This podcast episode centers on the essential concept of understanding and transforming limiting beliefs through Neuro-Linguistic Programming (NLP) to enhance sales efficacy. I, Sam Wakefield, alongside my guest Umar Hamid, delve into the intricacies of how our subconscious beliefs shape our sales performance and overall success in the HVAC industry. We explore practical strategies for overcoming obstacles such as the fear of rejection and the discomfort associated with cold calling, emphasizing the importance of self-esteem in achieving sales excellence. The dialogue is enriched by Umar's insights from his extensive experience in NLP, offering listeners actionable techniques that can be implemented immediately to foster confidence and improve customer interactions. This episode serves as a vital resource for sales professionals seeking to elevate their practice by addressing the psychological barriers that impede their success.

Rediscover the magic of talking to people in person with using a little bit of humor. Gain your customers' trust faster and build a stronger bond. You will get more YESes and less people backing out of the deal last minute.

In this episode of Close It Now, Sam interviews Umar Hameed, host of No Limits Selling podcast, a world renowned keynote speaker and an NLP coach and trainer where they talk about how we can serve customers in a way that they get what they want, they get their problems fixed and we get to be the heroes that do it.

Welcome to Close it now, an H Vac sales training podcast with Sam Wakefield.

Here we'll build your reputation in residential H Vac sales to be the expert influencer in your market.

You'll get insight into the top minds in the industry as they share their skills and hacks to help you on your journey.

This podcast isn't just about selling more.

It's about understanding your customers needs and building efficiencies behind the scenes so you can sell more but work less while being top of mind when people think H Vac.

Now let's get started with your host of the Close it now podcast.

This is Sam Wakefield.

All right, well welcome back to Sam Wakefield with Close It Now.

I know it has been a little bit of a gap between the last few episodes and this one, but if you're listening now and in the future, you won't even recognize that'll realize it.

But for all of you faithful fans out there, everyone who's been listening since day one, basically what happened?

You know, sometimes things change when you have a service that doesn't always keep up their end of the bargain.

So basically the service that was hosting the podcast turned out to have some glitches and some issues.

So I had to make a change.

So that explains for all of you wondering, that explains the delay in kind of a podcast gap, so to speak.

That happened.

But we are back better than ever in fact everybody.

So the new schedule moving forward is.

I'm really excited about it.

It's going to be Mondays.

We'll drop my solo podcast with just like we've always done, mostly with my just me on here.

Thanks for listening to me talk about the things that are important to sales, the importance of sales philosophy, important to the H Vac and just in home selling and trades industries.

And then every Friday moving forward, we're going to drop an interview which is awesome.

So that is what we're doing today.

I'm really excited to bring on our guest today.

And real quick, before I introduce him, make sure to go join our Facebook group.

It is just search Close it now in groups on Facebook.

It'll come right up.

Or H Vac sales.

We're one of the top Facebook groups and fastest growing on Facebook and so go join the Facebook group.

There's been some really amazing discussion lately.

It's also a place that you can go to when you hear a podcast and something piques your interest, something you have more questions about.

You can go in there and start.

It's just over a thousand like minded salespeople Just like you, comfort consultants, comfort advisors, project managers, selling texts that are in there.

It's not like the other Facebook groups.

This is 100% positive, supportive group.

If somebody comes in with attitude or is demeaning like some of the other groups happen, we check them at the door.

So don't worry about that.

It's a completely neutral space where we're there.

We exist to lift each other up and train each other and so you.

We all have a better experience and we go out and crush it.

You know, it's.

That's at the end of the day, it's about making the, you know, serving others, making a sale.

We can only serve others by them giving us money and making the sale and then, you know, go home and living a better life because of it.

How many people can we touch and help today?

So I am so excited about our guest today.

This part we just happened.

I love the beauty of LinkedIn and the beauty of social media because sometimes the people you connect with are completely unexpected but unexpectedly amazing.

And this, this gentleman is definitely exactly that.

We got on the phone the other day and had an instant connection.

He, he thinks very similar to me, but I think you're going to really appreciate his insight because he comes from a completely different perspective.

My guest today, his tagline, which I love so much, it says, become a fearless salesperson and double your sales this year by retraining your brain for success.

Raise your hand if you would like to double your sales this year by retraining your brain.

Absolutely.

So quick intro for him.

He is 18 years ago he went from high tech to brain tech.

He has been a keynote speaker in 14 countries, author of three books with one more that will be coming out to be determined here in soon.

I know he's working on it super hard for everybody.

As soon as you hear him speak, you're going to want to pick it up as soon as it comes out.

He also hosts the no Limits Selling podcast which hit a big mile marker that just hit over 200,000 downloads, which is fantastic.

Congratulations.

Love to introduce you.

This is Umar Hamid.

He is an NLP coach and just trainer.

So let's have a really fantastic conversation today.

Umar, thank you for being my guest and yeah, take a couple minutes and fill us in a little bit about why in the world did you go from high tech to brain tech?

How did you make that transition and why.

So hey everyone.

Thank you so much for inviting me.

Sam, this is going to be really cool.

It's kind of interesting when you were doing that intro.

And one day somebody was saying, you know, if you want to get better, you should go see someone that does nlp.

And it's like, what do they do?

And it's like, well, they help you get unstuck.

And I had just taken up the game of squash, which is super addictive.

So everyone listening, never play squash.

You'll become addicted.

It'll become a lifelong passion.

But I sucked at it.

But a couple months later I got better.

And two, three months later I got better.

So it was like plateau, plateau, plateau.

But in my business I was coasting.

And one day it was like, wait a minute, how come I'm coasting in my business and improving in squash so much?

I have passion for both, I have drive for both, I have love for both, I work hard at both.

Why is one succeeding and not the other?

And then I remember the NLP thing.

So I went to see this woman called Una Elliot.

I'm not sure what voodoo she did, but whatever the block was in my business life, she removed it and I just felt it in my heart of hearts.

And as I was walking out of that session, it was like, I'm going to learn this someday.

And so ended up moving from Toronto to Silicon Valley, went into the high tech world and NLP is kind of the birthplace is Silicon Valley.

Because I realized my purpose in life very much is to help people break through their barriers so they become awesomer.

And Sam, I know it's not a word yet, but if we keep it up, it will be.

And so we use awesomer all the time.

I love it, it's great.

And so I did something insane about four or five days ago.

I sold my house in Baltimore, Maryland.

I got rid of all my possessions and I decided to go hit the road and go see the world.

As the pandemic is kind of winding down, I'm fully vaccinated, ready to go.

So first step was Brooklyn.

Second step was my sister's house in Brampton, Ontario, Canada, where I'm in quarantine on day two of a 14 day quarantine.

But back in Toronto, where it all started, my journey with nlp, and now this is another journey where I'm actually going to from here, going to Athens, Greece.

And basically what I realized was just meeting people and talking to people and realizing what insights they have sometimes are the insights that I need.

And also what we all need to understand that we are one people.

Doesn't matter where in the world you're from.

What really counts is how can I do better?

How can I make a better world for my kids?

How can I have safety?

How can I have happiness?

And so that's my mission now.

Not Kung Fu Kwai Chan Kane, Walk in the world, but pretty close to it.

So thank you for the invitation.

And yeah, it's.

If we can get people to understand how the human mind works.

So just before I pass it over to you, Sam, here's one vision I have in my mind of Einstein.

This probably never happened, but I could see him in this large auditorium with 21 blackboards of ugly, horrible math that would give a mathematician a nosebleed.

You and I would die on the spot.

But he took that ugly math and.

And came to the other side of it with a simple equation E equals MC squared.

Any kid in elementary school can figure out energy or matter from that equation with a calculator.

They don't need to know the ugly math.

Until now, the human mind has been this ugly, horrible mess that we don't understand.

And my mission is how do we.

And NLP really helps a lot.

Condense it down to a simple little formula that we can use to get the insights and the breakthroughs that we need.

And so that's where I am right now.

And that's my mission.

And that's why I'm so privileged to be here with you to get to evangelize it and also show some of your people before you finish today some tools they can use right now, today to get the change they want.

So they kind of go, holy crap, Sam, that really worked.

Absolutely.

I love it.

And I'm so glad that you mentioned that.

Two things here in just a minute actually for the listeners because everybody knows that I mention NLP a lot.

Neuro linguistic programming.

But from an expert's perspective, one of just.

It doesn't have to be a long, but just a.

Take a couple minutes here in a second and just kind of give us a quick overview of what that actually is.

Sure.

You know from coming at it from a very layperson's side of things.

I know of what NLP is just from experiencing it.

And all of, you know, read dozens of psychology books and NLP books.

However, I'm not taking the courses I care, so that's the first thing.

I would love for you to take just a quick second and break it down.

But the other thing I just wanted to mention, I'm glad you mentioned this is, you know, we, everyone listening to this podcast knows that just about every single episode I'm all about, let's, let's cut away the, cut away the fluff, cut away all of the extra, all the extra junk, all the extra bullshit and just let's get to something that we can apply immediately.

So I love that we're on the same path there because as I know, as you know, with nlp, it does all, it doesn't have to be a big long process.

Most changes happen in an instant and then you're completely different.

So give us a quick overview of what in your mind and from the experts perspective.

So we'll give you a little bit of history and the beauty of NLP and its Achilles heel.

So kind of the thought process, when they started it was John Grinder and Richard Bandler formed it.

And this was kind of the philosophy was, look, there's people out there in the world doing exceptional fricking things that sometimes they don't even know how they do it.

Like sometimes you can ask a tennis player, you know, that serve is kick ass amazing.

How do you do it?

And the guy goes, well, let me tell you how I do it.

I do these five steps and I get this amazing serve.

Or sometimes they say, I don't know, I just do it.

But if they give you the five steps of how to do a kick ass amazing serve, then you go to somebody that's mediocre at it.

Guilty.

And you ask me, umar, how do you do your amazingly average serve?

And I go, well, that's easy.

You do these five things and it's like, wait a minute, how can the world's best person be doing the same five things that you're doing?

And there's totally different results.

And what Richard and John found was that a lot of what we do happens at an unconscious level within us.

And so they said, why don't we go interview the smartest people in different areas from tennis to psychology to wherever and figure out what they do, get that essence and we could teach that essence to other people and they'd be able to do it as well.

And because of that, they said, NLP is always evolving and changing because if we find out that some medicine man in the jungles of Africa is doing something kick ass amazing and they're doing a bunch of like dogma, like, but what they're doing is this process in the middle.

Why don't we glean that process?

And we could use it everywhere.

So NLP was expanding and changing as it went.

That was the whole idea.

When you have something that's always a moving target, it's hard to define it.

And a lot of people that take NLP and teach nlp, from my point of view, which could be jaded, it's like, NLP is the only way.

It's the best way.

And if you don't think it's the best way, you're wrong.

And that wasn't the intent of nlp.

It's like, this is the best way.

We know now, but we're probably wrong.

But we'll find a better way to do whatever that is.

Here's my definition of nlp.

NLP is understanding how the mind works at an unconscious level and understanding that change happens in an instant is what you said.

So a good example of that is somebody that goes to first grade and the teacher says, sam, could you read the next page to the class?

And Sam goes, okay.

And then you mispronounce a word and the teacher gives you a look, and the other kids snicker.

And Sam decides, I'll never speak in public again.

And he could stay.

In that instant, he went from being okay to an instant being stuck.

And then Sam gets to a retirement community at the end of his career, and he's in this community and the people that are running it are doing such a bad job.

One day he gets pissed off and says, those damn people are screwing this place up.

I'm going to run for president, even if it means I'm going to have to speak in public.

And in an instant, that fear of public speaking just disappeared.

So somebody went from 60 years to get to that breakthrough.

Or you can have somebody that goes to a psychiatrist for six months to get to the breakthrough NLP is all about.

Why don't we get to the change point today, get rid of all the bullshit, and let's just get down to what's the essence of change.

And that's what NLP is, is EM equals MC squared.

But for the mind, how do we do simple techniques that create change immediately?

Oh, I love it.

I love it, I love it.

This is something that is so influential with what we do as salespeople as well, because obviously we are, you know, our mission, our goal is to, in fact, in most cases, walk into a house basically as a blind date and in 45 minutes to an hour, be leaving that house with a fully committed marriage proposal of 20, 30, 40, 50.

I mean, I've done that with $100,000 projects.

So for to in an hour to hand somebody $100,000 or $50,000, that's a big.

Can I correct you, Sam?

Yeah, absolutely.

Feel free.

Because you're not walking away with a marriage proposal.

You're consummating the marriage.

If you're getting $100,000, which it's one step further.

Yeah, that's what really the whole goal of the marriage anyway.

Right?

Yeah.

So, yeah, it is, it is amazing.

I've got some clients that actually do door to door vacuum sales, which I was like, that's still a thing.

It's still a thing.

And they walk out there with like $8,000 orders and it's like, it's, it's magic.

That's like sales where it should be door to door, person to person.

Who are you?

Hi, can you come in?

You know, in fact, door to door knocking is a, it's a massive industry now.

So many, so many industries, especially like solar alarm systems, pest control, they still embrace it.

Like this is one of the main business models for a lot of companies even still.

And so in fact there's this whole door to door knocking conventions that still happen.

I know a lot of people in my team are really embracing it and rediscovering the magic of just talking to people in person out of the cold like that.

So a friend of mine does, his name is William Sullivan, he works for eris.

And one of the things he does is, you know, when he's in the house they purchased, then he basically asked them, you know, how's your arm?

And they go, it's fine.

And he goes, I didn't twist it too much, did I?

Like, are you sure you want to buy this?

And I didn't like pressure you in any way.

And that's what, that's what he does.

And it's so he's not forcing anybody to buy anything.

It's just connecting.

And it's his last check to make sure he hasn't stepped over the line.

And because that's not what we do when we go and do that is how can we serve the customers in a way that they get what they want and they get their problems fixed and we get to be the heroes that help them do it.

I love it.

Oh my gosh.

Let's pause here real quick and unpack that for a second because that is, that's, that's powerful.

Everybody, did you hear and understand what Umar just said?

Because.

Wow.

How, Because I get a lot of questions of how do we prevent cancellations?

You know, we get a lot of people in homes that'll make a sale and then, you know, if it's not.

Well, there.

There's two kind of philosophies, and especially in the heating and air industry.

One is once you make the sale, get it installed as quickly as possible to not give them time to back out, which is definitely one way of doing business.

I've always been a firm believer that people choose you for merit, not because you convince them and then hurry, hurry up and got it in there and didn't give them time to make a.

Make another decision.

I want them to choose me because it really is better.

Right, but what you just said, to lock that in.

Wow.

Because now the second that they.

When we double verify, basically you've got them all the way through the sales, all the way through the close, all the way into enrolling in your program or signing the paperwork.

And then to double check and be like, you know, do you.

That didn't hurt too bad, did it?

You, you really do still want to do this.

Man, that double confirmation is powerful.

And the thing is, if you do that line with like a salesy line, oh, I didn't switch you out.

It's like, you know, excuse my language, but.

But if you do it with a little bit of humor.

And humor basically cuts through to trust faster than anything I know.

And you do a little bit of humor, but the intent is, I just want to make sure you're okay, Sam.

You do that and you'll build a stronger bond and you'll get more yeses and less people backing out at the last minute.

Right?

I love it.

I love it.

Okay, back on track.

That's powerful.

Hope everybody made notes there and use that immediately.

That's something, those little things you can use right away, that'll make a big difference for you.

But back on track.

So keep going.

So the question is, what the.

I won't say the last word because, you know, we're a PG program is like sometimes we want something so badly and it could be in sales that.

What's curious is you have some people that.

Umar, I can talk to strangers, no problem, but I can't talk to anybody that knows me because they're going to think that, you know, I'm using the relationship or I'm an edie or I'm starving or something.

And there's other people that's like, you know, hey, I can talk to people that are my friends.

Piece of cake.

Strangers.

Oh my God, I could never do that.

So, yeah, the heart of who we are as human beings is where we hold our beliefs.

And we have anywhere from 50,000 to 100,000 beliefs that define who we are.

Not an exact number for it, but it's a large freaking number.

And how we get those beliefs, most of them by the age of seven, is somebody in authority says something that seems believable.

And it could be a mom or a dad or uncle or a grandparent or a teacher.

Somebody in authority says something, and then we go as dumb little kids, okay?

And it just goes in our unconscious and guides us from there on in that thought.

So let's say the.

The thought was, let's take an example of a family going to buy a new car one Saturday morning.

Little Sally's in the backseat.

She's five.

And mom and dad are in the front.

They pull into the dealership, and mom turns to dad and says, sweetheart, if you really like a car, don't let the salesperson know that they'll force us to buy it.

Customers do that all the time.

All the cars next to their vest.

Little Sally's in the background hearing this conversation and goes, don't trust salespeople.

And it becomes a belief that you cannot trust those sneezy wankers that'll force you to buy something.

Right?

There's a really good chance that you'll become a salesperson, but you'll reach a certain plateau and won't go beyond it.

Because somewhere in our unconscious mind is, if I become a really good salesperson, I'll become one of those people that forces people to do things they don't want to do.

And I don't want to do that.

So they have all the training they need to do it.

But when they go to execute, that voice comes inside the head.

You know, hey, you don't want to force them or they'll think or whatever that makes us pull our punches.

And so the question is, how can we find those limiting beliefs to overcome those?

So a is we get all these beliefs by the time we're seven.

And I'm going to just add one thing to it, then I'll switch it back to you, Sam, because you're the audience asking questions.

Because there's people listening to this later on going, but what?

And you get to ask that.

But from 7 till the time we die, we get another 5% of police.

Because at the age of something amazing happens.

We have this thing called a cell phone, and your dad says something, and you go, are you sure?

I'm going to check that.

I'm going to fact Check you.

And what's interesting is a friend of mine, she's a Catholic.

Are you Catholic, Sam?

I am not.

Some of the listeners are.

They'll know what I'm talking about.

Absolutely.

Sam and other people are going to be out to lunch.

But you'll learn something new.

So my friend, she wakes up in the morning, goes down in the kitchen and as she gets to the kitchen, her parents are having breakfast at the breakfast table.

And her mom turns to her and says, happy birthday, sweetheart.

And you reach the age of reason.

And my friend goes, what she was.

Now that you're seven, you know anything you did wrong before the age of seven didn't count against as a sin against your mortal soul.

Now that you're seven, everything counts, baby.

And she's like, mom, when you tell me this, when I was six, I got to use this information.

So when we get to seven, all of a sudden we become discerning.

We just won't take information in.

So how we get beliefs is that if something happens with a lot of emotions, humans are meaning making machines, we make meaning out of it.

So let's say we did something and dad was really excited.

And that could mean that I can do anything and we could get a kid.

The same thing happens, we do something amazing, dad gets really excited and we make meaning out of it.

Dad's just doing that to make me feel good.

Sure.

I'm not, I'm not that good.

Even though there's evidence contrary, as soon as you get a belief, positive or negative, it becomes a self fulfilling prophecy and you cut off all other options.

Your goal is to validate that belief.

And if the belief was Umar thinks I'm incredibly handsome to women, then regardless of all the negative data, I'm not looking for it.

If one woman looks at me and smiles at somebody behind me, I take that as a smile at me.

It's like, aha, I am handsome.

And then I start this swagger when I go into places.

And when I do that swagger, people find me more attractive.

He's got confidence.

And it could be the other thing is like I'm unlovable.

Even though Sam loves me and my sister and my dog, I look for examples when my sister didn't treat me in the exact perfect way that I wanted.

It's like, aha, I'm unlovable.

And we make that thing that was imaginary and we make it real.

So beliefs control who we are.

And I said a lot.

Sam, any questions that come up?

So if I'm hearing you, Ed that sounds like our expectations.

A lot of what is controlling that, it's not.

It either confirms our expectations or it disproves our expectations.

And then from there, we tend to start to move down that path because what we.

Our level of expectancy is what we'll find.

So two levels to expectancy.

One is a conscious level.

And sometimes it's like, I'll give you a good example in your industry.

Yeah, Nobody's going to want to do a sale with me.

And then sure enough, they go to the third house and they say, oh, my God, we need one of these things.

And you know what they do when they go back to the office?

Hey, man, I got a sale today.

I don't believe it.

That they bought from me.

And because they actually don't, and they will not use that as proof as possible.

They use it as proof.

This was the rule, the exception that proves the rule.

So there's two levels of expectation.

One is a conscious one, but the more powerful one is the unconscious one, where there's a belief underneath driving it.

We're not even aware because consciously we say, we're going to go, we're going to do a great job.

It's going to be amazing.

Today's the day, baby.

But the deeper expectation is salespeople is sleazy.

You don't want to be a sleaze, do you?

And that expectation will change our behavior to screw things up.

So, yeah, absolutely.

Expectations.

But there's two levels of it, right?

Right, totally.

So when?

Now that we're kind of unpacking this and knowing about the expectations and the limiting beliefs that we've knowingly or unknowingly been socialized into from the time we were little, Just born, in fact.

So what do we do with that?

How do we made it?

Awareness is the first step.

What's past that?

So more understanding, more awareness.

I'm going to go there.

Then we'll talk about what's past it after that.

Okay.

So our beliefs create a model of the world, how we think the world works.

And you could have a sales manager in our industry that has, you know, four salespeople underneath him.

And he goes, you know, hey, we're trying this new technique.

We're going to do this.

And in person, a salesperson's a model of the world.

That's totally doable.

Like, hot dog, let's go do it, baby.

Person 2 In their model of the world, that's not possible for them.

Sam could do it, but not for me.

And so they'll say, to their boss.

All right, boss, we're going to make this happen.

When they go to do it, either they won't do it like just disobey orders, not do it, or they'll do it in such a way that's guaranteed to be a failure.

And.

So our model of the world, the reason we have the model of the world is, Sam, you may not realize that, but your brain is lazy, but so is mine.

So here's a data point that I'll admit it 100%.

I'm always looking for the most efficient ways because I don't want to take any extra steps.

That's what the brain does.

So here's the data point that's kind of interesting.

A chess grandmaster will sit down for a day of chess and physically, he will pick up a 1 ounce piece of wood and will move it 2 or 3 inches every 20 minutes or so.

He uses 6,000 calories that day because that's how much glucose your brain uses to process information.

So he's actively deeply thinking, you know, how long I have to work out to do 6,000 calories?

I can't do 6,000 calories physically.

So that's enormous.

Yeah.

The number one thing your brain is doing right now, Sam, in the safety of your home, is looking for danger that could kill you.

Even though the chance of that is minimal.

If there was some noise in the background, you do that, instantly react to it.

Because the number one thing your body needs to do is for Hapsam to pass his DNA onto the next generation.

To do that, you have to be alive.

And so your brain is looking to keep you alive.

And so it says, okay, in order to do that, if something goes down, like you're driving your car and a tractor trailer comes into your lane, you get superhuman reaction times, you get superhuman strength.

You, any pain that you feel, basically you don't feel till the whole thing's over and you get this massive change in your body that can only happen if you have resources to do so.

So your brain defends from wasteful energy and it creates these processes, these little processes we call programming.

And we go back to the original nlp neuro, the brain linguistic, the language of the brain.

And programming, which was an unfortunate word because people thought you're trying to program me, which was not the case.

They should have used processes because that fetching outfit that you're wearing this morning, a part of your brain that you weren't aware of, that processes, what I choosing chose that outfit with the least amount of thinking.

So you Saved energy.

So in case some shit went down, you were ready to take action and save yourself.

So we have this model of the world that dictates what we allow ourselves to do and what we say maybe yes to, but we'll never do.

Then from that model of the world, we get behaviors.

And behaviors are visible.

And you can see your behaviors.

And if you can't see them, Sam, if you have a spouse, she can.

And she will tell you, why the hell are you doing that?

Never mind.

100%.

I hear that a lot.

And sales managers can see the behaviors, and salespeople can somewhat see the behaviors.

I'm going to do this because I like doing this at a safer.

It's in my comfort zone.

We'll talk about that in a minute.

But the stuff over here, I feel uncomfortable doing that.

We're not going to do that.

And so our behaviors give us our results, and we can measure our results.

Especially in sales.

If you're not getting the sales you should be getting, then you kind of go, I need to change my behavior.

And your boss goes, or you go, I'm going to go get some training, and I'm going to change my behavior from here to here.

But what happens is most people never make that change.

Sure.

Absolutely.

And some people, their thermostat stays the same.

Yeah.

And some people make that change for a day, a week, or a month.

But go back to the old way.

Here's why.

Let's say this is your behavior.

Underneath every behavior that counts is a belief in our unconscious that controls it.

This is like a black hole of gravity that is hidden outside of your awareness.

Strongest force in nature, and it locks in that behavior.

No matter how hard you try, you can't change it.

And sometimes you get so inspired.

We do change it, but if we didn't address the underlying belief, the gravity is still there.

And after a day, a week, a month, we go back to the old way.

Like the change never happened.

And we all have friends gone to this workshop and said, tony Robbins, oh, my God.

God, he's amazing.

I walked the fire.

It was amazing.

Life changed forever.

And then after a little while, some of the behaviors change permanently, but some of them go back to the old way.

It's not that Tony didn't do a great job.

He did a phenomenal job.

It's just that they didn't change their belief around it, and they go back.

So beliefs are everything.

And that's what NLP is really good at, is identifying those beliefs and then transforming those.

So let me Give you an example of how powerful this is.

I was working with the east coast team of company.

They do firewalls.

And the number one salesperson came in to see me on the East Coast.

And he comes in is like, dude, how can I help you?

You're already the number one sales guy.

He says, I've got this one problem.

I said, no, what's the problem?

He says, referrals.

When I go to ask for a referral, I feel uncomfortable doing it.

So sometimes I ask badly, and sometimes I don't even ask at all because I felt so bad about it.

It's like the anxiety came up.

I said, okay, tell me about a time recently that you went to ask for a referral and that feeling came up.

He says, oh, two weeks ago, I was at a client side.

I said, okay, in your minds, I go to that client side and I want you to see whatever you saw back then when you had that conversation with him.

So see, I'm seeing the client and you know, at the back of his desk on the wall there, I said, okay, and I want you to hear whatever you heard, the conversation, your inner thoughts.

He said, I'm hearing it now.

And you do those two things.

You get to re experience what you were feeling, what you're feeling.

It goes, oh, there's an uncomfortable feeling right here.

And that's exactly what I felt back then.

And I asked him, have you felt this before?

He would have gone, maybe, but there's a tool from NLP you can use to link this feeling to the unconscious mind that records everything.

And soon as we link that feeling together, instantly he went back to a childhood memory that he'd forgotten.

He says, oh, my God, I'd forgotten this.

I was about 7 or 8 years old.

I was in the kitchen with my dad and one of his buddies from work, and the two friends were talking, and my dad went to his buddy, you know, real men don't ask for help.

And little Paul grabbed that thought out of the air, and it became a belief.

Not okay to ask for help.

And so when he asked for $500,000 to GM to get one of their firewalls, piece of cake.

But when he says, hey, Sam, you happy with our service?

Who would you recommend in other divisions of gm?

Can't do it.

And so we identified the belief, where it came from.

We transformed the belief.

Send Paul on his way.

And Paul reports back about a week or so later saying, umar, I'm not sure what the frick you did, dude.

But I'm asking for Referrals.

And my customers are so happy to give them to me.

This year my sales are going to go up 30% minimum.

But something weird's happening.

Weird.

What's happening?

That's weird.

So you know, cold calling, it was okay always, but now I really, really enjoy it because the first step of cold calling is, hey Sam, can I have a minute of your time?

Is asking for help.

And it was violating that belief.

And so when we changed the belief, he became like an animal.

He was number one guy.

It's just like fricking exploded.

And so that's what I do for people is one issue.

We resolve it in one month and it's done.

So either it's belief around money, self worth.

You know, I can go into these accounts and I'm freaking amazing.

But if I go into a house that's a five billion dollar house, then I'm like.

And I feel like self conscious.

Like why?

It's the same presentation but something changes.

Remove that in a month, come in one month, one issue gone.

And that's what I love about nlp.

It's quick, it's fast and is permanent.

How powerful.

Oh my gosh, that is amazing.

What a cool story.

You know, I know that as especially obviously you've worked with salespeople for so long, but that asking for referrals and you're starting to really name the big three struggle points.

Yeah, I mean, so there's the asking for referrals is a huge one.

Cold calling and following up.

Those are literally the three kryptonites of basically any sales industry.

So if so everybody listening, raise your hand if you get rid of just that.

Are hot points to salespeople asking for referrals.

Cold calling, following up and following up, which should be the easiest freaking thing to do in the world.

Awesome.

It should be.

Yeah, it should be.

I mean, can I tell you so much about.

Yeah.

Oh, absolutely.

Yeah.

So everybody struggles about the presentation and get that mastered.

But it's those little things and then man.

So I meant I was doing a keynote presentation and this woman comes up afterwards and says, Umar, I won't name the organization, but they do a lot of fundraising.

And her fundraising is done on yachts.

People with a lot of means in the D.C. area, Washington, D.C. and you know, in vacation spots where they were their vacation homes are says, you know, I chat with them, I go to their yachts, we have a great time.

And then they say, you know, we're going to get back to you in a week.

And she says, I called them up to get the fricking appointment, which is freaking difficult.

I went there, I met with them, we had a great conversation.

They want to give.

They said they'll call me, so I can never, ever call them back.

They said they called me.

I can't call them back.

And of course, this is hurting her numbers dramatically.

And so we did that one month kind of transformation.

And for her, it's like, I'm calling back comfortably, easily.

And they go, oh, yeah, I just got busy.

Sure.

We'd like to donate $100,000 to that cause.

And had a great time.

They want to do it, but somehow it violates a rule.

So what's interesting is we have rules that we've developed going back to that process, NLP programming process, that it's okay for me to be effervescent in this setting with Sam, but if it was a different setting with Sam, it'd be a different set of rules.

And all of a sudden I'd be more sedate and more contained.

And it's like, why?

So a good example is, so I'll give you, like a dumbass Umar thing.

On the scale of dumbass moves, this would be like.

On a scale of 1 to 10, this would be a 15.

So back here in Brampton, I decided to learn how to fly.

And so first thing is you get your solo permission to do.

And so I got my solo permission so I can take the planes up and do what I want.

But it turns out flying is the most boring thing in the entire world.

Even pilots will tell you that.

It's like, you know, with moments of sheer panic, the way they describe it after a while.

And so after a while, it was boring.

But there was this one maneuver that was freaking amazing.

You're flying along and you start pulling the plane up higher and higher, and you get to a certain level where there's not enough power in the prop to keep the plane afloat.

So it falls out of the sky.

And as it falls out of the sky, you give it full rudder.

And so it starts spinning out of control, full speed, going towards the Earth.

And what you have to do is you have to kill the power so you're not accelerating towards the Earth.

And then give it opposite rudder so it stops the spin.

And then just pull the stick back so the plane starts basically bleeding off the airspeed.

And then you just give it full power.

You're fine, but you need 4,500ft from the ground to when you do this maneuver.

So you got enough space to do this rule number one freaking important rule, 4,500ft.

There's a second rule that's not as important.

Never fly above the clouds because you're still learning and you'll get lost.

Until one day I'm going in.

But I'm doing this maneuver because I'm bored and it's a fun thing to do.

But which rule do I obey?

And I do this maneuver, I swear to God I saw grass blades.

That's how close I came to buying the farm.

I was going to go into a farm.

And ever since then I've been really, really fascinated with like police, serve and protect on one side, it's a cardinal rule.

And then if a citizen is acting like a dick, all of a sudden I need to be respected.

And sometimes their zealousness on being respected overrides that serve and protect role.

And then you get like this overuse of force alienates the public.

And so abuse of power.

Yeah, teach people.

So the cops are the bad guys.

Just two rules in, in the mind.

And they just chose to follow the one because you can't obey both.

And so for salespeople, it's like not.

I can go into accounts, you know, companies that are $10 million companies.

I can go and I can.

I'm a beast.

I'm comfortable, I'm engaging and I do everything perfectly and I walk away with a lot of wins.

But my dream is back in Baltimore, we have McCormick.

It's a spice company.

It's like a billion dollar company probably.

And they're dreaming to go into McCormick.

And soon as they walk into their lobby, all of a sudden it's a different set of rules.

And they second guess themselves.

They stumbled over their words and it was something they were dreaming about for a year to get in there and they screw it up.

And the reason they screwed up is a different set of rules come up and in a minute we'll talk about the three places where people get stuck.

We've already spoken about limiting beliefs, but we'll talk about other things.

But does that make sense that, you know, sometimes it can be amazing in this area of sales with these people, we just need to do the same thing at another area.

And then all of a sudden we sabotage ourselves and we're like, why?

Why, Lord, make me suffer mindset.

I have 100% been there.

You know, actually not in the past few years.

There was a situation where I, you know, I go into residential, any size house.

I've overco over the years, overcome the issue of, well, as long as the house is less than, you know, say 250, $300,000, then I'm good.

And so I work past that.

You put me in any size house.

It could be a $20 million house, it could be $100 million house with 18,000 different units.

It doesn't matter.

I'm the same person now.

However, there was this one situation when we got the tour of the home from the person who actually just keeps the house.

He's showing us all of the Ferraris and the Lamborghinis and telling us about how the shows us this big life size of the owner of the house on the COVID of Forbes magazine, telling us about their pit house in New York and their vineyard in Australia and all these things.

And instantly I had this moment of self sabotage.

Oh, I don't know if I'm good enough to sell this one.

And I was like, because I know a lot of these techniques, I'm working very diligently in my own head.

This whole.

During this, it was, it was an hour to get a tour of the house before we could even look at what we were there to look at.

And I think just because the house manager was like, just really proud that he got to take care of it.

But in my head I'm having this struggle of like this is.

Let's break it down to the microscopic.

The air conditioner is the same as any other place.

The furniture, the heater is the same as any other place.

All of these, the rest doesn't matter.

Why am I recognized having that struggle?

So hundred percent know exactly what you're talking about.

So I had this.

So the second place people get stuck is something called hot wiring.

And hot wiring is.

I had this gentleman, his name is Brian, he's in the financial advisory world and he hears me speak and says, umar, I need help.

I'm starving to death.

I should have quit this industry three months ago.

I am working with the number one financial guy in the world, practically in the top 0.1%.

And I thought he was going to hold my hand and guide me and IP's protege.

And he was like, there's the freaking phone.

Make the calls.

Thousands of dollars.

I can't, I can't pick up the phone.

It's just the worst thing in the world.

And so what we do is we figure out what's happening at an unconscious level?

This is what's happening when the guy picks up the phone at home, hey, John, how are you?

This is Brian.

Not a big deal.

When he looks at the phone in work setting, like, I'm going to make cold calls, calls, that's the trigger.

And soon as he sees the phone, he gets an inner voice inside his head.

Do you have a negative voice inside your head sometimes, Sam, and listeners?

Oh, absolutely, of course.

And so he.

The voice says, you're no good at this.

And cold calling doesn't work anyway, so what's the point?

And that causes him to make a picture inside his head.

And the picture is of a CEO, a leader of a company, being super annoyed that somebody's interrupting his day.

And that makes him feel very, very uncomfortable.

Then he looped it from the uncomfortableness.

It made the voice more toxic.

It made the pictures worse and the feeling worse.

And after about a few seconds, the last thing he wants to do is pick up that phone.

So we say, okay, the trigger is looking at the phone in a work setting.

And then you talk to yourself badly.

You make bad pictures, you feel bad, bad.

You keep on doing it until you get a nosebleed.

So then I said, okay, so what we'll do is we need to capture some emotions because emotions are critical.

So I go, brian, tell me about a particular time where you felt a burning desire when you felt curious.

Tell me about a time you felt really, really curious.

Guy says, yeah, when I was about eight years old, my brother and I found the presence of the Christmas presents that my mom hid.

I dare not open them because they were wrapped, but I shook them and I smelled them, and I just had to know what was inside.

So we get that curiosity, we make that the first emotion that we capture.

Then we go, okay, tell me about a time you were decisive.

And he thinks about a time it was totally decisive.

Captured the second emotion.

And then we said, tell me about a time you had a burning desire.

He says, when I graduated from university, I purchased a new car.

I had no business buying a new car, but that was a symbol that I had arrived in adulthood, so nothing was going to stop me.

Had a burning desire to buy the car.

So we get three emotions, and we installed it inside his mind that when you see the phone in a work setting, there is a pathway that's already developed in your mind.

Talk to yourself badly, make bad pictures feel bad.

Keep on doing it till you don't touch the phone.

Now, second pathway we install, same trigger.

Look at the phone.

For an instant, you feel incredibly curious.

You figure out all the things you could do with the phone.

One of them not do anything with it.

The second one is you become insanely decisive.

So you pick one of those things that you came up with with curiosity and you pick it.

Then you get a burning desire to take action.

Nothing in the world's going to stop you.

And then we installed two pathways.

The first one that was pre installed.

The second one is a new one.

The human mind will always go for more pleasure than pain.

The first one's causing pain.

And then I got a call back from him saying, omar, oh my God.

Each time I look at the fricking phone, I want to pick it up and start dialing.

And so the guy's using the phone comfortably, powerfully, elegantly.

And then about three years later on LinkedIn is like, hey, Umar, you might know Brian Harner, say, oh my God, three years ago I did that month thing with him.

I wonder how well he's doing.

And so I go on LinkedIn, say, hey Brian, we worked together three years ago.

Let's connect, Guy says Umar.

Three years ago I was ready to quit this business.

That year, like one of the highest recognitions in that industry is the million dollar roundtable.

I joined the million dollar roundtable and I haven't left since.

Nice.

And the one thing that was stopping me was the fear of the phone.

And you helped me overcome that and that is what I do.

So in terms of being elegant on the phone, you know, on a scale of 1 to 10, I'd probably be as an instructor, a really good 6.

But in terms of getting over the fear of picking up the phone, I am a master.

The fear of going in the house and getting people to, to buy what you do, I'd be another solid 6 out of 10.

Sam's going to be the master.

But overcoming the self doubt, overcoming the all that BS that's happening here, that's my life's mission, is helping people do that and so ask some questions.

And I want to guide you through a process because I promise to teach something that people could use right away.

So I want to do that before we part company today.

Absolutely.

Yeah, that's.

I just want to kind of emphasize that real quick.

You know, everybody that, so everybody listening, you know, when all my coaching clients, everybody that coaches with me, you know, one of the things that we go through is yes, we absolutely have a very powerful sales system that I've put together, based, and so much of it is based in nlp it's based in how do we subconsciously connect with that client on a level to take that, that moment of rapport that happens for most people usually 30 to 45 minutes into the appointment, and how do we move that forward to the first five to 10 minutes and then imagine what the rest of the visit is like when you're working together to solve a problem versus, you know, the first 40 minutes you're still trying to overcome.

Hey, I'm not the creepy sales guy.

And so.

And so, yes, we go through that system.

But when I'm coaching with people, one of the biggest conversations we have is, yes, we're going to learn this system.

But at the end of the day, the scripting, the checklists, the things we have to look at, a trained monkey can do that.

That is not sales.

Sales is what happens around the process.

What are the intangibles that nobody can see?

So, and this is where so many people, so many especially new and intermediate salespeople get stuck as well as, you know, people out.

Sales managers, maybe.

You were always a.

Everybody's listening.

You're an owner, you're a sales manager.

You were the rock star salesperson.

You were the number one in your area.

You dominated and they moved you into the sales manager position.

And now you're having ever.

All of your team seems to be checking all the boxes.

They can say all the words, they know all the stuff.

But why are the cells not going up?

Why.

Why are things not improving?

And so that has to do with exactly what we're talking about today is resetting our own belief system and our own thermostat.

You know, I was interviewed not too long ago.

They were like, what makes you a top salesperson?

What makes you that.

That person that you don't lose a contest if there's a contest.

I was like, because I know, I believe that I'm the person to do it.

I know that I'm going to win the contest going into it.

I don't take no for an answer.

It's that I stay in the batter's box longer.

I do the.

I just has nothing to do with learning the skills.

Has everything to do with believing that my outcome is where I want it to be and visualizing that.

And so that's exactly what this is about.

I'm so excited.

I can see you have some because.

I think you hit on something really powerful there.

You said, you know, I don't, I don't take no for an answer.

And more importantly, you don't take no from Yourself as an answer.

Right.

Because even with that mindset, you're going to get some doubts coming in.

It's like, hey there, I got this.

And I think we need to learn to say no to ourselves.

And that's what the belief's about.

So, Sam, you ready to learn something?

So let's do this.

Yes.

All right.

So, Sam and dear listeners and viewers, how important is self esteem to how well you do in sales?

It's critical.

It's every critical.

Right?

Yeah.

So right now, dear viewers and listeners and Sam.

So Sam's going to answer on a scale of from 0 to 100 on self esteem, 0 would be, you know, things are not going well.

100 is, you can't wait till I shut up so you can go in the bathroom and look in the mirror and go, you're so beautiful.

What's your level of self esteem on a scale of 1 to 100 right now in this moment?

85.

85.

And dear viewers and listeners, write down your number, whatever came up for you.

So, Sam, I'm going to take you on a thought experiment.

You are about to be interviewed by USA Today because they want to talk about, you know, the best sales coaches in the country, but they want to go beyond that.

And so a friend of yours says, you better prepare for that interview.

So you go in this room that's divided in two with a glass wall, and on one side of the room is a table, a chair, a tablet of paper and a pen.

And you're sitting there and you start writing your accomplishments all the way back to when you were in kindergarten doing those finger paintings that your parents thought you were a genius and you were so proud.

And what you did in elementary school and Sunday school and high school and summer jobs and things you did for your family and community and for the homeless, that you start writing down all your accomplishments from as far back as you can remember to what you did this week.

And as you're writing your accomplishments, the essence of who you are steps out of your body.

Some call it higher self, some call it soul.

And you step out of your body and you go through the glass wall and you stand on the other side of the glass wall watching yourself write your accomplishments on the other side of the glass wall.

Can you see yourself doing that, Sam?

For a moment, yes, I can.

Yeah.

And then as you're standing there, Sam, I want you to think of someone from your life, someone that loves you very much or values you highly.

When you have that person that you're thinking of, just put up your finger.

So I know you got that person good.

So imagine they're standing right beside you watching you write your accomplishments on the other side of the room.

And since your spirit, I want you to step into their body for a moment and see yourself through their loving, caring eyes watching you write your accomplishments and just see how much they love you and care for you.

And since you're inside their body, you can hear what they think about you, how much they love you, how much they care about you, how much they value you.

So hear all those thoughts.

And finally, since you're inside their body, just feel the depth of their emotions for you.

The loving, the caring, the valuing.

And with all those three, you step out of their body, you go through the glass wall and you step back into where you're sitting right now, where you are right now, listening to my voice.

When you step back into your body, it changes things.

When you think about your level of self esteem, that number is.

Oh geez, that number now it's got to be as close to 100 as you can get.

Yeah.

And what that does is I could have told you brilliant things about you, Sam, like your successes and how handsome you are.

And do you know you're made of stars?

We're all made of stars and all that bullshit.

That's nice to hear, but that's just, you know, as soon as you hit the first speed bump, that goes away.

What I showed you is a process that's intrinsic, that if you have kids, teach it to them.

If you don't have kids, go to a park and teach to a kid there, you might get arrested.

But that's okay.

It's for the greater good.

But before you go into the best sales job you're about to do, just doing this exercise in the car before you walk into a house is going to change things dramatically.

So that's the power of nlp.

And what I've done in my career is go, this is nlp and I've gone on a journey.

I also became a really kick ass, amazing hypnotist.

To understand the human mind.

I've gone into the realms of the energetics of what human beings are, exploration of the soul, exploration in art.

And just condensed all of that to make NLP bigger, to make it simpler, to use more powerful, to create transformation.

And that's my life's mission, is how to help people break through the barriers.

They become awesomer.

Thanks for having me on the show today.

I really, really.

Oh my gosh, this has been fantastic.

I love it.

So I hope everyone has gotten some, got some valuable lessons, say things you can implement immediately.

And that exercise, that's powerful.

I tell you from sitting here doing it, man, it's taken me and we talk about this a lot in the podcast is, you know, if all you need is just seconds of complete, absolute confidence and bravery and you can do anything.

So how even on a bad day, because on a good day, you know, you're going to appointments and you're doing sales.

We know the best time to make a sales right after we made a sale because we're already in that energy.

We're in what's called that peak state.

But how do you get there on the bad days or right after you know, something did not go your way or you're just not feeling 100%.

This exercise we just went through, we'll do that, man.

I'll tell you what, I know that 100% I can pick up the phone right now.

I can't wait to do this podcast so I can pick up the phone and start dialing for dollars.

Start making cold calls because my confidence level is there.

So that is how when you are out in the field, do this, sit in your car, do that visualization, get to that place where your confidence is, you know, 95, 100, whatever, you know your top confidence level.

Then walk in the door, see how things change for you.

Because people buy people they don't necessarily such a firm believer that in the first five minutes your client has decided if they're buying from you or not.

The rest of the appointment is up to you to continue that relationship or to talk yourself out of it.

So I was just bringing this up.

I'm not sure if you can see it.

This is an app coming out.

It's on web, but it's coming out on Apple and Android really soon.

And what it does is this is that I'm going to go to sales mindset and I'll and there's a track that called handling objections is 8 minutes 31 second and it's meaning you had taken you through an NLP process.

So before you get on the phone and dial, you just become a ninja and handling objections, you get the right mindset for it or you go it's called Mindset Boosters.

I'll send you a link to it.

And so it's available on the web but soon to be on your phone through the App Store.

And what it does is the rebound track I'm so proud of because some salespeople going to do that really Big sale that the VP of sales is counting on it, the spouse is counting on it, they're counting on it.

And just customers sometimes they say nah, I decided not to do it.

And it can be crushing, right?

And it can bum you out for an afternoon or a week or a month or a quarter or a year or a lifetime that you listen to a track for 7 minutes 30 seconds and it gets you to get overcome the defeat and feel unstoppable.

So you're back on the hunt again immediately.

So this app is designed for salespeople to basically get the help they need exactly when they need it.

And so it's not a meditation app like I feel dressed.

It is like screw that.

It's like how do we get you in the right mindset to be a kick ass amazing salesperson no matter what?

Love it.

So I'm going to send you a link to this so report back how you love it.

I'll do it after we finish this thing definitely.

And everybody listening, I'll make sure that that link is in the accompanying blog that will be be with this, the transcription for this.

So I know that you, we talked earlier and of course you have three books that you've written so far and you mentioned you have a fourth one coming out soon.

Why don't you take a second and just kind of give us some, some highlights of what that's going to be about and then also tell us how our listeners can get in touch with you.

How can they find out more about Umar and how to get in touch with you for coaching if they decide they want to.

And I highly recommend this everybody.

I can teach you the skills, I can teach you the system.

But belief system is everything and this is the person to go to to get connected with the belief system and how to overcome those things that keep us from being the top performers.

So the first the new book is going to be working title right now is 10 ways to overcome the fear of rejection and since show you 10 kick ass amazing powerful ways just like that self esteem exercise to just be rejection intolerant.

Basically you will not feel rejection.

You just go do what you need to do in a loving, powerful, amazing way.

So I'm really, I'm going to be proud of that book hasn't written yet but we're going to start writing that really soon.

So the ways to get ahold of me go to the website Nolimits with AN S selling.com and it's the center hub for everything.

You'll find out about the app the programs and I work really, really well with other coaches because like I said on if you want sales training, I'm a six out of 10.

So you don't want me helping you do that.

You want to be frickin unstoppable.

I'd be best in the world, like the top 10%.

So that's why Sam is going to give you the mechanics, is going to give you the know how the expertise in your industry.

You need that.

There's three components to bringing freaking amazing.

One is you need the right strategy to be successful.

Sam's going to help you with that.

Two, you need the right sales skills.

Sam's going to help you with that.

And the third part is mindset.

That's where I come in.

One month engagement, we're going to get you unstuck so you become unstoppable.

That way you can take all the information Sam's giving you and use it in the way that he wants you to use it.

So once again, nolimitselling.com this is my mission in life.

Sam, thank you very much for a great interview and I'm looking forward to our next.

I'm going to have you on my podcast really soon and we'll continue to love and this time we'll focus on what you do exceptionally well.

Fantastic man.

I so appreciate it everybody.

Thanks for listening today.

This has been a just awesome interview.

I'm so happy that I was able to connect with Umar here.

And gosh, everybody, if you didn't get some value from here, go back and listen because some of the things that we talked about, I'm, I'm actually still sitting here imagining ways to work them into the system because the, you know, the psychology of selling, how brains work, that's really sales is a transfer of enthusiasm.

It's understanding.

You know, 50% is understanding why people want to buy.

The other half is understanding what's keeping them from buying and being the person.

And just over and over and over in the podcast you've heard me say work to become that person worth buying from and stop saying smart things.

You have to keep on going to get shit to write it down.

Someone to get a pen.

I love it.

That's it.

So everybody's heard me say over and over work to become that person worth buying from.

And as your personal growth grows and your, your own level increases, the level of person that buys from you also increases to accompany need that but at the same time, when you know that you're the expert in your field, when you know that you're that on the scale of 1 to 10, you're functioning in 100.

It doesn't matter who the person is.

There's no limits on.

You can sell to.

Here's a great example, too.

I was in.

In Austin not too long ago, go into a home.

Of course, I didn't really know who this person was to start with, but turns out this was, you know, quarterback for the Kansas City Chiefs and local hometown hero.

And you know, when we're talking, when the section of conversation when I realized who this person was, the wall of trophies, all of those kind of things, I had that moment of like, wow, I've a little bit of tiny, little bit starstruck.

This person's clearly at a different level in some cases.

But what happened is the second we came back to why I was there, I literally had a moment of like, had the conversation with him of like, thank you for sharing about your life and every.

All your accomplishments.

I.

That's awesome.

I really appreciate what you do, you know, thanks for being a great role model.

Now it's my time.

Let's talk about what we're here.

And this is my field.

And so basically.

Yeah, exactly.

It was like, okay.

And so it was really fun to see that that transition of power.

Not power.

Power is actually a good word for that.

That transition of influence went that scale swan back over to, okay, I'm the expert here.

I know about air conditioning and heating systems and H vac, you know, about throwing a football.

And so.

And not to, you know, not one is not better than the other, but to have that transition.

So absolutely.

And that's.

That's crucial.

And I like this quote that I probably made up, but it's basically what you said.

We're all a dumb at something.

Absolutely.

Football.

That would be me really bad at that.

Yeah.

It's not my thing.

But how we can connect with people that are experts in their field.

It doesn't matter who they are.

You know, I 100% could walk in and would have no problem selling an air conditioner or two or any.

Anything else.

Because it's about listening.

It's about asking the right questions.

It could be Elon Musk.

It could be Warren Buffett.

It could be anybody in the world knowing that I'm the expert in what I do.

They're the expert in what they do.

And so to meet and have a great conversation surrounding that.

Not getting stuck in our head of that imposter syndrome.

So I feel like I'm just rambling at this point.

So let's wrap this up.

Thank you so much for being on the podcast.

Clearly I've got a lot.

My gears in my head are rolling so brain dumping a little bit of that.

This will, this will inspire a lot of podcasts everybody.

So brilliant.

Thank you so much for having me on the show.

Yep, absolutely.

We will be in touch soon and for everybody else out there go to close it now.net you will be able to find the link to this podcast.

Also you'll be able to all of Umar's contacts, his website, his podcast links to to every his link tree will be on the on CloseItNow.net or go just go straight to NoLimits Selling.com and you can get in touch with him there.

Thanks for being a guest on my on the podcast my friend.

I will talk to you soon.

Have a great day everybody.

Go out there, save the world one heat stroke at a time.

Thanks for listening to Close it now with Sam Wakefield.

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