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From Blitzing To Running World Class Ranch Retreats - Dan Tracy
279 Plays11 days ago
Dan Tracy is on today's podcast to share how he makes killer tailor-made retreats for people in sales. With over a decade of experience on the doors, he knows the ins and outs of the industry and how sales reps can improve their overall performance.
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Transcript
From $50 to 150 Deals: Taylor Armstrong's Sales Success
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong. 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.
Podcast's Mission: Avoiding Mistakes in Solar Business
00:00:19
Speaker
I teach you 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? 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. So some of you already know that I run my own door to door sales team here in San Diego.
00:00:47
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. But if I want to increase my deal flow, I need to do something different to get an
Solar Scout: Lead Generation and Listener Deals
00:00:57
Speaker
advantage.
00:00:57
Speaker
Then we discovered an app called Solar Scout, but it's not a door knocking app. It's a data platform that shows us who is likely to go solar in our market. 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.
00:01:16
Speaker
It's been working for a lot of teams across the country and now I'm on board too. I'm going to be one of the first to use SolarScout in San Diego so I decided to partner up. But I told them, hey, I'm going to talk about SolarScout on my show, you need to give my listeners a great deal. And they did.
00:01:31
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. That's solarscout.app forward slash Taylor.
00:01:44
Speaker
Okay, back to the show. Okay, what's up, everybody? We are here live, and just finishing up Door-to-DoorCon, actually, and ran into ah someone that was introduced by a previous podcast guest.
Dan Tracy's Sales Journey: From Ranch to Solar
00:01:58
Speaker
This guy, he's running retreats for sales teams. He's been in the industry. How long have you been in Door-to-Door now? Since 2008. Long time. i don't know. Not the greatest at math. It's been a few years.
00:02:10
Speaker
A long time. So yeah, we got Dan Tracy coming on. Thanks for joining us here today. Yeah, you bet. Taylor, stoked to be here, man. Yeah, i'm excited to talk to you. And yeah, know you've been a veteran of the industry, been in this forever. Yeah, especially, i don't think I've had anyone on that's done retreats like you're running, you got a ranch and everything. So super excited to jam on that with you. hear how you've been able to just help up level lot of door-to-door teams at your ranch. yeah, I guess let's start with, um yeah, what's your background, man? How'd you get into alarms and door-to-door back in the day? Yeah, great question. Been doing it a long time now. And I just got to say, first of all, like I love your podcast, really do. Thank you, brother. When I bumped into you at the entryway here yesterday, kind of kicking this thing off, I was stoked to like
00:02:57
Speaker
meet you in person because I've got a lot of value from this over the years and I've shared it with a lot of people and I love what you're doing and so I'm stoked to be here. As far as my personal experience, it's this kind of unique getting into door-to-door.
00:03:10
Speaker
I grew up on a ranch, a cattle ranch in southern Idaho. I look like a wrestler but I actually played basketball and oh oh yeah in junior high and high school. okay You wouldn't guess it, right? I'm not going to say I was good. I was more of Middle linebacker on the basketball court, right? Okay.
00:03:25
Speaker
But it was in the eighth grade. i we had We were playing a team that we didn't like. And me and another kid, his name was Derek Davis. I didn't know his name at the time, but we got into a bit of a scuffle.
00:03:37
Speaker
And the referee kicked us both out. And so I got ejected as an eighth grader from a basketball game. So were trying to wrestle at the basketball games? Pretty much. Throwing a few elbows. Kind of jawing back and forth. Anyway, we both got kicked out of the game. And that was in the eighth grade. Fast forward several years later. I'm in high school. I did rodeo competitively. So I rode bulls and bronc horses.
00:04:01
Speaker
And there's this kid back behind the buck and shoots at this rodeo in Rexburg, Idaho. And we keep looking at each other. And I'm like, man, where do I know this kid from? you know and And rodeo is different.
00:04:12
Speaker
You're competing against each other, but you're also, it's a team sport. you're You're rooting for each other too. So he comes over and he says, hey, aren't you, ah did he go to Raft River? And... I said, yeah, how'd you know? And he introduced himself and said, I'm the kid that we got in a fight and we both got kicked out. Oh, no way. So kind of funny, but to take this thing whole circle, we stayed in touch, became really good friends, stayed in touch, rodeoed together.
00:04:38
Speaker
We both graduated. We went on LDS service missions. And then he touched base with me after we had both got home from our missions a couple of years. And He had gone out with Apex Alarms. I think he went to San Diego. Okay. Had a ah really killer first year. Yeah. And at that time, I was working back home for ah utility, a co-op.
00:05:00
Speaker
Okay. i'm Reading meters and shutting people's power off if they didn't pay their bill. Wow. People i must say it must have hated you. Kind of a love-hate, yeah. Yeah. Yeah, it was a good job as a good starting position, but I knew I didn't want to do that forever. And he told me, hey, he said, I made 80 grand this summer selling alarms.
00:05:21
Speaker
It's a lot of money. It's good money when you're 21 years old. Especially back then. Back then, yeah. I told him, I said, I'm interested. But at that time, my wife, I was newly married. My wife was pregnant and had really good insurance with the co-op. And I said, hit me up next summer. Another year rolled by, he hit me up, and I said, I'm ready. Let's do this. So I quit and didn't look back from there.
00:05:43
Speaker
But that's kind of how I got into it. Yeah, that's awesome. that Started with ah an eighth-grade basketball scuffle. Man, yeah, that's a unique story. Yeah. that's ah That might be one of the top door-to-door introduction stories. we Right on. The ball circle.
00:05:57
Speaker
That's I will say, and we've stayed in touch. He's no longer in door to door, but I tell him, hey, man, like, you know, thank you. Like I have had some incredible experiences, made some amazing friendships and had a really good um lifestyle as a result. And, you know, just somebody being willing to invite me to come do something different. Yeah, there you go. You've never tried to get them to come back and do solar since then. He actually kind of took a step back and and I went on to manage and he did come and he was on my team when I was selling alarms in Pittsburgh back in like 2009 or 10. And so he came on as a rep in one of my offices, but no, he likes what he's doing now. He does something with grocery. He does something for farmers and grocery stores and he really loves what he's doing, but nice I don't see him coming back to the doors anytime soon. That'd be funny. So you was like a meter reader now for this?
00:06:53
Speaker
Shutting people's power off, right? Took your old jobs that you left. Yeah, exactly. That's awesome. But no, it's cool. he's We're still really good friends. and And I'm just, yeah, grateful that, like I said, started as a scuffle and turned out to be good friends. And it's actually been ah a really huge part of my my life, right? Yeah.
00:07:14
Speaker
Oh, for sure. Yeah, it's something we've actually done that in our correlations from every once in a while. We've done a thing where we go and thank the person that got us into the opportunity because I think it's a good, i don't know, like gratitude exercise. Go back because...
00:07:30
Speaker
You don't really think about it. And same for me. I didn i and actually did this um six months months ago when we did that little little exercise. Went and reached out to the guy that recruited me to pest control. Hadn't talked to him in like 10 years. And um he was like, it was kind of a cool yeah reunion again. So I think it's cool to just reflect and um have that gratitude for the people that brought us in. Because, yeah, it's like life-changing industry, right, Aaron? Definitely. Who knows where we would be if someone didn't reach out to us?
00:07:56
Speaker
so Yeah, Derek, if you're listening, thank you. Yeah. I doubt you are, but I'll tell you what, Taylor, hold me accountable. I'm goingnna i'm going to give him a call on my drive back to the ranch and thank him.
00:08:07
Speaker
Yeah, right. Thanks, Derek. Depends on the day, right? him the podcast, yeah. You have a rough day and you get your teeth kicked in on the doors, you know, you're like, no. I shouldn't have listened to him. Yeah, well, cool. And so we'll get into the solar side of things in a minute, but how did it Alarms, was it pretty smooth? I know it's been a long time, but did you struggle quite a bit starting out in alarms or how was your first year in alarms?
00:08:31
Speaker
Actually, I feel like I had a few advantages. I'm not going to say it wasn't hard. I think there's ebb and flow, but I i really started off I had a good first year.
00:08:43
Speaker
and don't think I ever really had a bad year. Progressively got better and better, but um I felt fortunate because I i had i'd gone on a mission, and so when it was stateside and I learned how to set aside the fear of knocking a door and and handling rejection, that helped a ton. And then the other thing was working at the power company. Like I said, i had to I was the guy that would knock on the door and say, hey. Yeah, been doing it,
00:09:05
Speaker
Your bill's overdue, I'm sorry, but if you don't pay it by the end of the day, we're shutting you off, you know which I had to do a lot. And sometimes that was kind of hard if it was somebody you knew, but I'd just try to approach it in kind of a fun, playful way and just say, look, you know I don't think any less of you and and I'm just doing my job and I want to help you you know keep your power on. But I think what that did is it just it gave me it helped me develop some skills to learn how to deal with rejection,
00:09:32
Speaker
and how to communicate with people. And so I'm not going to say definitely there there are hard days, there's hard moments, but I do feel like I took to it pretty quick, progressively just got better with it every year. And so I did alarms for several years, a lot longer than I've done solar actually.
Transitioning to Solar: Challenges and Satisfaction
00:09:50
Speaker
yeah And I really enjoyed it. I think probably one of the biggest benefits um is just learning how to close.
00:09:57
Speaker
and And same day, that was... I really, really think that's an advantage to just know how to get the deal done yeah and how to get it installed that day. It'd be amazing if we could do that with solar. I know. I know there's there's some people that say they're going to get there. and And I don't know if it ever will, and maybe it never has to, but I do feel like I'm very grateful for my time in alarms because it taught me how to eat what you kill, right?
00:10:25
Speaker
Like go for the clothes and and don't be afraid of no. And if it is a no, on to the next one. Yeah, no, I think all the, most of the greatest guys in solar, they came from alarms first.
00:10:36
Speaker
You know, same same thing in pest control. Like, I see a lot of newer solar guys that sure they don't take the opportunity seriously. they They go out a couple hours, whatever. Yeah. So it's not the same as like the summer grind that we're used to in summer sales. So, you know, I jokingly say that everyone should go do a summer of, you know, alarms or like pest control so no doubt they can see the work ethic. because So you came from pest control?
00:11:00
Speaker
Yeah. Where did you do past that? I did an Aptiv. Okay. Well, it was Altera back then. Yeah, it was 2012. And then did it in 20... I did a mission And then 2014 and 2015. Cool. And then 2016. Summer of 2016 is when got into solar. Yeah.
00:11:15
Speaker
cool then twenty sixteen summer twenty sixteen is when i got into solar So I've heard your intro a lot of times to the podcast, and and one of the things that stood out to me is you said at one time you had $50 in your bank account. Yeah, that's right. so yeah i was never very and I never was very good at pest control, so I didn't actually make that much money doing pest control.
00:11:36
Speaker
But yeah, like when I came into solar, i they had to pay for my gas to get out there. and then I had about 50 bucks for food. So I'm sure you heard me say it on the podcast, but I was cooking people food in the morning and just just so they would share their food with me. so they I didn't have anything out there, you know, come a long ways. And that's why I love solar because and it took me from, you know, literally 50 bucks to now sure being able to get home and you know provide for my family and everything. So yeah, super grateful for it. Yeah, that's legit, man.
00:12:07
Speaker
Yeah. But yeah, enough about me. People hear about me all the time. So I want to hear how you transitioned to solar. So you did alarms, what, seven, eight years, you said? Probably a little bit longer than that. And occasionally I still get, ah just got a ah call, a referral last week. And I just gave it as a referral to my friend my good buddy, Jeremy Bell, who still works at Vivint. And we've stayed in touch and stayed friends. But, um you know, I actually, 2016, was given the chance go to
00:12:40
Speaker
i was given the chance to go I was supposed to manage an office down in
00:12:50
Speaker
it's just outside of, where's Disneyland? What's the name of that town right there? Anaheim. Yeah. With a a guy by the name of Jake Gregory. Jake's been in the industry a long time. And my my regional at the time with Vivint on the alarm side was Casey Baugh. And he said, hey, I think you ought to take this opportunity.
00:13:08
Speaker
I went down to Bakersfield. and kind of cut my teeth in solar, sold a few deals at Sterling Hills. Do you know Sterling? I don't think know. Jeff Gallivan, they've been in Bakersfield for years, and it was Viment Solar at the time. Okay.
00:13:22
Speaker
And I just, sometimes I look back and I regret because I see where some of those guys are and what they've done in the industry, but... I went and I did it for like a month. And at that time, my daughters, I had gone through a divorce and I was a single dad and I had two daughters living in Idaho with their mom. And I just felt like i even though I knew there was a big opportunity there, I didn't feel right about living that far away from my kids. So I took a step back and I stayed in alarms a few more years. And and sometimes that's kind of a hard pill to swallow because I guess hindsight's always twenty twenty And it's easy to look back and say, man, I wish I would have jumped in both feet then. I didn't do it until several years later.
00:14:04
Speaker
um I've only been doing it for a couple of years. I do it part-time because like I was telling you, my my family's got a cattle ranch up in Idaho and I'm doing some different ventures with that. But it's been been really fun. i really enjoy it. And it's cool now to be the guy that to go from the guy that used to be there to shut their power off if they weren't paying their bill to say, Hey, I've got a solution. yeah Let's have you pay less. Let's have you keep more of your money and produce your own power. So that's kind of
The Blitz Sales Model: Balancing Work and Family
00:14:32
Speaker
fun.
00:14:32
Speaker
yeah Um, so probably just three, three or four years now. Okay. Yeah, and you're mostly, you're doing blitzes, right? Yeah. Going on blitzing for solar? Yep.
00:14:43
Speaker
and Yeah, we'll we'll do some research, pick markets. I've got a few comrades that I travel with that we've been buddies for years, and and we do, we work together and we play together, and we'll research markets, and we'll go ah blitz different markets based on utilities, power rates, incentives, you know, wherever we feel like we're going to get the most bang for our buck. and We'll also ah broker it, if you will, meaning we like the option of being able to give the homeowner the best fit. It's not a one-size-fits-all. You know, different companies have different advantages, you know. That's kind of the model that we've been doing, and it seems to work. Something else, and and you and I didn't talk about it previously, but this is kind of a ah fun part about door-to-door background in solar is just, you know, you come to something like this, and like you and I were talking, it's like a reunion, you know. Right.
00:15:35
Speaker
You're meeting people that you've worked with over the years in different capacities, but I've been able to form relationships not just on the residential side, but I've got a buddy up in Cache Valley, Jason Baugh. I don't know if you've, have you met Jason?
00:15:51
Speaker
I don't know. Is Casey's brother or something? or He's a boss from Cache Valley, but I don't think they're actually related. They've worked together. Both are just great people like Casey and Jason. Jason has um he's gotten a a really good reputation.
00:16:09
Speaker
um for himself carving out kind of a ah niche in commercial and also in ag, which has kind of been ah a really challenging dynamic for a lot of companies and reps to figure out, but he's done it. And so I've been working with him on some different projects, like with farmers and businesses as well. To do solar for them?
00:16:30
Speaker
Yes. Okay. yeah Yeah, that's cool. So um it's a lot more challenging and there's a lot more paperwork and red tape, which isn't my forte, but he's very good at all that. And so if I'm not out on the road doing that, when I'm back home at the ranch, you know, I'm also making contacts with farmers and businesses to to look at the commercial and the ag side of solar too. That's awesome.
00:16:56
Speaker
Yeah. Yeah, and so by the time people listen to this, episode should be out. But yeah, i know you're working with Dan Anderson and Dusty Broadhead, right? Yeah. Yeah, so did a great episode with them and had had a couple audio issues, unfortunately, but ah everyone should go. We'll link that if you haven't listened to that. Go check it out.
00:17:15
Speaker
But yeah, before we get into your ranch a little bit more in the retreats and all that, with Blitzes, um I don't do, I do a blitz maybe once a quarter. so I don't do a ton of blitzing.
00:17:26
Speaker
But yeah, i got a lot of respect for guys that are just like constantly traveling and all that. And we talked a lot with Dusty and Dan about how they structure it. And um was the like 10 days, right?
00:17:38
Speaker
They do 10 days or so. At the longest. um Okay. You know, Ty Bastion, good friend of mine, Vital. Yeah. Love the Vital group. We've worked with them as well, but they kind of structured the 10 on, 20 off, and and I think that's a great way to do it. Nothing wrong with that.
00:17:55
Speaker
Yeah. We're getting a little long in the tooth, me and Dan and Dusty, and so we found that we have done stretches that long, but we usually try to keep it to a week. Okay. You know, fly out on a Sunday evening and and fly back the following Sunday, right? Yeah.
00:18:09
Speaker
But um there's pros and cons, right? Obviously, the longer you can spend in a market, the more deals you're going to close. Yeah. At the same time, I like sleeping in my own bed and spending time with my family. Yeah, it's it's tough. As you know, it's tough when you have kids and family. and That's why my wife, she hates it when I go on Blitzes because then she's got to deal with, we've got a five, a three, and a baby. Oh, cool. So, you know, it's a lot of, even me coming to door-to-door con all that, she's like, ah another another conference, not again. yeah And kind of complains, but she understands.
00:18:41
Speaker
But yeah, it's tough when, so... ah It's hard to complain when she can, ah you know, jump on Amazon and buy the thing she wants, right? I know. Trade-off. I know. Like, hey...
00:18:53
Speaker
Got to make the money to buy this stuff. Exactly. But yeah, from your perspective, and guys can go listen to that episode. We go a lot more in depth on that. But I guess just to touch on that, what's been your maybe perspective from doing these blitzes or anything you've ah like learned or maybe like...
00:19:10
Speaker
um experienced maybe things that you that you wish could have gone better as you first started things have been improved or what's been your perspective going on these blitzes yeah good question um and and there's pros and cons to like living in a market and work in a market i i think is a good thing yeah I think from my perspective, more than anything, with my background in alarms, I got used to being gone during the summers and then in the off-season doing these blitzes. So this actually, it feels more normal to me than...
00:19:44
Speaker
living in a market and working in it would probably, yeah you know what I'm saying? terms Yeah. But I, I think there's pros and cons to both. I will say one thing about, you know, the blitz model is I love the, the hit it and quit it mentality yeah because like you're talking about and family, kid, wife, kids, um,
00:20:07
Speaker
I love that when I'm home, I can be home and I can be there. And not to say that you don't get phone calls and that there's not work to do. Yeah. But it is nice to be able to just get in the car, go to the airport. And once I'm in my car, I know like I can focus. It's time to work.
00:20:24
Speaker
and And my wife respects that. And she tries to, you know, we talk in the evenings, but she's, thank goodness, she's very supportive, but not supportive. needy, I guess you could say. She knows that like I need to focus and I need to execute when I'm out.
00:20:38
Speaker
And um i feel like I've just, over the years, just been programmed to kind of work that way and it works good for us. Not to say that there there are definitely advantages to living in a market and working it year round, which is what I'm building up on the the ag and the commercial side when I'm at home.
00:20:55
Speaker
nice But I will say, um I do like, I love traveling. I get a little bit stir crazy if I've been at home too long. I've got a bit of a gypsy soul. yeah And so I love meeting people. We we do try to when we do blitz models, I like it when we have a market that I've been to several times because you've got...
00:21:18
Speaker
momentum there, right? You've got referrals, you've got names to drop. You've already kind of cut your teeth in the area. So we we try to stay in ah in an area as long as we can. Yeah, that's awesome.
00:21:29
Speaker
Yeah. And yeah, i know they they talked a lot about sounds like you guys are pretty aligned because that's exactly what Dusty and dan were saying too, is just that they can go all in full focus.
00:21:40
Speaker
Yeah. And it's funny as, I mean, the results speak for themselves. They made, I know a lot of you you guys that were more set in deals and them closing too, they made more money than a lot of full-time guys go to. So I think it's like a lot of guys that are in the market, they kind of sometimes take advantage because there's not that separation. So they're just like, oh, I'm going to...
00:22:00
Speaker
get out, work whenever I want. And so I think there is a benefit in that where you guys know, okay, especially if you're only there a week. Exactly. You got to be. i You got to make your time count. It's like, hey, I'm not out here sleeping in a hotel and being away from my wife and my family for free. Yeah. I don't want to go and and not be productive. And it also, it helps having, you know, guys there that that are holding you accountable. And so like you touched on,
00:22:29
Speaker
I've closed deals, but I prefer on the solar side just being the setter. Yeah. It fits me better. i don't enjoy the the pipeline and I don't enjoy the pull-through process. Dan and Dusty are wizards at that. They're really good at closing.
00:22:43
Speaker
They're really good at navigating pipeline. my My expertise, I'm good at knocking a door, making a connection, making a friend. Yeah. And so I feel like we we work really well in that aspect, just making the time count and knowing that, hey, I've got five or seven days here.
00:22:59
Speaker
yeah And when I'm at home, I want to be at home. So I'm going go hustle, but also knowing that, hey, these guys are counting on me to get them to kitchen tables so they can do what they do. So it works really good. I'm not saying it's a... doesn't work for everybody, but we've found a way to make it good for us. So it's been fun, yeah you know, and then you get back in the evening and rubbing shoulders and watching family guy with the boys telling stories, crazy stuff that happens on the doors, you know, sometimes, uh, I like to give them a hard time because, you know, I don't know about you, but I wear a vest on the doors. Right. And I used to get some
00:23:36
Speaker
shit for that. Yeah. Right. Can I say that on the podcast? I grew up on a ranch. Yeah. you're So I used to get a little bit of, I got some flack for that. And I did it when I worked for the utility too. So I feel like when I do that, I'm just doing my job, right? Hey, I'm just here to get the power bill. You know, anyway, Dan and Dusty would tease me. So what we like to do a lot of times the same day appointments, you know, I'll get the power bill and then I'll call them and say, Hey, any chance you guys are in the area? How about you swing by?
00:24:04
Speaker
take a look at the roof, take a look the power bill, and they'll roll in and they'll get out and i'll I'll shake my head in disgust and say, hey, you guys, I'm going to look the other way this time. But if you come to another appointment without your vest on, I'm going to make sure that you guys get written up. Yeah, and sometimes the customers don't know how to take it and they usually laugh. But it's kind of a way of me making light of me wearing a vest and they're not, you know. That's so funny. I haven't.
00:24:31
Speaker
I do wear the vest. When I was at the utility, I used to wear a hard hat, too. okay I haven't pushed it that far yet. But Taylor, if we ever get the chance to go in the doors, man, I think you and I are wearing hard hat and vest. I've never seen that. I've seen guys that go with tool belt. Tool belt.
00:24:46
Speaker
Yeah. I'm like, wow, that's a next level. Hard hat. That would be it. Yeah. Yeah. That'd be a full get up. The hard hat and the vest, man. Let's do it. We'll make it happen. Okay. We'll make happen. SDG&E, right? yeah Yeah. You never, yeah, people would have no idea. Isn't that who it is down in San Diego? Yeah. Yeah. yeah It does work as much as people hand on the vests. I mean, I got to see. Do wear one?
00:25:08
Speaker
No, I don't wear a vest. I don't know. Maybe, maybe it's just here, but I feel like another thing that it, it does, at least for me is, I feel like i'm like I'm wanting to be seen.
00:25:19
Speaker
I'm not trying. And and so that that has people let their guard down pretty quick. But not saying I couldn't knock without one, but it's kind of a little joke between the three of us. all I'll shake my head and be like, I can't believe this. You guys are violating code again.
00:25:35
Speaker
And if it happens, I'm going to look the other way. But if it happens again, we're going to have to write you up. You got to have, but you got to make it fun, right? Because it can get super, oh you know how it is. Some days are better than others, but you got to, you got to learn to laugh and joke and like be a real person on the doors. You know, you can't be a robot. That's, I think that's how people as old as me and you are. Sure. Us old guys, you know, we got to have fun because when you've done it for eight, 10 years, you got to figure out a way to make it enjoyable. Yes, exactly. It's important. and Yep. So that's cool, man. Well, yeah, guys can go listen to that other podcast with Dan and Dusty if you want to hear all but ah all about their blitzes.
00:26:13
Speaker
But let's ah jump into your ranch and everything now because that's what I was interested to hear about.
Ranch Retreats: Sales Team Building and Adventures
00:26:19
Speaker
um you've been How long have you been doing ah retreats on your ranch now? Well, we're ah we're a fourth generation cattle ranching family. So that's what I grew up doing. Yeah. Goes clear back to the 1800s. My family homesteaded, you know, in Ogden, Utah, and then went up to Idaho. It's a little town called Alamo, Idaho. So it's about two and a half hours from Salt Lake. Okay.
00:26:43
Speaker
and So it's been in the family for years. And I grew up, you know, working cattle, riding horses. I rodeoed competitively. It's just in my blood. I love it. But I also love to travel. I love sales.
00:26:57
Speaker
I love being able to make, you know, the professional money that is in sales. About the time I transitioned from alarms to solar, took a step back for a year or so and and moved back to the ranch. Loved it, enjoyed it, but wanted to find a way to kind of bring the two together. I've met several really good friends over the years that would always say, hey, I want to come up to the ranch and go ride horses or move cows or shoot a deer or go rabbit hunting or bird hunting or whatever. And so I'd had a few friends that had come up, but I thought, man, it'd be really cool to put the two together.
00:27:31
Speaker
One thing that Vivint did really good, ah they did like leadership retreats and different things. We'd always do quarterly retreats or incentive trips and things like that. And I loved it. I felt like it gave you a chance to get off the doors and and really like bond with the people you work with in ah in like a non-work environment, you know, in a fun way. And so when I took a step back from the doors for a year or so, i thought, look, this would be really cool to kind of bring the two together, you know.
00:28:00
Speaker
and give people an excuse and an opportunity to come here to get in nature, to disconnect, and to retreat a little bit, you know, yeah and to enjoy country living and Western lifestyle. And so we built a campground, and and we're in the process of expanding it, but we've got some geodesic domes, if you've ever seen those. Similar to a yurt, but they're actually a little cooler because you've got a big picture-style window in the front. Okay.
00:28:29
Speaker
So you're camping, you're glamping, right? It's glamorous camping. Like, you've got some modern convenience. You feel like you're right in nature, but you've got a roof over your head. You've got a heater, you're warm, or you're cool, or, you know, depending on what time of year it is. Yeah.
00:28:44
Speaker
I just love it. It gives you a chance to get out and reflect and and really recharge, I guess, more than anything. And so that's one aspect of it, the campground. yeah With the geodesic domes, um we've we've done tents as well. It kind of depends on whatever the group wants to do. Vital, shout out to Vital. Love the crew there.
00:29:03
Speaker
and um we've hosted their leadership retreat. They call it the offsite the last two years. so And that's where they bring some of their top performers. And we plan out, I usually coordinate with Libby and Brittany.
00:29:17
Speaker
They're freaking awesome. And that's who plans out all of their retreats. And we just begin with the end in mind, like, hey, what do you want to accomplish? And we literally jam on it for several months. And I help, you know, Taylor. We do a tailor-made plan for their retreat. And we put it together. So like last year, it was a blast. We did a rodeo.
00:29:35
Speaker
Oh, sweet. Yeah. Like colon rodeo. Thank goodness. Nobody was hurt. Yeah. my Which hope that's what makes it fun. Right. Yes. There were waivers signed. Yeah. And I've always kind of been an adrenaline junkie, but it's it's fun that you can get out there and and do things that like, you know, let people really like kind of push the limits a little bit, you know? So we did that. We did a day on the snake river where we rented pontoon boats and jet skis and,
00:30:01
Speaker
set up a a volleyball net and um had a blast doing that. And then we cater all their meals. My mom, my sister-in-law, my wife are phenomenal cooks. And so we catered all their meals and then they'll bring in like guest speakers or specialists that do breath work to really make sure that there's a good balance. But it's been a lot of fun. And so I've done it with...
00:30:25
Speaker
You know, Vital and some other groups. We've also done men's groups. We've done couples retreats. Wow. What we're really focused on right now that I'm i'm really stoked about is I was telling you a little bit about it, I think, the guided bison hunts.
00:30:39
Speaker
Oh, yeah. i think you mentioned that. Yeah. Yeah. So I'm excited to see where that goes. We're just rolling it out. But right now we're offering guided hunts on the ranch where it's not just a, it's not a high fence hunt.
00:30:50
Speaker
It's not a high fence hunt, meaning they're not just in a pasture or a corral, but these are like out on the range and on the mountainside. Okay. And we pack back in on horses and we literally, you know, like we hunt them, we harvest them, process them, and then we get to enjoy the the meat, right? Yeah, that's so cool.
00:31:11
Speaker
yeah Yeah. Just becoming a primal, going back to our ancestry. I love that. Well, what's cool about this, and and we're recording this, it just just finished Door to DoorCon 8. Yeah.
00:31:24
Speaker
Shout out to Sam. Phenomenal. phenomenal lineup and an event and if you haven't made it you should definitely bring your team come and be part of this but kind of the main theme in his new book was eat what you kill yeah that's right i got a copy of his book excited to read it yeah and so there's a parallel there like hey um we're we're hunters in in a sense right like you wake up you get back to san diego and and you wake up monday morning and you roll out of bed you're going to go find a deal, right?
00:31:56
Speaker
Several. and And I love that that aspect of it, that um it correlates perfectly, that you've got to be self-motivated. You've got to know what you're looking for, and you you can't be afraid to go out and hustle for it, you know?
00:32:11
Speaker
That's so good. Well, I was just sorry to cut you off, but I was going to say like, um yeah, we were talking before we hit recorder too. I just did a retreat at another rancher in Utah with yeah Jens Bunnell. His company is Momentus, Momentum Man, and a lot of similar things. And um yeah, I think it was of of like a men's retreat type thing. So I went with my dad and my brother and um I think there's just something about being in like nature and the breakthroughs you can have.
00:32:41
Speaker
And yeah, like we had a lot of you know I've never been like super close to my dad and my brother. My brother's four years younger than me. and ah kind of different interests and stuff. But yeah, we just had breakthroughs as a family. We saw the guys there just have like major breakthroughs being in that type of environment and everything. So I'd imagine it's a lot of the same stuff you you do. And maybe even talk about that just because what's the what do you think is the difference versus doing it? Because a lot of companies, they just go to like...
00:33:11
Speaker
other retreats in the cities or whatever. Yeah. sort of but nothing Nothing wrong with going to Vegas. I love going to Vegas, playing cards, seeing the shows. like There's a lot of cool, you know fun things that you can do with with sales reps or companies or even like with your spouse. you know yeah But there's something really special about, I call it disconnect to reconnect.
00:33:33
Speaker
And one thing I love about the campground is there's no cell phone service. Okay. Right? And pros and cons. Yeah. But, like, we're always... on a device. We're always connected.
00:33:46
Speaker
And I think there there really is some power in just saying, hey, this thing doesn't run my life. I'm going to be intentional and I'm going to show up and I'm going to kind of focus on priorities and get clear on on what really matters. And doesn't mean, I mean, there's definitely, we do fun stuff too.
00:34:03
Speaker
I think there's a balance with that, right? And it depends on the group. What are they looking to do? you know But me personally, what resonates with me is the fact that being out in nature i really think that campfire therapy is a real thing right yeah um casey baugh a good a good friend a mentor a leader that i look up to yeah you've met casey haven't you has he been on the podcast or he never he never has maybe you can casey hey you need to get with this guy no casey's a power i listen to his podcast and he's yeah he's one of the goats for sure He's one of the goats and he's got a heart of gold, but it's no coincidence that he loves to kick it around the fire pit and recruit.
00:34:46
Speaker
And it's because scientifically there's something, and and im I'm not a scientist and I'm not going to pretend I am, but I've read about it. There's something about a fire that has a calming therapeutic effect, right? Sure, yeah.
00:34:58
Speaker
and it And it gives you the chance to connect and engage in a way that you can't Yeah.
00:35:10
Speaker
yeah when you're with the boys or your wife or with your sales colleagues or whatever and you guys are kicking it around to campfire you can have some the best breakthroughs in some of the best conversations that just wouldn't happen otherwise Something else that's really unique that I just have a ah deep love for is i horseback therapy.
00:35:29
Speaker
yeah And there's scientific evidence, too. Horses are incredible animals. um They're like a mirror to your soul in so many ways. But it's been said that the outside of the horse is good for the inside of man.
00:35:45
Speaker
And I really feel like... One of my favorite things to do at the end of a long summer of being in ah a big city, Miami, Pittsburgh, wherever, I just love coming home and getting in the saddle and disappearing for a few hours, you know? yeah And so if I can take that...
00:36:04
Speaker
and share that with, you know, some of my colleagues and people that I work with and give them the chance to just to get out in nature and and disconnect and then reconnect.
00:36:16
Speaker
Like, that's, I'm super passionate about that. Yeah. Yeah, it's cool. I was telling you, we did horse therapy at the retreat. We weren't riding them, but yeah yeah they just did, you know, are you go pet them and all that. And then they did a thing where we all stood in a circle and then the horse or would like come up to...
00:36:35
Speaker
I guess they were saying the people that needed to release their emotions or something, the horses. Cool. Did we have to release some emotions? Well, probably. The horses didn't come up to me in the circle, so was like, okay.
00:36:51
Speaker
So for something that's interesting that that just reminded me of, I was listening to a podcast the other day about horses, and they can literally like— incredible animal in so many ways, but you can be on their back in the saddle and they can feel your heartbeat.
00:37:08
Speaker
okay Yes. and And like I said, I'm not a scientist, but if you want to Google it, there are several articles about a connection and a rhythm between your heart and the horses when you're riding them, which is great. And I think it's a shame. A lot of people have had unfortunately, bad experiences when they were young.
00:37:27
Speaker
not not ah Maybe not a lot of people, but I get that occasionally. Somebody will come and they'll be like, oh, no, I'm afraid of horses. And I think there's something like to be said to just like...
00:37:38
Speaker
When you climb in the saddle, like you're putting a lot of trust in that animal. you know what I guess it's being vulnerable you know and saying, hey, like um I'm trusting you to take care of me. and and That's also part of the therapy as well, not to mention being able to get back in the mountains and just see some beautiful scenery.
00:37:59
Speaker
Yeah, no doubt. Well, Dan, it's been awesome having you on. And speaking of the ranch, maybe we got, I know there's probably managers and teams listening this. Yeah. If people wanted to hit you out about possibly doing a retreat or checking out your ranch more, what's the best way to get in touch with you?
00:38:15
Speaker
Yeah. um Website scruffybuffaloranch.com. Okay. Pretty easy to remember. Yeah, like it. And then Instagram, Facebook, Scruffy Buffalo Ranch.
00:38:26
Speaker
Cool. Or you can just hit me up. I know a lot of guys in the industry. Feel free to shoot me a text. I'd love to get some ah some teams up there and make some memories.
00:38:37
Speaker
Yeah. So cool. Yeah. We'll have to check it out for sure. And, uh, yeah, just to end the podcast, what's, is there maybe one piece of advice you'd give our listeners, maybe something that took you, uh, longer to learn or something you wish you would have done different as you're getting into door to door or into solar, maybe a piece of advice for like a newer rep or someone that's struggling.
00:38:59
Speaker
This is a lesson I feel like I have to learn over and over, but I've been thinking about it at this conference. and And this thought keeps coming to me. yeah Don't be afraid to suck.
00:39:11
Speaker
Right? like that. Like, I think it's easy. to be ah I don't want to try because, you know, I'm afraid of how I'm going to look. Yeah. and like you and I were talking about your podcast, like you had to start somewhere. Yeah. And you're going to get better the longer you do it. But with anything...
00:39:28
Speaker
when you start, like you're going to suck. And maybe not even, maybe I should rephrase that. It's okay to be afraid to suck, but don't let that stop you from taking action on your goals or your dreams. Right. Yeah.
00:39:43
Speaker
So good. Yep, man. Yeah. And we were just talking. I mean, I know you were considering doing a podcast and content. Yeah, I did one. It sucked. Yeah. I got to take my own advice, right? I know. So we all got to start somewhere. I think that's great advice. Like in solar, so many guys just get frustrated, quit before they can see themselves get results or have success. So, um, so important and hopefully, uh, anyone that's struggling will, uh, yeah, take that to heart and remember that you got to go through the pain. You got to suck long enough to actually get better something.
00:40:16
Speaker
I think there's another layer to that. If you don't mind that just kind of came to me and it's, um, I read it recently, but it was, and it might have been some of Sam's content.
00:40:27
Speaker
That's what I love about door-to-door space, right? We're always like feeding each other good stuff. It's there if you want to access it. But along the lines of don't be afraid to suck, it's don't get caught up in the result or the outcome, but focus on the process and the
Focus on Process: Perseverance in Sales
00:40:46
Speaker
input, right? Like fall in love with just putting in the time and trusting the process. And yeah, I mean, you you're going to suck.
00:40:55
Speaker
yeah But if you keep putting in the, doing the reps, trusting the process, like you're going to get better, you know? Well, Dan, thank you so much for coming on. And I'm going have to go check out the ranch, try some horses with you one day. Come on up.
00:41:09
Speaker
Yeah, let's do it. But ah yeah, man, we'll have to have you get have on again in the future. And guys, reach out to them. Let them know you appreciate them coming on the show today. And yeah, thanks again, brother. Thank you, Taylor. Appreciate you. All right. Peace.
00:41:23
Speaker
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00:41:34
Speaker
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00:42:16
Speaker
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