Transcript
Speaker: What's up Solarpreneurs, welcome back to another episode.
Speaker: Apologize for missing a week.
Speaker: We're trying to keep the episodes consistent every Friday.
Speaker: Let us know if you like that schedule.
Speaker: This week we have with us the one and only Kevin Dana.
Speaker: He is among other things a model, a solar expert, an Instagram guru,
Speaker: many things, professional eater.
Speaker: But today we have him on specifically to talk about how he has been able to manage a team of millennials and build that team into an empire here in San Diego.
Speaker: So I hope you enjoy the episode.
Speaker: Let us know what you think.
Speaker: Give us a comment.
Speaker: And without further ado, let's get into the intro music.
Speaker: Look, in the solar business, there's really only two types of people.
Speaker: There's the ones that crush it, make six, seven, and eight figures, and then there's everyone else.
Speaker: The question is, which one will you be?
Speaker: Over the last four years, we've studied the sharpest solar sales and marketing professionals and how they build multi-million dollar incomes using only the best sales and marketing strategies.
Speaker: So how do these solarpreneurs do what they do and what makes them so successful?
Speaker: This podcast is your answer.
Speaker: Join us and thousands of sales pros, marketers, and entrepreneurs as we take the solar industry by storm and uncover what it takes to sell more solar with less effort.
Speaker: Welcome to the Solarpreneur Podcast.
Speaker: What's going on, solopreneurs?
Speaker: We've got another Friday coming up, and we're excited because today we have in-house, in the studio, the one and only Kevin Dana.
Speaker: And Kevin, he's been crushing it in the industry.
Speaker: He is managing our team now.
Speaker: He's helped build our team into an empire and really just taking it to a whole new culture.
Speaker: So we're excited to have you on the show.
Speaker: Katie, we call him, or Kevin Dana.
Speaker: Welcome to the show, Kevin.
Speaker: Thanks for having me.
Speaker: Very glad to be here.
Speaker: Yeah, we're stoked.
Speaker: And Katie, he's been kind of a mentor for me too because it's just been cool to see how much he hustles, how much he gets after things.
Speaker: He's one of the most dedicated people I've seen.
Speaker: He's not only in the solar industry, but he's a bodybuilder.
Speaker: He's a fitness machine.
Speaker: He's a competitive eater.
Speaker: I don't know if you're doing that anymore.
Speaker: Are you doing any competitive eating?
Speaker: I'm taking a break from it on my diet, but yeah, I still mess around with it sometimes.
Speaker: Okay.
Speaker: So yeah, it's pretty crazy.
Speaker: You don't see that too often, but the guy's got a six pack, but you also see him throw down a dozen donuts in what, 48 seconds?
Speaker: Is that the rest of it?
Speaker: 53.
Speaker: 53.
Speaker: He's counting.
Speaker: Yeah, so he's got like, what are you, the third fastest in the world or something?
Speaker: Yeah, the third fastest in the world at donuts.
Speaker: So, Krispy Kreme.
Speaker: Yeah, so if you want to see that video, don't you have it on Instagram?
Speaker: Yeah, just check out my Instagram.
Speaker: It's just Kevin underscore Day underscore.
Speaker: Okay.
Speaker: Yeah, you'll see a lot of stuff because, I mean, KD, he's a jack of all trades.
Speaker: He can do it all pretty much.
Speaker: Yeah.
Speaker: And he's an entrepreneur too.
Speaker: He's working on a fitness, what's your fitness brand?
Speaker: Uprise Fitness.
Speaker: So, you know, it's apparel to start later, hopefully, beginning of next year, probably do supplements.
Speaker: And then ultimately we're going to have
Speaker: the best gym in the U.S., just like scale up to just have it massive and then branch off in the franchise model.
Speaker: But, yeah.
Speaker: Sweet.
Speaker: Yeah, so, I mean, this guy's doing everything.
Speaker: He just got a Tesla.
Speaker: I mean, so, yeah, if you want to be entertaining, if you want to see everything he's up to, definitely follow him on Instagram because he's one of the must-watch Instagrammers.
Speaker: He's always posting on there.
Speaker: Appreciate that.
Speaker: But enough said with that, obviously we're focusing on the solar industry and Katie is crushing it in the industry.
Speaker: So today we want to focus in on specifically how he's been able to help build a team and the culture on our team.
Speaker: But first we want to hear, Katie, how did you get in the industry and what was your story behind that?
Speaker: Yeah, so I started in door-to-door sales, not in the solar industry, but in pest control.
Speaker: So I went out to graduate high school.
Speaker: And I was in high school in Utah, and I didn't really like Utah.
Speaker: I grew up in San Francisco, moved to Utah for, you know, my dad's job.
Speaker: They had a good school, you know, football, whatever.
Speaker: But, yeah, so we moved to Utah.
Speaker: I ended up not really liking it near as much as California.
Speaker: So as soon as I graduated, I got to get back.
Speaker: And the only really way, you know, my family was there, and I didn't really have a way other than this.
Speaker: My friend was doing summer sales in Orange County.
Speaker: So, all right, that's my ticket to California, right?
Speaker: So I went out to California, did summer sales, wasn't too serious about it, you know, just being out of high school back in California.
Speaker: I wasn't partying or anything, just maybe didn't have the best work ethic.
Speaker: Towards that, I developed it, but I was there for probably two months until they kicked me out.
Speaker: So they kicked me off the team, brought me in, the team leader brought me in at like 12 o'clock at night on like a Friday and said, you have to be out tomorrow at 6 a.m.
Speaker: So
Speaker: Kicked me out, didn't really have any place to go, so I like went, drove down to San Diego.
Speaker: We, our family has like a beach condo down in San Diego, so I was able to like stay there for a couple days while I figured it out.
Speaker: Ended up moving up to Marietta doing solar sales with this company called My Smart House.
Speaker: Probably had the worst sales, like a worst sales experience there.
Speaker: They were door to door too.
Speaker: They'd be like smoking, you know, all kinds of drugs in the van on the way out to area.
Speaker: And it was just like, and it's just the people that were there.
Speaker: It was just like a gross feeling.
Speaker: But, um, so yeah, I got out of that and then I started doing construction for this guy who actually is one of the former owners of New Power, a former partner that they had.
Speaker: So I was renting a room from him.
Speaker: Um, cause I, you know, I found him, I think through church and I was renting a room from him and was doing construction on his house on demo.
Speaker: And he's like, um,
Speaker: You know, he saw my work ethic, I guess, and stuff.
Speaker: And then he's like, at this time, I was planning on going to college at BYU-Hawaii just for a semester because I'm like, well, none of this is working.
Speaker: I guess I'll try the college thing.
Speaker: So he's like, when you come back just after one semester, I want you to work for us.
Speaker: I'm like, okay, cool.
Speaker: And then he's like, I want you to do door-to-door sales.
Speaker: I'm like, ah, I don't know about that.
Speaker: I mean, at this point, door-to-door sales, two really bad experiences.
Speaker: I'm like, I don't really want to do that again.
Speaker: I've tried it twice, hated it like both times.
Speaker: But he's like, no, no, no, believe me.
Speaker: Just try it out.
Speaker: Trust me.
Speaker: So I don't really have another option.
Speaker: So I went to BYU, Hawaii, came back, and that's the job he was offering me.
Speaker: And that's the opportunity I had to live here.
Speaker: So I'm just like,
Speaker: I will, I'm going to make this thing work.
Speaker: I'm going to make this sales thing work.
Speaker: Uh, I don't care how long it takes.
Speaker: I'm just going to make it work.
Speaker: So I started, uh, in May of last year.
Speaker: And so it's been about a year, a month now.
Speaker: Um, but yeah, um, struggled for the first, maybe four months.
Speaker: Uh,
Speaker: And then after that, I started to get the hang of it.
Speaker: And then now, you know, my income just keeps going up every single month.
Speaker: It just gets better.
Speaker: Yeah.
Speaker: Yeah, it's been incredible to see his growth because, yeah, I was here when he first started.
Speaker: And, I mean, yeah, we saw you book a bunch of appointments, but at first a lot of them weren't going through.
Speaker: Just get some phone numbers and emails and say, see ya.
Speaker: Yeah.
Speaker: Because, yeah, I mean, that's kind of what we see our newer guys experience.
Speaker: We're all booking appointments, but...
Speaker: You really got to walk down solid times with these people because you can get all the names and phone numbers, but a lot of times that's not going to convert.
Speaker: But yeah, so Katie, what was it that made you be successful this time around?
Speaker: Because yeah, you've been in door-to-door business.
Speaker: you were failing in that.
Speaker: So what do you think the difference was with this?
Speaker: Is it just more the opportunity, you think?
Speaker: So I didn't really have any other thing to fall back on.
Speaker: So I'm like, I'm going to make this work.
Speaker: I hated college, so I'm like, I'm not doing that.
Speaker: I already knew I wasn't going to college.
Speaker: I just went for a semester just to tell my parents, you know, I tried it.
Speaker: So I tried it.
Speaker: There's that.
Speaker: So then I came back, I'm like, I'm going to make this sales thing work.
Speaker: I already knew sales was like,
Speaker: one of the most important high income skills anyone can learn regardless of what they want to do.
Speaker: Um, so I'm going to get good at this.
Speaker: You know, I heard Greg Cardone, he sucked at sales for three years.
Speaker: I'm like, okay, well I was, during this time I was watching these videos or whatever.
Speaker: I'm like, for Brunson, I'm still sucking.
Speaker: And I'm like, he sucked for three years.
Speaker: Now he's arguably one of the best sales trainers in the world.
Speaker: So, um, you know, I can't,
Speaker: you know, give up on this.
Speaker: I'm not the type to give up anyway.
Speaker: So, um, I just kept the number one thing I'd say, and the number one thing I tell my reps when they come in here is, uh, commitment.
Speaker: If you have commitment and you're like, I'm going to make this work.
Speaker: Like, I don't know when it'll happen, but I know eventually, you know, you'll break, you'll make some good money, at least six figures, um, in the first, maybe even 12 months, um, that you're here.
Speaker: Um, but if you just commit yourself to it and stop like looking for the grass is greener somewhere else and bouncing around to,
Speaker: other companies, other types of jobs, looking for a quick, like, better, like, I'm making, like, if I wasn't doing well, like, in the beginning, I wasn't doing well, and I was looking, like, I could have made more McDonald's my first four months, way more.
Speaker: But I'm like, at McDonald's, there's a cap to your income.
Speaker: Here, once I get good, I can just, there's no, there's no limit to what I can make.
Speaker: So I'm like, I hate trading time for money, always have, that I've never had a really an hourly job, because I knew you can't scale if you're trading time for money.
Speaker: I want to be paid on my results.
Speaker: not just my labor.
Speaker: I can't stand that.
Speaker: Really just having the commitment, I think, is the number one thing that's been able to get me to where I am, which I'm still reaching for new heights.
Speaker: I'm not any more special, I don't think, but definitely getting better every day.
Speaker: Yeah, he definitely hustles out there.
Speaker: You can definitely see that.
Speaker: And what I've been impressed with, too, is not everyone can say this, but you've been committed to the personal development stuff.
Speaker: You're always investing in courses.
Speaker: You're always reading.
Speaker: You're always doing stuff like that, which I love doing that, too.
Speaker: We went a couple months.
Speaker: Yeah, it was March or something.
Speaker: We went to the...
Speaker: what was that summit?
Speaker: High status summit.
Speaker: So we were at that.
Speaker: Yeah.
Speaker: Um, so yeah, it's been cool to see him invest in himself, do that.
Speaker: So how much do you think that's contributed to your growth to like, you know, reading and investing in courses, stuff like that?
Speaker: Yeah.
Speaker: I mean, it all comes down to, I think it's, uh, just, uh, everyday learning.
Speaker: Um, no matter what it is, whether you read, listen on podcasts, you have to be learning something constantly.
Speaker: If you're not learning, you're, you know, you're not going to be growing.
Speaker: Um, and you always want to be growing.
Speaker: So I will say I have tapered down, um,
Speaker: there is a fine line between reading all that stuff and studying all that content and really taking action on it.
Speaker: I'll see a lot of entrepreneurs make the mistake of, or solopreneurs, whatever, anyone in the personal development space, they'll read all the books, they'll buy every book, they'll listen to every podcast, and then what happens is you get overwhelmed with information and you're just constantly consuming information, which information is great if you use it, but if you're just getting information to keep getting information,
Speaker: And you're not really taking action because I see a lot of people that go to seminars.
Speaker: I'll see them, you know, a couple of seminars later and they're still in like the same position now.
Speaker: And they went to four seminars since then.
Speaker: So my mentor is Peter Vood.
Speaker: I don't know if you guys know him, but he talks about mastery versus overload.
Speaker: So when you learn a lot, you know, that's over overload, you know, you're overloading with all.
Speaker: But he focused on mastery.
Speaker: So don't go to another event unless you've implemented and applied those skills you learned from the last event.
Speaker: None of these events are going to have these magical powers that you get from going to them.
Speaker: You still have to just go back.
Speaker: put in the work.
Speaker: So where I'm at right now, I don't think it's a lack of information.
Speaker: I just need to execute on a daily basis.
Speaker: I'm just like, if time will do it, I can hustle.
Speaker: Um, but it just takes time and I'm aware of that.
Speaker: So I've a little tapered down on maybe the reading and stuff.
Speaker: I still listen to podcasts when I drive, um, try not to listen to music, um, just to maximize time.
Speaker: But for me to sit down and read a book for one to two hours, I don't think would be effective with what I need to accomplish currently.
Speaker: Um,
Speaker: But yeah, definitely getting started is crucial to get that knowledge.
Speaker: But once you have enough knowledge, then just start taking action.
Speaker: That's huge and I love that because I've been guilty of that all the time.
Speaker: I'm buying courses.
Speaker: I'm going to my bookmark tabs and I probably see 50 courses.
Speaker: No guilt.
Speaker: I bought.
Speaker: But the truth is I've probably maybe gone through completely.
Speaker: I've maybe gone through 10 to 15 of those.
Speaker: And then maybe another 25 I've actually gone through halfway or something.
Speaker: And then the rest I bought and they just sit there.
Speaker: So yeah, it's something that a lot of entrepreneurs make the mistake of is buying those courses, not implementing anything.
Speaker: And what I think is important is just taking that next step, learning one thing, and then don't move on in a course or don't, I mean, I wouldn't say don't even read another page or whatever you're doing until you go and implement that one thing.
Speaker: And then that's going to help you develop the discipline to actually implement what you're learning.
Speaker: And I think I saw that, I remember, when we went to the high status summit.
Speaker: You were buying some of the courses and all that.
Speaker: He was offering about speaking and stuff like that.
Speaker: And then is that kind of what happened?
Speaker: Yeah, it was a power speaking thing that I would have got flying out with Jason Capital, me to my Miami speak.
Speaker: Just with what I was doing, I needed that money to invest in business.
Speaker: So I'm just like, this isn't really going to change.
Speaker: I'm not public speaking yet.
Speaker: I'm not there.
Speaker: So I just need this money to really help start my business.
Speaker: So I just got a refund.
Speaker: Yeah, yeah.
Speaker: Yeah, and you probably realize that.
Speaker: Because I think sometimes what we do as entrepreneurs too is we don't focus in on one thing.
Speaker: Yeah.
Speaker: We see all these different skills.
Speaker: We see the copywriting.
Speaker: We see, I don't know, presenting.
Speaker: Especially if you're going to these seminars.
Speaker: You'll see a guy in the e-commerce space, a guy copywriting, a guy doing online training and all this stuff.
Speaker: And you're like, oh, that looks good.
Speaker: That looks good.
Speaker: And you get shiny object syndrome.
Speaker: Yeah.
Speaker: And then you're looking at all these shiny objects and
Speaker: Next thing you know, you're a hoarder and you don't got anything accomplished.
Speaker: So it's really like just... I've worked really hard on it.
Speaker: Just like eliminating all the BS.
Speaker: Like, I'm not the copywriting guy right now, at least.
Speaker: I learned that skill eventually, but right now I'm focusing...
Speaker: on my business, which is fitness.
Speaker: We're making apparel, just doing that, and then the sales team.
Speaker: My focus is on the uprise and then sales team.
Speaker: Nothing else.
Speaker: Yeah, that's good.
Speaker: Yeah, so that's huge.
Speaker: Focusing on one thing, and then also as entrepreneurs and sorepreneurs, we need to learn how to outsource these things, too.
Speaker: You don't have to be an expert.
Speaker: You look at most CEOs, you look at the Russell Brunsons, you look at the Tony Robbins.
Speaker: The truth is they're doing very little of all the marketing and stuff you see.
Speaker: They're focused in on one thing, and that's leading their company.
Speaker: And then they know the basics of the copywriting.
Speaker: They know the basics of all the stuff.
Speaker: But they're hiring the experts in those things to help them do the things that they don't need to take the time to learn all that.
Speaker: Because then you focus in on what's the high income producing activities.
Speaker: Yeah.
Speaker: Yeah, that's huge.
Speaker: And it's been cool to see you kind of develop your focus and all that, Katie.
Speaker: So with that being said, let's kind of transition into how you've been able to help lead the team, grow the team.
Speaker: So we grew.
Speaker: How many people do you think there were when you first got out here?
Speaker: So it's always fluctuating when I first got out here.
Speaker: You talked about when I was manager or when I was just out here?
Speaker: I guess both.
Speaker: Yeah, I mean, when I first got out here, there was probably eight people in the office.
Speaker: And that was like with the summer flood.
Speaker: You know, we get more people in summer who just stay for the summer.
Speaker: And then they leave.
Speaker: But I wanted to become manager.
Speaker: This was in November.
Speaker: No, no.
Speaker: This was December.
Speaker: I took over as manager.
Speaker: And I remember vividly me being up there, getting excited for everyone to show up.
Speaker: It was me and this girl named Danny.
Speaker: and maybe Patrick, so there's three of us.
Speaker: And the day before that, we might have had like eight people or whatever.
Speaker: So it's always like super frustrating when you get that because you're like, what can I do to like get these guys to show up?
Speaker: So, you know, three like solid, solid show up every day and like might have been like five people who like come in when they feel like it, I guess.
Speaker: Yeah.
Speaker: So, yeah.
Speaker: Okay, yeah, so that's one of the struggles we've had, and I'm sure every company has, is getting people to show up consistently and everything.
Speaker: Getting people to treat it like a real job and all that, because they're not going to make money if they don't show up consistently.
Speaker: So, yeah, we went from three people, and now we're, what, about 20, 25?
Speaker: Around 25.
Speaker: They split some of our reps into other offices, so that's taken.
Speaker: a little bit of a dip, but, um, yeah, so about 20, 25, 26.
Speaker: Okay.
Speaker: So yeah, um, it's been going up.
Speaker: Obviously there's ups and downs.
Speaker: They're solid too.
Speaker: They're not like the show up, you know, once a week type people either.
Speaker: So, yeah.
Speaker: Um,
Speaker: Yeah, so, yeah, it's been cool to see kind of the culture change because, like you're saying, when you first came out, I think that was basically the culture to show up when you want, do whatever you want, make some money, and then, you know, just balance if you're not making money.
Speaker: So yeah, we've seen it change and it's been cool to see Katie help us with that.
Speaker: So what are some things you think that have contributed just to that culture change and having more guys show up and take it more seriously?
Speaker: Yeah, so number one thing, definitely want to make it a fun environment for everyone.
Speaker: Fun and motivating.
Speaker: So you have a fine line between just screwing off and being fun.
Speaker: and then actually being effective and being able to have an organized team meeting and get everyone motivated to get out there.
Speaker: So what we do, everyone, you know, we're playing music when everyone first comes in.
Speaker: We have a very young culture here.
Speaker: Everyone's pretty much under the age of 26, 27.
Speaker: It's like 20 to 27 is our main age, or there's a few outliers.
Speaker: So everyone's super like-minded, and we're very entrepreneurial.
Speaker: What's up?
Speaker: One thing I do when new people come in, what I've done with our team, is we'll come in and we'll go over our dreams, like life dreams, which I think I really like.
Speaker: I like knowing what everyone on my team is looking to accomplish.
Speaker: It can help me because then I want to help people, not just in sales, but also like, what else do you have?
Speaker: I have this connection for you.
Speaker: I can help you here or whatever.
Speaker: Whatever they're doing, I just want help with.
Speaker: We're not just like, just succeed here and don't do anything on the side.
Speaker: We encourage everyone to have a side hustle.
Speaker: just as long as if not taking away from your main hustle, which should be new power in sales.
Speaker: So we'll go over the dreams of everyone.
Speaker: And then basically after that, I tell people, I'm holding you accountable to these.
Speaker: If I see you do stuff that is not in correlation to this, I'm going to talk to you about it, call you out, because you have these dreams of being a millionaire, billionaire, whatever it is, and then you're waking up at 11 o'clock and then coming to work hardly even shower like,
Speaker: if you were to achieve this, then act as such.
Speaker: So the way I am is very, we have a good balance because the other manager, Patrick, he's more of like an emotional support.
Speaker: I'd say I'm pretty harsh.
Speaker: Not like mean, but just like I'm very, I don't know, I'm just very straightforward to the point.
Speaker: I'm like, you're doing this, this is not okay.
Speaker: Be on time or don't come.
Speaker: I'll say all the time, I'll go up there,
Speaker: you know, it distracts everyone.
Speaker: So when they come in late, you know, sometimes I'll be like, I'll just go on like a rant.
Speaker: Maybe we have, we only want eight players on our team.
Speaker: So if you're like not willing to show up, if you're not willing to put in the hours, if you're only going to show up when you feel like it, then maybe you can find another sales gig.
Speaker: Yeah.
Speaker: Because this is, this is not that.
Speaker: Which I think, just like in sales, that takeaway, I think helps people stick, honestly.
Speaker: Sure.
Speaker: Because people, people are like, they want to be a part of that.
Speaker: You know, they want it.
Speaker: All of us are hustlers that,
Speaker: They want to be a part of that group.
Speaker: And, yeah, I just make it so they really want to.
Speaker: And they're definitely very welcomed here.
Speaker: And, you know, we've been able to gather, you know, tons of people coming for interviews.
Speaker: But I pretty much know when I meet someone just off the first interaction with them, whether they're going to stick or not.
Speaker: Just because the environment we have is so, it's so,
Speaker: even going to feel comfortable here.
Speaker: They're just going to go somewhere else.
Speaker: There's people looking for maybe an hourly wage or whatever.
Speaker: People here are really trying to, you know, we have several people on the team who have dreams of being billionaires, myself included.
Speaker: A lot of people don't even think of that.
Speaker: A lot of people, we have sometimes will do it and these new people are in and we'll have to go around asking dreams and some people will be like, we don't have dreams.
Speaker: They're like, I don't have them.
Speaker: Which is really cool because I'm sure they went home that night and thought about maybe what is my dream.
Speaker: So that's the effect I want to have on most people.
Speaker: When they come into this job, whether they're here for three months, whether they're here for a year, whether they're here for life, whatever, I just want them to be better than when they came in, whether it's a better mindset, better financial position, whatever that is.
Speaker: And that's just what I've been trying to instill.
Speaker: I just like I'm not like acting like someone else either because you can't really act as someone else that you see like Grant Cardone leading a team like I'm gonna act like Grant Cardone like just act like you would do it and then you know hopefully you know it works and
Speaker: It's been working.
Speaker: So, you know, something's been working, I guess.
Speaker: Yeah, yeah.
Speaker: Yeah, I mean, people see that you care and then you really want them to succeed.
Speaker: And I've seen a lot of guys come in here that, like you were saying, didn't seem like maybe they would be that successful.
Speaker: Then we've been able to change them through the culture and people have, yeah, kind of their side hustles, things like that.
Speaker: So what would you say, you talked about how you can tell if they're going to be successful or not.
Speaker: What do you think you, what do you see in people that are successful versus not successful?
Speaker: You can tell right off the bat.
Speaker: So number one thing is when they come in, if they're talking and interacting with the team, that's a good sign that they're going to stick.
Speaker: If they're just kind of sitting in the corner, not really like socializing,
Speaker: or whatever I get it that they're shy and stuff but the way it's played out is they almost 100% of the time will quit it's that first little bit of bottom line I think comes out of them not being comfortable in the environment and them not trying to make themselves comfortable like they're not putting much effort because they could become comfortable but they're just not even putting the effort in to do that which I think the effort to like meet people and talk to people because I'm very introverted as well I'm not extroverted so I understand it but I also know
Speaker: that in order to get places, I have to turn on that extrovert button or whatever.
Speaker: And I have to meet people, I have to be genuinely interested in that.
Speaker: And a lot of them don't do that.
Speaker: So maybe it's a personality trait, or I don't know, but basically...
Speaker: If they do that, I'm pretty confident that they're not going to last more than a week or two.
Speaker: Yeah.
Speaker: And we've seen that's, well, what I see too in the teams, you guys all go hang out.
Speaker: You're doing stuff together.
Speaker: That's the culture is that guys are hanging out together.
Speaker: We're buddies.
Speaker: We're not, you know, we're coworkers, but at the end of the day, we're friends.
Speaker: Like, we're, you know, we're hanging out on weekends.
Speaker: It's not like I have to go hang out with my coworkers.
Speaker: It's like they're my friends, and I happen to work with them.
Speaker: Yeah.
Speaker: Yeah, I mean, most of you guys all live in the same apartment complex.
Speaker: Yeah, a lot of us.
Speaker: Yeah.
Speaker: So I think that's all part of it and just making guys feel comfortable.
Speaker: So be seeing if they're not talking to people.
Speaker: We'll definitely engage them.
Speaker: We'll definitely introduce them to everyone.
Speaker: But at the end of the day, we can baby them for the whole time.
Speaker: We can give them an introduction.
Speaker: If they choose to continue talking, that's their choice.
Speaker: Yeah.
Speaker: Yeah.
Speaker: Cool.
Speaker: So, and then we have meetings in our company that are Monday through Friday.
Speaker: Start at 1 p.m.
Speaker: Then we go out with the team.
Speaker: We guys get at, what, 2.30, 3, something like that?
Speaker: Yeah, I usually start knocking at 3.
Speaker: Okay.
Speaker: And then, yeah, I stop usually around 7.30, 8, something like that.
Speaker: Yeah, that was 8 o'clock.
Speaker: Okay.
Speaker: Actually, it was 8.30.
Speaker: Okay, 8 o'clock.
Speaker: So, yeah, that's been huge, just having guys work those full hours.
Speaker: How important do you think it is working, putting in the time, doing the full hours?
Speaker: Oh, well, it's crucial.
Speaker: I mean, it's four hours, four or five hours.
Speaker: You know, I passed my phone, I was doing 9 a.m.
Speaker: to 9 at night.
Speaker: It was 12 hours.
Speaker: Yeah.
Speaker: So, like, I tell them all the time, like, you guys can't work four hours and you have dreams of being a millionaire.
Speaker: Like, who do you think you are?
Speaker: You know, that's the way I am with people.
Speaker: And, you know, I guess they appreciate it because they keep showing up.
Speaker: So, I don't know.
Speaker: yeah i know what their dreams are and then if i see that they're you're not gonna you can't even work a full four hours yeah what are you thinking it's like self-deception i know that's true actions aren't lining up with the goals yeah i can't do that yeah that's been part of it too is um i think we changed that culture because a lot of people in the past yeah we kind of let people do part-time schedules and work whatever and
Speaker: I can't recall really any rep that we've had be successful if they're not working minimum, you know, the four hours a day.
Speaker: They're going to have very little success.
Speaker: That's been huge too.
Speaker: So talk about the meetings.
Speaker: That's been, I think, important for what we're doing.
Speaker: What do you do?
Speaker: How do you schedule the meetings?
Speaker: And what do you do during the meetings to kind of pump everyone up?
Speaker: And, Randy, walk us through the meetings.
Speaker: Yeah, so the first thing we do, everyone walks in, especially on Monday.
Speaker: We may talk about the weekend.
Speaker: New people, maybe we'll introduce everyone.
Speaker: Everyone stand up just 20 seconds each so it doesn't take too long.
Speaker: just like tell them an interesting fact about you where you're from you know your name all that stuff just so everyone knows each other and then we'll go over the numbers from the previous day and really highlight you know the positives of stuff and like who was killing it and stuff and then just real quickly go over everyone's numbers and then we'll go over everyone's goals for the day and really I really stress those when we go over them because I'm like this is not like some people you know they'll get to the day before and they're like tomorrow I want to get 10 and I'm like
Speaker: come on, like, these are, like, goals that you're committed to, not just, like, dreams, you know, and these are, so I really stress that, of, like, going over, like, like, you, I'd be, like, disappointed if all you guys, these goals that you put up here, if you, like, don't get them, like, I'll be disappointed, so, like, do that kind of goals, rather than just shoot for the stars, which is great, all about dreaming big, but when it comes down to it, if you set your goals for 10, and the previous day you got two, and you're, the next day you're out there, and you got, you know, one, you're not,
Speaker: you're not even thinking of that type of possibility.
Speaker: So you're not even going to probably push yourself as much as if you had to because that was your goal.
Speaker: So definitely go over the goals, make sure they're reasonable with what their previous performance has been.
Speaker: And then after that, you know, we'll have a book minute.
Speaker: Now, a book minute is one of the favorite things on the team.
Speaker: It's what everyone seems to enjoy.
Speaker: We actually have reps fighting over it.
Speaker: Nice.
Speaker: So the book minute is just where, you know, because I'm up there speaking on it, it's where I really give the stage to, like, one of the reps to come over.
Speaker: And they can do a sales training.
Speaker: They can do a mindset training, basically.
Speaker: You know, it's amazing.
Speaker: not necessarily sales related.
Speaker: It can be anything, um, about like life or like self-development motivation, you know, whatever.
Speaker: Um, so we'll have people, you know, whether you listen to podcasts or whatever, you just from the heart, like just come up here and they'll give maybe one, maybe three minutes max.
Speaker: Usually we'll give like a little, little presentation on things they learned, um, from podcasts or things they just learned outside of doing life and doing the doors and,
Speaker: People really like that, and I like giving people the opportunity to share.
Speaker: I'm up there a lot, and I'm sure these guys want to come up too.
Speaker: Definitely giving them that opportunity to be heard, pretty much, is what I think is really important with anyone on the team.
Speaker: They like being heard, and a lot of them will like sharing it with others.
Speaker: And also, public speaking, it's great practice for that for everyone on the team, you know, for including me.
Speaker: And public speaking is like the highest paid per hour job in the world.
Speaker: So, it's very crucial.
Speaker: Yeah.
Speaker: Okay.
Speaker: So, yeah, you do your goals, your book minutes, and then after that, is it basically just short training?
Speaker: Yeah, I'll do a technical training.
Speaker: Sometimes I'll do...
Speaker: Well, I'll do mindset training a lot too because bottom line is I'll say I'll do mindset training more than I will technical because the way I look at it is you can have all the tools in your tool bag, but if you don't even have the mental discipline to get out there and do it, it doesn't matter what you're carrying in your tool belt.
Speaker: You can't.
Speaker: you can't perform unless your mindset's right.
Speaker: This is a very mental job.
Speaker: You're out there alone.
Speaker: No one's telling you to go to the next door.
Speaker: It's just yourself.
Speaker: You have to be extremely self-driven.
Speaker: And all these people, they're like, I tell them you're motivated right now.
Speaker: How many of you will be motivated?
Speaker: Three hours from now after you've got no ABs, everyone's cussed you out.
Speaker: And then you've got, you know, everyone else is posting stuff and you're just frustrated with yourself.
Speaker: You're not going to be motivated.
Speaker: At least I'm not all the time.
Speaker: So basically, I go over discipline.
Speaker: I go over, like,
Speaker: One of my favorite things to tell everyone, I want to get it like sprayed, graffitied up in the office, is feelings kill dreams.
Speaker: So that's one of my favorite things because like how you feel doesn't really matter.
Speaker: You still keep doing, you know, whatever it needs to.
Speaker: whatever you need to do to get your goal accomplished.
Speaker: So, yeah, whether you feel good, you know, still go to the gym, whether you, uh, you know, feel discouraged, still go to the next door, that kind of thing.
Speaker: Um, but I'll do a lot of mindset training.
Speaker: Um, you know, people, a lot of these guys come in and they don't, they haven't done as much self-development as me.
Speaker: They haven't watched all these videos, books and stuff.
Speaker: So a lot of it's like new to them.
Speaker: Like maybe it's old to me, uh, but it's new to them.
Speaker: So a lot of things that I've learned from,
Speaker: running a team is say old things to new people rather than like new things to old people.
Speaker: So it's like just keep going over stuff repeatedly.
Speaker: Maybe the old people who've been here a while, they can't have heard this all the time, but it's really crucial for everyone to just really nail those stuff down, make sure everyone has a good mindset going into it.
Speaker: Make sure everyone has the skills and tactics needed.
Speaker: Yeah.
Speaker: Yeah.
Speaker: And it's, that can't be said enough.
Speaker: It's just repeating the same things in different ways.
Speaker: I think, you know, using stories, stuff like that.
Speaker: But, um, when I first came here, Rob, our, our, uh, president of sales, I probably heard him give the same training basically for like, you know, six months straight.
Speaker: You know, the name list every week.
Speaker: Yeah.
Speaker: Yeah.
Speaker: So we're talking about the same things over and over and over.
Speaker: But yeah, it's like you're saying most reps, that's the reason they're not having success is they're not locking down those middle things or those simple things.
Speaker: So of course we're going to do the same training if they can't even do the basics of it.
Speaker: Yeah.
Speaker: So yeah, I don't think we need to reinvent the wheel.
Speaker: Really, you just need to have a couple of different topics and just keep drilling them down, role playing.
Speaker: Do you guys do a role place still as a novice?
Speaker: Yeah, we'll do role play.
Speaker: Uh,
Speaker: most days and then we'll have people come up um pitch we'll have people like i stand up give the intro like popcorn everyone stands up everyone's excited they come and do their intro we critique it or sit down someone else comes up or just stuff like that maybe they're doing the outro and they're trying to get in the home there's different parts of the pitch or sometimes we run through the whole pitch with someone who's done really well just so we can see what they're doing or if they're not doing well and they want to stand up uh
Speaker: and do their pitch, we can all critique it and give them help with what we think they could do better.
Speaker: So I definitely go through the pitch a lot.
Speaker: Yeah, super important, I think, doing role plays.
Speaker: So yeah, all that's the meeting.
Speaker: What was the last, usually like 45 minutes, would you say?
Speaker: Yeah, 45 minutes.
Speaker: And then we'll end the meeting with a four or five minute video.
Speaker: Just off, you know, anyone with Dan Pena had my life.
Speaker: I know, just some motivational feedback.
Speaker: and then from that we leave directly out to the car so no picking up no playing ping pong on the way out we used to struggle with that I made sure that stopped I was getting pissed I was screaming at people but yeah basically I make sure directly from the motivational video straight out because if you screw around there all that motivation all that stuff you build up in the meeting the
Speaker: tactics and stuff, it all dies down.
Speaker: They're just like, all right, now we're going to screw around for 10 minutes before the leaf.
Speaker: Just go straight out.
Speaker: Everyone's mindset's in the right place.
Speaker: If they're driving out, maybe we'll play.
Speaker: podcast on the way out I'll usually do that some days we'll do music but most days I'll say we do podcasts okay and as as a team well the teams go out together we have what like three company vehicles right now two company vehicles and one Tesla so I'm taking my car out right now just so I can get out quick really get my hours in yeah you probably beat those big vans in your Tesla yeah definitely
Speaker: So, yeah, we have gone out as a team, and how important do you think that is, Katie, just going out as a team and everyone getting out there?
Speaker: Yeah, so.
Speaker: You know, anyone on our team who's trying to knock Saturdays, I'll hear it.
Speaker: They knock.
Speaker: I'm going to knock Saturday.
Speaker: I hear that all the time.
Speaker: I'm so motivated.
Speaker: I'm not happy with this week.
Speaker: I'm going to knock Saturday.
Speaker: Yeah.
Speaker: On Saturday, just talking about Saturday night, you knock today?
Speaker: No?
Speaker: Yeah.
Speaker: No.
Speaker: Because, you know, they're driving themselves out, you know, and they have their car right there.
Speaker: And they get, like, this guy cussing them out, and their car's right there, their friend's at the beach.
Speaker: Yeah.
Speaker: You know.
Speaker: And it's really hard.
Speaker: Even for me, I'm super disciplined, and it's super, super hard knowing that you're, like, the, um, you're just out there, and you can leave at any second.
Speaker: Yeah.
Speaker: When you don't have a car, people drop you off, you don't really have a choice.
Speaker: Yeah.
Speaker: And, like, you can sit there and lay on the grass, but...
Speaker: we don't have those kind of reps in our company.
Speaker: So, you know, most of our reps, they're going to hustle when they're out there.
Speaker: So it's just that mental, that mental, even, you know, I drive the car.
Speaker: Something I've had to work really hard on is getting out.
Speaker: The second I park the car, six second rule, I get out of the car in six seconds.
Speaker: Now, any longer than that on my phone and stuff, it would just like, one minute will turn into 15 and it's just like really hard to get the motivation to do that.
Speaker: I just make sure I get out right away and then,
Speaker: running out and everyone's having fun, everyone's going over their pitch with each other, especially on the way back.
Speaker: It's like, it's like a congratulations, like great job today.
Speaker: You know, everyone's just like stoked for each other.
Speaker: And then if they were struggling, then they'd be like, okay, what can we help with?
Speaker: And then they like help them.
Speaker: So it's really, really great environment there and back, which I think really helps the reps.
Speaker: Yeah, so that's huge.
Speaker: And for any of our solopreneurs, if you're leading teams at all, it's where you're going out the doors.
Speaker: I think that's probably one of the biggest factors.
Speaker: And in my head, that's, I think, the main purpose of the meeting is just to get everyone together and then go out together.
Speaker: Yeah, you have your pump up, you have your little training.
Speaker: But if you're not going out together, then yeah, it's like Katie was saying, very few people are going to have the discipline to go out, to get out of their car.
Speaker: to not be at the beach.
Speaker: And our companies, we're doing Monday through Friday.
Speaker: Obviously, weekends are awesome to knock to, but we just want the main thing, the team getting together, going out at the same time, and then everyone staying motivated that way.
Speaker: That way there's a lot less people.
Speaker: The group chat does a great job of motivating people.
Speaker: We have a thing called GroupMe.
Speaker: It's just where we post our ABs or appointments booked, every time we post an appointment.
Speaker: Put it up on the groupie, and that really helps a lot of people comment on it all the time.
Speaker: I see you guys counting on the groupie, and I'm going to hustle my ass so I can get mine.
Speaker: True.
Speaker: Yeah, that's been important, I think, is people post pictures.
Speaker: People maybe, you know, someone was a jerk or something, so I'll post about that.
Speaker: It's keeping it positive, obviously, not negative.
Speaker: Like, this guy was such a good thing.
Speaker: such a dick or whatever, like keep it positive.
Speaker: I stress that a lot with the reps.
Speaker: Yeah, so all those things have helped us change the culture and everyone be a lot more motivated, work a lot more.
Speaker: And yeah, it's for those that aren't leading the teams, like I go out, I close a lot of the deals that are set up.
Speaker: And I definitely know what he's saying.
Speaker: When you're growing out by yourself, it's going to take way more motivation.
Speaker: So if you don't have that team environment, I would suggest getting buddying up with someone, just creating some sort of environment where you can be part of a team.
Speaker: And then you're going to be able to stay a lot more motivated, especially as you're out knocking doors.
Speaker: And I mean, that's been a huge factor in the success we've been able to have.
Speaker: So yeah, that's been cool to see the growth.
Speaker: And anything else, Katie, you feel like it's contributed to just like the culture and
Speaker: the growth of the office here?
Speaker: Yeah, I mean, one thing I've learned with just leadership in general, or especially, you know, leading a team, is that your dream has to be big enough as a leader for everyone's dream to fit inside yours.
Speaker: So, you know, I get up there, you know, my goal is to be a billionaire, but more importantly than that, I want to be the top 100, like, what is it, like, top 100 entrepreneurs recognized by, like,
Speaker: Forbes and stuff.
Speaker: So that's like the goal.
Speaker: Basically I have the top 100 most influential entrepreneurs.
Speaker: So, you know, influential I think is the most important thing because like if you have influence and you know the money, you know, that's just a byproduct.
Speaker: But influence is really
Speaker: if I ever got that, you know, that's like all, that's my dream.
Speaker: All these little things like these businesses and stuff, that's all under that.
Speaker: It's a huge umbrella.
Speaker: And if I were able to get that, I've changed a ton of people's lives.
Speaker: Whether they be people on my sales team or maybe there'd be people I, you know, I,
Speaker: a little bit more motivation and stuff.
Speaker: But basically, your dreams, I'll give people, people need hope.
Speaker: I'll say all the time, if you start with this company, there's no limit to where you can go.
Speaker: We've had a rep come in here in three months, now he has his own team under him already.
Speaker: That's awesome.
Speaker: In three months.
Speaker: You really feed the vision to everyone.
Speaker: This is where this company's going.
Speaker: We're still growing rapidly.
Speaker: You can have your own team, you can be a regional manager,
Speaker: You can do all this stuff, but the number one thing we look for is loyalty and work ethic.
Speaker: So definitely develop those things, and then we'll notice.
Speaker: We'll notice you guys, and that really gets a lot of people to push because a lot of people on the team want to be in a management position, obviously, because you make more, and it's just one of the best skills you can learn is managing a team, learning how to work with others on that scale.
Speaker: So I really don't want ever people to feel like you're a rep, and that's all you are, and that's all you can be.
Speaker: Like, no.
Speaker: You can be a rep and in four months you can have your own team.
Speaker: In a year you can have two teams under you or three teams under you.
Speaker: Just keep feeding them the dream and that gives them... I'll get them through the times where I don't want to work.
Speaker: I'll have it all the time.
Speaker: I don't want to knock today.
Speaker: I don't want to show up to work every day, but I just do it because I know what I want.
Speaker: And I know this is just part of getting there.
Speaker: I'm not motivated every day, but I do have a lot of discipline.
Speaker: So I won't ever, you know, that's where the feelings go, dreams.
Speaker: Motivation is a feeling, right?
Speaker: So the discipline is just like, I said I'm going to do this.
Speaker: I want this desired outcome.
Speaker: So I'm going to do whatever it takes to get to that outcome, whether that means I sleep three hours a night or four hours a night.
Speaker: I'm tired all day, so be it.
Speaker: That's what I need to do.
Speaker: That's what I'll do.
Speaker: And just like really give, I give that a lot to people.
Speaker: Like they see that in me and that's what I'm saying.
Speaker: arrogant or anything, but a lot of them told me it inspires them or stuff.
Speaker: So that's really cool to see.
Speaker: The second I had some people tell me I inspired them, I never even told me a year ago.
Speaker: I didn't think that would happen at all, like a year ago.
Speaker: When I first came out doing so, that's social anxiety.
Speaker: The first couple of doors I knocked on, I threw up.
Speaker: I'd knock on the door and I'd have a huge stomach ache.
Speaker: I'm one of those kids in high school.
Speaker: They had a group presentation.
Speaker: I wouldn't talk in front of people.
Speaker: Sales has definitely changed my life.
Speaker: My goal is to change everyone's life on the team.
Speaker: Give them a direction of whatever it is.
Speaker: Sales is probably the best foundation for anything.
Speaker: That's all I'd say.
Speaker: Just giving everyone the
Speaker: Just making sure everyone knows that their potential is not limited to anything, especially in this company.
Speaker: And then, obviously, I encourage outside ventures and stuff, too.
Speaker: But, yeah, just giving up hope and, like,
Speaker: You know, just feeding that vision to everyone.
Speaker: Yeah, I love that.
Speaker: Love it.
Speaker: It's super important.
Speaker: And even in recruiting new guys, I think that's something that helps you recruit guys.
Speaker: If you can feed that vision, you can make them see what they could become.
Speaker: That's something we've tried to implement in recruiting guys.
Speaker: And I feel like if you can instill that in them from day one, then they're going to come a lot more dedicated.
Speaker: I'm already a hustle.
Speaker: You can build that dream.
Speaker: Cause yeah, no one wants to be stuck as, you know, just like, and then if I, if I see a rep, like you said, you want to be a manager, like what's this, you're missing work.
Speaker: Yeah.
Speaker: Like you think you're going to be manager doing this?
Speaker: Like, come on, man.
Speaker: Yeah.
Speaker: There's stuff like that.
Speaker: I don't know.
Speaker: I love that.
Speaker: And you have guys, um, so you talk about setting goals with them.
Speaker: Are you meeting up with them at all regularly to kind of review things?
Speaker: One-on-ones, anything like that?
Speaker: Yeah, I do.
Speaker: I'll do one-on-ones, um, often.
Speaker: Um, you know, I'll do it when,
Speaker: As far as one-on-ones, the people I don't live with, I'll go over it, make sure I go over it with them.
Speaker: It's not just company goals either.
Speaker: I sit them down like, what are your financial goals?
Speaker: I already know their dreams and stuff.
Speaker: I go over it with them when I sit down with them and then really just see what I can do to help them.
Speaker: My goal is to help you achieve your goal.
Speaker: I'm not just here to get you to do really good at sales and just grow this thing.
Speaker: I also want to do that, but also help
Speaker: Where you're at and where you want to go.
Speaker: Yeah.
Speaker: Well, that's incredible.
Speaker: Yeah.
Speaker: It's really helped build it.
Speaker: And what's interesting is our office, San Diego, we were kind of the lower office.
Speaker: Our headquarters in Riverside.
Speaker: So I think when you first got here, Katie, we were always looking at Riverside and being like, dang, how are we ever going to catch up to them?
Speaker: We're so far behind them.
Speaker: And now because of KDN, a lot of the culture changed.
Speaker: Now we're kind of the golden goose of the company.
Speaker: Riverside is looking at us.
Speaker: They got their reps coming over to see like what we're doing, how we've been able to change the culture.
Speaker: So it's been cool to see that.
Speaker: And they're not, they're not, no one's going to catch up.
Speaker: Yeah.
Speaker: It's a, yeah, it's been really fun to be able to build something.
Speaker: And that's like, you know, I've never had something that was like mine, but even when I played football, I wasn't the football captain.
Speaker: I was just like a dude on the team.
Speaker: We haven't had my own team.
Speaker: Um,
Speaker: It's put me in, you know, it's developing very rapidly than I would have thought.
Speaker: And then it's also just like really sick to just have like, you know, this is your team.
Speaker: Like we all have each other's backs and stuff.
Speaker: So it's like, and I wouldn't trade it for like the world.
Speaker: Like it's the coolest thing ever.
Speaker: Like I just look around, like all these people in the meeting, like these are like my guys or girls or whatever.
Speaker: Like they're all super motivated people.
Speaker: And, you know,
Speaker: just maximizing the potential out of everyone and just getting them.
Speaker: A lot of people, they won't see, a lot of them will grow.
Speaker: I don't know how they grow up.
Speaker: Everyone grows up different, but a lot of them don't see the mindset that we as a lot of entrepreneurs have.
Speaker: You can be a millionaire by 23.
Speaker: You can achieve financial freedom by the time you're 25.
Speaker: You don't have to work your whole life.
Speaker: And a lot of people, these people have never heard it.
Speaker: Because maybe they're coming from a poorer background or, you know, a nine to five, you know, their parents are just stuck in a nine to five, like go to college, get a job.
Speaker: that's the route, that's the only way, but it's like, things are so different now, and I just, people, you know, they'll have epiphanies in the meetings sometimes when you go over that, and just seeing that, the shift in people, is like really, probably the coolest thing in this whole job.
Speaker: Yeah, yeah, it's been super cool.
Speaker: Well, Katie, I love that you shared your tips and tricks with us today about building the teams.
Speaker: The last thing I want to ask you about is, I've always seen, and I don't really think about this, but you're big on like, you know, kind of designing the environment and everything, and
Speaker: Before when you came, I mean, we just had kind of the basic office and everything.
Speaker: Now the office is pretty decked out.
Speaker: We got a whole lot of library of success books here.
Speaker: We've got, you know, the...
Speaker: the pictures on the wall talking about goals and stuff like that.
Speaker: So what's your, and you've kind of taken upon yourself to design things and everything.
Speaker: Is that just kind of like a hobby or is there a reason behind that?
Speaker: Oh, there's a reason.
Speaker: I mean, environment is destiny.
Speaker: So this environment we had when I came in, we were in a little office.
Speaker: It was not motivating at all, just walking in there.
Speaker: It's kind of dark.
Speaker: It's kind of small.
Speaker: It's kind of cramped.
Speaker: Looking around, there isn't really much on the walls now.
Speaker: I'd be looking at these other buildings
Speaker: I'd be looking at posters and stuff and they're sick.
Speaker: I'm like, we need an incentive.
Speaker: We need to get these posters.
Speaker: Yeah, they're $1,000 for five posters, but I'm sure, I guarantee it with the way people are in the office, the mood, just seeing those on the walls, I guarantee you guys will make your money back just investing $1,000.
Speaker: People are taking pictures with them now and stuff because they just think they're sick.
Speaker: They're really hardcore.
Speaker: One's hustle, the most important word ever.
Speaker: One's limitless.
Speaker: it's like infinite it's all the definitions of what those words mean it's like limitless definite possibilities for those who believe or there's really cool stuff like that and like and then we got you know couches and then you know and brought all my books that I've read in and have people check them out because I want people to walk into our office and immediately know like we're here to hustle like if you're not a hustler if you're not you know if you don't if you don't hustle like you won't fit here like you won't like you just
Speaker: you can go work your McDonald's job.
Speaker: This is not for people who are looking for an hourly wage.
Speaker: This is people who are looking to create massive wealth in all areas.
Speaker: Yeah, and it's cool because when we're doing recruiting meetings and stuff like that, guys can immediately tell what's the environment of the job.
Speaker: Like who is it for?
Speaker: We didn't have to say anything.
Speaker: They can see just by looking at the environment.
Speaker: They can see it's for, yeah, probably a young hustler or someone that's motivated.
Speaker: So they know.
Speaker: So I think it's even for sure made its money back in just the recruits we've gotten through.
Speaker: Oh, yeah, totally like that.
Speaker: So, yeah, it's something I learned from Katie and even seeing his apartment.
Speaker: He's got to organize.
Speaker: He's the space you want to be, right?
Speaker: Yeah, and then even this guy, you know, Dan Pagan, you saw him speak.
Speaker: He'll go over stuff.
Speaker: Like, there's a whole bunch of different things.
Speaker: views on this, but acting successful before he's successful.
Speaker: Now, what he did, he would buy designer suits on credit cards before he could afford it.
Speaker: Now, I'm not saying do that.
Speaker: Most financial gurus would kill me for saying that or kill him for saying that.
Speaker: I'm just saying what he said.
Speaker: He'd be worth $50 billion.
Speaker: But that's what he did.
Speaker: It worked for him.
Speaker: He was looking at Rolls-Royce dealerships before, and in one year doing that, he looked at a Rolls-Royce every weekend.
Speaker: One year doing that, he owned a Rolls Royce and stuff like that.
Speaker: So it's just that your environment is so – even if you're like – what I'd say, we've split the apartment up, so I'm not really out of my budget to afford it.
Speaker: But in the beginning, we might have thought that we were because it wasn't as many people living in it.
Speaker: But really that environment of that – it's a nice apartment.
Speaker: We're going to buy nice apartments in San Diego.
Speaker: That environment is really –
Speaker: Like those tastes of success that you have, like even that Tesla, driving that every day, it doesn't make you complacent.
Speaker: It makes you like, I need to act as someone who has a Tesla.
Speaker: Like what am I doing?
Speaker: I can't be lazy.
Speaker: I have a Tesla.
Speaker: I'm driving a Tesla.
Speaker: I cannot be lazy.
Speaker: Like this is, you know, otherwise I'd be like putting on a false image or like I'm living in this apartment.
Speaker: I can't be sleeping in until...
Speaker: you know, noon and like just rolling out of bed.
Speaker: So there's a little taste of like little successes that you can, uh, within reason, afford yourself and really, um, get yourself to that next level.
Speaker: Um, I think those are really crucial.
Speaker: Like all, um, you know, I'm making a lot, but I also, I'll constantly make myself broke.
Speaker: Like my account maybe net, you know, never really goes over 5,000 because I'm always spending, um, you know, I'm not on stupid stuff, but just spending on stuff only my business.
Speaker: So I'm constantly broke.
Speaker: So a lot of people when they save money, I think it's out of the fear of not being able to create new money.
Speaker: That's why people save.
Speaker: All my focus is on getting my monthly income up.
Speaker: So if I were to save for one month, I'm good.
Speaker: That's where I focus on, not really saving money.
Speaker: Because saving money, saving to invest maybe, like saving to invest in this clothing launch we're doing and stuff.
Speaker: But once I have that money, it's gone.
Speaker: And then I have to create new one.
Speaker: And my back is against the wall.
Speaker: So I constantly put my back against the wall with stuff like that.
Speaker: That's something I haven't really talked about.
Speaker: You don't know my finances, you're not going to know that, so that's why I'm sharing it.
Speaker: But I'll constantly just spend all the money I have basically on stuff that will potentially make me more money.
Speaker: Sometimes it doesn't, sometimes it does.
Speaker: So just that, it really puts your back against the wall and really gets you motivated again, especially if you're a business.
Speaker: hustle today.
Speaker: That's what's worked for me.
Speaker: That's what I'm probably going to continue doing.
Speaker: Yeah.
Speaker: No, and you look at any successful entrepreneur, they've definitely been broke.
Speaker: They've definitely...
Speaker: you know, been bankrupt or close to bankrupt.
Speaker: Yeah.
Speaker: You look like Russell Brunson.
Speaker: He talks about all the times where he's been close to bankrupt and everything.
Speaker: So even though they're having all this success, it's like you're saying they're not afraid to invest their money and spend it on things they're going to increase their income and increase their business.
Speaker: I think it's something that people get fearful about.
Speaker: Yeah, totally.
Speaker: I mean, if you're living in fear, then you're not going to improve.
Speaker: Yeah.
Speaker: I mean, I just know if I saw, you know, 50K in my bank account and I showed up to work, I'd be like, I'm good.
Speaker: I got 50K.
Speaker: you know yeah but it's like I got a thousand in there yeah and first of all I mean if you're making that much I mean don't let it sit in the bank accounts too yeah guys I know that are making that much money
Speaker: It's like you're saying they're not seeing that much of it because even if they're loaded, all this money is going to be... Yeah, it's getting yourself in the habit of just saving your money, which is... I don't think it's smart.
Speaker: You can save to invest, but just saving to save, people honestly get afraid to spend that money.
Speaker: I got it to 50.
Speaker: I don't want to spend any money because then it goes below 50 or whatever.
Speaker: And that money they could have spent could have been a course or something that could have really increased their income, but they just didn't want to
Speaker: invest it because they want to save it i'm pretty reckless with my spending with that being said that's why i'm able um i feel it to like uh that being reckless is uh really helped me increase my income just because i'm not willing to rip i'm willing to risk all like a lot of our young businesses and stuff and it's like honestly really fun but i don't look at it as lost money i'm just like okay this one didn't work now let's see what's next or whatever i already failed at like two businesses um
Speaker: you know, but, uh, that is probably spent, maybe lost 10, 15 K with the two of them.
Speaker: Uh, but this, this next one, you know, it's fitness is what I'm passionate about.
Speaker: I'm not going to let anything, you know, get in the way of it.
Speaker: And yeah, you know, we have the right mentors in place.
Speaker: I think we can definitely make it happen.
Speaker: Yeah.
Speaker: Yeah, I mean, we could go on and on about Katie's businesses, stuff like that.
Speaker: When he first came out, I saw him start his cooking.
Speaker: He's on my podcast.
Speaker: I've got to get one up soon.
Speaker: Yeah, yeah, yeah.
Speaker: So we'll probably go launching that.
Speaker: But, Katie, it's been awesome having you on the show.
Speaker: Yeah, I appreciate it, man.
Speaker: Yeah, I know we've barely scratched the surface, but I know you've got a lot coming.
Speaker: You've got your fitness lane.
Speaker: You've got probably a podcast coming soon and everything.
Speaker: Yeah.
Speaker: So for right now, you talked about your Instagram, but where can people find you again on Instagram?
Speaker: Yeah, so Instagram, I don't really do Facebook yet.
Speaker: You know, I just, I'm mainly Instagram.
Speaker: So it's Kevin underscore Dana underscore.
Speaker: So just follow me on there.
Speaker: You know, you message me on there too.
Speaker: I reply to almost everyone who messages me.
Speaker: so yeah that's where you can find me cool so yeah definitely check him out he's got big dreams he's crushing it in the solar industry and he's crushing it in his entrepreneurial ventures too so you're not going to want to miss out on calling him and seeing what he's up to appreciate that yep so Katie thanks again and any final advice you want to leave for our solar entrepreneurs here before we let you go I don't know just like dream big like there's no other there's no point in dreaming small like if you you know what's that saying you shoot for the start or shoot for the
Speaker: New and New Landing ones, the SARS or something like that.
Speaker: Yeah, yeah.
Speaker: Just, like, I love that stuff.
Speaker: And just, like, there's no, if you don't have, like, the people who are crazy enough to think that they can be a billionaire and stuff, those are the people who do.
Speaker: And the people are just like, yeah, whatever.
Speaker: You know, those people, people always reflect their insecurity on you, like, especially with your parents or whatever.
Speaker: Not out of, like, hate or anything, just out of fear of, like, what they've learned from their experience.
Speaker: But they always put their insecurities because they couldn't do something.
Speaker: They didn't follow their dreams.
Speaker: um that they didn't you know that you shouldn't either you should go be an accountant or whatever i just don't think anyone was put on this earth to freaking crunch numbers all day in an office and like work until they're 55 60 years old being stressed out every single day every single tax season or whatever i think every person on here you know i believe in god but basically
Speaker: everyone on here on this earth was put here for a reason.
Speaker: And I think that reason is to help others.
Speaker: And when you're an accountant, I mean, sure you're helping your clients with money, but you're not really helping much past that.
Speaker: Like you really want to be able to create financial freedom for yourself.
Speaker: So you can go do these things for, um, you know, start a village in Africa or start all these cool, crazy things that really help change the world.
Speaker: Uh, the people who are crazy enough to think that they can change the world are people who do.
Speaker: Um, so that's what, you know, that's what I'd leave with.
Speaker: I think everyone should be able to,
Speaker: have those dreams and have those desires because if you don't even have the desire, obviously it's not going to happen.
Speaker: Basically, just know that your potential is a lot more than any of us know and just really chase it your whole life.
Speaker: But, I mean, that's all I'd say.
Speaker: Okay.
Speaker: That's awesome.
Speaker: So, solopreneurs, get out there.
Speaker: Dream big, like you're saying.
Speaker: Find a mentor, people you can follow, like Katie here, and that's how you're going to crush it in this industry in any entrepreneurial industry.
Speaker: I'm not ready to mentor you.
Speaker: No.
Speaker: Okay.
Speaker: But, you know, definitely follow people that are one step ahead of you, and that's how you're going to have a lot of success, too.
Speaker: I'm Katie and thanks again for coming on the show and we'll talk soon, my friend.
Speaker: Yeah, awesome.
Speaker: Appreciate it.
Speaker: That's right, bro.
Speaker: How long is that?
Speaker: Let's see here.
Speaker: Wow, what another amazing episode of the Solarpreneur Podcast.
Speaker: Now, before we take off here, do us a favor and go leave an honest review on your platform of choice or wherever you're listening to this podcast.
Speaker: It helps us get the word out about the Solarpreneur movement and impact more entrepreneurs, sales professionals, and marketers just like you.
Speaker: And hey, don't forget to head over to Facebook and join the Solarpreneur group for more daily content on
Speaker: That's going to impact you and help you take your sales game to the next level.
Speaker: See you guys in the next episode.
