Sam Wakefield

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.

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.

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.

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.

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 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.

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.

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.

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?

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.

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.