Transcript
Speaker: What's shaking, solopreneur nation?
Speaker: Today we're going to hear from Adam Webb.
Speaker: He is a master in the alarm industry.
Speaker: He's personally done multiple six figures in this industry, and specifically he's written a book on how to take your skills to another level during the summer months.
Speaker: So you're not going to want to miss this episode.
Speaker: Tune in to hear how he did it, and then go buy his book afterwards.
Speaker: With that, let's cue up the intro music and hear what Adam has to say.
Speaker: Look, in the solar business, there's really only two types of people.
Speaker: There's the ones that crush it, make six, seven, and eight figures, and then there's everyone else.
Speaker: The question is, which one will you be?
Speaker: Over the last four years, we've studied the sharpest solar sales and marketing professionals and how they build multi-million dollar incomes using only the best sales and marketing strategies.
Speaker: So how do these solarpreneurs do what they do and what makes them so successful?
Speaker: This podcast is your answer.
Speaker: Join us and thousands of sales pros, marketers, and entrepreneurs as we take the solar industry by storm and uncover what it takes to sell more solar with less effort.
Speaker: Welcome to the Solarpreneur Podcast.
Speaker: Top of the morning, solopreneurs.
Speaker: Today, I'm stoked.
Speaker: We are getting ready for the summer grind.
Speaker: And who better to bring on for our pre-summer guys and getting geared up for the summer than our man, Adam Webb.
Speaker: We got Adam Webb on the podcast today.
Speaker: Thanks for coming in, Adam.
Speaker: Yeah, you bet.
Speaker: Yeah, and I'm excited to have you because Adam, he's in the alarm industry, but I went through, I started seeing some of his ads and stuff, and he's a summer guy, been grinding it in the summer.
Speaker: I got his book here, and audio, you can't see it, but I'm holding it in my hands right now.
Speaker: The Six Figure Summer, How Top Performers Dominate in Any Industry.
Speaker: So at first I'm like, oh, he's an alarm guy.
Speaker: I don't know if he'd have a ton to share for solar.
Speaker: But then I started thinking, well, we got solar guys that are coming out for the summer.
Speaker: So why not figure out how to dominate in the summer for solar too, right?
Speaker: So I decided to hit Adam up.
Speaker: That's right.
Speaker: Happy to agree to come on the show.
Speaker: So Adam, I know you've been in alarms forever.
Speaker: What'd you say?
Speaker: Like 12, 13 years now?
Speaker: Yeah, this is year 13.
Speaker: Okay, wow.
Speaker: And you're a regional manager for Vivint, right?
Speaker: Yeah, that's right.
Speaker: Okay.
Speaker: So give us a little bit of your background.
Speaker: Funny fact about Adam, he grew up in Poway, which is about five minutes away from where I'm sitting right now in my chair.
Speaker: So I thought that was funny too.
Speaker: Small world.
Speaker: Yeah, yeah.
Speaker: But Adam, how'd you end up in the alarm industry?
Speaker: Yeah.
Speaker: What took you to Vivint and why are you still in it all these years when most guys only stay in it for probably three, four summers?
Speaker: Yeah, good question.
Speaker: So growing up, I was, you could say, less than ambitious.
Speaker: So I essentially wasted 10 years of life from eight to 18.
Speaker: I did absolutely nothing.
Speaker: And I had no goals and I wasn't trying to accomplish anything.
Speaker: And then I did a two-year mission, moved to Utah.
Speaker: So now I'm, you know, 21.
Speaker: I'm 10 years behind in life and I want to be successful, but I just have no idea how to do that.
Speaker: So I start meeting people who went out and sold for the summer.
Speaker: This was in 2007.
Speaker: They're like, yeah, you know, I made 20 grand and 50 grand and a hundred grand.
Speaker: And at that point it was really clear to me that I needed sales experience.
Speaker: If I could learn how to sell and influence people, I'd be okay.
Speaker: So I signed up to go out and I fell in love with it because
Speaker: Sales didn't care that I grew up without money or that I technically didn't graduate high school or that my parents were divorced or that I hadn't made very good decisions.
Speaker: It didn't care about any of that.
Speaker: It just cared how hard I was willing to grind and how willing I was to step outside of my comfort zone.
Speaker: And so I quickly found a lot of success with it.
Speaker: Within two summers, I became the number one rep in my company.
Speaker: and wound up, you know, the six-figure summer book actually started just out of a mentorship relationship with one rep where I was trying to help him sell over 200 accounts.
Speaker: And it's been an amazing ride since.
Speaker: That's awesome.
Speaker: Yeah.
Speaker: And I think you've accomplished a ton.
Speaker: The only thing you're lacking, man, is switching over to solar.
Speaker: That's your only shortcoming.
Speaker: I love solar.
Speaker: I've done like a smart home solar hybrid since like 2013.
Speaker: Solar is an amazing product.
Speaker: Yeah.
Speaker: Yeah, but it's interesting.
Speaker: I've had a ton of guys on the podcast and you probably know a lot of them, but a lot of the top guys in solar came from alarms.
Speaker: So yeah, for sure.
Speaker: I mean, it's interesting.
Speaker: You guys learn how to hustle on alarms and I think it gives you a unique background because you guys are for the summer.
Speaker: You're knocking like seven, eight hours out there, aren't you?
Speaker: Getting out there one and not until nine or 10 or something.
Speaker: Oh yeah, absolutely.
Speaker: Yeah.
Speaker: Yeah.
Speaker: So that's something that we don't hear of very much in solar.
Speaker: I think we've gotten a little lazy.
Speaker: I don't know about all companies, but most guys I know in solar knock, you know, maybe four, five hours a day, something like that, if they knock at all.
Speaker: So I mean, it's a unique background.
Speaker: Yeah.
Speaker: I mean, it's a, it's a year round program, so it has a different model, but
Speaker: I would highly recommend anyone doing a year round program kind of master that, that like summer hustle, that intense grind so that when you want to, you can turn it off.
Speaker: If you want to go have a hell week and just absolutely dominate, you have that, that hustle muscle to be able to go rip nine to nines every day for as long as you choose to, you know?
Speaker: Yeah.
Speaker: Yeah.
Speaker: Why not win the trip during the competition?
Speaker: So you gotta do is turn it on.
Speaker: So yeah, that's huge.
Speaker: So how did you go from, was it rough starting out?
Speaker: I know a lot of guys have the rough beginning.
Speaker: Were you always kind of the top rep or did you have to kind of transition into?
Speaker: No, I had to transition.
Speaker: So again, this kind of ties into the third principle of the six-figure swimmer, which is perception.
Speaker: kind of how you view your reality and how that affects your outcomes.
Speaker: So going into it again, I carried a lot of my low ambitions into the job when I first started.
Speaker: I was only trying to like sell the bare minimum accounts to get free rent and just earn like, you know, 12, 15 grand during the summer just to pay off a little debt and fix my car.
Speaker: That was it.
Speaker: And it really wasn't until halfway through the summer,
Speaker: through good mentorship, my perception was expanded of myself and what I could accomplish.
Speaker: And then I went from, you know, selling 40 the first half of the summer to selling 100 the second half, 50.
Speaker: finishing with 140 alarms my rookie year and then going out the next year again changing my perception and selling uh 340 alarm accounts my second year wow incredible that's awesome so you talk about good mentorship so you by mentors are you meaning just like kind of your managers at the time or who were kind of the mentors that got you into that next level
Speaker: Yeah, it was my direct manager that first year and then my regional manager my second year.
Speaker: Again, it's all about perception.
Speaker: I was performing at a level that was consistent with how I perceived myself.
Speaker: And that's what's so valuable about good mentors is they can change your perception.
Speaker: They can expand your vision.
Speaker: And that's what happened with me.
Speaker: You know, for the first time, I was like,
Speaker: Yeah, maybe I could sell 200 accounts.
Speaker: Maybe I could sell 300 accounts.
Speaker: What would my life look like if I did?
Speaker: And I internalized that vision and then I was able to go do it.
Speaker: Perception first.
Speaker: Yeah.
Speaker: That's big.
Speaker: Yeah, we'll talk more about that, I'm sure, as we get into the book topics.
Speaker: But yeah, for you, what's been some of your records?
Speaker: You've been in this industry, what, 12, 13 years?
Speaker: Yeah, this is year 13.
Speaker: That's incredible.
Speaker: You're still knocking doors, you said.
Speaker: Is it still a full-time thing in the summer, or are you going out?
Speaker: Yeah.
Speaker: Okay.
Speaker: Yeah, full time.
Speaker: That's awesome.
Speaker: So what have been some of your records here?
Speaker: What's your top for the summer, man?
Speaker: Top summer was 340.
Speaker: I've sold 105 alarms in a month.
Speaker: I've sold 35 in a week.
Speaker: And then a couple summers ago, I sold 12 in a day.
Speaker: Holy cow.
Speaker: Wow.
Speaker: Well, maybe we shouldn't talk too much about that because if we do, we might have guys jumping ship from solar to go run around with you.
Speaker: No, solar is amazing.
Speaker: Yeah.
Speaker: Yeah.
Speaker: Got a ton of potential.
Speaker: Well, that's awesome.
Speaker: So 340 alarms.
Speaker: What would you make?
Speaker: What did you make that summer when you did 340 alarms?
Speaker: So I actually just recently crunched all the numbers.
Speaker: So when I was, the five years that I was a rep, I was averaging 113 grand.
Speaker: And then the four years that I was managing, I was averaging 273 grand.
Speaker: And then the last three years regionally managing, it's been like 540 grand.
Speaker: Wow.
Speaker: Incredible.
Speaker: That's awesome, man.
Speaker: Yeah.
Speaker: Anyone, anyone listening, the other part of perception was for a long time, I didn't view myself as a leader.
Speaker: And anyone, I feel like there's a lot of people in our industry that way.
Speaker: They just, it never occurs to them that they can go recruit and build teams and be managers and regional managers.
Speaker: And it's just silly.
Speaker: If you met me when I started, you'd be like, there's no way this guy ever accomplishes anything amazing.
Speaker: And so my plea to anyone listening would be internalize the vision of managing and leading and recruiting and growing a downline because it's crazy the way your income can exponentially grow when you take on the challenge of leading.
Speaker: Yeah.
Speaker: Yeah.
Speaker: Yeah, that's true.
Speaker: And I think you talk about it a little bit in your book.
Speaker: I'm still going through the book, but it's like, if you're just selling, you're going to hit that cap.
Speaker: You can't be, you know, you can't sell every single person.
Speaker: Maybe you can't hit every single door, but yeah, if you've got some guys under you, if you're building the team, that's how you're going to take it to the next level.
Speaker: And I think learn more as you're teaching the team to also increase their income.
Speaker: So yeah, I definitely agree with that.
Speaker: But yeah, so I wanted to go through just some of the chapters of your book here and just kind of give our solopreneurs, that's what we call our solar guys, just some ideas of how they can dominate for the summer.
Speaker: Because yeah, I know solar, there is a lot more of the year-round aspect to it.
Speaker: But in our company, we've got several guys that are coming out just for the summer too and looking to have summers so they can go out and relax a little bit as they're going to school and all that.
Speaker: Cool.
Speaker: So, um, so yeah, you have, what is it?
Speaker: Four or five key, um, principles.
Speaker: Yeah.
Speaker: The five principles, right?
Speaker: Yeah.
Speaker: Okay.
Speaker: Okay, so you got principle one is hustle, two is consistency, three is perception, four is ethics, five is giving.
Speaker: So you're telling me, Adam, if we master these principles, you think anyone can go out and have a six-figure summer?
Speaker: Absolutely, yeah.
Speaker: So you'll perform, you know, if you look at like a bell curve or a distribution of any sales force, you're going to have the people at the bottom, the majority of the people in the middle, and then you'll have the top people.
Speaker: And where you fall in that bell curve, if you're in the top 20%, the top 1%, the bottom 20%, it's going to correlate perfectly to the degree that you live these principles relative to other people.
Speaker: So it...
Speaker: If you live the principles in the six-figure summer more fully than 95% of other people, then you'll perform in the top 5%.
Speaker: If you live them more fully than 99% of other people, you'll be in the top 1%.
Speaker: They correlate perfectly.
Speaker: That's awesome.
Speaker: And how did you break it down to these five principles, Adam?
Speaker: You said you're coaching other guys, but what led you to breaking it down into these five principles in specific?
Speaker: So I mentioned it started with mentoring one rep.
Speaker: So after I sold 340, people would come and ask me, you know, what's your dual approach?
Speaker: How do you sell this?
Speaker: Blah, blah, blah.
Speaker: Well, this one rep kept coming back.
Speaker: And so I trained him.
Speaker: I taught him all the sales techniques that I knew.
Speaker: And he went out and he wanted to sell 200 and he did better, but he didn't hit 200.
Speaker: And so I trained him again and he went out again and he fell short again.
Speaker: So then I was like, geez, I don't, I guess I don't know what it is that like allows me to be successful and what that secret sauce is.
Speaker: And that really bugged me that I was doing it, but I couldn't teach other people to do it.
Speaker: So I just started reflecting and meditating and asking people.
Speaker: And then one day I like had this epiphany.
Speaker: Where I was like, oh, yeah, that's it.
Speaker: And what I realized was it's like a law of diminishing returns.
Speaker: Sales techniques will help you increase your performance at first.
Speaker: But once you start mastering sales, you're going to plateau.
Speaker: And from there, principles are necessary to take you to the next level.
Speaker: So it's not about the pitches when it comes to being a top one percenter.
Speaker: It's about the principles.
Speaker: Yeah.
Speaker: So that's how I arrived at these five principles.
Speaker: Okay.
Speaker: Yeah.
Speaker: And I think that's huge because that definitely strikes a note in me because when I first went out, I started in pest control.
Speaker: I remember my second summer I sold in North Carolina and we drove clear out there.
Speaker: It was like a 20-hour drive.
Speaker: And that entire, or I don't know, 30, whatever, however long it was, but that entire drive I got on Audible and I got one of those big Zig Ziglar books that goes to like a million closes or whatever and all the sales techniques.
Speaker: So I thought, okay, if I just listen to Zig the entire way to North Carolina, I'm going to get out there and I'm going to like have the best summer of my life.
Speaker: And I listened to it and the kid I was with, he about went insane hearing Zig talk for 25 hours straight.
Speaker: Yeah.
Speaker: But I was like, yeah, it's a little Southern accent or whatever.
Speaker: So yeah, I thought I was going to dominate, but then I went out there and I really struggled for, especially like the first half of that summer.
Speaker: And I was like, what's going on?
Speaker: I listened to Zig and all the sales techniques.
Speaker: I know all the clothes.
Speaker: How come when I'm, I'm not selling.
Speaker: But I think it was, I was lacking this and also a big thing for me, I was lacking mentorship, like you said, because I was with a buddy, small company.
Speaker: So I didn't have anyone to lead me or kind of guide me into those principles.
Speaker: So definitely important, I would think.
Speaker: But yeah, let's kind of jam on these.
Speaker: We'll go through just the principles here and you can tell us, just give us a little preview of how they're important.
Speaker: And I'm sure we'll get guys excited to
Speaker: get the book and everything.
Speaker: So we can start with principle one hustle.
Speaker: So what do you have to say about hustle, Adam?
Speaker: Yeah, so I have a buddy named James Lawrence.
Speaker: He's known as the Iron Cowboy.
Speaker: You may have heard of him.
Speaker: He's an endurance athlete.
Speaker: So endurance athletics is this fairly new sport.
Speaker: I mean, it's been around forever, but as far as being recognized as an official sport, and it basically is just focused on
Speaker: on the endurance ability of people.
Speaker: So Ironman races, things like that.
Speaker: So this is what he does professionally.
Speaker: And he did this event.
Speaker: It's called the 50-50-50.
Speaker: 50 Ironman races in 50 states in 50 days.
Speaker: No one had ever done it.
Speaker: What's interesting though is that James already held the world record for the most Ironman races run in a year.
Speaker: He had done like 30.
Speaker: So then you ask yourself, what would possess a person who's already number one, who already holds the world record to put themselves through that type of pain and misery?
Speaker: Yeah.
Speaker: Well, it's obvious that, you know, James doesn't do this to like be healthy or, you know, for money.
Speaker: Those are side effects of what he's doing.
Speaker: But the reason he does this is because
Speaker: he's obsessed with exploring the boundaries of his human potential.
Speaker: He wants to find out what the limits of the human potential are and then push through those and set new limits.
Speaker: So the reason I mention this is because most people go out and they do door-to-door solar alarms, whatever, and they miss the point.
Speaker: They think, oh yeah, I'm going out to make money.
Speaker: And that's the purpose of door-knocking.
Speaker: And that's not it at all.
Speaker: The purpose is not to make money.
Speaker: The purpose of door knocking and of work is to strengthen your character and to grow as a person.
Speaker: So it's important to realize when you're out knocking doors, that's not a job.
Speaker: It's a gym.
Speaker: The doors is your resistance for your character that you're repping and you're ripping the fiber of your work ethic to become a better human being and to push your own personal limits.
Speaker: So that when you view it in that context, then you start gaining the capacity to push yourself hard enough to have a six-figure summer and to be a top one percenter.
Speaker: It's like how much would you pay for a gym to go to a gym that had no weights, no resistance?
Speaker: You wouldn't pay anything.
Speaker: And this job is the same way.
Speaker: I hear people say, yeah, door to door, just, oh man, it was such a grind.
Speaker: And I went out and I knocked and I didn't make any money this day and this, this, and that, like I'm quitting or this isn't worth it.
Speaker: It's like, dude, you're totally missing the point.
Speaker: The money is a byproduct.
Speaker: We are endurance athletes.
Speaker: We just chose the doors as our, our bicycle.
Speaker: You know, that's, that's how we're pushing the limits of our human potential.
Speaker: Mm-hmm.
Speaker: And let me ask you, Adam, how do you, I know you're super motivated and obviously you've dominated, but how do you motivate your teams and your guys to have the same kind of hustle that we're talking about here?
Speaker: Cause I know you, you've been in the industry.
Speaker: I'm sure you've seen a lot of dudes give up and quit and all that and not hustle, but I'm sure it comes to a point where kind of got to let those guys go, but the ones, the ones on your teams, how are you motivating them to hustle and hit their potential?
Speaker: Yeah, so motivation, that actually transitions to the second principle, which is consistency.
Speaker: So there was an Austrian psychiatrist.
Speaker: His name was Viktor Frankl.
Speaker: And he was practicing psychiatry and psychology during the Nazi occupation.
Speaker: And his practice got shut down, and he got deported to a concentration camp.
Speaker: And he found himself in the middle of one of the greatest social experiments on human motivations.
Speaker: Because in the concentration camps, people were just trying to find the motivation just to live.
Speaker: People would literally give up and die or kill themselves.
Speaker: And he observed that some people were just able to make it through this horrific experience.
Speaker: And so he made that the focus of his study.
Speaker: And what he found was suffering ceases to become suffering and starts to become meaningful and a passion when it's connected to either a person or a cause.
Speaker: So really, if you want your teams to be extremely motivated, help them figure out, he calls it, you know, the person that affectionately waits for you.
Speaker: People in the camps that had someone affectionately waiting for them, had the motivation to live.
Speaker: So who are the people in your life that benefit when you go 120%?
Speaker: Who are the people whose lives get better that you care about and love when you grind your guts out?
Speaker: And then also what's the cause that you're really passionate about?
Speaker: What's your unfulfilled cause that just, you know, whatever it is in life that you're so passionate about when you think about it, it just gets your neurons firing and your heart pumping.
Speaker: And if you can identify those things, you know, people call it a why.
Speaker: What's your big why?
Speaker: If you can then tie that why to your goals somehow.
Speaker: So that, you know, when you're in correlation, it's like, hey, Johnny, how many solar accounts are you going to put in this week?
Speaker: Four.
Speaker: Well, the number four or whatever is totally meaningless unless it's connected to something that you're deeply passionate about.
Speaker: So if you can help your people do that, and then the last step is to make a trigger, something that
Speaker: like brings these emotions to the surface when you need them.
Speaker: If you can follow that process, set your goals, find a why that makes you cry, tie your why to your goals and create a trigger to create this process when you need it, you'll be able to just summon motivation like a wizard whenever you need it.
Speaker: And you'll be able to do unreal things, literally knock doors from nine to nine
Speaker: every day for as long as you want.
Speaker: Wow.
Speaker: I love it.
Speaker: That's awesome.
Speaker: There's a secret there.
Speaker: That's cool.
Speaker: Yeah.
Speaker: And what's interesting, Adam, I noticed that in the book, well, you already brought up several other books, authors, and in your whole book, you have recommended readings,
Speaker: Um, other guys.
Speaker: Yeah.
Speaker: Like you have the James Lawrence book in here.
Speaker: Um, so how important is like reading all these other books and his education to you?
Speaker: Are you like having your guys go through these books and stuff like that too?
Speaker: Oh yeah, absolutely.
Speaker: Yeah.
Speaker: I have a, I have a membership with bulk bookstore.
Speaker: I spent thousands of dollars a year just buying books and bulk, um, for my reps and my people.
Speaker: Um, you asked who my, my mentors are.
Speaker: Aside from, you know, the people that mentor me, books have been by far my biggest mentor in terms of changing my perception or taking me from someone that doesn't understand money and didn't have, you know, amazing examples of how to manage money growing up and turning me into a financially independent person that's confident investing in real estate and doing all these things.
Speaker: All that just came from books.
Speaker: So I'm a huge advocate and I love audio books.
Speaker: I actually recorded an audio book version of the six figure summer because with audio books, like I'm able to double dip on my time.
Speaker: I basically identify all the activities I do that don't require mental energy, driving, mowing the lawn, showering.
Speaker: And there's always an audio book playing during those activities.
Speaker: Always.
Speaker: Yeah.
Speaker: Yeah.
Speaker: I'm the same way and my wife hates it because when we jump in the car, it'll either be a book or a podcast 90% of the time.
Speaker: Yeah, exactly.
Speaker: Yeah, so you drive some people nuts.
Speaker: But I think that's the cool thing about these jobs too, I'm sure.
Speaker: In alarms, you travel a lot.
Speaker: But solar, yeah, we're going to our areas.
Speaker: We're going to our deals.
Speaker: So I like, you know, Brian Tracy and all these guys talk about making your car just like a classroom because if you're spending all this time driving, I mean, you can spend that time learning something too.
Speaker: and university on wheels exactly yeah i mean that's awesome well cool so yeah that's a huge piece of it so we went through consistency a little bit um yeah anything you want else you want to say about consistency or you want to jump into perception adam now we can talk about perception okay so what do you have to say about perception why is that important yeah
Speaker: So probably my favorite part of that chapter, I list out, there's like a dozen quotes from all these different thought leaders across the world throughout time.
Speaker: And it's just the whole spectrum.
Speaker: It's business leaders and spiritualists.
Speaker: And basically, if you look at them, you'll realize this idea that reality is completely malleable.
Speaker: And you can take reality and bend it to your will.
Speaker: And you do that using the powers of perception.
Speaker: When Steve Jobs dropped out of Reed's College, he started hanging out with this hippie apple orchard buddy.
Speaker: And this guy taught Steve about this thing called an RDF, a reality distortion field.
Speaker: And for Steve, he said it turned him on to a new level of consciousness.
Speaker: And it permeated Apple's culture.
Speaker: They even had t-shirts that referenced it.
Speaker: But basically what the RDF is, and there's all these quotes from Apple employees talking about it where they're like, yeah, it was weird.
Speaker: Like when you were in Steve's presence, he would be talking about things that you knew were impossible.
Speaker: But for some reason, when you were around him and he was talking about it, they just seemed possible.
Speaker: And so Steve Jobs strongly subscribed to this idea that
Speaker: We all have this like force field around us.
Speaker: And if you learn how to tap into it, you can literally bend reality to your will.
Speaker: So that's a really important chapter in the book because it all starts with perception.
Speaker: You're never going to do anything that lies outside of the view of your perception of what you believe is possible.
Speaker: And I've just seen, it's one of the reasons I love this job and I love mentoring sales reps is because
Speaker: I've seen so many examples where people and reps that should not, you know, be doing what they're doing are they're making six figures and they're recruiting and growing and leading and doing all these things.
Speaker: And you look at them and where they came from and you're like, that shouldn't be possible, but it's because they mastered this principle and they used it to their benefit.
Speaker: That's awesome.
Speaker: Yeah.
Speaker: And you talk about, we talked a little bit about culture and stuff.
Speaker: and you know creating a movement before i think that's huge but something i've always thought is cool about vivant you guys have super strong culture i think that's something you kind of instill in your guys is this perception that they can all go out and dominate so what do you think it is about like vivant how did how have they created such a strong culture and created this kind of perception and guys for the summer
Speaker: Yeah, I'm huge on culture.
Speaker: Culture is so important.
Speaker: And the mistake a lot of people make with culture is they look at great companies with great culture and they try and copy it.
Speaker: But that's not what you should do.
Speaker: Really, what you should do is identify the values that are most important to you and the personality traits that you want embodied in your organization.
Speaker: And I would recommend reading The Six Figure Summer and identifying the aspects of it that you want to really represent
Speaker: your team.
Speaker: And then what you do is you just carefully craft that personality.
Speaker: So when reps do something that exemplifies the culture that you want, you highlight it, you share those stories over and over again.
Speaker: And you have to be very intentional about it because culture will develop one way or another.
Speaker: If you don't intentionally develop your culture, it will develop.
Speaker: It will just not be the culture that you want.
Speaker: It'll be like weeds popping up in a field versus, you know, carefully gardening and tending to a field.
Speaker: Yeah.
Speaker: And what are some things Vivint has done?
Speaker: Cause you guys are huge.
Speaker: I mean, offices all over the country and all that, what have you done to kind of keep the culture consistent?
Speaker: So that's something I see that I think companies struggle with is as they're expanding, they don't have these same guys that went and started the strong culture in one office.
Speaker: So what do you do to keep it consistent across the whole country and all the offices?
Speaker: Yeah.
Speaker: I mean, ultimately the culture of an organization stems from the leader.
Speaker: So, you know, working with Todd Peterson for years, the guy just, he is relentless.
Speaker: You know, he just does not quit.
Speaker: He's an insane competitor and he just wants to win at all costs.
Speaker: It just drives him.
Speaker: And so that type of intensity of competition and a desire to be the best permeates the culture.
Speaker: It stems from Todd.
Speaker: And so if you're running an organization or you're starting to recruit, again, you need to exemplify that.
Speaker: If you want your people
Speaker: to embody hustle and you want them to just be the hardest workers ever, then you go be the hardest worker ever post post pictures on the group meet of you closing a deal at 1130 at night.
Speaker: And if you just keep doing that or you out at 7am going to drive out two hours to hit an appointment, when your people see that, that's going to do more to communicate the culture and
Speaker: than anything.
Speaker: You can't sit people down and tell them what your culture is or tell them what your culture should be.
Speaker: You have to show them.
Speaker: You have to create it.
Speaker: Yeah.
Speaker: Okay.
Speaker: Yeah, it's huge.
Speaker: Yeah, you can see that in Todd.
Speaker: I saw him speak.
Speaker: Maybe you were there too, but two years ago when he brought Grant Cardone to speak at the Salt Palace.
Speaker: I don't know if you're good at her.
Speaker: Yeah, yeah.
Speaker: He was up on stage talking about how pissed he was that he couldn't recruit one guy or something before that.
Speaker: And I'm like, dude, you're like, you're like, it's just one guy.
Speaker: And I mean, you got like a million guys already.
Speaker: What do you, you already got your regional managers and stuff recruiting.
Speaker: Just talking about how mad he was.
Speaker: Like, wow, this guy's intense, but yeah, you definitely see it in him.
Speaker: I mean, that's huge.
Speaker: So cool.
Speaker: So let's get into principle four, Adam.
Speaker: So we got ethics here and that's huge in sales.
Speaker: Yeah.
Speaker: Very important.
Speaker: So what's, well, what's the, what's the deal with ethics here?
Speaker: Yeah.
Speaker: So when I was, when I was a little kid, maybe like eight, my buddy came over, we were bored out of our minds and he came up with this brilliant idea.
Speaker: I had an older brother that we didn't particularly care for.
Speaker: So he's like,
Speaker: All right, let's do this.
Speaker: Your brother loves orange juice.
Speaker: There's a pitcher in the fridge.
Speaker: He always drinks it.
Speaker: Let's take the orange juice into the garage.
Speaker: Let's pee in the orange juice container.
Speaker: Let's put it back in the fridge.
Speaker: And then your brother will drink the orange juice with our pee in it.
Speaker: And I was like, dude, that is the most brilliant idea I've ever heard in my life.
Speaker: So we're eight years old.
Speaker: We go pee in the orange juice.
Speaker: We put it back in the fridge.
Speaker: We forget about it.
Speaker: A week goes by.
Speaker: The orange juice is gone.
Speaker: I run into my brother's room.
Speaker: I'm all excited.
Speaker: He didn't drink it.
Speaker: I go into my sister's room.
Speaker: She didn't drink it.
Speaker: And then I'm like, no, my mom must've drunk it.
Speaker: And now I feel really bad.
Speaker: So I go into the kitchen.
Speaker: I'm like, Hey mom, did you drink the orange juice that was in the fridge?
Speaker: And she's like, no, I made it into orange juice popsicles for you guys.
Speaker: You don't remember you guys ate all of them.
Speaker: That's awesome.
Speaker: So me and all my friends wound up eating our own pee pops.
Speaker: We wound up eating our own pee.
Speaker: So in my mind, like that, that's the perfect example of how karma works.
Speaker: And in this job, like if you behave in a way that's unethical or gray, or it's not mutually beneficial, you know, Covey talks about the win-win paradigm.
Speaker: It's a win for me.
Speaker: It's a win for you, or we're not doing it.
Speaker: Even if it's a win for me, if it's a lose for you, I'm not going to do it.
Speaker: When you operate outside of that principle, it like sends this, you know, vibe into the universe.
Speaker: And at some point that's going to come back to you.
Speaker: And most of the time it's, it's not connected.
Speaker: Sometimes it is like the customer that you were unethical with cancels and it's like, Oh crap.
Speaker: But a lot of times there, there's no way for you to connect the dots.
Speaker: Maybe it's just the sale, nothing to do with it, but it's just kind of the universe keeping score.
Speaker: So I just think, and in the book, I actually go through very specific examples because I've been doing sales for 13 years and I've evolved ethically over that process.
Speaker: You know, I'm a more ethical person now than when I started.
Speaker: Not that I was like ever shady, but I've just grown and developed in this principle.
Speaker: And so working in this industry for 13 years, in the book, I'm able to outline specifically, very specific ways that I hope will help guys read that and be like,
Speaker: you know what, that's true actually.
Speaker: I found myself in that situation and I could do better on that.
Speaker: And I promise you, if you operate according to this principle, the universe will be like, okay, yep, that's someone that I'm gonna reward and shower success upon because they're doing it the right way.
Speaker: Yeah.
Speaker: And for me, it's almost just like something that gets in your head if you're not ethical too.
Speaker: Because I've had times where I know, it's not that I lied, but I left something out to make it seem better than it was type thing.
Speaker: And those types of things, I think for most people, they get in your head.
Speaker: And then I've had times where I'm going to close another deal.
Speaker: And then like doubt creeps in my head or maybe it comes across in my clothes that I, because I wasn't completely honest with the past deal.
Speaker: I like get doubts that I can close the next one.
Speaker: So I think it's huge.
Speaker: If it's not karma, then it's definitely something that, that gets into people's heads.
Speaker: I think comes back to you.
Speaker: So, uh, yeah, very important ethics.
Speaker: And yeah, I've seen, seen guys do some shady stuff in cells.
Speaker: Sure.
Speaker: It's happened in all types of cells.
Speaker: Yeah.
Speaker: So important.
Speaker: Cool.
Speaker: So that's principle four.
Speaker: And then the last one, principle five is giving.
Speaker: So what do you have to say about giving, Adam?
Speaker: Yeah.
Speaker: So the whole reason that we're talking right now is just because I decided to give value.
Speaker: 10 years ago or whatever it was.
Speaker: This rep that was seeking mentorship, he wasn't one of my reps.
Speaker: I didn't make any money off him.
Speaker: There was no expectation that I would ever monetarily benefit from the time that I was spending to coach him and mentor him.
Speaker: But the reason I did it was because I saw an opportunity to create value for another person and I just took it.
Speaker: And I'm really glad that I did because now 10 years later, here we are talking on a podcast and I have this amazing book that's been able to help thousands of people and all this stuff.
Speaker: So the moral of the story is a lot of people, before they give value, they do a little stop check and they ask, okay, well, how do I benefit from this?
Speaker: What's the monetary gain or what recognition do I get if I create this value?
Speaker: And I'm not saying you should work for free, but I am saying whenever you have an opportunity to create value for other people, you should do it.
Speaker: You know, Gandhi says, um, it's, it's our rent that we owe for our stay here on earth.
Speaker: If you're a human being on earth, then you have this debt to return value to the world.
Speaker: So, um, the way I look at it is this, um, you mentioned Zig Ziglar.
Speaker: So he has a really famous quote.
Speaker: You can have,
Speaker: You can have whatever you want in life if you will just help enough other people get what they want.
Speaker: And then one of my other favorite quotes is by Harry Truman.
Speaker: He says, you can accomplish anything as long as you don't care who gets the credit.
Speaker: So I kind of combine those together.
Speaker: I call it the Harry Zig formula.
Speaker: So if you go around creating value for other people and letting them take the credit, basically just making other people heroes,
Speaker: the doors will just open up for you.
Speaker: You'll get this infinite return on that investment where the, the, again, the universe just kind of clears the way for you because you're going about creating all this value.
Speaker: And so for me, I feel like giving, giving monetarily of my time, of my energy, of my resources has done more to actually help me than, than anything else.
Speaker: You know, it's a paradox.
Speaker: If you want to get, you got to give.
Speaker: Yeah.
Speaker: Yeah.
Speaker: huge and especially as guys are starting out I mean I think anyone in the business world has seen it the more you give the more you're going to receive with it too and that's what we're trying to do with this podcast we're not trying to make a bunch of money but I know that as I'm giving value with the podcast it's
Speaker: Hopefully eventually I'm going to get some value back.
Speaker: And I'm sure that's why you agreed to come on the podcast too.
Speaker: Cause hopefully as you're given this value, I'm sure you'll get value back cause people check out your book and you know, maybe you recruit a hundred guys from this, who knows what could happen.
Speaker: Yeah, that's true.
Speaker: But obviously it's important to not just give expecting something back, but giving, um, just cause that's the right thing to do.
Speaker: Well, cool.
Speaker: I think that's cool principles you got.
Speaker: Tell me, Adam, what are some results you've seen as people have followed this stuff in your book and you just kind of spread it throughout your office and stuff like that.
Speaker: Have you seen it change people's lives and I'm sure income's affected and all that.
Speaker: Do you have any stories of guys who have followed these and I don't know, people you've coached or mentored?
Speaker: Yeah, absolutely.
Speaker: So that first rep, you know, once I figured out
Speaker: the principles of success and had that epiphany.
Speaker: Oh, I've been teaching him techniques.
Speaker: I need to be teaching him principles.
Speaker: I wrote it all down.
Speaker: That was the first one.
Speaker: You know, it was like this big, but it just outlined the principles.
Speaker: And he took that and he, he hit his goal.
Speaker: He sold over 200 accounts, made six figures, which was in a summer, which was what he was trying to do.
Speaker: And he literally said, yeah, I just,
Speaker: The reason I was able to do that was because I had the recipe sitting in my back pocket all summer long.
Speaker: Like he literally showed me the book.
Speaker: It was all discolored from his butt sweat.
Speaker: And he literally kept it in his pocket all summer long.
Speaker: So what I've seen is that people experience three things by living these principles.
Speaker: One, the principles allow them.
Speaker: to maximize their human potential and their performance potential, whatever that is, whatever your best is, your maximum potential, living these principles will bring it out.
Speaker: The other thing I've seen is that it allows individuals to become a top one performer,
Speaker: in whatever they choose to do.
Speaker: So if you look at your sales organization, whatever the top 1% is, and depending on how large your organization is, maybe that makes you number one, maybe that makes you in the top 10 or top 20, but living in these principles will put you in the top 1%.
Speaker: And then the last thing I've seen is that it'll enable you to make more money than you ever thought possible.
Speaker: You live these principles to the fullest and you'll truly have a six figure summer.
Speaker: You know, there's people making seven figures annually in this industry by living these principles.
Speaker: Yeah.
Speaker: Awesome.
Speaker: And what I really like about your book, Adam, is that at the end of, I think it's after every chapter, but you give the summary and action items.
Speaker: So it's not just talking about it.
Speaker: It's the actual steps you need to take and things you need to apply the principles in your cells and in your life.
Speaker: So I think that's the most important part because I mean, yeah, books, but the guys that actually apply the principles, that's who's, that's who's going to reap the results from it.
Speaker: So awesome.
Speaker: Yeah, I love it.
Speaker: And I think it can definitely be applied in the solar industry.
Speaker: So definitely applicable to our solarpreneurs.
Speaker: So we appreciate you sharing the five principles of success here.
Speaker: So Adam, where can people find out more about your book and other things that you're up to and doing it?
Speaker: Yeah, just go to thesixfiguresummer.com.
Speaker: The book is free.
Speaker: I'm not making money on the book.
Speaker: I'm basically just selling it for the cost of printing and the cost of shipping.
Speaker: In fact, I think on our first run, we only did 100.
Speaker: I think I was losing a little bit on each book.
Speaker: So again, my goal is to just give as much value as possible.
Speaker: And I kind of have a personal mission with this program.
Speaker: I want to help 100 people make 100K,
Speaker: in a hundred days.
Speaker: So I'm just, I'm just going to keep creating content, creating products, creating value until I can legit until legitimately, like there's a hundred people, you know, outside of my direct program that are like, Hey, I use this to make a hundred K.
Speaker: um, in a hundred days.
Speaker: So I call it the a hundred K challenge.
Speaker: Go to the, the six figure summer.com, get the book, join the challenge.
Speaker: And, uh, let's, let's go on this ride together.
Speaker: I'm excited.
Speaker: Awesome.
Speaker: Love it.
Speaker: Love it.
Speaker: Let's dominate it.
Speaker: So yeah, we'll definitely share the link to our solar preneurs and we appreciate you coming on the show.
Speaker: If people want to connect more with you on a social media or you just, just, uh, Adam web on social media and all that people can hit you up on there too.
Speaker: Oh, yeah, absolutely.
Speaker: I love connecting with people.
Speaker: Feel free to reach out to me on my cell phone.
Speaker: My cell is 801-821-3189.
Speaker: A lot of guys are surprised.
Speaker: I'll actually text back.
Speaker: If guys want to chat, I'll call them and we can talk.
Speaker: Again, I just love creating value for people.
Speaker: So hit me up.
Speaker: That's awesome.
Speaker: Yeah.
Speaker: That shows how I'm giving you our, cause that's definitely risky putting your number out on a podcast.
Speaker: I get a hundred people hitting you up, but there you have it.
Speaker: I'm down.
Speaker: Yeah.
Speaker: He's ready for it.
Speaker: Okay.
Speaker: Well, Adam, thanks for coming on the show.
Speaker: And yeah, love the five steps to success here.
Speaker: We'll share it.
Speaker: And, and any final advice you want to give to our solopreneurs before we let you go?
Speaker: No, I just say, thanks to you for doing this.
Speaker: Like,
Speaker: This is amazing.
Speaker: We need more people investing the time to do this type of stuff.
Speaker: And I love that it's called Solerpreneur because ultimately that's what all of us are in the door-to-door industry.
Speaker: We're not sales reps with a job.
Speaker: We're entrepreneurs building a business.
Speaker: So keep doing what you're doing, man, and thank you.
Speaker: Exactly.
Speaker: Thanks, Adam.
Speaker: We'll appreciate you, and we'll talk to you soon.
Speaker: Okay.
Speaker: All right, later.
Speaker: Hey, guys.
Speaker: Hopefully you enjoyed this week's episode with Adam Webb.
Speaker: If you haven't already, go check out his book.
Speaker: Go show him some love.
Speaker: Give him a like and let him know that you enjoyed this week's episode.
Speaker: For next week's episode, we're going to have a special guest on.
Speaker: He is the category king of the door-to-door industry.
Speaker: If you've been in sales for any amount of time, you've likely heard his name.
Speaker: His name is Sam Taggart.
Speaker: And you're not going to believe the actual advice that he gives us on the show next week.
Speaker: You're not going to want to miss out.
Speaker: Tune into it.
Speaker: Tell all your friends because next week is going to be lit.
Speaker: So next Friday, hop on the show and Sam's going to share with us how he gets more referrals, how he closes more deals, and how he takes his door-knocking skills to another level.
Speaker: So even if you're not knocking on doors, you're going to want to check this out.
Speaker: See you guys next week.
Speaker: Wow, what another amazing episode of the Solarpreneur Podcast.
Speaker: Now, before we take off here, do us a favor and go leave an honest review on your platform of choice or wherever you're listening to this podcast.
Speaker: It helps us get the word out about the Solarpreneur Movement and impact more entrepreneurs, sales professionals, and marketers just like you.
Speaker: And hey, don't forget to head over to Facebook and join the Solarpreneur Group for more daily content,
Speaker: going to impact you and help you take your sales game to the next level.
Speaker: See you guys in the next episode.
