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The Alchemy of Sales: Transforming Pressure Into Prosperity - Doug Cartwright
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Doug Cartwright is on today's episode to give his insights on harnessing your energy and how it affects your overall likeability and output on the doors. While we can receive tips and continuously improve our strategies, it is important to address our biggest battles: the ones within ourselves.
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Transcript
Introduction: Taylor Armstrong's Journey
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong. went from $50 in my bank account and struggling for groceries to closing 150 deals in the year and cracking the code on why sales reps fell.
00:00:19
Speaker
I teach you avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro and closing more deals.
What is a Solopreneur?
00:00:31
Speaker
What is a solopreneur you might ask? solopreneur is a new breed of solopro that is willing to do whatever it takes to achieve mastery and you are about to become one. Okay, what's up, everybody? I am stoked for today's podcast. We got a guy that has been door-to-door forever.
00:00:48
Speaker
ah He's now coaching people. He's one of the top, I would say, door-to-door coaches out there training up a lot of people, lot of teams. um So I'm excited to have Mr. Doug Cartwright on the podcast today. Thanks for hopping on with us, Doug.
00:01:02
Speaker
Yeah,
Introducing Doug Cartwright
00:01:03
Speaker
thanks for making this happen, Taylor. Yeah, of course. We were just talking before we hit record. I saw you at your events, the Alchemy Cells coaching events, I think of around a month or so ago. And yeah, man, I just wanted to congratulate on that. It was definitely one of the best Cells events I've attended. I took a ton of notes there and just the lineup you had felt like I was...
00:01:25
Speaker
with like the Avengers of, of sales and of coaching, you got some super solid dudes. Yeah. My goal with that event was I wanted every speaker to be keynote, like headliner quality.
00:01:36
Speaker
And so we, we just went for multiple hours, just ripping nonstop, you know, yeah and so it was, it was, uh, it was exciting experience and glad you made it out. Yeah, for sure. And yeah, you you weren't, you're not joking about
Doug's Career Shift to Sales Coaching
00:01:50
Speaker
that. Cause there was a few times where my brain felt like it was going to explode just like so much good information.
00:01:56
Speaker
like, man, I got to take a break, but I don't want to miss this speaker. i don't like what if, uh, and we didn't have like an agenda either. So everyone knew that like, um, you know, we had, you kept us on our toes cause we didn't know exactly who was coming up next to speak. So, uh, I thought that was good too. Yeah.
00:02:13
Speaker
Yeah, we just kept it going, man. All gas, no brakes. Yep. Casey bought the end. and Topping things off so. Yeah, super good. But yeah, man, so let's get into, you know, just a little bit of your backgrounds. I want to hear why you decided to start your company.
00:02:31
Speaker
And I know before you were that I remember it was like the daily shifts, right? Are you still doing that too? Or is it now all
Early Sales Success and Personal Challenges
00:02:39
Speaker
Alchemy sales coaching? Yeah, daily shifts transitioned into Alchemy. One thing I just realized as I was building like a personal development platform,
00:02:45
Speaker
you know, which the daily shifts was, was kind of designed for non door to door is kind of designed just for overall personal health ah health and wellness and development. And I realized that, you know, 90% of the people who are using my platform were door to door guys, and they were asking for more intentional training.
00:03:02
Speaker
And so just kind of the way life works, I kind of pivoted and transitioned that company into alchemy so Alchemy Sales Coaching is today. Yeah, I remember that's the first day. i think the first time I met you was at a Noxstar event in a Park City. i don't if remember that one.
00:03:17
Speaker
That was crazy. Yeah, I was back in 2021, 2020, 2021. Yeah, so... but one twenty twenty twenty twenty twenty one yeah so um Yeah, just really cool story and, you know, really interesting stuff too. Usually that sells events.
00:03:31
Speaker
ah You know, i'm I'm used to more like the technical stuff, like, ah you know, the more strategic things can do on the doors. But you you come in and you talk more about like the mindset thing. I think that's the first time I'd really heard like the importance of the mindset, the other things that, are and I know something big you talk about is just strategic stuff. What you say is a very small part of what we do.
00:03:54
Speaker
Most of it is like the state you're in. So yeah, i definitely want to talk a little bit about that. But ah before we get into that, yeah, man, I know you were ah big in alarms and before you transitioned into your coaching and your business. So for the listeners that don't know your story as much, you want to give just like Reader's Digest, your journey into alarms and how you got started in the door to door and all that?
00:04:17
Speaker
later transitioned into coaching yeah so i got recruited uh 2010 at the university of utah it was like just a cold campus recruit and um i'd always kind of heard about door-to-door um kind of through the grapevine i didn't know much about it i knew you can make a bunch of money this guy just shoulder tapped me and you know asked me you know if i was be open to kind of putting myself in a situation where I can make a little bit more money. And so, you know, I wanted to give it a shot, gave it a go and went out and knocked my first weekend on a blitz and sold two accounts, ah two alarm accounts my first weekend and made like 800 bucks up front for those two deals.
00:04:58
Speaker
And it kind of really changed my paradigm because it was like, oh I was working hourly before and i was kind of a typical college kid. I was, you know, 19 years old, 20 years old. You had like, was making like 15 bucks an hour my job. And then, you know, went out on a weekend and made $800. And was like, wow, it would normally take me three weeks to make that much money
Commitment to Sales: Influence and Growth
00:05:15
Speaker
at my other job. And I made it in two days. And so that was kind of like the mind paradigm shift. And, you know, most people in the door-to-door space have that moment at one point where it's like you're kind of have your mindset on like the hourly mindset and then get introduced to commission sales and it just...
00:05:32
Speaker
just shatters your constructs of reality really. And so, um, I would tell people was kind of like this golden recruit and, you know, I got recruited in December. so it was winter in Utah. And then whatever reason, my mind was like, Hey, if I just would knock doors the same hours that I was working my hourly job in Utah, I'll make way more money if I just put in the same time.
00:05:52
Speaker
And so I was first year recruit. I'd been in the company for like a week and, you know, just started of knocking by myself in Utah in January. you know was freezing cold in the snow and started getting deals. And you know i had like 13, 14 alarm deals by March. And ah that really kind of started my trajectory into Vivint and went out that first year and had had a successful year.
00:06:14
Speaker
I've sold about 55 alarms by the 4th of July. and that summer happened to be also the summer my my father passed away from cancer. And so i came home early that summer, i spent time with my dad, and I was really grateful for my for my time at Vivint because that last month before my dad died, I was actually able to spend you know a whole month with him. i didn't have to worry about money.
00:06:36
Speaker
or working and I was able to actually like really be with him his last day. So it was really special and I was really grateful for the job. um And then it was after, you know, that summer I had a, i remember having ah a conversation with Casey Baugh on a cruise and he just basically was like, Hey, you know, you've shown signs of greatness. I think you should commit to this thing for five years and painted the vision for me. And so I'm like, all right, i'm going all in.
00:06:57
Speaker
So that That summer, or that fall 2011 is when I like really committed to going all in, burned my ships, no plan B, went and recruited all my friends.
00:07:09
Speaker
And then that next summer was managing, know, an office, Vivint office basically by myself 21 with only like half a summer under my belt. Didn't really know what I was doing, ah but figured it out. And I went out and, you know, became a top performer that year. And, you know, that was kind of where everything
Recruitment Philosophy and Trust Building
00:07:23
Speaker
kind of took off. And then 200, 212, kind of my first full year of alarm. I did about 1200, you know, and then things just kind of compounded from there.
00:07:32
Speaker
Yeah. That's incredible, man. That's funny. It sounds, Casey bought, it seems like he's really good at getting people like buy into that vision. It sounds kind of similar to what we heard Zaza Anderson, and Zach Anderson speak at your event too. and Same thing.
00:07:46
Speaker
Sounds like you just basically get off the street. And Casey Baugh just like painted this insane vision for him and got him to buy in. But that's what great recruiters do, man. But um yeah, how have you seen that? Do you think, ah I guess speaking recruiting for a minute, is that something you were able to do for a lot of your reps? Or how do you as a leader like paint this vision for your reps and got get them bought in like that? Do you think Casey was doing that for a lot of people?
00:08:11
Speaker
And just like playing Jedi tricks, getting a buy-in? Or how have you seen that? Yeah, I want to use the word Jedi tricks, right? And so all recruiting is, it's pretty simple, is there's kind of, it's just like sales, right? People on the doors, people are extremely loyal to those who help solve their problems. So when you're out knocking with or selling pests, alarms, solar, your job really is just to solve someone's problem, right? That's kind of like your own right? And so in recruiting, it's exactly the same thing. You know, people are every single ah person you engage with in a recruiting situation has a pain point. And your job as a recruiter is to kind of uncover where they are at at point A and kind of really make them feel their pain point, discover what their point B is, right? Where they want to go.
00:08:53
Speaker
And then your job is just, is just to show him the path, right? So if you can create a really clear path to solve someone's pain points, That's all recruiting is, is just really helping people to show them a brighter future and to and to bridge the gap from point A to point point B. And if you can do that effectively and efficiently, um you know that's really going to be the biggest impact on recruiting. And a big mistake I see people make in recruiting is they try and convince a rep of why they should do the job and how they're going to be great and without really uncovering doing a process of just uncovering someone's personal pain points.
00:09:33
Speaker
And they don't make it personal. They're just like, oh, you're going to kill it. You'll crush it. You'll make this much money, you know, and they don't really spend time getting to know the recruit and the best recruiters I know make it really personal and really get to know the recruit and figure out what drives them and what motivates them.
00:09:49
Speaker
And that shows them a path of how to get to that next point. And it really is just kind of building these personal relationships and solving people's problems. That's all recruiting is. and And people make it so hard and difficult and they make it more complicated than it needs to be.
00:10:03
Speaker
When really it's just, if you can provide a solution to people's pain points, right, you'll never run out of recruits.
Sales Training Role and Challenges in Solar Sales
00:10:09
Speaker
Yeah, i love that. But yeah, it just reminded me of the company I'm with right now. It's actually kind of my legacy. It's kind why I don't know if you know Mike Brand, but he took like a pretty similar approach with me. I just felt like he got to know me way more personally, spoke to all my pain points and just painted like a really clear vision.
00:10:29
Speaker
And ah to the point where even when I was unsure of things, he showed up to my house on like a random Sunday morning. Right as I was getting ready to go to church, he just shows up out of the blue and just like, you know, digs the trench even deeper, just like starts recruiting again.
00:10:46
Speaker
It gets me bought in. So yeah, just reminding me of kind of my journey too. And I think that's what great recruiters do is, like you said, get to know people personally and then do a really good job of painting the picture of a what they can become, what they can do. And obviously ah you're a perfect example of that. I know you grew you know multiple teams over at Vivint and trained a ton of people over there. So how long were you with Vivint there?
00:11:11
Speaker
How long were you building with them? Yeah. So I managed at Vivit from 2012 to about 2017. And then in 2017, I transitioned into a company sales training role.
00:11:26
Speaker
So kind of after building teams and regions kind of being a top rep, top performer, I got the opportunity to actually be in more of a trainer's role. And that was really exciting for me. I love being able to travel around the country. And it was it was really exciting because I got to Work in one market for a week and then I'm on an airplane and then I'm traveling to Charlotte and then I'm off to Florida and then I'm to Arkansas and then I'm to New Mexico and really getting to meet a lot of other reps, getting on the trenches with them, getting on the doors with them, running their correlations and kind of getting a feel of each kind of market. And, you know, one thing I love about it, too, is I got to see a lot of the country like I got to go to a lot of places in the city. states where I normally wouldn't go to, you know, like Birmingham, Alabama, and spend some time there and kind of do a little sightseeing in the mornings and then go out on the doors. And so it was really exciting. And and I loved it And I got to work with I mean, i I bet I've been on the doors and knocked with 150 200 reps in my career.
00:12:15
Speaker
So it's it's been and it was an exciting time and and loved my my time there. And you know, but the last time I knocked doors for Vivint was in 2020. That kind of was kind of the last hurrah for me. Was that something you decided? you you like approach them and were like, hey, can I just do more training now? um Or did they approach you? How did that start? It was producing Yeah, it was a mutual experience. Vivint saw the quality of my accounts. I was known for selling really clean accounts. really i I had really low attrition. I sold really high quality, good accounts. And obviously attrition is can be ah a killer for a company. And so Vivint really wanted cleaner accounts.
00:12:56
Speaker
And so they asked me if I would do some sales training videos. And that's how i it started. And so I did a couple of sales training videos. Those were wildly successful. At one point, I had the most watched sales training video ever at Vivint. And then it got to a point where a couple of people were asking me, some regionals were asking me like, hey, can you come out and do a training for our team? And then I went to Bivin and I'm like, hey, these guys are hitting me up to go train. Can we actually work out a role where I'll do this for the whole company? And, you know, they agreed to that. And so that was ah that was a fun couple of times.
Effective Sales Training and Communication
00:13:23
Speaker
Well, speaking of, then i want to I want to get to the training other reps part here in a minute, but, um you know, we're in solar, obviously, and that's something that we go through a lot. There's mass attrition in solar. um You know, I think I would say industry average is probably less than 50% that go to roof for these solar accounts we sell.
00:13:42
Speaker
And so I think it's a big thing that, um you know, we're trying to get better in solar. And one of the challenges we experience, as you would imagine, is we sell this thing And then it's not going in for another one, two, three months a lot of times.
00:13:54
Speaker
So we got to keep the customer happy. We got to make sure the process is going smoothly with the installer. um So yeah, it can be can be a challenge. So I know it's, you know, different industries from alarms. And I know you haven't like necessarily sold solar and i've coached a lot of solar reps.
00:14:10
Speaker
But is there anything back to me for days with good attrition? Anything you see that's like a crossover that you think just general principles that reps are like skipping steps or maybe things that they do that lead to bad attrition? Any ah advice you'd have on that?
00:14:25
Speaker
Yeah. Yeah. To clean up your attrition, it's really simple. You just have to be overly, you have to be over, you have to overshare. on the reality of the situation. have to be very direct, have to be very clear and you have to set really clear expectations.
00:14:38
Speaker
When a customer doesn't have clear expectations and it feels like things are taking longer or things aren't working properly, it's going to create disturbance. It's going to create friction, frustration, and what's really happening is that it's breaking the connection of trust.
00:14:54
Speaker
but When you break the connection of trust, but you're going to lose the deal. And so one thing that I did is I would overly explain the reality of the situation and almost make it really to really set their expectations up that, hey, this is going to take a long time.
00:15:11
Speaker
right you're going to have second thoughts about this you're going to have doubts you're going to feel like maybe this isn't a good idea right that's totally normal that's expected when those hesitations or those doubts come in know call me and i can help navigate it maybe it won't be a good decision for you you know i'm totally okay with that and so i gave my customers permission to cancel right it wasn't like oh i'm gonna like lock this in on you and you can never escape i'm like hey you know a lot of times when i was closing an alarm i'm like hey you know you have a three-day ride rescission on this thing where you can cancel this thing legally within three days you might have thoughts you feel like you want to cancel if that happens just text me we can talk about it maybe it's not a good fit for you
00:15:49
Speaker
And for whatever reason, what I do to just like relieve like this pressure. And sometimes people would hit me up and be like, hey I'm thinking about canceling. I'm like, cool, let's talk about it Why? You know, and then you kind of walk through them. And because the trust is so high, it's easier navigate obstacles. So in a solar piece, it's like, know, it's the same in recruiting.
00:16:08
Speaker
In recruiting, right, because there's a lot of attrition and of turnover in reps is i set expectations really, really high, meaning, you know, when I sit down with ah a rep, I would say, hey, there's a really high probability you're going to want to quit.
00:16:21
Speaker
you know statistically speaking, you're not going to cut it. like This is really hard. It's going to stretch you. It's going to push you in ways you've never believed are possible. You're going to question your existence as a human being. You're going to want to cry on the doors.
00:16:32
Speaker
50% of your jobs are going to cancel. right it's gonna be You have to be so self-motivated. This will be the hardest thing you've ever done in your entire life. and I've really set it really high.
00:16:44
Speaker
and Then, if you're willing to go through it, here's here' the rewards. Here's what you get you're willing to go through the hard thing. And so when it gets hard, when the sun's 100 degrees, they want to quit, they hit me up. i'm like, hey, man, I know this isn't for me. i'm like, yeah, we talked about this. Like, this isn't new information.
00:17:04
Speaker
Like, we been we kind of knew this was going to come, right? In a customer situation, it's like, hey, I'm thinking about canceling. It's like yeah, I told you this was going to happen, right? You feel like you're going to want cancel. Let's talk about it. And so I just had a very clean, transparent,
00:17:17
Speaker
conversation. I was never, I've never, there was no gray areas in my cells, right? I never felt like I was deceiving the customer in any way. And so I could speak really directly and clearly to them.
00:17:28
Speaker
you and sometimes you get canceled. It's part of the job, right? It's part of the experience. But I think by being more transparent, by being perfectly honest and setting really clear expectations, um,
00:17:41
Speaker
you know, there's the initial fear that's like, oh my gosh, they won't do it. But it's actually, if you're the more transparent, the more clear you are, the less attrition you'll actually have because you're building a connection of trust.
Maintaining Positivity and Continuous Learning
00:17:53
Speaker
That's so good. Yeah. And yeah, I've never tried that for a solar in that way, but yeah, i like that a lot. Cause yeah, I mean, my approach is just like try to make sure there's no hidden objections, but I've never approached it like that transparent at the end. You might have,
00:18:09
Speaker
feelings that this is a bad idea happens to everybody. um And I think what I like, I feel like that opens the door for them to just want to come to actually talk to you if they're feeling like canceling. Because most of my cancels, as matter of fact, I had one a couple weeks ago, felt like we had super good rapport, good relationship. But then she decided she wanted to cancel.
00:18:27
Speaker
And this lady would not like tell me she wants she would not like just come clean with why she wanted to cancel because I think she just felt like go he's gonna over try to overcome my objections and make him feel bad and I even went to her house and everything um said hey we gotta I gotta come over to help you cancel this out and uh still she's like oh I'm not gonna she just like wouldn't tell me why she's canceling so yeah I like that a lot and feel like it opens the door for people that's to actually come clean to you and hopefully give you a chance to accomplish some business.
00:18:59
Speaker
The number one objection you're going to run to run into in this industry, and it's not even close, is trust. and If people don't trust you, they're not going to do business with you, period. right The number one objection you have to overcome on the doors, in your door approach, is trust.
00:19:11
Speaker
And so my whole ah persona is like, i want to create the most amount of trust as possible. And so I would literally be like, hey, you you have you can cancel on this thing, right? You're going to, you might have thoughts that you're going to cancel, and know and especially solar. it's ah it's a much more logical deal than alarms.
00:19:28
Speaker
And so it's sort like, hey, this might take three months to get on your roof. It just kind of depends on the city licensing and the permitting, right? It's kind of out of our control. There's going to be times you might get frustrated and you feel like you're going to want to cancel. You can totally cancel if you want.
00:19:41
Speaker
You absolutely can. Right. If you do, if those thoughts are different those thoughts are normal, just call me. We'll talk about it. Right. Usually there's kind of some piece of missing information that can help kind of solve your concern.
00:19:52
Speaker
I'll do my best to solve it. And if we can't, then, you know, no worries. You don't have to get this thing. But. In my experience, once you kind of understand the true depth of what this is all about, it's going to put money back in your pocket it's going to make a lot of sense.
00:20:03
Speaker
And if this doesn't ever make sense for you, like, let's pull it. No big deal. Don't stress about it. But if I just ask you that if you do have concerns, questions about it, right, hesitations, just call me, right, and I'll and i'll talk ah talk it through you. And if it's not a good fit, then we'll we' we'll pull it. No big deal. Yeah, it's so good.
00:20:19
Speaker
Definitely enough to try that. Yeah, I can see how that would help a lot. Yeah, I think it just relieves pressure too, because that's something I've noticed too, when you just when I'm like setting appointments for solar, um if people think that they need to make like a decision um in the appointment, then they're way more likely to just cancel that appointment because they're like, Oh, there's gonna be pressure there.
00:20:39
Speaker
He's going to want me to do it. So something that I found just kind of that same principle, just getting people to sit more for solar. It's just like giving them permission to not do it. Just like, hey, when I come back, we're going to go through all the info. if you don't like it or doesn't make sense, then just don't do it. Right. We're not we don't want you to do something that doesn't seem like a good idea. And just like that line alone, giving them permission, saying, hey, I'm not looking for.
00:21:00
Speaker
ah for sure decision don't do it if it doesn't make sense yeah it's it's helped me just like increase people that sit down just because they're like okay you said i don't have to do it it's not going to be some high pressure thing so yeah i think kind of in that same way i like that a lot with the cancel cancel lines your goal is just to alleviate pressure right if there's pressure on the situation there's buying pressure my whole my whole concept in alchemy sales coaching is that sales is a transfer of energy that's all it is yeah It's transfer of energy. So if you're bringing intense, overwhelming pressure energy to a deal, right, people are are going to say no, they're going to cancel, right? And so my whole job is to make the comfortable customer feel as comfortable as possible.
00:21:39
Speaker
And the reality is with solar, it just makes sense. It's just, it's more, much more logical deal. So if I can bring an emotion where they feel comfortable, trust is high, and then I can provide them the logic of why this solar solves their problems, you know, I'll be closing a lot of deals.
00:21:55
Speaker
That's awesome. um So, Doug, I want to transition a little bit here to the training piece. And I know at this point you've trained hundreds, probably if not thousands of reps. um I'm sure you've seen lots of mistakes um as you went from team to team. Was that type of thing where guys you were going to teams and guys were like, man, i don't know what's going on with this rep. Can you help them?
00:22:14
Speaker
Was that a lot of that where they people were like giving their, you know, problem reps to you? je Have you figured out the solution? is it more just like, you know, general doing a correlation, going on doors with them?
00:22:25
Speaker
How much of it was like working with problem reps like that? Well, I think but i think that they're the same. Every office has... I've never met in my 15-year career someone who was 100% satisfied with their production.
00:22:39
Speaker
Everyone's always like, oh i need to be doing more. I wish I was doing more. I can do more. i can do but It's just the reality of the situation. No one's ever 100% satisfied. And so one a couple mistakes I see reps make um is a they're just not patient enough.
00:22:52
Speaker
Right. Like this job is it's learning a whole new skill set. And it's yeah the equivalent of. someone who's never played the piano before and then deciding they want to play the piano and then they want to be playing Beethoven in two weeks. It's just not happening, right? You have to respect the process of the the job and the skill set. And I always tell people, like, I didn't feel like I was good at this job until my fourth summer. felt like I was like kind of okay. And I was kind of seeing a little bit of success here and there, but it wasn't until my fourth summer where I was like, okay, I'm actually a top one percenter now.
00:23:25
Speaker
Like it took four years before I was even felt internally that I was good. and And the number one mistake is guys just are trying to rush the process. They think they're going to go out day one and and crush it. You know, and there's are people who go out there day one and see some early success.
00:23:40
Speaker
know, there's never been in any company I've ever seen. I've never seen a rookie be the top rep of the company for a summer. like I've never seen it yeah A rookie's never been the top rep in the whole company. And it's just because it's a process. And so the the biggest mistake people make is they're just not patient enough with trusting the results. you know and And my favorite analogy on this is just exercise.
00:24:02
Speaker
Right. So we, mean, it makes logical sense of I'm really out of shape, overweight, haven't worked out. and I'm like, okay, gonna go get a six pack. That's going to take a years, right? It's going to take years of diet and exercise and strength training. And the, you know, biggest mistake is guys go to the gym and they do a couple of crosshair workouts and they eat chicken and rice for two weeks straight and they sleep eight hours and they're hydrating. And then they look in the mirror and they're like, don't look too much different. You know, so they give up. But if you exercise, know,
00:24:31
Speaker
really hard, sleep well, eat clean, you know, four months from now, there'll be a difference, right? It's very, very subtle, right? It's very subtle. There isn't one workout that made all the differences, all the workouts combined.
00:24:44
Speaker
And the biggest mistake is guys just put so much pressure on themselves to be so good so fast that they start rushing the process. They start skipping steps. They're looking for the freebies and they're not building a strong foundation to be an elite salesman. The reality of this job is it takes a long time.
00:24:58
Speaker
Can't rush it. You can't You can't hack
Success Formula: State, Story, Strategy
00:25:01
Speaker
it. if you not Going back to the piano analogy, I'm like, hey, i want to play Beethoven. I can't pay someone to like speed up the process of me being able to play Beethoven in two weeks. I can hire a coach, right? And I can get better and better and better.
00:25:14
Speaker
But even if I had a million dollars, I couldn't pay anyone to like download me to play Beethoven. in overnight right you can't hack that process i actually have to go and pray the play the scales and so you know everyone's always wants to tell more everyone's always under pressure that i should be doing more everyone's always like oh my gosh i could be doing better that's just the reality that's always going to be there and so those who are really really patient are playing the long game in this to do really work really well i've seen guys who aren't that talented but they just work really, really hard and they trust the process.
00:25:46
Speaker
They run circles around the guys who are a little bit cocky. They've got all know more talent, more ability, but they try and rush it. and Those guys always burn out. And so the number one thing I tell guys is like, hey, you just have to respect the process that this is going to take a long time and commit to the right inputs over a very long period of time to actually see some true long-term success.
00:26:09
Speaker
Love that. and It's true. We see it in solar all the time where experienced reps that have way more skill will get beat out by newer guys that have way less skill, but they're just coming in with all the excitement. Like you said, transfer of energy.
00:26:21
Speaker
And they're putting in like double the hours. And so um you know I think hard work can solve a lot of that for guys coming in too. People, ah you thought they talk about this burnout and everything. People get burned out. They're like, oh, I'm trying. not hitting the results I want.
00:26:35
Speaker
And it's true. where They've been doing it like three months. And it's like, dude, you don't even like, you got to give it time do to to get to the point where you're going to be seeing the fruits of your labor. So um yeah, I think that is a big principle that people forget about. Yeah. say For guys to be successful in this thing long term is just patience.
00:26:54
Speaker
It's hard work, patience, right? It's just going to take a long time. Too many people are just impatient. and they want to be a level 10 sales rep. if i If I start this job and I'm a level two sales rep, I can't go level two to level 10. I have to be a level two sales rep and have to put in the work and the training and get the failure and get the cancels and get the cops called on me and get frustrated and get door slammed in my face.
00:27:16
Speaker
And after all of my hard work and effort, I go from a level two sales rep to a level three sales rep. And then I get grind and push and grind and read the books and train and push myself and blood, sweat, and tears. And after all that work, I go from a level three sales rep to a level four sales rep, right? And a lot of guys are like coming in at level one, level two sales reps, and they want to be, they want to skip all the steps and go to a level 10. It just doesn't work that way.
00:27:39
Speaker
That's so good. So what about in all your years where you're training other guys traveling to these different offices? um I'm sure you noticed maybe like mistakes in training that managers were making.
00:27:49
Speaker
or maybe not helping their teams effectively. so i don't know, do you have any like stories or examples where you went to an office and they're like, hey, Doug, I don't know, I can't figure out how to help this guy, and you like helped him uncover it, or maybe like mistakes you saw that you know managers were making in training their reps, what were some of the things you noticed in in your years as a sales trainer? Yeah, the number one mistake sales reps make is yeah So there's what I call the success formula. And what the success formula is, is there's three inputs.
00:28:18
Speaker
And the three inputs are state, like your state of being, which is going your energetic relationship to life. Are you open, enthusiastic, optimistic, engaged, pleasant to be around, high vibe, good energy, plus story, which is going to be the story you're telling yourself in your head. You're either saying, I love myself. I love my job. I'm the best rep. I love this neighborhood. I'm so grateful for this job. or you're saying, i hate this hood. Everyone's already been talked to. I'm not good at the job. right So state your energetic state, plus the story you tell yourself, plus
00:28:51
Speaker
Your strategy, which is going to be the your actual words you say in your clothes, in your transition, when you overcome objections in your door approach, equals success, right? So state my energetic relationship to life, plus tell myself the right story, plus implementing the right strategy is going to equal success.
00:29:10
Speaker
The way you level these things out is the way they're weighted out is that 80% success is going to be just being in the right state. 80% of success is just being in an energetic, open, engaged, enthusiastic state.
00:29:22
Speaker
Plus 15% of it is telling yourself a positive story, affirmations. I love myself. I love my job. I love what I do. I'm grateful for the opportunity. People love solar. People love me in the neighborhood. People love talking to me. So that's 95% of your success is being in the right state and telling yourself the right story. Only 5% of success is your skill set, right? You still need the 5% get 100%.
00:29:44
Speaker
Right. So it doesn't work without it, but it's only 5%. And so the number one mistake people make is they go out into the job. And the reality of the situation is, is this job's going to punch you in the face.
00:29:57
Speaker
It's going to, it's going to push you so hard. going to be so difficult. You're going to question everything. You're going to want to quit, right? You're going to have cancels. You're going to be so let down. You're going frustrated. You're going be fearful. You're going insecure. You're going to be anxious.
00:30:11
Speaker
So I'm in a negative state, right? And then i'm because I'm in a negative state, I'm telling myself a negative story. Maybe this isn't for me. This area sucks. This job's too hard. I can't do this. And so I'm in a negative state.
00:30:22
Speaker
I'm telling myself a negative story. And the number one mistake in this industry is people then try to use strategy to change their state. Meaning what strategy can i implement to change my state? Maybe i need to change company. Maybe i need to change neighborhood. Maybe i need to change my approach.
00:30:39
Speaker
but And the reality is you cannot out-strategize negative state. the can't out-strategize the state, right? You have to change your state and your story first, right? And then the strategy will come.
00:30:53
Speaker
So when things aren't going well, you're getting frustrated. And you see this all the time too. Like when you get a new rep coming into the office, they're buzzing. They're excited. It's a new opportunity. They're reading the books. They're coming to correlation. They're fired up. They want to knock. They're training. They're writing their pitch down.
00:31:08
Speaker
Six months later, when the reality of the job sits in, how's their energy when they show up to correlation? They're down, they're at a great state, they sit in the back, they're just kind of sleeping in, they're not going to the gym, right?
00:31:22
Speaker
They're in a negative state, so their performance is going to dip. and So the number one thing you've got to focus on to be it consistent, and by the way, this is really hard. It's simple, but it's hard, is maintaining a peak state every single day.
00:31:36
Speaker
If I maintain a peak state every single day, especially when things aren't going my way, especially after a cancel, especially after it's pouring rain, especially when it's 110 degrees outside, especially when Karen just called the cops on me, I got to stay in a peak state.
00:31:51
Speaker
That will do more to your longevity and your success than any magic door approach, than any magic closed, to any magic neighborhood, right? It's just maintaining a peak state and a
Energy Management and Lifestyle Choices
00:32:00
Speaker
positive story. And so the hardest part of this job is maintaining that, right? It's really easy to do at the beginning of summer or the beginning of a new job.
00:32:07
Speaker
My question is, how excited can you be about the job when you're four months in and it's a random Thursday on July eighteenth and you're in a neighborhood by yourself and it's 110 degrees and Karen just called the cops on you?
00:32:20
Speaker
Can you still be able to stay then? Right. And that's the biggest opportunity, the job. And so biggest mistake people make is, do you have to have the right, you have to know the door approach? Yes. do you have to know how to close? Yes. Right. But it's only 5%, right? Your job every single day is, can I maintain a high enthusiasm, engaged, optimistic, peak performance state and tell myself a positive story and then just maintain that for a whole year? If you can do that, it'll be successful.
00:32:43
Speaker
Yeah. Wow. Amazing. And what's funny is, you know, you think at least in my career, I've seen, I think pretty much any manager, any trainer, they're going to train like 95% of the time just on the strategy, right?
00:32:57
Speaker
Like, okay, here's what you're saying wrong. Here's the objection. So I think it's ah talked about very little, um the whole state and story thing. So yeah i go to this all the time you now I go to offices, especially when they've kind of got the rhythm, they know the door approach, they know their presentation.
00:33:13
Speaker
And I just say, Hey, listen, if you came to this meeting every single day and the manager trained getting you in a peak state where you left this office, just hyped out of your mind, you've never been more fired up, right?
00:33:25
Speaker
That will do more for your office than doing more sales training. Like we could cut sales training today. no more sales training the rest of summer and correlation is just peak state training and your guys' office numbers would double.
00:33:37
Speaker
Wow. Yeah, that's really interesting. So, and most people don't even know that. Like, i i think I'm doing it wrong too. Cause I think I myself, uh, yeah, I know I train way more on the, on the strategy stuff. So, um, I mean, that's a good thing for me to hear. So how is like in manager, uh,
00:33:56
Speaker
or like a trainer that's listening to this, how would you go and train these offices on like the state and the the story? Like what are some effective ways you can get your guys to, and I don't know if this is stuff you can like train to just talk about getting fired up or,
00:34:11
Speaker
Like, yeah, how do you train this type of stuff for your teams? There's a lot of different ways to do this. And so first off, you can do it different ways. You know, you can, A, it's all about the energy, period. Like life itself is a transfer of energy.
00:34:23
Speaker
And you as an individual can choose to be opened or closed. Like you are either open or you're closed. And you can turn it on at any time. Anytime you turn it on.
00:34:36
Speaker
ah You have the key. You can turn on your energy at any time. And so it's a lot of work. And most people live their whole life thinking, once I get what I want,
00:34:47
Speaker
in life, once I get the house or get a million dollars or get the hot girlfriend or whatever, then I'll be open and then I'll be that i'll be good, right? And the reality is life just doesn't work that way.
00:34:59
Speaker
So you have to be conscious of like, i can I can choose to be open. I choose to be open. So one thing I say to myself all the time is I choose to be open. And so I do a lot of things that help with that. So I i think the number one most underrated habit in this industry is sleep.
00:35:16
Speaker
If I'm sleep deprived, it's going to be really hard to stay open, energetically open all day, but just because my body can't keep up. So I would say I sleep eight hours a night. I work out every single morning just to turn my brain on. And I love doing breath work.
00:35:28
Speaker
Right. So there's an app that I love called other ship O T H E R S H I P. It's a breathwork app, right? It's me just feeling juice. I'm just feeling little bit more open. I've slept eight hours. I've got more energy. Like I'm just, I, my job is to turn on the energy, turn on the energy, turn on the energy, turn on the energy. I'm upbeat, positive, easy to work with. Right.
00:35:48
Speaker
So an acronym that I use to remind myself throughout the day is what I call pace, I need to keep up the pace. So when I'm knocking, I'm thinking P-A-C-E. P stands for power.
00:35:59
Speaker
I'm knocking with power. I'm hunting for my deals. A, I'm the authority figure. When I'm at the door, I speak with authority, with tonality, eye contact, right? C is confidence.
00:36:11
Speaker
This is going to be body language. My shoulders are back, right? You can feel my confidence at the door. When someone gives me an objection, it doesn't change my demeanor. I stay confident.
00:36:22
Speaker
right and ease is energy i knock with an energy of what i call upbeat positive easy to work with i'm upbeat i'm positive i'm here to solve your problem i'm really easy to work with right and i'm kind of move with this motor throughout the whole day and if i just go engage in the neighborhoods with this type of energy for a whole day i will find a deal i will find success no matter what most people dread the job They're exhausted. They're tired. i don't really want to work today, but I need to. And it's kind of like this drudgery of like, here we go another day. I don't want, you know, no one wants to freaking talk to you. no one wants to work with you. You're just, you're bad. You're poor energy. Like get your energy out of here. No one wants that.
00:37:01
Speaker
And most people are in this poor energy and they think, well, I'll get in good energy once I start getting deals. Right. Again, you can't out strategize a negative state. You have to choose to turn it on every day. It's hard, right?
00:37:13
Speaker
It's simple though. And you get to choose if you're energized or not. You can choose if you're open and you can turn your energy on at any time regardless of what's happening you can stay open so you have to make the decision if i choose to stay open regardless of what's happening regardless of canceled i choose to stay open i love myself i love my job i gotta pump myself up i'm gonna listen to good music i'm gonna do breath work i'm gonna jump up and down whatever it takes you just gotta go and most people just don't do that and so you just have to make the decision like i choose to be open right? The job's going to be hard and the best thing you can do for yourself to get to the next level is choose to be open, period.
00:37:47
Speaker
So some of you already know that I run my own door-to-door sales team here in San Diego. And as we are gearing up for the summer, I realized if we do the same thing we always did, we're going to get the same results.
00:37:59
Speaker
But if I want to increase my deal flow, I need to do something different to get an advantage. Then we discovered an app called Solar Scout. But it's not a door knocking app. It's a data platform that shows us who is likely to go solar in our market.
00:38:12
Speaker
It shows us who has previously applied for solar but later canceled the deal, who has moved in recently, and even how much electricity the homes are using in a given neighborhood. It's been working for a lot of teams across the country, and now I'm on board too.
00:38:26
Speaker
I'm going to be one of the first to use SolarScout in San Diego, so I decided to partner up. But I told them, hey, I'm going to talk about SolarScout on my show, you need to give my listeners a great deal. And they did.
00:38:37
Speaker
So go to solarscout.app forward slash Taylor and book a demo with them, and you'll get 10% off your first month when you sign up. That's solarscout.app forward slash Taylor. Okay, back to the show.
00:38:52
Speaker
Oh, so good. Yeah, love that. And I think part of it is it's almost easier to just train on like the the the tactics, the strategy, you know, because I can go talk about there's a there's 50 different ways to like overcome objections, this and that.
00:39:07
Speaker
But yeah, i think a lot of it is people just don't know as much about this whole state training. And it's not as much as like step one, two, three, at least it seems like. But and also sometimes it's tougher to control guys. Like there's some guys that just they're going to go to bed late. They're going to just spoke up on the caffeine, all that stuff. So it's like they're shooting themselves in the foot by just doing all these things. And we as like managers, I don't know, I've noticed it's like, maybe tougher to like, talk about that. So how do you get people to actually implement this, this state stuff, the physical thing, because you can talk about, hey, guys, go get sleep, go, ah don't drink like five energy drinks a day. do you think it's just like getting to know them more on a personal level? And like,
00:39:48
Speaker
doing it or like when you're going I don't even think it's just like listen either want to do it either want it or you don't want it if you're satisfied with doing one to two a month cool keep doing what you're doing I can't want it for you but if you actually want serious change this is what you got to do and you can choose to do it you can choose not to do it I'm not gonna i'm not your not but your parent I'm not gonna hold your hand for you I'm here to support you but at the of the day like are you satisfied with where you are in your life if you're not it's 100% your fault right are you taking radical responsibility for where you are in your life If you want to you know pound caffeine and stay up late and play video games and watch porn and swipe on Tinder, right go for it. right And you will get the results.
00:40:27
Speaker
Based upon your inputs, I can tell exactly what your outputs are going to be. So if that's where you want to be, like I'm not telling you you need to have bigger goals. But if you, deep down inside, you want something deeper, want to go bigger, you know maybe you need to start making a change.
00:40:41
Speaker
Because what you're currently doing isn't getting to where you want to go. So if you want to get to know, where, what you've done is if you continue to do what you've done, you're going to keep going, getting what you're, what you have.
00:40:52
Speaker
If you want to get to the next level, if you want to see serious, serious change, right? You have to make changes. Everything in life has a price. Everything has a price. Are you willing to pay the price or not? And what's cool about the state change is like, it feels really good, right? You actually go enjoy life more. You feel energized. you're more enthusiastic. you're more engaged. You're more optimistic. You make more friends. You go on better dates. You're better with your family, right?
00:41:14
Speaker
But you kind of have to choose to turn it on and no one can turn it on for you. So, you know, if you want to keep some, you know, the reality is that some guys are satisfied with doing three or in solar installs a month.
00:41:26
Speaker
Two and installs of them are okay with that. I'm like, cool. That's where you wantnna be great. I'm not telling you need to have bigger goals, but if you do like this fire inside of you that you're destined for more, the quickest way to get there is change your state.
00:41:38
Speaker
So I can help you change your state, but I can't want it for you. What about, so you talk about sleep, eight hours of sleep. um I just, I got done reading, i don't know if you've read that Miracle Morning book, How Elrod, but it's funny because in that book he talks about, there's a section where he's like, oh, it doesn't matter as much the amount of sleep you're getting. It more matters like the state you're in before you go to sleep. Like if you're telling yourself, oh, I'm getting very little sleep, it's to be a tough day tomorrow. And that's like,
00:42:05
Speaker
the type of day you're going to have because you already like set the story for the next day based on the amount of sleep you thought you were going to get so if you how do you think that's true first of all and like how much is that a factor of what you're
Alchemy Fest and Holistic Training
00:42:16
Speaker
telling you like can you just tell yourself oh i didn't i'm gonna have a good day it doesn't no matter how much sleep i got um i know there's like You got to be getting sleep for sure. But yeah, what's your thoughts on that?
00:42:26
Speaker
I would say it's completely personalized. Every body is different. I have friends who can sleep six hours and they're fine. I need eight and a half. That's just my biology, right? If I get eight and a half, I feel really, really good. Because if you're sleep deprived,
00:42:41
Speaker
What's the only thing you think about the next day? already long day. Yeah. How's your energy? It's down. I'm tired. I'm stressed. I'm overwhelmed. Right? No one wants that no one want to buy from you. Right? No one wants to talk to you if you're going to be a downer.
00:42:53
Speaker
Right? I'm tired. energy is low. Your brain doesn't work as fast. And so for me, my number is eight and a half. I wish it was like some of my friends where it was six. it'd be That'd be nice. But it's just not. Everyone's just got to tune into themselves, right? You know your number.
00:43:06
Speaker
but and And a lot of people are doing themselves a massive disservice because they sleep with their phones in the room. They look at their – everyone's addicted to TikTok. And so they're getting – putting junk in their face before they go to bed. And you're drinking caffeine before you go to sleep. And you're eating like shit. So, of course, you're going to sleep bad.
00:43:20
Speaker
Like, no wonder you're garbage. You know, I always say this. I say, go for 30 take your phone out of your room, only organic foods, grass fed meats, right? Sleep eight hours, work out every morning first thing and stay overly hydrated. You will be astonished at how good you feel.
00:43:38
Speaker
Like most people have no clue how good they can feel. Because if I feel really, really, really good, right? My energy is going to be more open. It's gonna be a lot easier to get into peak state, right? And if I'm in a peak state more often, I feel good. I feel strong. I feel confident. My dopamine, my neuro-epinephrine, my serotonin is all being released in my brain. I'm pleasant to be around.
00:43:56
Speaker
The probability of me performing well just goes up drastically, right? Most people would rather watch TikTok and eat Uber Eats and drink Coke at night than sell. And that's okay, right? I'm not telling you to have bigger goals, right? But if you feel like crap, right, there's a couple of adjustments you can make to make a huge swing and a huge difference in this industry.
00:44:17
Speaker
Yeah, when I know you do a lot of these events, and I haven't been to... I think the only event I went to was your sales coaching event there in Provo recently.
00:44:28
Speaker
But yeah, I know up on the screen you were playing some of your retreats and everything. And it didn't look like it was training at all. It looked like it was pure, like breath, I don't know, ice baths, like more like state stuff.
00:44:39
Speaker
So would you say that's the main focus of like your coaching, your training is mostly just the stuff on the state? So my coaching is designed to a get you into a peak state and then I'll give you tactical sales training. You know, it's kind of like a noble company sales training for Vivint. So i know the doors very, very well.
00:44:56
Speaker
So I can do personal development coaching for sure. It's like, how do we get into a peak state? And then now they're in a peak state. Now let's worry about that 5% of strategy. I do think it's important and we don't brush over it But 80% of success is state, helping people design a life where they can get into a peak state the most often.
00:45:14
Speaker
We'll do more for anyone else than any special door approach. But we do offer the this the sales training to piece of it. And then that event that you're talking about, is what it's our festival. it's called Alchemy Fest.
00:45:25
Speaker
And we do an event at the end of summer where we go out in nature, we do breathwork, you know do we do workshops. We do do training. We do leadership development. We do recruiting training. We do investment strategy.
00:45:35
Speaker
Right. And then we have DJs and music and art. And, you know, we have a lot of fun at night. So it's it's really great. Yeah. yeah Yeah. I look like some musical festival or something when I when I first saw it. I'm like, that's a bunch of hippies running around. Looks awesome.
00:45:49
Speaker
I want that type of training.
Continuous Learning and Feedback
00:45:51
Speaker
but Cool, man. Well, know we've got to wrap up here pretty quick. But last question or two, Doug, before we let you go. um What would you say is the difference between the top performers you see and the guys that are average?
00:46:03
Speaker
What are some like key differences that you've noticed, just to kind of wrap up? or a podcaster. see This one's easy. You know, state's important too, but the top one, but the difference between the top 1% and the middle, top 1% never stop learning, right?
00:46:16
Speaker
Top 1% are always reading a book. They're always taking a course, right? They have a coach. They have a mentor. They have support. they They take feedback really, really, really well. They never stop growing. They never stop learning. Like, that mean, that's like,
00:46:30
Speaker
That's obvious from my perspective. I've worked with guys who make a million dollars a year. I've also worked with guys in the past who make $50,000 a year. The $50,000 a year guy is harder to coach than the million dollar a year guy.
00:46:42
Speaker
Because the $50,000 guy is like, oh I've got to figure it out I don't need to do that. That's not important. I've got to figure it out. They're not consistent. you know i work with I work with a guy who made $3 million dollars last year in the door-to-door space.
00:46:54
Speaker
and When we get on our coaching call, he's like, what am I doing wrong? like I'm open to anything. to Point out my blind spots. Help me. like he receives feedback really, really well. And then he takes his coaching very seriously and he he's very humble and he's always willing to learn. He reads every book I tell him to, he does the course I tell him to do, you know, and it it's, that's the difference is the top 1% are very open and receptive to learning and growing and getting feedback.
00:47:21
Speaker
And the guys at the lower end feel like they've already got it figured out and they don't need it. And they're better than that. And I'm like, you well you know, shows, shows in the end. And I definitely saw a lot of the guys you had on the stage at your events. They're guys that I think are still like currently in your program, still learning, even though I think pretty much are on the stages making seven figures plus a year.
00:47:41
Speaker
I thought that was really cool. Just like, Hey, even the guys that are, that have made it in our eyes, they're still like, learning from you. They're still on programs. They're still getting coaching. Biggest difference is top runners are forever students.
00:47:54
Speaker
So, ah Doug, before we wrap up, and if guys want to, you know, potentially get in your coaching, speak into that, or maybe come to a future event of yours, what's the best way to connect with you and, you know, learn more about your programs?
00:48:07
Speaker
Yeah, so fill out an, I'm almost fully booked on coaching clients for the summer because summer's wrapping up. I've got maybe, I think, as of this morning, I think three spots left. um So if you're interested in coaching and mentorship for the program, I only take three more. of ah Applications are open at alchemysalescoaching.com.
00:48:25
Speaker
So if you fill out an application there, my team will will assess it. And if you qualify for for the coaching in the program, then you'll be prompted to book a call with me and we'll kind of just make an assessment.
00:48:37
Speaker
um And if not, if it's not your turn this summer, hit me up on Instagram at Doug underscore Cartwright at Alchemy Sales Coaching Instagram as well. We're going to give lots of tips and tricks and state changes. And I also have a newsletter that you can subscribe to through AlchemySalesCoaching.com where I give a weekly newsletter hit of peak state performance trainings awesome so guys everyone listening go uh go check out doug stuff he's got some great content out there i think you've got a you got a podcast out here right are you doing some yeah podcasting i you did one with ashton yep now the alchemy podcast is up and going a lot of sales trainings on that as well so i would love to love to have you guys so shoot me a follow i also respond to every dm on instagram so and anyone has a question or whatnot just shoot me dm on instagram and i'll always respond to you
00:49:21
Speaker
Well, Doug, thank you so much for coming on. And yeah, we wish we had long, I know so much to talk about with this state stuff. So we'll have to do it again in the future, but we appreciate you coming on. And maybe last, last question for guys that they just want something today. They're on the doors.
00:49:38
Speaker
They just got a door slamming in their face. They're thinking of like going back to the car. What's maybe like one thing they could do to change their state or one thing you would recommend for guys that are just like, man, I'm getting my teeth kicked in today.
00:49:49
Speaker
What would you say to that rep? It's so simple and it's so dumb, but I always say do 15 pushups. If you're stuck in your head. or you're frustrated, this area sucks, just literally um on the the sidewalk next to you, just go pump out 15 pushups as fast as you can.
00:50:06
Speaker
And it's going to create a physiological change in your body that you can then take that momentum out of the next door. It sounds simple. it sounds weird. But trust me on this, you want to change your physical body, right? And that will allow you to get into a state change quicker.
00:50:18
Speaker
Yep. And I've seen it, you know, Tony Robbins events, he's having guys do the high fives, like jumping up and down. So, I mean, I guess there's a reason for all that, right? Yeah. We're in the state.
00:50:29
Speaker
It works. So, yep. Works. simple Simple stuff. So, uh, Doug, thank you for sharing that with us. Um, go shoot Doug a follow. Um, appreciate you coming on the podcast today and, um,
00:50:39
Speaker
And yeah, we'll have to do this again in the future. But I appreciate you, my man. Thanks, Taylor. i appreciate you, man. What's up, solopreneurs? Hope you enjoyed the episode. Before you run out and start selling more solar yourself, wanted to let you know about an exciting new cheat sheet we created specifically for you in mind.
00:50:59
Speaker
One of the top questions I get asked on Instagram, on Facebook, by our listeners is, Taylor, where should I start? What episodes should I listen to in the podcast? You got too many podcasts, man, because now we have over 200 episodes.
00:51:14
Speaker
So what we've done, we created the top 10 most downloaded, most listened to, and i would say widely accepted, most useful podcasts that we've done here on Solrepreneur.
00:51:27
Speaker
We put them together all in one sheet so you can go, you can hit the ground running, especially if you're new, you do not want to not have this sheet. So go download it right now. It's going to be at top10.solarpreneurs.com. Again, that's top10, the number 10,.solarpreneurs.com. Don't forget the S on solarpreneurs. We will have that in the show notes. Go download it right now.
00:51:52
Speaker
And especially if you have not listened to them, go listen to them and you can re-listen to them. That's going to show you how. So go download it and we'll see you on the other side.