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How To Get Out Of A Sales Slump - Zach Hall
237 Plays1 year ago
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The SOLARPRENEUR podcast is here to help you close more deals in the solar industry, generate more leads and referrals, and hopefully, have a much better time and situation.
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Transcript
Introduction: Taylor's Solarpreneur Journey
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 fail.
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.
00:00:41
Speaker
Okay, welcome back, Sorpreneurs.
00:00:43
Speaker
We are here with another
Meet Zach Hall: From Medical School to Solar Sales
00:00:44
Speaker
episode.
00:00:44
Speaker
I'm excited for this episode because we got another guy that is helping reps not only master sales, but really just the, he calls it closing the gap between skill and execution and helping reps master the mental side of things.
00:00:59
Speaker
So I'm super excited for this episode.
00:01:00
Speaker
We got the one, the only Zach Hall.
00:01:03
Speaker
He is over at MindRx Academy, little coaching program, coaching group he started.
00:01:08
Speaker
So thanks for coming on with us today, Zach.
00:01:11
Speaker
Taylor, thank you so much.
00:01:12
Speaker
It's an honor to be with you.
00:01:15
Speaker
Glad to be here.
00:01:15
Speaker
I'm excited as well.
00:01:17
Speaker
Yeah, should be fun.
00:01:19
Speaker
And yeah, you were introduced to me by our mutual friend Ashton Buswell, along with a couple other guys.
00:01:26
Speaker
So I know it's going to be a super quality episode.
00:01:28
Speaker
Ashton, you know, he only recommends the best.
00:01:31
Speaker
So you're going to bring the heat.
00:01:33
Speaker
You ready to drop some bombs on us today?
00:01:35
Speaker
Yeah, that's the plan.
00:01:37
Speaker
Yeah, it takes a goat to know a goat, right?
00:01:38
Speaker
Yeah, that's it.
00:01:40
Speaker
Ashton's awesome.
00:01:42
Speaker
He's always led by example.
00:01:44
Speaker
He's a model of a good figure in direct sales and in solar specifically.
00:01:48
Speaker
So it's an honor to know him and to be connected to you through that.
00:01:52
Speaker
Yeah, definitely.
00:01:54
Speaker
So yeah, I'm excited about this.
00:01:56
Speaker
I've actually been to a few retreats lately.
00:01:59
Speaker
I don't know if you know a guy named Jens Bunnell.
00:02:02
Speaker
You know Jens?
00:02:03
Speaker
I've met him, yeah.
00:02:05
Speaker
Yeah.
00:02:06
Speaker
So I just got back from one of his retreats and you guys probably do some similar stuff, but that's a lot what he coaches reps on is just like not necessarily the sales side of things.
00:02:16
Speaker
There's tons of sales trainings out there, but it's like just kind of like the mental, emotional stuff.
00:02:22
Speaker
I think this is almost you probably agree.
00:02:24
Speaker
Sometimes it's almost more important to figure that part out.
00:02:28
Speaker
And the cells increase just by figuring that part of the brain out rather than doing more cells training and all this other stuff we can do.
00:02:34
Speaker
Would you agree?
00:02:35
Speaker
Yeah.
00:02:36
Speaker
I mean, I'm pretty biased.
00:02:37
Speaker
At least was true in my life.
00:02:40
Speaker
Like I found it.
00:02:43
Speaker
Early on in your career, like there has to be a certain amount of skill that you need to learn.
00:02:46
Speaker
If you don't know how to approach someone, if you don't know how to present or find pain points and stuff like there's skill in the game.
00:02:53
Speaker
But after six months, a year of doing it, it was less about the skill that I had.
00:02:59
Speaker
I knew what I needed to do.
00:03:01
Speaker
Most sales reps just don't do consistently what they already know how to do.
00:03:05
Speaker
And that's a mental thing.
00:03:07
Speaker
That's an emotional thing.
00:03:09
Speaker
And so I like to get to the source of that and help people remove those blocks, change those filters, and so that they can perform more consistently with the skills that they already have.
00:03:19
Speaker
Yeah.
00:03:20
Speaker
Yeah, so good.
00:03:21
Speaker
Yeah, I'd agree with that.
00:03:22
Speaker
It's like you got to get to the base level, but I think a lot of, you know, experienced reps, this is probably the next step that they need to figure out is...
00:03:31
Speaker
mastering that side of things.
00:03:33
Speaker
So I'm excited to get into that.
00:03:34
Speaker
And I know we'll be jamming on that today.
00:03:36
Speaker
But before we do that, do you want to give us kind of your background, Zach?
00:03:39
Speaker
Like, I know you just are recently transitioning to doing the coaching full time, consulting and all that.
00:03:47
Speaker
So yeah, but tell us your background with solar and direct sales and everything.
00:03:51
Speaker
Sure.
00:03:51
Speaker
Yeah.
00:03:52
Speaker
Where do we want to start?
00:03:53
Speaker
Let's see.
00:03:55
Speaker
I did.
00:03:55
Speaker
I wasn't going to be a sales pro.
00:03:59
Speaker
That was not
00:04:01
Speaker
the intended path.
00:04:04
Speaker
I actually went to medical school.
00:04:05
Speaker
So that's maybe where we kick it off.
00:04:09
Speaker
I did a year of medical school in California, planning on being like a foot and ankle surgeon.
00:04:16
Speaker
And I had done a summer of alarms prior to entering medical school.
00:04:25
Speaker
And I saw like the potential of the direct sales life, you know, saw these guys in four months earning six figures or whatnot.
00:04:32
Speaker
And, but I, I didn't really like the product, I guess.
00:04:37
Speaker
Didn't really believe in it.
00:04:40
Speaker
And I already had a wife and a kid at the time.
00:04:44
Speaker
I didn't like the nomadic lifestyle that it seemed like the alarm sales pros kind of lived.
00:04:49
Speaker
And so I, I stuck to the path.
00:04:51
Speaker
I went into med school, but it was in California.
00:04:54
Speaker
Which you're in California, right?
00:04:56
Speaker
Yep.
00:04:57
Speaker
Yep.
00:04:57
Speaker
San Diego.
00:04:58
Speaker
Pretty expensive there.
00:05:00
Speaker
I don't know how you guys do it.
00:05:03
Speaker
But yeah, so cost of living there.
00:05:05
Speaker
Like I maxed out the student loans that you can get for an individual.
00:05:08
Speaker
And it's based on an individual, not a family.
00:05:12
Speaker
And we've got somewhat traditional values.
00:05:14
Speaker
We wanted one of us to be home to raise our baby.
00:05:17
Speaker
And so I was gone all the time studying in classes, lab work, all the kind of stuff.
00:05:24
Speaker
And we just didn't have the money.
Challenges and Growth in Solar Sales
00:05:27
Speaker
So I put it on hold.
00:05:29
Speaker
I put school on hold after the first year, borrowed from some grandparents and called my buddy that did alarms and said, hey, I'm ready for another summer of alarms.
00:05:36
Speaker
I have five weeks before my second year.
00:05:39
Speaker
And he was like, well, I'm doing solar in Arizona.
00:05:42
Speaker
And I'm from Arizona.
00:05:44
Speaker
So I said, that's perfect.
00:05:45
Speaker
I'll go sell some solar.
00:05:46
Speaker
Tell me about that.
00:05:46
Speaker
Yeah, it's pretty funny.
00:05:51
Speaker
I remember my manager, assistant manager, as that summer drew to a close.
00:05:56
Speaker
And I was like, you know what?
00:05:58
Speaker
We didn't save up quite enough.
00:06:00
Speaker
You know, I had some cancel issues.
00:06:03
Speaker
And so we didn't save up quite enough.
00:06:06
Speaker
But I thought if we did this for a year, then we could save up and go back to med school.
00:06:10
Speaker
Right.
00:06:10
Speaker
And actually maybe have everything paid for.
00:06:12
Speaker
You know, the promise seems so great.
00:06:15
Speaker
This is back in like 2015.
00:06:17
Speaker
And my manager was like, don't do that.
00:06:19
Speaker
You won't go back.
00:06:21
Speaker
And yeah, one year became now 10.
00:06:23
Speaker
Yeah.
00:06:24
Speaker
Never went back.
00:06:26
Speaker
Nice.
00:06:27
Speaker
That's funny.
00:06:28
Speaker
Sounds kind of similar to me.
00:06:29
Speaker
Is that right?
00:06:31
Speaker
Yeah.
00:06:32
Speaker
Well, yeah, I was just going to do like six months and then.
00:06:35
Speaker
You know, my wife, she wanted to come out.
00:06:37
Speaker
She wanted to get out of Utah and warm her weather and all that.
00:06:41
Speaker
And yeah, six months turned into 10 years as well.
00:06:44
Speaker
So I'm still going.
00:06:45
Speaker
I know that's, that's the life, but it sounds like you're an easier crew.
00:06:52
Speaker
So you're just like, just like solar.
00:06:54
Speaker
All right.
00:06:55
Speaker
I'll sell whatever.
00:06:56
Speaker
You weren't like nervous at all, trying a new product or let's run it.
00:07:01
Speaker
Yeah, I was more excited when I asked about that.
00:07:04
Speaker
Because he's like, I'll put you in touch with the alarm people.
00:07:07
Speaker
And I asked him, like, well, tell me about solar.
00:07:10
Speaker
And he presented it.
00:07:11
Speaker
Back then, it was very lease heavy, right?
00:07:13
Speaker
Like the beginning of the career, very TPO.
00:07:16
Speaker
I guess, depending on where you were.
00:07:18
Speaker
And I bought into that product.
00:07:20
Speaker
Like, that makes so much sense.
00:07:23
Speaker
It's good for the planet.
00:07:25
Speaker
It lowers bills they have to pay for, you know?
00:07:27
Speaker
And so I was like, let's sell that.
00:07:29
Speaker
And so I actually was more excited to do this than I was, you know, selling, selling the alarms was like need driven, you know, like I needed the money choosing to sell solar for those five weeks.
00:07:41
Speaker
I was very want driven.
00:07:42
Speaker
It was like, Oh, I want to take advantage of this opportunity.
00:07:45
Speaker
It's back where I live, Arizona, not some nomadic place.
00:07:48
Speaker
And yeah, it was much better.
00:07:50
Speaker
Yeah, that's awesome.
00:07:52
Speaker
So was it like a tough trend?
00:07:54
Speaker
Was it like a rocky road at first or were you out the gates selling a lot or how was it first starting out?
00:08:02
Speaker
Yeah, no, I mean, thankfully I had the summer of alarms that I, you know, how like sales reps, they have that moment where they're about to quit and then they don't quit.
00:08:11
Speaker
And then like it clicks for them and they start selling consistently.
00:08:15
Speaker
Yeah.
00:08:15
Speaker
So I took care of that in the alarm summer.
00:08:19
Speaker
When I started doing solar, it was a week without a deal.
00:08:22
Speaker
And then my next weekend, I sold like three and then it started steamrolling from there.
00:08:31
Speaker
It was rocky, not without bumps.
00:08:33
Speaker
Like I lost half the deals I sold in that 15 weeks.
00:08:37
Speaker
But I saw the potential.
00:08:38
Speaker
So I told my wife, listen, let's move for a year.
00:08:42
Speaker
Let's save up.
00:08:43
Speaker
I'll figure out how to stop the cancels.
00:08:45
Speaker
Like we'll save up.
00:08:46
Speaker
We'll get 50, 60 grand in our pockets to coast through the rest of the medical school years.
00:08:52
Speaker
And then, yeah, that just, we just, I ended up never looking back.
00:08:57
Speaker
Nice.
00:08:58
Speaker
That's awesome.
00:08:58
Speaker
So yeah, there was some Rocky with the cancel stuff, but figured that out and just kept climbing.
00:09:03
Speaker
Yeah, that's cool.
00:09:05
Speaker
So for you, what was it like?
00:09:06
Speaker
Was there like a point where you made the decision?
00:09:08
Speaker
Okay, I'm going to stay out here.
00:09:10
Speaker
I'm going to keep doing this because I don't know about you, but like coming from Utah, I come from like the traditional like LDS background.
00:09:19
Speaker
All the moms want their kids to be doctors and had some like family pressure to go back to school and everything.
00:09:25
Speaker
And so for me, it was like kind of a tough decision deciding to stay out there.
00:09:28
Speaker
And I had to, you know, hit some numbers, hit some goals before I made the decision to keep staying out there.
00:09:34
Speaker
Did you have anything like that where something switched or you like made more than you're expecting or something?
00:09:39
Speaker
You're like, you know, I'll just stay out here.
00:09:41
Speaker
What was that like for you?
00:09:43
Speaker
Like in terms of direct sales itself or the solar thing?
00:09:49
Speaker
um yeah i guess just the solar thing or yeah maybe direct cells itself what made you decide to not go back to school my moment of quitting was in alarms and i flew home my wife was like we had our baby he was two or three at the time um she was staying with her parents actually northern san diego county if you know bonds all okay yeah
00:10:12
Speaker
So she was staying with them and her mom was taking care of her grandmother who was like having Alzheimer's and like in homes.
00:10:18
Speaker
And it was just tight and crowded.
00:10:20
Speaker
And my baby was crying all the time.
00:10:21
Speaker
And here I am gone and I'm not selling.
00:10:26
Speaker
I sold like six or something alarms in that first month.
00:10:30
Speaker
And so I took a flight home.
00:10:33
Speaker
Um, and like to regroup, to help out.
00:10:36
Speaker
And I was this close to not going back, but something said, finish the commitment, right?
00:10:40
Speaker
Like you said, two months, go do the two months.
00:10:44
Speaker
Yeah.
00:10:44
Speaker
And when I went back, we, we, my, my trainer picked me up.
00:10:49
Speaker
Um, we, we went to a small town and I sold two.
00:10:55
Speaker
that night and then it just started clicking.
00:10:57
Speaker
I was like a one-a-day guy.
00:10:58
Speaker
So it clicked, right?
00:11:00
Speaker
That was the decision like, okay, there's something in direct sales here.
00:11:04
Speaker
Then I went back to school and then, you know, fast forward to the solar decision.
00:11:10
Speaker
I actually didn't get surprisingly resistance from family members.
00:11:15
Speaker
I grew up in a similar background, but they were like, no, if you like it, if you think you can do it, you know, like,
00:11:23
Speaker
More power to you.
00:11:24
Speaker
Like there's something to be said about, you know, starting your family and being able to be around your family more as opposed to going, you know, the medical school route where you actually, a lot of families get divorced.
00:11:35
Speaker
Yeah.
00:11:36
Speaker
And that was kind of the biggest decision for me as I was family first.
00:11:39
Speaker
That's why I didn't want to dive into alarms, even though I saw the potential.
00:11:42
Speaker
It was too nomadic, right?
00:11:44
Speaker
Hard for the people who brought their kids.
00:11:48
Speaker
And then, but in solar, like you could plant roots.
00:11:52
Speaker
and be around and I saw how I could have the mornings with my wife and my baby and you know in medical school I was gone all the time in the in the fourth year you actually spent 11 months on the road.
00:12:05
Speaker
Really?
00:12:06
Speaker
Yeah 11 months you're doing external rotations is what they call it and so I would have been across the country for a year and this is where a lot of families get separated that go through it I mean high stress environment.
00:12:17
Speaker
And not that I was running from that, but I was running to a lasting family.
00:12:22
Speaker
That was really the decision.
00:12:23
Speaker
And I saw that I could create that better in a commission-only environment than I could
00:12:30
Speaker
you know taking the medical school route so yeah i got support from the family members in fact the one that was probably hardest to convince was my wife but she got on board yeah nice yeah that's right for me it was opposite it was my family wasn't on board but my wife she was the one that was like pushing me she's like no do this i love it out of utah yeah she's like get me out of utah give me a little cold
00:12:56
Speaker
Yeah.
00:12:56
Speaker
That's cool.
00:12:58
Speaker
So you, you had made enough money up to that point and you're pretty confident that like, okay, I can do this longterm.
00:13:03
Speaker
And was that the decision that you were going to do it for 10 years or was it still like, Oh, let's just do another year.
00:13:10
Speaker
It was a year.
00:13:11
Speaker
It was a year.
00:13:11
Speaker
It was like, listen, if we save up for a year, cause I did the math.
00:13:15
Speaker
And if we ran out of money and had to borrow from grandparents at the end of the first year, each year, each year thereafter gets more expensive.
00:13:23
Speaker
Yeah.
00:13:24
Speaker
especially with the traveling and the rotations and you're like trying to like pay for lodging and stuff.
00:13:28
Speaker
So, so I was like, if we're running out first year, then we'll run out each of the next year.
00:13:35
Speaker
So let's save up, let's do solar for a whole year.
00:13:38
Speaker
And on top of the loans, we'll have 50, 60 grand in our pocket that we can, we can float the difference.
00:13:45
Speaker
That was the decision.
00:13:46
Speaker
And then proving that true and like banking that cash while living more freely,
00:13:54
Speaker
Um, not on the clock all the time, studying all the time, but like, you know, getting to go visit family, you know, take time off or go work extra hard and earn extra money.
00:14:04
Speaker
Like being able to make decisions like that was very free.
00:14:07
Speaker
And so my wife was happy.
00:14:09
Speaker
We were in a, she likes the heat, same thing.
00:14:12
Speaker
Don't put her in a cold place.
00:14:14
Speaker
Arizona was great for her.
00:14:15
Speaker
And we had our second kid and, um, yeah, so we just were like, let's,
00:14:22
Speaker
It was one year first and then it was like maybe one more.
00:14:24
Speaker
Yeah.
00:14:27
Speaker
But by then I knew it was, it was, we're not going back.
00:14:29
Speaker
It was more, it was more, one more for her.
00:14:32
Speaker
They offered me a promotion to be a leader and stay.
00:14:37
Speaker
And I was like, yeah, let's let's do this.
00:14:40
Speaker
Yeah.
00:14:41
Speaker
That's great.
00:14:42
Speaker
So you so I'm assuming you got all your student debt paid off.
00:14:47
Speaker
No more student debt.
00:14:49
Speaker
Dude, no, actually, no, no, I don't.
00:14:51
Speaker
No, no, I'm not.
00:14:54
Speaker
I'll admit that.
00:14:56
Speaker
I didn't do like crazy.
00:14:58
Speaker
And you have to remember too, back in the day, like, right, we were getting paid like $200 a kilowatt.
00:15:03
Speaker
Yeah.
00:15:04
Speaker
So it wasn't like the substantial pay.
00:15:06
Speaker
And as this is interesting, maybe we dive into this.
00:15:09
Speaker
This is what led to coaching.
00:15:10
Speaker
But as the pay started rising and more dealer model stuff started forming and like the big companies tried to like boost up their commission structures and things to keep up with that.
00:15:22
Speaker
Um, I had been then laid off.
00:15:24
Speaker
It was a very interesting decision that ended up happening.
00:15:28
Speaker
I made the decision to stay in solar after that second year.
00:15:32
Speaker
We're not going back.
00:15:33
Speaker
I got promoted to a district manager level, started seeing great money.
00:15:38
Speaker
A lot of prayer behind this, by the way, it was like, should we stay?
00:15:41
Speaker
Do we go back?
00:15:41
Speaker
Like, it seems like this is the path I made the decision to stay.
00:15:45
Speaker
I get promoted.
00:15:45
Speaker
I think that's confirmation to prayer.
00:15:48
Speaker
Right.
00:15:48
Speaker
Like, here's your evidence.
00:15:50
Speaker
And then two months after that, Tesla, which had acquired SolarCity, fired the direct sales channel.
00:16:00
Speaker
And my performance actually right after that started to tank.
00:16:04
Speaker
So I just made the decision.
00:16:05
Speaker
We got the promotion.
00:16:06
Speaker
Tesla fires all of us.
00:16:07
Speaker
I landed laterally, like as a district manager at another company.
00:16:12
Speaker
Um, but my performance started to struggle.
00:16:14
Speaker
And for those two years, probably what you would call like your prime years in a sales career, like years three, four, five, I think is like your athletic prime, you know?
00:16:25
Speaker
Um, I, I was, I was tanking.
00:16:28
Speaker
I did, I did terrible those years.
00:16:30
Speaker
Um, and I got into a really dark spot actually, um, mentally.
00:16:35
Speaker
So no, still, still lots of student debt.
00:16:38
Speaker
Yeah.
00:16:39
Speaker
Okay.
00:16:39
Speaker
Well, I know it's a crazy amount.
00:16:41
Speaker
Yeah.
00:16:41
Speaker
I don't know how much, but yeah, that's, that's the thing that I don't like about these doctors.
00:16:45
Speaker
Like even though they make good money when they graduate, some have hundreds of thousands in debt.
00:16:50
Speaker
And so it's like, um, I have a brother-in-law who he, he grad, he's like a music guy.
00:16:56
Speaker
So he graduated in this, he has a doctor in bassoon.
00:16:59
Speaker
It's like this wind instrument thing.
00:17:02
Speaker
Yeah.
00:17:03
Speaker
It turns out you can.
00:17:07
Speaker
But there's not too many jobs in it.
00:17:09
Speaker
So he has all this student debt and, you know, he can't really even get a job for what he's doing.
00:17:15
Speaker
So just like I feel for those people that go to all this school and then they have this debt.
00:17:19
Speaker
And luckily we're in a good, you know, career where we can pay off a lot of that.
00:17:24
Speaker
And I'm sure you've gotten a lot of it paid down.
00:17:26
Speaker
But yeah, it's just crazy.
00:17:27
Speaker
This system where they're doing that.
00:17:29
Speaker
Yeah, what's really cool is like,
00:17:33
Speaker
You make a decision like a doctor either for status or for like the financial security.
00:17:38
Speaker
Yeah.
00:17:39
Speaker
And that's kind of what attracted me to it.
00:17:42
Speaker
My dad was actually in sales, so I never thought I'd go into sales.
00:17:45
Speaker
And him and my mom fought on money all the time.
00:17:48
Speaker
I was one of six kids and they just didn't earn enough and split after 17 years of fighting on money.
00:17:56
Speaker
So I was like, there's no way I'm going to sales.
00:17:58
Speaker
I was attracted to doctoring because...
00:18:00
Speaker
Financial security, right?
00:18:02
Speaker
Well, COVID actually flipped the script on that.
00:18:07
Speaker
My friends that had stayed the doctor route, like there were fewer and fewer people coming into the hospitals.
00:18:15
Speaker
They didn't want to be in the hospital.
00:18:17
Speaker
Everyone was like locked in.
00:18:18
Speaker
So that secure income, it's only secure if the patients come.
00:18:23
Speaker
Yeah.
00:18:24
Speaker
Right.
Impact of COVID and Mental Health on Career Decisions
00:18:25
Speaker
And so like I learned for myself, security is what you create.
00:18:29
Speaker
There's no relying on external security.
00:18:32
Speaker
You create the security.
00:18:33
Speaker
And I realized like solar took off.
00:18:36
Speaker
2020 was a heck of a year for solar.
00:18:38
Speaker
I was on a rebound.
00:18:40
Speaker
I had invested in myself.
00:18:41
Speaker
So I was much better mentally and like it was the perfect timing.
00:18:46
Speaker
2020 was a phenomenal year for me.
00:18:49
Speaker
Whereas if I was in the hospital, I would have earned less.
00:18:52
Speaker
Yeah.
00:18:52
Speaker
Yeah.
00:18:53
Speaker
Good point.
00:18:55
Speaker
That's true.
00:18:55
Speaker
And I think a lot of people listening, they, uh, and especially newer reps, they get in this thing where, Oh, so I've actually got a buddy out in Arizona where he's been doing sounds like 10 years, but he's, uh, wanting to be like a,
00:19:09
Speaker
a pilot now he's like i don't i can't handle the unpredictability anymore of sales but for me it's just like i can't go back to anything else so i don't know once you're like used to this and know that you can go out and make business up and get sales earn your commission it's uh for me it's tough to go back to anything else yeah that's um such a good point and if i heard him say that i would be like well just
00:19:35
Speaker
Oh my gosh.
00:19:35
Speaker
Maybe, I mean, like it's crazy.
00:19:37
Speaker
Him thinking I can't handle the predictability.
00:19:40
Speaker
I bet it shows up and he acts unpredictably.
00:19:42
Speaker
I bet it.
00:19:44
Speaker
Like I would bet a million dollars on it.
00:19:47
Speaker
His actions are unpredictable because he thinks he can't handle the unpredictability.
00:19:51
Speaker
Yeah.
00:19:52
Speaker
No, I think they are for sure.
00:19:53
Speaker
He's coming.
00:19:54
Speaker
Yeah, he's got other issues too, for sure, I think.
00:19:59
Speaker
But, you know, I'll connect you with him maybe.
00:20:02
Speaker
But yeah.
00:20:04
Speaker
Yeah.
00:20:06
Speaker
But yeah, I'm interested to hear you talked about how you had kind of like a slump.
00:20:09
Speaker
You went down after Tesla laid off everybody.
00:20:14
Speaker
So how do this?
00:20:15
Speaker
Because I think a lot of people can relate to that.
00:20:17
Speaker
I've been through myself where I feel like I'm doing good.
00:20:20
Speaker
And then I have just like these crazy slumps and everything.
00:20:24
Speaker
So what what caused this?
00:20:26
Speaker
Why did you have like a slump?
00:20:27
Speaker
And maybe you can talk about that story, how you got out of it and what that was like.
00:20:32
Speaker
Sure, sure.
00:20:34
Speaker
So obviously it's not a very fun time.
00:20:38
Speaker
Right away, right away, like I did okay.
00:20:41
Speaker
Like I did as I've always done the first month that we moved to this new company.
00:20:44
Speaker
In fact, I was probably in Arizona, oops, out of the group that left or was fired from SolarCity and we like landed over here.
00:20:51
Speaker
I actually, I think at the first month, I think I sold the most.
00:20:55
Speaker
It was like seven, seven deals or something like that.
00:20:59
Speaker
But every month after that,
00:21:02
Speaker
I did a little worse, a little worse.
00:21:04
Speaker
And there were some market changes too that happened.
00:21:07
Speaker
That was fall of 2017.
00:21:08
Speaker
So it's easier to see it looking back.
00:21:14
Speaker
Here's how it works in terms of like the mind, like how your mind works.
00:21:18
Speaker
When you encounter a new experience, your mind doesn't have anything to like
00:21:23
Speaker
understand it by because it's new.
00:21:26
Speaker
Does that make sense?
00:21:28
Speaker
Yeah.
00:21:29
Speaker
So what actually flashes in your mind is a point of reference, something that's similar to it.
00:21:36
Speaker
So when we got when we got fired, and I didn't know this at the time, but it's become very clear.
00:21:42
Speaker
I was reminded of times in my life where my friends turned on me fourth and fifth, my fourth grade friends became bullies.
00:21:50
Speaker
And of me.
00:21:50
Speaker
And then I was reminded also of like one of six kids.
00:21:53
Speaker
I was the kid who was good.
00:21:56
Speaker
Like after I handled my young issues where I cried all the time, I was a tantrum early.
00:22:03
Speaker
But by about like second grade, I started becoming the kid that could, you know, just be on his own.
00:22:11
Speaker
And so like I didn't get a lot of attention.
00:22:13
Speaker
All the other kids kind of starved my parents of the attention that they had to give.
00:22:17
Speaker
And so I interpreted this thing that happened from Solar City as something like I wasn't wanted.
00:22:25
Speaker
There's something about me that's unwanted.
00:22:28
Speaker
And you didn't know this at the time.
00:22:29
Speaker
You're just reflecting back.
00:22:31
Speaker
Yeah.
00:22:32
Speaker
That's what you've realized.
00:22:34
Speaker
Oh, 100%.
00:22:34
Speaker
At the time, I, oh my gosh.
00:22:36
Speaker
At the time, I had no idea.
00:22:38
Speaker
I just started sucking at something I had been good at.
00:22:41
Speaker
Like, okay, I'm going to cry.
00:22:44
Speaker
You can't see it.
00:22:44
Speaker
I have some tears for me.
00:22:46
Speaker
I started sucking.
00:22:50
Speaker
I'm like, what's going on?
00:22:51
Speaker
And then here's what happens.
00:22:52
Speaker
When you start doing poorly in something that you've done well,
00:22:58
Speaker
you know, where does your thoughts go?
00:22:59
Speaker
Like you start questioning yourself.
00:23:03
Speaker
You're like, what's wrong with me?
00:23:05
Speaker
And you start asking these very like negative based questions.
00:23:09
Speaker
Like, you know, why could you, how do you keep screwing up?
00:23:12
Speaker
What's wrong with you?
00:23:13
Speaker
Like, why can't you get it right?
00:23:15
Speaker
Right.
00:23:15
Speaker
I don't know if you've ever.
00:23:17
Speaker
For sure.
00:23:18
Speaker
So after a while, like that, then my performance suffers worse.
00:23:22
Speaker
Now it was like this, like,
00:23:25
Speaker
bitterness turned into self-loathing and then like this self-doubt.
00:23:29
Speaker
And after a while of not being able to perform, like my leaders had to say, hey, we can't have you be a leader.
00:23:34
Speaker
Like you're producing maybe two deals in a month.
00:23:38
Speaker
Like that's not leader status.
00:23:40
Speaker
You know, we're very lead from the front here.
00:23:42
Speaker
And so they had to demote me.
00:23:44
Speaker
And I was working more probably than I ever had before.
00:23:49
Speaker
I was like maybe like rookie schedule again.
00:23:52
Speaker
I was all in.
00:23:54
Speaker
every day, as long as I could force myself to do it.
00:23:57
Speaker
But then that even started to get hard because I just felt like it was pointless.
00:24:00
Speaker
Like, what's the point?
00:24:01
Speaker
I would work, you know, 60, 70 hour weeks and get four deals in a month.
00:24:06
Speaker
And I would work.
00:24:07
Speaker
And then every once in a while, I would work like, you know, 20 hour weeks and get four deals in a month.
00:24:12
Speaker
So it's like, okay, I'm going to get four deals.
00:24:14
Speaker
Like it doesn't, doesn't matter how much I work, which is stupid.
00:24:18
Speaker
So after a while, like it's just, then I get demoted.
00:24:20
Speaker
Now I start hating myself and I start seeing all the evidence of like how I'm screwing up, not just in this career that I decided and like changed my family's life on.
00:24:29
Speaker
It's a lot of pressure.
00:24:32
Speaker
But I started seeing that I was feeling in church.
00:24:34
Speaker
I had a church calling that I, that I love to do well in and I was not showing up for that and I was missing meetings and you know, I didn't have the money I needed to like pay tithing, which has been a huge part of who I am and
00:24:46
Speaker
you know, donations and things like that.
00:24:47
Speaker
And then just, I started failing and everything.
00:24:50
Speaker
Um, and so that's, that's kind of like the mindset, but I was just recognizing myself failing.
00:24:57
Speaker
That's tough.
00:24:58
Speaker
And yeah, I mean, I can relate.
00:24:59
Speaker
I got, I got wife, kids and everything.
00:25:02
Speaker
So especially, um, when you got like that monkey on your back where, you know, you gotta be the provider, uh, take care of family, take care of the kids.
00:25:10
Speaker
Um, yeah, it's easy.
00:25:12
Speaker
I've definitely fallen into that trap and, um,
00:25:15
Speaker
Um, I don't, I'm sure you'll talk more about this, but it seems like the more that's like, like how we talk about what you focus on is what's going to happen.
00:25:23
Speaker
So as you get this like negative bias going on, you just start to see all the negative and everything that, Oh, I'm falling in this.
00:25:29
Speaker
I'm not getting sales, not doing the church calling, not being a good dad.
00:25:35
Speaker
Um, and I think that can affect anyone and, um, definitely super tough to sell when you're having those thoughts come up and, um, loss of confidence.
00:25:44
Speaker
So tough, dude.
00:25:45
Speaker
In fact, most sales rep's problems, especially experienced ones, they're not sales problems.
00:25:50
Speaker
They're personal problems affecting their sales.
00:25:54
Speaker
And that's what happened to me.
00:25:56
Speaker
And I got to a pretty dark place.
00:25:59
Speaker
Thankfully, we're in an amazing area.
00:26:03
Speaker
We have some incredible people actually at church and other friends and things like that.
00:26:07
Speaker
And someone gave us a book.
00:26:09
Speaker
We took a trip to California to visit my wife's parents.
00:26:13
Speaker
And I read this book the whole way.
00:26:15
Speaker
So I read it there and back.
00:26:17
Speaker
We finished.
00:26:19
Speaker
And it was written by a student of Bob Proctor.
00:26:22
Speaker
If you know the name Bob Proctor.
00:26:25
Speaker
Bob Proctor, yeah, yeah.
00:26:27
Speaker
So it was written by a student of his.
00:26:29
Speaker
And I started applying the principles that it teaches and immediately began thinking better.
00:26:37
Speaker
Like that was the first thing that started happening is we started applying it so our thinking got better.
00:26:42
Speaker
And as the thinking got better, we started seeing things happening for us.
00:26:46
Speaker
There were some crazy obstacles for some big things that were happening that year.
00:26:50
Speaker
We don't have time.
00:26:51
Speaker
That's another episode maybe.
00:26:54
Speaker
But they just magically came to pass.
00:26:58
Speaker
And the obstacles diffused.
00:27:01
Speaker
And things happened the way they needed to happen.
00:27:04
Speaker
And it was so fast.
00:27:10
Speaker
It changing and me thinking and feeling and acting better, like, and stuff happening, opportunities appearing, which by the way, they're always there, but I just didn't notice them.
00:27:21
Speaker
Um, it was a complete one 80.
00:27:23
Speaker
And so then I was like, well, shoot, dude, I got to do this for other people.
00:27:28
Speaker
Um, whoever this did for me, like I got, I re after the book, I like reached out to Bob Proctor's company, Proctor Gallagher, and I got coached by him.
00:27:36
Speaker
I spent more money than I had, had to go on payment plan, had to miss a couple payments.
00:27:42
Speaker
But I stayed in it until things really broke through.
00:27:45
Speaker
And yeah, it was a complete 180.
00:27:46
Speaker
And I realized how much it changed me.
00:27:48
Speaker
I said, that was the moment I decided I have to build.
00:27:52
Speaker
This is my work.
00:27:53
Speaker
This is where I belong.
00:27:55
Speaker
Wow.
00:27:56
Speaker
That's cool.
00:27:57
Speaker
So what book were you talking about?
00:28:00
Speaker
Good, yeah.
00:28:01
Speaker
It's called The Jackrabbit Factor.
00:28:05
Speaker
Jackrabbit factor.
00:28:06
Speaker
Author is Leslie Householder.
00:28:09
Speaker
You mentioned you're a member of the Church of Jesus Christ of the Latter Saints.
00:28:12
Speaker
Yeah, yeah.
00:28:13
Speaker
I am too.
00:28:14
Speaker
Leslie is.
00:28:15
Speaker
So it's pretty cool.
00:28:17
Speaker
It's like an allegory for how the mind works and how it creates, but it's told in story form, which is really neat.
00:28:26
Speaker
So it's a great book.
00:28:28
Speaker
And they wrote a sequel too.
00:28:30
Speaker
Hmm.
00:28:30
Speaker
That's cool.
00:28:31
Speaker
You have to check that one out.
00:28:33
Speaker
Um, that's cool.
00:28:34
Speaker
That book changed it.
00:28:35
Speaker
So you're telling me from the, from this book and then the coaching, um, how did that affect all the other areas?
From Solar Sales to Coaching: Zach's New Path
00:28:42
Speaker
Was it like super quick one 80 or like, what was, what was the turnaround from there?
00:28:47
Speaker
I mean, looking back.
00:28:47
Speaker
Yeah.
00:28:48
Speaker
Like looking back, it seems like it was, it was like that.
00:28:51
Speaker
Um, but no, it took, it took place over a matter of months.
00:28:55
Speaker
Um, and then my, my year that actually was COVID.
00:28:59
Speaker
So like, I went to launch my coaching company, my business.
00:29:02
Speaker
I went to launch it in February of 2020.
00:29:06
Speaker
I remember having like my first gathering of like close friends and say, Hey, this is what I'm doing now.
00:29:12
Speaker
Like they recommended.
00:29:14
Speaker
And, uh, and then COVID hit and solar took off.
00:29:18
Speaker
And so I, and like,
00:29:21
Speaker
Yeah, so I leaned into solar.
00:29:22
Speaker
And so I actually had to put coaching on the back burner for a while.
00:29:25
Speaker
Yeah.
00:29:27
Speaker
But it was actually probably supposed to happen that way, too.
00:29:29
Speaker
So then, yeah, it was probably what happened.
00:29:31
Speaker
October.
00:29:33
Speaker
October of 2019.
00:29:35
Speaker
No, no.
00:29:35
Speaker
September of 2019.
00:29:35
Speaker
We're reading the book.
00:29:42
Speaker
By October, I've invested in the coaching.
00:29:45
Speaker
By March, I'm back.
00:29:48
Speaker
I'm back to what I was before the downfall.
00:29:52
Speaker
Wow.
00:29:53
Speaker
Nice.
00:29:54
Speaker
And so while you're going through this coaching program, is that where you started to notice these things that you're telling me where you're focused on the negativity and notice what had gone wrong?
00:30:05
Speaker
They were kind of teaching you what's actually happening in your mind.
00:30:09
Speaker
Yeah.
00:30:09
Speaker
Things started becoming a lot clearer.
00:30:11
Speaker
Yeah.
00:30:12
Speaker
Yeah, absolutely.
00:30:13
Speaker
Things became a lot clearer.
00:30:14
Speaker
I started seeing like how I had created this negative downfall myself.
00:30:19
Speaker
Like it was my responsibility.
00:30:20
Speaker
It wasn't the market changes.
00:30:23
Speaker
Yeah.
00:30:23
Speaker
You know, cause there were people who did well after the market changed.
00:30:26
Speaker
It wasn't getting fired.
00:30:27
Speaker
Yeah.
00:30:28
Speaker
You know, cause there were a lot of people who got fired.
00:30:30
Speaker
It was me thinking that getting fired meant that I wasn't wanted.
00:30:34
Speaker
That's, yeah, that's powerful.
00:30:36
Speaker
So how did this, once you started making the changes, turning around, how did that affect yourselves?
00:30:40
Speaker
Was it like right back to where you were and plus even better?
00:30:43
Speaker
Did you just like make some insane breakthroughs after that?
00:30:46
Speaker
Or how did it reflect on like sales, family, church, all that stuff?
00:30:50
Speaker
Yeah, everything.
00:30:51
Speaker
Appreciate it.
00:30:52
Speaker
Everything reversed.
00:30:55
Speaker
180 in the trajectory.
00:30:56
Speaker
And I pretty much restored, I call it like a restoration breakthrough.
00:31:00
Speaker
So everything restored back to the type of character, caliber, and ability that I had previously.
00:31:07
Speaker
Yeah.
00:31:08
Speaker
Through that first round.
00:31:09
Speaker
But I actually hit a ceiling, and I got right back to where I was before I started tanking.
00:31:17
Speaker
And then I was stuck there for a couple of years.
00:31:21
Speaker
Yeah.
00:31:22
Speaker
2022, 2023, roughly the... No, no, no.
00:31:23
Speaker
Sorry.
00:31:24
Speaker
2020 and 2021, roughly the same...
00:31:30
Speaker
Sales as I had before, the same amount of income, and I had reestablished a new ceiling.
00:31:35
Speaker
Even though now we were getting paid more, by the way, per deal.
00:31:39
Speaker
My income was restored back to what it was when I was like fresh and high believer in all this stuff.
00:31:46
Speaker
Yeah.
00:31:47
Speaker
So that led to another round of coaching, this time from the Life Coach School, because I was taking it more seriously.
00:31:55
Speaker
That's by Brooke Castillo.
00:31:57
Speaker
Yeah.
00:31:58
Speaker
Have you heard of that?
00:31:59
Speaker
Yeah, I've talked to a few people that do that.
00:32:02
Speaker
It seems like most, you know, kind of the Life Coach and everything, it seems like she's kind of like the number one academy here.
00:32:09
Speaker
you know, training program that the life coach people go through, get like certified and everything, right?
00:32:15
Speaker
Yeah, she's big.
00:32:16
Speaker
It depends on your circle.
00:32:18
Speaker
Depends on your circles.
00:32:19
Speaker
I think she's huge in the women world.
00:32:21
Speaker
And so a lot of like, a lot of Utah and California and Arizona have attracted to her.
00:32:27
Speaker
But there are some significant people outside that circle too that are also dominant in the coaching space.
00:32:33
Speaker
But yeah, so now I have like a merged thing.
00:32:36
Speaker
I have my Bob Proctor background and I have this Brooke Castillo Life Coach School background and I found a way to like make it super applicable to sales.
00:32:45
Speaker
Yeah.
00:32:47
Speaker
Yeah, that's awesome.
00:32:48
Speaker
Yeah, that second round kind of resulted in the next breakthrough and I had my best year in sales ever.
00:32:55
Speaker
Yeah, that's so good.
00:32:56
Speaker
Yeah.
00:32:58
Speaker
Yeah, so let me ask you this because I know some people have like side businesses and, you know, I manage like a team of guys, a squad of guys.
00:33:07
Speaker
And I do some coaching to myself.
00:33:10
Speaker
I coach some reps that I reach out.
00:33:13
Speaker
Stuff like that.
00:33:14
Speaker
So how did you, it sounds like you were trying to build this coaching business and had a lot of involvement in that.
00:33:23
Speaker
How did you not let that get distracting to yourselves and keep improving yourselves, keep improving these?
00:33:28
Speaker
Because sometimes I see guys that have side businesses, do other things.
00:33:33
Speaker
And even myself, sometimes I'll have a lot of coaching clients and all that.
00:33:36
Speaker
And it's tough to manage your pipeline, manage your team, then also build coaching.
00:33:43
Speaker
So for you, what did that look like?
00:33:44
Speaker
Did it ever get like distracting, trying to like learn all these things and grow a coaching business or yeah.
00:33:51
Speaker
What was that like for you?
00:33:52
Speaker
Obviously I'd love to say like, no, it was so perfect.
00:33:59
Speaker
No, it was, it was definitely a challenge.
00:34:03
Speaker
Just, you know, you're, you're doing something new, you're reaching out and yeah, it was distracting.
00:34:11
Speaker
I think distracting is a great word because I was so driven on what I wanted to do.
00:34:16
Speaker
Like, this is actually where I want my life to go.
00:34:19
Speaker
And my goals and things like that were starting to be more focused on that.
00:34:25
Speaker
Like big picture.
00:34:26
Speaker
So that's, yeah, there's where my thoughts are going.
00:34:28
Speaker
So it was a bit distracting.
00:34:30
Speaker
That being said, you then have to check yourself.
00:34:34
Speaker
If you find yourself getting distracted, my take on it would be like, watch your language.
00:34:39
Speaker
You know, meaning like, am I doing this or that?
00:34:42
Speaker
And like, why choose or?
00:34:46
Speaker
You know, like, why make it an or?
00:34:48
Speaker
Like, that's interesting that you choose the word or.
00:34:50
Speaker
Like, there's a lot of other words you could put there.
00:34:52
Speaker
This and that.
00:34:55
Speaker
This and that, yeah.
00:34:58
Speaker
Yeah.
00:34:59
Speaker
That could be the thing.
00:35:00
Speaker
So I started watching that.
00:35:02
Speaker
I started applying that a little bit more than even just that one word shift, like, oh, let's do it together.
00:35:07
Speaker
Like, find a way that they fuel each other.
00:35:11
Speaker
And that was a significant thing for me.
00:35:13
Speaker
Like, oh, wait, the sales could fuel my coaching.
00:35:17
Speaker
And I think that was a big part of what led that.
00:35:21
Speaker
And then an actual coaching session was what led to, like, my second breakthrough to my high performer year.
00:35:28
Speaker
So some of you already know that I run my own door to door sales team here in San Diego.
00:35:32
Speaker
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.
00:35:39
Speaker
But if I want to increase my deal flow, I need to do something different to get an advantage.
00:35:43
Speaker
Then we discovered an app called Solar Scout, but it's not a door knocking app.
00:35:48
Speaker
It's a data platform that shows us who is likely to go solar in our market.
00:35:52
Speaker
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.
00:36:02
Speaker
It's been working for a lot of teams across the country, and now I'm on board too.
00:36:07
Speaker
I'm going to be one of the first to use SolarScout in San Diego, so I decided to partner up.
00:36:11
Speaker
But I told them, hey, if I'm going to talk about SolarScout on my show, you need to give my listeners a great deal.
00:36:16
Speaker
And they did.
00:36:17
Speaker
So go to solarscout.app forward slash Taylor and book a demo with them and you'll get 10% off your first month when you sign up.
00:36:26
Speaker
That's solarscout.app forward slash Taylor.
00:36:30
Speaker
Okay, back to the show.
00:36:32
Speaker
Yeah, that's cool.
00:36:35
Speaker
And I like the focus, you know, even just now you're correct in like language because I've heard some people that have gone through this program and I think they say it was like the thoughts lead to emotions, emotions lead to feelings, feeling leads to action, something like that.
00:36:49
Speaker
Yeah, yeah.
00:36:50
Speaker
So Brooke Castillo came up with the model.
00:36:53
Speaker
She didn't come up with it.
00:36:55
Speaker
Bob actually taught the same thing.
00:36:56
Speaker
She just, she just frameworked it and marketed it really well.
00:37:01
Speaker
So credit to her though, but it's circumstance, thought, feeling, action, result.
00:37:07
Speaker
C-T-F-A-R.
00:37:09
Speaker
Emotions and feelings are the same.
00:37:11
Speaker
Those are interchangeable.
00:37:13
Speaker
Okay.
00:37:14
Speaker
Okay.
00:37:15
Speaker
So, yeah, I think a lot of it, and I don't know if this is what you do in your coaching, but a lot of times when you're coaching people, just by how they're talking, the words they're saying, is that like how you identify, you know, what they're doing?
00:37:28
Speaker
Because I'm just thinking maybe like a manager talking to his rep.
00:37:31
Speaker
Yeah.
00:37:32
Speaker
And the rep's like, oh, this is too hard or, oh, I don't have time, whatever.
00:37:35
Speaker
So like for you, how do you make these shifts in people's mindsets and the words they're saying and help them like correct these things?
00:37:42
Speaker
Yeah.
00:37:43
Speaker
Just like you did with me saying, and what are some things you do?
00:37:46
Speaker
Right.
00:37:46
Speaker
This is big.
00:37:47
Speaker
And this is so big for leaders.
00:37:49
Speaker
So if you're a leader listening to this, listen up because someone won't change their way until they change their mind and they won't change their mind until it's their decision.
00:37:58
Speaker
So a lot of like sales leaders will try to get, and I did this for years.
00:38:02
Speaker
as a leader, trying to get my people to change by just offering them the suggested way to think.
00:38:06
Speaker
Like, dude, it's just talk to, just talk to 15 people.
00:38:10
Speaker
It's like just 15 people.
00:38:11
Speaker
It's like not that long, you know?
00:38:12
Speaker
Yeah.
00:38:13
Speaker
If you talk to 15 people every day, you'll get a sale every week or like, or you shouldn't do this job.
00:38:20
Speaker
Like that was, it's like obvious.
00:38:22
Speaker
Of course, if I do that, that'll work and they'll think that way.
00:38:25
Speaker
But they have a mental idea, a block or a belief that that is not true.
00:38:31
Speaker
And so they won't act on it.
00:38:34
Speaker
So what I would what I do now, as I'm coaching, or if I was leading someone is I listen to what they're saying.
00:38:40
Speaker
And I watch a statement that is that is arbitrarily subjective.
00:38:46
Speaker
So I listened for for adjectives.
00:38:48
Speaker
This is like, this is cheat sheet stuff, like normal people have to pay for this.
00:38:53
Speaker
But it's it's it's listen for adjectives, because the adjectives that this is so hard.
00:38:58
Speaker
Or your buddy, your buddy was like, I can't deal with the unpredictability.
00:39:03
Speaker
That's a choice that he's making on unpredictability, right?
00:39:07
Speaker
That doesn't have to be true.
00:39:08
Speaker
He's putting a description there, right?
00:39:12
Speaker
So I would catch a statement like that and I would ask him out of curiosity, when you think that this is unpredictable,
00:39:19
Speaker
And that you can't deal with the unpredictability.
00:39:21
Speaker
Like, just think about that for a moment.
00:39:22
Speaker
You're thinking about your job.
00:39:24
Speaker
It's unpredictable and you can't deal with it.
00:39:26
Speaker
Like, what do you feel?
00:39:27
Speaker
It's like, what would, what would that be?
00:39:28
Speaker
Like one word, how would you describe that?
00:39:31
Speaker
Like feeling.
00:39:32
Speaker
And for men, it's usually difficult to describe it.
00:39:37
Speaker
So I have to try to help them find it in their bodies.
00:39:39
Speaker
There's a lot of other stuff that I do until they get used to finding the feeling.
00:39:42
Speaker
But eventually he would probably say like, well, it feels overwhelming.
00:39:46
Speaker
Yeah.
00:39:47
Speaker
And then I would ask him, okay, when you're feeling overwhelmed, thinking about your job, like, what do you do?
00:39:53
Speaker
Like, be honest here.
00:39:54
Speaker
What, what are your actions like?
00:39:55
Speaker
Like if I watched you feeling overwhelmed and I would probably find him describing something like, well, I try this out and then I, like, I get distracted and I go do this and then I'm kind of bored.
00:40:06
Speaker
So I play on my phone or,
00:40:08
Speaker
And he's just all over the place.
00:40:10
Speaker
So he's overwhelming himself because he's not focused on any one thing.
00:40:13
Speaker
And it's him thinking that.
00:40:14
Speaker
Does that make sense?
00:40:16
Speaker
So you're making them dig a little deeper.
00:40:18
Speaker
Yeah.
00:40:18
Speaker
So you dig it deeper.
00:40:19
Speaker
You help them see how it's affecting them.
00:40:21
Speaker
And then you say, well, let me ask you this idea that like you can't deal with the unpredictability.
00:40:26
Speaker
Is that even true?
00:40:28
Speaker
Like, could you deal with it?
00:40:30
Speaker
And I, and I look for them to disprove their way of thinking.
00:40:33
Speaker
And once they've disproved their way of thinking, they're open to a new way.
00:40:37
Speaker
They will never be open to a new way of thinking until they realize what they have been thinking is false.
00:40:42
Speaker
Hmm.
00:40:43
Speaker
Okay.
00:40:43
Speaker
And that's the goal.
00:40:44
Speaker
That's good.
00:40:46
Speaker
Yeah.
00:40:46
Speaker
That's so good.
00:40:47
Speaker
Cause I don't, I don't think any manager really knows this stuff.
00:40:51
Speaker
It's like, like you said, there's like, it's not that hard guys go out, talk to more people, put in two more hours.
00:40:57
Speaker
Like no one knows how to,
00:40:59
Speaker
help guys dig deep like that.
00:41:01
Speaker
So I think that's insanely powerful as a leader.
00:41:04
Speaker
Dude, and no disrespect to this.
00:41:05
Speaker
This is what I did forever.
00:41:06
Speaker
It's like, buck up.
00:41:07
Speaker
Like, this is what you're left to say as a leader.
00:41:10
Speaker
You're like, well, buck up.
00:41:11
Speaker
Like you chose this.
00:41:13
Speaker
And sometimes like, that's what they need.
00:41:15
Speaker
That's what they got to hear.
00:41:17
Speaker
But man, then they're fighting against their own belief system.
00:41:20
Speaker
And that doesn't work.
00:41:21
Speaker
It's called cognitive dissonance.
00:41:23
Speaker
If you, if you have two ways of viewing something, you're not, you're going to be in a state of confusion.
00:41:28
Speaker
You have to disprove one before you can adopt a new one.
00:41:31
Speaker
Yeah.
00:41:32
Speaker
Well, would you say people are motivated by different things?
00:41:35
Speaker
So they know some guys they're motivated.
00:41:37
Speaker
Like they can get people fired up, say work harder, but then some reps you tell that to, it just like pisses them off and they work less.
00:41:46
Speaker
So I don't know if you've seen that in your coaching too, but is there any ways you like coach guys different?
00:41:51
Speaker
Maybe guys that have big, cause a lot of sales guys have these big egos and stuff like that.
00:41:55
Speaker
It's like, how do you, we like recognition and stages and stuff.
00:42:02
Speaker
Yeah.
00:42:03
Speaker
Yeah.
00:42:04
Speaker
That's like a requirement, right?
00:42:05
Speaker
To be in sales.
00:42:07
Speaker
Yeah.
00:42:07
Speaker
Yeah.
00:42:07
Speaker
No, we definitely do.
00:42:09
Speaker
So yeah, no.
00:42:10
Speaker
So the question is like, how, how is that part of the work is getting people motivated or, or whatever?
00:42:16
Speaker
Well, yeah.
00:42:16
Speaker
How do you identify like how people's motivations are different?
00:42:20
Speaker
Like, yeah.
00:42:20
Speaker
for all the people you coach, is there certain things you do?
00:42:24
Speaker
Like, okay, this didn't work for this guy.
00:42:26
Speaker
Let me try this way.
00:42:28
Speaker
Maybe how do you identify what'll motivate other people or what'll work in coaching and training them?
00:42:33
Speaker
Stuff like that.
00:42:34
Speaker
Well, really understanding first, a couple of things about this.
00:42:37
Speaker
Motivation is very fleeting.
00:42:38
Speaker
So I typically don't try to target motivation.
00:42:42
Speaker
That energy, think of that emotion.
00:42:44
Speaker
When you feel motivated, you'll run through a wall, right?
00:42:47
Speaker
Yeah.
00:42:47
Speaker
But how quickly does motivation burn out?
00:42:51
Speaker
Like motivation itself as an energy fuel, if it's a fuel, it burns fast.
00:42:57
Speaker
It's high energy, but it burns really fast, right?
00:42:59
Speaker
Yeah.
00:43:00
Speaker
It's usually gone by the time you go from correlation to the area you're knocking.
00:43:05
Speaker
Yeah, the area you're like, where did that feeling go?
00:43:08
Speaker
This door is really heavy.
00:43:09
Speaker
I can't get out my car door.
00:43:11
Speaker
Yeah.
00:43:12
Speaker
Um, no, I'm not trying to trigger motivation.
00:43:15
Speaker
That's the work is never about that.
00:43:18
Speaker
Um, then the next step you look at it is there's really only two levers.
Motivation, Leadership, and Personal Growth Insights
00:43:22
Speaker
There's two things that are motivating.
00:43:25
Speaker
Um, one is a freedom from something.
00:43:27
Speaker
So like one's like move away from something and the other one's a freedom too.
00:43:31
Speaker
So it's like move towards something, pain or pleasure.
00:43:35
Speaker
Like that's really, that's the simplest science of the animal brain that was, that is within us.
00:43:42
Speaker
And, you know, you know, this is a salesperson, right?
00:43:46
Speaker
Probably which one's more powerful, the freedom away from something or the freedom to something.
00:43:51
Speaker
I think freedom away, right?
00:43:53
Speaker
Yeah.
00:43:54
Speaker
Pain will get people to move far more quickly than any other thing.
00:43:58
Speaker
But I don't like freedom from.
00:44:01
Speaker
Because moving away from a pain gets me thinking about the pain.
00:44:06
Speaker
You know, what happens if you do this for too long or you delay this action or you don't go sell?
00:44:11
Speaker
Like, well, then I won't have money and my wife won't be there.
00:44:15
Speaker
She won't be able.
00:44:15
Speaker
So like, I'm going to I won't let that happen.
00:44:18
Speaker
Right.
00:44:18
Speaker
But what are you thinking about?
00:44:20
Speaker
You're thinking about what you don't want.
00:44:23
Speaker
So think of the energy.
00:44:24
Speaker
It's all painful energy.
00:44:26
Speaker
So I typically if that's needed, it's needed.
00:44:29
Speaker
But most of my work is spent trying to find the freedom to.
00:44:33
Speaker
where if you had, if you could do anything that you wanted and the money already took care of itself, like what would, what would it be?
00:44:39
Speaker
And then attach that to the things that they do today through some stuff.
00:44:46
Speaker
And, uh, now they have freedom to, and they're big pictures driven by the daily.
00:44:51
Speaker
Yeah.
00:44:53
Speaker
That's interesting.
00:44:54
Speaker
It reminds me, um, maybe this is kind of the same kind of principle, but we're trying to potty train our, uh,
00:45:00
Speaker
our three-year-old, or he's like two and a half for trying to potty train him.
00:45:04
Speaker
And I always, cause I've heard that, Oh, it's better to, you want to move away from the pain.
00:45:10
Speaker
Um, so my head, I was like, okay, well, I'm just going to threaten to like spank him.
00:45:13
Speaker
If he poops his pants, now I'm going to like scream at him if he poops his pants and then I'll be, he'll be so scared of like getting spanked or whatever that he's never, never going to do it.
00:45:24
Speaker
But then it like wasn't working.
00:45:26
Speaker
He kept pooping his pants over and over and over.
00:45:29
Speaker
And I looked this up on chat GPT.
00:45:32
Speaker
So I assume it's true.
00:45:33
Speaker
But I'm like, I'm like, hey, why?
00:45:36
Speaker
Why is my kid not getting potty trained?
00:45:38
Speaker
And it told me that you need to not you can't punish them when they like poop their pants that you need to just like praise them for doing the good thing, like not get mad at them.
00:45:49
Speaker
So just like give him.
00:45:50
Speaker
So we did this thing where he gets like a little toy after he, you know, poops in the toilet.
00:45:56
Speaker
Yeah.
00:45:56
Speaker
And that, that works.
00:45:58
Speaker
It didn't work us like punishing him.
00:46:00
Speaker
Yeah.
00:46:01
Speaker
I'm just thinking what you're saying.
00:46:03
Speaker
And it seems like it's almost the same thing.
00:46:05
Speaker
Like you got to get people to focus on that.
00:46:07
Speaker
That is a perfect application.
00:46:10
Speaker
And thank you for being honest and vulnerable about that.
00:46:14
Speaker
The parents don't want to admit that they're like kids having a hard time or,
00:46:18
Speaker
They're willing to like have negative.
00:46:20
Speaker
No.
00:46:20
Speaker
And it's, it's, this is the way we're taught.
00:46:22
Speaker
You were probably raised in a home with, which like had more negative punishment type stuff.
00:46:28
Speaker
This is what most parents rely on.
00:46:30
Speaker
And I think, I think leaders and sales leaders do that too.
00:46:33
Speaker
They rely on the negative, but when you do that, you're, you're encouraging the thinking about what's going wrong.
00:46:41
Speaker
Instead of encouraging the thinking about what could be going right and what is going right.
00:46:45
Speaker
And,
00:46:46
Speaker
And that energy, one, it burns high.
00:46:49
Speaker
So it is a high energy thing.
00:46:51
Speaker
Like the determination instead of motivation, determined burns high.
00:46:55
Speaker
It's high caliber energy, but it burns long.
00:46:58
Speaker
Like determination burns a long time.
00:47:00
Speaker
Like you can run on that fuel for ages.
00:47:05
Speaker
So good.
00:47:06
Speaker
So good.
00:47:06
Speaker
And yeah, I think this is a secret for anyone that's leading, guys.
00:47:11
Speaker
Yeah, I think so many people don't know this.
00:47:14
Speaker
So pretty sure you're sharing that and something to think about for sure, especially for people that are leading teams or other reps.
00:47:20
Speaker
is how are you leading?
00:47:21
Speaker
Are you leading?
00:47:22
Speaker
And I think some of our teams, we call it like the carrot or the stick, right?
00:47:26
Speaker
Yeah.
00:47:26
Speaker
The stick is like, you're beating them.
00:47:27
Speaker
Are you leading with the carrot?
00:47:29
Speaker
So I don't know.
00:47:30
Speaker
I think you probably have a little bit of both, but more, it seems like more carrot, like you said, and getting them thinking more about the thing that they should achieve.
00:47:39
Speaker
Yeah, dude.
00:47:39
Speaker
I mean, life's hard enough.
00:47:40
Speaker
I think people have enough sticks.
00:47:42
Speaker
Like they have enough reasons to move away from poverty, to move away from paycheck to paycheck.
00:47:47
Speaker
Like,
00:47:48
Speaker
There's enough things to move away from and enough life of pain.
00:47:51
Speaker
Like be a leader that finds out what their carrot is.
00:47:56
Speaker
One, don't throw out some generic carrot.
00:47:59
Speaker
I mean, that's better than nothing.
00:48:00
Speaker
But like, let's find out about my people.
00:48:03
Speaker
Let's find out like what they want freedom to do.
00:48:07
Speaker
And then help them see how this amount of effort today unlocks that freedom.
00:48:13
Speaker
And whoa, like that, that'll run people.
00:48:17
Speaker
I just did a, I just did a work with a client.
00:48:18
Speaker
We had a one-on-one call.
00:48:19
Speaker
We're in a, we're in a group coaching community that I built.
00:48:23
Speaker
And, uh, each, each month, depending on which camp you're in, you'll get a private call.
00:48:28
Speaker
We just did his private call.
00:48:30
Speaker
And like, he realized that he only needs like 60, 70 grand to live on comfortably in a year.
00:48:38
Speaker
Uh, he's in Texas and,
00:48:39
Speaker
Sorry, Californians.
00:48:41
Speaker
And, and he realized like every third install could go towards his dream.
00:48:48
Speaker
So if he, if he gets three installs in a month, the two cover him and the third is freedom.
00:48:55
Speaker
So whereas most reps will stop after getting the two cause they're covered, right?
00:49:01
Speaker
Not push harder, not keep going, not overcome the rejections anymore.
00:49:04
Speaker
Like they'll coast because they're covered.
00:49:06
Speaker
His third, fourth, and fifth in a month are now attached to his freedom, what he's looking forward to doing.
00:49:15
Speaker
And he went from having no sales the month prior, joining this group.
00:49:19
Speaker
He just did his fourth and fifth deal.
00:49:22
Speaker
um in our in our first month and he wasn't dude you couldn't like his negatives he was in a very negative state i had to like stop him on the calls i'm like hey we're talking about wins right now i asked what are your wins and he started going up so dude freedom too all the way find out their carrot not hey who wants a watch you know i mean it's fine some people do so that'll help but yeah yeah wow so good yeah that's powerful yeah man i'm just thinking of ways i do it so even if you're not getting coached i think we can all
00:49:52
Speaker
you know, hopefully you guys can take from this episode.
00:49:54
Speaker
Just are you focusing more on the negative and are you creating that freedom fund?
00:49:59
Speaker
Cause I think we do it.
00:50:00
Speaker
It's probably that guy I'm guessing was doing it subconsciously.
00:50:03
Speaker
Like you would just sell two and then maybe couldn't figure it out.
00:50:06
Speaker
Cause I know I've done that a lot where I like, you know, let off the,
00:50:10
Speaker
Yeah, let off the gas just because I know I got my expenses covered, got everything covered.
00:50:15
Speaker
And it's like we do it subconsciously.
00:50:16
Speaker
We don't even realize that we're like selling how we did in the first two.
00:50:21
Speaker
Intellectually, you're up here.
00:50:22
Speaker
Yeah, you're like, of course, I want to keep working.
00:50:24
Speaker
But your actions and the quality of that action gets sabotaged or suffered in from thinking that you're good.
00:50:34
Speaker
You know, you're not moving towards something.
00:50:35
Speaker
You're just doing your job.
00:50:37
Speaker
Oh my gosh.
00:50:38
Speaker
So good.
00:50:38
Speaker
So good, Taylor.
00:50:39
Speaker
That was powerful.
00:50:40
Speaker
Perfect.
00:50:41
Speaker
Yeah, that's, that's good stuff.
00:50:43
Speaker
So before we're out of time, Zach, I wanted to ask you, I know just recently before we started the recording here, you, you talked about how you just did your last, I think it was at least the last cell you plan to make selling solar last referral, you closed up and you said, now you're doing full-time coaching.
00:51:00
Speaker
So that's a pretty big step, man.
00:51:02
Speaker
Cause yeah,
00:51:03
Speaker
I mean, we all know there's a lot of money in solar and it's tough to leave that behind.
00:51:08
Speaker
So what led you to that decision?
00:51:10
Speaker
Yeah, what's it like now?
00:51:12
Speaker
Just knowing that you're going to be full-time coaching.
00:51:14
Speaker
Oh my gosh.
00:51:15
Speaker
And if I had resistance, Taylor, from my wife leaving medical school to become a door-to-door sales rep, after proving that that was a good call, man, the resistance on this move just...
00:51:31
Speaker
It's another level, you know?
00:51:32
Speaker
So like the hardest, you know, you'd look for like family members as support and stuff like that.
00:51:38
Speaker
But actually most of them are still like, yeah, do it.
00:51:42
Speaker
You've always been very good at this type of stuff.
00:51:44
Speaker
Like go for it, go for it, you know?
00:51:47
Speaker
But no, she, she's like having a hard, hard time with it.
00:51:51
Speaker
But that being said, like she's incredible, incredible.
00:51:54
Speaker
She's supportive.
00:51:56
Speaker
She's like, yeah, I see it.
00:51:57
Speaker
Okay.
00:51:58
Speaker
And she's doing her part and stuff like that too.
00:52:00
Speaker
So I can't... I'm just noting that it was a bigger change, interestingly enough.
00:52:07
Speaker
Yeah, I had a referral.
00:52:08
Speaker
This year, as of April, I stopped closing deals in my name unless it was a referral.
00:52:14
Speaker
And I just had my last referral get installed that I closed.
00:52:18
Speaker
If I get more now or when I get more, I'll pass them off.
00:52:21
Speaker
The plan is...
00:52:23
Speaker
this is the thing and make the main thing, the thing.
00:52:26
Speaker
And, um, yeah.
00:52:28
Speaker
Yeah.
00:52:28
Speaker
And, and so I, uh, yeah.
00:52:33
Speaker
Well, the, the question was like, what drove that or.
00:52:36
Speaker
Oh yeah.
00:52:37
Speaker
Just like what drove it.
00:52:38
Speaker
And yeah, if that was like, uh, I don't know if you were nervous about that at all.
00:52:42
Speaker
Sure.
00:52:43
Speaker
Um, yeah.
00:52:44
Speaker
So, so yeah, plenty nervous, actually quite fearful.
00:52:48
Speaker
Um, and in fact, um,
00:52:50
Speaker
You might not recognize this, but you actually get paid with your ability to seek out fear, seek out rejection.
00:52:58
Speaker
That's how salespeople are paid.
00:53:00
Speaker
That's how performers are paid, the ability to be uncomfortable.
00:53:04
Speaker
And so rather than seeking positive emotion all the time, I've realized the power that can come from actually seeking and putting myself in an uncomfortable or negative emotion experience.
00:53:15
Speaker
and finding how to perform through it.
00:53:17
Speaker
And so I felt like this was ultimately like what I wanted to do is freedom to
00:53:25
Speaker
And, um, it felt bad, like hard and doubt and all that stuff, which I just took as evidence that like, okay, then that, this is what I actually need to do like this.
00:53:37
Speaker
Not only is it what I want to, but I need to prove that I can, I can do this and like my stuff works and that the mind is what it is.
00:53:43
Speaker
And so it's become a really cool, like real life in person, um, test of, um,
00:53:51
Speaker
the mind and all this stuff.
00:53:52
Speaker
And I could get into super deep detail if you want another time, but we've, it's been a crazy year.
00:54:00
Speaker
Um, but, uh, you know, I, I've learned probably more than I've ever learned, um, before in such a short amount of time.
00:54:08
Speaker
Yeah.
00:54:09
Speaker
Incredible, man.
00:54:11
Speaker
Well, no shout out to you.
00:54:13
Speaker
That's, that's amazing.
00:54:14
Speaker
And I know that's a big step.
00:54:15
Speaker
And, um,
00:54:17
Speaker
Something I probably not now, but something I eventually might want to make because I'm coaching now, too.
00:54:22
Speaker
But for me, it's like, you know, solar is still the main thing.
00:54:25
Speaker
And that's where I'm making the money and all that.
00:54:28
Speaker
So I can't even imagine making that jump right now, going full time into coaching.
00:54:33
Speaker
I know you've been doing it for a while and, you know, you've been changing other people's lives.
00:54:37
Speaker
So for you, is it just solar guys you're coaching?
00:54:40
Speaker
What's the future for your program?
00:54:42
Speaker
Are you trying to transition to other industries, just focus on solar?
00:54:45
Speaker
What does
Expanding Coaching Beyond Solar
00:54:46
Speaker
that look like?
00:54:46
Speaker
Appreciate the question, man.
00:54:49
Speaker
Yeah, it's mostly all my clients are solar clients because of my time in solar.
00:54:56
Speaker
That's where I'm known.
00:54:58
Speaker
So it's mostly been network driven so far.
00:55:03
Speaker
Okay.
00:55:04
Speaker
But no, yeah, the plan is actually to branch out and work with other sales companies and professions.
00:55:11
Speaker
Eventually, this is about performance-based income.
00:55:15
Speaker
So the real dream is anything that is performance-driven, which might get me back into athletics.
00:55:22
Speaker
That'll be really cool.
00:55:23
Speaker
But anything that's like you get paid based on how you show up,
00:55:28
Speaker
right and what you produce that's where these tools are the most effective and empowering and so yeah right now it's sales and specifically solar but it'll it'll keep growing yeah love it well i know we could go on for hours and hopefully do another podcast in the future you're a great host dude this is awesome well done yeah appreciate it brother no it's i always i learn a lot too so
00:55:55
Speaker
People, sometimes people think that the podcasts are further, but half the reason I do the podcast is so I can ask the questions and get help myself.
00:56:02
Speaker
That's right.
00:56:04
Speaker
People don't realize I'm being selfish with these.
00:56:06
Speaker
I'm getting free coaching from you.
00:56:07
Speaker
So I appreciate it.
00:56:09
Speaker
Yeah, absolutely.
00:56:10
Speaker
That's the gem right there.
00:56:11
Speaker
Oh, I want to learn something as much as I can.
00:56:13
Speaker
I'll build a podcast and get all these amazing.
00:56:15
Speaker
Yeah, that's awesome.
00:56:16
Speaker
Yeah.
00:56:17
Speaker
And that's the joke with Ashton is because I don't know if you knew this story, but that was actually one of the reasons I started this podcast because Ashton, I was originally trying to get him to, I was like, Ashton, let me take you to lunch.
00:56:28
Speaker
And we're at different companies, but I'm like, Ashton, can I, you know, pick your brain on what's working for you in solar cells?
00:56:34
Speaker
And he was always like, no, I'm too busy.
00:56:37
Speaker
I don't have time.
00:56:39
Speaker
I don't really want to like coach people from other
00:56:42
Speaker
companies.
00:56:43
Speaker
And then sure enough, when I started the podcast, he's like, okay, we can do a podcast.
00:56:49
Speaker
That was my secret for, uh, for, uh, you know, getting people on and getting some free coaching.
00:56:54
Speaker
That's so good.
00:56:55
Speaker
Now I'll just say quickly, cause I'm not, I won't be bashful about this either.
00:56:58
Speaker
Like I launched this, uh, uh, an offer, like a new offer.
00:57:02
Speaker
And I based it on the back of a seven day per top performer habit thing I was telling about.
00:57:08
Speaker
And Ashton was the first person I reached out to because he had said he wants to get on more podcasts.
00:57:14
Speaker
So what you did, Taylor, is you found a way of value to him without taking something away and you presented that value.
00:57:22
Speaker
My, my biggest post, the post that was most visible on the seven day, I pulled people together like Daniel Hattabas and Melissa Ramiza and Adam Webb, like, you know, goats and solar and, and Ashton's post that Ashton was going to be a guest speaker was the most viewed.
00:57:39
Speaker
Wow.
00:57:39
Speaker
Which, which expanded my network.
00:57:41
Speaker
So yeah, same kind of like selfish drive behind it, but it was what I want to do.
00:57:46
Speaker
And I found something that he wanted to do and provided him a platform.
00:57:49
Speaker
That's, that's so good, dude.
00:57:51
Speaker
You, you nailed that.
00:57:53
Speaker
Yeah.
00:57:53
Speaker
Yeah.
00:57:54
Speaker
It's good.
00:57:54
Speaker
So for people listening, yeah, no, we don't need more solar podcast, but go find, if you're wanting someone's time and they're like high up and whatever, and you want their time, like find something valuable to them and present that to them as a way to get close.
00:58:09
Speaker
Exactly.
00:58:11
Speaker
Yeah.
00:58:11
Speaker
There's so many different tools, social media, you know, you can just go live on Facebook, Instagram, so many different ways you can make it a win-win and plug people into audiences.
00:58:20
Speaker
Quick note, don't ask them how you can be of value.
00:58:23
Speaker
That is like, then they have to think about how to answer your question and like find, they don't know you.
00:58:29
Speaker
No, you get to know them, find out what would be valuable and you present what you have as a skill set or something like, Hey, let me serve you this way.
00:58:36
Speaker
Are you cool with that?
00:58:36
Speaker
That's the way to do it.
00:58:38
Speaker
Yeah.
00:58:39
Speaker
So good.
00:58:40
Speaker
Love it.
00:58:41
Speaker
Well, Zach, before we wrap up here, if people want to connect more with you or look into joining any of your programs or find more about what you're doing, what's the best way to connect with you?
00:58:51
Speaker
Yeah.
00:58:52
Speaker
Got a website, mindirexacademy.com.
00:58:54
Speaker
There's a thing on there you can fill out like a form and we'll reach out to you or just follow along for tips.
00:59:00
Speaker
Instagram at mindirexacademy.
00:59:04
Speaker
Zach Hall, it's like a logo, big M.
00:59:07
Speaker
Um, so that would probably be the biggest thing just to, for tips and tricks or to stay along or to hear things would be Instagram, the websites there.
00:59:14
Speaker
Um, and our camp is run quarterly.
00:59:17
Speaker
We have three tiers, a, uh, for someone just getting started and like a $25,000 a month sounds awesome.
00:59:24
Speaker
That's base camp.
00:59:26
Speaker
For $50,000 a month sounds awesome because you've been stuck down here.
00:59:29
Speaker
There's first peak and then second peak is the $100,000 a month coaching group.
00:59:33
Speaker
So we have a group for each one of those types of people and where different concepts and strategies are introduced.
00:59:39
Speaker
So you can go onto the website and find out about that.
00:59:40
Speaker
But the next launch is in January.
00:59:42
Speaker
So it's closed right now.
00:59:44
Speaker
Awesome.
00:59:46
Speaker
Cool.
00:59:46
Speaker
Well, you're doing incredible things, man.
00:59:48
Speaker
And we appreciate you coming on to drop some knowledge for us.
00:59:51
Speaker
And hopefully you guys will reach out to you.
00:59:53
Speaker
And, you know, thank you for coming on the show today.
00:59:56
Speaker
Check out more of what you got going on.
00:59:58
Speaker
So last question, maybe there's a rep listening to this that is struggling.
01:00:03
Speaker
That they're like, oh, I don't can't do.
01:00:05
Speaker
Well, the truth is everyone can like figure out a way to do coaching, you know, if it's most important to you.
01:00:10
Speaker
So that's that's the difference that probably goes into what we're talking about earlier, the language stuff.
01:00:16
Speaker
Maybe if they're like, man, I just want ways if I can like do one thing to like help out my mindset or.
01:00:23
Speaker
um, you know, get out of this funk I'm in, what would you tell like a struggling rep that's just like in a funk, um, to maybe like help them out today or help them out this week?
01:00:32
Speaker
They were going to change one thing.
01:00:33
Speaker
No, absolutely.
01:00:34
Speaker
And I'll, I do a workshop where I include this as like the final piece.
01:00:37
Speaker
So this is, this is appropriate that it's, that it's here.
01:00:40
Speaker
And let me also say Taylor, like, thank you.
01:00:42
Speaker
Thank you for putting something on like this.
01:00:44
Speaker
Thank you for reaching out and allowing me a space to, to share more.
01:00:50
Speaker
Um, here's what I would tell them.
01:00:53
Speaker
Think about what they're wanting to create, right?
01:00:56
Speaker
Like, why are they going out to work?
01:00:57
Speaker
What are they wanting to create?
01:00:58
Speaker
Like some kind of like success.
01:01:00
Speaker
What does that mean?
01:01:01
Speaker
Right.
01:01:02
Speaker
And then think about a time in their life where they felt the same way.
01:01:06
Speaker
So go back to the past and relive an experience where you felt as good as you're wanting to feel in the future when you accomplish that success.
01:01:15
Speaker
Do you follow?
01:01:17
Speaker
So set a success target, like $50,000 a month or winning some award, whatever it might be that would say that you've arrived in sales or whatever.
01:01:27
Speaker
Let's go there.
01:01:29
Speaker
What do you expect to feel there?
01:01:31
Speaker
Pride, accomplished, whatever.
01:01:33
Speaker
Go back to a time in your past where you felt that way and relive that experience.
01:01:38
Speaker
And I would spend five minutes just visualizing both back and forth, back to the past where it was genuine and real.
01:01:45
Speaker
And then in the future,
01:01:47
Speaker
where it hasn't been real yet.
01:01:48
Speaker
Your mind really doesn't know the difference.
01:01:49
Speaker
They're all just images being processed.
01:01:53
Speaker
So it doesn't know the difference.
01:01:54
Speaker
It thinks this is us now.
01:01:56
Speaker
This is what we do.
01:01:57
Speaker
And it will act more accordance with that target.
01:02:00
Speaker
It's a book called Psycho Cybernetics.
01:02:03
Speaker
I just summed it up, but it's like super good.
01:02:06
Speaker
But that's its core tenant right there.
01:02:09
Speaker
Wow.
01:02:09
Speaker
Incredible.
01:02:10
Speaker
Incredible.
01:02:11
Speaker
So good.
01:02:12
Speaker
Attach it to the winning experience.
01:02:13
Speaker
Maybe, you know, we all have the high school moment where
01:02:17
Speaker
I don't know, maybe won the state championship, whatever.
01:02:20
Speaker
But all of us forget about these things.
01:02:22
Speaker
So I love that.
01:02:22
Speaker
Just attaching the good moment to what you want to achieve in real time.
01:02:27
Speaker
So good.
01:02:28
Speaker
Yeah, my seventh grade, seventh grade, no, eighth grade football coach.
01:02:32
Speaker
And I almost quit that year.
01:02:33
Speaker
My eighth grade football coach, after a game where our lead running back got hurt, I was next up.
01:02:38
Speaker
I had my best game ever.
01:02:39
Speaker
And he was like, we're walking out of the locker room.
01:02:42
Speaker
And he's like, Zach, do you have your Wheaties this morning?
01:02:45
Speaker
What was that?
01:02:45
Speaker
And I was like, no, it was Apple Jacks.
01:02:48
Speaker
He's like, whatever it was, keep it up.
01:02:50
Speaker
And then I turned to my dad.
01:02:51
Speaker
I was like, dad, we need more Apple Jacks.
01:02:54
Speaker
Every time I think that just smile confidence, my shoulders go back and I just feel so accomplished.
01:03:00
Speaker
Right.
01:03:01
Speaker
So every time I go to speak, even before this, I replay that memory.
01:03:05
Speaker
And then I think about a successful delivery of what this is supposed to be, or like a speaking engagement or, or a sale.
01:03:11
Speaker
I would do this video in my head just before knocking on someone's door.
01:03:15
Speaker
to go sell them like it was it's so powerful.
01:03:17
Speaker
So hopefully if you don't get anything else from the call, like do this a little visualization exercise, relive a great past, tie it to a future success and then go and do.
01:03:26
Speaker
Yeah, love that.
01:03:29
Speaker
Absolute bomb.
01:03:30
Speaker
So guys, go try that out today.
01:03:32
Speaker
And Zach, thank you for bringing the heat today, giving us some practical things that we can go and lead better and lead our lives better and change not only ourselves, but I think really all aspects of our lives by applying a lot of these principles.
01:03:48
Speaker
So I appreciate you again, brother, and hopefully we can do this in the future.
01:03:51
Speaker
And yeah, thanks for coming on.
01:03:54
Speaker
I'm for it.
01:03:54
Speaker
Appreciate you.
01:03:57
Speaker
Hey, solopreneurs, quick question.
01:03:59
Speaker
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?
01:04:08
Speaker
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01:04:20
Speaker
That's why I want to make a truly special announcement about the new learning community exclusively for solar professionals
01:04:27
Speaker
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01:04:31
Speaker
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01:04:33
Speaker
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01:04:52
Speaker
Currently, SoulCity is open, launched, and ready to be enrolled.
01:04:58
Speaker
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01:05:06
Speaker
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01:05:13
Speaker
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