm attracting this.

Do I have these things in my life that's causing that to mirror our clients when we go into our appointments? So that's what I've been working on lately. It's been a thought journey that's a lot of fun.

Do I have these things in my life that's causing that to mirror our clients when we go into our appointments? So that's what I've been working on lately. It's been a thought journey that's a lot of fun.

100%.

100%.

Absolutely agree with that. When I'm coaching, I actually had somebody earlier, we were coaching on his service appointment. And I was like, well, how many people live in the house? Well, how many pets do they have? Do you know the pet's names? Do you know the kid's names? Do you remember the wife's name? Nope, nope, nope.

Absolutely agree with that. When I'm coaching, I actually had somebody earlier, we were coaching on his service appointment. And I was like, well, how many people live in the house? Well, how many pets do they have? Do you know the pet's names? Do you know the kid's names? Do you remember the wife's name? Nope, nope, nope.