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90: How to Avoid Burnout in Solar
31 Plays6 years ago
Learn how to improve your influence and make more sales using social media in this short crash course with Cody Thiel. Find out what causes burnout and how to combat it.
Timestamps:
00:34 - Introduction
03:32 - Social Media to avoid burnout
08:40 - Social Media sites that sell
09:43 - What causes burnout
38:45 - Conclusion
Where you can find Cody:
Website - https://www.solar-me.org/
Facebook - https://www.facebook.com/codythiel76/
LinkedIn - https://www.linkedin.com/in/cody-thiel-9a8b209a/
If you enjoyed this episode, please subscribe to the podcast! In that way, you'll get fresh new episodes automatically and you'll gain more knowledge in solar entrepreneurship.
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Transcript
Cody Thiel's Transition from Pest Control to Solar Sales
00:00:01
Speaker
What's going on, solopreneurs?
00:00:03
Speaker
I am excited for another episode.
00:00:06
Speaker
We have got Cody Thiel on the line.
00:00:08
Speaker
Is that how you say your last name, Cody Thiel?
00:00:10
Speaker
Thiel.
00:00:10
Speaker
No, it depends.
00:00:11
Speaker
Some people say Thiel.
00:00:12
Speaker
If you're a Thiel in the Midwest, they say Thiel.
00:00:15
Speaker
If you're anywhere else, they say Thiel.
00:00:17
Speaker
So it just depends.
00:00:18
Speaker
Okay.
00:00:19
Speaker
Should have practiced that before.
00:00:20
Speaker
That's okay.
00:00:23
Speaker
It's a good icebreaker, you know?
00:00:25
Speaker
Yeah, yeah.
00:00:26
Speaker
So glad I got that right.
00:00:28
Speaker
But Cody, thanks for coming on the show.
00:00:29
Speaker
I'm excited to have you on and recently discovered you and you've been putting out a ton of quality content.
00:00:36
Speaker
I know you do a lot of things to help train reps and managers and just change the solar industry.
00:00:43
Speaker
So thanks for doing that.
00:00:45
Speaker
And thanks for coming on the show.
00:00:47
Speaker
So Cody, you run a
00:00:49
Speaker
A couple of different, you've been in solar for a while and now you're focusing more on kind of training reps and helping sell as teams and managers and consulting.
00:00:57
Speaker
Is that right?
The Power of Social Media in Solar Sales
00:00:58
Speaker
Yes.
00:00:59
Speaker
Okay.
00:01:00
Speaker
Yep.
00:01:01
Speaker
So do you want to walk us through kind of how you got into solar and then why you decided to transition more into just the training side versus?
00:01:08
Speaker
Yeah.
00:01:09
Speaker
So similar to you, Taylor, I started doing, I started in the industry of pest control, you know, and that's small potatoes to solar, but it's like,
00:01:23
Speaker
a good, actually I tell reps, I don't have the sales skills down, like go to pest control for a summer and then come back and sell solar.
00:01:32
Speaker
But anyway, yeah.
00:01:32
Speaker
So I was doing pest control and then I saw there was like, okay, I'm making like 200 bucks a sale.
00:01:39
Speaker
And then there's these other guys that are making like 2000 plus a sale.
00:01:43
Speaker
Dang, that's gotta be, you know, and again, like I had like rose colored glasses.
00:01:47
Speaker
I didn't understand what the difference was in terms of the longevity of the sales and everything.
00:01:52
Speaker
They, they paint a pretty,
00:01:53
Speaker
pretty picture.
00:01:55
Speaker
But got into it and was making a ton of money.
00:01:57
Speaker
And this is out in Arizona and working really hard.
00:02:00
Speaker
Oh, hot.
Realizing Strengths in Training Over Direct Sales
00:02:01
Speaker
And then like, love that, enjoyed it and thought, Hey, well, let's go try this out in another market.
00:02:08
Speaker
And so moved to South Carolina, really enjoyed South Carolina market.
00:02:13
Speaker
Okay.
00:02:14
Speaker
And then at like what I noticed happened.
00:02:18
Speaker
And again, this is like part of me being vulnerable.
00:02:20
Speaker
It was hard for me to admit this, but it was,
00:02:24
Speaker
I would knock doors, work super hard, and then burn out.
00:02:26
Speaker
Knock doors super hard and then burn out.
00:02:28
Speaker
Right.
00:02:29
Speaker
And so I thought, okay, well, maybe I'm more of like a manager type, you know?
00:02:33
Speaker
And so that would like motivate me because I'm working with other people.
00:02:36
Speaker
So I work hard with other people and that helped a lot.
00:02:39
Speaker
But it's still like, I saw that like knock, burn out, knock, burn out.
00:02:44
Speaker
And then one of my buddies was doing social media and he was making way more money than any
00:02:51
Speaker
solar rep I knew, like, or manager or company owner, like a lot more.
00:02:55
Speaker
And I was like, dang, like, how's he, like, that's gotta be like, how's that work?
00:02:59
Speaker
You know?
00:02:59
Speaker
And so he kind of like introduced me to this world of social media and you still have to work your butt off.
00:03:03
Speaker
Like that's the one thing people understand on social media is it's just as much work as door knocking.
00:03:07
Speaker
Like you still have to, and it's just, instead of spending your time on the doors, you're spending your time like online and it's gotta be like value.
00:03:15
Speaker
It's not just scrolling through your Facebook feed thinking, Hey, this is how like, well, this looks funny or cool watching YouTube.
00:03:20
Speaker
It's like actually working.
00:03:22
Speaker
But yeah, he taught me like all these like crazy things.
00:03:24
Speaker
And we'd go, I'd go to like these social media conferences and, and get these like hire these mentors.
00:03:30
Speaker
And I had the opportunity to take that to a company Segura and we tried a lot of those things out.
00:03:35
Speaker
Okay.
00:03:36
Speaker
And turns out social media, not, I'm not talking just paid Facebook funnels.
00:03:40
Speaker
I'm talking like other like network marketing stuff works really, really, really well with solar.
00:03:46
Speaker
And so anyway,
00:03:51
Speaker
I was there for a year and I thought, you know, part of it's like, to ask like, why did, where my transition came from, from like working managing people to wanting to train people to be very like upfront or like vulnerable about that is you gotta know your strengths, you know?
00:04:06
Speaker
And my strength or like what I find joy in is a lot more like working with sales reps instead of homeowners.
00:04:13
Speaker
So as much as I love helping homeowners go solar,
00:04:18
Speaker
I struggle a little bit more like in the home versus like helping with the rep.
00:04:22
Speaker
And my wife like helped me notice this.
00:04:23
Speaker
She's like, when you go by yourself to close deals, your closing percentage is like 20, like 10%.
00:04:28
Speaker
I was like, yeah.
00:04:29
Speaker
She's like, when you're with a rep, it's like 60, 70%.
00:04:31
Speaker
Cause she like ran my numbers.
00:04:34
Speaker
And she's like, when you're with a rep, it's like 70%.
00:04:36
Speaker
Like that deal closes.
00:04:37
Speaker
Like you can talk, I can,
00:04:38
Speaker
I talk the whole time or the rep could hire, like it'd be a new rep and they just do a little bit.
00:04:42
Speaker
Closing percentage is like crazy high, but I'm by myself.
00:04:45
Speaker
It's like 10%.
00:04:45
Speaker
So like, okay, okay.
00:04:47
Speaker
I get it.
00:04:48
Speaker
You know, like, yeah.
00:04:50
Speaker
And that's, that's hard for me to admit.
00:04:51
Speaker
Cause I want to be like, I'm not hardcore closer.
00:04:53
Speaker
I can close any deal.
00:04:54
Speaker
You know, like we all want to be like that person.
00:04:56
Speaker
I'm not, you know, I like, I have to have someone there with me and then like, I'm good.
00:05:01
Speaker
And that's just that I didn't realize that until like my wife pointed out when she was running my numbers.
00:05:05
Speaker
I was like, Oh,
00:05:06
Speaker
That's good.
00:05:06
Speaker
So that's like, for me, it's like, okay, I'm going to play on that strength more.
00:05:09
Speaker
If I do this full time, it's one going to make me happier.
00:05:12
Speaker
And two, I'm going to be able to have a greater impact.
00:05:14
Speaker
Yeah, that's
Social Media vs. Traditional Sales Techniques
00:05:15
Speaker
awesome.
00:05:15
Speaker
Yeah.
00:05:15
Speaker
And I love that you admit that because it's true.
00:05:18
Speaker
Most people would not admit that, especially anyone that's on social media.
00:05:22
Speaker
Everyone's like, Oh, I'm closing 20 deals a week and everything.
00:05:25
Speaker
And
00:05:26
Speaker
So it's cool to hear guys being vulnerable and, you know, coming out with that.
00:05:30
Speaker
But yeah, that's awesome.
00:05:31
Speaker
I mean, social media is big and there's not too many reps doing that.
00:05:34
Speaker
So when you talk about social media, you're saying that you first heard of this guy just using social media to close more solar deals or what exactly?
00:05:42
Speaker
He was selling like weight loss products.
00:05:45
Speaker
Oh, okay.
00:05:46
Speaker
Yeah.
00:05:46
Speaker
And he's like, come sell these weight loss products.
00:05:48
Speaker
And I was like, dude, I'll try the weight loss product.
00:05:50
Speaker
And it actually worked really well, which is good.
00:05:52
Speaker
Actually, I didn't lose any weight.
00:05:53
Speaker
I lost like five inches.
00:05:55
Speaker
I want to see.
00:05:57
Speaker
I lost, yeah, five inches with it.
00:05:59
Speaker
I didn't lose hardly any weight, but I lost five inches.
00:06:02
Speaker
It actually worked, you know?
00:06:04
Speaker
But that's not my jive.
00:06:06
Speaker
But I took that same stuff they were using in this health and fitness world and just translated that into social media or into solar.
00:06:14
Speaker
Into solar, okay.
00:06:17
Speaker
Yeah, that's awesome.
00:06:17
Speaker
And so I've heard guys like, you know, using social media, posting, doing content.
00:06:23
Speaker
So, and I know you have a whole course kind of on this too, but just to give a demo, like what is it specifically doing on social media that's different from what other guys are talking about?
00:06:34
Speaker
Well, it's, it's, you know, I, when I tell people, it's just like door knocking, right?
00:06:37
Speaker
Like some dude can go out and knock doors all day.
00:06:40
Speaker
And they're like, this is the worst thing ever.
00:06:42
Speaker
Everybody hates me.
00:06:43
Speaker
Nobody said it.
00:06:44
Speaker
I was just coaching rep on this.
00:06:45
Speaker
Actually.
00:06:45
Speaker
He's like, I need a brochure.
00:06:47
Speaker
I need a brochure to be able to hand somebody something.
00:06:50
Speaker
And we all laugh.
00:06:51
Speaker
Like all the experienced door knocks, like dude, brochures do not help.
00:06:54
Speaker
You know, it's like, it's all on the pitch.
00:06:56
Speaker
And that's the same with social media.
00:06:57
Speaker
Like,
00:06:58
Speaker
i you can i'm sure you can go on like i'm sure reps listening this right now they go online and you can see everybody trying social media yeah right but then it's same as door knocking like you can go and knock a thousand doors but if your door pitch sucks it doesn't it's just you're just burning you're actually making it worse you're making it worse for everybody else in the industry that's the same with social media it's like there's an art to it there's a science to it and if you do it right you can make bank if you do it wrong
00:07:25
Speaker
you're just burning your wheels and you're making it actually worse for everybody else.
00:07:29
Speaker
And that's probably 99% of the social media I see out there.
00:07:31
Speaker
And I'm glad people are experimenting.
00:07:33
Speaker
I'm glad they're getting out there and trying it out.
00:07:34
Speaker
Like it's a good thing to see that like an efforts, but like 99% of the people that see that content, I guarantee what they're doing is they're just clicking the unfollow button.
00:07:42
Speaker
That's all they're doing.
00:07:43
Speaker
It's like, Oh, this is, this is too much.
00:07:45
Speaker
Like after like the 50th post of someone like holding up a sign of their company and saying, Hey, this person went solar.
00:07:51
Speaker
Like, they're just like, I don't want to see that anymore.
00:07:52
Speaker
Like, this is boring.
00:07:53
Speaker
They just unfollow you.
00:07:54
Speaker
And that, that, that hurts you.
00:07:56
Speaker
Like, cause you have to have follows.
00:07:57
Speaker
If you don't have follows on social media, you're toast.
00:08:00
Speaker
True.
00:08:01
Speaker
That's awesome.
00:08:02
Speaker
And are you using like all forms of social media then you're not just keeping it on Facebook, but you're everywhere.
00:08:08
Speaker
Facebook's the cash cow right now.
00:08:10
Speaker
Yeah.
00:08:10
Speaker
you know, like it's Facebook's where I, again, like we got to go where the buyers are.
00:08:15
Speaker
And it's like Instagram kind of crosses that over that a little bit.
00:08:19
Speaker
Um, but there's just like, if I went on Snapchat, you know, most of my audience is 26 and under, you know, it's like, I'm sure like,
00:08:29
Speaker
there's a code to crack there.
00:08:30
Speaker
I'm sure there's a code to crack there.
00:08:32
Speaker
So I don't want to discount it, but it's just the money.
00:08:35
Speaker
So, and I think it was probably going to bite us in the butt.
00:08:36
Speaker
I'll tell that it's like, if we're not on Tik TOK and Snapchat, it's probably going to bite us in the butt.
00:08:41
Speaker
And the first solar guy that figures that out, it's probably going to make a ton of money.
00:08:45
Speaker
Yeah.
00:08:45
Speaker
Very
Preventing Burnout in Sales Careers
00:08:46
Speaker
true.
00:08:46
Speaker
But for now it's easy.
00:08:48
Speaker
So Facebook's just so easy.
00:08:50
Speaker
Yeah, definitely.
00:08:51
Speaker
Now how much of what you do is like, are you talking like paid ads or do you a lot of, you do a lot of organic stuff?
00:08:58
Speaker
How much is paid versus organic that you, um, it always starts with paid, right?
00:09:02
Speaker
It's like cold traffic.
00:09:04
Speaker
It's always cold traffic.
00:09:05
Speaker
It's where it starts.
00:09:06
Speaker
Um, the goal is to transition to probably 80, 90% organic.
00:09:10
Speaker
Okay.
00:09:10
Speaker
So it's awesome.
00:09:14
Speaker
Cool.
00:09:15
Speaker
Well, yeah, I know you talk a ton about that in your course, so I'm sure people check that out and find out more, but it's always good to hear kind of what people are doing on social media, and that's what we're about teaching our solopreneurs to combine all these aspects and not just do door knocking, but learn the social media, learn the paid ads.
00:09:35
Speaker
That's what we're all about.
00:09:37
Speaker
And so, Cody, I know you've managed teams, you've helped lots of reps, and we talked kind of off camera about what you think is a big problem in the industry.
00:09:48
Speaker
And it sounds like you struggle with it quite a bit yourself.
00:09:51
Speaker
And that's just helping people stay motivated.
00:09:54
Speaker
You mentioned that you would burn out all the time.
00:09:56
Speaker
And I know that's a huge problem.
00:09:58
Speaker
I mean, I've gone through it.
00:10:00
Speaker
You went through it.
00:10:02
Speaker
And, um, I'm sure every rep does.
00:10:04
Speaker
So what do you do?
00:10:05
Speaker
What do you teach your reps, um, on that?
00:10:08
Speaker
And why do you think that happens in the first place?
00:10:09
Speaker
Why do you think people burn out and get demotivated?
00:10:14
Speaker
Like, well,
00:10:16
Speaker
The burnout, well, I mean, going back to like our pest control days, right?
00:10:19
Speaker
Like there's a reason 90% of door-to-door companies are not year-round programs.
00:10:24
Speaker
They're summer programs.
00:10:26
Speaker
And it took me a long time to realize this because, again, I was like lying to myself, which is like those are the worst lies.
00:10:32
Speaker
because they bite you is like oh i can do this all year round i could do this like i'm i'm a beast i can do this right and then but then you look at your behavior your behavior is different like ah something here but like there are again there are some people out there that are just total animals they can just knock all year round and i think they're amazing people yeah but there's also this guy called tom brady and he's over 40 and he's throwing a football
00:10:57
Speaker
There's only one Tom Brady.
00:10:58
Speaker
There's only one of them.
00:10:59
Speaker
Yeah.
00:11:00
Speaker
Well, and okay.
00:11:00
Speaker
There's like a couple others, you know, like Peyton Manning.
00:11:02
Speaker
There's only one every like five or 10 years.
00:11:05
Speaker
Yeah.
00:11:06
Speaker
You know, that those, those people that can outlast everybody else are MVPs.
00:11:11
Speaker
They'll go down the history books.
00:11:13
Speaker
They're legends.
00:11:13
Speaker
I think they're amazing.
00:11:14
Speaker
Yeah.
00:11:15
Speaker
You know, but that's not 99% of the population.
00:11:18
Speaker
Yeah.
00:11:24
Speaker
He takes breaks.
00:11:26
Speaker
Even Tom Brady, as long as, as much as strong as, and as talented as he is, he probably, he only works professional football in terms of full time for the season.
00:11:35
Speaker
After that, like they take breaks, they chill out, you know?
00:11:38
Speaker
And so what I realized, like, Oh, we're all, we're this thing called human.
00:11:42
Speaker
We're not machines.
00:11:43
Speaker
As much as a company doesn't want you to teach, companies don't look at like that.
00:11:46
Speaker
Companies look like it, look at as a machine, like production should be the same every month.
00:11:51
Speaker
Like,
00:11:52
Speaker
The NFL doesn't look like it like that.
00:11:54
Speaker
The major league baseball association didn't look like that.
00:11:57
Speaker
No one looks at it like that outside of like the store to door world.
00:12:01
Speaker
And so there's a season when people are their best and a season when they need a break.
00:12:05
Speaker
Sure.
00:12:06
Speaker
You know, and, and everybody else besides solar door knocking companies understand that.
00:12:12
Speaker
So we're not solar door on companies for some reason are just like, Oh, why can't you do this all year round?
00:12:15
Speaker
It's like, cause you're human, you know, again, like you have your John Sanders.
00:12:20
Speaker
I don't know if you know, John is, but John's like this, like legend, you know, and he can do it all year round and he's just amazing.
00:12:27
Speaker
But, but he's like the Tom Brady, right.
00:12:29
Speaker
Or Scott Jakes.
00:12:30
Speaker
He's another guy.
00:12:31
Speaker
He's just like the Tom Brady.
00:12:32
Speaker
You know, they're, they're great, but they're, but everybody else is human.
00:12:35
Speaker
So that, that, the first thing of like, is just readjusting your expectations and saying, Hey, this person is going to work hard for this season, this season, they're going to take it slow and that's okay.
00:12:45
Speaker
Every other organization works like that.
00:12:47
Speaker
Yeah.
00:12:48
Speaker
Well, and what's interesting is a lot of times these guys you're talking about are the managers, you know, these guys that can work that are just work, workhorses.
00:12:58
Speaker
And so they're trying to teach the other reps, like, just go out, just do it.
00:13:01
Speaker
It's not that hard.
00:13:03
Speaker
Where for them, yeah, it's like no big deal.
00:13:06
Speaker
They're workhorses and work nonstop.
00:13:08
Speaker
But then actually like being able to relate to people that's
00:13:12
Speaker
like you said, maybe need a break or aren't built that way, that's, that's tougher for those guys.
00:13:18
Speaker
Cause I've definitely had some managers like that where they're just insane workhorses and just nonstop.
00:13:24
Speaker
And then it's like, dude, how do you do that?
00:13:26
Speaker
And I think it's tough for them to relate to people.
00:13:29
Speaker
That's why I like hearing from guys that are vulnerable and have, you know, do experience those feelings because you can actually relate to the rest of us that have gone through that.
00:13:40
Speaker
But when you say taking breaks, Cody, like solar, I mean, we're knocking most a lot of companies are knocking four or five hours a day.
00:13:48
Speaker
It's definitely not like the pest control grind where you're knocking 10 hours a day on the doors.
00:13:54
Speaker
Um, so when you talk about breaks, do you mean like actually stepping away and like trying other stuff, like using social media as for prospecting instead of knocking full time?
00:14:04
Speaker
Or what do you mean by taking breaks?
00:14:07
Speaker
So, well, specifically
Understanding Personal Motivation to Avoid Burnout
00:14:09
Speaker
like for, for the full time door knockers, just like literally taking a break from work and like checking out.
00:14:17
Speaker
Like, that's what I mean by that.
00:14:18
Speaker
Like, like if you put in your eight hours, like, again, I, you can ask my wife, it drives her nuts because I work all the time.
00:14:23
Speaker
But that doesn't mean like, that doesn't mean I have moments where I'm like, Hey, we'll take a week vacation and we'll just check out.
00:14:30
Speaker
Cause if you don't do that,
00:14:32
Speaker
Then like, again, I'm not going to name any names here, but I guarantee you, we all know managers or regionals or whatever that have gone through divorce or some really serious addictions because they didn't laugh.
00:14:44
Speaker
They didn't like more honest with themselves.
00:14:45
Speaker
And so it's like the addiction or the divorce was like gave him a wake up call.
00:14:49
Speaker
And I'd rather not have that be my wake up call.
00:14:52
Speaker
Yeah.
00:14:53
Speaker
You know, so it's kind of like looking into the future.
00:14:55
Speaker
It's like, oh, those guys are super successful.
00:14:56
Speaker
They're making a million dollars a year, but he's got, they're divorced and their family life sucks and they're on drugs.
00:15:02
Speaker
Like, I don't want that.
00:15:04
Speaker
You know, like, yeah, the money's good, but not at that cost.
00:15:07
Speaker
And so it's like, how do I leverage?
00:15:09
Speaker
So that's why social media like gave me a huge eye opener.
00:15:12
Speaker
It was like, I can still be just as effective, actually more effective, but I'm just leveraging my time better.
00:15:17
Speaker
You know, I can reach out to a thousand people with one post and it's effective.
00:15:21
Speaker
With a door knock, like, you know, what took me five minutes to do one social media post takes me like three weeks to do door knocking.
00:15:29
Speaker
Yeah, true.
00:15:31
Speaker
Yeah, so I think that's huge.
00:15:32
Speaker
And on the flip side, you know how it is.
00:15:34
Speaker
There's some reps that take a little few too many breaks.
00:15:38
Speaker
And I think that's also an issue too is because you know how it is.
00:15:41
Speaker
When you leave, when you take a break, sometimes it takes a day or two to get back into it.
00:15:46
Speaker
Your closing ratio probably has to go back up because you kind of forgot how to
00:15:50
Speaker
your form you have to close and everything so what do you say to those reps that take too many breaks and how do you help them like recognize that and
00:15:58
Speaker
Well, again, I think it's hard because everybody is different.
00:16:02
Speaker
It's not one blanket statement.
00:16:03
Speaker
But what I always tell new reps is for new reps, you got to earn your stripes.
00:16:10
Speaker
If you're not working 70 hours, I think they should work 70.
00:16:14
Speaker
I say 50 because I don't want to kill someone.
00:16:16
Speaker
For your first three months of solar, if you're not working 50, 60 hours a week,
00:16:26
Speaker
I picked up solar pretty quick.
00:16:28
Speaker
I had some really good mentors.
00:16:29
Speaker
It still took me two and a half, three months.
00:16:30
Speaker
I was selling a lease.
00:16:32
Speaker
People were saving like $60 a month.
00:16:34
Speaker
It still took us a while.
00:16:35
Speaker
We had a huge drop-off rate.
00:16:37
Speaker
We had a huge churn rate.
00:16:39
Speaker
That was like an easy product to sell.
00:16:41
Speaker
These harder products are a lot harder.
00:16:44
Speaker
The drop-off rate for these companies is huge.
00:16:46
Speaker
A lot of people don't like to admit that.
00:16:48
Speaker
But I don't, I'm not afraid of that ugly truth because that's like where reality is, you know?
00:16:53
Speaker
So, but for, for most reps that are probably listening to this are probably not new reps.
00:16:58
Speaker
Like what, what my goal is through my courses, my coaching, whatever is,
00:17:04
Speaker
is no one got into sales because that's what they were born to do.
00:17:09
Speaker
Right?
00:17:09
Speaker
Like, no, like I, if I went to any elementary school nowadays or 20 years ago and said, Hey dude, what do you want to be when you grow up?
00:17:16
Speaker
I guarantee you, guarantee you there'd be like 0.001% of kids.
00:17:22
Speaker
It was a salespeople.
00:17:23
Speaker
Yeah.
00:17:24
Speaker
And if they did, it's probably because they were your son or something like that.
00:17:27
Speaker
Yeah, exactly.
00:17:28
Speaker
You know, like nobody said, and even salespeople's kids don't say that.
00:17:32
Speaker
Yeah.
00:17:33
Speaker
Right.
00:17:33
Speaker
No, none of us like raise kids.
00:17:34
Speaker
Like I want my kid to be a salesperson, you know, cause it's hard.
00:17:37
Speaker
We don't like, do you say that?
00:17:39
Speaker
Yeah, no.
00:17:39
Speaker
I mean, I'd gain space.
00:17:41
Speaker
But sales has transformed your life, right?
00:17:42
Speaker
So do you say that?
00:17:43
Speaker
You don't, right?
00:17:44
Speaker
Even salespeople don't say that.
00:17:46
Speaker
So we fall into it, right?
00:17:48
Speaker
And so because we want some freedom and we want our other desire.
00:17:51
Speaker
We all see these desires, you know?
00:17:54
Speaker
And so like what I do with every single one of my reps is I do a Y exercise.
00:17:59
Speaker
I just did it with three people this last week.
00:18:01
Speaker
Every single one of them broke down in tears.
00:18:02
Speaker
Well, I did four.
00:18:04
Speaker
Three of them got to tears.
00:18:05
Speaker
These are like grown men.
00:18:06
Speaker
These are grown men.
00:18:08
Speaker
Yeah.
00:18:09
Speaker
And it's like, and then you're like, they realize like, Oh, that's why I got, that's actually why I got this job.
00:18:13
Speaker
I didn't know it, but I, that's why I do this job.
00:18:15
Speaker
And that's actually why I do this job.
00:18:17
Speaker
You know, they try to like, they figure out what their why is.
00:18:20
Speaker
And then, then the burnout thing doesn't happen as much as it's like, okay, I'm going to do sales for four years because that's how long it's going to take for me to get to this other goal I have, you know, or I'm going to do it for 10 years.
00:18:30
Speaker
I'm going to do it for two years, whatever it is, you know, or I'm going to do it for 30, but like,
00:18:35
Speaker
It's being like hyper real and super honest with people.
00:18:40
Speaker
And that's super scary.
00:18:41
Speaker
It's really hard to do.
00:18:43
Speaker
But once you do it, there's a lot of tears.
00:18:45
Speaker
There's a lot of FUs.
00:18:47
Speaker
There's a lot of your big a-hole, Cody.
00:18:48
Speaker
And then they come give you a big hug and say, this is the best thing I've ever gone through.
00:18:53
Speaker
Awesome.
00:18:56
Speaker
That's cool.
00:18:57
Speaker
So this Y exercise, walk us through that.
00:18:59
Speaker
What is that?
00:19:00
Speaker
You're just asking why did you get into cells and just digging deep on the whole Y or what is that?
00:19:05
Speaker
How are you breaking these guys down?
00:19:06
Speaker
It's like, let's go back to your roots when you were a little kid and what you really wanted out of life.
00:19:13
Speaker
Oh, wow.
00:19:14
Speaker
It's some serious therapy stuff.
00:19:18
Speaker
Oh, my gosh.
00:19:19
Speaker
Okay.
00:19:20
Speaker
So you're just digging down to the core of everything and digging out why.
00:19:24
Speaker
Yeah.
00:19:24
Speaker
Yeah.
00:19:26
Speaker
Okay.
00:19:27
Speaker
So if a manager, we got managers listening to this.
00:19:30
Speaker
So what, um, if they want to do this, why exercise too?
00:19:35
Speaker
How would you coach them to do that?
00:19:37
Speaker
I try.
00:19:38
Speaker
This is, this, this is why, this is one reason why I'm not that I'm worried about stepping people still in my content.
00:19:44
Speaker
Um, because no one does, no one can do this.
00:19:46
Speaker
There's very few people that can't know that.
00:19:48
Speaker
No, because I learned it from people, right?
00:19:49
Speaker
There's people I learned it from.
00:19:51
Speaker
But there's very, I try to teach it to my other people.
00:19:54
Speaker
I really try to like, Hey, this is how you do this.
00:19:56
Speaker
I show them like the formula.
00:19:57
Speaker
I do it for them.
00:19:58
Speaker
I report it.
00:19:58
Speaker
They see it all.
00:19:59
Speaker
They see it like multiple times and then they try to do it and they just can't.
00:20:02
Speaker
It's just like, that's my gift.
00:20:04
Speaker
That, that, that, that's my gift.
00:20:07
Speaker
Yeah.
00:20:07
Speaker
Like I'm not great at some other things, but like unlocking people's like motivation and getting them like, just really like fire up for like years to go.
00:20:16
Speaker
I can do that.
00:20:17
Speaker
That's awesome.
00:20:18
Speaker
Yeah.
00:20:19
Speaker
So like I can sit here and talk about asking right questions, what questions to ask, you know, what emotions to bring up, how to like get someone to dig into their past and their why, NLP, all that stuff.
00:20:31
Speaker
We can dig into all that stuff.
00:20:32
Speaker
But like it's really, really, really, mostly it's just really scary for people to do because it's like,
00:20:38
Speaker
it's you're there's so many social norms you're breaking that it's like people feel very like they feel very like they're they feel like they're offending people and so because of that alone they don't do it because there's like this is awkward i don't shouldn't be asking these type of questions these people it's too personal and they just don't do that that alone many people don't do it but like for some reason like my brain i'm not afraid to like
00:20:59
Speaker
break those barriers.
00:21:00
Speaker
Yeah, that's good.
00:21:01
Speaker
Yeah.
00:21:02
Speaker
That is a gift.
00:21:03
Speaker
So when you're doing that, it's like a one-on-one thing, right?
00:21:05
Speaker
You're not doing this and like, Oh, we always do it for a group of people.
00:21:08
Speaker
No, we, it's a sales meeting.
00:21:10
Speaker
It's always in front of people.
00:21:11
Speaker
Not all the time.
00:21:12
Speaker
I've, I've had some people that have had some really real stuff happen in their life.
00:21:16
Speaker
And like, we don't bring that up.
00:21:17
Speaker
Like if it's, if it's real, like there's like crimes and other.
00:21:21
Speaker
Yeah.
00:21:27
Speaker
For, for most people, um,
00:21:29
Speaker
it's in front of others and we do like everybody and it's a little, we all cry, we all hug.
00:21:33
Speaker
Oh really?
00:21:35
Speaker
Okay.
00:21:36
Speaker
Yeah.
00:21:36
Speaker
But it, well, and part of it's like, I hate you.
00:21:38
Speaker
I can't believe you're asking these questions.
00:21:40
Speaker
Cause again, I'm breaking social norms.
00:21:41
Speaker
They feel like really, they feel like really intruded on.
00:21:45
Speaker
But after a while they're like, Oh, this is actually what I needed.
00:21:47
Speaker
And then it's like, I hate you, but I really love, you know,
00:21:51
Speaker
Yeah, that's awesome.
00:21:52
Speaker
Yeah, that's even more impressive
Identifying and Managing Motivated Salespeople
00:21:54
Speaker
if it's in a group setting, because I imagine it takes a lot for guys in a sales meeting to break down in tours.
00:22:00
Speaker
That's impressive.
00:22:02
Speaker
But even if we're not Cody, I think it is powerful teaching reps.
00:22:06
Speaker
Just I know anytime you set a goal trying to get them to do the why, because I've done that too, as I've managed.
00:22:11
Speaker
And I think it is definitely helps with burnout is just even having them write their goals and then write all the reasons why.
00:22:18
Speaker
So I think on a smaller level, that's the least that we can do for the reps is just helping them figure out at least the why for their goals and why they want to be in sales and everything.
00:22:28
Speaker
That's awesome.
00:22:29
Speaker
And then talked a little bit about helping managers recognize motivation issues and correcting them.
00:22:37
Speaker
Do you have any other questions?
00:22:39
Speaker
tips you use for helping managers besides that why exercise um don't don't hire unmotivated people that's like the number one thing like we just we all want to give people a chance and we all want to help but some like you can bring a horse to water you can't make him drink
00:22:57
Speaker
So my rule as a manager, this is the rule I tell all my managers to, I say, the people that are hungry for success will reach out to you because that's what you did.
00:23:06
Speaker
Anybody that's listening to this, if you were successful, you were like, I bugged my manager night and day until I figured this out.
00:23:13
Speaker
But the thing is, like, we become managers, and all of a sudden we think, like, oh, I have to make sure I train my reps to be able to do what their job is, you know.
00:23:19
Speaker
But it's like, no, no, no, no.
00:23:20
Speaker
Like, you're there as a resource.
00:23:22
Speaker
You're there to help them, but you're not there to help the unmotivated people because there's people that you care – sometimes you care more about this job than they care about it.
00:23:30
Speaker
And, you know, you're like, hey, I'm at the meeting early.
00:23:33
Speaker
I'm here to help you, and then no one shows up.
00:23:35
Speaker
It's like –
00:23:38
Speaker
you're telling me a manager, let's say I pick a manager, a manager is making $250,000 a year and they know how to do that.
00:23:45
Speaker
And you are coming to work.
00:23:47
Speaker
You're coming, offering your services basically free.
00:23:49
Speaker
You still got an override, but basically free.
00:23:52
Speaker
And you're not showing up early to get help from someone that's making $250,000 a year.
00:23:55
Speaker
Yeah, dude, that's, that's emotive.
00:23:59
Speaker
That's like, that's, you're dealing with idiot.
00:24:01
Speaker
Like I had a guy the other day that's like, I showed up to do a guy shows up.
00:24:08
Speaker
first day comes doesn't come the second day like okay so apparently you just don't want to make $20,000 a month so I didn't I didn't waste a thought a second thought on him I could have we could have called him we could have said hey what's up man we could have worked him through those problems but it's like if you can't if he's got courtesy to show up to learn how to make $20,000 a month I don't care yeah seriously
00:24:27
Speaker
And yeah, I know we were just talking about like the power of courses and stuff before too, but I think that's why you do need to charge for like your coaching and courses because people got to have skin in the game, you know?
00:24:39
Speaker
And if they don't have skin in the game, they haven't paid money and they're that less likely to take it seriously and take action, which is why I think sometimes
00:24:49
Speaker
reps fell too is because if they're being managed they're not like i mean i guess they're the managers are getting overrides but these reps aren't directly like paying the managers to manage them so sometimes i think would be good if if they had to like almost pay these managers for coaching or something i will really show it on their pay stub like this is your override you paid to a manager yeah i
00:25:11
Speaker
Then they'd be mass exodus to dealerships.
00:25:14
Speaker
Yeah.
00:25:15
Speaker
Yeah.
00:25:16
Speaker
That'd be bad.
00:25:19
Speaker
Exactly.
00:25:20
Speaker
But no, I think that's huge.
00:25:21
Speaker
And how do you recognize, because I know a lot of people bring on people that bring on reps that at the time, maybe they didn't know that they were going to be.
00:25:30
Speaker
worthless maybe it seemed they're all talk you know said they're gonna go out and work a ton but then they don't so how do you recognize do you have any ways to recognize these people before you bring them on or is it just kind of like give people a shot and then uh i mean there's obvious stuff you know like there's two questions that i ask that are crazy key um and uh it's like one of my
00:25:53
Speaker
recruiting secrets.
00:25:53
Speaker
Maybe I shouldn't share this.
00:25:55
Speaker
No, I'll share.
00:25:56
Speaker
So two questions I've noticed that if people don't answer these correctly, they've never worked out.
00:26:00
Speaker
I've never had anybody work out.
00:26:01
Speaker
So one is they have to have like a strong income goal.
00:26:05
Speaker
So I'll be like, Hey, what?
00:26:07
Speaker
So obviously you're doing sales for a reason.
00:26:09
Speaker
What, what kind of income are you hoping to generate through this?
00:26:11
Speaker
Right.
00:26:11
Speaker
Cause it's not a, it's not a salary job.
00:26:13
Speaker
So you must have a target.
00:26:13
Speaker
You guys have income.
00:26:15
Speaker
And if they say, I don't know, six figures or, or I'm looking to, or I'm, I'm hoping I can make 70,000.
00:26:20
Speaker
Like if there's those like filler words, if
00:26:26
Speaker
they don't have a strong why like they don't know what they want and so they're not going to work if they don't know what they want they're not going to work towards it right
00:26:34
Speaker
And so like, but people come in like, I want to make $85,000 a year.
00:26:37
Speaker
Why?
00:26:38
Speaker
Well, that's because I want this, this, and this.
00:26:39
Speaker
They're like, Oh, okay.
00:26:40
Speaker
Strong.
00:26:41
Speaker
Why?
00:26:41
Speaker
Clear vision.
00:26:42
Speaker
We're good.
00:26:43
Speaker
And then the second one is I always ask, especially for solar, some sales jobs, this might not apply to, but for solar, especially Legion.
00:26:49
Speaker
And if you're doing your own needs, this definitely applies.
00:26:52
Speaker
I say, you know, what, what's something, what's a task or like something that was hard in your life that you accomplished when overcome.
00:27:01
Speaker
And like,
00:27:02
Speaker
you, I, every time there's someone that says like, I was a college athlete or I biked the, I climbed the Appalachian trail.
00:27:10
Speaker
I, you know, biked the, the whole, the, the Continental divide.
00:27:15
Speaker
Um, I did my own startup and it failed, but I learned a ton.
00:27:20
Speaker
Those kinds of people are like, Oh, okay, cool.
00:27:23
Speaker
Like they've done hard things.
00:27:24
Speaker
They can get through it.
00:27:25
Speaker
So they can do this well for people that are like,
00:27:29
Speaker
uh i don't know i didn't you know i i went through like okay i'm not gonna make fun of for people for this but oh i shouldn't say this like i went through a divorce you know it's like that's a hard thing i'm not discounting that's a hard thing but it's not something you chose to do because it was hard it's something you had to do because it was hard so it's different so like like i went through i had a really you know i really hard childhood it's like dude everybody had a hard childhood so
00:27:53
Speaker
but what did you choose to do that was hard that you had to push yourself through?
00:27:56
Speaker
Not that you just had to get through to survive as you're going to be.
00:27:58
Speaker
Those people always successful.
00:28:01
Speaker
It's awesome.
00:28:02
Speaker
Yeah.
00:28:02
Speaker
I love it.
00:28:03
Speaker
Yeah.
00:28:04
Speaker
And then it is sometimes tough to spot.
00:28:06
Speaker
Maybe sometimes people will answer those things and then still come on and you know, just it's a train wreck.
00:28:12
Speaker
So how long do you give these guys if they're not doing well and they're not like meeting expectations?
00:28:19
Speaker
Your answer is as good as mine, dude.
00:28:20
Speaker
I don't have an answer to that one.
00:28:21
Speaker
I don't know.
00:28:23
Speaker
I don't know.
00:28:24
Speaker
I wish I had a magic bullet for that one, but I don't know.
00:28:26
Speaker
Everybody's different.
00:28:28
Speaker
It's hard to tell, you know, but usually their bank account weeds themselves out.
00:28:34
Speaker
Yeah.
00:28:35
Speaker
Yeah.
00:28:35
Speaker
And that's what I think most people find is if they're not doing good, then they're just going to quit anyways.
00:28:40
Speaker
I mean, if they're not making money, then...
00:28:43
Speaker
probably didn't have money to begin with.
00:28:44
Speaker
They're going to be done pretty quick.
00:28:46
Speaker
So I
Promoting Integrity in the Sales Industry
00:28:47
Speaker
think that's the good way to do it.
00:28:49
Speaker
Oh, cool.
00:28:50
Speaker
Yeah.
00:28:50
Speaker
It's been some money tips you have Cody for, uh, for motivation and kind of teaching people and any other final thoughts on like helping reps overcome the motivation or anything else that you've noticed that will help people.
00:29:05
Speaker
No, it's all on them.
00:29:07
Speaker
Like it's all on them.
00:29:09
Speaker
Like there's,
00:29:10
Speaker
a few things we can do to like unlock potential but they still gotta open the door yeah very true oh well yeah it's been some awesome content we've gone through and then um what other things do you coach i know you coach people on using the social media is there anything else that you're coaching reps on that you kind of see a struggle in in general in the solar industry right now uh dishonesty oh yeah yeah
00:29:38
Speaker
again i don't again i don't has anybody ever brought that up on this podcast how like dishonest some people are i don't think they have actually no they don't do they because we want to pretend it's all like because everybody's this recruiter right i'm the best we got the best company everything's roses like like working through dishonesty is a huge issue in this in this indoor industry period um but that's the thing that everybody wants to avoid
00:30:04
Speaker
And it's like, no, dishonesty is a huge problem.
00:30:08
Speaker
And it results in a bunch of crappy customer experiences.
00:30:12
Speaker
And it's what's killing the industry.
00:30:14
Speaker
You know, like the only time we ever talk about is if someone loses a deal to someone else and blasts them on social media.
00:30:20
Speaker
Yeah.
00:30:21
Speaker
That's only time.
00:30:22
Speaker
But guess what?
00:30:23
Speaker
There's so many dishonest reps.
00:30:24
Speaker
And I get it because you're under a lot of pressure to provide for yourself and for your family.
00:30:29
Speaker
So it's easier to tell a white lie.
00:30:30
Speaker
The white lie I was always told was when I sold the lease, it's a 2.9% escalator.
00:30:37
Speaker
That doesn't mean it's going to go up.
00:30:38
Speaker
That's the cap.
00:30:39
Speaker
So the rates actually, this company actually never raises the rate.
00:30:42
Speaker
Yeah.
00:30:43
Speaker
Have you heard that one before?
00:30:45
Speaker
Yeah.
00:30:45
Speaker
It's the classic one.
00:30:46
Speaker
It's the cap.
00:30:47
Speaker
That's the classic one.
00:30:48
Speaker
Yeah.
00:30:49
Speaker
It's a 2.9% cap, not an escalator, right?
00:30:52
Speaker
And they tell it all the time, but it's like, no, that hurts the industry.
00:30:56
Speaker
So a lot of it's like coaching.
00:30:58
Speaker
Like the reps that I work specifically have problems because they're like the honest salesperson, and so they struggle.
00:31:05
Speaker
It's like they're working against dishonest competition or dishonest salespeople in their office, heaven forbid.
00:31:10
Speaker
And so it's like, okay, how do we still like be really, really upfront with our customers and have a high closing ratio without having to tell these little white lies and sometimes they're big white lies, but, but usually it's just little things like the escalator, honestly, like it's, there could be people could, you know, so it's just those like working with, with dishonest reps and trying to make an honest rep out of them.
00:31:37
Speaker
And working with people that are like a little burnt out with the dishonesty they see, whether that's on the doors, whether that's in the home, wherever.
00:31:43
Speaker
And just being like, there's still a way to sell solar very honestly, but it does take work.
00:31:49
Speaker
Guess what?
00:31:49
Speaker
It takes work.
00:31:50
Speaker
And the reason people don't sell honesty is because it's easy.
00:31:53
Speaker
Yeah.
00:31:54
Speaker
Well, yeah, and it's unfortunate that there's been that because then it makes it harder for the rest of the industry.
00:31:59
Speaker
And I don't know if you heard, but in California, we have to sign a 28 – the homeowners have to sign a 28-page document for crying out loud.
00:32:08
Speaker
And it's because of reps being dishonest.
00:32:10
Speaker
I mean, if reps weren't dishonest, then there's no way they'd make us sign that form.
00:32:14
Speaker
But –
00:32:15
Speaker
It takes, for me, it's taken an extra probably 15, 20 minutes just in the deal to explain all these documents and go through it.
00:32:23
Speaker
And luckily, I mean, it hasn't really turned into a big deal, but just like now I got to go through 20 minutes of explaining this 28 page document and how reps have lied in the past and there's been shady companies.
00:32:35
Speaker
And that's the reason we have to sign this document.
00:32:37
Speaker
So yeah, it's, I mean, it's affecting the whole industry and it's unfortunate, but yeah,
00:32:42
Speaker
Yeah, I think that is something that people need to realize and teach their reps because it happens all the time and it's only making all of us sell less deals.
00:32:49
Speaker
And I think there's way more people that would have solar if they didn't hear some type of horror story from their neighbor that a rep would light, you know.
00:32:57
Speaker
So definitely important.
00:33:00
Speaker
Well, Cody, we appreciate you coming on the podcast today.
00:33:03
Speaker
And I know you're sharing a lot on social media too.
00:33:06
Speaker
And we already brought it up, but you have your own course, you have your own podcast.
00:33:11
Speaker
So tell us a little bit about that and then how people can find you and reach out to you and everything.
00:33:18
Speaker
Yeah, and I will to give a shout out because I know you solopreneur has a course as well like and we talked about this offline, but a lot of people see they could be hearing this and be like, hey, are there there's two different courses?
00:33:30
Speaker
What should I do?
00:33:30
Speaker
Like just just like very transparent.
00:33:34
Speaker
My view on this is that guys, you rely on one manager and one company.
00:33:40
Speaker
And if you're if you're unless you're a dealer,
00:33:43
Speaker
or you own your own company, they're making a ton of money off of you.
00:33:45
Speaker
And that's fine.
00:33:46
Speaker
That's a good thing because they're investing a lot in you, which is totally normal and good and honest and right.
00:33:52
Speaker
I think that's totally good.
00:33:54
Speaker
But what value are they providing you?
00:33:57
Speaker
You should go out and buy all the courses.
00:34:01
Speaker
Buy Solar Printer or the Spartan course.
00:34:03
Speaker
Buy my course.
00:34:04
Speaker
Buy Bill Murphy's course.
00:34:06
Speaker
Buy all of them and get all the best of them.
00:34:08
Speaker
And guess what?
00:34:08
Speaker
You're going to spend less money on those courses,
00:34:12
Speaker
then you're going to spend on, as you're going to give away an overrides to a manager, you know?
00:34:18
Speaker
So like I, every time, every time I've done a course, my ROI is like been 10, 12 times what I got out of it.
00:34:25
Speaker
So like, whether you buy my course or who else's, I don't care.
00:34:29
Speaker
Like there's some people that are not a fit for my course.
00:34:31
Speaker
They can be a fit for another course.
00:34:32
Speaker
Like my job's not to like just sell everybody, everything.
00:34:34
Speaker
My job's like to get results and help people.
00:34:36
Speaker
That's why I'm doing this.
00:34:37
Speaker
If I wanted to go make a ton of money, make my life really easy, I just go sell solar as a dealer and make $4,000, $5,000 to sell.
00:34:46
Speaker
Instead of sell a course for $2,000, deal with a rep that's got all these emotional issues and not make as much money.
00:34:53
Speaker
Right?
00:34:53
Speaker
So, so that, I just wanted to make sure I clarify that.
00:34:57
Speaker
It's like, I don't look at it as a, as competition.
00:34:59
Speaker
There's more than enough content.
00:35:01
Speaker
And there's some people that are better than some things than I am.
00:35:04
Speaker
You should take both courses, get the best out of it.
00:35:06
Speaker
You're going to get an ROI, but Facebook, just Cody Teal or solar me.
00:35:11
Speaker
One of those two, mostly Cody Teal.
00:35:14
Speaker
If you just look at any of the groups or just Google Cody Teal, there's a couple of weird ones out there, but I'm the only one that has like solar related.
00:35:23
Speaker
So not a ton of Cody Teal.
00:35:25
Speaker
It's not like John Smith or something.
00:35:26
Speaker
There's like a calendar.
00:35:27
Speaker
million of us
Investing in Personal Development for Broader Impact
00:35:28
Speaker
there's like 10 of us or something there's like not many another five or six but yeah you just facebook cody teal and follow me on facebook that's like the best way my instagram sucks right now okay yeah same and i know you teach about that in your course how to get your social media dialed so hopefully people will go and check that out and then you also have a podcast are you uh
00:35:49
Speaker
you started publishing quite a bit on your podcast or how's that going?
00:35:53
Speaker
Every day.
00:35:53
Speaker
Yeah.
00:35:53
Speaker
And the podcast honestly is not necessary.
00:35:56
Speaker
Right now there's a lot of solar people on it.
00:35:58
Speaker
My goal is not solar people.
00:35:59
Speaker
So eventually I will transition out of solar.
00:36:02
Speaker
Eventually I will transition to solar.
00:36:04
Speaker
Like my goal is to like within the next two years,
00:36:08
Speaker
help people get out of poverty.
00:36:10
Speaker
Cause there's, there's a ton of courses and content out there for people like you and me that make like six figures, but want to make like, or we started making 80,000, 70,000 a year, but we want to make six figures.
00:36:21
Speaker
And then six figures, we want to go to mid six years.
00:36:22
Speaker
There's a ton of courses.
00:36:23
Speaker
Right.
00:36:28
Speaker
I can't find any to teach someone how to make from this, making $30,000 to make 60,000, $70,000 without going into sales.
00:36:32
Speaker
Right.
00:36:33
Speaker
So that's why it's not like, it's not like a solar theme.
00:36:37
Speaker
Like you look on there, there's no like solar thing on the title.
00:36:41
Speaker
It's all finding freedom.
00:36:42
Speaker
So it's like, okay, here's these people that found freedom through work.
00:36:46
Speaker
So I interviewed other people outside solar, just, just to generally help people.
00:36:50
Speaker
Like there's other people out there that work hard, that find freedom in their lives.
00:36:56
Speaker
Yeah.
00:36:57
Speaker
through balancing work and play ownership and employment.
00:37:02
Speaker
But yeah, it's awesome.
00:37:03
Speaker
Awesome.
00:37:04
Speaker
Definitely.
00:37:04
Speaker
Definitely can apply to solar too.
00:37:07
Speaker
So yeah, everyone go check out his podcast.
00:37:10
Speaker
It's finding freedom.
00:37:12
Speaker
We'll post a link to that in the show notes too.
00:37:14
Speaker
So Cody, thanks for sharing everything.
00:37:16
Speaker
And yeah, it's true.
00:37:17
Speaker
Like you're saying, don't be afraid to go out and spend money on yourself.
00:37:20
Speaker
Yeah.
00:37:20
Speaker
There's multiple courses, but who cares?
00:37:22
Speaker
Every, every person is going to have a different take.
00:37:24
Speaker
And then,
00:37:25
Speaker
if you do the work guaranteed, any course, there's going to be at least one thing that gets you an extra cell.
00:37:31
Speaker
And I don't think anyone is selling their course for more than what you could make off of like one cell and solar.
00:37:38
Speaker
Right.
00:37:38
Speaker
Yeah.
00:37:39
Speaker
Call, I can think college tuition.
00:37:40
Speaker
You go to college and you pay all these different professors and people are paying tens of thousands of dollars.
00:37:46
Speaker
Yeah.
00:37:46
Speaker
How much ROI is the giving that we're, we're charging the cost of one course and we're going to guarantee, we're pretty much guaranteeing that guaranteeing, but we can't guarantee, but we're,
00:37:55
Speaker
pretty dang close to like, to guaranteeing that you're going to make more money from it because we, because people do it.
00:38:01
Speaker
So it's like, you can like, if people are paying all this money for college, you can pay a little bit less for an online course.
00:38:07
Speaker
We're actually going to coach you and help you and make money.
00:38:10
Speaker
Exactly.
00:38:11
Speaker
Yeah.
00:38:11
Speaker
Don't be stupid.
00:38:12
Speaker
So yeah, I don't know.
00:38:14
Speaker
So people definitely shouldn't have an issue with that.
00:38:17
Speaker
But yeah, so check out his course too.
00:38:19
Speaker
And we're all about helping spread more value and helping each other out.
00:38:22
Speaker
And Cody, any other final words of wisdom or advice you have for a solar sales rep, a solarpreneur?
00:38:29
Speaker
No, I said too much.
00:38:30
Speaker
I haven't talked.
00:38:32
Speaker
I like to listen more than I like to talk.
00:38:33
Speaker
I'd rather be listening.
00:38:34
Speaker
Okay.
00:38:35
Speaker
Yeah.
00:38:36
Speaker
Awesome.
00:38:37
Speaker
Well, thanks again for coming on the show.
00:38:38
Speaker
And we'll definitely spread the word about what you're doing.
00:38:41
Speaker
Thanks for spreading the value.
00:38:42
Speaker
And with that, we'll talk soon, Cody.
00:38:46
Speaker
Cool.
00:38:46
Speaker
Okay.
00:38:47
Speaker
Peace.