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How To Coach Your Team Into Champions - Michael Burt
69 Plays5 years ago
Having a system, processes, and guiding philosophy serve as the essential building blocks to support business and it's growth. When you incorporate them into your solar company's workday routine, these help improve your overall efficiency.
But what's missing in this business world is creating targets. Keeping that intensity and persistence can create discipline. To help reach the company goal, we seek help from professional and certified coaches to create a competitive workforce. This sense of competition forces a team to get better.
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Transcript
Introduction to Solarpreneur Podcast
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
00:00:08
Speaker
My name is Taylor Armstrong.
00:00:10
Speaker
I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
00:00:19
Speaker
I teach you how 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.
00:00:31
Speaker
What is a solopreneur, you might ask?
00:00:33
Speaker
A 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.
Insights from Coach Michael Burt
00:00:42
Speaker
What's up, solopreneurs?
00:00:43
Speaker
We're back.
00:00:44
Speaker
Taylor Armstrong here with another fabulous episode, and this guest's definitely one of the top dogs we've had on the show.
00:00:51
Speaker
We've got Coach Bert, Coach Michael Bert.
00:00:54
Speaker
So, Coach, thanks for hopping on the podcast with us.
00:00:56
Speaker
Excited to have you.
00:00:57
Speaker
100%.
00:00:57
Speaker
Thanks for having me, man.
00:01:00
Speaker
I'm always honored to work with the solopreneurs of the world.
00:01:05
Speaker
Absolutely.
00:01:06
Speaker
And that's what we're about.
00:01:08
Speaker
We're just talking.
00:01:09
Speaker
Coach is working with a few different solopreneurs.
00:01:12
Speaker
We've actually had almost all of them on the show now.
00:01:14
Speaker
Mothala, Sam Taggart, Michael Burt, and they're actually the – or sorry, Michael Donald.
00:01:20
Speaker
Is that over there?
00:01:21
Speaker
But they're the ones that connected me with him.
00:01:23
Speaker
And yeah, I know he's going to add a ton of value for us.
00:01:26
Speaker
Drop some wisdom, some nuggets of gold here.
00:01:30
Speaker
So just a little background on you, coach.
00:01:32
Speaker
I know you've written what, 14 books now.
00:01:34
Speaker
Is that right?
00:01:35
Speaker
I'm on number 17 right now, man.
00:01:37
Speaker
Okay.
00:01:37
Speaker
Changing me a few books.
00:01:39
Speaker
I think my bio needs to be updated.
00:01:41
Speaker
Okay.
00:01:42
Speaker
I robbed it from your bio.
00:01:45
Speaker
My hands are clean.
00:01:46
Speaker
Yeah.
00:01:47
Speaker
Yeah.
00:01:48
Speaker
So 17, yeah, I stand corrected.
00:01:50
Speaker
It's incredible, and you've coached hundreds and hundreds of entrepreneurs, business people, some of the top people I know have learned from you.
00:02:02
Speaker
And you first started in basketball, is that right, Coach, at 19?
00:02:06
Speaker
I did.
00:02:08
Speaker
I found my voice very early in life, thank the good Lord.
00:02:11
Speaker
I was coaching high school basketball,
00:02:15
Speaker
at a very young age, 19 years old.
00:02:17
Speaker
I was actually 19 coaching 18 year olds and became the youngest head coach in the state of Tennessee.
00:02:22
Speaker
And in Tennessee, women's basketball is a very big deal because of a woman named Pat Summitt, who was a head coach at the University of Tennessee.
00:02:29
Speaker
And so I was the head coach from 21 to 31 and basically took a place that had never won a championship and turned them into kind of a
00:02:39
Speaker
you know, national championship caliber program.
00:02:42
Speaker
And that's really where I got my, my start of really understanding the psychology of winning, how to activate the drive in a person, how to win people over, how to get people to buy into a vision, how to get people from all walks of life, all social economic backgrounds, you know, from poverty to rich, how to get them to win, man, how to get them to a, to a very high frequency.
00:03:04
Speaker
So that was wonderful.
00:03:07
Speaker
I had an important calling in.
00:03:09
Speaker
You know, not everyone wants to be a coach out there, but what was it for you?
00:03:12
Speaker
Did you have some turning point where you decided, okay, this is my calling.
00:03:16
Speaker
I need to be coaching people.
00:03:17
Speaker
What was it that made you decide to get into coaching in the first place?
Transition to Adult Coaching
00:03:21
Speaker
When I was 15 years old, a little league baseball coach asked me to help him coach a junior pro basketball team.
00:03:29
Speaker
And he said, I don't know anything about basketball.
00:03:32
Speaker
Will you help me?
00:03:33
Speaker
And I was a, I was a point guard.
00:03:35
Speaker
My high school coach called me professor.
00:03:37
Speaker
I was always studying, thinking, trying to get players to another frequency.
00:03:41
Speaker
I was the kid on the team that as a senior would stop by and pick a freshman up and mentor him on the way in.
00:03:48
Speaker
And so the minute I started coaching, I knew I wanted to coach.
00:03:52
Speaker
It was probably 25 years old, Taylor, when, when,
00:03:58
Speaker
When I gave a presentation at Dell Computers or somewhere, some other places on my very first book that I knew I really enjoyed coaching adults.
00:04:08
Speaker
I had no plans of coaching adults.
00:04:10
Speaker
What I do today for a living, coach adults around the country, I had no, absolutely no hope, no dream, no vision, no nothing today.
00:04:19
Speaker
I wanted to be a high school basketball coach.
00:04:21
Speaker
I wanted to win championships.
00:04:22
Speaker
I wanted to go to college.
00:04:23
Speaker
I want to be a famous women's basketball coach.
00:04:26
Speaker
That was my dream.
00:04:28
Speaker
And when I started coaching, when I started speaking to adults because I was writing books, I'm like, dang, I like this.
00:04:34
Speaker
And they'll pay me a whole lot more money.
00:04:37
Speaker
And so, you know, I'm like, dang, this is good, man.
00:04:40
Speaker
I can do this.
00:04:41
Speaker
Oh, coach could do this.
00:04:42
Speaker
And so since then, we kind of set out to build this machine.
00:04:45
Speaker
It's a multimillion dollar coaching company.
00:04:47
Speaker
Okay, awesome.
00:04:48
Speaker
And so that was 25.
00:04:49
Speaker
And then I know you stopped coaching.
00:04:50
Speaker
It was 31, right?
00:04:51
Speaker
It was your last year at the helm.
00:04:54
Speaker
31, I retired.
00:04:55
Speaker
I won a championship.
00:04:55
Speaker
I came back one more year.
00:04:57
Speaker
I retired from athletic coaching.
00:04:59
Speaker
And at first started, just had a speaking company.
00:05:03
Speaker
I would go out and speak.
00:05:04
Speaker
And then companies...
00:05:07
Speaker
uh, saw me speak and then wanted to hire me to be their a business coach.
00:05:11
Speaker
So, so I started signing six figure contracts with corporations and companies, uh, to, to be their coach, to be their business coach.
00:05:21
Speaker
And, uh, and that really started my coaching business.
00:05:24
Speaker
So from 31 to 44, where I am today,
00:05:26
Speaker
Now we've got individual coaching program called Monster Producer.
00:05:31
Speaker
That's the brand you see here.
00:05:32
Speaker
We coach about 650 people in that program.
00:05:35
Speaker
It's a one-year program where they get me as their coach, and I'm coaching them in a group setting.
00:05:41
Speaker
And I've got a corporate division.
00:05:42
Speaker
We do boot camps.
00:05:44
Speaker
I mean, now it's a much bigger organization.
00:05:47
Speaker
Yeah, that's awesome.
00:05:48
Speaker
I love the coaching background.
00:05:50
Speaker
I mean, I love basketball.
00:05:53
Speaker
My team is Utah Jazz, so I love watching good coaches perform.
Discipline in Business vs. Sports
00:05:58
Speaker
And so I'm curious with you being in the business world and everything, do you see a lot of similarities, I guess, between the coaching you did in your athletics now in business?
00:06:08
Speaker
Or is it – I don't know.
00:06:10
Speaker
How similar is it?
00:06:11
Speaker
Here's what I don't see.
00:06:12
Speaker
And this is why, yes, there are similarities.
00:06:15
Speaker
Mm-hmm.
00:06:16
Speaker
What's missing in the business world is intensity.
00:06:19
Speaker
What's missing in the business world is practice.
00:06:22
Speaker
What's missing in the business world is targets.
00:06:24
Speaker
What's missing in the biggest world is intensity and persistence.
00:06:29
Speaker
So, you know, as a coach, business people are too soft.
00:06:35
Speaker
They don't have the discipline it takes to be great.
00:06:38
Speaker
In sports, the competition forces you to get better.
00:06:42
Speaker
You either get better or you get beat, man.
00:06:44
Speaker
And so when I started coaching businesses, I'm like, man, there's no intensity.
00:06:46
Speaker
Everybody's comfortable.
00:06:47
Speaker
Everybody's complacent.
00:06:49
Speaker
Everybody's fat and happy.
00:06:50
Speaker
Everybody's lazy.
00:06:51
Speaker
Everybody, there's no structure.
00:06:53
Speaker
There's no, oh, I want to prospect for two hours a day, but I don't feel like it.
00:06:57
Speaker
Oh, I'm broke, but I don't want to do what it takes.
00:06:59
Speaker
You're right.
00:06:59
Speaker
I'm like, suck it up, buttercup.
00:07:01
Speaker
You want to be great, man.
00:07:02
Speaker
You never hear Michael O'Donnell say, man, I'm tired.
00:07:05
Speaker
I don't want to knock another door.
00:07:08
Speaker
You never hear Michael Jordan say, man, I'm tired.
00:07:10
Speaker
I don't,
00:07:11
Speaker
have it in me to win another ring.
00:07:14
Speaker
So what I bring to the business world is a lot of that toughness, man, intensity, but structure.
00:07:19
Speaker
I'm a very structured methodology person.
00:07:24
Speaker
I don't bring cotton candy.
00:07:25
Speaker
I bring real selling systems, real process, real, right?
00:07:31
Speaker
And I think that's the nice blend that I like to bring to the marketplace.
00:07:34
Speaker
Yeah, no, super important.
00:07:36
Speaker
I tell my audience all the time that I think coaches are the difference between good and great.
00:07:42
Speaker
And I know you preach that too.
00:07:43
Speaker
I mean, Michael Jordan, Tiger Woods, they all got their coaches that are showing them things.
00:07:47
Speaker
All the great type of coach, man.
00:07:49
Speaker
That's right.
00:07:49
Speaker
All the great type of coach.
00:07:51
Speaker
Yeah.
00:07:51
Speaker
And I mean, I tell the story all the time, but the best selling I ever did was when I had a coach.
00:07:57
Speaker
We were in a sales competition.
00:07:59
Speaker
I hired a coach that was, you know, probably like the bottom 50% of my company, but just having the coach took me up to winning that competition.
00:08:07
Speaker
And yeah, it's good.
00:08:08
Speaker
I mean, they hold you accountable.
00:08:10
Speaker
They show you things that you're not doing.
00:08:12
Speaker
And they teach me great.
00:08:14
Speaker
But then another thing that I'm starting to notice, Coach, is there's a lot of people preaching out there.
00:08:20
Speaker
It's super easy social media these days to go out and be like, oh, you're the best.
00:08:24
Speaker
Come join my coaching program.
00:08:26
Speaker
Join this and I'm going to get you X results.
00:08:29
Speaker
And then people aren't doing it.
00:08:31
Speaker
So in this day and age, all this technology, how do you recognize it?
00:08:35
Speaker
a great coach from a good one with all these, I don't know, sometimes there's false prophesying going on out there.
00:08:40
Speaker
What do you teach?
00:08:41
Speaker
Yeah, what do you teach?
00:08:43
Speaker
Look at their income.
00:08:44
Speaker
Okay.
00:08:45
Speaker
Here's the deal.
00:08:46
Speaker
It's a great question you're asking.
00:08:47
Speaker
There's 700,000 people that call themselves a coach in the United States.
00:08:51
Speaker
Okay.
00:08:52
Speaker
The average income of those coaches is $47,000 a year.
00:08:55
Speaker
You do not want to be getting advice on how to run a business from somebody making $47,000 a year.
00:09:01
Speaker
You should ask your coach, how much money do you make?
00:09:04
Speaker
how much money does your business produce?
00:09:07
Speaker
Yeah.
00:09:07
Speaker
And if it's not, it's not north of a million dollars a year or $5 million a year or whatever.
00:09:13
Speaker
I mean, if you get to a million a year in revenue, you're in the top 4% of small businesses in the United States.
00:09:18
Speaker
Only 4% of small businesses make, make, make a million.
00:09:22
Speaker
So if your coach is making a million a year, he knows what he's doing.
00:09:26
Speaker
Okay.
00:09:26
Speaker
If he's making 10 million, he knows, he even knows more what he's doing.
00:09:29
Speaker
He's gonna make it 20 million or if he's cashed out or if he sold a company,
00:09:33
Speaker
So I would just ask the coach, man, you're telling me to go out and do this.
00:09:37
Speaker
Are you doing it?
00:09:39
Speaker
It's like an overweight coach telling you you should be running laps.
00:09:43
Speaker
It's like the doctor that smokes.
00:09:45
Speaker
It's like the financial advisor that's broke.
00:09:48
Speaker
Like you don't want to get counsel from those people, man.
00:09:51
Speaker
You need to get counsel from people who are actually doing it, doing what they're telling you to do.
00:09:55
Speaker
And I do everything I tell people to do.
00:09:58
Speaker
I've built a multimillion-dollar company.
00:10:01
Speaker
I buy and sell millions of dollars of real estate.
00:10:04
Speaker
I, I, I, you know, I mean, you know, so I'm not telling people to do something.
00:10:08
Speaker
And I was a high school basketball coach, man, making 60,000 a year.
00:10:11
Speaker
So if I can do it, you can do it.
00:10:12
Speaker
But, but there's a lot that goes on to doing it, man.
00:10:15
Speaker
And it has to do with showing up every day.
00:10:16
Speaker
It has to do with having a system and a philosophy and has to do with delivering real value.
00:10:20
Speaker
So a lot of bozo coaches in the world.
00:10:23
Speaker
And, and, and fortunately this gives coaches a bad name because they, they hire a coach.
00:10:27
Speaker
They don't get any results.
00:10:29
Speaker
And then they say, I don't want to hire a coach again.
00:10:33
Speaker
It's really your fault for not doing your due diligence on the coach that you hired.
00:10:38
Speaker
I love that.
00:10:39
Speaker
Yeah, and I imagine, I mean, if they're charging you dirt cheap, then a good coach is probably going to cost you, I would imagine, too.
00:10:45
Speaker
So if the guy's charging you $100 for coaching, then I would think that's kind of a red flag.
00:10:51
Speaker
They're probably not making a million dollars.
00:10:52
Speaker
100%.
00:10:52
Speaker
Yeah.
00:10:54
Speaker
No, that's important.
00:10:56
Speaker
And something that I hear you talk about on other shows you've done, Coach Burt, is just the importance of your mentors you've had in your life.
00:11:03
Speaker
You talk about, you know, Dr. Stephen Covey and all those guys that you learn from.
00:11:08
Speaker
And I think that's super important, taking someone, you know, as deep as you can, learning as much as you can.
00:11:15
Speaker
And you hear this all the time that the top CEOs are reading, you know, 52 books a year or whatever.
00:11:20
Speaker
But something that I've learned is just, it's almost better going deep in on one person.
00:11:25
Speaker
Now I know you did that with Stephen Covey.
00:11:28
Speaker
So how important has that been for you?
00:11:30
Speaker
Just, I mean, is that kind of, I have a philosophy that, that you're never going to be great dabbling with anything.
00:11:41
Speaker
You dabble, you read a book,
00:11:43
Speaker
You know, there's a difference between reading the book and studying a person.
00:11:47
Speaker
I studied undercover for eight years.
00:11:50
Speaker
I didn't read the book, The Seven Habits of Highly Effective People.
00:11:53
Speaker
And this just goes to show you how pitiful people are when it comes to this.
00:11:56
Speaker
I went through the certification to get certified in The Seven Habits of Highly Effective People when I was 25 years old.
00:12:01
Speaker
I borrowed $2,500 from my own mother to go through the certification because I was a young basketball coach and I didn't have $2,500.
00:12:08
Speaker
That's how serious I was.
00:12:10
Speaker
Serious enough to go find the money.
00:12:11
Speaker
Nice.
00:12:12
Speaker
I went to the training and to be certified.
00:12:17
Speaker
And many of the people in the room hadn't even read the book.
00:12:20
Speaker
They showed up to be certified when they had read the book.
00:12:24
Speaker
I showed up, went through the training.
00:12:26
Speaker
You had to teach a section as part of the deal.
00:12:28
Speaker
And when I was finished, the woman said, man, I've been doing this for years.
00:12:32
Speaker
I've been a certified facilitator of Covey's material for years.
00:12:36
Speaker
And we've never seen somebody know this material like you.
00:12:39
Speaker
And they tried to hire me to work at Franklin Covey.
00:12:41
Speaker
Cause they said, you're so impressive how well, you know, so I said, man, I don't dabble.
00:12:45
Speaker
People that dabble never become great.
00:12:49
Speaker
I didn't dabble when I was a women's basketball coach, 80 hours a week for a decade to build a national championship program.
00:12:53
Speaker
I don't dabble with this business, a coaching business.
00:12:56
Speaker
I show up every day.
00:12:58
Speaker
I don't dabble, man.
00:12:58
Speaker
I decide.
00:12:59
Speaker
And there's a big difference between dabbling and deciding.
00:13:02
Speaker
And so if you're going to be great at something, you gotta, you gotta go pro man and go pro means you leave your amateur desires behind.
00:13:10
Speaker
and you make a decision to go pro.
00:13:13
Speaker
The word decide means to kill off, decide.
00:13:15
Speaker
I'm killing something off.
00:13:17
Speaker
I'm killing off my amateur sale.
00:13:18
Speaker
I'm no longer messing around with my potential, not casual with my potential.
00:13:23
Speaker
And that's what I'm doing, man.
00:13:24
Speaker
I'm deciding.
00:13:25
Speaker
Love that a hundred percent.
00:13:27
Speaker
Now that's what all the greats do.
00:13:29
Speaker
And, um, I mean the most I ever got out of, out of a book was, uh, I didn't, I need to do this with your books coach, but Grant Cardone's closer survival guide.
00:13:38
Speaker
I think I listened to that book maybe 15 times on audible, just over and over and over.
00:13:44
Speaker
And, uh,
00:13:45
Speaker
I had that thing practically memorized for a while.
00:13:47
Speaker
And so I think if people would take that approach rather than reading 52 books, why not read the same one 52 times?
00:13:54
Speaker
Why not read coach Bert's book 52 times?
00:13:57
Speaker
I think that's what's propelled, propelled you and anyone.
00:13:59
Speaker
Great.
00:13:59
Speaker
Is that, you know, getting that deep into something.
00:14:03
Speaker
Probably great.
00:14:04
Speaker
For sure.
00:14:04
Speaker
And so, Coach, I know we don't have a ton of time here, but I wanted to switch.
00:14:08
Speaker
I know your latest book, you're all about the prey drive, teaching salespeople, business guys to get into that
Understanding Prey Drive
00:14:14
Speaker
prey drive.
00:14:14
Speaker
So for our solopreneurs here, can you talk a little bit about that and tell us what the prey drive is for those that haven't heard it?
00:14:21
Speaker
Yeah, sure.
00:14:21
Speaker
Prey drive is prevalent in animals, specifically dogs.
00:14:23
Speaker
A dog has a prey drive.
00:14:26
Speaker
I believe, after 28 years of coaching, that humans have a prey drive.
00:14:29
Speaker
A prey drive in a human is
00:14:32
Speaker
is not to stop, capture, and kill prey.
00:14:33
Speaker
It is the ability to see something with the eyes or in the mind visually and have the persistence and intensity to pursue it.
00:14:42
Speaker
That prey drive is an instinct.
00:14:44
Speaker
It's an instinct to go for the kill.
00:14:46
Speaker
It's an instinct to see opportunity.
00:14:47
Speaker
It's an instinct to ask for a sale.
00:14:49
Speaker
It's an instinct to knock on a door.
00:14:52
Speaker
It's an instinct to be uncomfortable when there's a moment of discomfort.
00:14:57
Speaker
It's an instinct to say, man, Taylor, if I could help you do this, what would stop you from doing it right now?
00:15:03
Speaker
You know, it's an instinct to see something and pursue it and commit to it.
00:15:08
Speaker
That is what prey drive is.
00:15:10
Speaker
That's awesome.
00:15:11
Speaker
Yeah, I'm visualizing like a wolferine pulling out his claws or something, just getting ready to rip things apart.
00:15:19
Speaker
And so why is this important for like salespeople?
00:15:23
Speaker
We're in the solar industry, obviously.
00:15:24
Speaker
What's so important about having this prey drive being activated for us as salespeople and business owners?
00:15:32
Speaker
Because human nature teaches us that we start with good intention.
00:15:36
Speaker
We fall off the wagon.
00:15:37
Speaker
We experience guilt.
00:15:39
Speaker
We get excited.
00:15:41
Speaker
We get lazy.
00:15:42
Speaker
We experience guilt.
00:15:44
Speaker
We grieve.
00:15:45
Speaker
And that is a vicious cycle.
00:15:46
Speaker
Prey drive has to be activated every day, man, because life will beat the prey drive out of you.
00:15:52
Speaker
And what happens is you end up, you just look at the five regrets of the dying.
00:15:57
Speaker
One of the regrets of the dying, Ronnie Ware wrote that book is I didn't, I didn't,
00:16:02
Speaker
I didn't live the life I was supposed to live.
00:16:04
Speaker
I lived the life somebody else wanted me to live.
00:16:05
Speaker
We're a nation of wimps, man.
00:16:07
Speaker
We're a nation of complacency.
00:16:09
Speaker
We make a quarter of a million dollars.
00:16:11
Speaker
We get lazy.
00:16:11
Speaker
We think we're in, we think we're there.
00:16:13
Speaker
We're never there because it ain't about the money.
00:16:15
Speaker
It's about our potential.
00:16:16
Speaker
And so what I'm finding is I go deeper in this book.
00:16:20
Speaker
Is it, man, you need, you need adversity in life to activate your prey drive.
00:16:25
Speaker
You need conflict.
00:16:26
Speaker
You need anger, emotion, embarrassment, exposure.
00:16:30
Speaker
You need, uh,
00:16:31
Speaker
You need to be really screwed over one good time.
00:16:34
Speaker
And what happens is that creates an uncommon energy.
00:16:37
Speaker
This is why sports does this, man.
00:16:39
Speaker
Sports, there's competition.
00:16:41
Speaker
Like, go back and watch the Bulls when they were in that last dance and look at what they had to go through.
00:16:46
Speaker
They had the Pistons that were the bad boys, and then they had the Knicks that tried to knock them off, and then they had all these competitors and adversaries.
00:16:53
Speaker
That's what's important to play at a higher frequency.
00:16:56
Speaker
You need struggle.
00:16:58
Speaker
to play at a higher frequency because it activates something inside of you.
00:17:00
Speaker
It finds another gear.
00:17:02
Speaker
Okay.
00:17:03
Speaker
That's why you need, that's what activates prey.
00:17:06
Speaker
Love that a hundred percent.
00:17:08
Speaker
And so for us that are managed, like I'm managing the team right now, um, we're trying to help other guys do this.
00:17:14
Speaker
So do you have any examples, coach Bert or, um, any keys with helping a team really activate their, uh, their prey drive?
00:17:22
Speaker
You should ask Mo Fala.
00:17:23
Speaker
Mo Fala brought me in to do three sessions with his team.
00:17:25
Speaker
He was in a competition.
00:17:27
Speaker
He had two or three.
00:17:29
Speaker
He brought me in after the first session and went to number one.
00:17:33
Speaker
And we did prey drive.
00:17:34
Speaker
We should do the same thing with your team, man.
00:17:36
Speaker
Teach them to activate as a prey drive because what you do as a leader is it's hard for me to activate your prey drive if I don't understand the psychology.
00:17:44
Speaker
And you can build high prey drive environments where people are operating at a higher frequency.
00:17:52
Speaker
Where, where, you know, where people are clicking on every cylinder where you know how to challenge people, create tension in people, create this gap in people, like help them reach their, like, like, I mean, you could do this as a leader.
00:18:04
Speaker
That's what I do.
00:18:05
Speaker
I create environments of parade ride.
00:18:09
Speaker
That's huge.
00:18:11
Speaker
And so for sales teams, by challenging, so you're meaning like sort of like calling people out if they're not basically like getting them accountable to a goal and then calling them out for not doing what they're saying if their intention is not matching with their actions?
00:18:26
Speaker
Yes.
00:18:26
Speaker
Create tension.
00:18:28
Speaker
Create cards.
00:18:29
Speaker
Create urgency.
00:18:31
Speaker
Create intensity.
00:18:33
Speaker
Create a championship to win, man.
00:18:34
Speaker
And that's the problem with most people.
00:18:36
Speaker
They're just lollygagging on about life going nowhere.
00:18:39
Speaker
And they're underperforming like crazy.
00:18:40
Speaker
And they tell their stuff, oh, I'm good.
00:18:42
Speaker
I'm real good.
00:18:44
Speaker
You ain't good till you're the number one person in the world.
00:18:46
Speaker
Yeah.
00:18:48
Speaker
Well, it's funny.
00:18:49
Speaker
Mo, I just had him on the podcast actually two, three days ago.
00:18:53
Speaker
And this is something we were talking about.
00:18:54
Speaker
In the solar industry, we're paid such high commissions.
00:18:57
Speaker
I mean, guys are making 10, 15 grand on a single deal.
00:19:01
Speaker
So they get one of these things and they're getting complacent.
00:19:05
Speaker
I mean, guys say, oh, I want to make half a million this year.
00:19:08
Speaker
they're closing one deal and then they're taking the month off.
00:19:11
Speaker
So it's like, I think that's a, one of the biggest issues with our industry in specific is we're, it's almost a curse.
00:19:16
Speaker
We're getting paid such high commissions that guys want to take the month off and they're hitting the one.
00:19:21
Speaker
That's why you, that's why you, that's why you, you operate under this principle, man.
00:19:26
Speaker
We go to bed tired and we wake up hungry.
00:19:27
Speaker
It all goes to zero at midnight.
00:19:30
Speaker
It all goes to zero.
00:19:31
Speaker
That's the thing you got to understand.
00:19:33
Speaker
Yeah.
00:19:34
Speaker
Okay.
00:19:34
Speaker
And I know another thing you preach, Coach, is from what I understand, urgency, the fear of loss is always one of the top keys of the pre-drive, right?
00:19:45
Speaker
Yeah, fear of loss is a primary driver.
00:19:49
Speaker
My agent wanted me to focus the whole book on pre-driving fear because he believed that fear is the primary activator of pre-driving.
00:19:59
Speaker
You know, it's eat or be eaten, right?
00:20:03
Speaker
It's survival of the fittest.
00:20:05
Speaker
It's, but I believe there's more activators to pray God.
00:20:08
Speaker
Fear is a very strong one.
00:20:10
Speaker
If used correctly, you need a healthy amount of fear every day.
00:20:13
Speaker
You need to wake up.
00:20:14
Speaker
You need to wake up as if you could lose everything.
00:20:17
Speaker
You need to wake up as if it could all go away tomorrow.
00:20:20
Speaker
You need to wake up with some intensity and urgency about you.
00:20:22
Speaker
And fear can do that.
00:20:24
Speaker
It can activate something inside of you to push harder.
00:20:29
Speaker
Gotcha.
00:20:31
Speaker
So it's funny because fear of loss, well, you being in sales, you probably know that fear of loss, that's helping people buy too.
00:20:39
Speaker
Absolutely.
00:20:40
Speaker
You could use every, listen, you could use every activator I talk about in this book in sales.
00:20:45
Speaker
Environment, exposure, fear of loss, competition, embarrassment.
00:20:50
Speaker
Like a prey drive is no different than activating a person trying to buy than it is activating a team member.
00:20:56
Speaker
It's still the same activators.
00:20:58
Speaker
Yeah.
00:20:59
Speaker
That's huge.
Creating a High-Prey Drive Team Environment
00:21:00
Speaker
And I'm motivated by what they'll lose and what they'll gain.
00:21:02
Speaker
Yeah.
00:21:04
Speaker
And so, yeah, I mean, with customers, we're using it.
00:21:06
Speaker
Well, I know you use it too on your programs and everything, but it's like, this is gone midnight tonight, offers over.
00:21:11
Speaker
And solar, we're saying things like, Oh, Mr. Jones, you got to get this solar.
00:21:16
Speaker
The tax credits are going down.
00:21:18
Speaker
Um, that meter is changing.
00:21:20
Speaker
So we're using things like fair loss to try to get people to go solar with us too.
00:21:25
Speaker
how do you use it in your teams?
00:21:26
Speaker
And like, say I know in your organization, you're leading a big team.
00:21:29
Speaker
What are some, uh, I don't know, ways you've used fear of loss in your teams?
00:21:34
Speaker
Cause I completely lost this morning on my team.
00:21:38
Speaker
And, um, it's because I, I thought some of our team members were running around telling people they were tired and that we worked hard and manages, it ran all over me.
00:21:47
Speaker
And, um, if you're going to, if you're going to go pro and play at a higher frequency, um,
00:21:54
Speaker
then you can't.
00:21:55
Speaker
So this morning I kind of tried to activate my team's parade drive by challenging them.
00:22:00
Speaker
Are you a Navy SEAL or a freaking baby SEAL?
00:22:03
Speaker
You're going to run around and tell people you're tired all the time?
00:22:05
Speaker
Then you don't need to be on my team.
00:22:09
Speaker
Fatigue is a mindset.
00:22:10
Speaker
Hell, everybody who's doing something is tired.
00:22:12
Speaker
So if you're going to run around and tell people I'm tired and I need a break, we need some more workers, then you're a baby SEAL, man.
00:22:19
Speaker
You don't need to be on my team.
00:22:20
Speaker
You need to be on somebody else's team.
00:22:21
Speaker
You need to work
00:22:22
Speaker
work somewhere where they let you be lazy all day but it ain't working for coach burke so this morning i had this fiery team meeting to disable this challenge of man wake up suck it up man let's go let's play and it kind of got some of my teamers girl i'm like yes now let's go now let's quit messing around with our potential now let's do something let's quit messing around man i'm tired of messing around i'm 44 years old i ain't playing around with nobody
00:22:50
Speaker
Okay, my destiny is not in anybody else's hands anymore.
00:22:52
Speaker
I don't need any of the customers that don't appreciate what I bring to the table.
00:22:56
Speaker
I don't want them.
00:22:57
Speaker
I want people who appreciate what I bring.
00:22:59
Speaker
And that's it.
00:23:01
Speaker
So that's the kind of world we're living in.
00:23:04
Speaker
100%.
00:23:04
Speaker
Yeah, that's where I see the basketball coach.
00:23:05
Speaker
I mean, I was just watching the Utah Jazz game the other day.
00:23:08
Speaker
Jazz are taking a rest on plays, and Coach Snyder just takes his clipboard, slams on the chair, and says, I'm not even going to say anything.
00:23:17
Speaker
Just go out and play something to that effect.
00:23:20
Speaker
Basically the same thing you're telling your team.
00:23:21
Speaker
100%.
00:23:22
Speaker
So, yeah, I think this is what business people, you know, sell those guys.
00:23:27
Speaker
I think we need to hear this kind of stuff, and I think we need more people being fiery and lighting that fire under us.
00:23:33
Speaker
getting us rolling.
00:23:34
Speaker
So I love that coach and I love the fire you're bringing to the business world, the sales coaching.
00:23:40
Speaker
And, um, yeah, last thing I was going to ask you, I know we got to wrap up pretty soon here.
00:23:46
Speaker
Um, well, I guess before we do that, where can people find you coach as we're wrapping up?
00:23:52
Speaker
Where can people find you on social media and everything?
00:23:54
Speaker
My podcasts are under America's coach.
00:23:56
Speaker
Now I've got all my podcasts under one umbrella, America's coach, Michael.
00:24:01
Speaker
go to YouTube, search Coach Michael Burt.
00:24:03
Speaker
I'll publish almost a video a day, every day.
00:24:06
Speaker
Large numbers of videos.
00:24:07
Speaker
CoachBurt.com if you want to come to one of my boot camps, get in a room with me if you like what you heard today.
Philosophy on Coaching and Accountability
00:24:12
Speaker
Or you really need to get in my coaching program, Monster Producer.
00:24:15
Speaker
$1,500 gets you a year worth of coaching.
00:24:18
Speaker
Get you a two-day boot camp with me at my lodge.
00:24:21
Speaker
Awesome.
00:24:21
Speaker
And if you're serious about playing at the next level, man, maybe I'm the coach for you.
00:24:26
Speaker
Awesome.
00:24:27
Speaker
You won't get your feelings hurt when I tell you the truth.
00:24:31
Speaker
Yeah, it's getting me fired up just hearing it.
00:24:35
Speaker
And so when you're getting people, when you're calling people out like this, Coach, are you doing it in front of whole teams, getting people's fire going?
00:24:43
Speaker
You're not wanting to take people aside.
00:24:45
Speaker
You're just laying it out for the whole team.
00:24:47
Speaker
I do that too.
00:24:47
Speaker
Listen, I use any means necessary.
00:24:51
Speaker
I use 28 years of my coaching experiences, locker room talks, one-to-one groups, you name it.
00:24:57
Speaker
I've used it.
00:24:58
Speaker
Okay.
00:24:58
Speaker
I've used it with the sole purpose.
00:25:00
Speaker
I'm doing it to help you.
00:25:01
Speaker
I'm not doing it to hurt you.
00:25:03
Speaker
I'm doing it to get you to your level.
00:25:04
Speaker
You want to get to it, man.
00:25:06
Speaker
It ain't my dreams.
00:25:06
Speaker
It's yours.
00:25:07
Speaker
My job is to facilitate you getting there and to get you in the mental state that you can to get to your goals.
00:25:13
Speaker
That's what my job is.
00:25:14
Speaker
Yeah.
00:25:15
Speaker
Huge.
00:25:15
Speaker
How many times were the girls crying on the, on the sidelines when you're coaching?
00:25:19
Speaker
Yeah.
00:25:19
Speaker
My students cry.
00:25:22
Speaker
Yeah.
00:25:26
Speaker
but they produce.
00:25:26
Speaker
So that's how it works.
00:25:28
Speaker
That's how we do it.
00:25:29
Speaker
That's how we bring it to a higher frequency.
00:25:33
Speaker
No, 100%.
00:25:34
Speaker
Well, awesome, Coach.
00:25:35
Speaker
You've dropped some nuggets on us today.
00:25:37
Speaker
Yeah, I've gotten a ton of takeaways here, but learn how to activate the prey drive.
00:25:42
Speaker
I think that's what's missing in this industry, especially solar.
00:25:45
Speaker
It's definitely something our solopreneurs needed to hear.
00:25:48
Speaker
And we're definitely going to check you out.
00:25:50
Speaker
So go shoot Coach Bird a message, Instagram, Facebook.
00:25:54
Speaker
Let him know you appreciated this content.
00:25:56
Speaker
We loved having you on.
00:25:57
Speaker
And before I let you go here, Coach, where can people find the best barbecue and fried chicken in Tennessee there for next time we're visiting?
00:26:04
Speaker
All kinds of good fried chicken.
00:26:06
Speaker
Hattie B's in Nashville.
00:26:07
Speaker
Hattie B's.
00:26:08
Speaker
Okay, that's what I was going to say.
00:26:09
Speaker
Hattie B's.
00:26:10
Speaker
But there's some good barbecue here too.
00:26:11
Speaker
Good barbecue.
00:26:12
Speaker
There's good chicken.
00:26:13
Speaker
There's good country music.
00:26:15
Speaker
Come to Nashville.
00:26:16
Speaker
You've got to come to the Greatness Factory and see my new Greatness Factory.
00:26:18
Speaker
9,000 square foot of pure, incredible energy.
00:26:22
Speaker
All right.
00:26:23
Speaker
We'll come check it out, and we'll be there with Hattie B's.
00:26:26
Speaker
Make sure you get the spicy chicken.
00:26:27
Speaker
That's a good stuff.
00:26:28
Speaker
That's right.
00:26:29
Speaker
All right.
00:26:30
Speaker
Appreciate it, Coach.
00:26:31
Speaker
Thanks for coming on today.
00:26:32
Speaker
All right, brother.
00:26:33
Speaker
God bless you.
00:26:34
Speaker
Hey, let's do something with your team, me and you.
00:26:36
Speaker
Okay.
00:26:37
Speaker
Thanks so much for tuning into today's episode.
00:26:40
Speaker
I know when I got into the industry, I had almost no resources like this.
00:26:44
Speaker
So I hope this show is helping you get the success you deserve.
00:26:48
Speaker
If you found value from anything in this episode today, think about someone who can benefit so you and I can help people fulfill their potential.
00:26:56
Speaker
Zig Ziglar said if you help enough people get what they want, you will get what you want.
00:27:01
Speaker
So I promise by sharing this it will help you grow and improve.
00:27:05
Speaker
The value bombs on today's show will take you one step closer to success, but it's always to the degree that you apply and execute the principles.
00:27:13
Speaker
I've spent the last few years interviewing the top solar experts and helping other reps and businesses discover their potential.
00:27:20
Speaker
If you want more help achieving your goals, then I put together an exclusive video training on three hacks that helped me close multiple deals a week while knocking less than 10 hours.
00:27:30
Speaker
And who doesn't want that?
00:27:32
Speaker
So go check it out at webclass.solarpreneurs.com.
00:27:35
Speaker
Once again, that's webclass.solarpreneurs.com to get exclusive access to the training and take your skills to the next level.