Transcript
Speaker: What do you call an underground group of solar professionals on a mission to create a more sustainable world?
Speaker: We call ourselves solopreneurs.
Speaker: And while some might call us crazy, foolish, and dissatisfied with the status quo, we're the ones taking action to create a better future for ourselves and the world.
Speaker: Solopreneur is dedicated to give you, the solar professional, the tools, skills, technology, and mentorship to take the industry by storm and sell more solar with less effort.
Speaker: We are solopreneurs and this is our story.
Speaker: What's up, solarpreneurs?
Speaker: How are you?
Speaker: Taylor Armstrong here, back with another episode here to inspire you, here to give you the best content in the solar industry, here to help you crush your goals and achieve your dreams.
Speaker: That's what this show is all about.
Speaker: If you're a new listener, thanks for hopping on.
Speaker: Thanks for trusting me to deliver you some solar content.
Speaker: If you are a long-time listener, thanks for coming back to the show.
Speaker: We're going to jump into the episode pretty quick here, but wanted to bring up a few things before that.
Speaker: It is the end of the summer, pretty much.
Speaker: As I'm recording this, we're September 15th.
Speaker: If you haven't crushed your summer goals, what's going on?
Speaker: We still got a few hot months left, so you know what that means.
Speaker: People are still getting high bills.
Speaker: Here in San Diego, where I'm at, September, October, they're actually some of the hotter months.
Speaker: September is when people usually get their highest bill.
Speaker: So we're still doing great.
Speaker: Take advantage of it.
Speaker: If you haven't made the push already, make a huge end of the summer push.
Speaker: Get those goals.
Speaker: The second thing I wanted to mention, we have...
Speaker: an option for some of you if you are in California and if you have been having failed credits that is deals that didn't pass credit, couldn't get approved, let me know, shoot me a message.
Speaker: We have a fund here that we have been helping homeowners with.
Speaker: It accepts people below 600 credit.
Speaker: It's a great PPA option.
Speaker: And so let me know, shoot me a DM and I can send you some more info about it.
Speaker: But we have been able to help a lot of people that didn't get approved otherwise.
Speaker: And it's been a game changer.
Speaker: Had three deals last week that were from this.
Speaker: Two, and then I guess the one from week before.
Speaker: But it's a game changer.
Speaker: It's helping me get those that couldn't qualify with other solar programs.
Speaker: So let me know if you're in California and want some more information about this.
Speaker: Before we jump into the show, I wanted to just read a few reviews about
Speaker: Appreciate you if you have left a review on the show.
Speaker: That's what keeps us going.
Speaker: That's what keeps this show happening.
Speaker: And then that is what helps others find out about the show as well.
Speaker: So the first one I wanted to read, we got the real Josh Jackson here.
Speaker: He says, I appreciate this podcast so much.
Speaker: When I first got into solar, this allowed me to easily learn from the top solar reps in the industry and take golden nuggets from all of them for free.
Speaker: That's right, for free, my man.
Speaker: He says, Unreal, this has helped me and continues to help me smooth the learning curve and practice techniques and tips that people who have been in the industry still don't do.
Speaker: Five out of five, thank you guys.
Speaker: Josh, appreciate the review.
Speaker: Love it.
Speaker: Keep them coming.
Speaker: Another one I saw, we have got...
Speaker: 22 and need to learn status from John Mugg Smith.
Speaker: He says, yo, a hundred percent.
Speaker: This podcast is awesome.
Speaker: I started listening to you to your Adam web interview and cannot stop.
Speaker: I'm waiting a review on this episode in particular, because this is what I need next to my progression in this industry.
Speaker: I'm in month one of my first sales opportunity and I'm falling in love with it day in and day out working in Colorado door to door.
Speaker: Eventually I'll catch up in the podcast.
Speaker: However, if you have more to say on creating status as a young guy,
Speaker: in door-to-door, then please share.
Speaker: John Mug Smith, appreciate that.
Speaker: Love it that you're in Colorado.
Speaker: He heard great things about that market.
Speaker: And we will definitely keep dropping content about creating status.
Speaker: That's something super important.
Speaker: Appreciate the reviews.
Speaker: Be honest, guys.
Speaker: I mean, leave us a review.
Speaker: That's what keeps us going.
Speaker: If you haven't done it yet, especially if you've been a long-time listener, I haven't charged you a penny, so please just go leave a review and share it with one or two people.
Speaker: That's what keeps the show going.
Speaker: Okay, so let's jump into the content here.
Speaker: I gave a training to our team here just the other day, and what brought about this training is I actually had two or three guys that...
Speaker: struggling a little bit, not necessarily struggling, but weren't hitting numbers up to their potential.
Speaker: And we asked them, we said, guys, what do you think is holding you back?
Speaker: And the answer that we got from actually quite a few of our reps was just lack of planning, just lack of organization, just lack of tracking and keeping track of their goals.
Speaker: That's what they mentioned was holding them back from hitting their numbers, from getting what they wanted on the week.
Speaker: I thought, huh, I've heard this from two or three people.
Speaker: Maybe we should do a training about it.
Speaker: So if you are on my team currently, then I apologize.
Speaker: You're going to hear a lot of the stuff that we went over in a training.
Speaker: But listen to it again, because the more you listen to it, the more it sets in.
Speaker: But for those who weren't at that training,
Speaker: This podcast is on planning for solar domination.
Speaker: So I'm gonna go through things that have helped me just become a better planner, hit my goals more, and then specifically tracking my numbers and figuring out what needs to be improved.
Speaker: So I'm not perfect at this.
Speaker: There's a lot of guys, I know the top guys, they're all masters at this, about planning out, being efficient with their time,
Speaker: not wasting anything.
Speaker: We got guys that have big families, that have lots of kids, and those guys, I got a hand to those guys.
Speaker: I've got one kid, and even just organizing my time with one kid, it's, I don't know how guys do it more than one.
Speaker: So I've learned a lot from those guys, but I'm going to share what's helped me.
Speaker: I've been to tons of seminars on this, tons of events, heard from masters of
Speaker: time management of master planners.
Speaker: So I'm going to share a few things that have helped me.
Speaker: The first thing is daily and weekly planning.
Speaker: And my first exposure to this, many of you know I'm LDS.
Speaker: I went on a mission for my church.
Speaker: They sent me down to Colombia.
Speaker: So I was down there speaking Spanish, didn't know anything.
Speaker: Basically, I was just saying, hola, como esta?
Speaker: For probably like a year that I was down there, didn't know anything.
Speaker: But what they did, they make you plan pretty much everything to a T. So we're down there as missionaries, and it's not that much different than what we're doing in solar.
Speaker: We had to go out there.
Speaker: We had these planning missionary planners that they gave us.
Speaker: It had day by day, hour by hour.
Speaker: We had to write exactly what we're going to do.
Speaker: We had to put a plan B if appointments fell through.
Speaker: And all we were doing is just selling the gospel, really.
Speaker: We had appointments with people.
Speaker: We had to prospect, find new investigators.
Speaker: We had to invite people to be baptized.
Speaker: And then we had to invite people to basically make covenants, basically change their lives from their old lives, become a new person.
Speaker: So it was tough, and especially with the Colombian culture, a lot of people say yes down there, but when it comes to actually following through, that's what was really tough.
Speaker: We would get 20, 30 people probably in a week saying, yeah, we'll come to church with you.
Speaker: Yeah, we'll check this out.
Speaker: But then after going through all that, it was a very small percentage that actually did show up and follow through on what they were saying.
Speaker: But anyways, that's besides the point.
Speaker: What we did, though, is we had to have a rigorous planning routine.
Speaker: So every single night, we planned out our day.
Speaker: Every single Sunday, we planned out our week.
Speaker: I think it was Fridays, actually.
Speaker: But one day a week, we did a weekly planning session.
Speaker: We had companions, so we had to do it with our assigned companion down there in the mission, in the beginning, in the
Speaker: It was next to impossible because I didn't understand what my Mexican companion was saying.
Speaker: I didn't know Spanish at all.
Speaker: But it taught me a lot.
Speaker: It taught me how to really set goals.
Speaker: And we had to be accountable.
Speaker: We had to report these to what they were called zone leaders.
Speaker: So basically our managers of the mission.
Speaker: We had to report our numbers for the week.
Speaker: How many appointments did we go to?
Speaker: How many commitments did we make?
Speaker: How many invitations to get baptized did we make?
Speaker: Things like that.
Speaker: And what happened is I noticed that the more we planned, the better we planned, the better results we got.
Speaker: So probably not too surprising.
Speaker: Most people probably know that the better you plan, the more you can create what you want to happen.
Speaker: So that's my first exposure to planning.
Speaker: In this mission, we had to do it every day, every night.
Speaker: So what I learned is that if you don't set a time to actually plan, it's very unlikely to actually happen.
Speaker: So that's the first secret with this.
Speaker: If you're not already planning, start to have a planning routine.
Speaker: I highly suggest making it the night before.
Speaker: So when you get home, maybe it's the first thing you do, maybe it's right before you go to bed.
Speaker: Get a planner and put it right by your pillow.
Speaker: Put it somewhere that you're going to see it, and that's going to remind you to start this planning session.
Speaker: And hopefully all you have something like Google Calendar, some sort of planning app, some sort of calendar.
Speaker: Put it in your calendar every night, 9.30 p.m., 10 p.m., whatever.
Speaker: Plan your next day.
Speaker: Five, ten minutes.
Speaker: Doesn't take long.
Speaker: And then set also a time, a weekly planning session.
Speaker: For me, it's Sundays.
Speaker: Put it in your calendar.
Speaker: Sundays at 3 p.m., Sundays, whatever, and take 30 minutes to an hour.
Speaker: Plan out your week.
Speaker: Create your battle plan.
Speaker: So it's what all the masters are doing, all the top producers.
Speaker: They're all scheduling time to plan, and they're all creating their vision, writing out what they want their goals to be.
Speaker: And the other key with this, I like to get a planner.
Speaker: Maybe that's old school.
Speaker: I know there's apps, things like that.
Speaker: You can go on Google Calendar.
Speaker: But there's a few planners that I've used that we'll put actually in the show notes here.
Speaker: One is the 10X Planner.
Speaker: It's from Grant Cardone.
Speaker: And the thing I like about his planner, he has a space for writing out your goals.
Speaker: So what he encourages you to do is write out every single day what are your goals.
Speaker: Then AM and PM, you're just writing them down over and over.
Speaker: And his belief is that the more you write out your goals, the more it's going to get ingrained in your subconscious, the more it's going to help you achieve them.
Speaker: And I agree with that, writing them out.
Speaker: And then also, I think we've done an episode or two about vision boards, but maybe get a picture to go with it.
Speaker: If you're trying to get a house, write out exactly the details of the house you want.
Speaker: Whatever it is you're trying to create, the more you can envision it, the more you can write about it, the more you can picture it.
Speaker: Maybe you're printing off a picture of your ideal home, of your ideal wife, I don't know, your ideal husband, for my lady reps out there, whatever.
Speaker: Write out your goals, do whatever you can to envision them.
Speaker: So that's the first planner I like is Grant Cardone's 10x Planner.
Speaker: The other one I'm using currently is called the Best Self Self Journal.
Speaker: It's sort of a mixture between a planner and a journal.
Speaker: It has some similar things as Grant Cardone's planner, but this one is cool.
Speaker: It has a section for gratitude.
Speaker: You're writing out morning and evening what you're grateful for.
Speaker: It has space for your top three tasks of the day, three things you need to accomplish.
Speaker: Then it also has a little section for your goals.
Speaker: Then it gives you month by month.
Speaker: It helps you organize it because it actually has every week a spot for a weekly plan.
Speaker: And then the other thing I like about it, it has a habit tracking section.
Speaker: So you write out what habits you're working on that week, and then you actually track them Monday, Tuesday, Wednesday, Thursday, Friday.
Speaker: Track them what happened and how well you did on your habits that week.
Speaker: And the third one I'll recommend is...
Speaker: It's the High Performance Planner.
Speaker: It's by Brendan Burchard.
Speaker: A lot of sales reps have heard of him, but he has a lot of good sections in there too.
Speaker: They're all somewhat similar, but any of those three I would recommend if you haven't tried a planner before and you can gear them towards your sales goals.
Speaker: You can put in specific habits and start to change your lives with that.
Speaker: Okay, so that's the key.
Speaker: Make it the same time every day.
Speaker: Put it in your calendar.
Speaker: Write out your big three tasks.
Speaker: So every day, you should have three tasks for your day and then three big tasks for your week, whatever you're trying to succeed.
Speaker: Okay, so that's the first secret.
Speaker: Second is start to get in the habit of tracking your goals, tracking your habits, tracking whatever you're doing,
Speaker: And I'll talk more about this, but the moment in my life where this changed for me, I actually hired a coach, and I've had him here on the podcast.
Speaker: I think it was actually one of the first episodes, so you need to go back clear in time to listen to this, but his name's Parker Winder, and he coached me.
Speaker: He was my sales coach a couple years back.
Speaker: He helped me win our sales competition.
Speaker: I was a newer rep at the time.
Speaker: Wasn't really supposed to be winning competitions, but I came from behind, was top rep in our company, and he helped me win
Speaker: It was like a trip to Hawaii.
Speaker: Then there's like six-month lease on the Toyota Tundra.
Speaker: Got to drive that around.
Speaker: It was our Ironman competition.
Speaker: So it was pretty cool.
Speaker: But the number one thing that he had me do, it wasn't that he said anything life-changing.
Speaker: He just did two things.
Speaker: He held me super accountable.
Speaker: And the second thing was he made me track everything.
Speaker: So kind of like I mentioned before, he had me write down every single habit I think I needed to practice to succeed.
Speaker: He gave me quite a few too, but things like drinking a green smoothie every morning, things like waking up early when I said I was going to wake up, doing some type of physical activity, doing a meditation, then writing out my goals, looking at my vision.
Speaker: He had me do these things every day.
Speaker: And then we created a point system.
Speaker: So as I did these tiny habits, I got points for them.
Speaker: So it was something like two points for meditating, two points for meditation,
Speaker: waking up, also there's a cold shower on there.
Speaker: I got two points for taking a cold shower.
Speaker: So it really kind of gamified it.
Speaker: And then not only that, he was busting my chops if I didn't hit my numbers.
Speaker: Says, all right, Taylor, how many points do we need to get by the end of the week?
Speaker: And we had it down on his system.
Speaker: that if I got, I think it was something like 30 points between all these habits, and then we had other points for things like knocking on doors, the amount of hours I was supposed to, booking X amount of appointments, things like that.
Speaker: So we had it really down to a system that if I did X, Y, and Z, I was going to get this result.
Speaker: So if I got 30 points, I was guaranteed to get at least minimum one sell.
Speaker: So consider something like that.
Speaker: Hire a coach.
Speaker: You can hit me up.
Speaker: I'll coach you.
Speaker: Find someone to hold you accountable, though.
Speaker: Maybe it's a manager.
Speaker: Maybe it's a mentor.
Speaker: Whatever.
Speaker: Find someone to hold you accountable and just be on you.
Speaker: And then maybe create something like that, especially if you're trying to win a sales competition or if you're trying to really hit hard.
Speaker: Maybe it's end of the summer and you're finishing up before you go back to school.
Speaker: Consider making a tracking system to really track these habits and begin to improve them.
Speaker: Okay, and a couple quotes that are awesome.
Speaker: There's one from Peter Drucker.
Speaker: He was pretty much the father of modern business management.
Speaker: He says, if you can't measure it, you can't manage it.
Speaker: Okay, another one, President Thomas S. Monson.
Speaker: He is a president...
Speaker: of the LDS Church passed away, but he said, when performance is measured, performance improves.
Speaker: When performance is measured and reported, the rate of improvement accelerates.
Speaker: So think about that.
Speaker: You need to be measuring it yourself, but also find someone to report it to, because this is going to keep you accountable.
Speaker: If you said you're going to do something and you have to report that you are way off, that you need to put in the effort,
Speaker: then it sucks, especially if it's a coach like Parker that I have, who he is going to be pissed if you didn't do what you said you're going to do.
Speaker: And then a couple of cool apps.
Speaker: I like to use technology.
Speaker: Again, gamify it, make it fun.
Speaker: So a couple of cool apps.
Speaker: The first one is called Habitica.
Speaker: And I used to use this for quite a while, but it's for all my nerds out there, all my gamers.
Speaker: If any of you like those kind of like role-playing games where you level up your character, you will knock stuff, then this is the app for you.
Speaker: We'll post a link to this.
Speaker: But what it is, is you put in your habits, and then as you check off your habits for the day, it can be anything.
Speaker: Like I said, meditating, waking up,
Speaker: drinking water, whatever.
Speaker: As you check those off, your character levels up.
Speaker: You get experience points.
Speaker: You level up, and then also it gives you gold.
Speaker: So you can go buy cool new swords.
Speaker: You can go buy this sweet shield, a new bow, some new potions.
Speaker: Pretty nerdy, right?
Speaker: So for all my gamers out there, go check this one out.
Speaker: It's pretty sweet.
Speaker: And then you can invite people to it.
Speaker: You can have your buddy in there.
Speaker: You can create little challenges and then get more experience points, stuff like that.
Speaker: That's for the gamers, for those that aren't so nerdy like myself.
Speaker: There's another one.
Speaker: I brought this up before too, but it's called STICK, S-T-I-C-K-K.
Speaker: This one, you can also have an accountability partnering on there.
Speaker: You put either a habit or a goal, something you're trying to do,
Speaker: And then the difference with this, there's actually money on the line.
Speaker: So you put money on the line and you can have it go to either your accountability partner on there or what's really cool is you can have it go to a charity that you hate.
Speaker: Okay, so we're not going to get political on the show, but maybe you hate Trump, maybe you hate Biden.
Speaker: You can have that money go to, I don't know, whatever party you don't want it to go to.
Speaker: So is that motivating?
Speaker: That might be super motivating to some people.
Speaker: If I love Trump, then I probably don't want my money going to support Joe Biden.
Speaker: So stuff like that.
Speaker: You can also go to charities that maybe you don't support.
Speaker: So there's a couple apps.
Speaker: We'll post a link to them.
Speaker: Okay, so that's the second tip is just start to track everything.
Speaker: And as you do this in your daily and your weekly planning, you're going to see yourself improve on habits, on whatever you're trying to change.
Speaker: If you don't realize that you're doing something wrong, then how are you going to change it?
Speaker: So the reality is that a lot of people out there maybe think they're being efficient, maybe think they're doing what they said they're going to do, but the only way to know for sure is if you start tracking it.
Speaker: So start tracking it.
Speaker: Get a planner, get some type of app, figure out a system that you can start to implement tracking everything you want to do.
Speaker: That's how you're going to change your life.
Speaker: And the third and final tip I have is do a time study.
Speaker: What is a time study?
Speaker: I learned this actually from a conference, marketing conference I went to last year, I believe it was.
Speaker: A guy named Alex Charfin, so you can find out a lot more about this if you go follow him.
Speaker: But he brought up this thing called a time study and what it is, for two weeks, he had us do a challenge where we wrote down in, I think there were 30 minute increments, what we had done.
Speaker: In other words, every 30 minutes, we had to write on this timesheet he gave us what we did the past 30 minutes.
Speaker: And it was crazy.
Speaker: It was, yeah, I'll be honest, it was annoying.
Speaker: And it kind of sucked.
Speaker: Every 30 minutes, basically, you set alarm and got up and wrote down what you did the last 30 minutes.
Speaker: And what this did, it really opened my eyes into what I was doing.
Speaker: And again, it's tracking, tracking your time now.
Speaker: So it forced you to be brutally honest.
Speaker: And I figured out just hours and hours basically that I was wasting on pointless stuff.
Speaker: And it was just by every 30 minutes, had to go and write down what I did.
Speaker: So if I was on the toilet for 30 minutes, I had to go write down that I just sat on the toilet for 30 minutes and did nothing.
Speaker: If I was playing...
Speaker: Clash of Clans, Clash Royale, whatever.
Speaker: Phone games, messing around on my phone.
Speaker: Had to go write that down.
Speaker: If I was scrolling ESPN, I had to write that down.
Speaker: And I got through two weeks of this.
Speaker: I looked over and yeah, there were hours and hours of stuff that could be cut out.
Speaker: Stuff that was not helping me achieve my goals.
Speaker: Stuff that was being wasted.
Speaker: And it helped me make a big change in my life.
Speaker: It just helped me have that big picture
Speaker: Okay, what do I need to change?
Speaker: What am I actually doing?
Speaker: Because the truth is, I thought I was being super efficient.
Speaker: I thought I was doing everything I could to progress in my goals, progress in what I wanted.
Speaker: When I did this, opened my eyes, helped me see what was going on.
Speaker: So that's the third tip, making a challenge.
Speaker: Do a two-week challenge like I did, or even a week.
Speaker: And I challenged my team this when we had this training.
Speaker: You can go Google time study or we'll link to it too, but just Google time study sheets and you can find just or print out a blank calendar or whatever.
Speaker: You can find just a sheet and then every 30 minutes just write down what you did.
Speaker: Write down what actually happened and you'll see after two weeks of this, I guarantee you'll find some things that you could have done differently, could have cut out.
Speaker: I don't think anyone's going to go through this and find that they stuck to exactly what they wanted to do in the day.
Speaker: So that's tip number three.
Speaker: Go do a time study.
Speaker: This will change your life.
Speaker: This will help you see what's really going on.
Speaker: Start to make improvements.
Speaker: And then there's a couple of books that I'll suggest if you want to dive deeper into this.
Speaker: Two of my favorite books for this are the Compound Effect.
Speaker: That's the first one.
Speaker: Second one is called Slight Edge.
Speaker: Compound Effect is by Darren Hardy.
Speaker: Slight Edge is by Jeff Olson.
Speaker: They essentially teach the same principles, but they talk exactly about this.
Speaker: Just changing your habits, and those are the things that are going to change your lives.
Speaker: So Darren Hardy, one of the quotes from the book, he says, you will never change your life until you change something you do daily.
Speaker: The secret of your success is found in your daily routine.
Speaker: These books will help you dive deeper into really identifying the good habits and really just showing what's going to happen.
Speaker: You practice the good habits, you're progressively making improvements.
Speaker: If you practice bad habits, things are obviously going to get worse.
Speaker: You can see this.
Speaker: I mean, go look at any person that's fat or overweight.
Speaker: They're examples of this.
Speaker: What do they do?
Speaker: They practice bad habits in their eating, and then it progressively gets worse until they're fat.
Speaker: Or someone that's in really good shape, what are they doing?
Speaker: Go to the gym every day.
Speaker: They're not seeing instant results, but over time, as you practice the good eating habits, you practice the good gym habits, good exercise habits, they see it over time.
Speaker: And same thing if you eat junk food, you're not going to get fat overnight by doing that.
Speaker: But it's over time, and this is the exact same with your habits.
Speaker: So identifying your life, what habits are helping you towards your goals, towards your visions, what habits are making things worse.
Speaker: And this is going to be what helps you achieve your goals.
Speaker: Okay, so that's the invitation.
Speaker: Start doing the daily and weekly planning.
Speaker: Start doing the tracking.
Speaker: Do a time study.
Speaker: These are going to help you identify what's going on in your life, what do you need to improve.
Speaker: And it's going to improve not only your sales numbers, it's going to improve your personal relationships, it's going to improve your fitness level, it's going to improve anything you want, anything can apply to tracking, measuring.
Speaker: and then making tiny improvements and planning.
Speaker: So that's the episode for today.
Speaker: Hope you enjoyed it.
Speaker: Let me know what you think.
Speaker: Let me know if you're getting results for this.
Speaker: I'd love to hear if any of you actually decide to do a time study, how it went for you.
Speaker: Did you see some areas you can improve on?
Speaker: I know I did.
Speaker: So let me know.
Speaker: And next week, we're going to have an awesome episode just to give you a little teaser for it.
Speaker: We're going to have a guy named Brad Mortensen on.
Speaker: He's going to talk to us about a software called RepCard that helps you send digital business cards, that helps you follow up like a pro, and that helps you get deals that someone else would have gotten later down the road.
Speaker: So don't forget to hop on next week.
Speaker: Share this with a friend you think could use it.
Speaker: Start your planning and we will see you next week.
Speaker: Peace out.
Speaker: Wow, what another value-packed episode of The Solarpreneur.
Speaker: Guys, if you couldn't tell, we spent a lot of time and energy to put these episodes out to hopefully give you just one strategy, one golden nugget that's going to launch your solar career to the next generation.
Speaker: And we do it all for free.
Speaker: And if you found any value in this episode or it's helped you in any way, all I ask in return is that you just take 30 seconds of your time and leave us a review on iTunes so that we can help more solopreneurs like you to change the world.
Speaker: And as a gift for leaving us a review, we have a special training package exclusive for Solopreneur listeners over at Solopreneurs.com.
Speaker: Remember, you need to leave us a review on iTunes to qualify for the training package.
Speaker: So take care of that now and we'll see you on the next episode.
