June 11, 2025 • 29 mins
What 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 trap
- The long-term cost of cruising on “good enough”
- How vices sneak in when we’re not living at full alignment
- Sam’s 100% wake-up call in his 40s
- Shifting from autopilot to intention and congruence
- What it really feels like to play all out
📖 Recommended Reading:
Good to Great by Jim Collins – because good is the enemy of great.
📞 Work with Sam / Join the Close It Now Movement:
🌐 Website: https://www.closeitnow.net
🚀 Coaching & Training: https://www.closeitnow.net/coaching
📲 Instagram: https://www.instagram.com/therealcloseitnow
👥 Facebook Group: https://www.facebook.com/groups/closeitnow
⭐ Final Thought & Call to Action:
This episode is your invitation to stop settling and start leading your life—and business—from the inside out.
Share this episode with someone who’s been stuck at 80%.
Then leave a review and let the world know how this show is impacting you:
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.
Okay, have you ever felt likeyour timing was just off even when
everything else was right?
(01:06):
You had the idea, you had theability, but something in you said,
not yet.
If you're honest, maybe you'vebeen waiting weeks, maybe months.
You're not lazy.
You're just trapped in theillusion of readiness.
But here's the truth.
Ready is a myth.
And perfection, here's a quote.
(01:27):
This is quotable.
Perfection is justprocrastination with a tuxedo.
So today we are going to talkabout perfection.
Are you one of those peoplethat falls victim to that?
So we are going to get into that.
But first let's get into somewhat's in your cup?
(01:49):
I took a break last week.
If you were paying attention,if you are an avid follower of the
show.
I did a nine part series onthe energy in the sales conversation
and I was last week actuallytraining in Chicago.
I trained two differentcompanies in Chicago.
(02:10):
Big shout out to Perfect Tempin Rockford, Illinois and then also
on the mark in, let's see, inHoffman Estates, Illinois.
So that was really, really,really, really, really fun.
And I'll tell you why here ina minute because I had a cool big
start from the beginning.
(02:30):
Moment.
We'll get into that.
But let's do some what's inyour cup?
So today I actually have someiced coffee in my cup from my pot
of hot coffee from this morning.
Threw some in the fridge andit is the Isagenix.
I haven't talked about thisone in a bit.
It's the Isagenix organic.
(02:51):
One thing that I really likeabout their coffee is it's pretty,
it's pretty neutral in that,you know, a lot of coffees, they
are acidic and sometimes givepeople heartburn.
Those types of things.
This one doesn't.
They've actually balanced theph and then also added in some MCT
oil and a little bit ofcoconut oil and a few minerals in
(03:13):
it so it is healthy for you.
So that's what's in my cup today.
It's iced with a splash ofdairy in here.
What is in your cup?
There's several people havemessaged me and said that when I
asked that a lot of times it'san energy drink or what's your latte
of the day?
Are you drinking tea?
Where you at?
So I'm actually double fistingit because my other drink here is
(03:37):
the Steez organic green tea in peach.
So that is the other drinkthat I have.
But let's toast this episode.
Toast to you because you areout there in Drive Time University
making it happen today.
So let's everybody take adrink together and then we'll get
into this episode.
3, 2, 1.
(03:57):
All right, next thing I wantto do is make a super quick shout
out.
All right, so this is.
And you've heard thisgentleman's name a lot lately because
he keeps showing up.
So today he dropped a reviewon my Facebook page on my profile.
(04:18):
So if you are, if you're outthere and you would like to leave
me a review, if you've gottenvalue from the podcast or from any
of my coachings or trainingsover the years, I would love for
you to leave a review, go toApple Podcasts and leave me a five
star review there.
You can review me at Google orthe one place that most people forget
(04:39):
about is you can actuallyleave reviews on a Facebook profile.
So this One is from Mr.
Brian O' Boyle and he is myIrish brother from a different mother
and he says just discoveredSam Wakefield's latest Close it now
episode and flew to Boston forhis relentless event.
(05:00):
Mind blown.
Those reframing tips had mepivoting mid call today like a pro,
so sales no longer feels likepulling teeth.
Sam's charging my confidencebattery on and off the mic.
Highly recommend for anyonewho wants to close more deals and
have fun doing it.
So thank you, Mr.
O' Boyle.
If you know him, you know hegoes by Bob because Brian o' Boyle
(05:23):
is absolutely a little easierthan, I guess, Brian.
I don't know, but I love itand thanks, man.
I appreciate the review forall of you out there.
It is the more reviews that Iget, the better guests that I get
to have on this show.
I don't know if you knew this,but when I am trying to book people
(05:46):
in the show, when I reach outa lot of times Especially the higher
profile guests.
There are gatekeepers and thegatekeepers look for how many reviews
does this, this podcast haveand how is it rated?
So just like your company, Ialso thrive on reviews.
So I would love for you toleave me a review.
(06:08):
If I read your review and youhear it, message me.
And right now we are stilldoing a free one hour coaching session
as a thank you for leaving mea five star review.
So make sure to capture thatbecause that is a thousand dollar
value.
That is the cost of my hourright now because of the availability.
(06:31):
And I will tell you alongthose lines.
I, I have three more spotsleft out.
I have, my calendar is almostfull for my one on one coaching clients.
I have three more spots leftand when they are full, they are
going to be full.
This session this term is anine month, one on one session that
we're doing right now and I'mhere to tell you that this will probably
(06:55):
be the last one on onesessions that I'll be doing for a
while.
I've got a lot going on withsome of the other areas of Close
IT now.
We're doing a lot with tradescale where we're taking companies
and we're partnering with themand not taking ownership like a lot
of the douchebag platforms outthere that are going on right now
(07:15):
that steal your companies andthen clean you out.
But there's some gross stuffgoing on in our industry that is
not what we're doing.
But what we are doing ispartnering with companies, helping
you fill in all of the gapsfor all of the places in your business
where you need systems.
We're coming in, we're doingthat in 30 to 45 days.
(07:35):
And then we're creating you amachine so you can grow and not only
grow, so you can scale.
And I want you to know something.
There is a major differencebetween growing and scaling.
And so we talk about that, wecan talk about that in depth.
But what that looks like is wewill work with you until you say
stop or exit.
(07:56):
So it's a beautiful,beautiful, beautiful combination.
And, and we've got a couple,we're going to have some really cool
stories coming up because I'vegot a couple of case study companies
that we are working with right now.
So have your ear out.
You're going to be hearing alot about it and seeing a lot about
it.
So make sure to join theFacebook group.
I'm sure I'll be doing a lotof lives from those training sessions
(08:18):
so you can get a taste of whatthat is.
Like, so back to the one onone coaching.
However, there's three spots left.
When they're full, they're full.
And that is where we're atright now.
So I want you to know, if youwant the opportunity to do one on
one coaching with me, thatwindow is closing.
So make sure to get.
(08:39):
So I'm sure those three spotswill fill up here asap.
And when they're gone, they're gone.
Because that's all the hours Ihave in the week to allot to that.
So let's get into this episode.
So this episode is for thoseof you who have, you know, you've
got ideas sitting on your harddrive, you've got offers you haven't
launched, you've got trainingyou haven't implemented, conversations
(09:02):
you keep postponing until youfeel, quote, unquote, ready.
We're pulling back the curtainhere today.
This is perfectionism, procrastination.
And the main thing is why 80%done is the secret weapon of top
performers.
I can speak to this from experience.
This is part of our Identityand energy series.
(09:25):
So I've got a couple, coupleepisodes in this.
So springboarding out of theenergy series.
We need to talk about how to.
We're getting a little moreboots on the ground and how to implement
some of this stuff.
So where we're not justtalking tactics, we're rebuilding
who you are as a salesperson,leader, and human.
So that's who we are.
We are working to becomesomeone worth buying from.
(09:49):
All right, so here is the lie,the not ready lie.
Let's start here.
So I've got a question for you.
Where in your life are youwaiting for permission to start?
I want you to really thinkabout this.
Where in your life are youwaiting for permission to start?
Because perfectionism is oftenfear in disguise.
(10:12):
It feels like preparation, butit's really protection from being
judged, from failing, from notbeing enough.
It's a lot of differentthings, but that's what procrastination
is.
So that is.
We have to start there.
We have to know what it isbefore we can analyze it and unpack
(10:33):
it and be able to move past it.
Because something that I hearda good while back from my buddy Jimmy
Jays is, and I don't rememberwhere he quotes this from, but a
problem that is well definedis half solved.
A problem well defined as half solved.
So we're unpackingperfectionism today.
Perfectionism often marrieswith procrastination.
(10:57):
And so that's what we'retalking about.
So we delay because we Think,you know, I'll start once a.
And this is a big one.
I see this all the time whenI'm training scripting and when I'm
training, you know, indifferent locations or with, or even
online, we're doing virtualsessions or in person.
You know, we'll work onsomebody's pitch, we'll work on somebody's
(11:19):
scripting, work on their intro.
I had this one gentleman, notgoing to name names, but he told
me, you know, we coachedtogether for several months and he
said, okay, I'm waiting to,I'm waiting to use this until I've,
until I got it down perfectly.
And every single session I waslike, dude, stop it, stop it, stop
it.
You have to, you have to getin the field.
(11:40):
You have to use it.
You have to use it.
And he never ever did.
And it was so frustrating tome on my side because I'm leading
this horse to water, but Ican't make him drink.
So that's why we say successhappens at the speed of implementation.
Do not wait.
And if you're waiting untilyou have it down perfectly to use
(12:00):
it, you're waiting too longand it will never be perfect and
you're never going to use it.
So, you know, and then alsohere's one social media.
We know we can generate a tonof business from social media.
I have this is.
That's been really the mainsource of my business for a lot of
years now.
Not just in close it now, butalso in the solar company that I
(12:25):
was with for three years, alsoin the H Vac.
Last one I was in the H.
In the field with H Vac.
I mean did it for a decade.
I was constantly postingvideos and so many people would reach
out to me to have me look attheir projects because of what they
had seen on my Facebook page,which was incredible to me.
(12:45):
But it makes total sensebecause you get, it's leverage.
You can get in front of a lotof people very efficiently when you,
when you do that.
So that's so much of.
But so many people say, well,you know, you know, when I feel confident
enough, then I'll start posting.
(13:07):
Well, then you'll never get it done.
Or I'll launch when I getevery step mapped out.
Say you're wanting to say youare that person that you want to
open your own company, but youfeel like you have to have every
single thing mapped out first.
Well, I'll tell you what, Ithink of it like this.
I live in Austin and say thatI want to take my family to vacation
(13:30):
in will call it Orlando, Florida.
I'm going to take them toDisney World.
Well, I don't wait to launch,to leave, to start driving out of
my driveway until every singlelight between here and Florida is
green.
I don't even know what.
I don't even know what itlooks like between here and there.
(13:52):
No, you.
You go, you start moving andyou're waiting for it.
You go for the best next step.
So you get to the next lightand it turns green, and the next
one, it turns green.
You don't wait till they'reall green at the same time.
That's stupid.
And so that's what's happening.
If you're waiting to startyour business until it's all mapped
out or you're waiting to, youknow, post until everything is complete,
(14:16):
don't delay.
Because here's what happenswhen you delay.
It becomes a habit.
And what feels responsible,you know, we're.
Oh, I'm being responsible.
It's actually resistance.
So here is a concept that Iwant you to adopt into your life.
I either win or I learn, but Ido not wait.
(14:38):
I either win or I learn, but Ido not wait.
So lesson time.
I know you're in Drive TimeUniversity, and thank you all for
listening to me right nowwhile you're in Drive Time University.
But here's your homework, everyone.
I want you to write down onething that you've been putting off
and ask yourself, what wouldhappen if I did this at 80% complete
(15:02):
this week?
Write down the one thing thatyou've been putting off.
Putting off.
And instead of waiting for itto be perfect, what would happen
if you did it?
If it was just 80% complete?
Want you to write that downbecause what we're about to talk
about is the power of 80%.
Done.
This is the secret sweet spotof momentum.
This is the secret weapon thattop performers use to actually GSD
(15:28):
get shit done.
So the reason 80% is the sweet spot.
80% means it's done enough totest, to refine, to ship, to ship,
to launch.
Whatever it is, whateveryou're doing, 80% is done enough.
Because what happens is whenwe're thinking about perfection,
(15:49):
we.
And this is.
This is really a trap.
Because perfection often addsreally zero real value.
It delays the rewards.
When you're trying to get to100% before feedback, it's like trying
to bake the perfect cakewithout ever tasting the battery
or without ever tasting any cakes.
(16:10):
You want feedback?
We've got to create thisfeedback loop so we can get Better
along the way.
We're not creating thisfantasy world that, oh, if I follow
this, it's going to be perfectevery time.
No, we know this.
And so here's an analogy tohelp you out with this.
You wouldn't perfect therecipe before baking the first version.
(16:31):
No, you bake your cake andthen you improve on it.
You adjust the ingredients soit's more like what you're wanting
more of what your outcome isthat your desired outcome.
So it's the same in sales,it's the same when you're putting
out content.
It's the same when you'rebuilding a product.
(16:51):
It's the same with your habits.
So the thing is, when we getto the 80, this is what in product
development or businesses,they call the mvp, the minimum viable
product.
That means it's good enough to use.
And then through the feedbackloop, that's how we start to really
(17:12):
make the difference and closethe rest of that 20% that's left.
We do that by testing it.
We do that by trial and error.
And it's okay, because trulysuccessful people, they launch something
knowing there's parts of itthat are wrong.
And it's okay.
And they accept it because.
Because remember that mindset,I either win or I learn.
(17:34):
So here's something I want to make.
Want you to make this your mantra.
Launch it messy.
Perfect it live.
Launch it messy.
Perfect it live.
Done is the door to discovery.
Adopt that.
If it's 80%, it's done and wecan get it out there, we can launch
it messy.
This is when you're practicingyour scripts.
(17:54):
I've got it enough that I can get.
Get out there and use it.
Because I'll tell yousomething usable is a thousand times
better than something thatyou're trying to perfect that you
never use, because that meansyou're getting zero traction with
it.
Let's apply it to sales, too,especially with scripts.
(18:16):
They don't know what it'ssupposed to sound like.
It's just like when you'replaying a song on stage.
If you're a musician or ifyou're in theater, they don't know
what it's supposed to sound like.
So if you mess up, they don't know.
In fact, professionals makejust as many mistakes as amateurs.
You would just never know theydo because they just keep going.
(18:37):
They're like, oh, okay, fine,make it fun.
So launch it messy.
Perfect it live.
Done is the door to discovery.
So here is your next piece of homework.
Choose one thing to launch,test, say, or share this Week.
Even if it's only 80%, theversion that exists beats the version
(19:00):
that lives only in your head.
So make it live.
Make it real.
So this is the trap of beingan 80% high performer.
Let's flip this coin a littlebit, because there's a different
kind of 80% problem that Iwant to call out, because I have
lived it, and I have asuspicion that some of you have as
(19:22):
well.
So most of my life, I lived at 80%.
If you're naturally good at alot of things, you know, school,
music, sports.
I wouldn't necessarily saythat about sports with myself, unless
it's weightlifting.
But communication, when you'renaturally good at some things or
(19:44):
a lot of things, I never hadto really give it all.
I 80% got me accolades, it gotme praise, it got me results, it
got me opportunities.
But what I didn't realize is80% became my ceiling.
It made me complacent when Ihit my.
So here's what happened.
I hit my 40s because I'm olderthan a lot of people think I am.
(20:08):
I hit my 40s, and I startedwondering, hmm, what would life look
like if I actually gave it 100%?
What if I actually stopped cruising?
Just, you know, cruise control?
What if I dropped the vices?
That's why I am a year and ahalf sober now.
No alcohol.
What if I went all in on whoI'm supposed to be?
(20:29):
I started asking myself thosequestions, and I want you to ask
yourself that question, too.
Are you the person that you'renaturally good at a lot of things,
and so you only ever have togive 80% to be maybe head and shoulders
above most of your peers, isthat you.
And I have a suspicion it is.
Because most of the peopleI've met in sales, especially sales
(20:52):
in home services and in thetrades, are this person.
Because we're good enough thatwe get some pretty solid numbers,
but we just kind of cruise.
We take it easy when weshould, not necessarily always be
taking it easy.
So good was the enemy of greatin my life, and I don't want that
(21:15):
to be the same thing for you.
Comfort was my drug.
And I really think I'm not theonly one here.
I know there's peoplelistening to this right now who are
coasting at 80%.
And the thing is, nobody knowsit but you.
You've been praised your wholelife for being the talented one.
But what would happen if youactually turned it all on?
(21:38):
What would happen if youkicked in your afterburners and said,
you know, What I want, let'ssee, for a year, what would it look
like if I gave 100%?
Because here's the thing.
You're not afraid of failure.
You're afraid.
I'm going to say this againbecause it's starting.
I wrote these notes and I'mgetting emotional reading them.
You're not afraid of failure.
(21:59):
You're afraid of finding outwhat you're really capable of.
I'm going to say that againfor the all of you 80% people.
You're not afraid of failure.
I'm here to suggest that maybeyou're afraid of finding out what
you're really capable of,because you will never know just
(22:19):
how far you can go until youreach that limit.
And I will tell you, it's wayfurther than you think.
So I want you to ask yourself.
So here's the work that I wantyou to do in this episode, in this
part of the episode, we've gothomework in this episode.
So I want you to be able to.
So go into the show.
Notes, the transcript is there.
So these questions will be there.
(22:42):
I want you to ask yourself, amI using talent as a crutch in my
life?
Also ask yourself, what would100% look like?
What would 100% feel like now?
What's one behavior, onechoice, one commitment you can make
this week that aligns withyour full capacity?
(23:06):
I want you to figure thesequestions out, write them down, put
them in a comment.
If you want, shoot me amessage directly.
I'm happy to have thisconversation with you to help you
figure this out and help yousee your true potential.
Where is your vision?
Let's help you dream again,because imagine the freedom of no
(23:27):
longer waiting, of doing thething not perfectly, but doing the
thing powerfully.
What would that be like?
Imagine walking into your lifenot 80% alive, not 80% present, but
fully engaged.
That's what we're doing here.
We're not just building skill,we're building self.
(23:49):
So this podcast, this work,this calling, it's not about getting
you better scripts.
It's about getting you back.
All of you.
I want you to walk in yourtrue power because that is the only
way you'll be able to show upin your authenticity in your life,
with your family, at work,with your co workers, in your sales
(24:14):
appointments.
That's the only way you'regoing to be able to show up at your
maximum potential.
You cut me monologue in here.
I am so passionate about this,and I hope you can hear it in the
intensity in my voice, becauseit's truly something that's coming
from my heart right now.
This is why I close it now,why we're on a mission.
This is a movement to trulychange the face of an entire industry.
(24:38):
And I hope you can feel thedifference here, because the thing
is.
So let's recap.
Perfectionism is fear wearinga mask.
That's all perfectionism is.
It's just fear wearing a mask.
80% done is the launch pad forall momentum.
Waiting to be ready keeps you stuck.
(25:00):
And cruising at 80% might bethe most dangerous trap of all because
you're getting stuck in a rut.
And I hope you know what a rut is.
A rut is.
Is a grave with both endskicked out and you do not want to
be there, especially for long term.
So we're here to walk not whenit's perfect, but when it's possible.
(25:22):
And that's now.
So we're here to take the steps.
So here's my call to actionfor you.
If this landed, I want you topause right now and leave a review.
That's how this movement grows.
But DM me.
Tell me the Shoot me a message.
I want you to shoot me an email.
Sam, close it now dot net.
(25:42):
You can go to the websitecloseitnow.net, fill out the form,
and there's a message box in there.
Message me or hop on Facebook,join the Facebook group, and you
can.
You can absolutely connectwith me on there.
Search Close it now.
The Facebook group will comeright up.
Find me Sam Wakefield onFacebook and I want you to shoot
me a message that says I'mdone waiting.
(26:05):
You can find me on Instagramat the real Close it now.
Shoot me a message.
Wherever you're at, message me.
Say I'm done waiting, and I'llknow you're serious about this shift.
Let's talk.
This is not a sales pitch totry to.
If you want coaching,absolutely, go for it.
We've got three spots left.
We'll plug in, but this is notwhat this is about.
(26:27):
I want you to message me and Iwill help hold you accountable, to
take these steps, because youdeserve more in your life than you're
living up to.
You have more potential insidesight of you.
You've got so much left in thetank that you're ready to pour out
onto the field.
I know it.
And I'm here to inspire,encourage, and motivate you to take
that step.
(26:49):
Okay?
So stay tuned because in thenext episode, we're going to dive
deeper into what I call the80% life, what it costs, what it
reveals, and how to rise outof it.
Got a sneak peek here, butthere's more that I want to cover
with this and so we're goingto dive deeper in the next episode.
So what I want you to do isshare this with the person in your
(27:10):
life who is stuck playing small.
The person that's coasting orjust needs permission to move again.
That is what I want you to do.
So thank you for listening tothis episode.
Gosh, I am so grateful forevery single one of you.
If you don't have a dailygratitude practice, I highly recommend
(27:31):
that we started one out of theFacebook group.
So join the Facebook group andthere's a chat thread.
If you didn't know this,there's a chat thread for objection
handling and sales tips and tricks.
There's also one for dailygratitude moments.
If you don't have a dailygratitude practice in your life,
go join the Facebook group.
Join that chat thread everysingle day.
(27:52):
I post my daily gratitude inthere and I know a ton of people
in the group use that as ourdaily gratitude moment.
It's so awesome to reset andto focus on the things we're grateful
in life because you cannotlive an 80% life if you start focusing
on gratitude.
So thank you for listening everybody.
If you got some value fromthis, make sure to share it with
(28:13):
somebody that could use it.
And you know how we do this.
I want you to go be someoneworth buying from.
You've been listening to theClose it now podcast.
Our passion is to diveheadfirst into the transformative
movement that's reshaping thevery foundation of H Vac and home
improvement and at the sametime covering fitness, nutrition,
(28:37):
relationships and personalgrowth, proving that we can indeed
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 Instagramat the real Close it now and on Facebook
(28:59):
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.
Okay, have you ever felt likeyour timing was just off even when
everything else was right?
(01:06):
You had the idea, you had theability, but something in you said,
not yet.
If you're honest, maybe you'vebeen waiting weeks, maybe months.
You're not lazy.
You're just trapped in theillusion of readiness.
But here's the truth.
Ready is a myth.
And perfection, here's a quote.
(01:27):
This is quotable.
Perfection is justprocrastination with a tuxedo.
So today we are going to talkabout perfection.
Are you one of those peoplethat falls victim to that?
So we are going to get into that.
But first let's get into somewhat's in your cup?
(01:49):
I took a break last week.
If you were paying attention,if you are an avid follower of the
show.
I did a nine part series onthe energy in the sales conversation
and I was last week actuallytraining in Chicago.
I trained two differentcompanies in Chicago.
(02:10):
Big shout out to Perfect Tempin Rockford, Illinois and then also
on the mark in, let's see, inHoffman Estates, Illinois.
So that was really, really,really, really, really fun.
And I'll tell you why here ina minute because I had a cool big
start from the beginning.
(02:30):
Moment.
We'll get into that.
But let's do some what's inyour cup?
So today I actually have someiced coffee in my cup from my pot
of hot coffee from this morning.
Threw some in the fridge andit is the Isagenix.
I haven't talked about thisone in a bit.
It's the Isagenix organic.
(02:51):
One thing that I really likeabout their coffee is it's pretty,
it's pretty neutral in that,you know, a lot of coffees, they
are acidic and sometimes givepeople heartburn.
Those types of things.
This one doesn't.
They've actually balanced theph and then also added in some MCT
oil and a little bit ofcoconut oil and a few minerals in
(03:13):
it so it is healthy for you.
So that's what's in my cup today.
It's iced with a splash ofdairy in here.
What is in your cup?
There's several people havemessaged me and said that when I
asked that a lot of times it'san energy drink or what's your latte
of the day?
Are you drinking tea?
Where you at?
So I'm actually double fistingit because my other drink here is
(03:37):
the Steez organic green tea in peach.
So that is the other drinkthat I have.
But let's toast this episode.
Toast to you because you areout there in Drive Time University
making it happen today.
So let's everybody take adrink together and then we'll get
into this episode.
3, 2, 1.
(03:57):
All right, next thing I wantto do is make a super quick shout
out.
All right, so this is.
And you've heard thisgentleman's name a lot lately because
he keeps showing up.
So today he dropped a reviewon my Facebook page on my profile.
(04:18):
So if you are, if you're outthere and you would like to leave
me a review, if you've gottenvalue from the podcast or from any
of my coachings or trainingsover the years, I would love for
you to leave a review, go toApple Podcasts and leave me a five
star review there.
You can review me at Google orthe one place that most people forget
(04:39):
about is you can actuallyleave reviews on a Facebook profile.
So this One is from Mr.
Brian O' Boyle and he is myIrish brother from a different mother
and he says just discoveredSam Wakefield's latest Close it now
episode and flew to Boston forhis relentless event.
(05:00):
Mind blown.
Those reframing tips had mepivoting mid call today like a pro,
so sales no longer feels likepulling teeth.
Sam's charging my confidencebattery on and off the mic.
Highly recommend for anyonewho wants to close more deals and
have fun doing it.
So thank you, Mr.
O' Boyle.
If you know him, you know hegoes by Bob because Brian o' Boyle
(05:23):
is absolutely a little easierthan, I guess, Brian.
I don't know, but I love itand thanks, man.
I appreciate the review forall of you out there.
It is the more reviews that Iget, the better guests that I get
to have on this show.
I don't know if you knew this,but when I am trying to book people
(05:46):
in the show, when I reach outa lot of times Especially the higher
profile guests.
There are gatekeepers and thegatekeepers look for how many reviews
does this, this podcast haveand how is it rated?
So just like your company, Ialso thrive on reviews.
So I would love for you toleave me a review.
(06:08):
If I read your review and youhear it, message me.
And right now we are stilldoing a free one hour coaching session
as a thank you for leaving mea five star review.
So make sure to capture thatbecause that is a thousand dollar
value.
That is the cost of my hourright now because of the availability.
(06:31):
And I will tell you alongthose lines.
I, I have three more spotsleft out.
I have, my calendar is almostfull for my one on one coaching clients.
I have three more spots leftand when they are full, they are
going to be full.
This session this term is anine month, one on one session that
we're doing right now and I'mhere to tell you that this will probably
(06:55):
be the last one on onesessions that I'll be doing for a
while.
I've got a lot going on withsome of the other areas of Close
IT now.
We're doing a lot with tradescale where we're taking companies
and we're partnering with themand not taking ownership like a lot
of the douchebag platforms outthere that are going on right now
(07:15):
that steal your companies andthen clean you out.
But there's some gross stuffgoing on in our industry that is
not what we're doing.
But what we are doing ispartnering with companies, helping
you fill in all of the gapsfor all of the places in your business
where you need systems.
We're coming in, we're doingthat in 30 to 45 days.
(07:35):
And then we're creating you amachine so you can grow and not only
grow, so you can scale.
And I want you to know something.
There is a major differencebetween growing and scaling.
And so we talk about that, wecan talk about that in depth.
But what that looks like is wewill work with you until you say
stop or exit.
(07:56):
So it's a beautiful,beautiful, beautiful combination.
And, and we've got a couple,we're going to have some really cool
stories coming up because I'vegot a couple of case study companies
that we are working with right now.
So have your ear out.
You're going to be hearing alot about it and seeing a lot about
it.
So make sure to join theFacebook group.
I'm sure I'll be doing a lotof lives from those training sessions
(08:18):
so you can get a taste of whatthat is.
Like, so back to the one onone coaching.
However, there's three spots left.
When they're full, they're full.
And that is where we're atright now.
So I want you to know, if youwant the opportunity to do one on
one coaching with me, thatwindow is closing.
So make sure to get.
(08:39):
So I'm sure those three spotswill fill up here asap.
And when they're gone, they're gone.
Because that's all the hours Ihave in the week to allot to that.
So let's get into this episode.
So this episode is for thoseof you who have, you know, you've
got ideas sitting on your harddrive, you've got offers you haven't
launched, you've got trainingyou haven't implemented, conversations
(09:02):
you keep postponing until youfeel, quote, unquote, ready.
We're pulling back the curtainhere today.
This is perfectionism, procrastination.
And the main thing is why 80%done is the secret weapon of top
performers.
I can speak to this from experience.
This is part of our Identityand energy series.
(09:25):
So I've got a couple, coupleepisodes in this.
So springboarding out of theenergy series.
We need to talk about how to.
We're getting a little moreboots on the ground and how to implement
some of this stuff.
So where we're not justtalking tactics, we're rebuilding
who you are as a salesperson,leader, and human.
So that's who we are.
We are working to becomesomeone worth buying from.
(09:49):
All right, so here is the lie,the not ready lie.
Let's start here.
So I've got a question for you.
Where in your life are youwaiting for permission to start?
I want you to really thinkabout this.
Where in your life are youwaiting for permission to start?
Because perfectionism is oftenfear in disguise.
(10:12):
It feels like preparation, butit's really protection from being
judged, from failing, from notbeing enough.
It's a lot of differentthings, but that's what procrastination
is.
So that is.
We have to start there.
We have to know what it isbefore we can analyze it and unpack
(10:33):
it and be able to move past it.
Because something that I hearda good while back from my buddy Jimmy
Jays is, and I don't rememberwhere he quotes this from, but a
problem that is well definedis half solved.
A problem well defined as half solved.
So we're unpackingperfectionism today.
Perfectionism often marrieswith procrastination.
(10:57):
And so that's what we'retalking about.
So we delay because we Think,you know, I'll start once a.
And this is a big one.
I see this all the time whenI'm training scripting and when I'm
training, you know, indifferent locations or with, or even
online, we're doing virtualsessions or in person.
You know, we'll work onsomebody's pitch, we'll work on somebody's
(11:19):
scripting, work on their intro.
I had this one gentleman, notgoing to name names, but he told
me, you know, we coachedtogether for several months and he
said, okay, I'm waiting to,I'm waiting to use this until I've,
until I got it down perfectly.
And every single session I waslike, dude, stop it, stop it, stop
it.
You have to, you have to getin the field.
(11:40):
You have to use it.
You have to use it.
And he never ever did.
And it was so frustrating tome on my side because I'm leading
this horse to water, but Ican't make him drink.
So that's why we say successhappens at the speed of implementation.
Do not wait.
And if you're waiting untilyou have it down perfectly to use
(12:00):
it, you're waiting too longand it will never be perfect and
you're never going to use it.
So, you know, and then alsohere's one social media.
We know we can generate a tonof business from social media.
I have this is.
That's been really the mainsource of my business for a lot of
years now.
Not just in close it now, butalso in the solar company that I
(12:25):
was with for three years, alsoin the H Vac.
Last one I was in the H.
In the field with H Vac.
I mean did it for a decade.
I was constantly postingvideos and so many people would reach
out to me to have me look attheir projects because of what they
had seen on my Facebook page,which was incredible to me.
(12:45):
But it makes total sensebecause you get, it's leverage.
You can get in front of a lotof people very efficiently when you,
when you do that.
So that's so much of.
But so many people say, well,you know, you know, when I feel confident
enough, then I'll start posting.
(13:07):
Well, then you'll never get it done.
Or I'll launch when I getevery step mapped out.
Say you're wanting to say youare that person that you want to
open your own company, but youfeel like you have to have every
single thing mapped out first.
Well, I'll tell you what, Ithink of it like this.
I live in Austin and say thatI want to take my family to vacation
(13:30):
in will call it Orlando, Florida.
I'm going to take them toDisney World.
Well, I don't wait to launch,to leave, to start driving out of
my driveway until every singlelight between here and Florida is
green.
I don't even know what.
I don't even know what itlooks like between here and there.
(13:52):
No, you.
You go, you start moving andyou're waiting for it.
You go for the best next step.
So you get to the next lightand it turns green, and the next
one, it turns green.
You don't wait till they'reall green at the same time.
That's stupid.
And so that's what's happening.
If you're waiting to startyour business until it's all mapped
out or you're waiting to, youknow, post until everything is complete,
(14:16):
don't delay.
Because here's what happenswhen you delay.
It becomes a habit.
And what feels responsible,you know, we're.
Oh, I'm being responsible.
It's actually resistance.
So here is a concept that Iwant you to adopt into your life.
I either win or I learn, but Ido not wait.
(14:38):
I either win or I learn, but Ido not wait.
So lesson time.
I know you're in Drive TimeUniversity, and thank you all for
listening to me right nowwhile you're in Drive Time University.
But here's your homework, everyone.
I want you to write down onething that you've been putting off
and ask yourself, what wouldhappen if I did this at 80% complete
(15:02):
this week?
Write down the one thing thatyou've been putting off.
Putting off.
And instead of waiting for itto be perfect, what would happen
if you did it?
If it was just 80% complete?
Want you to write that downbecause what we're about to talk
about is the power of 80%.
Done.
This is the secret sweet spotof momentum.
This is the secret weapon thattop performers use to actually GSD
(15:28):
get shit done.
So the reason 80% is the sweet spot.
80% means it's done enough totest, to refine, to ship, to ship,
to launch.
Whatever it is, whateveryou're doing, 80% is done enough.
Because what happens is whenwe're thinking about perfection,
(15:49):
we.
And this is.
This is really a trap.
Because perfection often addsreally zero real value.
It delays the rewards.
When you're trying to get to100% before feedback, it's like trying
to bake the perfect cakewithout ever tasting the battery
or without ever tasting any cakes.
(16:10):
You want feedback?
We've got to create thisfeedback loop so we can get Better
along the way.
We're not creating thisfantasy world that, oh, if I follow
this, it's going to be perfectevery time.
No, we know this.
And so here's an analogy tohelp you out with this.
You wouldn't perfect therecipe before baking the first version.
(16:31):
No, you bake your cake andthen you improve on it.
You adjust the ingredients soit's more like what you're wanting
more of what your outcome isthat your desired outcome.
So it's the same in sales,it's the same when you're putting
out content.
It's the same when you'rebuilding a product.
(16:51):
It's the same with your habits.
So the thing is, when we getto the 80, this is what in product
development or businesses,they call the mvp, the minimum viable
product.
That means it's good enough to use.
And then through the feedbackloop, that's how we start to really
(17:12):
make the difference and closethe rest of that 20% that's left.
We do that by testing it.
We do that by trial and error.
And it's okay, because trulysuccessful people, they launch something
knowing there's parts of itthat are wrong.
And it's okay.
And they accept it because.
Because remember that mindset,I either win or I learn.
(17:34):
So here's something I want to make.
Want you to make this your mantra.
Launch it messy.
Perfect it live.
Launch it messy.
Perfect it live.
Done is the door to discovery.
Adopt that.
If it's 80%, it's done and wecan get it out there, we can launch
it messy.
This is when you're practicingyour scripts.
(17:54):
I've got it enough that I can get.
Get out there and use it.
Because I'll tell yousomething usable is a thousand times
better than something thatyou're trying to perfect that you
never use, because that meansyou're getting zero traction with
it.
Let's apply it to sales, too,especially with scripts.
(18:16):
They don't know what it'ssupposed to sound like.
It's just like when you'replaying a song on stage.
If you're a musician or ifyou're in theater, they don't know
what it's supposed to sound like.
So if you mess up, they don't know.
In fact, professionals makejust as many mistakes as amateurs.
You would just never know theydo because they just keep going.
(18:37):
They're like, oh, okay, fine,make it fun.
So launch it messy.
Perfect it live.
Done is the door to discovery.
So here is your next piece of homework.
Choose one thing to launch,test, say, or share this Week.
Even if it's only 80%, theversion that exists beats the version
(19:00):
that lives only in your head.
So make it live.
Make it real.
So this is the trap of beingan 80% high performer.
Let's flip this coin a littlebit, because there's a different
kind of 80% problem that Iwant to call out, because I have
lived it, and I have asuspicion that some of you have as
(19:22):
well.
So most of my life, I lived at 80%.
If you're naturally good at alot of things, you know, school,
music, sports.
I wouldn't necessarily saythat about sports with myself, unless
it's weightlifting.
But communication, when you'renaturally good at some things or
(19:44):
a lot of things, I never hadto really give it all.
I 80% got me accolades, it gotme praise, it got me results, it
got me opportunities.
But what I didn't realize is80% became my ceiling.
It made me complacent when Ihit my.
So here's what happened.
I hit my 40s because I'm olderthan a lot of people think I am.
(20:08):
I hit my 40s, and I startedwondering, hmm, what would life look
like if I actually gave it 100%?
What if I actually stopped cruising?
Just, you know, cruise control?
What if I dropped the vices?
That's why I am a year and ahalf sober now.
No alcohol.
What if I went all in on whoI'm supposed to be?
(20:29):
I started asking myself thosequestions, and I want you to ask
yourself that question, too.
Are you the person that you'renaturally good at a lot of things,
and so you only ever have togive 80% to be maybe head and shoulders
above most of your peers, isthat you.
And I have a suspicion it is.
Because most of the peopleI've met in sales, especially sales
(20:52):
in home services and in thetrades, are this person.
Because we're good enough thatwe get some pretty solid numbers,
but we just kind of cruise.
We take it easy when weshould, not necessarily always be
taking it easy.
So good was the enemy of greatin my life, and I don't want that
(21:15):
to be the same thing for you.
Comfort was my drug.
And I really think I'm not theonly one here.
I know there's peoplelistening to this right now who are
coasting at 80%.
And the thing is, nobody knowsit but you.
You've been praised your wholelife for being the talented one.
But what would happen if youactually turned it all on?
(21:38):
What would happen if youkicked in your afterburners and said,
you know, What I want, let'ssee, for a year, what would it look
like if I gave 100%?
Because here's the thing.
You're not afraid of failure.
You're afraid.
I'm going to say this againbecause it's starting.
I wrote these notes and I'mgetting emotional reading them.
You're not afraid of failure.
(21:59):
You're afraid of finding outwhat you're really capable of.
I'm going to say that againfor the all of you 80% people.
You're not afraid of failure.
I'm here to suggest that maybeyou're afraid of finding out what
you're really capable of,because you will never know just
(22:19):
how far you can go until youreach that limit.
And I will tell you, it's wayfurther than you think.
So I want you to ask yourself.
So here's the work that I wantyou to do in this episode, in this
part of the episode, we've gothomework in this episode.
So I want you to be able to.
So go into the show.
Notes, the transcript is there.
So these questions will be there.
(22:42):
I want you to ask yourself, amI using talent as a crutch in my
life?
Also ask yourself, what would100% look like?
What would 100% feel like now?
What's one behavior, onechoice, one commitment you can make
this week that aligns withyour full capacity?
(23:06):
I want you to figure thesequestions out, write them down, put
them in a comment.
If you want, shoot me amessage directly.
I'm happy to have thisconversation with you to help you
figure this out and help yousee your true potential.
Where is your vision?
Let's help you dream again,because imagine the freedom of no
(23:27):
longer waiting, of doing thething not perfectly, but doing the
thing powerfully.
What would that be like?
Imagine walking into your lifenot 80% alive, not 80% present, but
fully engaged.
That's what we're doing here.
We're not just building skill,we're building self.
(23:49):
So this podcast, this work,this calling, it's not about getting
you better scripts.
It's about getting you back.
All of you.
I want you to walk in yourtrue power because that is the only
way you'll be able to show upin your authenticity in your life,
with your family, at work,with your co workers, in your sales
(24:14):
appointments.
That's the only way you'regoing to be able to show up at your
maximum potential.
You cut me monologue in here.
I am so passionate about this,and I hope you can hear it in the
intensity in my voice, becauseit's truly something that's coming
from my heart right now.
This is why I close it now,why we're on a mission.
This is a movement to trulychange the face of an entire industry.
(24:38):
And I hope you can feel thedifference here, because the thing
is.
So let's recap.
Perfectionism is fear wearinga mask.
That's all perfectionism is.
It's just fear wearing a mask.
80% done is the launch pad forall momentum.
Waiting to be ready keeps you stuck.
(25:00):
And cruising at 80% might bethe most dangerous trap of all because
you're getting stuck in a rut.
And I hope you know what a rut is.
A rut is.
Is a grave with both endskicked out and you do not want to
be there, especially for long term.
So we're here to walk not whenit's perfect, but when it's possible.
(25:22):
And that's now.
So we're here to take the steps.
So here's my call to actionfor you.
If this landed, I want you topause right now and leave a review.
That's how this movement grows.
But DM me.
Tell me the Shoot me a message.
I want you to shoot me an email.
Sam, close it now dot net.
(25:42):
You can go to the websitecloseitnow.net, fill out the form,
and there's a message box in there.
Message me or hop on Facebook,join the Facebook group, and you
can.
You can absolutely connectwith me on there.
Search Close it now.
The Facebook group will comeright up.
Find me Sam Wakefield onFacebook and I want you to shoot
me a message that says I'mdone waiting.
(26:05):
You can find me on Instagramat the real Close it now.
Shoot me a message.
Wherever you're at, message me.
Say I'm done waiting, and I'llknow you're serious about this shift.
Let's talk.
This is not a sales pitch totry to.
If you want coaching,absolutely, go for it.
We've got three spots left.
We'll plug in, but this is notwhat this is about.
(26:27):
I want you to message me and Iwill help hold you accountable, to
take these steps, because youdeserve more in your life than you're
living up to.
You have more potential insidesight of you.
You've got so much left in thetank that you're ready to pour out
onto the field.
I know it.
And I'm here to inspire,encourage, and motivate you to take
that step.
(26:49):
Okay?
So stay tuned because in thenext episode, we're going to dive
deeper into what I call the80% life, what it costs, what it
reveals, and how to rise outof it.
Got a sneak peek here, butthere's more that I want to cover
with this and so we're goingto dive deeper in the next episode.
So what I want you to do isshare this with the person in your
(27:10):
life who is stuck playing small.
The person that's coasting orjust needs permission to move again.
That is what I want you to do.
So thank you for listening tothis episode.
Gosh, I am so grateful forevery single one of you.
If you don't have a dailygratitude practice, I highly recommend
(27:31):
that we started one out of theFacebook group.
So join the Facebook group andthere's a chat thread.
If you didn't know this,there's a chat thread for objection
handling and sales tips and tricks.
There's also one for dailygratitude moments.
If you don't have a dailygratitude practice in your life,
go join the Facebook group.
Join that chat thread everysingle day.
(27:52):
I post my daily gratitude inthere and I know a ton of people
in the group use that as ourdaily gratitude moment.
It's so awesome to reset andto focus on the things we're grateful
in life because you cannotlive an 80% life if you start focusing
on gratitude.
So thank you for listening everybody.
If you got some value fromthis, make sure to share it with
(28:13):
somebody that could use it.
And you know how we do this.
I want you to go be someoneworth buying from.
You've been listening to theClose it now podcast.
Our passion is to diveheadfirst into the transformative
movement that's reshaping thevery foundation of H Vac and home
improvement and at the sametime covering fitness, nutrition,
(28:37):
relationships and personalgrowth, proving that we can indeed
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 Instagramat the real Close it now and on Facebook
(28:59):
at Close It Now.
See you next time.
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