Transcript
Speaker: Ba-dum-bum-bum-bum-bum-pow!
Speaker: What's up, Solorpreneurs?
Speaker: Taylor Armstrong here, back for another awesome interview.
Speaker: I'm here with Jackson Rucker.
Speaker: He has a podcast of his own and is teaching door-to-door sales reps how to transition into the 21st century, utilizing funnels and digital marketing to boost their careers in recruiting and anything sales-related.
Speaker: So tune into the episode, take notes, let us know what you think.
Speaker: If you haven't left a review yet, that's your payment, guys.
Speaker: Come on, get on on iTunes, wherever you listen to podcasts, leave us a review, and let us know what you think of the episode.
Speaker: So without further ado, we'll cue the intro music.
Speaker: Look, in the solar business, there's really only two types of people.
Speaker: There's the ones that crush it, make six, seven, and eight figures, and then there's everyone else.
Speaker: The question is, which one will you be?
Speaker: Over the last four years, we've studied the sharpest solar sales and marketing pros.
Speaker: and how they build multi-million dollar incomes using only the best solar sales and marketing strategies.
Speaker: So how do these solarpreneurs do what they do and what makes them so successful?
Speaker: This podcast is your answer.
Speaker: Join us and thousands of sales pros, marketers, and entrepreneurs as we take the solar industry by storm and uncover what it takes to sell more solar with less effort.
Speaker: Welcome to the Solarpreneur Podcast.
Speaker: Buenos dias, solopreneurs.
Speaker: What's going on?
Speaker: Today I'm stoked for another episode.
Speaker: And I've got someone that I've been following for a little bit.
Speaker: We're both doing similar things and we've been meaning to get in touch here.
Speaker: But today we've got Jackson Rucker on the show.
Speaker: Jackson, thanks for coming on with us.
Speaker: Hey, thanks.
Speaker: I'm glad to be here.
Speaker: Yeah.
Speaker: appreciate you coming on and it's been cool because we've both kind of been taking similar paths both been in door-to-door um we met each other just i think it was at funnel hacking yeah yeah yeah and we got talking and um i that's as jackson like what he was doing and then he's like oh i'm in the door-to-door industry and
Speaker: Yeah, I love funnels and trying to build them out.
Speaker: And I'm like, wow, that's super similar to what I'm doing.
Speaker: Right, yeah.
Speaker: I mean, it was just astonishing to me.
Speaker: I mean, you were probably thinking similar things, but of the, what, 4,000 or some people that were at that event, there was like a handful of people that were in the door-to-door industry there.
Speaker: And it's like, do we just happen to be in the same meeting at the same time?
Speaker: I know.
Speaker: Yeah, it's weird.
Speaker: So it's, I don't know, maybe there's like a magnet or something, the door-to-door people.
Speaker: And you went to the door-to-door conference in Utah, right?
Speaker: Right.
Speaker: Yeah, I went there to that too, but I didn't meet you there.
Speaker: Like it was funny because like we were together just a few weeks apart from each other and we had no idea.
Speaker: So yeah, I mean, maybe even before that, I mean, I've been to DoorDorkCon the past couple times, so maybe we had those before it.
Speaker: No, this was my first year going to the DDDCon and my first year going to Funnel Hacking Live too.
Speaker: Okay, sweet.
Speaker: Either way, I'm glad we ran into each other because we definitely have a lot that we're doing in common.
Speaker: We both started podcasts.
Speaker: I know you just started your podcast up, Jackson.
Speaker: How's that going?
Speaker: It's going well.
Speaker: I started D2D Success Secrets just a few months ago and just was able to get my first few episodes out right now.
Speaker: And, uh, I mean, it's going to be, uh, it's a, it's a long play.
Speaker: A podcast is a long play, a long-term game, but, uh, the purpose of it is to just be able to get out my content to people because the loyal listeners of a podcast are people that are usually action takers and are usually people who want to learn whatever you're learning and want to be able to get into your world.
Speaker: And so that, that was the purpose of it, but it's going super well.
Speaker: That's awesome.
Speaker: Cool.
Speaker: Yeah.
Speaker: We look forward to more content and definitely going to keep you in the radar.
Speaker: So Jackson, let's get into your story.
Speaker: I mean, I know you've been in the door-to-door industry for a while, but yeah, I love that you posted.
Speaker: I mean, probably a lot of people saw this about your post.
Speaker: I think it was yesterday.
Speaker: Yeah.
Speaker: I thought that was super cool, man.
Speaker: Yeah.
Speaker: So yesterday, I mean, at the time of us recording this, I just made a post about my origin story, right?
Speaker: And that's what...
Speaker: is going to be for any person is what's going to be the most influential story you're going to be able to tell.
Speaker: It's basically telling where you've come from and why it is that you're doing what you're doing.
Speaker: And so, um, I basically started out, uh, I had leukemia when I was a kid and I,
Speaker: been of chemotherapy for, um, third, about 38 months in a row.
Speaker: And so like that includes like getting spinal taps with like, you know, huge needles in my back and, you know, getting that kind of treatment when you're a kid, like that's not usually something that a normal three, four or five year old goes through, but I was in treatment up until I was seven.
Speaker: And, uh,
Speaker: I kind of grew up always being told, when I would be introduced to people, they'd be like, oh wow, you're such a miracle, that's so awesome, so what are you doing now?
Speaker: And so I always had that overhanging, like, oh, I need to have this kind of expectation of myself.
Speaker: Set like a world record.
Speaker: Right, I was like, I need to do something awesome to be actually credible in these people's eyes, because it's like, yeah, I survived and I'm a miracle, but oh, you're doing nothing with your life.
Speaker: I never wanted to end up like that.
Speaker: I was like, well, I got to figure this stuff out.
Speaker: And as I went into college, I was like having that thought in the back of my mind.
Speaker: I was like, oh, I need to do something cool.
Speaker: I need to be able to be involved in something like I need to find my why.
Speaker: I need to find my purpose.
Speaker: I need to find something that I can really sink my teeth in and take to the next level.
Speaker: And so the opportunity came for me to be able to sell door to door.
Speaker: And at the time, I hadn't had any kind of door-to-door experience besides serving a mission for my church, like knocking doors, selling religion in a way, right?
Speaker: But it wasn't the same thing as selling something door-to-door.
Speaker: And so the first couple of weeks of me selling, I wasn't very good.
Speaker: And then I started to pick up on the things that people were doing in the office that I was selling in to be able to become more successful incrementally over the course of the summer.
Speaker: Yeah.
Speaker: Yeah.
Speaker: And so then as that went on kind of year after year of me kind of doing that ritual of going to school and then going out to sell and then going back to school, I became more and more familiar with how, you know, quote unquote, the door to door industry, right, how it works.
Speaker: And it was after I sold my third year, so this past summer, after I sold, I think every door-to-door salesman asks this question to themselves every once in a while, like, do I really want to keep doing this?
Speaker: Or do I want to do something else?
Speaker: Or like, is it worth it for me to stay?
Speaker: Or like, can I make this kind of money somewhere else?
Speaker: And the people who ask a different question get a different answer.
Speaker: Yeah.
Speaker: Because like, so if you ask yourself that question, you're probably not going to find somewhere else that will pay you more.
Speaker: If you're asking that question of like, well, this is kind of what I'm best at.
Speaker: If you have that decided in your mind of like, this is what I'm best at, then that's what you're going to stay best at.
Speaker: But if I decided to ask a different question, I was like, what other skills can I...
Speaker: become good at that will help me on top of me being a door-to-door salesman.
Speaker: Nice.
Speaker: And a lot of people who follow the entrepreneurial path, they eventually leave the door-to-door industry in a way, right?
Speaker: Yeah.
Speaker: they go on to have some other kind of business on top of what they've learned in door-to-door sales.
Speaker: Because door-to-door sales is such a good entrepreneurial teaching vehicle.
Speaker: Oh, yeah, definitely.
Speaker: Where it's like you learn sales and you learn closing.
Speaker: The thing that I find that most door-to-door salesmen are lacking is just having a really strong...
Speaker: pillar of marketing.
Speaker: Yeah, for sure.
Speaker: And like if they, if they're able to hone in their marketing skills, they'll be able to become an entrepreneur a lot easier.
Speaker: Yeah.
Speaker: Because I mean, as, as you and I both have experienced, like we were in door to door sales before and then we started learning this entrepreneurial stuff.
Speaker: Right.
Speaker: Yeah.
Speaker: And I mean, there'll be people who will be like, Oh, I, I,
Speaker: I've been an entrepreneur my entire life ever since I was, you know, hustling at the lemonade stand or, you know, painting numbers on people's driveways or whatever.
Speaker: Like there's those kinds of people.
Speaker: Like I really wasn't that kind of person.
Speaker: Like I didn't really have any kind of entrepreneurial bone in my body until I went and sold door to door.
Speaker: Exactly.
Speaker: Yeah.
Speaker: as I started to learn about funnels and started learning about online marketing, I realized like, well, like how are these businesses able to grow and scale to, you know, seven figures, eight figures and beyond and not have to have door to door salesmen?
Speaker: Yeah.
Speaker: And so like that question started peeking into my mind at the end of this past summer.
Speaker: And then as I went into like my last year of college,
Speaker: Okay, so there's something to this because I've, I mean, you've had Steven Larson on your podcast before, which is an excellent episode, by the way.
Speaker: Yeah, it's funny.
Speaker: The funny thing is I've known Steven since I was like a little kid, like we're from the same hometown.
Speaker: And so I knew Steven Larson before he became...
Speaker: Steve Larson.
Speaker: I knew him from a long time ago.
Speaker: And so I was able to see this transformation and achievement that he's been able to go through over these past few years.
Speaker: And I was like, well, maybe there's something to this.
Speaker: And so I went down a path of learning where it's like, okay, I'm going to learn what Steve is teaching.
Speaker: I'm going to kind of pursue what I'm doing in psychology and
Speaker: my last year of college, like I might want to go and get a, you know, higher level degree, you know, go to grad school.
Speaker: At the time I was studying for the GRE, right?
Speaker: Okay.
Speaker: Past summer.
Speaker: And, uh, so, I mean, obviously my mind was racing in at the time my wheels were spinning of like psychology, entrepreneurship and door to door sales.
Speaker: Like I was a busy person.
Speaker: I was like, what am I going to like really focus on?
Speaker: Cause I knew if I tried to focus on all of them, I would end up focusing on,
Speaker: None of them.
Speaker: Right.
Speaker: And so as I went into school, I was like, okay, I'm going to focus on, uh, you know, as much as I can for the jury, uh, I've done with door to door sales in a way where it's like that summer's done.
Speaker: Like I don't need to focus on that.
Speaker: I'm going to focus on, uh, pursuing my education as far as college goes and learning as much as I could about online marketing.
Speaker: And initially started with me taking a click funnels design course where I like learned how to design funnels.
Speaker: Okay.
Speaker: And so that course really set me up because of the purpose of the course is to like be able to
Speaker: help you market your skills of designing funnels for people.
Speaker: So like you could just in a way, start your own personal agency and then grow from that.
Speaker: And so that wasn't a particular path that, uh, I think a lot of door to door salesmen decide to go on like, yeah,
Speaker: It kind of seems weird, but I was like, I kind of like graphic design.
Speaker: I'm not really good at it, but I like drawing some stuff.
Speaker: I like messing around on Adobe Illustrator, doing some stuff.
Speaker: What I did was I took that course, and then I actually...
Speaker: I actually made a sale.
Speaker: It was a buddy of mine from when I was in high school.
Speaker: He wanted to make a funnel and I was like, dude, I'll make one for you.
Speaker: Like, I'll do it for you.
Speaker: And so like I made it and everything.
Speaker: And it was right around that time that I went to offer mind.
Speaker: Right.
Speaker: So Steven's event in Boise that he does now every year.
Speaker: And I knew that I needed to like invest in myself because I needed to be able to
Speaker: further my education, get in the room with the right people and really work on my network.
Speaker: Because at that time I didn't really have a lot of network.
Speaker: I didn't really know where I was going.
Speaker: And so I knew I was like,
Speaker: I can trust Steven.
Speaker: Like I know I can get some good traction with him.
Speaker: And, uh, I ended up investing into his high ticket course, uh, or high ticket, uh, kind of a coaching program.
Speaker: And at the time I had like no idea what I was doing.
Speaker: And I was like having in these ideas of like, maybe I want to make funnels for people, but like, I also am good at door to door sales.
Speaker: Like I don't really know what I want to pursue here.
Speaker: And as I got talking with him,
Speaker: it became really clear to me that this opportunity was opening up for this new kind of industry, this new kind of niche.
Speaker: And that is kind of merging the two.
Speaker: Because that's where things are going nowadays.
Speaker: I firmly believe if you're going to enter the door-to-door sales industry and you don't have this kind of marketing pillar like I was talking about, you're going to be left behind.
Speaker: That's just kind of how it is.
Speaker: You can become really good at knocking.
Speaker: You can become really good at the old methods of door-to-door sales.
Speaker: But you're going to get outpaced by these people who are good at online selling.
Speaker: That's just kind of how it is.
Speaker: Yeah.
Speaker: Yeah.
Speaker: No, I a hundred percent agree.
Speaker: And yeah, it's funny.
Speaker: I came from like a similar background to like hearing your story.
Speaker: I was just thinking, Oh, I'll go build some funnels.
Speaker: I'll make some money through that.
Speaker: And yeah, then I think it was maybe, maybe same thing.
Speaker: Seeing Steven Larson, people like that talk, it just kind of like, why don't I like combine this with what I'm already doing?
Speaker: Right.
Speaker: Cause I mean, both of us are already good at door to door.
Speaker: So why not combine the two?
Speaker: Yeah, yeah.
Speaker: And so like it was shortly after his event, like kind of the November, December time of 2018.
Speaker: And I was like trying to really do a lot of research, right?
Speaker: Really do a lot of red ocean research of like, okay,
Speaker: Door-to-door sales, funnels, like where do I start?
Speaker: And it was then that I was starting to realize, okay, what is the market telling me?
Speaker: Okay, what is the door-to-door sales industry as a market?
Speaker: What is it saying?
Speaker: What's like its bleeding neck?
Speaker: What is the thing that is the biggest problem?
Speaker: And what I realized is like normal door-to-door selling, normal door-to-door tactics can be good and they can work.
Speaker: Though by themselves, they're going to be left behind like in the dust as these next few years and the next decade unfolds.
Speaker: Because if a salesman at their best can only pitch, can only deliver their sales message one-to-one, they're going to be stuck riding a bike when everyone else is driving Tesla, right?
Speaker: It's kind of like that.
Speaker: That's a good way to think of it.
Speaker: you're gonna, you're, you can only go so fast with that vehicle of delivering your sales message, whether that be for selling the product or for recruiting one-to-one every single time.
Speaker: And so like, that was something really fundamental that I, that I learned really early on in researching all this is like, if, uh, if your delivery of your sales message is you every time you are the system, um,
Speaker: It's just like, you're not going to be able to scale that because I mean, you could, you could ride a segue, you can run door to door and have the best app on your iPad of tracking the people in your neighborhood that you're knocking, but that's not going to be any faster than the worst internet marketer.
Speaker: Yeah.
Speaker: Like you can be terrible at internet marketing and your message will travel faster and farther than anyone on a segue.
Speaker: Yeah.
Speaker: It's like when I realized that I was like, holy smokes, like these people don't even understand the problem that they have.
Speaker: And then I started to see a lot of people in the internet marketing space that were starting.
Speaker: Well, not, I say a lot of people, I mean, a few people, a few people that have, uh, basically started talking to the door to door industry, if you will, uh,
Speaker: mentioning and teaching funnels, right?
Speaker: But in a way, if you screw up delivering that pitch, the door-to-door industry as a whole is gonna say, yo, bro, you're stomping on my heritage here.
Speaker: You know, don't tell me to stop.
Speaker: Like, this is, I'm a door knocker.
Speaker: Like, this is in my blood.
Speaker: Yeah.
Speaker: And so, like, you have to be really careful in the way that you deliver it because it's like, you can't just say, like, this is a good replacement because at the end of the day, even in 2019, door-to-door sales will still make you money.
Speaker: Yeah.
Speaker: But it's the whole bike versus a car thing.
Speaker: So it's like, you have to really figure out like, okay, what's a good balance of both.
Speaker: And so that's what my message is for is being able to say, Hey, you know, don't quit door to door sales because at the end of the day, it is something that gives you money, but learn how to do something on top of it that will make your team truly different.
Speaker: And we'll be able to set you guys apart from everyone else.
Speaker: And so it's,
Speaker: it was during this time period of December and January, like right when it was around the door-to-door conference, right?
Speaker: DDDCon.
Speaker: I realized like, holy smokes, like all these people have the same kind of pitch, whether that be like for on the doors or when you're recruiting.
Speaker: And it was kind of, it was kind of interesting because I went to DDDCon and I won't name names, but like I went to one of the workshops that was teaching about recruiting.
Speaker: And I was like, kind of sitting in the back of the room, objectively trying to figure out like, okay, what's really going on here?
Speaker: Because I'd already been a few weeks into this deep dive of like, well, what is the door to door industry have to do with online marketing and vice versa?
Speaker: And what I realized is like, if you teach a whole body of people, the methods of recruiting that are like the old methods, what are they now going to do?
Speaker: Everyone's going to use the same one.
Speaker: Exactly.
Speaker: So it's like you're teaching these recruiters how to be different, right?
Speaker: Quote unquote, how to be different.
Speaker: And they're all going to be practicing the same thing.
Speaker: So it's like, you're really not making the situation any better here.
Speaker: So I was like, just realizing like, holy smokes, like this is interesting.
Speaker: This isn't like I'm reading this in a book and this is what happened.
Speaker: It's like, this is what's happening in front of my face.
Speaker: Yeah.
Speaker: And like, this is industry now.
Speaker: And so I was like, okay, well, how can I help in this way where it's like, I've learned some of these problems that people now have, and there aren't really very good fixes to it that I could see.
Speaker: And so it was over those next few months and after Funnel Hacking Live and around that
Speaker: time period when I was like, well, I really need to be the living hook.
Speaker: I need to be that person who's making a difference because no one else that I'm finding is doing it for me.
Speaker: And I think people like you and people that are talking about this topic are just making this industry more and more credible because it's like, look, you can do door-to-door sales, but you can have systems running in the background.
Speaker: Because I feel like if you're doing door-to-door sales and you don't have an automated system, both selling and recruiting for you online, you're using your time and your money in one place.
Speaker: And it's, like I said, the car versus a bike.
Speaker: You're going to be slower than anybody else who's attempting to approach the situation in both ways.
Speaker: And I think a lot of people that come from door-to-door sales are afraid to teach internet marketing or mention it or talk about it because they don't want to dissuade people from going out to knock.
Speaker: Like you don't want to kill the goose because I can totally get it.
Speaker: Because if I had started learning about internet marketing in a different way or maybe a little bit earlier or whatnot –
Speaker: I didn't immediately make that connection of, hey, you can use both.
Speaker: I probably would have just totally abandoned door to door and said, like, that's dead.
Speaker: Like, don't do that.
Speaker: Right.
Speaker: I feel like you see a lot of entrepreneurs that leave entirely because they go and pursue entrepreneurship somewhere else.
Speaker: Mm hmm.
Speaker: but there's a few, uh, there's, there's a handful of people that this have decided to take door to door sales and learn what they've learned outside of door to door sales.
Speaker: As far as entrepreneurship goes and bring that into the door to door industry, basically, uh,
Speaker: Learn entrepreneurship on top of door-to-door sales.
Speaker: Turn back and say, hey, door-to-door industry people, right?
Speaker: Here's something that can help you.
Speaker: And so these are the people who have the conferences, have the books we buy, have the apps that we use, right?
Speaker: These are people who were at that conference who are helping increase the speed as much as they can for door-to-door sales.
Speaker: And so that's really what my kind of definition of like a door-to-door entrepreneur is, is somebody who is willing to help the door-to-door industry as a whole because they're making that red ocean still exist and evolve and change and move.
Speaker: And I really think the next progression of door-to-door sales is mastering both the sale online as well as in person.
Speaker: Yeah.
Speaker: I love it.
Speaker: And yeah.
Speaker: Oh yeah.
Speaker: A hundred percent.
Speaker: And I love hearing that from you.
Speaker: Cause that's, I mean, that's basically what we're all about here on the podcast.
Speaker: So we're new or podcast.
Speaker: Right, right, right.
Speaker: Yeah.
Speaker: I mean, we're just teaching people that take these door to door skills, turn it online and be an entrepreneur.
Speaker: Cause yeah,
Speaker: I mean, you think of an entrepreneur, it's like you're saying an entrepreneur is not just knocking doors.
Speaker: I mean, they're running entire companies, right?
Speaker: Entrepreneurs, the head, they're over marketing, continuing all these things.
Speaker: So I think it's for sure what the industry is lacking.
Speaker: And like you said, I think it's the next progression.
Speaker: I just think about every time I was knocking, I'm sure you encountered it too, but like you get to some doors that you can't even go up to.
Speaker: We'll be in some neighborhoods where they have like a gate that's like before you can even get the door.
Speaker: So in my head, I'm thinking, how are we going to sell these people?
Speaker: Like, are we just missing out on these cells just because we can't get to their door?
Speaker: Like I can't knock on their door.
Speaker: These people.
Speaker: Right.
Speaker: So it's like, if you can take what we're doing online, know how to market it, then you can actually get to a lot more people versus just, I mean, think of how many doors we're probably not able to knock on.
Speaker: Got some gated communities.
Speaker: I mean, unless you're jumping gates, a lot of times we're not able to get into gated communities, things like that.
Speaker: Right, right, right.
Speaker: So yeah, I love what you're saying, Jackson.
Speaker: And I wanted to ask you a couple of questions.
Speaker: Go for it.
Speaker: Yeah, totally.
Speaker: Yeah, some things you're saying.
Speaker: So you talked about when you first started, you're saying you didn't get a sell for what, like the first two, three weeks, something like that?
Speaker: Yeah, so the situation was, is I wasn't, like I said, because I had initially gone out and I was with some family, right?
Speaker: And so I wasn't in just like a group of people who didn't know who I was.
Speaker: Like I wasn't going to be just sent home because I wasn't selling like,
Speaker: I was out there to get good.
Speaker: Right.
Speaker: And they were willing to, you know, help me out a little bit, like give me a, you know, some grocery money and stuff like that to help me out.
Speaker: Like as far as trying to get some traction on the ground.
Speaker: And, uh, it was like that the first couple of weeks.
Speaker: And after I made that like first sale, I was like, okay, now I can,
Speaker: I know I can now prove to myself that I can do it.
Speaker: I can now sell something.
Speaker: Yeah.
Speaker: Right.
Speaker: And still like it was just came down to repeating that process.
Speaker: Okay.
Speaker: And so,
Speaker: So that's kind of how it went where it's like I just repeated the process in a way where each time I tried to get better.
Speaker: And I mean, it's not like ever since then I never had a day where I didn't sell or I never messed up a pitch.
Speaker: It's not like I'm perfect because I'm definitely not.
Speaker: And I think that's where a lot of people who attempt door-to-door sales get discouraged where they feel like they're never going to
Speaker: be as good as these other top reps but it's like look they had to struggle a ton too but they pushed through it and were able to learn a lot of these things where they're not necessarily taught in a classroom or in a meeting or in a manual but you learn them on the doors yeah
Speaker: And I think there's a lot that can be learned from, you know, the principle of like having that time, right?
Speaker: Having time in the experience where it's like you're learning by action.
Speaker: And you're learning by actually going through the process and tweaking it as time goes on.
Speaker: Cool.
Speaker: And yeah, I mean, I don't know if I told you, but yeah, I did pest control two years before I even got into solar.
Speaker: And for me, it was a similar thing.
Speaker: Like I really struggled.
Speaker: I mean, I don't think it was two, three weeks, but I was getting, you know, probably one or two cells is all for the first couple of weeks, which pest control.
Speaker: Yeah, that's not good at all.
Speaker: Like if you're only getting one cell a week, they're basically about to send you home.
Speaker: So for you, did you have, I know it's kind of like a process and just, just learning by experience and everything, but did you have any like specific things that helped you as you were learning?
Speaker: I know you've improved a ton, but did you have specific things that you did to take you from basically getting no cells for the first couple of weeks and then starting to get more and more cells to where you're at today?
Speaker: Or do you think it's more just an experience thing?
Speaker: Yeah, that's a good question.
Speaker: One thing that helped me was not overthinking the pitch.
Speaker: Okay.
Speaker: Because I mean, like pest control is super simple.
Speaker: You're saying, hey, we're down the street, like we're spraying the Joneses and they got a ton of ants, the spiders, and we know everyone out here is having the same issue.
Speaker: We'll get you done for half off while we're here.
Speaker: Yeah.
Speaker: Like that kind of pitch is simple.
Speaker: And the mistake I think that people run into is –
Speaker: Sometimes you can get into the habit of feeling like you need to add words or you need to explain it in a different way because you think someone else has already said your pitch that way.
Speaker: And that can be true in some circumstances where like people are repeating like, oh yeah, it's the ants and spiders.
Speaker: And you're like, crap.
Speaker: That's always the worst.
Speaker: But like the real finesse in I think pitching face to face is being able to read the response.
Speaker: Right.
Speaker: You can say the pitch the exact same way as the person who knocked on the door the day before.
Speaker: But the finesse and the real showmanship of the salesman is in being able to understand and move forward with their response.
Speaker: And so does that make sense?
Speaker: Yeah.
Speaker: Yeah.
Speaker: So, yeah.
Speaker: And body language, I'm guessing, like reading their body language and
Speaker: And on the topic that we're talking about, like it's hard to try and make it in a, put door to door sales in a box where it's like, you can only do this online because you can't really measure that.
Speaker: You can't really measure that finesse or that response online way that you can in person and vice versa.
Speaker: Like you can't do what you can online in person.
Speaker: You can't do in person what you can online sometimes.
Speaker: And so it's a, it's a different skillset to learn.
Speaker: When you try to approach it like we've been talking about, you have to learn it in a different way if you're wanting to master sales online and offline.
Speaker: Yeah, definitely.
Speaker: I agree.
Speaker: And yeah, I'm sure, I'm sure you did plenty of, you know, like role plays and all that kind of stuff too.
Speaker: I think that's what really helped me.
Speaker: A lot of recording of my pitch, a lot of listening where I was just like talking too much.
Speaker: A lot of times when I like didn't get to the close at all.
Speaker: Yeah.
Speaker: I basically had the people telling me no, and I didn't even close them.
Speaker: Like, yeah, I was bad when it was bad.
Speaker: Yeah.
Speaker: But, uh,
Speaker: What helped me was keeping it really simple in my head and keeping it so that I wasn't overthinking my pitch, wasn't overthinking the process.
Speaker: I feel like that term gets thrown around really loosely of trust the process, especially in door-to-door sales of trust the numbers game, trust them.
Speaker: Yeah.
Speaker: After I identified the need in internet marketing within door-to-door sales, it kind of became clear to me of why door-to-door sales is called a numbers game.
Speaker: Yeah.
Speaker: Have you ever asked yourself that question?
Speaker: Yeah, I guess I have.
Speaker: So like, I mean, I'm a psychology nerd.
Speaker: And so a lot of research that has gone into behavior has been performed on like mice and rats, right?
Speaker: And so there's a few different people who've done experiments on the reason why people can be addicted to something in a way, right?
Speaker: I don't know if you've heard of this experiment or there's several like it, but basically they had the rat
Speaker: press a bar to be able to get a treat or a reward.
Speaker: Have you heard of that before?
Speaker: I think I've heard a couple.
Speaker: So basically it's the experiment is most popular.
Speaker: The most popular experiment of it is to kind of prove like the psychology behind like gambling and casinos and stuff like that.
Speaker: Where it's like what type of unpredictable but consistent
Speaker: rewards and punishments will cause a rat or a human being to become addicted to it, right?
Speaker: In such a way where they want to press on the bar, right, to get the reward.
Speaker: So like they did several different phases of like every time the rat pressed the bar, they got a reward.
Speaker: Other phase with other rats, they did it like every other time.
Speaker: Okay.
Speaker: you know, so forth of like every 10 seconds, no matter whether or not they press the bar.
Speaker: And so like they did different intervals of whether or not they press the bar or different time intervals.
Speaker: And they found that the one where it was consistently unpredictable, where it's like the rat couldn't really tell when they were going to get the reward was the one that wouldn't lay off the bar.
Speaker: So like they kept pressing the bar.
Speaker: They didn't know when it was coming and they didn't know at what interval, but they just kept pressing the bar because they knew like, okay, well, I don't know.
Speaker: I pressed the bar eight times last time and I got a reward and then this time it was two.
Speaker: And so that rat, they've discovered, okay, that rat is the one that is going to be the one that presses the bar the most.
Speaker: And I feel like that mentality is very much the same in door-to-door sales.
Speaker: You knock on two doors and you get a sale and you're like, I don't know what's behind door number three.
Speaker: Right.
Speaker: Like it might be a sale, it might not.
Speaker: I might knock for two more hours and not get a single sale.
Speaker: So door-to-door sales is a very unpredictable but consistent game.
Speaker: Yeah, okay.
Speaker: I like that.
Speaker: Does that make sense?
Speaker: And so in a way, like door-to-door salesmen are just addicted rats in a way.
Speaker: Yeah, I like that.
Speaker: Where it's like we are addicted to the game where it's like we know if we knock for a certain amount of hours, we'll probably get a sale or two or three or whatever.
Speaker: And then you can just tweak the little things, the little details in between.
Speaker: It all depends on what time of day are you knocking?
Speaker: What kind of neighborhood is it?
Speaker: What product are you selling?
Speaker: There's a lot of intricacies in the details that's a lot more detailed than just pressing the bar or knocking the door.
Speaker: So there's a little bit of science that goes behind it, but it's that mentality where it's like, I'm so addicted to the numbers game where I know that if I press this bar, or I mean, if I knock this door, that there might be something behind it if I do everything else the right way.
Speaker: Yeah, for sure.
Speaker: And yeah, I think that's very true.
Speaker: You see it in the newer reps where they do just think it's a pure numbers game and they wonder how, why if they're not getting like the same hours as other people, like how come they're not getting the same results?
Speaker: But yeah, it's true.
Speaker: It's all about those little tweaks.
Speaker: And for me, it just came with the role plays.
Speaker: Like you're saying, recording yourselves,
Speaker: just doing those little things that make the difference and then watching the best reps doing what the top guys do.
Speaker: Cause you can do what the top guys do and then you can begin to have the same results.
Speaker: I've definitely seen that.
Speaker: Oh, cool.
Speaker: Yeah.
Speaker: I just wanted to ask you that cause I've definitely, uh,
Speaker: had my fair share of struggles.
Speaker: And I think a lot of guys that maybe listen to podcasts are interested to know what, what it is that makes people kind of start to have success when they weren't having success.
Speaker: Totally.
Speaker: Yeah.
Speaker: And so, I mean, I mean the typical cliche of like mindset, right.
Speaker: But honestly, I was able to identify like, look, this is where I'm at.
Speaker: These are the stories I can tell myself and I can choose to tell myself a different story and I'll get a different result.
Speaker: And it was toward, um, so, I mean, I don't know if you knew this or, I mean, but basically my, my second summer selling door to door, I was actually by myself.
Speaker: Oh, really?
Speaker: I didn't know.
Speaker: So like, uh, I went back to the same office that I sold at before in Southern, like I was in a, like Riverside Corona area.
Speaker: Okay.
Speaker: Um,
Speaker: I went back and there were no returning people from the previous year that came back to that same office selling pest control.
Speaker: But there were a few other people that were their team of their own and they were selling in the same office as me and we lived in the same apartments.
Speaker: Most of their reps, the handful of reps that they brought, they all left within the first couple weeks of them being there.
Speaker: They quit.
Speaker: They weren't fit for the job.
Speaker: They didn't have to do it.
Speaker: They weren't making enough sales.
Speaker: And it was at the end of the day just costing the company and costing the team money.
Speaker: But it wasn't my team, and it wasn't people that I really knew.
Speaker: It was just like I just happened to be in the same office with them for a second.
Speaker: for that couple weeks.
Speaker: And the people, the couple who were in charge of the team, they actually left as well.
Speaker: They went home.
Speaker: They were like, we're sick of selling in California.
Speaker: And I was there selling by myself.
Speaker: And I was able to remain steady and consistent, getting a sale or two every week.
Speaker: Or sometimes even more because I was able to just keep it simple in my head and tell myself, okay, if I go through this numbers game, I'll be willingly addicted to it.
Speaker: I'll willingly go out and do the system, the process.
Speaker: And like I was explaining earlier, I was the system.
Speaker: I didn't have anything pitching or recruiting for me on automation.
Speaker: So I think a lot of reps feel like that kind of process and that system that they are enacting is the best they can be.
Speaker: Yeah, not true.
Speaker: Like you can do a whole lot of stuff on the internet that people are doing every day.
Speaker: You just have to learn it.
Speaker: Like you just have to learn what to do and like put it in place for yourself.
Speaker: And like you have that, you know, working for you while you can be knocking on
Speaker: while you can be out on the doors.
Speaker: And so, but during that time when I was in California kind of by myself, what really helped me was understanding, you know, I can focus on what I need to do.
Speaker: I can focus on the day-to-day.
Speaker: Like I don't have a lot of other extracurricular, extra, you know, distracting things that I needed to do.
Speaker: I can just go through the couple months of the summer and,
Speaker: and then continue on my path.
Speaker: And it was that summer that really helped me because I was able to identify like, hey, this really comes down to the story that I'm telling myself.
Speaker: And it was about a year later after that, where I was out in Virginia this past summer, when I was like, well,
Speaker: I can change my story again and I can tell myself I'm more than a salesman going door to door.
Speaker: Like I can do something on top of that and be able to benefit other people because of it.
Speaker: Yeah.
Speaker: Love it.
Speaker: And yeah, it's, it's true.
Speaker: It's a lot about the story because a lot of people in your shoes would be like, Oh, there's no way I can do this just by myself.
Speaker: Yes.
Speaker: I'm sure you experienced it like selling by yourself.
Speaker: It's tough, man.
Speaker: Oh my gosh.
Speaker: Yeah.
Speaker: It's super lonely.
Speaker: Like you think door to door sales is lonely.
Speaker: when you're with a group of people, like, you know, you feel like you're alone on the doors, but then you go home and you're hanging out with a bunch of buddies or your team or people that your family are.
Speaker: But it's like, I was literally by myself.
Speaker: Like I, I did like talk to my family on the phone a lot.
Speaker: Like I, I filled my time watching a lot of videos, like, uh, you know, kind of keeping my head in the game as much as I could.
Speaker: And it was actually during that summer that I actually bought Expert Secrets for the first time and started reading.
Speaker: And I didn't know what it meant at all.
Speaker: I didn't know what was going on with that book.
Speaker: But I was like, man, this is kind of interesting.
Speaker: But I'm still going to go knocking door to door.
Speaker: I didn't really know what I could use with it.
Speaker: I didn't know it was a tool that it is.
Speaker: Yeah.
Speaker: So then after, you know, fast forward a year, I had read both expert secrets and the majority of dot-com secrets.
Speaker: Like I hadn't even read the entire thing.
Speaker: And I was like, I am buying this course of how to design funnels and learning about this because Steven Larson has a lot of stuff going for him.
Speaker: And I need to start paying attention to this guy.
Speaker: I think, I mean, especially people who listened to that episode that you guys did, you know, I hope a lot of people started following him or start, you know, joining us.
Speaker: what you're doing.
Speaker: But what I think is important there is understanding you can become more than just a door-to-door salesman.
Speaker: Yeah, huge.
Speaker: And for our solopreneurs, hopefully most of them know, but expertsecrets.comsecrets, if you haven't read those books, they're by Russell Brunson.
Speaker: And they're definitely goods.
Speaker: I would say gateway drug into the internet marketing world.
Speaker: So for our audience, if you haven't read those books, definitely check them out.
Speaker: They are amazing books.
Speaker: And it's funny because you look at internet entrepreneurs, internet marketing people,
Speaker: a lot of what they practice, a lot of what they teach can be traced back to what he teaches in his books.
Speaker: Yeah.
Speaker: And like, that's the purpose of those books is to spread his message further.
Speaker: Because if you're spreading his message, you're also spreading your message and people are paying you, but they're also paying him.
Speaker: And it's like this kind of weird partnership that's kind of unspoken, but like everyone understands it where it's like, you need to help people with what your story is and, um,
Speaker: People will be able to pay you for your experience and pay you for the results that you've had to go about getting the long way.
Speaker: Yeah, all about using what you already know, teaching others.
Speaker: Yeah, great book if you haven't read it.
Speaker: So Jackson, I know we're running short on time here, but the last thing I kind of wanted to get into and hear from you, a lot of what you're teaching, coaching about is just, yeah, bringing the internet marketing into door-to-door.
Speaker: So I just wanted to hear from you, I guess, what specific things are you like coaching people to do or...
Speaker: I guess what type of funnels you plan on using for door to door, how you plan on bringing this whole internet marketing thing specifically into door to door.
Speaker: Let's hear like your plans.
Speaker: And what do you, what do you preach about that?
Speaker: That's a good question.
Speaker: Yeah.
Speaker: So, um,
Speaker: all funnels are pretty simple when you grasp like what a funnel is.
Speaker: It's when you don't really know what a funnel is that you're like, what are all these different things that these people are talking about?
Speaker: But when you really dumb it down, when you really like take it step by step of like, okay, what is a funnel?
Speaker: A funnel existed a lot earlier than Russell Brunson and a lot earlier than click funnels.
Speaker: Like a funnel existed, you know, anytime someone started selling something to anybody, they were going through a funnel of like going from,
Speaker: non-customer to customer and being led step by step as that conversion kind of went forward.
Speaker: What I've done is identified the current funnels that are in existence now that are needed in door-to-door industry.
Speaker: And
Speaker: you see some of these funnels already in place, but people don't even talk about it or know about it or know what they're watching or what they're buying from.
Speaker: These kind of funnels, whether they're on ClickFunnels or not, for the events that you attend, the books that you buy, all these different kinds of funnels where it's like the application process you go through.
Speaker: different kind of stuff that you become opted into, become a customer of.
Speaker: They already exist in the door-to-door industry.
Speaker: There isn't anybody really that's being loud about it.
Speaker: And so that's really my purpose is saying, hey, open your eyes and look, the industry, the door-to-door industry is using this kind of stuff.
Speaker: No one's really talking about it much.
Speaker: Here's what you really need to know.
Speaker: Sure.
Speaker: And taking the, you know, lay door to door person, the normal door to door recruiter who has the intention of becoming an entrepreneur or wants to be able to carry their message or build their team.
Speaker: I want to help them to be able to exponentially share that message or share their opportunity for being on their team louder than they can by foot or just by speaking word of mouth one-to-one like we've been talking about.
Speaker: And so there's a lot to be learned about recruiting funnels because, I mean, you probably see these kind of ads and stuff.
Speaker: I mean, I won't name any in particular, but they all say a similar pitch of,
Speaker: we'll give you free housing or we'll give you a X amount in commission or we'll, or they don't even say them.
Speaker: We'll pay high commission.
Speaker: Yeah.
Speaker: Like, Oh my gosh, what does that mean?
Speaker: Like we'll pay for your, we have the best vacations.
Speaker: We have the best culture.
Speaker: We have the best team.
Speaker: And there's a really good book called niche down.
Speaker: I don't have, it's behind me here, but yeah,
Speaker: Niche down, it talks about, and I'm sure it talks in other places, but there's a quote in it that says like along the lines of, if there are two people who are saying they're the best, by definition, one is incorrect and lying.
Speaker: Right?
Speaker: Something along those lines.
Speaker: Like if there's two people saying that they're the best, by definition, one of them is lying.
Speaker: Mm-hmm.
Speaker: And so it's like you have all these ads and these people that are realizing like, oh, I can just put my pitch or put my advertisement on the internet.
Speaker: And so like you see all these summer sales and all these other things that are targeted at you as a recruiting ad.
Speaker: But the mistake they're making is they're coming at it with the intention of I want you to apply.
Speaker: Like that sounds like, you know, that sounds weird.
Speaker: Cause it's like, well, I do want them to apply.
Speaker: Like, I shouldn't, I have my ad be that.
Speaker: And the answer is no.
Speaker: Like you don't want them to have that be the very first thing.
Speaker: I want to provide value to them.
Speaker: Yeah.
Speaker: Then come out with them the opportunity that they can join your team.
Speaker: Love it.
Speaker: Love it.
Speaker: Because if you, if you come at it backwards, like they're just going to scroll past your thing or you're going to be attracting the wrong person.
Speaker: Exactly.
Speaker: Yeah, that's huge.
Speaker: And recruiting, yeah, I think that's one of the biggest opportunities we have to use it in recruiting.
Speaker: Because, yeah, like you're saying, it's just all the same.
Speaker: You heard guys recruit, same recruiting pitch.
Speaker: I mean, maybe you heard this at Door2DoorCon.
Speaker: But the thing I was hearing was like, hey, like basically talking to everyone around you, just saying, hey, I don't know, I can't promise you a job, but I could probably at least get you an interview.
Speaker: Oh, my gosh.
Speaker: That's so dumb.
Speaker: Like you see people who are running ads to get people in for group interviews or get them in for interviews.
Speaker: It's like, that's, you know, you had some good intentions and some innovation on your part by at least getting that, what used to be an offline behavior.
Speaker: You're, you're at least, you can get some brownie points for at least trying to put that online, but you're still trying to grease up a bike.
Speaker: Yeah.
Speaker: Yeah.
Speaker: Right.
Speaker: So like you're still trying to use the old methods of, you know, group interviews or three way phone calls or like, oh my gosh, at the conference, there were people telling me to make a list of 20 of my friends and go and ask them about joining my team.
Speaker: It's like, oh my gosh, like MLM tried that.
Speaker: And yeah.
Speaker: It worked for a little bit, but it sucks because you are still the system.
Speaker: And it's like, that was stuff being taught in 2019.
Speaker: Like, oh my gosh, my mind was like, dude, these people have no idea.
Speaker: Because there's systems that you can put in place that will totally bypass all those kind of funnel problems that I kind of think that a lot of the door-to-door industry has where it's like they're putting too much time and interest into things
Speaker: stuff that will give them a lesser return on investment than if you were to approach it in a totally different way.
Speaker: Yeah, it's true.
Speaker: Does that make sense?
Speaker: Yeah, yeah.
Speaker: That's funny, man.
Speaker: Well, cool.
Speaker: Well, Jackson, I know we've covered a lot here.
Speaker: And even with this hour, we barely scratched the surface.
Speaker: But I loved having you on the show here.
Speaker: Yeah, man.
Speaker: Where can people find out more about what you're doing?
Speaker: I know you got your podcast, but where else can people find what you're doing and connect with you?
Speaker: Yeah, so...
Speaker: Right now, I think you're even a member of it, but there's a Facebook group that I have.
Speaker: You can just search D2D Success Secrets on Facebook.
Speaker: And the purpose of the group is basically to connect like-minded door-to-door recruiters.
Speaker: who want to be able to harness the power that comes with automated recruiting systems, as well as being able to adapt those automated systems into being able to help them sell and to help them be able to use the latest digital marketing tactics that are proven in other industries, as well as what's working in the door-to-door industry now, and be able to help those people to
Speaker: have a safe and, you know, an understanding environment.
Speaker: Cause like you see people post about internet marketing stuff in like the normal door to door communities online and they just get like pushed away.
Speaker: Yeah.
Speaker: They get like,
Speaker: shunned because it's like, you're not part of us anymore.
Speaker: They're like, they get put in a place where it's like, they're no longer relevant.
Speaker: And I don't think that's, I don't think that's right.
Speaker: And so what I've done is I've attempted to create a community where people can talk about what they're doing to become better at selling in person, as well as what they're doing to harness the best of both worlds of both offline and online.
Speaker: And so that's a D to D success secrets on Facebook, but you can also go to a D to D success secrets.com, which is, um, the, uh, page that you can go to to actually get, um, some, uh, it's kind of a five day video series where that I've made to be able to teach people a lot of these basic principles of what, uh, online recruiting and online selling, uh,
Speaker: does in the door-to-door industry and how you can kind of pull it off.
Speaker: Because I know a lot of people going into with this interest don't really know where to start.
Speaker: And so I made those videos
Speaker: a D2D successsecrets.com to be able to have a little bit of a jumpstart of, okay, well, how do I need to approach this?
Speaker: And what am I learning?
Speaker: What am I not learning if I'm just asking people in door door sales about internet marketing?
Speaker: Because a lot of times they don't know how to explain it.
Speaker: They don't know how to teach it.
Speaker: And even the ones who are good at it aren't really the best always at teaching it.
Speaker: And so what I've gotten really good at is being able to teach it
Speaker: in a way where it's easy to digest, you know, it's a video every day for five days to be able to understand, okay, what do I need to start with?
Speaker: That's awesome.
Speaker: Yeah, I love it.
Speaker: Basically this stuff is so you don't have to be like Jackson when he was out selling alone.
Speaker: You have the community.
Speaker: You don't have to be like Jackson out there.
Speaker: Ask him by yourself.
Speaker: That's always better if you have that community, then you can talk about things, you can talk about struggles and you can all progress as a group.
Speaker: So definitely go over and join his group.
Speaker: That's D2D Success Secrets and also D2DSuccessSecrets.com.
Speaker: We'll link to those in the show notes.
Speaker: So send people your way.
Speaker: And obviously, if you haven't already, please go out and join the Solopreneur group too.
Speaker: What you got going on is good.
Speaker: And, you know, what we need is more people like you in all those different industries, because like we've been saying, it'll make it so that it's an actual topic.
Speaker: Yeah, that's what's the goal of all of us is to be able to help people understand like, hey, this is relevant to you.
Speaker: Yeah, for sure.
Speaker: So yeah, go out and join those groups.
Speaker: Go out and get Jackson's video series too.
Speaker: And before we let you go, Jackson, any final advice you have for our solopreneurs here?
Speaker: Yeah.
Speaker: What really was important for me to know when I first started this path, if you will, of trying to
Speaker: merge these two industries is to understand that you need to keep it simple.
Speaker: Sometimes you need to keep your blinders on, you know, to be able to not get distracted with what other people are doing.
Speaker: And to know that
Speaker: to become good at hard work or good work ethic, it isn't always pressing the bar as hard as you can.
Speaker: Right?
Speaker: Like this rat analogy we had.
Speaker: Yeah.
Speaker: You can have the perceived work ethic or perceived hustle of someone who can press the bar or grind out a summer as hard as you can, and you can get good results, no doubt.
Speaker: But there's a thing that you need to understand where if you take a step back and understand there are other ways to get a reward without just slamming down on the bar or slamming the doors in the summer.
Speaker: There's other ways to be successful.
Speaker: And as you strengthen that pillar in your entrepreneurial focus, you're going to be able to understand stuff that you and what I understand is
Speaker: And that is that there's possible success in approaching hard work by focusing both offline and online together.
Speaker: Love it.
Speaker: Love it.
Speaker: Cool.
Speaker: So yeah, do what Jackson says, get into the internet marketing world.
Speaker: Cause like we're talking about, that's where the future is headed.
Speaker: So you owe it to yourself to get into the internet marketing, figure out that stuff and apply it to what you're doing in door to door.
Speaker: So Jackson, thanks again for coming on the show.
Speaker: It's been awesome having you.
Speaker: And I know we'll, I know we'll connect soon.
Speaker: We'll probably have you on in a future episode too, but I look forward to it.
Speaker: Yep.
Speaker: But yeah.
Speaker: We're grateful for you coming on and we'll talk soon, my friend.
Speaker: Alrighty, man.
Speaker: Thank you so much.
Speaker: Okay.
Speaker: I see you, Jackson.
Speaker: Wow, what another amazing episode of the Solarpreneur Podcast.
Speaker: Now, before we take off here, do us a favor and go leave an honest review on your platform of choice or wherever you're listening to this podcast.
Speaker: It helps us get the word out about the Solarpreneur Movement and impact more entrepreneurs, sales professionals, and marketers just like you.
Speaker: And hey, don't forget to head over to Facebook and join the Solarpreneur Group for more daily content about
Speaker: It's going to impact you and help you take your sales game to the next level.
Speaker: See you guys in the next episode.
