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How to Master Your Mindset for Solar Sales
159 Plays2 days ago
This episode is a recording of a training I did with Melissa Romiza's team on harnessing the power of our mindsets. It is important that we head into solar with a confident and sound headspace, creating calculated decisions and envisioning the results we want each time we step out for the doors.
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Transcript
Taylor's Journey to Success
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong. I went from $50 in my bank account and struggling for groceries to closing 150 deals in the year and cracking the code on why sales reps fail.
Sales Mastery and Avoiding Mistakes
00:00:19
Speaker
I teach you to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro, and closing more deals.
Defining the Solopreneur Spirit
00:00:31
Speaker
What is a solopreneur, you might ask? solopreneur is a new breed of solopro that is willing to do whatever it takes to achieve mastery, and you are about to become one. All right, Taylor, this the team. i already gave the intro, but if you want to tell them a little bit about who you are, that would be awesome.
00:00:47
Speaker
Okay, what's up, everybody? a lot of people there. Quite the squad. Let's go. Wish I could be there with ah y'all hanging out. But we've got a bunch of our guys blitzing Houston right now.
00:01:00
Speaker
where' Where are you guys at? Where's everybody at? um you still We ran into all your boys. All right. Yeah. Nice. I should have went out there, I guess. Could have done this in person.
00:01:11
Speaker
But may well come next year. We're off right now. Cool. Well, chase them out of the hoods. Chase let chase my guys out of your hoods. Take over. Because they're ah they they don't know what they're doing out there. You guys do. do So...
00:01:26
Speaker
Hey Char, we got him. Good. You guys got him tied up in a closet, I'm sure, back there. ah Well, cool guys. So yeah, thanks for letting me come and do a training. Yeah, was I was excited that Melissa asked me. Yeah, also ah my guy Jake. Jacob is here.
00:01:44
Speaker
Where's Jacob at? I'm here. Lovely guy. Okay, what's up, bro? I got my notebook out. I'm ready. There is. There is. Like this guy's either either at the gym or on the doors already, but glad he's there. Excited to come on. And I mean, I'm sure Melissa already did a whole new introduction, but maybe some of you guys have heard at the podcast. We did an episode with Melissa a couple of weeks ago, I think, or maybe a month or two ago. So it's just been fun to collaborate with people and really learn from the best the best, because I think that's one of the biggest secrets to having success in solar is just picking the brains of other people that
Mindset of Champions
00:02:18
Speaker
are doing well. So today, um yeah, I wanted to do a little training on some mindset stuff. um Jacob said that I'm sure you guys get the best, best of the best training, you know, knocking doors and all the technical stuff. But I know ah the mindset stuff, that's something that we don't talk about as much a lot of times. So I got some stuff we're going to break down and then got a couple of slides here.
00:02:40
Speaker
Let me see we can pull that up. And then, ah yeah, hopefully we can ah share some stuff that will help you guys out on the doors today. All right, so we're talking about the mindset of the champions today. All right, so hopefully you guys all want to be champion out there on the door.
00:02:56
Speaker
And I think that's what it takes to really have longevity in this industry on the doors is you've got to learn how to master the mindsets. Once your mindset changes, everything on the outside will change along with it. Maybe some of you guys have heard the 80-20 principle. I think like 80% on a job is mindset. 20% is what we do. It's the techniques. It's the overcoming objections. So yeah, we're going to go through a couple of ways that we can really master the mindset and have as much success as possible out there. Okay, so if you guys are learned, if you guys are ready to learn how to master the mindset today, everyone say mindset on three, one, two, three. Mindset.
00:03:37
Speaker
All right, there we go. So to make sure the audio is working. All right. So, so first question we have is ah we probably seen some people, maybe it's athletes, maybe it's people you follow.
Influence of Iconic Athletes
00:03:50
Speaker
Sure, there's people on your team. So maybe just one or two examples. Can anyone ah share maybe like an athlete, someone you've seen that has an unbreakable mindset, and what you've seen from them, why? So let's get one or two people.
00:04:04
Speaker
Someone shout Yep. Mamba mentality. Let's go. Got to have Kobe. Who else? Anyone else? it's David Goggins. David Goggins. Yeah, there we go. yeah look Michael Jordan.
00:04:16
Speaker
Yeah. So we've seen those people that are just can't be stopped. They get in that, ah just that momentum and they just can't be stopped. One of my ah favorite guys, you know, he's a little bit washed up now. Back in the day, this guy wasn't unstoppable. Anyone like Conor McGregor? Any Conor McGregor fans out there?
00:04:35
Speaker
Intervening. so Okay. A lot of people hate him now. But this guy, yeah if you guys followed him back in the day when he was like winning everything, he would go into these fights. He would predict exactly who what he's going to do and um you know exactly when he get the win. yeah This is one of his predictions. Let's see if this will work. All right. So here, check out this little clip. I was asking you on Thursday about his right hand.
00:05:01
Speaker
Can I tell you what you told me? I said his right hand would get him into trouble. That's the shot I predicted. Word for word, you said, i felt when we stared down, I felt his right hand was twitching, which was a subtle tell for me.
00:05:14
Speaker
He is... ready to unload that right hand. And i feel that could be a downfall for him. If he lets that right hand go. I will not be there. I simply enter the way I enter and that is enough. They either overextend or they shrink away. But either way it is not good for them. I will create traps in dead space inside that octagon and i hope I will walk him into that dead space.
00:05:36
Speaker
But all of a sudden. It's a trap he's in big danger. by let's go go hanna megars this guy you he predicted aspi to predicted how he was gonna win he predicted exactly what was gonna happen inside the octagon and it was just really cool seeing the competency yeah i mean if you followed them later you started like attacking people's ah yys and kids and all that stuff and got a little crazy but ah back in the day This guy was a champion. he you He had all the confidence. He visualized exactly what was going happen. And he would ah go out there and do exactly what he said he was going to do. Okay, so really, I think any champions, you look at the best the best, and they can practically predict what's going to happen.
Visualization and Confidence Building
00:06:19
Speaker
Okay, I know Melissa, she can go out there, she can get appointments, deals on demand.
00:06:24
Speaker
I'm sure you guys have had trainings from guys like Taylor McCarthy. He does the same stuff. He'll basically like predict what's going to happen and go out and create his own success. If we can master the mindset, I think to a degree, we can go out and do similar things. We can make success happen and go out and create out of nowhere.
00:06:44
Speaker
yeah It would be cool to do. So i want you guys to visualize a time where maybe if you played sports, maybe you ah went out and created your own success times in your life where you made things happen. So I want take just 10 seconds, 10, 20 seconds and just visualize that time. Maybe, ah I don't know. basketball, you hit the winning shots, whatever sport it was, whatever you were doing, maybe you had the glory days back in high school.
00:07:10
Speaker
So just take 10 seconds, visualize that. How did it feel? What were your emotions? What were you thinking? right, so let's take 10 seconds, just visualize that. Then I'm going to tell you guys about the time. So if you guys were able to reflect back on a time where you had some success like that, Maybe you haven't had a time like that.
00:07:28
Speaker
So you can go out and create it. But I'll tell you guys about a time. All right. There's a question there. Yeah. When was the time where created your success and felt unstoppable? So for me, um when I came into solar, i I struggled for quite a while. I kind of had to like lean on past successes till I figured it out in solar.
00:07:47
Speaker
So growing up, I grew up in a small town in southern Utah. This was me. I'll play it a little. little clip of this video here in a second. But I was ah kind of one of those band nerds.
00:07:57
Speaker
um I did percussion. And if you guys can kind of see in the video there, this is like this giant instrument called a marimba. You play it with like four sticks, four mallets,
00:08:07
Speaker
And it's kind of like a xylophone, but bigger. So growing up, I always wanted to be like the best at this. The problem I had, my school had only had like 250 kids in it. I grew up in this town called Kanab, Utah. It's kind of middle and nowhere in southern Utah. So we barely had a band. We didn't even have... really instruments there. My grandpa, he was like a percussion professor at a Utah State University. So I was like, man, i don't care if I'm from a small school, I want to be the best at this.
00:08:36
Speaker
And so I went out, I would go to these like band camps. What happens at band camps? Things at band camp. But we'd go to all these camps. I'd go out, just try to like model after the best kids, even though they had way more opportunities. I would travel all over the place in the summer, go into these big camps for musicians and stuff. And then I'm just like, you know, I don't care if I have, I don't have as many opportunities as other people. I'm just going to practice every day.
00:09:02
Speaker
going to like look up YouTube videos. And I really like obsessed over this thing. And um senior year, I went to the competition with like all the best kids in the state and ended up getting, a you know, first place marimbo player for the entire state of Utah.
00:09:18
Speaker
And it's pretty cool. Just even with like living at opportunities, I was able to just like kind of develop a mindset that's even though I didn't have opportunities as as the same opportunities as other people, I could go out and create the success. I could go out and still
Overcoming Odds: The Marimba Story
00:09:34
Speaker
model the successful kids by traveling around in the summers. And I made it happen. So this is a, yeah I'll play you just maybe 30 seconds of this. This is at like a performance my senior year. Yeah, I'll send you guys the video later. I don't want to get on one of you guys to watch watchers percussion. When we're getting a massage, right? Probably.
00:09:55
Speaker
That's cool. yeah I'd love to hear that while getting a massage. Yeah, but they're pretty cool. So yeah, you can look me up on a YouTube. I've created a YouTube channel like 15 years ago when I was doing this. It's called that percussion guy 101. So you can go subscribe to my ah percussion YouTube from 15 years fifteen years ago okay But ah anyways, so yeah, you can take the same success that you've had in ah previous moments of your life and we can use that and we can apply a lot of the same success, the mindsets when we're out there door knocking. So today I'm going to just break down three things that have helped me over the year over the years. Three secrets to just mastering your door knocking mindsets. Okay, so ah let's
Surrounding with Winners vs. Negativity
00:10:36
Speaker
jump into it. If you're ready to hear the three secrets, everyone say yes.
00:10:39
Speaker
Yes. Okay. Cool. Thanks, guys. All right. So the first one is number one. Just make sure you're surrounding yourself with winners. ka And everyone in this everyone in that room should be a winner. Like you guys are taking time in before the holidays.
00:10:55
Speaker
ah You guys are out there making it happen. And I'll be honest, most people even I'm here in San Diego. We got some people blitzing, but um we just finished up a competition end of November.
00:11:07
Speaker
So there's a lot on our team that are kind of just like relaxing, but like, oh, it's, it's a December hang out for this month and then we'll get back after it in the new year. So the fact that you guys are all out there hustling right before the holidays. Um, and I don't know how Texas is now, but last time I blitzed Texas, it was around the same time. I think it was around Thanksgiving time and I was getting just left and right. Oh, you know what?
00:11:30
Speaker
We're going to want to look into this, hit us up after the holidays and And I'm like, man, these tes these Texans are serious about their holidays. It's a tough way to book an appointment right now. And so shout out to you guys. You're still out there making it happen. But this is the first thing. Make sure you're surrounding yourself with people that are hustling out there. okay Jim Rohn, a lot of you maybe you've heard this quote, but he says you are the average of the five people you spend the most time with. So I know there's people where you can get around where probably all seen it where they're like, ah, you know, that doors are hard today. It's too hot. It's too cold. Let's go grab let's go grab a Slurpee.
00:12:06
Speaker
Let's ah not hustle. And even as much as you can try to just be the person that ah avoids all that. It does rub off on you to a degree. So ah make sure you are that person that's out there making the most of your time and make sure you're not the person that's bringing others down.
00:12:24
Speaker
But if you find that you're getting around people that aren't raising you to potential, to your potential, maybe you need to get a new crowd. So when I started out in solar, I had some of this going on. yeah Here's one of my guys. This guy, he wanted to spend all day at the ice cream truck instead of knocking. So we're at the ice cream truck. This was one day. So this wasn't a that terrible example. But when I first started in solar, there were two guys that I would go knock with all the time. Some days we'd hustle, but there was a lot of days where we would just take it easy. And just thinking back to when I first started my solar career, if I would have gotten around people that were more dedicated to knocking, had my, you know, success in mind and that really wanted to go out there and maximize opportunity. I think I really could have sped up my learning curve in solar probably by like six months because um I don't think I really started having success in solar till I got around till I got away from these two guys. You know, this was around the time
00:13:19
Speaker
I don't know if you guys watch Game of Thrones, but I started out back in 2016. So we're we would go out and these guys, they were all in the Game of Thrones. So we'd go out and we'd we'd start talking like these Game of Thrones theories and then start watching like, you know, episodes and stuff in the car. And then sure enough, be like an hour and a half ago by and we hadn't knocked a door yet. And so I look back and we still went out and got appointments. But I'm like, man, if I would have been around people that wanted to hustle, that wanted to make money, it would have sped things up so much. So just take a look in the mirror. And hopefully everyone in that room, you're not being the one that's that's wanting to just walk around out there and hang out of the park or whatever. I know you guys are there blitzing. So you guys are all putting your head down working. But make sure that you're raising other people up and just look back even when you're not blitzing, when you're going back to your home turf or wherever you guys are at when you're not blitzing.
00:14:15
Speaker
Even then, it's like, are you surrounding yourself with people that want to up level? Maybe you need to get around some, you know, higher level level people. Maybe when you go back from the blitz, don't let it just be in the blitz that you're surrounded by the people. I know that's great to get ah surrounded by people that have the common goal. But when you go back home, maybe join some support groups and masterminds.
00:14:34
Speaker
Keep that high level going, right? Stay in touch with each other because you don't want to have to like raise your level of thinking every time you leave the blitz and, ah you know, get back to the same level you were at when you're out blitzing. Okay, so something to think about. You are the average of the people you're you surround yourself with.
00:14:52
Speaker
So make sure you were being the champion for other people and then make sure you're surrounding you're surrounding yourself with the best thinkers possible. Okay, so that's ah the first...
Controlling Effort and Attitude
00:15:03
Speaker
tip on mindset. And number two is just be obsessed with the controllables. And I'm sure you guys have had trainings on this, just tracking the things we can control. But sometimes we get affected too much by things we can't control. We can't control really if people are going to say yes out there.
00:15:20
Speaker
We can't control sales we get all the time. Can't control our effort, attitude, a door to knock. And I know it's this easier said than done sometimes, but the more we can obsess over those controls and not let ourselves be affected or brought down by, oh, it's too cold outside. Oh, it's people aren't listening. Oh, it's the holidays. and and I know i just brought that up, but yeah, we can't control that. It's Christmas right now, right? People are going to bring that up. People are going to ghost appointments. So make sure you're obsessing over those things that we can control.
00:15:51
Speaker
And if you guys aren't already using um some app to track, I know a lot of people use this. um I don't know what you guys are using to like track your your metrics and everything. And yeah, you know, you guys should be knocking lot more doors than 30 in a week. But this is an example. Don't necessarily take these numbers, but but yeah, track the conversations, the appointments book, track the six, tracks the closed deals, installs, all those things that you can have some more control over.
00:16:19
Speaker
and For me, when I'm out there, it always goes way better for me when I'm in time goes way quicker. i don't really think, oh, I got to be out here for the next six hours or however long I'm knocking that day. Right. For me, it's just like, OK, you know what? I'm going to go get 15 conversations today, 10 conversations, whatever it is, whatever your conversation goal. And it just becomes a game at that point. Right. It's checking off a box. So I open up the app. I check when I have a conversation.
00:16:44
Speaker
know there's guys like Michael O'Donnell. He has ah he told me this once that i thought was kind of cool. that I've tried a few times, and just carrying the number of rocks. If you want to go out and have 10 conversations, 15 conversations, you get 15 rocks in your pocket. And then every time you have a conversation, you move the rock from one pocket to the other pocket.
00:17:04
Speaker
And you're just making it a game for yourself. And ah yeah, I know when I do that, it just helps way more I'm not and I'm like almost excited to get a no because that's like sweet. One step closer towards a yes. And ah that's one rock I can move to the other side or that's one box I can check off.
00:17:21
Speaker
So, ah yeah, make sure you guys are tracking. hope you guys are doing. Let's see. Raise hand. Is everyone pretty much doing this? See a raise hand if you're doing this right now. but you should win we all the others yeah it' all back forth We do KPIs. Every single day.
00:17:36
Speaker
KPIs. Okay, right on. right, sweet. So yeah, just make sure you're getting that dialed and just become obsessed over the metrics. Think of the metrics and the controllables more than things you can't control.
00:17:50
Speaker
And just, you know, one more story about when I had my first little breakthrough in solar. This was a competition. and This is back in
Breakthrough in Solar Sales
00:18:00
Speaker
2017. We did this big competition. It was called the Ironman competition.
00:18:04
Speaker
And the company I started with, it wasn't a massive company. We had, I don't know, maybe maybe like 100 reps between offices in Southern in California. Yeah. So some of you already know that I run my own door to door sales team here in San Diego. And as we are gearing up for the summer, I realized if we do the same thing we always did, we're going to get the same results.
00:18:25
Speaker
But if I want to increase my deal flow, I need to do something different to get an advantage. Then we discovered an app called Solar Scout, but it's not a door knocking app. It's a data platform that shows us who is likely to go solar in our market. It shows us who has previously applied for solar but later canceled the deal, who has moved in recently, and even how much electricity the homes are using in a given neighborhood.
00:18:48
Speaker
It's been working for a lot of teams across the country and now I'm on board too. I'm going to be one of the first to use SolarScout in San Diego so I decided to partner up. But I told them, hey, I'm going to talk about SolarScout on my show, you need to give my listeners a great deal. And they did.
00:19:03
Speaker
So go to solar scout dot app forward slash Taylor and book a demo with them and you'll get 10% off your first month when you sign up. That's solar scout dot app forward slash Taylor.
00:19:16
Speaker
OK, back to the show. And I was always like, you know, decent, but I was I was like maybe a top 15 rep. So this competition we did, it was like a ah kind of like a single elimination March Madness step style competition. If you won, you went to the next rounds.
00:19:33
Speaker
I think they gave us like seeds of like number one see versus sixteen seed 16 seeds, stuff like that. And so I think I was like a five seed or something. So I was like a top 15 rep, but wasn't supposed to win it. But at the time,
00:19:46
Speaker
And I've told this story, I think on some of the podcasts I've done too. But ah at the time, I was like kind of at the point where I was having some success, but it wasn't really enough to justify. I left school. i left Utah. My parents, my family, they're asking like, what are you doing?
00:20:03
Speaker
You've been out there like a year. like is this you going to stay out there? or What's going on? like You should go get a real job. Maybe somebody can relate with that with family, like wondering what you're doing and when you're going to go get a real job.
00:20:15
Speaker
My mom was calling me every other week asking me when I'm going back to Utah, going back to school. And so I just made the decision at that point. I'm like, all right, either I got to like make some have a breakthrough and make some success happen, or maybe I just...
00:20:30
Speaker
go home. It's like, I'm not making that good of money. I'm making okay money to stay out here, but it's not but enough to like justify really paying, you know, at the time, two grand plus in rent and everything, like totally the expensive here in California.
00:20:45
Speaker
So I made the decision. I'm like, all right, I'm just going to put my head down, see what happens. And I'm going commit to just working more than I've ever worked before. Just see what happens. So it's kind of that make or break point. And so what I did, um i mean, I hired a coach. I hired like an accountability coach. I was paying someone for extra accountability.
00:21:06
Speaker
um I was using this app called Stick. um Still on the App Store. S-T-I-K-K, I think it is. And it's this app where you can go and basically like put an accountability partner on there.
00:21:18
Speaker
then anything you don't, if you don't keep your word that you said you're going to do, then you have like a predetermined amount that you pay to your accountability partner, or you can also like have that money go to a charity that you don't support. Okay, so it's like, you know, forcing you to have an extra level of accountability. So I'm like, all right, for the next three and half weeks, I think with the competition um length, I'm like, if I don't hit a minimum of six hours on the doors, then $100 is going to my accountability partner. And I just went out there and then I would have my wife go drop me off in the neighborhood. and i didn't have my car to go back to Six hours knocking, like no matter what.
00:21:58
Speaker
And we're a year-round program. So we were usually knocking like four or five hours. But I'm like, okay, I got to do more than the minimum um minimum amount. And um sure enough, just having all the extra level accountability and making that decision.
00:22:13
Speaker
um i went out there and won the competition. Everyone was like surprised that I... made it and ended up winning in the competition. at the time, I had made more money than I had ever ever made up to that point.
00:22:24
Speaker
Just by making that decision, just by really focusing on the things I could control, because the main thing I changed is just going out and hitting the numbers, hitting the hours I said I was going to knock, and keeping the commitments to myself. So if you guys...
00:22:38
Speaker
haven haven't had a breakthrough like that. um I think there's there needs to be a point where you decide, you know, what I'm gonna go out and work more than I had before. I'm gonna make some extra commitments. I'm gonna get some extra accountability. I'm gonna go out and hit the control balls that I can control really just go out and try to add that breakthrough because from that point on, that's when I'm like, Okay, um I think I can actually make it in solar. And I think this can be a career for me, not just like a summer job.
00:23:03
Speaker
And I made went out there made to happen. and just became obsessed with the process. So um that was a breakthrough moment for me. And still hopefully you guys, if you haven't, just challenge yourself to have a breakthrough moment like that.
00:23:16
Speaker
um Because that's really what gave me the motivation and the confidence that I can have success in solar. I can go out there and be with the best. And it just came down to ah to a decision that I had to make, focusing in a little bit more on the controllables.
00:23:32
Speaker
Okay, so that was my first breakthrough in solar. You know, kept it going from there. That was back in 2017. And we were in Blitzen at the time. So um it was just all year-round programs.
00:23:42
Speaker
So you guys, I mean, that's what Blitzes are for, to go out and make breakthroughs. So yeah, just go out there and look to have a breakthrough and obsess over those controllables. Okay, um so cool, guys. So last couple ah points on this is this is one of my favorites, just being obsessed or
Obsession and Success
00:24:00
Speaker
being an average. How many you have read the book, Grant Cardone? Anyone read that book? book Raise your hands. Be obsessed or be average.
00:24:07
Speaker
couple people. So if you haven't, I think it's a good one. um Grant Cardone, some people like him, some people don't like him, but I think he has some good good points in his book, Be Obsessed or Be Average.
00:24:19
Speaker
So now that you're reading last list. So here's just a little video. You guys can see ah he has some good thoughts on how to build self-confidence. So we'll play you this and then we'll go into a few more points here. Hey, Grant Cardone here, talking to you today about some self-confidence. Where do you get your self-confidence?
00:24:37
Speaker
You can't buy it at the store, folks. You can't dress it up. You can't eat it. You can't buy it. You can't even manufacture it yourself. You have to go build self-confidence.
00:24:48
Speaker
this This is a topic that's near and dear to my heart, okay? Because I remember being 25 years old, scared to death to people. 29 years old, started my speaking career, terrified of the people I had to go to, didn't call on anybody for a year because I was literally frozen in fear. And one day somebody said something to me, do you need you need to handle your self-confidence issue?
00:25:12
Speaker
So I went and bought a suit and I didn't feel any better. I went and bought a car, didn't feel any better about myself. I mean, I felt a little better for a second. Look, self-confidence is the only outfit you can't buy. This is an inside job. You gotta study, you gotta learn, you gotta practice, and you have to. You have to do the hard things. Self-confidence comes from repeating experiences that are difficult. Same place courage comes from, you know? The guy that does something that's courageous is given the title of being courageous.
00:25:44
Speaker
It's not because he went and wore courageous. It's because he went and did something. Look, if you want to build self-confidence, you can listen to the subliminal tapes. It's not going work. You can go do hypnotism. It's freaking ridiculous. You need to be more aware, more alert, and you need to do more.
00:26:00
Speaker
Some of the ideas that people are throwing at you guys right now to build your self-confidence, you're gonna eat different and feel better. You're going to do this and feel it. Look, you need to get in front of people. Do the things you're scared to do to get the self-confidence you want to have, period. It's not on sale. It's not at Bloomingdale's Macy's. It's not at Toyota. It's not on the radio, dude. It's an inside job. I can't help you with it.
00:26:22
Speaker
You got to take what I'm giving you in these blurbs, blabs, streams, scopes, cats, whatever you're calling it, the posts, the streams, the Instagrams.
00:26:33
Speaker
Hey man, I need to take that and start applying it in my life. Otherwise you're going to find yourself feeling worse and worse and worse about yourself. You want to go walk on fire? Go do it. Is that going to build your self-confidence? I doubt it.
00:26:45
Speaker
Okay, I doubt it, man. Go spend eight grand on a weekend. That will not improve your self-confidence. The only thing I know for sure that will change your sense of self is the actions you take getting in front of other people.
00:26:59
Speaker
Other people. People you don't know. People you're scared to talk to. You're sitting there trembling. Do your pitch until you don't tremble anymore. Self-confidence, an inside job. It's not a suit you put on. It's not a car you drive. This is not something you buy. This is something you develop.
00:27:15
Speaker
So yeah, Uncle G Grant Cardone got some good points on self-confidence. Yeah, I like his ah points and how it ties into being obsessed, being average. Because I think one of the best ways to develop that self-confidence is just by the training, the knowledge. Because i don't know about you guys, anything that I have knowledge in and I feel like I'm good at, I usually have a lot of confidence in it.
00:27:38
Speaker
Hopefully you're at the point where, you know, you can go out and knock a door, you know, you can get an appointment, you have confidence in that. If you don't, then, um yeah, it's probably a lack of knowledge, right Because I remember there's pretty much everything that I know I'm good at. I like doing. Okay. But if you ask me to go out and do, there's, you know, there's certain sports where I know I'm not good at certain things.
00:27:59
Speaker
A lot of people pickleball is kind of the new craze. i don't know if you guys have played pickleball, but a lot of times I'm starting to like it more. But I did not like pickleball at all for like the first 20 times I played it because I sucked at it.
00:28:13
Speaker
And I don't know about you guys. Most things that I suck at, I don't like that much. And so um maybe if you're having a hard time on the doors, Maybe it's a lack of knowledge. a um There's this quote by ah Caesar, said, without training, they lack knowledge. Without knowledge, they lack confidence. Without confidence, they lack victory.
00:28:31
Speaker
So I think by training, obsessing over things, that's how you can gain the confidence. That's how you can gain the knowledge. And that's how you're going to gain the victory, by obsessing over it, by getting good at those getting good at the skills of it.
00:28:46
Speaker
um So a new sport that I've, if you guys follow me, you've probably seen, I've been doing these like jujitsu competitions. That's my ah kid on the podium there. He's the real winner. um But now this was a competition I did a couple months back. I'm i'm like a blue belt in jujitsu. So it's,
00:29:02
Speaker
You know, it's not like a beginner anymore, but it's kind of like the medium. And so this was the new sport for
Learning through Failure: Jujitsu Experience
00:29:08
Speaker
for me. i just decided go out and try a new sport. And the first time I did one of these competitions, I just I got absolutely absolutely absolutely destroyed.
00:29:19
Speaker
went and did another one. I got absolutely destroyed. And it took me probably like five or six competitions before I even won a match. And was just falling on my face over and over and over.
00:29:30
Speaker
So just made me rise and made me think that if we haven't a lot of times we expect to be good at something and we don't expect that we don't have to go through the suck to get to the other side.
00:29:42
Speaker
ah We all are going to suck at things. We're all going to have to start from square one. We're all going to get our teeth kicked in. Maybe some of you are newer on this blitz and maybe you're just like expecting, oh, how come someone else is getting it quicker than I am?
00:29:55
Speaker
And some people will get it quicker than others. But I have a lot of respect for the people who have to suck for a long time and then break out on the other side. Because I think if you can get used to that feeling, if you can like fall on your face, face keep moving forward.
00:30:10
Speaker
then the time then um you're going to be that much more resilience going through obstacles and challenges um in the future. And those people are the ones I see stick with them more than any other people because they had to go through all this mud to get to the other side that you go through the obstacles.
00:30:27
Speaker
hey And so ah this is just a new sport I started and just made me think back on. Yeah, a lot of people Maybe you don't think about all the struggle you had to go through to get the other side. But think about that as you're out there.
00:30:39
Speaker
um Have you gone through this suck? Have you fallen on your face enough times to get good at this? And are you obsessed with the process? So if you're not doing things like, know, these are things that really helped me starting out is just making your car a library on wheels. We got more resources than ever.
00:30:56
Speaker
When I started out, I felt like a grandpa on this because, you know, like back in 2016, I Like, oh, I was walking uphill both ways. it I didn't have any of this. But it's true. You guys have so much more of an advantage if you're starting out new than I did. It's like back in 2016, we didn't have, there was like basically no resources on YouTube. Now you can go on, you get all guys like Taylor McCarthy, you can literally go listen exactly what he's saying on the doors.
00:31:26
Speaker
Tons of YouTube content, ah tons of podcasts. Spotify has audiobooks. If you guys have a Spotify, like you don't even need to listen to music on there. you can literally listen to pretty much much every audiobook you can find.
00:31:39
Speaker
ah You got ChatGPT. ah You got, we can record ourselves. There's role plays, objection notebooks. there's so many things we can do to increase our knowledge. If you're still struggling out there, then really just take a look in then in the mirror. Do you have the knowledge? you have the self-confidence? And are you really being being obsessed with your craft?
Craft Obsession and Professional Dedication
00:32:00
Speaker
Because I truly think that's what it takes to have success in this. Some of you guys know I started in pest control. Pest control, I never did great at. My first summer of pest control back in 2012, would do a lot of this. I would come home at nighttime. It was just like a boot camp. I would just have guys listen to my presentation over and over, get feedback on it. i made small improvements. That's what it takes, I think, to have the success that you need. If you haven't achieved it yet, then you got obsessed over a little bit more.
00:32:29
Speaker
You got to get a little bit additional training. You got to take a look and look at the mirror and make sure you are doing the things to really increase your self-confidence and have the success out there. Okay, so um hopefully these are some things that helped you guys. So just to recap, number one is just surrounding yourself with winners.
00:32:48
Speaker
Make sure you're surrounding yourself with the right people. And sp specifically for you, I would say when you're outside of the Blitz, where you surround over yourself because I'm sure it's really easy. You guys are all surrounded by people who want to be there.
00:33:01
Speaker
guys are all surrounded with people who are knocking out there on the blitz, okay, but especially outside of the blitz. And number two, just being obsessed with the controllables, making sure you're focusing on the doors, the things you can't control, the ah conversations you can have out there. And then number three, just being obsessed with your craft. That's how you develop the self-confidence, right? is ah by just diving into it more than um yeah, we're not taking it casual. We're treating this like ah a craft we have to develop, a skill we need to develop. And I tell my my team all the time, it's like, how can we expect to make hundreds of thousands of dollars in this year and not train and not study and not practice and not drill and not rehearse? yeah You look at any other skill, any other profession, you look at doctors that are going school, they have to
00:33:51
Speaker
obsessed over this. They have to study you at night. They have to go to school for years and years and years. And we still can make more money than they can. But we should expect that we have to put in the time. We have to put in the efforts and we have to put in the work. So I'm not saying to spend more time on YouTube looking at door pitches than working.
Affirmations and Positive Mindset
00:34:10
Speaker
yeah You need to make sure you're getting the hours in.
00:34:12
Speaker
But especially the times where you're at the gym, where you're doing things that are just kind of passive, it's like you can use that time to also up level yourself. When I first learned to start closing deals at the gym, all was doing was just listen to other people's presentations over and over and over and just copying it and pasting it. Make sure you're taking advantage of that time. Okay, so ah hopefully that helps you guys out there today, focusing on goals. And then last thing I wanted to do with you guys, I'm sure we all do affirmations. My favorite way to feel good about myself between doors is just doing the win um winning affirmations.
00:34:47
Speaker
The first one I learned was just the Brian Tracy. You guys were at Psychology Cells. He just talks about, I like myself, I like my myself, I like myself. That's the affirmation does he does um in Psychology Cells. That's the first one I've learned. But ah that, doing these affirmations on the doors, it's just, and Tony Robbins, he talks about changing your state too. um That's the best way you can get yourself in a positive mindset out there. Okay, so wrap it up.
00:35:17
Speaker
We're going to do some affirmations with everybody. So everyone ah get on your feet and then we're to through these two times. Let's get everyone on the feet. We'll ah wrap it up after this. so what What happened to I get off my private jet and I go directly to the doors?
00:35:33
Speaker
I forgot about them. That was my favorite one. we forgot about that one. That's a good one. know I should have put knew there was some. was trying remember last night. I'm like, there's some good ones.
00:35:44
Speaker
i have ah I have the list. I can send you the OG one. Gotta count on Jacob for keeping track of all them. Hi, guys. So let's go through these. Let's go through these two times.
00:35:55
Speaker
And then ah let's bring the house down with it. I want your ah neighbors calling the cops. I want the ah roof coming down because we're bringing these, bringing the heat on these. So let's kick them off on three. One, two, three.
00:36:08
Speaker
All right, let's go. Let's go. Let's go. All right. Thanks, guys. So ah let's let's get out there. Let's have an awesome day. Wish I wish i was out there in a Houston or Texas with you guys.
00:36:20
Speaker
Up to pawn one. So that's the mindset tips. Yeah. Let's get the photo. Let's go. Let's go. Let's go. Give me your handsome face. All right. Sorry. was turning off my screen. but All right. Okay, guys. So thanks for letting me do the training today. Looking forward to seeing your success. Let's go get out there. Let's get some appointments.
00:36:40
Speaker
hadn About to head an appointment myself. So... um Yeah, hit me up with any to shoot me a follow on ah Instagram. If you guys want make spam, let me know if you have any other questions. and And yeah, thanks again, Melissa, for letting me run the training. Oh, yeah. And tune into the podcast, guys. If you haven't, we're bringing you um content every Tuesday and Friday with the top people on solar.
00:37:00
Speaker
So ah thanks again, guys. make sure Make sure you leave a review on the podcast. That's right. That's right. now Go crush it. See you guys. Hey, solopreneurs, quick question. What if you could surround yourself with the industry's top performing sales pros, marketers, and CEOs and learn from their experience and wisdom in less than 20 minutes a day?
00:37:20
Speaker
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Speaker
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00:38:05
Speaker
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