March 24, 2025 • 46 mins
You’re Not an Imposter—You’re Growing Into the Role
Have you ever looked around and wondered, “Who let me in the room?”
You’re not alone—and you’re not an imposter.
In this vulnerable and powerful episode, Sam Wakefield tackles the all-too-common struggle of imposter syndrome. Whether you're new to leadership, stepping into a higher level of sales, or launching something bold—this message is for you.
We unpack why high achievers feel imposter syndrome the most, what brain science says about this emotional resistance, and how to shift your mindset from fear to confidence.
Because the truth is:
You didn’t get lucky. You showed up. You put in the work. You’ve earned this seat.
📌 What You’ll Learn in This Episode: ✅ What imposter syndrome really is—and why it often hits hardest after a win
✅ The neuroscience behind why our brain fights growth and new identity
✅ How to shift from “I hope I’m enough” to “I’m here to help them win”
✅ The reason feeling unqualified is often proof you’re the right person
✅ Two affirmations that will help anchor you when self-doubt creeps in:
“I’ve put in the work. I’ve earned this seat. I may not know it all—but I’m ready to grow into what’s next.”
“I’m here to help them win—not to prove that I’m enough.”
🎟️ Ready to Step Into Your Next Level?
🔥 Close It Now: Relentless – The Ultimate Sales Transformation
🗓️ May 6–8, 2025 | South Boston, MA
👉 Tickets & Details: http://www.closeitnowbootcamp.com
👉 Financing Options (0% for up to 18 months): http://www.closeitnoweasypay.com
⭐ Leave a Review & Help Someone Else Push Through
If this episode spoke to you, share it—and leave a review so others can find it. Your voice helps build the community.
👉 https://g.page/r/CbfnnDqTCwQdEAE/review
📲 Let’s Stay Connected
🔗 Website: http://www.closeitnow.net
📱 Instagram: https://www.instagram.com/therealcloseitnow
💼 LinkedIn: https://www.linkedin.com/in/closeitnow
🎯 Facebook Group: https://www.facebook.com/groups/closeitnow
💡 Final Thought:
You don’t need to prove that you belong.
You do belong.
This moment isn’t too big for you—it’s just your next level calling.
Hit play. Then answer the call. 🚀
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:01):
Welcome to Close it now, thepodcast that's revolutionizing the
H Vac and home improvementtrades industries.
Get ready to dive deep intothe world of heating, ventilation
and air conditioning.
We're turning up the heat onindustry standards and cooling down
misconceptions.
And we're not just talkingabout fixing vents and adjusting
(00:21):
thermostats.
It's about the transformativemovement that's reshaping the very
foundation of H VAC and home improvement.
We're the driving force,inspiring top performers who crave
excellence not only in theirprofessional endeavors, but also
in fitness, nutrition,relationships, and personal growth,
proving that we can indeedhave it all.
(00:44):
This is Close it now, whereexcellence meets excitement.
Let's get to work.
Now, your host, Sam Wakefield.
Today we have a littledifferent topics.
There is a lie that a lot ofus silently carry.
(01:08):
And you know that the idea inour head is just one day they're
gonna find out I'm not as goodas they think I am.
And I tell you what, I havelived that lie and chances are, so
have you.
So today we are going to betalking about imposter syndrome.
(01:31):
We've all had it.
So let's get into this alittle bit.
I'm going to tell you a storyand we're going to get into some
of the things that we talk about.
But, you know, I'll tell you,this is huge.
This is crucial to onerecognize when imposter syndrome
happens and then understandhow to deal with it.
(01:55):
So that's what we're going tobe talking about today.
Before we do, let's do acouple of things like we normally
do.
Let's start off with thewhat's in your cup for the day?
Because I am on a new journey,we've got some things that I've never
had before.
Let's see.
We've got green cola.
(02:17):
Green cola.
What is in your cup?
So there is.
I'm not really sure who makesthis stuff, but green cola.
If you are on a health journeylike I am.
In fact, this.
I've got five, six weeks toshrink wrap my body before the relentless
boot camp event.
The sales event coming up May6th, 7th and 8th.
(02:40):
So if you don't have yourtickets yet, they are going fast.
So make sure that you go tocloseitnowbootcamp.com and secure
your seat because it will sell out.
It is incredible.
There's going to be somekiller speakers there.
We're just going to.
We're going to blow the roofoff something like you have never
(03:01):
experienced in any homeservices in H Vac, in plumbing and
electrical, and you name it,in garage doors, in wherever.
This is not like anythingyou've experienced before.
So it's going to be me, ofcourse, myself.
And we've got Doug Wyatt whois just an expert.
(03:22):
In fact, go find the list onthe Facebook page or join the email
list and you'll get plenty ofinformation about it.
But we got Doug Wyatt.
We've got Scott Sylvan Bell,who's coming out of he doesn't speak
at H Vac events, he doesn'tspeak at trade events.
He is coming out of basicallyout of the his world of he lives,
(03:44):
hangs out with Jay Abraham andis one of his main trainers.
So he's coming in to speak atthe event.
We've got Jonathan Neaves whois the owner and CEO of Green Energy
Mechanical up in Boston.
His average ticket issomewhere between 25 and 30,000.
(04:07):
It's insane and he crushes it.
So you're going to want tohear what he has to say.
We've got Doug C.
Brown, who is just massive, massive.
He's a best selling author.
He wrote Win Win Selling.
He owns, has exited over 30 companies.
It was Tony Robbins, directorof sales for one of his companies
for seven years.
(04:28):
Incredible person.
And we've got Christian Moore.
He is just a ninja when itcomes to emotional connection.
He's going to be sharing themost powerful thing, one of the most
powerful things you can do toincrease your credibility and to
help close deals without objections.
(04:53):
One of the most powerfulthings that you can possibly do.
We're going to be doing apodcast coming up soon.
We're also going to be doing awebinar and he's speaking at the
event so you do not want tomiss it.
And also Tim Roberts, lastweek's episode of so Tim Roberts
with Scale it now.
He's going to be there.
The whole thing is going to beoff the charts.
(05:14):
It's going to change your mindabout a lot of things and open your
mind up to a lot of new things.
So make sure to get your ticket.
You will.
This is the time to absolutelylock in your seat because this event
will springboard you intomassive growth this year in your
(05:34):
numbers and in your salesnumbers, in your metrics and your
personal life.
So make sure to grab your ticket.
So one of the things we ofcourse talk about a lot on the show
is health and nutrition.
So green colas there.
This one is the lemon lime.
It's kind of like their sprite version.
I think it's Delicious.
(05:55):
No artificial sweeteners, nosugar, almost no calories, but it's
not full of chemicals andtrash like a lot of the other diet
sodas are.
This one is actually not badfor you, so it's delicious.
So what is in your cup today?
You drinking coffee?
You got a latte, you got some kombucha?
(06:17):
You got tea?
You got hot tea, you got coldtea, sweet tea?
If you're in the south, whatare you drinking?
Let me know.
Maybe it's bourbon, who knows?
Personally, I'm over a yearsober now, so that's been a lot of
fun.
I cannot tell you the mentalclarity I have had starting at about
30 days out when I.
(06:39):
When I decided to stopdrinking alcohol.
No judgment, just my, myjourney there.
But so today we've got green soda.
Everybody, let's take acollective sip.
Let's toast this episode.
Because this get it may get alittle heavy.
We're going to dive in andhelp you with one of the biggest
things that we all strugglewith, especially if you're a top
(07:00):
performer.
So three, two, one.
All right, so before we hopinto the episode, I have, I want
to highlight a review.
This one is from a gentlemannamed Lucas Gambo.
(07:21):
So, Lucas, you.
This is a five star review.
Thank you, Lucas for this review.
You.
He says Sam and the Close itnow program have been absolutely
vital to my growth, not justin sales, but as a person.
His approach removes all ofthe high pressure tactics and instead
focuses on having a realstress free conversation with homeowners.
(07:45):
He truly lives what heteaches, making the process feel
natural and collaborative.
I constantly hear his voicereminding me to stop being weird.
And it's made a hugedifference in how I connect with
people.
I'm honored to have beenintroduced to Sam and proud to call
him a mentor and friend.
If you want to elevate yoursales process while staying authentic,
(08:09):
this is the training you need.
Thank you, Lucas.
I appreciate that.
And I agree.
Of course.
This is, this is what we do.
We help change lives.
It's not just about.
It's not only about increasingyour sales numbers.
While that is sales training,of course, while that's the goal,
so many other things arenecessary to increase your sales
(08:31):
numbers.
That's why we say all the timeyou have to work to become someone
worth buying from.
And when you become someoneworth buying from, that's where people
just want to do business withyou and then the rest will follow.
So thanks, Lucas.
If you hear me and read yourreview on this episode, reach out
to me and we will Scheduleyour free coaching session.
(08:56):
So thank you for the five star review.
For everybody else, if youleave me a five star review on Google
or on go to Apple itunes orthe Apple podcasts, or to click that
five star button on Spotifyand I read it on the show and you
hear me reach out and you'llget a free one hour coaching session.
(09:18):
So that is my gift to you for reviews.
Okay, so let's get into thisepisode because this is something
that's really, you know, it'sreally important.
My title here is ImposterSyndrome, the lie that keeps you
small and how to break free.
So let me tell y'all.
(09:39):
Is it okay if I get vulnerable?
Raise your hand if it's okayif I get vulnerable with y'all today.
So, you know, when I startedthis, the training, when I started
Close it now six years ago,you know, and, and this has happened
periodically through my life,but I will tell you, I, you know,
I started just podcasting andI started podcasting, started getting
(09:59):
the message out and peoplestarted listening and, and the Facebook
group started to grow and, andif you're not in the Facebook group,
go join it.
Just search close it now.
It'll come right up.
Or follow me on Instagram.
The real Close it now.
But so the Facebook groupstarted to grow and the podcast started
to grow a little bit.
And you know, I just reallythought that I was kind of a solo,
(10:23):
solo guy out here on my own.
And you know, I would go tothe conventions, I'd go to the conferences,
I'd go to events and did notfeel like I should even be there.
I would attend as aparticipant, as the crowd.
And you know, and of course,I'm lifelong learner.
When you choose to be alifelong learner, you can learn something
(10:45):
from everyone you talk to.
Good, bad, it doesn't matter.
So you're constantly learning.
But I would go even when Istarted speaking on stage.
You know, my first big eventthat I spoke at was the Profit Rocket
event in Austin, Texas in 2023.
September of 2023.
(11:05):
I remember it very specifically.
And you know, they put me onthe stage in a panel, it was the
sales panel.
And listened to the otherpeople that were on the, on the panel
with me.
It was Josh Kelly from Clover.
So Monster company, monster business.
So Josh Kelly, if you don'tknow who that is, look him up because
(11:27):
he's a beast.
I definitely plan on havinghaving him on the show at some point.
I sat next, next to Victor Rancour.
Of course, it's Just incredible.
Joe Chrisra was on that panel,and Sam Taggart was on the panel.
So there were five of us up there.
And, man, it was just.
(11:50):
I felt like in the moment thatI had really no right to even be
there.
Like, I hadn't even earned myplace there.
Like, I just.
Just had.
I was crippled almost by thisimposter syndrome.
Like, what am I even doing here?
Why would people want to evenhear what I have to say?
And so, you know, we did thepanel, and it was great.
(12:13):
And, you know, after so manypeople came up to me from the crowd,
and they're like, man, thatwas incredible.
Thank you for sharing.
And it.
I just almost couldn't believe it.
I was like, wow, this is.
This is wild.
And so, you know, a little bitmore confidence, a little bit more,
you know, posture there out ofthat event.
(12:34):
And then, you know, acrosstime, I get to my next event, which
was in January.
I went up to Door to Door Conin Salt Lake City, and I had my own
room and still didn't feellike I'd earned my place.
But the room was full of, youknow, three, 400 people and big applause
(12:54):
at the end.
And, in fact, a bunch ofpeople said that they thought that
was the best session from theentire conference.
But, you know, for somereason, it still didn't sink in.
And, you know, the more that I've.
The more that I do, the morethat I've grown, the more that I
just keep teaching and keeptraining and keep learning myself
(13:18):
as well as training, you know, eventually.
And it's probably been in thelast year that, you know this.
So I'm getting vulnerable with y'all.
You know, you.
You've all listened to thepodcast and then seen the trainings
and stuff.
And, you know, when I stepinto that place, it steps into flow.
(13:38):
When I step in front of acamera or in front of a microphone
or in front of a crowd, youknow, I don't have that problem,
but it's the leading up to it.
It's almost like this gutpunch of, oh, what am I even doing
here?
But then I, you know, I get upand I deliver and, you know, changes
lives.
And every single time, it'slike, wow, this was so.
(13:59):
I'm so grateful to be here.
And so one of the things thatI want to talk about is gratitude.
You know, we have to remaingrateful along the journey.
And.
And I could tell you all, atthis point, you know, I'm pretty
much over the imposter syndrome.
I know that I've earned myPlace in the, as a trainer, in the
(14:22):
trades.
Lives are changing, but it'ssomething that everybody deals with.
I was talking to, you know, acouple of the trainers or the, the
speakers that are going to beat the relentless event coming up
in Boston just the other dayon the phone, and every single one
of them, no matter theirhistory, no matter what they've accomplished,
they say, you know what, weall have that imposter syndrome.
(14:44):
We all deal with it.
It's how we handle it.
And so today we're gonna, Iwant to talk to you all about how
to handle imposter syndromewhen it comes up, because there's
a reframe that I want to teachyou of how to help with that.
So raise your hand if you'veever dealt with that imposter syndrome.
Is that something that youstruggle with?
(15:06):
And let's talk about how toovercome it.
So, you know, if so, and itsounds like this, right, if you've
ever second guessed yourself,if you've ever downplayed your wins,
if you've ever felt like youdon't belong in the room, this episode
is your wake up call.
So let's get into a little bit.
(15:26):
So what is imposter syndrome?
The definition?
You know, it's a psychologicalpattern where, you know, where individuals
doubt their accomplishmentsand have a persistent fear of being
exposed as a fraud.
A persistent fear of beingexposed as a fraud.
So there's a quote by DennisWhateley says it's not what you,
(15:49):
it's not what you are thatholds you back, it's what you think
you're not.
Imposter syndrome, it's everything.
It's so easy to slip into that.
But this quote is it, itdefines it really, really well.
It's not what you are thathold you back, it's what you think
you're not.
(16:10):
So who it affects, who itaffects the most are of course, high
achievers, entrepreneurs, thesales Pros, right?
Even CEOs.
Doesn't matter the level.
Everyone has imposter syndrome.
So the smarter or moreambitious you are, the more likely
you are to face it.
(16:30):
And I know if you're listeningto this podcast, to this show, you
are a high achiever or youwouldn't be here, or you, at least
you want to be a high achiever.
It doesn't matter if, and Iwant to tell you, it doesn't matter
if the results are there yet.
If you're in the growth phase,if you have chosen to grow, if you've
(16:52):
chosen to be a student, to bea Learner and to intentionally focus
on yourself to grow and be better.
You are a high achiever.
Don't let wherever you are inyour, you know, in your performance
and your numbers define yourbeing a high achiever or not, the
(17:12):
numbers will come.
That has nothing to do with it.
It's, are you taking the stepsand the actions daily to be that
1% better today than I was yesterday.
So that's what defines a high achiever.
Somebody that's chosen to becoachable, to be that lifelong learner.
So here's some science behind this.
So, you know, I love brain science.
If you've listened, and I hopeyou do too.
(17:34):
So we're going to use thebrain word, the amygdala.
It's your brain's fear center.
So when you.
Anytime you step intouncertainty, anytime you step into
something that's unfamiliar,that amygdala lights up.
The problem is the braindoesn't differentiate.
Fear of being chased by, say,that saber toothed tiger versus fear
(17:58):
of leading a team meeting orfear of stepping into a room to be
a speaker or fear of whatever.
Fear of, you know, stepping.
Here, here's one for salespeople.
Fear.
It doesn't know the differencebetween the saber toothed tiger or
say we step into a housethat's a $5 million house.
(18:20):
And that socioeconomic circleis so far outside of what we're used
to.
So many of us get into thattrap of we just almost shut down
and we make ourselves smallbecause we don't feel like we belong
there in the first place.
(18:40):
Is this relatable to you?
So what it feels like is I'mnot good enough.
Which is actually just yourbrain saying, hey, this is new.
Let's be careful in the situation.
I'm not used to this yet.
We need to be careful here.
We need to watch out.
(19:01):
So that's what the brain is saying.
But it comes across as thisfeeling of, I'm not good enough.
Is this relatable to y'all?
Do you understand what I'msaying here?
I know that I can't be theonly one that has struggled with
imposter syndrome.
So let's talk about why ithits top performers the hardest.
(19:22):
Because this is really important.
So the more visible youbecome, the more vulnerable you start
to feel.
So as you start to climb, asyou start to get, you know, words
or renown or anything.
So imposter syndrome isn't asign you're not ready.
(19:43):
And this is important toremember and to understand.
Imposter syndrome is not aSign that you're not ready.
It's often a sign that you arein the right room.
Maybe it's exactly why rightimposter syndrome is a sign that
you are in the right room.
(20:04):
So here's a quote from, fromConfucius, a quote from antiquity.
As Jim Rohn would say, ifyou're the smartest person in the
room, you're in the wrong room.
So of course, we've heard itsaid like, you know, big fish, small
pond.
If you're the biggest fish inthe pond, it's time to find a new
(20:26):
pond.
Another way to think, to saythis, or to think about it is it's
either your environment or thepeople that you surround yourself
with, or both.
You know, Jim Rohn used to saythat you're the average of the five
closest people you spend themost time with.
So if you want to do better,be better, grow, have more better
(20:49):
results, get around the peoplethat are already where you want to
go until you get to that nextlevel, and then you're going to move
through and find new, newpeople to surround yourself with
at the next level.
So this means you should feel stretched.
You should feel like you'regrowing because you don't have to
(21:10):
believe the lie that you don't belong.
So what happens if we start tobelieve the lie?
There's an emotional cost thatgoes with believing the lie that
you don't belong.
What happens?
Here's some symptoms so youcan recognize if you are falling
into that, even if it doesn'tfeel like it.
(21:31):
Here's how you can recognizeif you're falling into that imposter
syndrome by some of these symptoms.
Number one is holding back inconversations so you have something
that you want to say or needto say, but you just hold back.
You pull the punches.
You maybe don't say it asdirect as you need to or with as
(21:55):
much certainty.
You feel uncertain in your conversations.
You hold back.
The other is see if you'veever done this over preparing, but
underperforming.
You over prepare, but thenwhen it comes to actually taking
action, you underperform.
And it's like you shrink backor shrinking back when you should
(22:17):
lead, when you should be theone leading.
You know it's time to step upand to be that leader.
But you find yourselfshrinking back because it just doesn't
feel.
It's not me, doesn't feel likeit's, I should be taking these steps
or here's another one for allof you.
I know that so many,especially in the entrepreneur world,
(22:40):
in the sales world, everyoneis a.
Somehow if you're in sales,you're to some degree, you're an
entrepreneur.
So what that means is you're.
You know, a lot of times wedelay the launch of things.
We're waiting until we get itjust perfect, right?
Perfectionism, but also wedon't feel like we're ready.
(23:01):
Maybe we know our idea andeverything, we've got it perfect,
but maybe we don't feel we'reready to launch it.
So delaying launching the business.
A lot of you have ideas for a podcast.
So you've delayed, you've heldoff launching that podcast.
You've held off putting, say,content on social media or something
(23:21):
like that.
You're delaying launching thething, whatever it is, writing the
book, whatever it is thatyou're delaying on, you don't feel
like you're ready.
This is a sign of believingthe lie of imposter syndrome, believing
you don't belong.
So what happens is you startto become a version of yourself that
(23:46):
starts to play not to loseinstead of playing to win.
And those are two completelydifferent types of playing the game.
If you're playing to win, youtake the risks, no matter the cost,
you do the thing.
If you're playing not to lose,we all know that's playing it safe.
You know, when you, when youplay not to lose, what we focus on,
(24:08):
we find.
If you're playing not to lose,you're going to lose.
If you're playing to win,you're focused on winning.
And you, your brain goes towork to solve the problems and to
overcome the obstacles and thehurdles along the way.
So here's a reframe for you.
You know, I love the awarenessmoments and simple things that we
can change.
(24:28):
So a reframe is a technique tojust reclassify things.
It's like the episode a fewweeks ago when we were talking about.
That's exactly why, and that'sthe best part about it.
Those reframes are easy waythings to include in conversation.
So go back and listen to that episode.
(24:49):
But so this reframe aroundimposter syndrome, this is really
important.
And so let this one sink in.
I'm going to say it a coupletimes so you can really get the feel
for it.
You don't feel like animposter because you're not good
enough.
You feel like one because youcare deeply about showing up with
excellence.
(25:10):
This is important.
So this reframe is.
This reframe is cool becauseit really helps us understand what
is going on and why we'refeeling this way.
So you don't feel like animposter because you're not good
enough.
You feel like one because youcare so deeply about showing up with
excellence.
(25:31):
Okay, so now let's cover fivesteps to break free from the imposter
syndrome.
Are you ready to break out of that?
Are you tired of having itcome up over and over and over and
be this constant struggle?
So, yes, raise your hand ifyou're ready to break free from imposter
syndrome.
So number one, number one, wehave to name it, call it what it
(25:53):
is.
Awareness is the first step.
When you recognize it, that'swhen you tell yourself, oh, this
is the old imposter voice again.
Not truth, just fear.
This is the imposter voice.
It's coming up.
This is not my truth.
It's just fear.
(26:15):
So first of all, we have toname it Imposter syndrome is just
fear.
So that's number one.
Number two, this is prettyeasy to do, but this is.
Number two is something that'seasy to do, but it's easy not to
do.
And I encourage you, take thesteps to do this.
I want you to build a wins folder.
(26:37):
I want you to create a folderon your phone or on your computer
or somewhere.
And we're going to call it Evidence.
This is evidence.
So you're going to fill itwith testimonials, with screenshots,
with accomplishments.
You're going to write downyour notes, you're going to put reminders
of who you really are, putquotes in there that inspire you.
(27:00):
You know, one of my favorite,I don't even know if it's an actual
quote, but it's a saying I'veheard over the years is when you
throw me to the wolves, I'mgoing to come back the, the pack
leader, right?
That, that's my mindset.
It has to do with mindset, butgosh, you know, I, in fact, I had
this conversation with SamTaggart at the Profit Rocket event.
(27:22):
We were, we were kind oftalking about this and he's, he recommended,
he's like, get your phone.
He's like.
And every time people text youbecause, you know, I don't know if
you get, I'm sure you get thisas well when people, you know, the
reviews that they leave andthis, the testimonies that they give,
all these things, I get thosestories all the time.
(27:43):
You know, I've read reviews on here.
That's why I love toconstantly, you know, when I read
a five star review on theshow, it's partly for you to hear,
hey, there's social proofthat, yeah, this, you know, this
process works, that thecoaching works.
You know, part of it is, youknow, I've never taken a dollar from
the podcast.
I literally close it now.
(28:05):
Business is, you know, I earnmy income for my family and for myself
to grow the business throughcoaching, through one on one coaching
with you guys, gentlemen andladies, virtually through speaking
at events, through, you know,contacting us and us going and doing
trainings at your, at yourbusiness, at your location, people
(28:28):
coming to my event, of course,that, yes, it's a ticket price.
Yes, absolutely.
I have to make money to keepdoing this.
So, but the reason, yes, so,so part of the reading the review
is so, you know, you, so youbelieve that the social proof, yes,
it works.
At this point, there's nodoubt the system works, the training
(28:50):
works.
If you've ever listened tovery many episodes, so many people
say, hey, I did this one thingfrom this episode and immediately
closed the deal that Iwouldn't have otherwise.
So, yes, but I'll tell you allmore than that, or at least is equally
important.
I read those on these showsfor me to remind myself that, hey,
(29:12):
this is evidence that I am inthe right room, that I am speaking
truth in a way that affectspeople and changes lives and to help
lift the standards of theindustry and to help all of you be
better people.
And at the same time, it helpsme to be a better person because
they say you don't truly knowsomething until you can train it,
(29:33):
until you can teach it.
So that, so build yourself anevidence folder so you can remind
yourself who you really are.
Put in those reviews, put thetestimonies in there and when you
start to fill down, just readthrough those.
Yeah, that's right.
I remember when Mark had thisaccomplishment and you know, Johnny
(29:55):
had this accomplishment andChristian and Lucas and all these
people, when you know, Austinand Jordan and Josh and all these
people across the country andaround the world have sent me messages
of how their lives havechanged because of, you know what,
because they've worked with meand it just helps me remember that
(30:18):
I have a message so you can dothe same thing for yourself.
You know, something else thatI heard as well, and I've heard this
from several places, butactually Scott Bell and I were talking
about this not long ago and hewas saying, man, he's like, build
yourself a folder of or justgo on YouTube and look for your favorite
(30:38):
comedians, the ones that arenot self deprecating, the ones that
are Just funny, right?
Make your watch something tomake yourself laugh because you can't
have that be in the samemental place of imposter syndrome
if you're laughing, if you'rein fun, joy and laughter.
That's one of the reasons wealso talk about gratitude so much.
(31:00):
You can't have be in gratitudeand also be in, you know, a place
of depression at the same time.
You can't be in gratitude andalso have some of the negative vibrations
in your mind and your body.
So gratitude, fun, joy andlaughter, reminding yourself of who
you are with those reminders.
(31:20):
That's number two.
Build a wins folder numberthree and let's get another.
I've been talking solidly here.
Let's take a second and get a.
Another sip from what's inyour cup.
All right, so number three,we're going to rewire this thought
loop because we have theability to rewire your brain.
(31:47):
We'll talk about the brain,science about it with it here in
a minute.
But affirmations, affirmationsare so important because our brain
is like a computer.
Bad data in, bad data out.
Good data in, good data out.
So here's an affirmation.
Add to your affirmations list.
If you ever, ever, everstruggle with imposter syndrome,
(32:08):
add this affirmation to youraffirmations list to say out loud
to yourself daily.
I've put in the work, I'veearned this seat.
I may not know it all, but I'mready to grow into what's next.
I've put in the work, I'veearned this seat.
I may not know it all, but I'mready to grow into what's next.
(32:33):
In fact, I'm going to.
I'll put this affirmation inthe show notes so you can copy and
paste it.
Because if you're a drive timeuniversity like most of you are,
don't, of course, don't pull over.
Don't try to write this downwhile you're driving down the road.
Pull over or.
But just go to the show notesand copy and paste it out when you
get a chance.
But I've put in the work.
(32:54):
I've earned the seat.
I may not know it all, but I'mready to grow into what's next.
And I've said that three timesand I feel better right now, even
in this, in this recording thenext number.
So that's number three.
Number four is serve over self.
Shift the focus off of you.
If you really start sinkinginto imposter syndrome, you're focused
(33:15):
on yourself.
So here is another affirmation.
I'm here to help them win, notto prove that I'm enough.
So when you shift the focus toothers and you say, I'm here to help
them win, not to prove thatI'm enough.
(33:36):
So if you're on a team, it'snot to prove yourself in the team.
When you start to give andhelp others, that is where you're
able to really overcome that.
Because now you're workingtogether as a team, you're helping,
you're serving.
That is truly the only way toone of the reason, one of the ways
(33:57):
to get past this.
And number five, surroundyourself with belief builders.
Get mentors, coaches, peerswho remind you of your value on the
days you forget, you know,talk to me, reach out to me about
our coaching program or justreach out to me anytime you need.
If you're suffering withimposter syndrome, reach out to me.
(34:18):
You can email mesamoseitnow.net or join the Facebook
group.
Pop me a Facebook message.
Reach out to me.
I'm happy to help you.
Or find a mentor in your life.
Hire a coach, absolutely.
I coach, but it doesn't matter.
Find somebody, Somebody whowill help you with your belief, help
(34:38):
you with your belief systemabout yourself.
So those are the five ways tohelp to break free from this mindset.
So here's another piece ofbrain science.
The reason that this works,the reason affirmations work, the
reason all of this works, issomething called neuroplasticity.
(34:59):
So it teaches us we canliterally rewire our brains through
repeated thoughts and behaviors.
The more that you.
This is why.
The more that you repeatsomething, that's why reps are important.
If you're working out, ifyou're practicing something, if you're
practicing, practicing aninstrument, if you're practicing
that, that script, the morethat you do it, it rewires your brain
(35:22):
and, you know, connects thosesynapses to lock that in so you remember
it.
And so it, like, establishesthat foundation.
It's the same thing about ourbeliefs, our beliefs about others,
our beliefs about ourself.
So that's whatneuroplasticity, neuroplasticity
is.
So every time you take acourageous action, in spite of imposter
(35:44):
syndrome, you weaken the oldneural pathway and you build a new
one.
So here's another quote.
The neurons that firetogether, wire together.
That's a Hebbian theory.
So the more that you act likesomeone who belongs, the more you
believe that you do.
This is why you've heard theYou've all heard the expression,
(36:07):
fake it till you make it.
This is exactly what it'stalking about.
It's totally talking about actas if, right?
Act as if.
If you were an actor and youwere acting like the most successful
person doing the thing that you're.
That you feel the.
That you're being an imposterin, all you have to do is say, okay,
(36:29):
who is successful?
I'm just gonna.
I'm gonna be an actor for awhile and act like that person.
I'm gonna take the steps theydo to the habits they do, and to
become that person, I'm justgonna act like them for a while.
And once you've done that longenough, then, well, lo and behold,
(36:49):
now those start tointernalize, and you start to wire
those neural pathways until itbecomes your actions and your habits.
And you're no longer.
After a while, you're nolonger acting.
You are.
And the moment that you becomethat, the moment you are, that's
when you start to move pastthe imposter syndrome and you're
(37:12):
able to step into your powerand be that person that is worth
buying from.
Be the person where you'reshowing up in power for your, you
know, for yourselves, for yournumbers, for your team, for your
company, for your family, foryour community.
You are.
You become that person thatsteps into their power.
(37:33):
So once you're able to dothat, here's what's waiting on the
other side of going throughthis process.
It's confidence, not arrogance.
It's calm, quiet certainty.
There's a major difference.
We all know the difference.
We, we all know cocky people,and we know confident people.
There's a major differencebetween confidence and cockiness.
(37:55):
You get, you earn confidencebecause you are able to overcome
that.
The other thing that happens,and I can tell you this is absolutely
refreshing and it's freeing,is you get freedom from that emotional
roller coaster.
Because that emotional rollercoaster of the imposter syndrome
(38:15):
is exhausting.
It is exhausting.
And when you walk throughthese steps and you overcome that
imposter syndrome, now you'reable to get freedom from that emotional
roller coaster.
And that's going to give youthe ability to lead, to speak, to
sell from a place of truth,not performance.
(38:36):
Remember, I've said over andover, sells is not the performance
of an hour.
It's the overflow of a lie.
So you have the ability tolead, speak, and sell from that place
of truth, not just from that performance.
So one more quote for you,because, you know, I love quotes.
This is from Joseph Campbell.
(38:56):
If you're not familiar withJoseph Campbell, absolutely look
into him.
He's the one that start firsttalked about the hero's journey.
So this quote is, the cavethat you fear to enter holds the
treasure you seek.
The cave you fear to enterholds the treasure you seek from
Joseph Campbell.
(39:18):
So let's wrap this up.
Let's summarize this a little bit.
First of all, I want you toknow, every single one of you, you
are not an imposter.
You're in process.
Every master was once a disaster.
You're not an imposter.
You're just in process.
Process.
Second thing is, you're not unqualified.
(39:41):
You're becoming.
You're not unqualified.
You're becoming.
And every step you taketowards growth makes you more of
who you were created to be.
Let's say that one also.
Again, every step you taketowards growth makes you more of
who you were created to be.
(40:01):
So here's what I want you to do.
I want you to start journaling.
Journaling.
When.
When imposter syndrome showsup in your life, start writing about
it.
Journal about where it'scoming from, what it looks like,
and then also journal abouthow you can reframe it.
So start.
Start journaling.
If you don't journal, I highlyrecommend it.
(40:22):
You.
I mean, I've got my journal, right?
My journals.
I've actually have twodifferent journals right here on
my desk.
If you're on YouTube, one,make sure to like and subscribe.
But I'm showing you twojournals on my desk right here.
I journal about a lot of stuffand it helps me remember who I am
and get my thoughts out.
(40:43):
So start journaling.
But when imposter syndromecomes up, start journaling about
it.
Define.
Figure out where it's comingfrom so you can.
Once you label it, then youcan start to address it.
The second is, I want you totalk to a mentor, talk to a friend
about it.
Find someone you can talk toabout when imposter syndrome steps
(41:05):
in, and they will help remindyou of who you are.
Number three, I want you totake one bold action this week as
if the lie wasn't true.
Take one bold action.
You know, you've heard theexpression, if you knew that anything
that you did, if.
If for just a day, even anhour, if you knew that no matter
(41:30):
what you attempted, it wouldbe successful, what would you do?
I want you to do that thing.
Do that thing this week andthen first of all, share this episode
with somebody who is stuck inself doubt.
If they're stuck in that spiral.
Share this with somebody thatthis could help.
The second is tag me onInstagram at thereal.
(41:51):
Close it now.
Tag me with your breakthrough.
Tag me with what you'refeeling, what you're struggling with.
Tag me on Instagram.
Go in the Facebook group andlet's talk about this.
Let's have a discussion.
Because this is something thataffects so many people, affects everyone
at some point in time,especially if you're an achiever
and you're striving to achievemore and more.
(42:14):
The next is if you really wantto lock in next level breakthrough
fast, get to the relentlesssales transformation event.
Relentless, the ultimate sales transformation.
It's not just a salestransformation, but it's a mindset
transformation in Boston.
Go to closeitnowbootcamp.comget there.
(42:37):
Because this is truly one ofthe things that we're going to help
people completely destroy outof their lives and give them the
tools.
Get every single one of youthe tools to be able to overcome
this and in faster than youever thought possible.
So that is, that's your action step.
But gosh, everybody, it.
(42:58):
I hope this is, this episodehas been helpful.
I wanted to just step awayfrom sales training for a minute
because at the end of the day,this is more important than a lot
of the other things we talk about.
Because even if you have thescripts perfect, if you've got the
steps of the cell perfect, ifyou can measure whatever it is you're
(43:19):
measuring, if it's a heatingand air system or a garage door or
whatever it is you'remeasuring, if you measure it perfect
and you run your calculationsperfect, but you don't believe that
you are the person that canask for the business.
You're not going to.
If you don't believe that youclose at a high rate, you're not
(43:39):
going to.
If you don't believe whateverit is, if you don't believe you can
have a high close rate, if youdon't believe that your average ticket
can be above a certain number,if you whatever it is that you don't
believe, that's what's holdingyou back.
And so this episode is socrucial to help you hit those next
levels and to readjust yourown internal thermostat.
(44:02):
Don't be the thermometer inthe room, be the thermostat, don't
be the thermometer in yourhead and just let it happen.
You can control the thermostatof your brain with your self identity.
So remember, it starts withyour thoughts.
There's a few episodes back.
It's the identity matrix.
Your thoughts create yourbeliefs about yourself, your beliefs
(44:24):
about yourself create youridentity, and your identity creates
your outcomes.
So absolutely.
Go leave me a review.
I would love a review.
Go leave me a review.
For if this has been impactfulfor you and get your ticket to the
event.
We're going to change some lives.
If you want a deep dive, ofcourse we've got coaching.
(44:46):
Get me out to your location.
If this is something that yourteam struggles with, that you struggle
with, this is one of thesuperpowers I would say that I've
been blessed with because I'vestruggled with it so much over time
and I've worked so hard toovercome this and I've learned the
tools it takes.
(45:07):
This is one of the superpowersthat I have to help you and help
your team to overcome this inyour lives.
To see.
This is why when people coachwith me, they see crazy results.
Not because they're learning.
Yes, we're learning scriptingand things and we're learning a process,
but because we're able to helpyou overcome the imposter syndrome
(45:28):
faster and faster and faster.
To be able to just shoot rightpast it, to be able to do the things
that it takes to be that top performer.
So thank you for listening today.
I appreciate every single oneof you.
This is what it takes.
Conquer that imposter syndromeand that will help you go out there
(45:50):
and be someone worth buying from.
You've been listening to theClose it now podcast.
Our passion is to diveheadfirst into the transformative
movement that's reshaping thevery first foundation of H VAC and
home improvement and at thesame time, covering fitness, nutrition,
relationships and personalgrowth, proving that we can indeed
(46:15):
have it all.
We hope you've enjoyed the show.
If you did, make sure to,like, rate and review.
We'll be back soon, but in themeantime, find the website@closeitnow.net
find us on Instagram,herealcloseitnow and on Facebook
at Close It Now.
See you next time.
Welcome to Close it now, thepodcast that's revolutionizing the
H Vac and home improvementtrades industries.
Get ready to dive deep intothe world of heating, ventilation
and air conditioning.
We're turning up the heat onindustry standards and cooling down
misconceptions.
And we're not just talkingabout fixing vents and adjusting
(00:21):
thermostats.
It's about the transformativemovement that's reshaping the very
foundation of H VAC and home improvement.
We're the driving force,inspiring top performers who crave
excellence not only in theirprofessional endeavors, but also
in fitness, nutrition,relationships, and personal growth,
proving that we can indeedhave it all.
(00:44):
This is Close it now, whereexcellence meets excitement.
Let's get to work.
Now, your host, Sam Wakefield.
Today we have a littledifferent topics.
There is a lie that a lot ofus silently carry.
(01:08):
And you know that the idea inour head is just one day they're
gonna find out I'm not as goodas they think I am.
And I tell you what, I havelived that lie and chances are, so
have you.
So today we are going to betalking about imposter syndrome.
(01:31):
We've all had it.
So let's get into this alittle bit.
I'm going to tell you a storyand we're going to get into some
of the things that we talk about.
But, you know, I'll tell you,this is huge.
This is crucial to onerecognize when imposter syndrome
happens and then understandhow to deal with it.
(01:55):
So that's what we're going tobe talking about today.
Before we do, let's do acouple of things like we normally
do.
Let's start off with thewhat's in your cup for the day?
Because I am on a new journey,we've got some things that I've never
had before.
Let's see.
We've got green cola.
(02:17):
Green cola.
What is in your cup?
So there is.
I'm not really sure who makesthis stuff, but green cola.
If you are on a health journeylike I am.
In fact, this.
I've got five, six weeks toshrink wrap my body before the relentless
boot camp event.
The sales event coming up May6th, 7th and 8th.
(02:40):
So if you don't have yourtickets yet, they are going fast.
So make sure that you go tocloseitnowbootcamp.com and secure
your seat because it will sell out.
It is incredible.
There's going to be somekiller speakers there.
We're just going to.
We're going to blow the roofoff something like you have never
(03:01):
experienced in any homeservices in H Vac, in plumbing and
electrical, and you name it,in garage doors, in wherever.
This is not like anythingyou've experienced before.
So it's going to be me, ofcourse, myself.
And we've got Doug Wyatt whois just an expert.
(03:22):
In fact, go find the list onthe Facebook page or join the email
list and you'll get plenty ofinformation about it.
But we got Doug Wyatt.
We've got Scott Sylvan Bell,who's coming out of he doesn't speak
at H Vac events, he doesn'tspeak at trade events.
He is coming out of basicallyout of the his world of he lives,
(03:44):
hangs out with Jay Abraham andis one of his main trainers.
So he's coming in to speak atthe event.
We've got Jonathan Neaves whois the owner and CEO of Green Energy
Mechanical up in Boston.
His average ticket issomewhere between 25 and 30,000.
(04:07):
It's insane and he crushes it.
So you're going to want tohear what he has to say.
We've got Doug C.
Brown, who is just massive, massive.
He's a best selling author.
He wrote Win Win Selling.
He owns, has exited over 30 companies.
It was Tony Robbins, directorof sales for one of his companies
for seven years.
(04:28):
Incredible person.
And we've got Christian Moore.
He is just a ninja when itcomes to emotional connection.
He's going to be sharing themost powerful thing, one of the most
powerful things you can do toincrease your credibility and to
help close deals without objections.
(04:53):
One of the most powerfulthings that you can possibly do.
We're going to be doing apodcast coming up soon.
We're also going to be doing awebinar and he's speaking at the
event so you do not want tomiss it.
And also Tim Roberts, lastweek's episode of so Tim Roberts
with Scale it now.
He's going to be there.
The whole thing is going to beoff the charts.
(05:14):
It's going to change your mindabout a lot of things and open your
mind up to a lot of new things.
So make sure to get your ticket.
You will.
This is the time to absolutelylock in your seat because this event
will springboard you intomassive growth this year in your
(05:34):
numbers and in your salesnumbers, in your metrics and your
personal life.
So make sure to grab your ticket.
So one of the things we ofcourse talk about a lot on the show
is health and nutrition.
So green colas there.
This one is the lemon lime.
It's kind of like their sprite version.
I think it's Delicious.
(05:55):
No artificial sweeteners, nosugar, almost no calories, but it's
not full of chemicals andtrash like a lot of the other diet
sodas are.
This one is actually not badfor you, so it's delicious.
So what is in your cup today?
You drinking coffee?
You got a latte, you got some kombucha?
(06:17):
You got tea?
You got hot tea, you got coldtea, sweet tea?
If you're in the south, whatare you drinking?
Let me know.
Maybe it's bourbon, who knows?
Personally, I'm over a yearsober now, so that's been a lot of
fun.
I cannot tell you the mentalclarity I have had starting at about
30 days out when I.
(06:39):
When I decided to stopdrinking alcohol.
No judgment, just my, myjourney there.
But so today we've got green soda.
Everybody, let's take acollective sip.
Let's toast this episode.
Because this get it may get alittle heavy.
We're going to dive in andhelp you with one of the biggest
things that we all strugglewith, especially if you're a top
(07:00):
performer.
So three, two, one.
All right, so before we hopinto the episode, I have, I want
to highlight a review.
This one is from a gentlemannamed Lucas Gambo.
(07:21):
So, Lucas, you.
This is a five star review.
Thank you, Lucas for this review.
You.
He says Sam and the Close itnow program have been absolutely
vital to my growth, not justin sales, but as a person.
His approach removes all ofthe high pressure tactics and instead
focuses on having a realstress free conversation with homeowners.
(07:45):
He truly lives what heteaches, making the process feel
natural and collaborative.
I constantly hear his voicereminding me to stop being weird.
And it's made a hugedifference in how I connect with
people.
I'm honored to have beenintroduced to Sam and proud to call
him a mentor and friend.
If you want to elevate yoursales process while staying authentic,
(08:09):
this is the training you need.
Thank you, Lucas.
I appreciate that.
And I agree.
Of course.
This is, this is what we do.
We help change lives.
It's not just about.
It's not only about increasingyour sales numbers.
While that is sales training,of course, while that's the goal,
so many other things arenecessary to increase your sales
(08:31):
numbers.
That's why we say all the timeyou have to work to become someone
worth buying from.
And when you become someoneworth buying from, that's where people
just want to do business withyou and then the rest will follow.
So thanks, Lucas.
If you hear me and read yourreview on this episode, reach out
to me and we will Scheduleyour free coaching session.
(08:56):
So thank you for the five star review.
For everybody else, if youleave me a five star review on Google
or on go to Apple itunes orthe Apple podcasts, or to click that
five star button on Spotifyand I read it on the show and you
hear me reach out and you'llget a free one hour coaching session.
(09:18):
So that is my gift to you for reviews.
Okay, so let's get into thisepisode because this is something
that's really, you know, it'sreally important.
My title here is ImposterSyndrome, the lie that keeps you
small and how to break free.
So let me tell y'all.
(09:39):
Is it okay if I get vulnerable?
Raise your hand if it's okayif I get vulnerable with y'all today.
So, you know, when I startedthis, the training, when I started
Close it now six years ago,you know, and, and this has happened
periodically through my life,but I will tell you, I, you know,
I started just podcasting andI started podcasting, started getting
(09:59):
the message out and peoplestarted listening and, and the Facebook
group started to grow and, andif you're not in the Facebook group,
go join it.
Just search close it now.
It'll come right up.
Or follow me on Instagram.
The real Close it now.
But so the Facebook groupstarted to grow and the podcast started
to grow a little bit.
And you know, I just reallythought that I was kind of a solo,
(10:23):
solo guy out here on my own.
And you know, I would go tothe conventions, I'd go to the conferences,
I'd go to events and did notfeel like I should even be there.
I would attend as aparticipant, as the crowd.
And you know, and of course,I'm lifelong learner.
When you choose to be alifelong learner, you can learn something
(10:45):
from everyone you talk to.
Good, bad, it doesn't matter.
So you're constantly learning.
But I would go even when Istarted speaking on stage.
You know, my first big eventthat I spoke at was the Profit Rocket
event in Austin, Texas in 2023.
September of 2023.
(11:05):
I remember it very specifically.
And you know, they put me onthe stage in a panel, it was the
sales panel.
And listened to the otherpeople that were on the, on the panel
with me.
It was Josh Kelly from Clover.
So Monster company, monster business.
So Josh Kelly, if you don'tknow who that is, look him up because
(11:27):
he's a beast.
I definitely plan on havinghaving him on the show at some point.
I sat next, next to Victor Rancour.
Of course, it's Just incredible.
Joe Chrisra was on that panel,and Sam Taggart was on the panel.
So there were five of us up there.
And, man, it was just.
(11:50):
I felt like in the moment thatI had really no right to even be
there.
Like, I hadn't even earned myplace there.
Like, I just.
Just had.
I was crippled almost by thisimposter syndrome.
Like, what am I even doing here?
Why would people want to evenhear what I have to say?
And so, you know, we did thepanel, and it was great.
(12:13):
And, you know, after so manypeople came up to me from the crowd,
and they're like, man, thatwas incredible.
Thank you for sharing.
And it.
I just almost couldn't believe it.
I was like, wow, this is.
This is wild.
And so, you know, a little bitmore confidence, a little bit more,
you know, posture there out ofthat event.
(12:34):
And then, you know, acrosstime, I get to my next event, which
was in January.
I went up to Door to Door Conin Salt Lake City, and I had my own
room and still didn't feellike I'd earned my place.
But the room was full of, youknow, three, 400 people and big applause
(12:54):
at the end.
And, in fact, a bunch ofpeople said that they thought that
was the best session from theentire conference.
But, you know, for somereason, it still didn't sink in.
And, you know, the more that I've.
The more that I do, the morethat I've grown, the more that I
just keep teaching and keeptraining and keep learning myself
(13:18):
as well as training, you know, eventually.
And it's probably been in thelast year that, you know this.
So I'm getting vulnerable with y'all.
You know, you.
You've all listened to thepodcast and then seen the trainings
and stuff.
And, you know, when I stepinto that place, it steps into flow.
(13:38):
When I step in front of acamera or in front of a microphone
or in front of a crowd, youknow, I don't have that problem,
but it's the leading up to it.
It's almost like this gutpunch of, oh, what am I even doing
here?
But then I, you know, I get upand I deliver and, you know, changes
lives.
And every single time, it'slike, wow, this was so.
(13:59):
I'm so grateful to be here.
And so one of the things thatI want to talk about is gratitude.
You know, we have to remaingrateful along the journey.
And.
And I could tell you all, atthis point, you know, I'm pretty
much over the imposter syndrome.
I know that I've earned myPlace in the, as a trainer, in the
(14:22):
trades.
Lives are changing, but it'ssomething that everybody deals with.
I was talking to, you know, acouple of the trainers or the, the
speakers that are going to beat the relentless event coming up
in Boston just the other dayon the phone, and every single one
of them, no matter theirhistory, no matter what they've accomplished,
they say, you know what, weall have that imposter syndrome.
(14:44):
We all deal with it.
It's how we handle it.
And so today we're gonna, Iwant to talk to you all about how
to handle imposter syndromewhen it comes up, because there's
a reframe that I want to teachyou of how to help with that.
So raise your hand if you'veever dealt with that imposter syndrome.
Is that something that youstruggle with?
(15:06):
And let's talk about how toovercome it.
So, you know, if so, and itsounds like this, right, if you've
ever second guessed yourself,if you've ever downplayed your wins,
if you've ever felt like youdon't belong in the room, this episode
is your wake up call.
So let's get into a little bit.
(15:26):
So what is imposter syndrome?
The definition?
You know, it's a psychologicalpattern where, you know, where individuals
doubt their accomplishmentsand have a persistent fear of being
exposed as a fraud.
A persistent fear of beingexposed as a fraud.
So there's a quote by DennisWhateley says it's not what you,
(15:49):
it's not what you are thatholds you back, it's what you think
you're not.
Imposter syndrome, it's everything.
It's so easy to slip into that.
But this quote is it, itdefines it really, really well.
It's not what you are thathold you back, it's what you think
you're not.
(16:10):
So who it affects, who itaffects the most are of course, high
achievers, entrepreneurs, thesales Pros, right?
Even CEOs.
Doesn't matter the level.
Everyone has imposter syndrome.
So the smarter or moreambitious you are, the more likely
you are to face it.
(16:30):
And I know if you're listeningto this podcast, to this show, you
are a high achiever or youwouldn't be here, or you, at least
you want to be a high achiever.
It doesn't matter if, and Iwant to tell you, it doesn't matter
if the results are there yet.
If you're in the growth phase,if you have chosen to grow, if you've
(16:52):
chosen to be a student, to bea Learner and to intentionally focus
on yourself to grow and be better.
You are a high achiever.
Don't let wherever you are inyour, you know, in your performance
and your numbers define yourbeing a high achiever or not, the
(17:12):
numbers will come.
That has nothing to do with it.
It's, are you taking the stepsand the actions daily to be that
1% better today than I was yesterday.
So that's what defines a high achiever.
Somebody that's chosen to becoachable, to be that lifelong learner.
So here's some science behind this.
So, you know, I love brain science.
If you've listened, and I hopeyou do too.
(17:34):
So we're going to use thebrain word, the amygdala.
It's your brain's fear center.
So when you.
Anytime you step intouncertainty, anytime you step into
something that's unfamiliar,that amygdala lights up.
The problem is the braindoesn't differentiate.
Fear of being chased by, say,that saber toothed tiger versus fear
(17:58):
of leading a team meeting orfear of stepping into a room to be
a speaker or fear of whatever.
Fear of, you know, stepping.
Here, here's one for salespeople.
Fear.
It doesn't know the differencebetween the saber toothed tiger or
say we step into a housethat's a $5 million house.
(18:20):
And that socioeconomic circleis so far outside of what we're used
to.
So many of us get into thattrap of we just almost shut down
and we make ourselves smallbecause we don't feel like we belong
there in the first place.
(18:40):
Is this relatable to you?
So what it feels like is I'mnot good enough.
Which is actually just yourbrain saying, hey, this is new.
Let's be careful in the situation.
I'm not used to this yet.
We need to be careful here.
We need to watch out.
(19:01):
So that's what the brain is saying.
But it comes across as thisfeeling of, I'm not good enough.
Is this relatable to y'all?
Do you understand what I'msaying here?
I know that I can't be theonly one that has struggled with
imposter syndrome.
So let's talk about why ithits top performers the hardest.
(19:22):
Because this is really important.
So the more visible youbecome, the more vulnerable you start
to feel.
So as you start to climb, asyou start to get, you know, words
or renown or anything.
So imposter syndrome isn't asign you're not ready.
(19:43):
And this is important toremember and to understand.
Imposter syndrome is not aSign that you're not ready.
It's often a sign that you arein the right room.
Maybe it's exactly why rightimposter syndrome is a sign that
you are in the right room.
(20:04):
So here's a quote from, fromConfucius, a quote from antiquity.
As Jim Rohn would say, ifyou're the smartest person in the
room, you're in the wrong room.
So of course, we've heard itsaid like, you know, big fish, small
pond.
If you're the biggest fish inthe pond, it's time to find a new
(20:26):
pond.
Another way to think, to saythis, or to think about it is it's
either your environment or thepeople that you surround yourself
with, or both.
You know, Jim Rohn used to saythat you're the average of the five
closest people you spend themost time with.
So if you want to do better,be better, grow, have more better
(20:49):
results, get around the peoplethat are already where you want to
go until you get to that nextlevel, and then you're going to move
through and find new, newpeople to surround yourself with
at the next level.
So this means you should feel stretched.
You should feel like you'regrowing because you don't have to
(21:10):
believe the lie that you don't belong.
So what happens if we start tobelieve the lie?
There's an emotional cost thatgoes with believing the lie that
you don't belong.
What happens?
Here's some symptoms so youcan recognize if you are falling
into that, even if it doesn'tfeel like it.
(21:31):
Here's how you can recognizeif you're falling into that imposter
syndrome by some of these symptoms.
Number one is holding back inconversations so you have something
that you want to say or needto say, but you just hold back.
You pull the punches.
You maybe don't say it asdirect as you need to or with as
(21:55):
much certainty.
You feel uncertain in your conversations.
You hold back.
The other is see if you'veever done this over preparing, but
underperforming.
You over prepare, but thenwhen it comes to actually taking
action, you underperform.
And it's like you shrink backor shrinking back when you should
(22:17):
lead, when you should be theone leading.
You know it's time to step upand to be that leader.
But you find yourselfshrinking back because it just doesn't
feel.
It's not me, doesn't feel likeit's, I should be taking these steps
or here's another one for allof you.
I know that so many,especially in the entrepreneur world,
(22:40):
in the sales world, everyoneis a.
Somehow if you're in sales,you're to some degree, you're an
entrepreneur.
So what that means is you're.
You know, a lot of times wedelay the launch of things.
We're waiting until we get itjust perfect, right?
Perfectionism, but also wedon't feel like we're ready.
(23:01):
Maybe we know our idea andeverything, we've got it perfect,
but maybe we don't feel we'reready to launch it.
So delaying launching the business.
A lot of you have ideas for a podcast.
So you've delayed, you've heldoff launching that podcast.
You've held off putting, say,content on social media or something
(23:21):
like that.
You're delaying launching thething, whatever it is, writing the
book, whatever it is thatyou're delaying on, you don't feel
like you're ready.
This is a sign of believingthe lie of imposter syndrome, believing
you don't belong.
So what happens is you startto become a version of yourself that
(23:46):
starts to play not to loseinstead of playing to win.
And those are two completelydifferent types of playing the game.
If you're playing to win, youtake the risks, no matter the cost,
you do the thing.
If you're playing not to lose,we all know that's playing it safe.
You know, when you, when youplay not to lose, what we focus on,
(24:08):
we find.
If you're playing not to lose,you're going to lose.
If you're playing to win,you're focused on winning.
And you, your brain goes towork to solve the problems and to
overcome the obstacles and thehurdles along the way.
So here's a reframe for you.
You know, I love the awarenessmoments and simple things that we
can change.
(24:28):
So a reframe is a technique tojust reclassify things.
It's like the episode a fewweeks ago when we were talking about.
That's exactly why, and that'sthe best part about it.
Those reframes are easy waythings to include in conversation.
So go back and listen to that episode.
(24:49):
But so this reframe aroundimposter syndrome, this is really
important.
And so let this one sink in.
I'm going to say it a coupletimes so you can really get the feel
for it.
You don't feel like animposter because you're not good
enough.
You feel like one because youcare deeply about showing up with
excellence.
(25:10):
This is important.
So this reframe is.
This reframe is cool becauseit really helps us understand what
is going on and why we'refeeling this way.
So you don't feel like animposter because you're not good
enough.
You feel like one because youcare so deeply about showing up with
excellence.
(25:31):
Okay, so now let's cover fivesteps to break free from the imposter
syndrome.
Are you ready to break out of that?
Are you tired of having itcome up over and over and over and
be this constant struggle?
So, yes, raise your hand ifyou're ready to break free from imposter
syndrome.
So number one, number one, wehave to name it, call it what it
(25:53):
is.
Awareness is the first step.
When you recognize it, that'swhen you tell yourself, oh, this
is the old imposter voice again.
Not truth, just fear.
This is the imposter voice.
It's coming up.
This is not my truth.
It's just fear.
(26:15):
So first of all, we have toname it Imposter syndrome is just
fear.
So that's number one.
Number two, this is prettyeasy to do, but this is.
Number two is something that'seasy to do, but it's easy not to
do.
And I encourage you, take thesteps to do this.
I want you to build a wins folder.
(26:37):
I want you to create a folderon your phone or on your computer
or somewhere.
And we're going to call it Evidence.
This is evidence.
So you're going to fill itwith testimonials, with screenshots,
with accomplishments.
You're going to write downyour notes, you're going to put reminders
of who you really are, putquotes in there that inspire you.
(27:00):
You know, one of my favorite,I don't even know if it's an actual
quote, but it's a saying I'veheard over the years is when you
throw me to the wolves, I'mgoing to come back the, the pack
leader, right?
That, that's my mindset.
It has to do with mindset, butgosh, you know, I, in fact, I had
this conversation with SamTaggart at the Profit Rocket event.
(27:22):
We were, we were kind oftalking about this and he's, he recommended,
he's like, get your phone.
He's like.
And every time people text youbecause, you know, I don't know if
you get, I'm sure you get thisas well when people, you know, the
reviews that they leave andthis, the testimonies that they give,
all these things, I get thosestories all the time.
(27:43):
You know, I've read reviews on here.
That's why I love toconstantly, you know, when I read
a five star review on theshow, it's partly for you to hear,
hey, there's social proofthat, yeah, this, you know, this
process works, that thecoaching works.
You know, part of it is, youknow, I've never taken a dollar from
the podcast.
I literally close it now.
(28:05):
Business is, you know, I earnmy income for my family and for myself
to grow the business throughcoaching, through one on one coaching
with you guys, gentlemen andladies, virtually through speaking
at events, through, you know,contacting us and us going and doing
trainings at your, at yourbusiness, at your location, people
(28:28):
coming to my event, of course,that, yes, it's a ticket price.
Yes, absolutely.
I have to make money to keepdoing this.
So, but the reason, yes, so,so part of the reading the review
is so, you know, you, so youbelieve that the social proof, yes,
it works.
At this point, there's nodoubt the system works, the training
(28:50):
works.
If you've ever listened tovery many episodes, so many people
say, hey, I did this one thingfrom this episode and immediately
closed the deal that Iwouldn't have otherwise.
So, yes, but I'll tell you allmore than that, or at least is equally
important.
I read those on these showsfor me to remind myself that, hey,
(29:12):
this is evidence that I am inthe right room, that I am speaking
truth in a way that affectspeople and changes lives and to help
lift the standards of theindustry and to help all of you be
better people.
And at the same time, it helpsme to be a better person because
they say you don't truly knowsomething until you can train it,
(29:33):
until you can teach it.
So that, so build yourself anevidence folder so you can remind
yourself who you really are.
Put in those reviews, put thetestimonies in there and when you
start to fill down, just readthrough those.
Yeah, that's right.
I remember when Mark had thisaccomplishment and you know, Johnny
(29:55):
had this accomplishment andChristian and Lucas and all these
people, when you know, Austinand Jordan and Josh and all these
people across the country andaround the world have sent me messages
of how their lives havechanged because of, you know what,
because they've worked with meand it just helps me remember that
(30:18):
I have a message so you can dothe same thing for yourself.
You know, something else thatI heard as well, and I've heard this
from several places, butactually Scott Bell and I were talking
about this not long ago and hewas saying, man, he's like, build
yourself a folder of or justgo on YouTube and look for your favorite
(30:38):
comedians, the ones that arenot self deprecating, the ones that
are Just funny, right?
Make your watch something tomake yourself laugh because you can't
have that be in the samemental place of imposter syndrome
if you're laughing, if you'rein fun, joy and laughter.
That's one of the reasons wealso talk about gratitude so much.
(31:00):
You can't have be in gratitudeand also be in, you know, a place
of depression at the same time.
You can't be in gratitude andalso have some of the negative vibrations
in your mind and your body.
So gratitude, fun, joy andlaughter, reminding yourself of who
you are with those reminders.
(31:20):
That's number two.
Build a wins folder numberthree and let's get another.
I've been talking solidly here.
Let's take a second and get a.
Another sip from what's inyour cup.
All right, so number three,we're going to rewire this thought
loop because we have theability to rewire your brain.
(31:47):
We'll talk about the brain,science about it with it here in
a minute.
But affirmations, affirmationsare so important because our brain
is like a computer.
Bad data in, bad data out.
Good data in, good data out.
So here's an affirmation.
Add to your affirmations list.
If you ever, ever, everstruggle with imposter syndrome,
(32:08):
add this affirmation to youraffirmations list to say out loud
to yourself daily.
I've put in the work, I'veearned this seat.
I may not know it all, but I'mready to grow into what's next.
I've put in the work, I'veearned this seat.
I may not know it all, but I'mready to grow into what's next.
(32:33):
In fact, I'm going to.
I'll put this affirmation inthe show notes so you can copy and
paste it.
Because if you're a drive timeuniversity like most of you are,
don't, of course, don't pull over.
Don't try to write this downwhile you're driving down the road.
Pull over or.
But just go to the show notesand copy and paste it out when you
get a chance.
But I've put in the work.
(32:54):
I've earned the seat.
I may not know it all, but I'mready to grow into what's next.
And I've said that three timesand I feel better right now, even
in this, in this recording thenext number.
So that's number three.
Number four is serve over self.
Shift the focus off of you.
If you really start sinkinginto imposter syndrome, you're focused
(33:15):
on yourself.
So here is another affirmation.
I'm here to help them win, notto prove that I'm enough.
So when you shift the focus toothers and you say, I'm here to help
them win, not to prove thatI'm enough.
(33:36):
So if you're on a team, it'snot to prove yourself in the team.
When you start to give andhelp others, that is where you're
able to really overcome that.
Because now you're workingtogether as a team, you're helping,
you're serving.
That is truly the only way toone of the reason, one of the ways
(33:57):
to get past this.
And number five, surroundyourself with belief builders.
Get mentors, coaches, peerswho remind you of your value on the
days you forget, you know,talk to me, reach out to me about
our coaching program or justreach out to me anytime you need.
If you're suffering withimposter syndrome, reach out to me.
(34:18):
You can email mesamoseitnow.net or join the Facebook
group.
Pop me a Facebook message.
Reach out to me.
I'm happy to help you.
Or find a mentor in your life.
Hire a coach, absolutely.
I coach, but it doesn't matter.
Find somebody, Somebody whowill help you with your belief, help
(34:38):
you with your belief systemabout yourself.
So those are the five ways tohelp to break free from this mindset.
So here's another piece ofbrain science.
The reason that this works,the reason affirmations work, the
reason all of this works, issomething called neuroplasticity.
(34:59):
So it teaches us we canliterally rewire our brains through
repeated thoughts and behaviors.
The more that you.
This is why.
The more that you repeatsomething, that's why reps are important.
If you're working out, ifyou're practicing something, if you're
practicing, practicing aninstrument, if you're practicing
that, that script, the morethat you do it, it rewires your brain
(35:22):
and, you know, connects thosesynapses to lock that in so you remember
it.
And so it, like, establishesthat foundation.
It's the same thing about ourbeliefs, our beliefs about others,
our beliefs about ourself.
So that's whatneuroplasticity, neuroplasticity
is.
So every time you take acourageous action, in spite of imposter
(35:44):
syndrome, you weaken the oldneural pathway and you build a new
one.
So here's another quote.
The neurons that firetogether, wire together.
That's a Hebbian theory.
So the more that you act likesomeone who belongs, the more you
believe that you do.
This is why you've heard theYou've all heard the expression,
(36:07):
fake it till you make it.
This is exactly what it'stalking about.
It's totally talking about actas if, right?
Act as if.
If you were an actor and youwere acting like the most successful
person doing the thing that you're.
That you feel the.
That you're being an imposterin, all you have to do is say, okay,
(36:29):
who is successful?
I'm just gonna.
I'm gonna be an actor for awhile and act like that person.
I'm gonna take the steps theydo to the habits they do, and to
become that person, I'm justgonna act like them for a while.
And once you've done that longenough, then, well, lo and behold,
(36:49):
now those start tointernalize, and you start to wire
those neural pathways until itbecomes your actions and your habits.
And you're no longer.
After a while, you're nolonger acting.
You are.
And the moment that you becomethat, the moment you are, that's
when you start to move pastthe imposter syndrome and you're
(37:12):
able to step into your powerand be that person that is worth
buying from.
Be the person where you'reshowing up in power for your, you
know, for yourselves, for yournumbers, for your team, for your
company, for your family, foryour community.
You are.
You become that person thatsteps into their power.
(37:33):
So once you're able to dothat, here's what's waiting on the
other side of going throughthis process.
It's confidence, not arrogance.
It's calm, quiet certainty.
There's a major difference.
We all know the difference.
We, we all know cocky people,and we know confident people.
There's a major differencebetween confidence and cockiness.
(37:55):
You get, you earn confidencebecause you are able to overcome
that.
The other thing that happens,and I can tell you this is absolutely
refreshing and it's freeing,is you get freedom from that emotional
roller coaster.
Because that emotional rollercoaster of the imposter syndrome
(38:15):
is exhausting.
It is exhausting.
And when you walk throughthese steps and you overcome that
imposter syndrome, now you'reable to get freedom from that emotional
roller coaster.
And that's going to give youthe ability to lead, to speak, to
sell from a place of truth,not performance.
(38:36):
Remember, I've said over andover, sells is not the performance
of an hour.
It's the overflow of a lie.
So you have the ability tolead, speak, and sell from that place
of truth, not just from that performance.
So one more quote for you,because, you know, I love quotes.
This is from Joseph Campbell.
(38:56):
If you're not familiar withJoseph Campbell, absolutely look
into him.
He's the one that start firsttalked about the hero's journey.
So this quote is, the cavethat you fear to enter holds the
treasure you seek.
The cave you fear to enterholds the treasure you seek from
Joseph Campbell.
(39:18):
So let's wrap this up.
Let's summarize this a little bit.
First of all, I want you toknow, every single one of you, you
are not an imposter.
You're in process.
Every master was once a disaster.
You're not an imposter.
You're just in process.
Process.
Second thing is, you're not unqualified.
(39:41):
You're becoming.
You're not unqualified.
You're becoming.
And every step you taketowards growth makes you more of
who you were created to be.
Let's say that one also.
Again, every step you taketowards growth makes you more of
who you were created to be.
(40:01):
So here's what I want you to do.
I want you to start journaling.
Journaling.
When.
When imposter syndrome showsup in your life, start writing about
it.
Journal about where it'scoming from, what it looks like,
and then also journal abouthow you can reframe it.
So start.
Start journaling.
If you don't journal, I highlyrecommend it.
(40:22):
You.
I mean, I've got my journal, right?
My journals.
I've actually have twodifferent journals right here on
my desk.
If you're on YouTube, one,make sure to like and subscribe.
But I'm showing you twojournals on my desk right here.
I journal about a lot of stuffand it helps me remember who I am
and get my thoughts out.
(40:43):
So start journaling.
But when imposter syndromecomes up, start journaling about
it.
Define.
Figure out where it's comingfrom so you can.
Once you label it, then youcan start to address it.
The second is, I want you totalk to a mentor, talk to a friend
about it.
Find someone you can talk toabout when imposter syndrome steps
(41:05):
in, and they will help remindyou of who you are.
Number three, I want you totake one bold action this week as
if the lie wasn't true.
Take one bold action.
You know, you've heard theexpression, if you knew that anything
that you did, if.
If for just a day, even anhour, if you knew that no matter
(41:30):
what you attempted, it wouldbe successful, what would you do?
I want you to do that thing.
Do that thing this week andthen first of all, share this episode
with somebody who is stuck inself doubt.
If they're stuck in that spiral.
Share this with somebody thatthis could help.
The second is tag me onInstagram at thereal.
(41:51):
Close it now.
Tag me with your breakthrough.
Tag me with what you'refeeling, what you're struggling with.
Tag me on Instagram.
Go in the Facebook group andlet's talk about this.
Let's have a discussion.
Because this is something thataffects so many people, affects everyone
at some point in time,especially if you're an achiever
and you're striving to achievemore and more.
(42:14):
The next is if you really wantto lock in next level breakthrough
fast, get to the relentlesssales transformation event.
Relentless, the ultimate sales transformation.
It's not just a salestransformation, but it's a mindset
transformation in Boston.
Go to closeitnowbootcamp.comget there.
(42:37):
Because this is truly one ofthe things that we're going to help
people completely destroy outof their lives and give them the
tools.
Get every single one of youthe tools to be able to overcome
this and in faster than youever thought possible.
So that is, that's your action step.
But gosh, everybody, it.
(42:58):
I hope this is, this episodehas been helpful.
I wanted to just step awayfrom sales training for a minute
because at the end of the day,this is more important than a lot
of the other things we talk about.
Because even if you have thescripts perfect, if you've got the
steps of the cell perfect, ifyou can measure whatever it is you're
(43:19):
measuring, if it's a heatingand air system or a garage door or
whatever it is you'remeasuring, if you measure it perfect
and you run your calculationsperfect, but you don't believe that
you are the person that canask for the business.
You're not going to.
If you don't believe that youclose at a high rate, you're not
(43:39):
going to.
If you don't believe whateverit is, if you don't believe you can
have a high close rate, if youdon't believe that your average ticket
can be above a certain number,if you whatever it is that you don't
believe, that's what's holdingyou back.
And so this episode is socrucial to help you hit those next
levels and to readjust yourown internal thermostat.
(44:02):
Don't be the thermometer inthe room, be the thermostat, don't
be the thermometer in yourhead and just let it happen.
You can control the thermostatof your brain with your self identity.
So remember, it starts withyour thoughts.
There's a few episodes back.
It's the identity matrix.
Your thoughts create yourbeliefs about yourself, your beliefs
(44:24):
about yourself create youridentity, and your identity creates
your outcomes.
So absolutely.
Go leave me a review.
I would love a review.
Go leave me a review.
For if this has been impactfulfor you and get your ticket to the
event.
We're going to change some lives.
If you want a deep dive, ofcourse we've got coaching.
(44:46):
Get me out to your location.
If this is something that yourteam struggles with, that you struggle
with, this is one of thesuperpowers I would say that I've
been blessed with because I'vestruggled with it so much over time
and I've worked so hard toovercome this and I've learned the
tools it takes.
(45:07):
This is one of the superpowersthat I have to help you and help
your team to overcome this inyour lives.
To see.
This is why when people coachwith me, they see crazy results.
Not because they're learning.
Yes, we're learning scriptingand things and we're learning a process,
but because we're able to helpyou overcome the imposter syndrome
(45:28):
faster and faster and faster.
To be able to just shoot rightpast it, to be able to do the things
that it takes to be that top performer.
So thank you for listening today.
I appreciate every single oneof you.
This is what it takes.
Conquer that imposter syndromeand that will help you go out there
(45:50):
and be someone worth buying from.
You've been listening to theClose it now podcast.
Our passion is to diveheadfirst into the transformative
movement that's reshaping thevery first foundation of H VAC and
home improvement and at thesame time, covering fitness, nutrition,
relationships and personalgrowth, proving that we can indeed
(46:15):
have it all.
We hope you've enjoyed the show.
If you did, make sure to,like, rate and review.
We'll be back soon, but in themeantime, find the website@closeitnow.net
find us on Instagram,herealcloseitnow and on Facebook
at Close It Now.
See you next time.
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