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5 Sales Lessons Learned from Jiu Jitsu
139 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 to Solarpreneur Podcast
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
00:00:08
Speaker
My name is Taylor Armstrong.
00:00:10
Speaker
I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
00:00:19
Speaker
I teach you 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 solarpreneur you might ask?
00:00:33
Speaker
A solarpreneur is a new breed of solar pro that is willing to do whatever it takes to achieve mastery and you are about to become one.
00:00:42
Speaker
Hey,
Parallels Between Jiu-Jitsu and Sales
00:00:43
Speaker
solopreneurs.
00:00:43
Speaker
Today, we're going to be talking about five lessons I've learned from doing jiu-jitsu for about two and a half years now at the time of this recording.
00:00:50
Speaker
And excited to hear some just relationships I've made between cells and jiu-jitsu.
00:00:56
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I think they're actually more similar than you think.
00:00:58
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So if you hate jiu-jitsu or like martial arts stuff, don't worry.
00:01:01
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We're going to be tying it into cells.
00:01:03
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So bear with me.
00:01:04
Speaker
But welcome to the podcast.
00:01:05
Speaker
My name is Taylor Armstrong.
00:01:07
Speaker
We're here to help you close more deals, generate more leads and referrals and have a much better time in the solar sales industry.
00:01:14
Speaker
And I hope you can also have some pay.
00:01:16
Speaker
I'm getting over a cold here.
00:01:18
Speaker
So sorry if it sounds like I just came out of like a deep sleep because yeah, lungs are a little bit.
00:01:26
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jarred up right now.
00:01:27
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I'm coughing and all that.
00:01:28
Speaker
So might hear some coughs.
00:01:30
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We'll try to edit them out.
00:01:31
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But as always, want to show up for my peeps here on the podcast and bring some value for you.
00:01:37
Speaker
So I hope you get some value today.
00:01:39
Speaker
And if you have not left us a review or shared the podcast, please do that.
00:01:44
Speaker
That is the price we ask.
00:01:45
Speaker
So it would be much appreciated if you have not done that
Joining the Solar Sales Team
00:01:48
Speaker
already.
00:01:48
Speaker
And the other thing, if you are looking for a team to join or you want to come try out solar in San Diego, California, where I'm located, click the link below in the show notes.
00:01:59
Speaker
We actually have an application and we are bringing on a few killers to come unite with our team and learn from the best in the industry.
00:02:06
Speaker
So check those out if you haven't already.
00:02:08
Speaker
OK, so let's get into this.
00:02:10
Speaker
the jujitsu talk here if you follow me on social media you've probably seen that i post you know photos of me going and doing jujitsu again been doing it about two and a half years and it's been cool to just develop something outside of cells i see progress in something some of you know i actually was a music major growing up or in college rather and one of the things i liked about music is you would practice it you'd see incremental progress
00:02:38
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you to get instructed and just see those gains almost on like a daily basis, just mastering the next little piece of the song we're learning or whatever it was.
00:02:48
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So I feel like jujitsu is similar.
00:02:50
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You show up, it's super frustrating, you see slow progress, but then once you've been doing it for a while, you start to see incremental progress and it's just cool to see the progression.
00:02:59
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So some of you might ask, how does that relate to cells?
00:03:03
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Why are we talking about jujitsu?
00:03:04
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So I narrowed it down to five things that I've learned after doing jujitsu for a couple years now that I think have all the applications in cells.
00:03:13
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So let's jump right into it.
00:03:13
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The first thing is, is this.
00:03:16
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A block belt is just a white belt who did not quit.
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I'll say it one more time.
00:03:21
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A block belt is just a white belt who didn't give up.
00:03:25
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So it's a saying that you say in jiu-jitsu.
00:03:28
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It's like there's only the people who give up.
00:03:31
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They're not going to get the block belt.
00:03:32
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But there's some people that just stick with this thing that become jiu-jitsu block belts.
00:03:37
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And separating things, they just don't give up.
00:03:40
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So I did some research on this and according to chat GPT, I was like asking at what percent of people quit from white belt to blue belt.
00:03:50
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Blue belt is the second level in jujitsu because white belt and blue belt.
00:03:55
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And I knew it was high because just goes with anything in life.
00:03:58
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A lot of people quit when things get hard.
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You look at any sports, any musical instrument, whatever, there's just an extreme level of drop off.
00:04:08
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even within the first six months because people don't see fast progress.
00:04:11
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They quit.
00:04:12
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And specifically in jujitsu, they're getting their crap beat out of them.
00:04:15
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You know, they're getting choked out.
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They're getting armbarred.
00:04:19
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And they just don't want to deal with that anymore.
Persistence in Sales and Jiu-Jitsu
00:04:21
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So I asked ChatGPT, and according to ChatGPT, about 70% to 90% of people quit before reaching Blue Belt.
00:04:29
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Can you believe that?
00:04:30
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70% to 90%.
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And Blue Belt, by the way, takes about one to two years.
00:04:36
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Took me almost two and a half years.
00:04:39
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So think about that.
00:04:40
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So many people are just giving up before they truly experience something.
00:04:44
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When things get difficult,
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And how many listening to this podcast right now, you're thinking of giving up in sales.
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You've seen some success.
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You haven't broken through.
00:04:53
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You're like, God, maybe I should go get a real job.
00:04:56
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I promise you, if you stick with it, if you don't join the 70 to 90%, then more than likely you're going to have success with this because there's eight years doing this now.
00:05:06
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I can count on one hand the amount of people that I've seen.
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quit just because they never figured it out and they actually put in the time.
00:05:13
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And by putting in the time, I would say like a year of consistent effort and showing up.
00:05:20
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That's less than five people that I've seen or heard of.
00:05:23
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And this is just me hearing of people too.
00:05:25
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The people that I actually worked with, I'd say even less.
00:05:28
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But very few people will not have success as long as they keep showing up, as long as they don't give up.
00:05:34
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So it's the same in jujitsu.
00:05:35
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It's the same in anything you want to develop.
00:05:38
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And more than anything, I think in sales too.
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So keep showing up.
00:05:42
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Number two, you never know who will be good at jujitsu or sales.
00:05:46
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Don't judge a book by its cover.
00:05:48
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So if you've seen people that actually do jujitsu, you see a very wide array of people like there's ultimate nerds doing jujitsu.
00:05:56
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They're like geeks.
00:05:58
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There's, you know, like jacked gym guys.
00:06:01
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There's ladies.
00:06:02
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There's quite a few ladies that do it too.
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And in all the spectrum, I would say there's more like, you know, nerdy people, skinny guys.
00:06:09
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I would say it's more common to see these, you know, slightly nerdy, scrawny, skinny guys doing jujitsu.
00:06:15
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You see way less of like the jacks, bro type gym guys.
00:06:19
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You don't see them as much in jujitsu.
00:06:21
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And what's crazy is these skinny, nerdy types, most of the time, they're going to beat the crap out of you.
00:06:27
Speaker
Okay.
00:06:28
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It's like so many skinny, scrawny, somewhat nerdy guys.
00:06:32
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They're like absolute killers on the mats when it comes to Jiu Jitsu.
00:06:35
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And the reason I compare this to sales is because in my years doing sales, I've seen some people that seem like they have no business having success in solar.
00:06:44
Speaker
actually do pretty good.
00:06:45
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So the lesson is just don't judge a book by its cover.
00:06:48
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And if you are someone that feels like, I'm never going to be as good as this guy, or I'm like, not confident, I'm too nerd, whatever, whatever, like stereotype you think you fit, just know that there's people in every walks of life that can be successful in sales.
00:07:05
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And you know, quick story with that, my first summer of doing solar, there was this kid who actually had Asperger's was like,
00:07:13
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you know, a form of autism.
00:07:14
Speaker
And he like could not really hold a conversation.
00:07:17
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You could tell right off the bat that this guy was, you know, a little awkward, just weird talking to.
00:07:23
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But guess what?
00:07:24
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He ended up sticking out the summer, first of all, when a lot of guys quit.
00:07:28
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And then second of all, he probably made a top five on our team.
00:07:32
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And just in the reason he did, he just put his head down, he worked, he showed up, he memorized the script word for word.
00:07:39
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right?
00:07:40
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He didn't try to reinvent the wheel.
00:07:41
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He just did what he's supposed to and didn't really know how to hold a conversation.
00:07:46
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But this guy could set appointments like no one's business because he just followed a script and he showed up.
00:07:50
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And so don't judge a book by its cover.
00:07:52
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If you think sales is not for you, then think again.
00:07:55
Speaker
Probably is.
Innovations in Solar Sales
00:07:56
Speaker
So some of you already know that I run my own door-to-door sales team here in San Diego.
00:08:01
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.
00:08:07
Speaker
But if I want to increase my deal flow, I need to do something different to get an advantage.
00:08:12
Speaker
Then we discovered an app called Solar Scout.
00:08:15
Speaker
But it's not a door knocking app.
00:08:17
Speaker
It's a data platform that shows us who is likely to go solar in our market.
00:08:21
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.
00:08:31
Speaker
It's been working for a lot of teams across the country and now I'm on board too.
00:08:35
Speaker
I'm going to be one of the first to use SolarScout in San Diego so I decided to partner up.
00:08:39
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.
00:08:44
Speaker
And they did.
00:08:46
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.
00:08:55
Speaker
That's solarscout.app forward slash Taylor.
00:08:58
Speaker
Okay, back to the show.
Motivation and Calmness in Sales
00:09:01
Speaker
Okay, number three, there's always going to be someone better.
00:09:04
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So stop comparing yourself.
00:09:07
Speaker
Jiu-jitsu, again, with these nerdy guys, I've gotten the crap beat out of me, I would say, by a lot of these dudes.
00:09:13
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And even as I get better, as I train more, I've realized that I can show up to any gym at any given time.
00:09:19
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And as good as I think I am, there's always going to be someone better than me.
00:09:23
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And there's always going to be guys who just absolutely hand it to me.
00:09:26
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So and it's not to get discouraged by that.
00:09:28
Speaker
Right.
00:09:29
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I've been in sales for eight years.
00:09:30
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There's guys that come their first year and sometimes outsell me.
00:09:35
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Right.
00:09:35
Speaker
So you don't get discouraged by these guys, but you use it as motivation.
00:09:40
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Right.
00:09:40
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The good news about that on the flip side, there's always someone to chase.
00:09:43
Speaker
There's always someone better.
00:09:45
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There's always that next level to go to.
00:09:46
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And if you're the biggest fish in the pond you're in, then you might be in the wrong pond.
00:09:51
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So remember that.
00:09:52
Speaker
Don't be the biggest fish in the small pond.
00:09:55
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You know, in in rare cases, I would say you want that.
00:09:57
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In most cases, you do not want to be the smartest guy in the room.
00:10:01
Speaker
You want to be around people that are better than you, that are up leveling you.
00:10:05
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And that's how you constantly improve.
00:10:07
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So don't get discouraged by not being the best guy in the room.
00:10:10
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Use it as fuel.
00:10:11
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Use it as motivation.
00:10:12
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Use it as inspiration.
00:10:14
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Go chase that person.
00:10:15
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Get competitive and stop comparing yourself to others because it'll just get you depressed and make you want to quit.
00:10:22
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That's number three.
00:10:23
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And number four is to stay calm in the worst circumstances.
00:10:27
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Hey, how many of us have been in appointments or at doors where people are just freaking out, calling us liars, whatever.
00:10:35
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I've been in some pretty extreme appointments where people just like do not want to sign.
00:10:41
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And the way you get these people to move forward is you don't freak out.
00:10:45
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You remain calm, right?
00:10:46
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Everyone knows or you should know if you've been in sales for a while that when you get hit with an objection, you don't react.
00:10:53
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You don't freak out.
00:10:54
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You agree.
00:10:55
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And then you transition, you agree, resolve, transition, art, right?
00:10:59
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Agree, resolve, transition.
00:11:01
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And you do that as calm as possible.
00:11:03
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Because if you freak out, if you get defensive, then they're going to walk away.
00:11:07
Speaker
So the way that compares to jujitsu is when you're getting choked out, when you're in an arm bar, typically the people that actually escape these submission attempts is they're extremely calm, right?
00:11:18
Speaker
You look at the best jujitsu practitioners in the world, and
00:11:21
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They got their back taken.
00:11:22
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They've got the arm behind them.
00:11:24
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They're not like freaking out going bananas.
00:11:26
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Why?
00:11:27
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Because they're going to like gas themselves out.
00:11:29
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They're going to burn all their energy.
00:11:30
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Instead, they remain calm.
00:11:32
Speaker
And the other reason for that is if you're freaking out, your opponent knows that you're in a really bad spot.
00:11:37
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But if you're calm, your opponent has no idea if they're close to submitting you, could not be feeling the pressure at all.
00:11:43
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So you remain calm and then you get out of it that way.
00:11:47
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So so much application in sales is exactly how we should overcome objections.
00:11:51
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Exactly how we should close is remain calm, then go to the next step.
00:11:56
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And then last but not least, number five is just don't be afraid to reset sometimes.
Learning from Mistakes
00:12:02
Speaker
Maybe you just butchered your presentation at a door.
00:12:05
Speaker
Maybe your in-home presentation is not going well.
00:12:10
Speaker
Don't be afraid to just burn it, move on to the next one.
00:12:13
Speaker
In jiu-jitsu, it's like sometimes we're getting destroyed.
00:12:16
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We're just in a situation that might be impossible.
00:12:20
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We can tap out and we can start over again.
00:12:23
Speaker
I was actually at a men's retreat this last weekend with Jen's Bunnel.
00:12:27
Speaker
Something that I've heard is so many times, whether we're like,
00:12:32
Speaker
depressed or in addiction or trying to learn something new, we mess up.
00:12:37
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So many of us are like, oh, you know, yeah, we've got to start over now, clear back to square one.
00:12:42
Speaker
Well, how about this?
00:12:42
Speaker
Instead of thinking that you just are going way back to the beginning, think of cells, think of whatever you're in, like Super Mario World.
00:12:50
Speaker
And what I mean by that is if you played Super Mario Bros, if you get killed by Bowser, if you fall off the cliff, whatever, you
00:12:58
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You're not going back to level one.
00:13:00
Speaker
You're going back to the last checkpoint or maybe at like the start of that level.
00:13:04
Speaker
Right.
00:13:04
Speaker
So it's not a complete reset.
00:13:06
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And too many of us, we think of cells.
00:13:08
Speaker
We think of stuff we're trying to learn or develop like the game Jenga.
00:13:11
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You play Jenga.
00:13:12
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You pull out the wooden piece.
00:13:15
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You lose.
00:13:15
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You have to start over again.
00:13:17
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It's not Jenga.
00:13:17
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It's Super Mario Bros.
00:13:19
Speaker
So keep that in mind when you are learning cells or when you're making improvements or
00:13:24
Speaker
Or if you're just not feeling it, sometimes you got to tap out.
00:13:27
Speaker
And remember, you're not going back to the beginning.
00:13:29
Speaker
You're just going back to the last stage.
00:13:31
Speaker
And that's the same thing in jujitsu.
00:13:33
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It's like you tap out, you get to start over, you got to try your things in, and you're still making, I would say almost more valuable progression when you're tapping out versus when you're
00:13:43
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you're just like destroying everybody.
00:13:45
Speaker
So those are five lessons that I've learned from jujitsu.
00:13:48
Speaker
Again, sorry for the out of breath and some coughs.
00:13:53
Speaker
Had to pause a few times to recover a little bit.
00:13:56
Speaker
But just to recap those, number one, a block belt in jujitsu is just a white belt who never gave up.
00:14:02
Speaker
Number two,
00:14:03
Speaker
You never know who will be good at jiu-jitsu or sales.
00:14:06
Speaker
Don't judge a book by its cover.
00:14:07
Speaker
Sometimes the dweebs, they might be the best ones.
00:14:10
Speaker
And number three, there's always going to be someone better than you.
00:14:13
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Stop comparing yourself.
00:14:15
Speaker
Unless you are the one person that is the best in the world, you're probably not listening to this podcast if you are.
00:14:21
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But if you, I feel honored if that person is listening to it.
00:14:24
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Number four, stay calm in awful circumstances.
00:14:27
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Number five, don't be afraid to tap out and restart.
00:14:31
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Remember, you're not going back to square one.
00:14:33
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You're just going back to the last checkpoint.
00:14:35
Speaker
So I hope those things helped.
00:14:36
Speaker
Send this podcast to someone who could use some encouragement today.
00:14:40
Speaker
And remember, if you are...
00:14:42
Speaker
feeling discouraged, if you're feeling like quitting, just take that next step.
00:14:46
Speaker
Don't give up.
00:14:47
Speaker
Make sure you put in the effort.
00:14:48
Speaker
So go get them this week.
00:14:49
Speaker
Hope you close some deals.
00:14:51
Speaker
Fill out the link below on the podcast if you want to be considered or are interested in joining our team.
00:14:57
Speaker
And we'll see you on the next one.
Solcitee Learning Community
00:15:00
Speaker
Hey, solopreneurs, quick question.
00:15:02
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?
00:15:11
Speaker
For the last three years, I've been placed in the fortunate position to interview dozens of elite level solar professionals and learn exactly what they do behind closed doors to build their solar careers to an all-star level.
00:15:24
Speaker
That's why I want to make a truly special announcement about the new learning community exclusively for solar professionals to learn, compete, and win with top performers in the industry.
00:15:34
Speaker
And it's called Solcitee.
00:15:36
Speaker
This learning community was designed from the ground up to level the playing field and give Solar Pros access to proven mentors who want to give back to this community and help you or your team to be held accountable by the industry's brightest minds for, are you ready for it, less than $3.45 a day.
00:15:56
Speaker
Currently, SoulCity is open, launched, and ready to be enrolled.
00:16:01
Speaker
So go to SoulCity.co to learn more and join the learning experience now.
00:16:10
Speaker
This is exclusively for solopreneur listeners, so be sure to go to SoulCity.co and join.
00:16:17
Speaker
We'll see you on the inside.