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The OG Sales Secrets That Stand The Test Of Time - Tom Hopkins
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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 the 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 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.
00:00:43
Speaker
Okay, what's going on, solopreneurs?
Tom Hopkins' Career and Legacy
00:00:45
Speaker
This is probably one of the most exciting episodes I've ever had the opportunity to be a part of because we are hanging out here with Mr. Tom Hopkins in his backyard.
00:00:56
Speaker
Tom, thanks for coming on the show with us today.
00:00:58
Speaker
You bet.
00:00:59
Speaker
I'm pumped.
00:00:59
Speaker
I love what you guys do.
00:01:01
Speaker
Yeah, I can't wait.
00:01:02
Speaker
And I mean, just yesterday we were here for part of the Noxstar sales competition.
00:01:08
Speaker
We had the opportunity to come hang out with you here at your house.
00:01:11
Speaker
You took us out on a boat ride.
00:01:13
Speaker
Just a wonderful time we had with you.
00:01:15
Speaker
And so, yeah, I'm excited to even talk a little more today.
00:01:19
Speaker
Good.
00:01:19
Speaker
You know, hear why you decided to start working with Solar Guys and get a little more involved.
00:01:23
Speaker
Well, you know...
00:01:25
Speaker
What I found when I did research was how desperately people in this country need to take advantage of solar.
00:01:33
Speaker
And of course, as you know, Taylor McCarthy was only 18 years of age.
00:01:40
Speaker
When he was given some of my training by his father, and then he came to my seminars, and he has just become a product of the product, which means he knows what I do as well as I do.
00:01:55
Speaker
And that's why I'm so thrilled that he is starting to take my training and carry on as I slow my life down.
00:02:03
Speaker
which, you know, it's been 42 years where every week I've flown somewhere in the world to teach people called salespeople.
00:02:11
Speaker
And now, you know, he is going to be doing a lot of that for me.
00:02:15
Speaker
I'll still be active, but it's time.
00:02:18
Speaker
You know, I think I've seen people stay too long doing what they're doing to where they should have retired earlier.
00:02:25
Speaker
So that's kind of where I'm at.
00:02:27
Speaker
I'm kind of up in the air right now.
00:02:29
Speaker
Well, I don't blame you with this yard and the boat you got here.
00:02:33
Speaker
It'd be tough for me to go.
00:02:34
Speaker
Yeah.
00:02:35
Speaker
I want to back on stage.
00:02:36
Speaker
But yeah, so it's one of my favorite stories.
00:02:39
Speaker
When I first met Taylor McCarthy, I saw him speak at Door-to-Door Con, which I don't know if I've been to that, but it's the big conference for all the door-to-door people.
00:02:48
Speaker
And I remember after I heard him speak, this was maybe like five, six years ago, he was the top alarm guy at the time.
00:02:55
Speaker
And I went up to him after I said, what's your secret?
00:02:58
Speaker
And one of the first things he said is he's like, oh, everything I've learned is from Tom Hopkins.
00:03:02
Speaker
And he started passing out flyers of your seminars coming up.
00:03:06
Speaker
This is, I think, six years ago.
00:03:07
Speaker
And I never had the chance to go to one, unfortunately.
00:03:10
Speaker
But I just remember even back then he spoke so highly of
Secrets of Sales Success
00:03:14
Speaker
you.
00:03:14
Speaker
Yeah.
00:03:14
Speaker
You know, you can hear it in almost everything he says.
00:03:17
Speaker
It reflects back to something you've taught.
00:03:19
Speaker
So, yeah, we really appreciate you, you know, just passing on that legacy.
00:03:24
Speaker
Well, yeah, I couldn't be happier because I don't think you have the right and the ability to teach something you haven't totally done.
00:03:34
Speaker
And someone could totally invest in what I do and want to carry on my legacy.
00:03:39
Speaker
But if they haven't lived in the street, knocked on the doors, handled the rejection,
00:03:45
Speaker
overcome objections and become a pro and made a lot of money they really shouldn't.
00:03:51
Speaker
But of course, that's why Taylor totally satisfies all those items.
00:03:57
Speaker
And I think based on the way I watch him and his ability, he'll take it to a new level
00:04:04
Speaker
It'll even be finer and more profound for the solar industry.
00:04:10
Speaker
And solar entrepreneurs, I just know, and I think solarpreneurs is a great name.
00:04:17
Speaker
I mean, it's clever.
00:04:18
Speaker
It's fun.
00:04:20
Speaker
And, you know, let's face it.
00:04:21
Speaker
No one will forget it once they can learn how to say it.
00:04:25
Speaker
So we're penures.
00:04:26
Speaker
So anyway, that's great.
00:04:28
Speaker
Thank you.
00:04:28
Speaker
Yeah, no, of course.
00:04:30
Speaker
But yeah, we're just talking, Tom.
00:04:32
Speaker
We're sitting there.
00:04:33
Speaker
Some guys up on your roof for a second.
00:04:34
Speaker
I pulled up.
00:04:35
Speaker
I thought they were putting solar panels up there.
00:04:38
Speaker
Not quite yet, huh?
00:04:39
Speaker
No, no, we have had some challenges with our roof, and so we're getting one area redone.
00:04:46
Speaker
But we'll probably have that done.
00:04:47
Speaker
You know, he and I are always working like that, but it just hasn't been on the plate right now, but we will.
00:04:54
Speaker
Okay, well, yeah, once you get your roof fixed up, let me know.
00:04:57
Speaker
I know some solar guys.
00:04:59
Speaker
I bet you do.
00:05:00
Speaker
Ha, ha, ha.
00:05:03
Speaker
Well, Tom, so I wanted to ask you, I know you spoke a little bit to this already, but what was it when Taylor first maybe approached you or said, hey, Tom, do you want to get more involved with Noxstar and, you know, some of these events and calls and all that?
00:05:15
Speaker
What was it that made you excited to be a part of that or want to be more involved?
00:05:19
Speaker
Well, two things.
00:05:20
Speaker
First of all, I am aware that the energy people, the utility companies, everyone is increasing it to the point where the average homeowner, average income earner, average homeowner is stressed as they see what their utility bills are and how it's going up and up.
00:05:40
Speaker
and how solar satisfies that.
00:05:42
Speaker
I saw that.
00:05:43
Speaker
And again, as I said, Taylor came and we talked.
00:05:47
Speaker
We've been visiting a lot on what we could do.
00:05:51
Speaker
And, you know, it's a normal, beautiful match for a person as good as he is and as qualified as the industry is for what we need to do.
00:06:01
Speaker
It's just a win-win.
00:06:02
Speaker
Yeah.
00:06:03
Speaker
And so I'm pumped.
00:06:04
Speaker
And, you know, I could see with the group yesterday how they are so excited that what we're giving them, it's not rah-rah, jump over the fence, blah-blah.
00:06:15
Speaker
It's, hey, here's exactly what you say when they say what they say.
00:06:19
Speaker
Here's how you knock on a door and make sure you bring down defense barriers.
00:06:23
Speaker
Yeah.
00:06:24
Speaker
Here's how you all suddenly establish rapport to where a person who was upset that you knocked on their door is now happy that you called on them.
00:06:33
Speaker
So, I mean, all this is an art form.
00:06:35
Speaker
And selling in general is a very important art form.
00:06:41
Speaker
It's not luck, wit, charm.
00:06:43
Speaker
It is the skill of all these little things you do.
00:06:48
Speaker
You know, it's fundamentals applied properly, which is true of everything.
00:06:52
Speaker
In football, the team that wins has fundamentals of blocking and tackling done properly.
00:06:58
Speaker
And because they do, they usually win the game.
00:07:01
Speaker
Yeah.
00:07:02
Speaker
So every activity sport has fundamentals that you must follow.
00:07:09
Speaker
And if you do and do it right, you'll usually always income getting the agreement of whoever you're talking with.
00:07:17
Speaker
And that's the art form of, you know, meeting someone at a door who has huge defense barriers and an hour or two later, they're thanking you and writing a check.
00:07:28
Speaker
And that's the art form.
00:07:29
Speaker
Yeah, no doubt.
00:07:30
Speaker
Yeah, it's something we've learned a lot, you know, from Tom, from Taylor coming to these events.
00:07:34
Speaker
So definitely if you're, you know, more interested in getting involved, we'll talk more about that.
00:07:39
Speaker
But something I wanted to ask you, Tom, is in solar, I don't know if you've seen this yet, since you haven't been, you know, working with solar guys a ton of time now, but something we see a lot, just training guys on our teams is solar, there's so much money to be made on a single commission.
00:07:55
Speaker
I mean, you're talking guys can make
00:07:56
Speaker
10, 20,000 on a single commission sometimes, especially out in California where I'm at.
00:08:01
Speaker
And so something we struggle with is just having guys stay motivated.
00:08:04
Speaker
Like they'll go close one deal.
00:08:06
Speaker
And then they'll make this big commission and they'll be like, okay, cool.
00:08:09
Speaker
Well, I don't have to work for the rest of the month.
Maintaining Momentum in Sales
00:08:11
Speaker
And just not like, you know, wanting to hit bigger numbers and just being satisfied with loan numbers.
00:08:16
Speaker
So I'm sure you saw that in real estate too.
00:08:19
Speaker
Sure.
00:08:19
Speaker
Do you have any advice in things you do?
00:08:22
Speaker
Well, it's hard to motivate a person who isn't self-motivated.
00:08:27
Speaker
And many people work to make enough money to have a existence of security.
00:08:33
Speaker
Yeah.
00:08:34
Speaker
But the challenge is a pro doesn't work like that.
00:08:37
Speaker
As you've heard Taylor say, and I say, that solar marketing is a fun, happy opportunity.
00:08:47
Speaker
And the money is not as important as the enjoyment you get for the family you serve.
00:08:52
Speaker
And so I think that...
00:08:54
Speaker
people who earn a certain income and then lay down or stop, they aren't real pros.
00:09:00
Speaker
They're doing okay.
00:09:02
Speaker
But the pro doesn't quit, doesn't stop.
00:09:06
Speaker
That's why the income that Taylor and people of his stature in an industry make doesn't determine how hard they work or the activity level they have.
00:09:17
Speaker
They stay focused, go out, they do the job, and of course they do reward themselves with vacations,
00:09:24
Speaker
They take good care of their families.
00:09:26
Speaker
They do, you know, say, hey, I've worked hard.
00:09:29
Speaker
Now we're taking this week and going to the Bahamas.
00:09:32
Speaker
But no, you reward yourself after you've had a very strong activity growth level.
00:09:38
Speaker
But you don't lay down when you're doing good because that's when you should do better.
00:09:44
Speaker
Yeah, I know.
00:09:45
Speaker
Well, that's something you talked about yesterday.
00:09:47
Speaker
I think for me, sometimes I'm tempted to slow down when I get a cell or two.
00:09:51
Speaker
Not other guys, but it's like once you have that momentum on your side, once you get the one cell, like Taylor always talks about how the best time to get the second cell is right after the first one.
00:10:00
Speaker
And the momentum is amazing what happens when your emotions, when your drive level has enjoyed a transaction where you have not only made a nice amount of money, but have satisfied a client, a homeowner.
00:10:16
Speaker
When that all happens, it should be adrenaline to say, let's go for more.
00:10:20
Speaker
And again, people that let the income they make determine their activities really are not true pros.
00:10:27
Speaker
Yeah.
00:10:28
Speaker
For sure.
00:10:28
Speaker
And well, another thing I was curious about, Tom, is like you've written, what is it, 19 books now?
00:10:34
Speaker
Yeah.
00:10:34
Speaker
Okay.
00:10:35
Speaker
So just a lot of books.
00:10:37
Speaker
That's a good amount.
00:10:38
Speaker
So congratulations on that.
00:10:40
Speaker
Thank you.
00:10:40
Speaker
Your golf book is the best though, right?
00:10:43
Speaker
Yeah.
00:10:44
Speaker
I had fun with that.
00:10:46
Speaker
He showed his golf book yesterday that's not released yet.
00:10:49
Speaker
And it's fully developed, but there's no writing on the page yet.
00:10:54
Speaker
Yeah.
00:10:55
Speaker
Yeah, no, that's one of my, I would call it kind of a joke book where this guy who is an old dear friend, one day we went out, we played golf, and he opened up his bag, and he says, Tom, I've got a little gift for you.
00:11:08
Speaker
And he pulled out this book, and it said, you know, on the front, what I have learned about professional golf by Tom Hopkins.
00:11:17
Speaker
And I was amazed because I'm not a good golfer.
00:11:21
Speaker
Not near anywhere a professional golfer would be.
00:11:24
Speaker
But I looked at it, and I was so excited.
00:11:27
Speaker
And so I said, thank you so much.
00:11:29
Speaker
He said, I hope you enjoy it, because it really is what you do and what you know.
00:11:35
Speaker
And so I opened it up, and sure enough, there's 150, 200 pages, not a word on a page.
00:11:39
Speaker
Blank, blank, blank.
00:11:45
Speaker
And of course, I laughed and laughed.
00:11:47
Speaker
And it was a cute thing because it was true.
00:11:51
Speaker
What I really know about professional golf is nothing.
00:11:55
Speaker
I just like to play.
00:11:56
Speaker
Not well, but I enjoy it.
00:11:59
Speaker
Yeah, we got a laugh out of that yesterday.
00:12:01
Speaker
It was fun.
00:12:02
Speaker
But after all these books, because I don't know, these days, you know, there's new books that come out.
00:12:08
Speaker
They're supposedly like the new best sales tactics and everything.
00:12:11
Speaker
And everyone's trying to market their stuff.
00:12:13
Speaker
But after, you know, having written all these books, being in sales education for so long, what do you think are some timeless things that like won't change?
00:12:22
Speaker
Or is there things you think that are changing as time goes on?
00:12:25
Speaker
Or do you think sales is pretty much staying the same?
Financial Independence through Sales
00:12:27
Speaker
No, I think there's basic fundamentals.
00:12:30
Speaker
Every activity has fundamentals.
00:12:34
Speaker
And the fundamentals of selling, and I teach basically seven of them, these will never change.
00:12:43
Speaker
People need to realize prospecting has got to be done properly.
00:12:47
Speaker
Handling objections.
00:12:49
Speaker
overcoming objections, closing the sale, then of course getting referrals, then follow-up.
00:12:55
Speaker
All these fundamentals must be done properly and they're learned.
00:13:00
Speaker
You're not born with them.
00:13:03
Speaker
I went to so many seminars, listened to so many instructors.
00:13:08
Speaker
I was a sponge to learn what they said we should do.
00:13:13
Speaker
And all of you that are watching this become very coachable because people that are successful, their minds are always open and they'll listen to someone and get an idea, some phraseology.
00:13:28
Speaker
And they'll suddenly say, I'm going to make that mine.
00:13:31
Speaker
And that's what happened to me.
00:13:33
Speaker
I was a 19-year-old, broke, uneducated, didn't make it through college, went 90 days and quit.
00:13:41
Speaker
And that's when I realized, you know, what am I going to do?
00:13:44
Speaker
And thank God, and I do.
00:13:46
Speaker
I found the art of selling, and my vocation was real estate, which I loved and spent eight glorious years finding homes for people and moving them in.
00:13:59
Speaker
And that's another thing you have to realize.
00:14:01
Speaker
You have to really love and believe in what you do.
00:14:05
Speaker
It's hard not to, first of all, believe that solar is so hot and wonderful today.
00:14:11
Speaker
And it's hard to see how you wouldn't love what you do because everybody seems to win in a real nice way.
00:14:20
Speaker
The homeowner wins because of savings.
00:14:23
Speaker
The company wins because of activity and growth, productivity.
00:14:27
Speaker
The representative wins because of making more money.
00:14:31
Speaker
So, you know, whenever you get your life in a win-win situation, take advantage of it, put a lot of activity for it.
00:14:39
Speaker
And I really believe, I don't care what the product or service, if a person will burn the midnight oil, will commit to, I mean, ferocious activity, they'll have three years to do it.
00:14:53
Speaker
to where they're financially on the road to financial independence.
00:14:57
Speaker
And that should be the goal.
00:15:00
Speaker
By financial independence, I mean living comfortably off the income your assets make at a given point in time.
00:15:08
Speaker
And that basically means that you can live well at your lifestyle without having to now make any money because you did it.
00:15:16
Speaker
Yes.
00:15:17
Speaker
But see, so many people don't want to put forth the effort.
00:15:20
Speaker
Or like you say, they get doing well and they slow down.
00:15:25
Speaker
Then they say, I need some money and they speed up.
00:15:29
Speaker
And that is an average person.
00:15:31
Speaker
Their cycles are this, where a pro is always this.
00:15:35
Speaker
Right.
00:15:36
Speaker
Yeah, I know.
00:15:37
Speaker
Well, yeah, you mentioned that you've struggled starting out 19 years old.
00:15:40
Speaker
What, you're knocking in your band uniform for a while, were you?
00:15:43
Speaker
Yeah.
00:15:43
Speaker
Yeah, I didn't have any... In fact, what happened was, you know, I wanted to get hired, and I was only 19.
00:15:50
Speaker
And keep in mind, this is back when there were very few number one young teenagers under 20, or women, believe it or not, in the real estate business.
00:16:01
Speaker
Mm-hmm.
00:16:01
Speaker
Now that's totally changed.
00:16:03
Speaker
Women control residential real estate as far as numbers, but there were no teenagers and no broker wanted to hire me.
00:16:11
Speaker
And one broker said, you know, son, I'm going to give you a chance.
00:16:14
Speaker
And I didn't have a car.
00:16:16
Speaker
I was on a motorcycle.
00:16:19
Speaker
And he says, well, I shouldn't probably give you a chance and hire you, but your attitude is good.
00:16:24
Speaker
And so if you'll show up Monday, and even though you don't have a car, we'll hopefully get you making money so you can buy a car.
00:16:33
Speaker
And he says, show up Monday.
00:16:35
Speaker
And of course, we have a dress code.
00:16:37
Speaker
And we like to have our people wear our suit, which right away I cringed.
00:16:42
Speaker
I didn't say anything.
00:16:44
Speaker
But I literally at that point in my life didn't own a suit.
00:16:48
Speaker
And then I thought, well, I do.
00:16:51
Speaker
Because when the Beatles came to the Hollywood Bowl the very first time, I said, you know what?
00:16:59
Speaker
I went to the Hollywood Bowl, saw the Beatles, and they walked out in these
00:17:03
Speaker
Gorgeous suits that had vests or what's on the collar?
00:17:09
Speaker
Anyway, they were beautiful silver, shiny suits.
00:17:14
Speaker
And I took a picture and sure enough found a tailor and I had one made.
00:17:20
Speaker
And so I decided that's the only suit I got.
00:17:23
Speaker
So I walked in that next Monday to the real estate office, got off my motorcycle, walked in in this bright silver band uniform.
00:17:34
Speaker
And the broker kind of looked up and saw me standing there.
00:17:39
Speaker
And he said, everybody heads up here.
00:17:42
Speaker
This young man just walked in, Tom Hopkins.
00:17:45
Speaker
He drove his motorcycle in.
00:17:47
Speaker
And when you look at what he's wearing, if he can make a living in that outfit on a motorcycle, I expect all of you to get rich.
00:17:57
Speaker
And that was kind of how I started.
00:17:59
Speaker
Okay.
00:18:00
Speaker
And, you know, fortunately, I ended up getting a car and starting.
00:18:06
Speaker
And, you know, it was a wonderful eight years selling homes.
00:18:09
Speaker
Yeah, no kidding.
00:18:10
Speaker
Well, how long did it take you, would you say, until you, like, you know, started making money, having success?
00:18:16
Speaker
About a four and a half, five months of really not making hardly anything.
00:18:21
Speaker
Luckily, I started going to seminars, and I went and saw a man named J. Douglas Edwards, which was my original mentor.
00:18:31
Speaker
And I took every word, and most of the people watching this...
00:18:36
Speaker
have access to the Doug Edwards, we call it Doug Edwards, but his name was J. Douglas Edwards.
00:18:44
Speaker
And his, they were records, and I took them and put them on cassettes.
00:18:49
Speaker
Now, we don't have them on CDs, but his training, it was my foundation.
00:18:56
Speaker
Yeah, and that's someone that Taylor McCarthy talks a lot about.
00:19:00
Speaker
And he has the records from Mr. Edwards.
00:19:02
Speaker
I know Taylor went and bought
00:19:06
Speaker
every one of Mr. Edwards records and he's got them and so anyone that hasn't heard them or wants to listen could probably see if you could even borrow one from Taylor and listen to it and record it I'm sure he'll let you and make it yours
00:19:26
Speaker
Yeah, that's a great idea.
00:19:28
Speaker
And well, yeah, because just like in real estate, a lot of people on solar, I mean, that's that's the one I guess sometimes complaint people have about solar is that sometimes it takes a while for these commissions to start coming in and it's not as quick to sell as other things like people sell pest control door to door and, you know, get sure, you know, can get a commission on it.
00:19:48
Speaker
the next week and solar i think is getting better with that but for those that are like i don't know maybe struggling or it's taking a while for you was it just putting your head down going to work or what were you what would you say are the things that took you from uh well you know struggling to actually finding success well fortunately i was in construction before i went into real estate and i also was i i think smart enough to put my money away and
00:20:12
Speaker
So I had enough cash saved from construction and I could live for six months.
00:20:20
Speaker
And that's something I've always taught.
00:20:22
Speaker
If a person goes into the field of sales and marketing, they need to have enough money to live without stress until it starts to happen.
00:20:32
Speaker
And it does take a while.
00:20:34
Speaker
I understand in solar that some people have to wait quite a while.
00:20:39
Speaker
They close the transaction, but the money's not there.
00:20:43
Speaker
But I think that's just part of the way the game's played.
00:20:45
Speaker
Yeah.
00:20:46
Speaker
You got to learn the rules, play the game, and plan to win.
00:20:50
Speaker
Yeah.
00:20:51
Speaker
Well, it's true, and I wish I would have known that.
00:20:53
Speaker
So for those listening, I think it's good.
00:20:55
Speaker
I mean, there's ways they can do it now where they give people some upfront money, things like that.
00:21:00
Speaker
But when I started in slower, I had 50 bucks in my bank account, and I had to live off of other people's food, and I was cooking them eggs in the morning.
00:21:08
Speaker
Just hoping they'd share their breakfast with me and getting out there.
00:21:11
Speaker
But I don't know, there's something to be said with that too, is when you have the urgency to make it happen, you go out and push more, I think.
00:21:17
Speaker
Well, and see, your story is the kind of story that people need to hear.
00:21:23
Speaker
that you weren't born with a silver spoon in your mouth.
00:21:27
Speaker
You weren't born with abundance.
00:21:30
Speaker
I mean, you're the same way I was.
00:21:32
Speaker
My mom and dad were very average income people, wonderful, wonderful parents, but dad never found his niche.
00:21:40
Speaker
And I believe your niche in life is when you find a way to make an income that you love and it's possible to make a lot of money.
Belief, Practice, and Learning in Sales
00:21:51
Speaker
And that's what sales and solar is all about.
00:21:55
Speaker
Because you can do that.
00:21:57
Speaker
I look at the income some of the folks who were here yesterday were making.
00:22:01
Speaker
Yes.
00:22:02
Speaker
And they never make that in average jobs.
00:22:07
Speaker
So it's super.
00:22:09
Speaker
And I think it's going to even get better.
00:22:12
Speaker
Our world is changing so rapidly.
00:22:14
Speaker
And I think that the people in the world are saying, I'm not paying these utility bills.
00:22:21
Speaker
And of course, if you have a good presentation, if you learn to speak as Taylor does at the door, if you learn to handle objections the way you
00:22:32
Speaker
do if you if you just concentrate on the phraseology become an actor or actress learning your lines you can make an incredible income yeah and again you're not selling a bunch of crap you're selling something good for a family yeah it's
00:22:49
Speaker
No doubt.
00:22:50
Speaker
And yeah, if you're listening to this podcast and not convinced of that, then I mean, that's obviously the first place you just start is write down all the reasons how you're helping out homeowners.
00:22:58
Speaker
Sure.
00:22:59
Speaker
You got to be completely sold.
00:23:01
Speaker
And speaking of learning the lines, something you talk a lot about Tom and Taylor does too, just practicing, drilling, rehearsing.
00:23:10
Speaker
So how much of that was a factor when you were starting out?
00:23:13
Speaker
Were you going to top guys in the office and memorizing their lines?
00:23:16
Speaker
Sure.
00:23:17
Speaker
Or what exactly do you do when you're practicing, Jillian?
00:23:19
Speaker
Well, and that's kind of what I did.
00:23:22
Speaker
I went to a seminar and the man said, find out the top income earner in your company, get their permission to sit as they're on the phone talking to make appointments, ask their permission to sit when they are talking with people at the desk or in their home.
00:23:40
Speaker
And I did.
00:23:40
Speaker
I found the number one income earning real estate person and I
00:23:45
Speaker
went and listened and made notes.
00:23:47
Speaker
Back then we had no recording devices.
00:23:50
Speaker
I know that sounds funny, but this is many years ago.
00:23:53
Speaker
But I was an avid note taker and I wrote down everything they said.
00:23:57
Speaker
Then I became an actor or actress and rehearsed it.
00:24:02
Speaker
You know, they say it costs too much.
00:24:03
Speaker
I had 14 words, I would say.
00:24:06
Speaker
They say I want to think it over.
00:24:07
Speaker
I had 73 words, I would say.
00:24:10
Speaker
So that anything they said to not get the yes to me, I'll handle the words to turn the no into the yes.
00:24:18
Speaker
Yeah, yeah, that's incredible.
00:24:19
Speaker
And yeah, it's super important.
00:24:21
Speaker
I think it's forgotten.
00:24:22
Speaker
Really, we have no excuse because back in your day, I mean...
00:24:25
Speaker
You had to write everything down.
00:24:26
Speaker
That's right.
00:24:27
Speaker
These days we got YouTube, we got this podcast.
00:24:29
Speaker
You can go online anytime here.
00:24:31
Speaker
Yeah, no, you have access to so much valuable information today.
00:24:38
Speaker
And, you know, the key is practice, drill, rehearse.
00:24:43
Speaker
You know, you can't just hear it once.
00:24:45
Speaker
You have to hear it.
00:24:46
Speaker
And if it's recording, listen to it.
00:24:49
Speaker
Turn your car into a classroom every mile you drive.
00:24:53
Speaker
And the average salesperson of any product, if we could average it out around the world, will spend about 5,000 hours driving in their vehicle.
00:25:03
Speaker
And that can be either just music or negativity of news.
00:25:08
Speaker
Mm-hmm.
00:25:09
Speaker
Or it can be motivation, be training.
00:25:12
Speaker
And I just think people need to turn that darn player in their car into a training tool and listen and listen and rehearse and rehearse until, you know, you practice drill and rehearse until it all becomes an internalized part of you.
00:25:29
Speaker
Yeah.
00:25:30
Speaker
Well, yeah, it's funny because I did a podcast with Taylor McCarthy last year.
00:25:35
Speaker
We're going to do another one here soon.
00:25:37
Speaker
But
00:25:38
Speaker
So many people have gone up to Taylor and told him the exact same lines.
00:25:43
Speaker
And he has a lot of videos, things like that now.
00:25:46
Speaker
But like when we first did this podcast, people would just listen to this on repeat 20 times.
00:25:51
Speaker
And then they go up and say the same words he's saying.
00:25:53
Speaker
So he's like, man, I feel like I'm talking to myself.
00:25:56
Speaker
Yeah, right.
00:25:58
Speaker
But really, I mean, that's how it's done.
00:25:59
Speaker
It's like...
00:26:00
Speaker
Success leaves clues, right?
00:26:02
Speaker
And for guys, which is most of us that aren't like born salesmen and everything, all you have to do is go listen to the guys that are having a ton of success.
00:26:10
Speaker
And we're fortunate to have good content and good material.
00:26:14
Speaker
Yeah, that's one thing I hope the folks watching this will realize, that if you have an environment of success with talented people to watch and listen to,
00:26:26
Speaker
You're in such a great opportunity to become successful.
00:26:30
Speaker
You know, there are many companies, and I know a lot of them, that people on the top don't know what to really teach to the people that are starting or that are in the middle.
00:26:40
Speaker
But in your company, you've got people on every level that can help, can train, and practice, drill, rehearse, watch the other people, take this program and just internalize all we're covering.
Building a Referral Network
00:26:55
Speaker
Yeah, super.
00:26:56
Speaker
Yeah, no, no doubt.
00:26:57
Speaker
And so Tom, just to kind of transition towards the end here.
00:27:01
Speaker
Another thing that I'm really impressed with is just all the referral based business you built when you're in real estate.
00:27:08
Speaker
And so in solar, a lot of us struggle sometimes to get referrals because it's like they put solar on once and they stay in that home forever.
00:27:16
Speaker
They're a lot of times not necessarily going to be repeat customers or anything.
00:27:22
Speaker
So do you have any advice?
00:27:23
Speaker
Like what would you say to build out a referral program?
00:27:26
Speaker
What helped you in real estate?
00:27:28
Speaker
Do you think we could apply over to solar?
00:27:29
Speaker
Well, first of all, if you make them happy with solar, I think the thing I would do and say, and I would make it honest, like say the people working under you,
00:27:42
Speaker
or that your company uh your team they should literally use you for the reason why they have to knock on the door why they have to say hi and i also like the words management has asked me to ask the folks we serve if they know anyone else we can help like that
00:28:04
Speaker
And if they like and trust you, they all have managers or people above them.
00:28:10
Speaker
So when you say management has asked me to ask people we serve if there's anyone else they might know.
00:28:18
Speaker
For example, it could be a relative.
00:28:21
Speaker
It could be an aunt, an uncle.
00:28:23
Speaker
Now, see, I'm opening their minds to people.
00:28:26
Speaker
Aunt...
00:28:27
Speaker
Uncle, it could be one of the neighbors.
00:28:30
Speaker
We find something interesting that there are 10 people across the street and five on each side.
00:28:37
Speaker
And these 20 people are very interested once they see we're getting solar on your roof.
00:28:45
Speaker
Which of those folks do you think I might go and see?
00:28:48
Speaker
Yeah.
00:28:49
Speaker
And of course, I really want you guys and gals to do this.
00:28:53
Speaker
When you put in a solar unit, the neighbors need to know.
00:28:57
Speaker
You need to blame management.
00:29:00
Speaker
Hi.
00:29:00
Speaker
And of course, today you can get the name of every homeowner from their address.
00:29:06
Speaker
So you can knock on the door, back up, smile.
00:29:11
Speaker
Hi, Mr. Johnson.
00:29:12
Speaker
I came by because the upper manager of my company knows that we just installed a wonderful solar program.
00:29:21
Speaker
for the Smiths up the street and they've asked me to make sure the neighbors know because people today are looking for every opportunity to lower overhead, to cut this tremendous utility challenge with money.
00:29:35
Speaker
So I thought I'd let you know what we do.
00:29:38
Speaker
Do you know anyone that I might serve if it's not right for you?
00:29:41
Speaker
Yeah.
00:29:42
Speaker
Boom.
00:29:42
Speaker
See?
00:29:42
Speaker
That's all.
00:29:43
Speaker
Yeah.
00:29:43
Speaker
Say it the right way and you will make the play.
00:29:47
Speaker
Yeah.
00:29:47
Speaker
I love that.
00:29:48
Speaker
Well, it's cool.
00:29:49
Speaker
How can someone be mad about that?
00:29:51
Speaker
Sure.
00:29:52
Speaker
It's like, don't be mad at me.
00:29:53
Speaker
Upper management.
00:29:54
Speaker
That's right.
00:29:55
Speaker
Send me to the house.
00:29:56
Speaker
That's right.
00:29:57
Speaker
Blame the guy above you for why you're doing it because they'll relate and they'll feel empathy for you and not be upset.
00:30:05
Speaker
I know.
00:30:05
Speaker
Yeah.
00:30:05
Speaker
And I think you're talking about that yesterday.
00:30:07
Speaker
Just a door presentation.
00:30:08
Speaker
Yeah.
00:30:09
Speaker
So I'm like, hey, forgive me.
00:30:10
Speaker
Just upper management told me.
00:30:12
Speaker
Yes, they're requiring me to do this.
00:30:15
Speaker
All right.
00:30:16
Speaker
Yeah, power.
00:30:17
Speaker
I love that.
00:30:18
Speaker
But that's the problem is most people, I think you probably agree, most people don't ask for the
Positivity and Resources
00:30:23
Speaker
clothes.
00:30:23
Speaker
They don't ask for the referral.
00:30:25
Speaker
It's just I think it's something I had to learn is just getting used to being in that sometimes.
00:30:31
Speaker
Some people say it's awkward or whatever, but just getting used to that feeling of
00:30:35
Speaker
asking for what you need because I think people don't ask for referrals.
00:30:39
Speaker
Well, you know this too.
00:30:41
Speaker
I am such a believer that you become a master asker where you learn to ask all the right questions.
00:30:48
Speaker
And all of you folks, I hope, you'll take advantage of the art of questioning that both Taylor, this Taylor, my Taylor McCarthy, that we all eat, sleep, drink, questioning, and listening are
00:31:04
Speaker
not talking and telling.
00:31:06
Speaker
Yeah.
00:31:07
Speaker
Boom.
00:31:08
Speaker
Love it.
00:31:09
Speaker
Well, Tom, to wrap up here, another thing that we've learned a lot from you is you talk about your positivity shield, the little, I think you called that, were you?
00:31:17
Speaker
Zip, zip.
00:31:18
Speaker
Zip, zip, positivity.
00:31:20
Speaker
So can you speak to that?
00:31:21
Speaker
Sure.
00:31:22
Speaker
How important is just being positive for you?
00:31:24
Speaker
Well,
00:31:25
Speaker
You know, I think everybody can agree that overall in the world, there's much more negativity than positivity.
00:31:34
Speaker
I mean, the news is loaded with negative cycles.
00:31:39
Speaker
There's been so many economic challenges.
00:31:42
Speaker
And so you've got to put guard yourself.
00:31:44
Speaker
And it's a game I started playing.
00:31:47
Speaker
I just felt that...
00:31:49
Speaker
I am at a block negativity and I call it my zip-zip game.
00:31:53
Speaker
And it's something that I did every morning before I left to get in my car and go and talk to people on the street.
00:32:01
Speaker
And I just take my left hand and I go zip.
00:32:04
Speaker
My right hand, I go zip.
00:32:06
Speaker
And then I say, I'm now in my positive shell.
00:32:10
Speaker
And I pretend that I put a shell around my brain, my mind, so that anything that comes at me negative is blocked.
00:32:18
Speaker
So I hope you that are watching this will take advantage of that.
00:32:22
Speaker
And it was so fun yesterday.
00:32:25
Speaker
And it's so fun at a seminar when I get people, hundreds of them, going zip, zip.
00:32:31
Speaker
I'm now in my positive shell.
00:32:34
Speaker
And we block the negativity and keep going.
00:32:38
Speaker
And if we get rejected, we laugh it off and look for the next yes hidden behind the nose.
00:32:45
Speaker
Yep.
00:32:46
Speaker
So everyone listening, you can pause it right now, zip up your positivity shield.
00:32:50
Speaker
That's right.
00:32:51
Speaker
Zip them up.
00:32:52
Speaker
Especially in door to door.
00:32:53
Speaker
Yes.
00:32:54
Speaker
Yes.
00:32:54
Speaker
That affects us all.
00:32:56
Speaker
So Tom, it's been incredible just being able to hang out with you, spend some time with you.
00:32:59
Speaker
And my last question is if people want to, you know, you've written 19 books.
00:33:04
Speaker
So just, I guess, keeping solar in mind, what would you say if someone was going to look for the first book you checked?
00:33:10
Speaker
Yeah, in fact, what's happening, because I'm kind of not really retiring, but slowing my life down, Amazon has taken all my books and CDs, and they've got them and discounted them, which is really exciting because they've got them at like 70% less than we used to market them for.
00:33:31
Speaker
So my 19 books, my CDs, my DVDs, all of that is available.
00:33:37
Speaker
If you go to Amazon, Tom Hopkins, you can find them.
00:33:41
Speaker
And if you have a challenge with that, our company, Tom Hopkins International, is here in Phoenix, Arizona.
00:33:49
Speaker
And you can always contact us, and we'll take care of finding you where our books are.
00:33:55
Speaker
But the first book, How to Master the Art of Selling,
00:33:58
Speaker
sold millions of copies because I tried in that first book to give everything a human being would ever need to make a lot of money selling whatever the product is.
00:34:09
Speaker
So I hope I can become a part of your life and a part of your growth to achieve your full potential, which we all deserve and should go for.
00:34:19
Speaker
Yeah, 100%.
00:34:20
Speaker
So for all our solopreneur listeners, go buy Tom's book if you haven't read any of his book.
00:34:26
Speaker
Reach out.
00:34:26
Speaker
Do you ever get on social media or anything like that, Tom?
00:34:29
Speaker
No, not really.
00:34:30
Speaker
Leave that to the young guys.
00:34:31
Speaker
Yeah, you guys take care of that now.
00:34:34
Speaker
You're still young.
00:34:37
Speaker
Well, yeah.
00:34:37
Speaker
And so, yeah.
00:34:38
Speaker
Well, if you want to connect with Tom, Noxstar is a great way to do it.
00:34:42
Speaker
Sure.
00:34:42
Speaker
Getting on calls with you.
00:34:44
Speaker
So, you know, reach out to me or Taylor McCarthy.
00:34:46
Speaker
Let them know you heard this podcast.
00:34:48
Speaker
Great.
00:34:48
Speaker
All the best.
00:34:50
Speaker
So, Tom, thanks again for coming on.
00:34:51
Speaker
You bet.
00:34:52
Speaker
Look forward to continuing to work with you and Noxstar and appreciate you, everything you're doing.
00:34:56
Speaker
Let's keep going.
00:34:57
Speaker
All the best.
00:34:59
Speaker
Thanks, Tom.
00:35:00
Speaker
Hey, solarpreneurs, are you sick and tired of spinning your wheels every month and not seeing your sales increase?
00:35:06
Speaker
Well, so was I, and the truth is I was never able to improve it until I figured out what was going wrong.
00:35:12
Speaker
So that's why I'm excited to announce for a limited time, we are doing a free sales diagnostic.
00:35:18
Speaker
We'll break down your sales process, figure out the holes in your business and see how we can help you improve.
00:35:25
Speaker
So at now we have six bucks for this month.
00:35:28
Speaker
So book a call now.
00:35:29
Speaker
Don't miss out.
00:35:31
Speaker
What you're going to do is send an email to taylor at solarpreneurs.com.
00:35:36
Speaker
That's taylor at solarpreneurs with an S dot com.
00:35:40
Speaker
I'll send you out a calendar link and we will figure out the time that works best.
00:35:44
Speaker
So shoot that email and let's increase your sales.