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How to Milk Every Sale Possible Out of Your Areas
42 Plays4 years ago
SOLARCON April 21st - 23rd, 2022
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Transcript
Introduction to Taylor Armstrong and Solarpreneur Podcast
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
00:00:08
Speaker
My name is Taylor Armstrong.
00:00:10
Speaker
I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
Avoiding Common Sales Mistakes in Solar
00:00:19
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I teach you how to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro, and closing more deals.
The Solarpreneur Ethos
00:00:31
Speaker
What is a Solarpreneur you might ask?
00:00:33
Speaker
A Solarpreneur is a new breed of Solar Pro that is willing to do whatever it takes to achieve mastery and you are about to become one.
00:00:42
Speaker
how to milk your areas for every last customer, and a next episode guest preview, all that and much more coming up on today's episode.
Benefits of Door Knocking in March
00:00:52
Speaker
Let's jump into it.
00:00:53
Speaker
My name's Taylor Armstrong, as usual, here to help you close more deals, generate more leads and referrals, and have a much better time in the industry today.
00:01:03
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Hope you're doing well.
00:01:04
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Hope you are crushing it during this time of the year.
00:01:07
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And can I just say, I love, we're recording this episode in March right now.
00:01:14
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I love knocking.
00:01:15
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I love talking to people during this time of the year because they're not getting hit up by other door knockers very much.
00:01:22
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All those pesky bug salesmen, all those pesky alarm salesmen.
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They're nowhere to be found.
00:01:29
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It's just us, the true Spartans of, you know, door to door or whatever you're doing.
00:01:35
Speaker
Maybe it's phones, but all in all, I think now is a perfect time to sell perfect time to be in the solar industry.
Introducing Ty Segan: A Solar Sales Champion
00:01:44
Speaker
So this episode, we're going to be previewing a little bit of the next guest.
00:01:47
Speaker
And the reason we're talking about this specific topic today, because this is one of the things that makes our upcoming guests one of the best in the industry.
00:01:57
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If you don't know this guy, he is a little bit of, I didn't know him before I got in the Noxstar training.
00:02:05
Speaker
So he's not a guy that's big on social media.
00:02:07
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In fact, I don't even think he's on Instagram or Facebook at all that I know of.
00:02:13
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So you're probably not going to, you may have not heard of this person, but his name is Ty Segan.
00:02:20
Speaker
He is, I think, one of the hidden gold mines of knowledge of our industry.
00:02:25
Speaker
One of the probably hardest work I've ever seen in solar.
00:02:29
Speaker
He's going to be coming on next episode, dropping some nuggets that you do not want to miss.
00:02:35
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But I was able to catch up with him during the last Noxstar event in Utah a few months back.
00:02:42
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And we had the opportunity to hear him speak.
00:02:44
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He gave an awesome presentation really just on what's taken him from being a setter, not having many deals closed, to now being one of the top
Sacrifices and Work Ethic for Solar Success
00:02:55
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in the industry.
00:02:55
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I think he had over 200 deals closed last year and one of the best in the industry.
00:03:03
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And what blew my mind probably more than anything is this guy, he's a workhorse.
00:03:09
Speaker
Yeah, so it's not for everyone.
00:03:11
Speaker
I'm probably not going to reach the level of success, to be blunt, because not many people are willing to do what he does.
00:03:19
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He works seven days a week that I know of, doesn't really take a day off, and he's out there just all day long on the doors.
00:03:28
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So you have to make some sacrifices to reach that level of success.
00:03:33
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I think it's something that everyone should ask themselves.
00:03:35
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What sacrifices are you willing to make?
00:03:39
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It comes with a price and also depends on your stage of life.
00:03:42
Speaker
That's one of my regrets in solar that I wish when I was single, I wish when I didn't have kids, I would have pushed harder because I could have been like Ty, but when I had the time, I wasn't.
00:03:54
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Now that I have kids.
00:03:55
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I mean, obviously you got to have your priorities.
00:03:57
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You got to have your time, your time off, things like that.
00:04:01
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So I know for me, it's not realistic to do what Ty does because I can't go seven days a week.
00:04:07
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I can't go, you know, all day long out on the doors.
00:04:12
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I can't do that now with kids.
00:04:14
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Well, I should say it doesn't fit in, you know, in alignment with my priorities, but it's something you should ask yourself.
00:04:20
Speaker
What's your stage of life?
00:04:21
Speaker
Okay.
00:04:22
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What maybe you can push harder now,
00:04:24
Speaker
Maybe you're at a point where you could have pushed harder and you have regrets like myself.
00:04:29
Speaker
Interesting question to be asking.
00:04:32
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Today's topic, we're going to be talking about something that was his key, well, besides, I guess, the work part of it, but something that was a huge factor.
Ty Segan's Success Strategy: Focus and Persistence
00:04:44
Speaker
What really surprised me about Ty is part of his presentation, he talked about how he had only been in one single area for the last year.
00:04:54
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He stuck in this area of homes.
00:04:56
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He was literally knocking this area for a year.
00:05:00
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Again, I know what you're thinking.
00:05:01
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How do you stay in an area for a year?
00:05:03
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How is there enough people to talk to?
00:05:06
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So Ty, he just milked this area until he had talked to literally every person possible.
00:05:13
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He had some crazy stories.
00:05:14
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And you're going to hear a little bit about this in the next episode.
00:05:19
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That and much more.
00:05:21
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But that was a huge key in what he did.
00:05:25
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And this guy, he had stories about how he would literally stay in front of people's houses.
00:05:31
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I think one time he sat in someone's house in front of someone's house for like two and a half hours before he finally caught them home.
00:05:40
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This is someone that he knocked on their door like six, seven times, had never caught them different times of the day.
00:05:47
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He finally just was like, all right, I'm going to sit in my car.
00:05:50
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I'm going to do some follow-ups.
00:05:51
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I got to do some paperwork.
00:05:52
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This guy, he's bound to get home eventually.
00:05:55
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So he stayed super late, finally caught the guy, ended up being a lay down cell, closed him.
00:06:03
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So what we're jamming on today is how long are you staying in your areas?
Maximizing Sales Time in the Field
00:06:10
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If you were out there knocking doors, are you really maximizing your time in an area?
00:06:18
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I thought I was, but after I heard Ty speak, I'm like, wow, this is more crucial than I thought before.
00:06:26
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Because think about it.
00:06:27
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If you can stay in an area, a couple of things happen.
00:06:31
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Number one, all the people are starting to recognize you.
00:06:35
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When Ty stays in an area, he has them post on the HOA about him.
00:06:41
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He spreads the word.
00:06:44
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Also, just walking around the neighborhood, people start to recognize you.
00:06:49
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For good or for bad.
00:06:50
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Hopefully, it's for good.
00:06:52
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People are recognizing you.
00:06:54
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They may know what you're doing before you even come to the door.
00:06:58
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Even better, if you have someone post on a community page,
00:07:04
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Maybe it's the next door app.
00:07:06
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Maybe it's the Facebook, whatever.
00:07:08
Speaker
If you have someone post, it's already putting a good taste in their mouth.
00:07:13
Speaker
Yeah, that's something I learned from Ty.
00:07:15
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I have never, I haven't actually done this myself, but if you can have someone post about you, that's going to take it to another level.
00:07:24
Speaker
But Ty just really figured out how to just talk to everyone and just milk your areas for cells.
00:07:32
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So this is a big secret.
00:07:33
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This is what you need to be doing is really just maximizing your time in your areas.
00:07:40
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And I just got two stories around that.
00:07:41
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I've been really trying to make a concerted effort ever since I heard Ty speak about this two months ago.
00:07:48
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So I've been experimenting and I can personally attest that there are easy sales to be made if you are one of the few that are willing to stick in an area and hang out there.
00:08:00
Speaker
Obviously, you got to be working.
00:08:02
Speaker
So when I say stick in an area, you should have some areas close by because it gets to a point you don't want to be just knocking the same doors over and over and over, not having people answer.
00:08:11
Speaker
But what I mean by sticking in an area is try to talk to everyone.
00:08:16
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You're not going to knock at the exact same time, hours of the day and run in circles.
00:08:22
Speaker
But maybe you're knocking an area close by and then maybe that weekend you're coming back.
00:08:28
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Okay, so a couple quick stories.
00:08:30
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I had my two most recent areas that I've been hitting up.
00:08:36
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Luckily, I started applying this more and more.
00:08:38
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I was already doing decent.
00:08:40
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This is something that I was doing to a degree.
00:08:43
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But after hearing Ty speak about it, I was able to close seven deals in both of my previous areas.
00:08:50
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They weren't even a ton of homes.
00:08:52
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So pretty happy with the results of it.
00:08:56
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But these areas, what was really surprising, well, the last same day sale I got, this was a guy that had been talked to a few times, really hadn't really heard solar out.
00:09:10
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It was on my fifth time re-knocking the area, going by this specific person's house.
00:09:16
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Sirah's garage opened one day, went and talked to him, same day sale, closed up.
00:09:23
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It's not always going to happen like that.
00:09:26
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And then another one was a wife that I had talked to three times.
00:09:32
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She told me to come back when her husband was home.
00:09:35
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Went back over and over and over.
00:09:37
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Couldn't catch him home.
00:09:38
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Finally, the fourth time I catch the husband home, set the appointment, done deal.
00:09:45
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So I know for sure that when I'm talking California here, so even more people have been talked to out here,
00:09:53
Speaker
But whatever areas you're in, if you can hit the people that are tough to get in contact with, guess what?
00:10:00
Speaker
They have probably never been talked to about solar.
00:10:04
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If you're having a tough time getting in touch with these people, think of someone else that's not listening to this podcast, that they're probably also having a tough time getting in touch with them.
00:10:17
Speaker
Okay, so
Using Technology for Sales Efficiency
00:10:18
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it's just that.
00:10:18
Speaker
And then the last kind of tip I have with this, if you are using some type of knocking app, I would suggest dropping pins of the people that you don't talk to.
00:10:28
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This was something new to me.
00:10:30
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I learned this last year to drop pins of the homes that don't answer.
00:10:36
Speaker
Why would you do that?
00:10:37
Speaker
I used to just leave my pins blank, our little CRM blank, whether you're using, you know, SalesRabbit, whatever door knocking app you use.
00:10:45
Speaker
Because if you drop a pin, you can keep track of what time you knocked them, number one.
00:10:51
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Number two, you can keep track of there were cars in the driveway and keep track of there were signs of life.
00:10:57
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Maybe you knocked it at 3 p.m.
00:10:59
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on a Wednesday.
00:11:00
Speaker
They had a white Toyota Corolla.
00:11:02
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They didn't answer.
00:11:04
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So guess what?
00:11:05
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When you knock it the next time, if you see a white Toyota Corolla in the driveway but no other cars and it's the exact same,
00:11:13
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you probably know, huh, might be a good chance that they're not going to be home because it's the exact same car that was there the last time and no one answered.
00:11:22
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So it's things like that.
00:11:23
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It's the little details.
00:11:24
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If you can keep track of that.
00:11:26
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And then next time you go through, maybe there's a red, I don't know, Toyota Camry.
00:11:32
Speaker
I'm trying to think of cooler cars.
00:11:33
Speaker
Sorry.
00:11:34
Speaker
That's what I have is a Camry.
00:11:36
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So not the most exciting car.
00:11:39
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But whatever car they have that wasn't there before,
00:11:42
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well, there's probably a good chance that they're there this time, right?
00:11:46
Speaker
So start keeping track of those little details, learn to re-knock your areas, learn to conserve, and also just re-knock around your cells.
Post-Sale Strategy: Revisiting Neighbors
00:11:56
Speaker
If you have a deal that closes, what will happen to me a lot of times is there are two neighbors next to them.
00:12:03
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They said not interested, but maybe you have an install going in.
00:12:07
Speaker
Now you go back and you say, Hey,
00:12:12
Speaker
I know we talked before, but actually your neighbor, he just wanted to make sure everyone, you probably saw he's getting his solar up there.
00:12:18
Speaker
You guys saw the trucks and everything, right?
00:12:20
Speaker
Even better if they're out there right now.
00:12:23
Speaker
Yeah, so your neighbor, he's getting his solar installed.
00:12:26
Speaker
He wanted us to just give one more chance because it's the newer program.
00:12:29
Speaker
So I know before we caught you at a bad time, but he just had me do one more kind of sweep through the neighborhood.
00:12:36
Speaker
Do you remember what we kind of went through last time?
00:12:40
Speaker
And then kind of bring back a conversation.
00:12:42
Speaker
So this is another secret here.
00:12:45
Speaker
As you're re-knocking, keep in mind that after a neighbor gets installed, anything goes.
00:12:51
Speaker
It almost becomes a fresh area again.
00:12:54
Speaker
Because those people that weren't interested, maybe they see the trucks.
00:12:58
Speaker
Maybe you caught them at a bad time before.
00:13:00
Speaker
Maybe they just, I don't know, who knows, went through a divorce.
00:13:03
Speaker
You never know.
00:13:05
Speaker
But now that they see your trucks out there, they are interested.
00:13:08
Speaker
I actually booked an appointment recently with someone that said not interested.
00:13:13
Speaker
I had knocked them about four months previously.
00:13:17
Speaker
Then I closed the deal with their neighbor.
00:13:19
Speaker
I used that line.
00:13:20
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I said, hey, your neighbor, we're getting their solar put up.
00:13:26
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They just wanted me to give the neighborhood one last opportunity as we're out here.
00:13:30
Speaker
doing the special program for the neighborhood.
00:13:34
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Got the appointment.
00:13:35
Speaker
I didn't close it, but I did get the appointment on someone that said not interested four months prior.
00:13:43
Speaker
So that is another thing to consider with it.
00:13:45
Speaker
Okay, so happy re-knocking.
Upcoming Insights with Ty Segan
00:13:48
Speaker
Again, don't miss out on the next episode because you're going to hear way more in depth on this along with many other things.
00:13:55
Speaker
We're hearing from Ty Segan.
00:13:56
Speaker
This guy has been one of the top of the industry professionals.
00:13:59
Speaker
closing deals galore.
00:14:00
Speaker
And he's been in this knockstart competition that we've done two, um, yeah, the past two competitions we've done, he has been top of the leaderboards been first place.
00:14:11
Speaker
He, uh, has outsold me tough to do, but he's got more sales than I do.
00:14:19
Speaker
And so don't miss out on this next episode.
00:14:21
Speaker
You're going to hear him talk about all this and much more
00:14:25
Speaker
And then send this to someone that is not doing a very good job of conserving their areas.
00:14:30
Speaker
Because you can learn to milk your areas, get way more sales, get way more exposure, and just feel comfortable in the area.
00:14:38
Speaker
Like it's the back of your hand, like you know what's going on there, and like the neighbors know you, like you, and trust you.
00:14:45
Speaker
That's the key.
00:14:47
Speaker
Hope you have a great week of selling, and we'll see you on the next episode.
00:14:51
Speaker
Peace.
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