Sam Wakefield
speaker
108 appearances
1 recordings
1 series
first heard May 2025
last heard May 2025
Sam Wakefield’s voice in public audio — every appearance, attributed to the second.
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Appearances
It's crucial. You know, it's so interesting in the trades, especially the standard is because it's so easy for people to start a company in home services and in the trades. That also means that the standard is really low. So it's not incredibly hard to be exceptional, but it is difficult to stay there consistently day after day.
And that's the big differentiator, I think, is the consistency of training our people. And to your point, I've heard you say this before. You, of course, read Elevate. And one of the biggest missing pieces in home services and in the trades is the internal training of our people.
Because we'll bring them in and just...
Yeah, I'll say this is interesting that we're talking about this. I was talking to Doug Wyatt. I don't know if you know who that is the other day with Synergy Learning Systems. And we were having this conversation. We were talking about other industries outside the trades. Industries that are sales-driven industries. Literally any other industry that sells is first.
Because him and I, we've both done some trainings outside of our home services. And the second you step into any other industry that is sales-driven... We were like, okay, well, you know, when y'all have your weekly meeting and they're like, what do you mean weekly meeting? Like, well, yeah, your weekly sales meeting. They're like, we do sales every day. What are you talking about?
It's just the standard is we sharpen our ax every single day when you're a sales-driven organization. And then we step into the trades and it's a really unusual thing to train every day. And it's like, wait a minute, where's the disconnect? It's like we've forgotten that or never even learned that
that the in order to be that expert a home service expert just like the show's name in order to be that expert we have to constantly be sharpening the axe it's like zig ziglar used to say about personal growth you you have to it's something you have to do daily you can't do it on sunday and expect it to last all week i love this you reminded me of some stuff right now i think it's
Right. And I'll agree with you a hundred percent too. I mean, we've got to be constantly working on all of the things to make that, that well-rounded, you know, well-rounded person. You know, I have the similar background in, in, you know, restaurants, you know, every time we'd start to shift the, they'd had the kitchen makeup, the specialists for that.
So I could even try them to be able to describe them more accurately. It's like, how, when's the last time we did that with our, you know, with, with what we do. Everybody says, well, do you have one of these in your own home? Well, no wonder you're not selling it. You didn't even put it in your own house.
You know, it's funny, if anybody wants to learn about NLP, that's a great place to start. But the, you know, NLP is the fancy way of saying brain science. I like to break it down like that. But it's one of the, there's several different things involved with it. Mainly, it's understanding how brains work, the psychology of how people make decisions.
And then understanding if we can get the keys in the right order to unlock those It's almost like a padlock or something that has several places in their brain. As long as we get them in the right order and we understand those dynamics, then people will, in fact, it's really cool what happens. They start asking for the business versus us feeling like we're always pushing it on them.
So some of the keys, of course, are, especially in our current society, is the power of the permission question. Asking permission for everything is crucial in the process. After that, some of the other things are just word substitutions that make the biggest difference. The most famous one that I talk about is the difference in interested versus open.
In fact, you want to role play with me real quick, Tom? Yeah, let's do it. Give an example for everybody? Absolutely. For everybody listening, this is one thing. I did this on the Waste No Day podcast on Wiser Wednesday when I was on there. Shout out to Brian and Nate. Interested versus open. This is really interesting. It's very interesting.
The reason it's interesting is no one wants to be perceived as closed-minded. The other side of that is Everyone wants to be perceived as open-minded. The other part of this, when it comes to interested, no one can be interested for anything that they don't know anything about. So until there's a level of education, no one will answer, yes, I'm interested.
So what we're going to do is we're going to take something super easy, super basic, and let's say garage doors, because that's what you do. And so you be my homeowner. And we're going to take two super quick passes through this. One is ask me, hey, my garage door is kind of just a basic question. My garage door is kind of broken. Do you guys have any options to upgrade the door?
So I'll answer how a lot of people traditionally answer a direct question like that. And then we'll time out. We'll go through it again. And we'll talk about the difference with using interested versus open. And then permission question with that.
Oh, yeah, man. We got some options. We've got the basic door, which is just your single. It's not insulated. The single ply there. We've got the upgraded door from that, which is going to be insulated. Then we've got. And so I'm going to time out already because what happened? Nothing. Nothing really happened there. You stayed frozen.
And you're just kind of staring at me like, what the heck is this guy talking about? So let's do it again real quick. And I'm going to use open and also the permission question. And so you'll see how that works. And I want you to feel the difference.
Oh, absolutely, man. We've got some great options. Would you like to hear what they are? Yeah, I would. Okay, gotcha. Awesome. So before we get into that, one, do you mind if I ask you a couple questions?
And then, you know, if I can show you a way where, you know, it could improve the value of your home and basically show you how it would cost zero to actually do this door in the long run, would you be open to some more information? Yeah, I would. Okay, great. So feel the difference. So for everybody that's not watching, what you didn't see is the first time through, Tommy didn't even flinch.
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