Shows
Sales Training. Close It Now!The 80% Life: How Coasting on Talent Holds You Back from GreatnessHave you been praised your whole life for being naturally good—but deep down know you’ve rarely gone all in? In this raw and revealing episode, Sam Wakefield shares the cost of living the 80% Life. If you've ever felt like talent became your ceiling instead of your launchpad, this one's for you.You’ll learn:Why talent-driven success leads to complacencyThe hidden toll of “good enough” on growth and fulfillmentSam’s personal journey from coasting to full-capacity livingHow to break free from subconscious limitationsWhat it really looks like to give 100%💥 This episode will challenge you t...
2025-06-1622 min
Sales Training. Close It Now!Leadership That Works: Chris Morin on Training Techs, Building Culture & Growing Teams in HVACLeadership That Works: Chris Morin on Training Techs, Building Culture & Growing Teams in HVACIn this powerhouse episode, Sam Wakefield interviews Chris Morin—HVAC educator, founder of HVAC Pro Blog, and author of Leadership in HVAC. They dive deep into what real leadership looks like in residential contracting: from training technicians with people skills to building a culture that scales with integrity.If you lead a team, manage a shop, or want to grow into leadership, this episode is your blueprint.What You’ll Learn in This Episode:What most HVAC companies get...
2025-06-131h 16
Sales Training. Close It Now!Perfectionism, Procrastination, and the Power of 80%: Beating the ‘I’m Not Ready’ TrapWhat if your talent has been holding you back?In this powerful episode, Sam Wakefield reveals the hidden danger of being naturally gifted: when 80% effort brings results, it’s easy to settle for less than your true potential.This conversation goes beyond performance—it’s about purpose, identity, and reclaiming the drive to show up fully. Sam shares his personal turning point and challenges you to ask: What could life look like if you finally gave 100%?🎯 Episode Highlights:Why talent without discipline becomes a trapThe long-term cost of cruising on “good enough”How vices sne...
2025-06-1129 min
Sales Training. Close It Now!Episode 2: What is a Container (and Why Every Sale Needs One)What Is a Container (and Why Every Sale Needs One)Energy-Driven Sales Series – Episode 2If you've ever felt like the buyer ran the show, the energy was off, or the conversation fell flat… this episode is for you.In part two of the Energy-Driven Sales series, Sam Wakefield introduces a powerful yet often overlooked skill in sales: the container. This invisible element either creates trust and flow—or chaos and resistance. And whether you realize it or not, you're already setting one… the question is, are you doing it intentionally?This episode...
2025-04-0836 min
Sales Training. Close It Now!Part #2 Roots, Wings, and Leadership: Guiding Families and Teams with Jimmie JayesIn part two of our Roots, Wings, and Leadership series with Jimmie Jayes, we dive deeper into the “roots” side of family and leadership—focusing on core values and the courage required to build anti-fragile kids and teams. We explore the importance of instilling lasting values over material wealth, how to create meaningful family legacies, and why core values must be lived, not just written. Jimmie and Sam discuss the essential role of connection, systems that make prioritizing family easier, and the real impact of setting clear non-negotiables. Tune in to learn how to avoid the pitfalls of hustle cultur...
2025-01-241h 16
Sales Training. Close It Now!The Death of the Handshake DealIn this episode of Close It Now, we dive deep into the changing landscape of the home services industry and why the days of the handshake deal are fading fast. Too many professionals have adopted a “sell at any cost” mentality, resorting to dishonesty and high-pressure tactics that ultimately erode trust and tarnish the reputation of the entire industry.We discuss the critical importance of integrity and why doing the right thing—consistently and without compromise—is the only way to build a sustainable and successful business. With government regulations looming due to unethical practices, it's up to us to...
2025-01-2147 min
Sales Training. Close It Now!Part #1 Roots, Wings, and Leadership: Guiding Families and Teams to GreatnessIn this inspiring episode of Close It Now, Sam Wakefield teams up with Jimmie Jayes for a thought-provoking discussion on "Roots and Wings"—a philosophy that bridges family, business, and leadership.Discover how to raise non-fragile kids who are deeply rooted in family values and empowered to be fearless world changers. Sam and Jimmie explore what it means to create a culture within your family, instilling a mindset of purpose, resilience, and belonging. They share actionable strategies for nurturing roots: emphasizing connection, loyalty, and shared values. Then, they shift to developing wings: empowering your children with the co...
2025-01-171h 12
Sales Training. Close It Now!Goals Are Overrated: Build Standards, Break Limits, and Achieve MoreIn this solo episode, Sam Wakefield dives deep into the mindset shift that separates top performers from the rest. It’s not just about setting goals—it’s about creating unshakable personal standards. While goals can feel like stopping points, standards become the foundation for unstoppable progress.🔑 Key Takeaways:The hidden flaws in traditional goal-setting and how they limit your potential.Why personal standards create a higher baseline for success.The power of checkpoints: how to celebrate progress without losing momentum.How to identify and implement non-negotiable standards in your life and business.Real-world examples of how stand...
2025-01-1444 min
Sales Training. Close It Now!Go for No: Turning Rejection into a Pathway to Success with Andrea WaltzIn this transformative episode of Close It Now, we dive deep into the psychology of rejection with Andrea Waltz, co-author of the groundbreaking book Go for No! Yes is the Destination, No is How You Get There. Andrea brings her unique perspective on how sales professionals can redefine their relationship with 'no' to unlock their true potential.What you'll learn in this episode:Why 'no' is not the enemy but a stepping stone to 'yes.'Practical strategies for building resilience in the face of rejection.How shifting your mindset can lead to fearless selling.Tools and...
2025-01-1050 min
Sales Training. Close It Now!They Stole My Script—And You Won’t Believe What Happened Next!In this powerful first episode of 2025, Sam Wakefield returns to kick off the new year with a bang! Life threw curveballs, but now it’s time to refocus, reenergize, and make this your breakout year. In this episode, Sam tackles a story every sales professional can relate to: when the competition claims they’re “just like you, but cheaper.” Learn how to handle this objection like a pro and show homeowners why value beats price every time.Here’s What You’ll Discover:How to reframe homeowner conversations to avoid commoditization.Proven analogies and tools to demonstrate...
2025-01-0635 min
Sales Training. Close It Now!Sales Success Starts Here: Doug C. Brown on the Art of Follow-UpFollow-up is the secret weapon for sales success, and in this episode, we dive deep into its transformative power with Doug C. Brown, CEO of CEO Sales Strategies and a globally renowned sales growth expert. Doug brings over four decades of experience helping businesses achieve predictable, measurable revenue growth. He’s worked with industry giants like Intuit, CBS, and Procter & Gamble, built over 35 businesses, and generated over $900 million in sales.Together, we discuss how to use follow-up to close deals from even the toughest leads, common mistakes salespeople make, and why most miss the goldmine in their cl...
2025-01-031h 13
Sales Training. Close It Now!Exposing Sales Myths: Why Scalable Systems Beat Unicorn Performers with Scott Sylvan BellIn this powerful and thought-provoking episode, Sam Wakefield sits down with sales expert Scott Sylvan Bell to tackle some of the most damaging myths in the sales industry. Together, they explore:The Unicorn Performer Myth: Why glorifying outlier sales reps with unattainable numbers can damage team morale and lead to unsustainable practices.The Ego Factor: How sales egos—both individual and organizational—hinder the creation of scalable systems that drive consistent results.Scalable Success: The importance of building systems and strategies that work for the entire team, not just one superstar.Leadership Psychology: How to foster a winning envi...
2024-12-131h 37
Sales Training. Close It Now!Call-by-Call Chaos or Control? The Truth About This Game-Changing Management System with Kent BollIs call-by-call management the key to unlocking your team’s potential, or does it invite chaos into your operations? In this episode, I sit down with Kent Boll, owner of Boll Co. and a leader in the trades industry, to dive deep into the realities of this game-changing management system.We explore the pros, the cons, and the key considerations for transitioning to a call-by-call model. Kent shares invaluable insights on how this approach can improve accountability, boost efficiency, and create a culture of success—but also highlights the potential challenges and what companies need to address befo...
2024-12-041h 12
Sales Training. Close It Now!From Streets to Empire: Building the Ultimate Door-to-Door Sales Force with Clark ManwaringIn this episode of Close It Now, Sam Wakefield sits down with Clark Manwaring, a true legend in the door-to-door (D2D) sales industry. Clark, who built the largest D2D sales team in history with an astounding 15,000 members, shares his invaluable insights on recruiting, growing high-performing sales teams, and mastering the art of door-to-door sales.Get ready for a deep dive into the strategies that have made Clark a household name in the D2D world. From the keys to attracting top talent to building a culture of excellence and resilience, this episode is packed with...
2024-11-191h 04
Sales Training. Close It Now!Future-Proof Hiring: AI, Culture, and Success with The Sales BossGet your tickets for Relentless: The Ultimate Sales Transformationhttps://www.eventbrite.com/e/close-it-now-relentless-the-ultimate-sales-transformation-tickets-1083623921319?aff=oddtdtcreatorReady to unlock the secrets to hiring success in a rapidly changing world? In this episode of Close It Now, Sam Wakefield interviews Jonathan Porter Whistman—author of The Sales Boss and founder of WhoHire—who shares his powerful insights on recruiting, culture, and team-building. They discuss practical strategies for attracting top talent, creating a workplace culture that drives performance, and using AI to make smarter hiring decisions. Discover how WhoHire is transforming the hiring process by predicting perf...
2024-11-151h 10
Sales Training. Close It Now!Stand Out or Fade Out: How to Crush Your Competition and Make a Lasting Impact with Tim BrownIn this episode, Sam Wakefield sits down with Tim Brown, CEO of Hook Agency, for an in-depth brainstorm on the art of differentiation. Together, they explore actionable strategies for setting yourself apart from the competition and making a memorable impact that keeps people coming back.Tim and Sam discuss how to create a standout brand presence, unique ways to make your clients and prospects feel special, and the small, intentional steps you can take to be unforgettable. They also touch on the importance of authenticity, and why going the extra mile to show genuine care is what...
2024-11-081h 07
Sales Training. Close It Now!Unlock Freedom and Mastery Faster Than You Ever Thought PossibleIn this episode, Sam Wakefield dives into the game-changing power of structured approaches. While many believe that having a set process can feel restrictive, Sam explains how the right methods actually provide freedom and flexibility. By using a well-defined framework, you’ll be able to achieve mastery and make rapid progress without feeling limited.Sam also shares his top strategies for learning scripts and processes quickly, making them second nature in no time. Whether you're in sales or any field that requires peak performance, these insights will transform the way you approach your work.Key Ta...
2024-11-0442 min
Sales Training. Close It Now!Meet Your New Success Coach: How to Unlock 'Success On Demand' with Stephen DaleIn this exciting episode, we welcome Stephen Dale to the Close It Now team as our newest trainer! Stephen has an impressive track record in the HVAC industry, with years of experience training top sales teams with organizations like The New Flat Rate, Power Selling Pros, and Lennox. He joins us to share his insights on mindset and introduce a powerful strategy for achieving "Success On Demand."In this episode, we give you an inside look at Stephen’s unique training style, focusing on the power of mindset and practical tools for locking in success. Stephen dives de...
2024-10-291h 01
Sales Training. Close It Now!Fuel Your Passion: How Systems and Accountability Drive Success with Tommy MelloIn this insightful episode, Sam Wakefield sits down with Tommy Mello, the founder and CEO of A1 Garage Door Service, to dive into the balance between passion and structure in business. Tommy shares his journey of building a successful company, emphasizing that while passion is essential, it’s not enough without the right systems in place.They discuss how creating systems helps businesses scale, but more importantly, they focus on the need for checks and balances to ensure those systems are followed. Tommy reveals the strategies he uses to keep his team accountable and how that accountability fu...
2024-10-2554 min
Sales Training. Close It Now!Break the Time Illusion: How Your Habits Shape the Future You WantIn this thought-provoking episode, we dive deep into the idea that time is an illusion and explore how your daily habits play a critical role in shaping your future. We discuss how to break free from the constraints of time, reframe your mindset, and take intentional steps to create the success you desire—both personally and professionally.Key Topics Covered:Why time is often considered an illusion and how that affects your life and mindset.The powerful role habits play in determining your future outcomes.Practical strategies for creating habits that align with your goals and le...
2024-10-1832 min
Sales Training. Close It Now!What Top Performers Know That They Aren't SharingIn this eye-opening episode, we uncover the hidden strategies and psychological insights that top sales performers are using to dominate the game—secrets they aren’t sharing with anyone else. Sam Wakefield dives deep into the homeowner's mind, breaking down the key awareness lesson that separates the elite from the average.Understanding how homeowners think and make decisions is a game changer, and in this episode, you’ll learn why some people always close the deal while others struggle to even get a foot in the door.Tune in to hear:The psychology behind why ho...
2024-10-1434 min
Sales Training. Close It Now!Time Is Priceless: A Heartfelt Reflection on Loss, Life, and What Truly MattersIn this deeply personal episode, I step away from the usual sales training to reflect on something much more profound: the value of time. After losing a close friend’s mother to unexpected cancer, I’ve been reminded how fragile and fleeting life can be. This episode is an honest and vulnerable look at how loss has made me re-evaluate what truly matters—our relationships, our purpose, and how we spend the limited time we have.Join me as I share my raw thoughts on life, love, and the importance of living fully. It’s a conversation about ma...
2024-10-1132 min
Sales Training. Close It Now!1 Simple trick for influence!The central theme of this podcast episode revolves around the significant impact of psychological principles on sales techniques within the HVAC and home improvement industries. We delve into the nuances of attention spans, elucidating how the recency effect and the serial position effect can influence consumer decision-making processes. By understanding the cognitive biases at play, we aim to enhance communication strategies, ensuring that our offerings resonate more effectively with clients. Furthermore, we emphasize the importance of continuous personal and professional growth, underscoring our commitment to fostering excellence not only in sales but also in various facets of life. This...
2024-09-3034 min
Sales Training. Close It Now!Adapt or Die: Why the Future Will Belong to the Disruptors, Not the Followers with Jay SamitIn this must-hear episode of Close It Now, host Sam Wakefield dives deep with Jay Samit, a globally recognized disruptor and expert in transforming industries. With a career that spans leading roles at Sony, EMI, and helping to launch LinkedIn, Jay’s experience is unmatched when it comes to guiding businesses through turbulent times and teaching them to innovate from within.They explore the urgent need for sales teams and businesses to rethink their approaches to stay relevant in a rapidly shifting landscape. Sam and Jay break down actionable tactics for adapting to disruption, emphasizing why those wh...
2024-09-271h 11
Sales Training. Close It Now!Why Most Sales Teams Fail: 10 Rules You’re Breaking Right NowThink your sales team has what it takes to succeed? Think again. In this episode, Sam Wakefield exposes the 10 critical rules most sales teams are breaking—and it’s sabotaging their success. With decades of experience leading high-performing teams, Sam lays out the code of conduct that separates winners from everyone else.Key Takeaways:Uncover the hidden habits holding your team back.Learn why common sales tactics are failing and how to fix them.Discover the “unbreakable” rules that top-performing teams follow every day.Actionable Advice:Identify which rules your team is breaking right no...
2024-09-2335 min
Sales Training. Close It Now!Unlock the Secret Weapon Everyone’s Sleeping On: Skyrocket Your Success NowIn this episode, Sam Wakefield and Dan Lievens of Share One dive into the game-changing power of video testimonials. They explore how businesses are missing out by not utilizing this powerful tool, and why video feedback can be a secret weapon for building trust and boosting conversions.Key Points:Underutilized Potential: Learn why video testimonials remain an untapped resource in many industries.Building Trust: Understand how authentic customer stories build credibility with potential clients.Simple Implementation: Dan shares easy steps to incorporate video testimonials into your business strategy.Real Results: Discover how video feedback increases engagement...
2024-09-2059 min
Sales Training. Close It Now!Why Closing Deals is Overrated—Just Sell the Calendar Instead!In this episode, Sam Wakefield shakes up conventional sales wisdom by introducing a concept that will keep your pipeline moving, even when you can't close the deal on the spot. Sam dives into the BAMFAM strategy (Book a Meeting From a Meeting), a game-changing approach that ensures you never leave a homeowner interaction without a next step in place.Key Takeaways:Sell the Calendar: Learn why your real goal should be to book the next meeting, even if the homeowner isn’t ready to commit to a project yet.BAMFAM Method: Sam explains how the BAMFAM te...
2024-09-1829 min
Sales Training. Close It Now!Why You’re Losing Sales: Stop Blaming Customers and Start Handling ResistanceThe central theme of this podcast episode revolves around addressing and overcoming sales resistance within the Heating, Ventilation, and Air Conditioning (HVAC) industry. We delve into the intricacies of navigating client objections, particularly those expressed at the onset of appointments, such as the desire for multiple bids or the insistence on not making immediate purchases. By employing a strategic word track, we aim to transform these statements of resistance into opportunities for collaboration, thereby fostering an environment conducive to open dialogue and trust. This episode further emphasizes the importance of understanding the underlying motivations behind customer objections, allowing us...
2024-09-1030 min
Sales Training. Close It Now!Selling with Heart: How Genuine Care will Close More Deals than Words AloneIn this heartfelt episode of the Close It Now podcast, Sam Wakefield explores the true meaning of caring for homeowners and how genuine concern can set you apart in sales. He discusses why showing up authentically with care and concern can transform your relationship with customers, making traditional sales tactics unnecessary. Sam also emphasizes the importance of handwritten letters as a powerful closing tool, adding a personal touch that leaves a lasting impression.If you've ever wondered how to build deeper connections with homeowners and close more deals through authenticity, this episode is for you....
2024-09-0630 min
Sales Training. Close It Now!From Insights to Impact: Revolutionizing Sales Conversations with Rilla LabsIn this insightful episode of the Close It Now podcast, Sam Wakefield sits down with Sebastian Jimenez, the visionary CEO of Rilla Labs. Together, they delve into how Rilla is revolutionizing the sales industry by using advanced data analysis to refine and accelerate sales conversations. Discover how Rilla's AI-driven insights can help your sales team achieve faster and more effective results compared to traditional coaching methods.Key Takeaways:AI-Powered Sales Coaching: Learn how Rilla uses cutting-edge technology to analyze voice data from sales conversations and turn those insights into actionable strategies.Accelerating Success: Understand how data-driven...
2024-09-021h 03
Sales Training. Close It Now!What's Working, What's Not, What's Next?Episode Title: What's Working, What's Not, What's NextEpisode Description:In this episode of the Close It Now podcast, Sam Wakefield is joined by Jennifer Bagley, CEO of CI Web Group, to discuss the rapidly evolving landscape of the trades industry. Together, they explore how artificial intelligence (AI) is reshaping the industry, providing actionable insights on how to leverage these changes for growth and success. They also break down the critical steps to building a business in the right order, ensuring long-term success, and dive deep into the importance of maintaining the right mindset in...
2024-08-2351 min
Sales Training. Close It Now!Facing Reality: Coping with Industry Stress, Overcoming Vices, and Pushing Through FatigueIn this episode, we dive headfirst into the tough realities of the industry today. We explore how stressful situations can lead us to rely on certain vices—habits that might be holding us back more than helping us. We discuss the importance of recognizing these patterns and finding healthier ways to cope with stress. Additionally, we tackle the topic of fatigue: when you’re tired, don’t quit—rest, then push forward with renewed energy. This episode is packed with practical advice and insights for anyone navigating the pressures of the industry while striving to stay resilient and focused on succe...
2024-08-1238 min
Sales Training. Close It Now!Crush the Summer Sales Slump: Reignite Your PerformanceIn this episode of the "Close It Now" podcast, host Sam Wakefield addresses a common challenge faced by sales professionals: the summer slump. Sam shares a foolproof exercise designed to help you hyper-grow as a person and get back on track as a top performer. This powerful exercise not only helps you overcome the summer slump but also shows you how to elevate your performance to become a top sales professional. Packed with actionable tips and motivational insights, this episode is perfect for anyone looking to reignite their sales motivation and finish the season strong.Key Takeaways:
2024-07-1630 min
Sales Training. Close It Now!Empowering the American Dream: Financial Literacy for the Hispanic Community with Stephen MartinezIn this episode of the "Close It Now" podcast, host Sam Wakefield sits down with Stephen Martinez, author of "The American Dream," host of "The American Dream" podcast, and founder of the American Dream Event. Stephen shares his inspiring mission to bring financial literacy and business education to the Hispanic community, an often underserved population. They discuss the unique challenges faced by this demographic and the transformative impact of financial empowerment. This episode is packed with valuable insights and practical advice on promoting financial literacy and supporting the American Dream for everyone.Key Takeaways:Stephen's Mission...
2024-07-1251 min