Become a Creator today!Start creating today - Share your story with the world!
Start for free
00:00:00
00:00:01
INDUSTRY RECORD! Setter Does 100 Deals in February - Anthony Fiorentine
144 Plays2 years ago
- BOOTCAMP.SOLARPRENEURS.COM
- BUY YOUR SOLARCON 2024 TICKET HERE. USE CODE: TAYLOR
- How to Develop a Winning Culture in Solar - Alex Hogan-Hall
- TOP 10 MOST DOWNLOADED EPISODES OF ALL TIME
- https://www.youtube.com/@solarpreneurs
- goals.solarpreneurs.com
- oneliners.solarpreneurs.com
- https://solciety.co/ - JOIN SOLCIETY NOW!
- SIRO APP - LEARN MORE!
The SOLARPRENEUR podcast is here to help you close more deals in the solar industry, generate more leads and referrals, and hopefully, have a much better time and situation.
Recommended
Transcript
Introduction to the Solarpreneur Podcast
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
00:00:08
Speaker
My name is Taylor Armstrong.
Taylor Armstrong's Journey from $50 to 150 Deals
00:00:10
Speaker
I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
00:00:19
Speaker
I teach you how to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro, and closing more deals.
Solopreneur: A New Breed of Professional
00:00:31
Speaker
What is a solopreneur, you might ask?
00:00:33
Speaker
A 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.
00:00:40
Speaker
All right, what's
Anthony Fuertein's Record-Breaking Sales
00:00:42
Speaker
going on?
00:00:42
Speaker
We are here with someone that just broke, as far as we know, an industry record.
00:00:47
Speaker
This guy cranked 100 deals in 20, what was it, 29 days?
00:00:53
Speaker
28 days.
00:00:53
Speaker
28 days.
00:00:55
Speaker
Absolutely insane video game numbers.
00:00:58
Speaker
So our mutual friend, Alex Smith, he hit me up.
00:01:02
Speaker
This guy, Anthony Fuertein, is over working with Alex.
00:01:06
Speaker
And he's like, man, you got to have this dude on the podcast.
00:01:09
Speaker
He just ripped an insane amount of deals.
00:01:11
Speaker
So I'm like, all right, let's do it.
00:01:13
Speaker
Never been done before.
00:01:14
Speaker
So I'm excited to hear what this kid is doing.
00:01:17
Speaker
So Anthony, thanks for coming with us on the Solar Printer podcast here today.
Volume Benefits in Sales
00:01:22
Speaker
Yeah.
00:01:22
Speaker
Thanks for having me, dude.
00:01:23
Speaker
I'm fired up.
00:01:24
Speaker
Yeah.
00:01:25
Speaker
No, that's going to be cool.
00:01:26
Speaker
And I'm sure you've had a lot of people asking like, what are you doing?
00:01:30
Speaker
Are you on some sort of solar steroids?
00:01:32
Speaker
Like this can't be done.
00:01:33
Speaker
It's impossible.
00:01:35
Speaker
And so we're going to hear all about it.
00:01:37
Speaker
He's going to drop the secrets for us.
00:01:39
Speaker
Tell us what it takes really to hit these kind of numbers and then just tell us the journey he's on.
Anthony's Path from College Dropout to Solar Industry
00:01:44
Speaker
And, you know, we'll touch on how to
00:01:47
Speaker
really have it all because I know that's what you guys are all about too over there at Spartan is having it all in fitness, finance, every aspect of life.
00:01:57
Speaker
So yeah, before we get into that, you want to tell us just kind of your journey so far, Anthony, how you got into solar, how you ended up over there at Spartan, what you've been up to so far?
00:02:07
Speaker
Yeah, definitely.
00:02:08
Speaker
One thing I want to start off and just say is like anybody listening to this, I just want you guys to be able to walk away from this podcast and have tangible stuff where you think that you can go and do it and understand that like what happened was nothing special.
00:02:22
Speaker
I'd actually argue that it's easier to do those massive numbers than it is to do lower numbers with volume for a lot of reasons, which we'll get into.
00:02:30
Speaker
But really just the biggest takeaway I want people to have is that they can go and do it too because it's nothing special.
00:02:35
Speaker
Like we walked away from that.
00:02:36
Speaker
We were like, damn, bro.
00:02:37
Speaker
Like we really don't – like we could have worked harder, you know.
00:02:42
Speaker
So once that – once you make that flip and flip that switch, it gets fun.
Challenges and Adaptability in the Solar Industry
00:02:47
Speaker
But yeah, dude, I dropped out of college.
00:02:50
Speaker
Didn't – you know, no college degree in 2019.
00:02:52
Speaker
I was living in my parents' basement.
00:02:54
Speaker
It was $0 to my name.
00:02:56
Speaker
And one of my – this kid I went to elementary school with was in the industry telling me he was making $10,000, $20,000.
00:03:02
Speaker
a month.
00:03:03
Speaker
And, uh, and honestly, dude, I just looked at him and was like, if he's doing it, I think I can do, you know, I can, if you're making 10 to 20 K a month with a couple of sales a month, I think I could do triple that.
00:03:13
Speaker
And those numbers would be crazy for a college dropout.
00:03:16
Speaker
I always knew I wanted to make money and be successful, but I never knew how, you know, I wasn't always the best student.
00:03:22
Speaker
I really went to college just to play sports, just to play baseball.
00:03:24
Speaker
And then when that kind of ended for me, I really didn't know why I was in school.
00:03:29
Speaker
So I bought a one-way ticket out there.
00:03:32
Speaker
And dude, kind of a crazy story because it was March of 2020 and left to go to LA.
00:03:39
Speaker
I'm in the airport, bags packed.
00:03:40
Speaker
The guy who I'm supposed to work for calls me and says, hey, man, I just quit my company.
00:03:44
Speaker
I'm going to try and start my own commercial solar company.
00:03:47
Speaker
And I was like, dude, what the heck is this guy talking about?
00:03:51
Speaker
So three days after that, COVID hits, LA shuts down.
00:03:55
Speaker
I'm in LA.
00:03:56
Speaker
I'm like, dude, what the heck am I supposed to do now?
00:03:59
Speaker
And ended up linking in with...
00:04:02
Speaker
Mo that's simple solar and then ran with that.
00:04:06
Speaker
I was like the sixth person in that company.
00:04:08
Speaker
And, you know, I was doing, but when the time I left was doing about 70 to probably 65 to 70% of the volume over there, we started there, Florida moved to Florida and then built that
Joining Spartan for Growth and Efficiency
00:04:22
Speaker
up.
00:04:22
Speaker
You know, we got that up to like 250 when like we were symbols, like crazy, taking off.
00:04:27
Speaker
Um,
00:04:28
Speaker
Did some stuff with titanium, did like 80% of their volume for 18 months.
00:04:32
Speaker
They got, you know, the acquisition, some stuff changed.
00:04:36
Speaker
And just the best thing for my guys, I was going to start my own company called Alex just as a friend and said, Hey dude, like what are some advice?
00:04:42
Speaker
How'd you start yours?
00:04:44
Speaker
And he goes, dude, well, I'll just tell you what I'm doing over here.
00:04:47
Speaker
And it just felt like, I was like, wow, I could cut a lot of time.
00:04:51
Speaker
Instead of just doing my own thing.
00:04:52
Speaker
And for me, I got into this industry for
Freedom and Scalability in Solar
00:04:55
Speaker
freedom.
00:04:55
Speaker
Like I want to be able to do what I want to do when I want to do it with who I want to do it with for as long as I want to do it, wherever I want to do it.
00:05:02
Speaker
And I think for me, the best thing and my guys was just plugging to something that was already running with a good ops team that is aligned with the front end and just do some crazy, crazy volume.
00:05:13
Speaker
Cause that's what's fun.
00:05:14
Speaker
Volume solves all problems, you know?
00:05:16
Speaker
Everybody in the industry says there's ups and downs in this industry right now or that solar is hard or whatever.
00:05:21
Speaker
Solar is dead.
00:05:21
Speaker
I see people posting and it's like, dude, you know what solves all that?
00:05:25
Speaker
If you go out there and just do a ton of volume, you know?
00:05:28
Speaker
Yeah.
00:05:29
Speaker
No, 100% love it.
00:05:30
Speaker
Yeah.
00:05:30
Speaker
And there's this book.
00:05:31
Speaker
I don't know if you've heard of it.
00:05:32
Speaker
I actually haven't finished reading it yet, but it's called 10X is Easier Than 2X.
00:05:37
Speaker
And it's just that whole same concept like you're talking about.
00:05:40
Speaker
It's much easier to have insane results rather than having a little bit better results.
00:05:46
Speaker
Yeah.
00:05:47
Speaker
And yeah, it really doesn't take that much more work.
00:05:50
Speaker
Like I know myself.
00:05:53
Speaker
Yeah.
00:05:54
Speaker
Last month I was just doing a bunch of self gens and I decided, OK, I'm just going to work.
00:06:00
Speaker
I'm going to work way harder and see what happens.
00:06:04
Speaker
And I like doubled myself.
00:06:06
Speaker
Yeah, I was doing probably, I don't know, eight, eight self gens, just kind of
Doubling Sales: Mindset and Tactics
00:06:10
Speaker
coasting.
00:06:10
Speaker
Yeah.
00:06:11
Speaker
Last month went and did 15 and it wasn't like.
00:06:13
Speaker
that much.
00:06:14
Speaker
I look back and just like you were talking about before we started the recording, it's not like, like you get to the end, you're like, Oh, I probably could have done even more than that.
00:06:22
Speaker
It really wasn't as hard as I thought.
00:06:24
Speaker
Just tweak a couple things.
00:06:26
Speaker
But no, I love hearing that story.
00:06:28
Speaker
What I wanted to ask you before we get into the meat and potatoes here, Anthony's, I know a lot of reps have gone through company changes where maybe companies have got acquired by other ones.
Handling Changes in Company Landscape
00:06:40
Speaker
I myself have been through multiple companies where like the installer stopped paying us, went out of business, stuff like that.
00:06:47
Speaker
Yeah.
00:06:48
Speaker
Yeah.
00:06:49
Speaker
So you haven't gone through the whole simple acquisition, gone through some different changes.
00:06:55
Speaker
Was that ever discouraging for you?
00:06:57
Speaker
What was that like on your end?
00:06:58
Speaker
And how do you keep your guys motivated through changes and not thinking like, oh, this industry sucks.
00:07:04
Speaker
There's so many changes.
00:07:05
Speaker
I don't know what your feelings were when all these things were going
Leadership: Loyalty, Trust, and Open-Mindedness
00:07:08
Speaker
down.
00:07:08
Speaker
You want to tell us a little bit about that?
00:07:10
Speaker
Dude, I think that's an awesome question.
00:07:13
Speaker
Yeah, there's always ups and downs in this industry.
00:07:16
Speaker
And I think if you want to get into leadership, you have to get ready to have your heart broken a bunch of times by a lot of people.
00:07:23
Speaker
And the biggest thing, though, I think is that if you take that baggage to the next company, you
00:07:28
Speaker
you're already, you're already lost.
00:07:30
Speaker
Like you're already done.
00:07:31
Speaker
You have to have that new slate and be able to trust again and be okay with like, listen, I love this opportunity that I'm in right now.
00:07:37
Speaker
It's the best opportunity I've ever been in.
00:07:39
Speaker
If in a year I ended up getting, you know, hurt or whatever by it, like I would go to another opportunity, open-minded and ready to fully commit again.
00:07:47
Speaker
Now, do I think that's going to happen?
00:07:50
Speaker
Absolutely.
00:07:50
Speaker
Now this is where I want to be forever for the rest of my career, but that's also how I looked at every opportunity that I was at.
00:07:56
Speaker
So yeah,
00:07:57
Speaker
you know, everybody's in this to have success at the end of the day and feed their families.
00:08:02
Speaker
But, you know, I'm kind of in this for a little bit bigger of a picture.
00:08:05
Speaker
I'm, I really want to chase like one of my words of the year this year is impact.
00:08:09
Speaker
I think if you just have your guys, like people don't leave companies, they leave leaders.
00:08:14
Speaker
And I think I pride myself on actually caring about who works with me.
00:08:19
Speaker
I like to say work with me.
00:08:21
Speaker
I don't ever like to say people work for me because then that's like,
00:08:24
Speaker
you know, you're better.
00:08:24
Speaker
Like I do, I do this job with my best friends, you know, and my 10 closest people, my 10 leaders that I work closest with are my 10 best friends.
00:08:34
Speaker
And I think if you always lead with their best intention, they will always trust you and follow you.
00:08:40
Speaker
So obviously, you know, when,
00:08:44
Speaker
stuff started to go down, they, you know, came to me and I think I listened.
00:08:50
Speaker
And if you ignore the, if you ignore the whispers, you'll hear the screams.
00:08:54
Speaker
Um, you have to listen to your reps and have them be a part of the process too.
00:08:59
Speaker
Like I didn't just be like, Hey, we're, we're leaving and we're going here.
00:09:01
Speaker
And I made this decision.
00:09:02
Speaker
It's guys, let's, let's cut the bullshit.
00:09:05
Speaker
Let's cut the fluff.
00:09:06
Speaker
Excuse my French.
00:09:08
Speaker
Like, is this where we want to be?
00:09:10
Speaker
Is this a good situation?
00:09:11
Speaker
Is this the best position for you guys?
00:09:12
Speaker
Yeah.
00:09:13
Speaker
Let's take me out of it for a second.
00:09:14
Speaker
Is this the best position for you guys?
00:09:15
Speaker
Because, you know, dollars follow value, not the other way around.
00:09:20
Speaker
And if you can always put them and give people enough what they want and put them in positions to succeed, you'll get what you want at the end of the day.
00:09:25
Speaker
So, I mean, I both the first time I left, I walked away from I lost like 70 K in overrides.
00:09:32
Speaker
And this last one, I left.
00:09:35
Speaker
If I stayed for 30 more days, I would have got 140 K in override.
00:09:40
Speaker
And I just I couldn't put my guys in this position that they were in.
00:09:45
Speaker
And I realized it's better to do.
00:09:47
Speaker
It's about who you do it with, not what you're doing.
00:09:49
Speaker
So, yeah, no, super important putting your guys first.
00:09:53
Speaker
And yeah, like as I'm sure you've seen, Anthony, people are looking to be led in this
Spartan's Operational Edge and Decision-Making
00:09:58
Speaker
industry.
00:09:58
Speaker
So many ups and downs.
00:10:00
Speaker
So I think guys, they can just be secure in their decisions, not, you know, act like the world's ending when things change.
00:10:09
Speaker
That's who guys are going to immediately flock to and,
00:10:12
Speaker
You got to zoom out like it's so when stuff gets tough and there's transitions happening, you have to zoom out when people get zoomed in, then they start making short term decisions.
00:10:21
Speaker
That's when they mess up.
00:10:22
Speaker
You have to zoom out.
00:10:23
Speaker
And it's like, hey, guys, this is not we're not we're not making the decision every day if we're going to be here, make the decision one time and we're here.
00:10:30
Speaker
But if you constantly make, have to make that decision every single day, if you have a couple of bad days that shrink together, then you're, you're not, you're going to make, you're not going to make the decision to stay anymore, but you lock in.
00:10:39
Speaker
Like I, there's, there's loyalty and then there's blind loyalty, but the leader has to be blindly loyal first to their guys.
00:10:47
Speaker
The first time, if they hurt you, fine.
00:10:50
Speaker
You gave them that first chance, or if they're close to you, now they're a guy and loyalty beats talent all the time.
00:10:55
Speaker
My 10 closest guys to me, or my, I'd rather take my 10 most loyal guys.
00:11:00
Speaker
because I'll and I'd be most loyal back to them than the 10 most talented for sure yeah no I love that yeah and then um I know there's some things that attracted you uh about Spartan that made you want to go work with them um because like before we hit record I know you mentioned you were really close to just starting your own company starting your own dealer and I know there's a lot of guys that are just like man I'm
00:11:24
Speaker
I'm not progressing where I want to be.
Personal Dealership vs. Joining Spartan
00:11:26
Speaker
I'm just going to go start my own thing.
00:11:28
Speaker
I've seen a lot of them crash and burn.
00:11:29
Speaker
Sometimes it can work out, but I know there's, it's not for everybody starting your own deal or two.
00:11:34
Speaker
So what was it ultimately that made you decide to go work over with Spartan and instead of just taking your guys, starting your own deal or probably making more money on that potentially.
00:11:45
Speaker
But yeah, what was it that made you decide to partner with Spartan and team up with them?
Accelerated Learning through Collaboration
00:11:50
Speaker
A couple of things.
00:11:52
Speaker
I don't know if I can narrow it to one, but the main one was that I was able to cut out time, able to cut out a lot of time to get where Alex and Spartan were at operationally on the back end.
00:12:05
Speaker
Millions of dollars and probably three to five years away.
00:12:09
Speaker
Not that it's not doable.
00:12:10
Speaker
I'm not saying what he has and what we have is like,
00:12:14
Speaker
you know, impossible to go do on your own.
00:12:16
Speaker
But for me, way less invested financially on my end and then a lot quicker.
00:12:23
Speaker
And then I don't have to put my guys through growing pains as much.
00:12:27
Speaker
Granted, there's still growing pains here.
00:12:29
Speaker
There's growing pains everywhere when you're scaling as quick as we are and trying to be as perfect and perfection and then like really have it all and do the things that we're doing.
00:12:36
Speaker
But to not have to put my guys through beginning, restarting growing pains,
00:12:43
Speaker
and understanding to get them paid quick and maybe starting a company on my own was maybe the best thing for me if I was just looking at making the, but I don't even really think it is.
00:12:54
Speaker
I think I could have done it, but I'll probably make more money here based on the scalability and the freedom that we have.
00:13:01
Speaker
And the biggest thing is I know Alex was never going to put like a leash on me either.
00:13:04
Speaker
Like we had a,
00:13:05
Speaker
some pretty long in-depth talks that this feels like a partnership, but it's not something that I don't feel like I work for him.
00:13:11
Speaker
And he listens really, really, really well.
00:13:13
Speaker
And I said, Hey dude, as long as, you know, you put my guys in a position to win, you're transparent with me, um, you go run and lead this thing.
00:13:22
Speaker
And then I'll, I'll, you know, I'm, what I'm really good at is duplicating people, getting them in close, like tying people together and, and, you know, scaling super quickly and getting, getting guys paid.
00:13:33
Speaker
Um,
00:13:34
Speaker
So that's really it.
00:13:36
Speaker
Yeah, no, I love that.
00:13:36
Speaker
And I think it goes back to what you're saying, just zooming out.
00:13:40
Speaker
So many people, they're just zooming in like, okay, if I go start my own dealer, I'm going to make maybe two, three, two, three grand more per sale.
00:13:48
Speaker
And yeah, it's like maybe you'll make a little bit more per sale, but like, are you going to be able to scale just as quick?
00:13:54
Speaker
Are you going to have the system set up?
00:13:56
Speaker
It's about way more than what you're going to make per deal.
00:13:59
Speaker
And I think that's a question that anyone thinking of starting their own deal or, you know, jumping ship the company you're at, you got to ask yourself those things.
00:14:08
Speaker
Like, is it worth it?
00:14:10
Speaker
um you know having to build all those things yourself so but yeah i love those points you brought up and and and just to kind of piggyback on that it's also like how much faster can i learn if i'm by myself versus if we have sam manley who could start who is a seven-figure earner if we have soriano who's a seven-figure earner if we have you know five five people that all if you're a seven-figure earner in this industry you could you could start your own company for sure
00:14:35
Speaker
But we all are in the same pot with Alex.
00:14:38
Speaker
There's like about five to seven people that are like could go start their own company that don't.
00:14:43
Speaker
We're learning so much faster together because of the collaboration than if we did it on our own.
00:14:48
Speaker
The scalability is crazy with that.
00:14:51
Speaker
Yeah.
00:14:51
Speaker
So now you're talking probably 10 years to get to where we're where I feel we'll get to together.
00:14:56
Speaker
You know?
00:14:57
Speaker
Yeah.
00:14:58
Speaker
Yeah.
00:14:58
Speaker
Having a running mate, dude, that is part of why we hit 100 is because I had my good running mates.
00:15:04
Speaker
But dude, I read the book Choose Your Enemies Wisely this year, and that totally changed everything for me, bro.
00:15:10
Speaker
Best book I've ever read.
00:15:12
Speaker
And getting a running mate, tying in with somebody, and being
Strategy for Achieving 100 Deals in a Month
00:15:16
Speaker
able to bounce ideas and collaborate and have your voice heard and then hear their perspective, it's the biggest cheat code to life.
00:15:23
Speaker
Yeah.
00:15:24
Speaker
So yeah, Alex recommended that book to me and I just got done listening to the audio book when I go with super good.
00:15:30
Speaker
We'll link to that.
00:15:32
Speaker
And anyone listening, if you haven't heard, we've had Alex Smith on the podcast.
00:15:36
Speaker
We've had Sam Manley.
00:15:38
Speaker
And yeah, like imagine these guys all working together.
00:15:40
Speaker
It's a, yeah, it's a powerful group right there.
00:15:43
Speaker
It's like the Avengers of solar all in one place.
00:15:46
Speaker
So I think there's a lot of power in collaboration like that and being able to bounce ideas off each other.
00:15:52
Speaker
And when the belief and the alignment is there, dude, and the, and the speed and trust, it's speed and trust.
00:15:58
Speaker
If you have those two things with each other,
00:16:01
Speaker
Alex is in a very unique position.
00:16:04
Speaker
I've told him like, dude, the top five guys in the company with the most influence don't want to switch places with you.
00:16:11
Speaker
So you, you can do it.
00:16:12
Speaker
Don't ever, he can, he never has to lead from a place of fear that he's ever going to lose his people.
00:16:18
Speaker
And you know, it's the same way with, with, you know, us to him.
00:16:22
Speaker
So we have full faith that he's doing everything the right way.
00:16:26
Speaker
And it's, that's what makes it fun when you can really scale fast.
00:16:30
Speaker
Yeah, so good.
00:16:32
Speaker
So good.
00:16:33
Speaker
So yeah, let's shift gears a little bit and give the people what they want to hear.
00:16:38
Speaker
So we all want to hear about these 100 deals in 28 days, what it took to achieve that.
00:16:43
Speaker
And what's really incredible before we get into that is Anthony, he's the VP of sales, right?
00:16:49
Speaker
VP of sales for Spartan.
00:16:51
Speaker
Yeah.
00:16:52
Speaker
Yeah.
00:16:53
Speaker
And so most people are like, VP, this guy shouldn't be knocking on a door.
00:16:57
Speaker
But he went out, he just hit the doors hard and just, yeah, manifest it and pull off the 100 deals 28 days.
00:17:06
Speaker
Absolutely insane.
00:17:08
Speaker
So I want to hear just a little bit about that.
00:17:09
Speaker
Like you as the VP, were you even really knocking before that?
Leading with High Sales as VP
00:17:13
Speaker
or like what this was this was the first time i knocked in seven months and the time when i knocked in seven months i knocked for three days before that it was another seven months i have over 140 reps on my direct downline so it's like i don't really knock too much you know and then plus now now i'm responsible for every every sales in the company but um
00:17:36
Speaker
Yeah, dude, that has nothing to do with it.
00:17:39
Speaker
I think actually the time off made me do more because it took away the limiting belief that I've had on myself.
00:17:46
Speaker
Yeah.
00:17:48
Speaker
Yeah, but no, I'm super impressed with that because now you going back to, you know, all your leadership responsibilities.
00:17:54
Speaker
It's like anytime guys come to you, they know like, okay, this guy has been through it.
00:18:00
Speaker
He literally just went and did 100 of these in 28 days.
00:18:03
Speaker
So let's talk about leading from the front.
00:18:05
Speaker
It's like, these guys see what you pulled off.
00:18:08
Speaker
And that month, did you just tell your guys like, hey, look, I'm not taking any
00:18:13
Speaker
I'm not doing any leadership.
00:18:14
Speaker
I'm just head to the ground.
00:18:15
Speaker
Yeah.
00:18:18
Speaker
Exactly.
00:18:18
Speaker
And you know what happened, which is so funny.
00:18:20
Speaker
We had our best month as an entire company.
00:18:23
Speaker
So over 700 accounts as a company when I was doing the least managing.
00:18:28
Speaker
I think managers make the big mistake that they have to work on the team.
00:18:32
Speaker
Sometimes you need to grab one guy, two guys and say, hey, we're running a million miles an hour in this direction as fast as possible.
00:18:38
Speaker
Let's see who can keep up and people will keep up or fall out.
00:18:40
Speaker
But a lot of times they'll keep up.
00:18:43
Speaker
There's no, we had, so, okay, I had my best mother and I did a hundred.
00:18:47
Speaker
Look what happens.
00:18:48
Speaker
Sam Manley has 79, has his best month.
00:18:50
Speaker
Christian Fernandez has 40, has his best month.
00:18:52
Speaker
Soriano, I think, passed over 50 and had his best month.
00:18:57
Speaker
We had like seven guys over 35 that month because with no managing, no value, it's, dude, let's run as fast as possible and see if these guys can catch up.
00:19:08
Speaker
And then they do, you know?
00:19:10
Speaker
Yeah.
00:19:11
Speaker
Wow.
00:19:13
Speaker
I think... And the cool part about not knocking in seven months is...
Mindset for Unprecedented Sales Targets
00:19:20
Speaker
My pitch had nothing to do with why we hit 100.
00:19:23
Speaker
There's no secret sauce.
00:19:25
Speaker
There's no magic.
00:19:26
Speaker
If these guys are on the call for the magic one-liners and stuff, they're probably not going to get it.
00:19:32
Speaker
It's more so about everything else.
00:19:34
Speaker
The reason I wanted to even go hit 100 is because every time Alex would, and this is why if I had my own company, this never would have happened.
00:19:42
Speaker
Sam gets introduced.
00:19:44
Speaker
We go to door-to-door con.
00:19:45
Speaker
And I said, okay, dude, well, number one, my, my, one of my, I have like a couple of words of the year, but my phrase of the year is have to have it all.
00:19:54
Speaker
So two, um, I, my word is brand.
00:19:57
Speaker
Like I want to blow my brand up.
00:19:58
Speaker
And then three, um, impact.
00:20:00
Speaker
I really want to chase impact and impact as many people as possible.
00:20:03
Speaker
And that's why I think all correlates why I want a bigger brand.
00:20:06
Speaker
But, um,
00:20:08
Speaker
So I knew I was like, I'm going to throw a crazy, crazy, crazy thing, whatever it is out there.
00:20:13
Speaker
So I need a massive achievement to become immortal.
00:20:17
Speaker
So Jeff Mendes was at our leadership retreat.
00:20:18
Speaker
And he said he walked into Vivint and said, what do I need to do to be immortal?
00:20:23
Speaker
And they told him to sell 300 accounts.
00:20:25
Speaker
So I said to Alex, what do I have to do to be immortal?
00:20:27
Speaker
He said, hit 100 deals in a month.
00:20:29
Speaker
He actually said break the record, which was like, I think it was like 70 or something.
00:20:32
Speaker
And I was like, okay, well, if the record is 70, let's just do 100.
00:20:35
Speaker
What sounds like I didn't knock for so long because I wasn't getting motivated to go out and knock.
00:20:39
Speaker
It wasn't fun for me.
00:20:40
Speaker
But you know what scared me, which made it fun?
00:20:42
Speaker
It was 100.
00:20:42
Speaker
So I said, okay, let's go up to Door2DoorCon.
00:20:45
Speaker
And everyone's going to get introduced like, oh, this is Sam Manley.
00:20:48
Speaker
He had 62.
00:20:48
Speaker
Oh, this is Soriano.
00:20:50
Speaker
He had 50.
00:20:50
Speaker
Oh, this is Anthony.
00:20:51
Speaker
He's our VP of sales.
00:20:53
Speaker
He's a beast.
00:20:53
Speaker
I'm like, well, where's my accolade that's going to be like, damn it?
00:20:57
Speaker
So I was like, okay, it, the, the three things of highly successful people that they all have in common is a slight superiority complex.
00:21:06
Speaker
You have to think that you're good enough and a little bit better than most people, because if they can do it, I can do it right.
00:21:11
Speaker
You have to have that to be super successful.
00:21:13
Speaker
Then two is extreme insecurity too.
00:21:17
Speaker
Right.
00:21:18
Speaker
So it's a driver.
00:21:19
Speaker
I'm not, I never think I'm doing enough ever.
00:21:22
Speaker
When I was out there, when I was with Sam, we were never doing enough meal.
00:21:25
Speaker
We were doing putting 12 hour days and we were eating once a day, you know?
00:21:29
Speaker
And it's like,
00:21:30
Speaker
I think that and then the third one is impulse control.
00:21:35
Speaker
So I didn't want to do a lot of what we were doing, but to be able to say no to a lot of stuff now that's better for me later helped as well.
00:21:45
Speaker
But like, so because of that, I'm like, okay, I'm gonna go to George Yorgin and then I'm gonna put it out there.
00:21:50
Speaker
Like dude, Conor McGregor is one of my biggest like
00:21:54
Speaker
you know, role models, I guess, in terms of just his mindset, how he says that clip, there is no talent here.
00:21:59
Speaker
This is strictly obsession, you know?
00:22:02
Speaker
And that's how I took it.
00:22:04
Speaker
Me and Sam aren't the most talented.
00:22:05
Speaker
We're not like, that's what I want people to take away from this.
00:22:07
Speaker
But you have to, if you, if you think it and you see it and you see it visually enough and you inside truly, truly, truly believe it,
00:22:15
Speaker
like fully believe it and make that decision.
00:22:18
Speaker
And then you put it out there and put the pressure on yourself and now put, put it out there to the point where it's like, sometimes I put it out there and I was like, damn, I'm like, I'm really saying a hundred.
00:22:28
Speaker
I went to somebody that was going around door to door con and I don't want to give him like any free clout, but like doing some videos.
00:22:34
Speaker
I said in one of his videos that I bet he doesn't post it now though.
00:22:37
Speaker
I said, dude, I'm doing, I'm doing a hundred.
00:22:40
Speaker
I'm going to do a hundred in February.
00:22:42
Speaker
And I said it on camera and I wanted him to post it because I wanted to put that pressure on myself.
00:22:47
Speaker
And a lot of times when I was in the, when I was in the doors and I was at 60, I was at 70 and I'm like, dude, I did a lot, but I was like, I'll never, I'll never let him have a video of me saying I'll do a hundred and not do it.
00:23:00
Speaker
So it, it had to get done in my head, you know?
Gamifying the Sales Process for Motivation
00:23:04
Speaker
And then I put people, I'm,
00:23:07
Speaker
I put systems around me in place.
00:23:09
Speaker
I got the ops team on board with me.
00:23:11
Speaker
And then I picked a running mate, Sam Manley.
00:23:13
Speaker
I picked Alex Soriano.
00:23:15
Speaker
And then I picked a couple of my boys to just go out with and be in the right environment with me.
00:23:19
Speaker
I said, hey, I called my twin brother and a couple of my boys halfway through the month.
00:23:22
Speaker
I said, hey, I need you guys here just for like to be around and catch overflow appointments.
00:23:28
Speaker
Yeah.
00:23:29
Speaker
Not that you guys will be closing too many because me and Sam are going to be like running, but I just need you guys in house for after and like a good support system to keep me rolling.
00:23:37
Speaker
And then I said, okay, you guys are out here with me.
00:23:39
Speaker
There's no way I dragged you guys out here and we're not going to hit it.
00:23:42
Speaker
So now I have to hit it for you because it's bigger.
00:23:46
Speaker
You have to make it bigger than yourself because you'll never do it just for yourself.
00:23:49
Speaker
It's not going to be enough.
00:23:50
Speaker
And then two, don't calculate any commissions.
00:23:52
Speaker
I didn't calculate.
00:23:52
Speaker
I have no idea how much I'm in.
00:23:54
Speaker
It's over 250K for sure, but I have no idea.
00:23:58
Speaker
I didn't calculate a single commission.
00:24:00
Speaker
So you have to gamify it.
00:24:03
Speaker
I even left, like putting all these systems in place, and I know I'm like rambling, but like I left the company group chat.
00:24:10
Speaker
I told Smith, I said, Hey dude, I got to leave the company chat because I can't keep looking at the board and a huge gap for myself.
00:24:16
Speaker
Like, and then everyone is texting me like, Hey, good job.
00:24:19
Speaker
Hey, you know, and then I was getting dopamine hits from that.
00:24:21
Speaker
It made me work less hard.
00:24:22
Speaker
I was like, no, you guys like, I can't hear that until the end.
00:24:25
Speaker
So me, we'd be at 70.
00:24:28
Speaker
It's funny because me and Sam would be driving.
00:24:31
Speaker
We had an hour and a half drive every day to turf.
00:24:34
Speaker
And, um, we'd be talking and if, if we hit, um,
00:24:38
Speaker
So we did 37 of those in the last week.
00:24:41
Speaker
So we did 37 in six days.
00:24:45
Speaker
And the reason was the whole time, the mindset, I'm like, okay, three a day is floating.
00:24:51
Speaker
If we do three a day, we will, it was always five to stay alive, but three a day for three weeks will keep me in, in, in like range where I could hit it.
00:25:02
Speaker
All the goal just has to be a goal.
00:25:04
Speaker
possibility with the last week because then we'll sprint to it and get and hit it we're not we're either gonna miss it by 40 or we're gonna hit it we're not gonna miss it by 10 you know so i was like okay three day three day three day we had a couple big days and then the last week we were like 37 in seven days we did in six we're like yeah we can hit that 10 spot five spot 10 spot like
00:25:27
Speaker
seven spot.
00:25:28
Speaker
And then I think the last day was like a four spot and we left.
00:25:31
Speaker
It was like a half day.
00:25:32
Speaker
We hit it.
00:25:32
Speaker
We hit it before like three.
00:25:35
Speaker
But dude, it was like,
00:25:38
Speaker
just to be able to really lock in and forget about everything else.
00:25:43
Speaker
And if we were literally saying in the car ride that the last week, five felt like zero, four felt like negative.
00:25:52
Speaker
Like we lost that day and anything above them felt like one, two.
00:25:56
Speaker
And then the 10 spot felt like good, but we got five.
00:25:59
Speaker
We got, we did the 10, five, 10.
00:26:01
Speaker
We got, we were panicking when we hit the five, like pissed in the car after a five spot, pissed, lived in.
00:26:08
Speaker
Yeah.
00:26:08
Speaker
And then the next day we were like, dude, we need to fight.
00:26:12
Speaker
We need a, we need a pivot.
00:26:13
Speaker
We need to do like, like that was unacceptable today.
00:26:16
Speaker
We went to bed pissed and it was good to stay in
Operational Efficiency and Team Dynamics
00:26:20
Speaker
that mindset.
00:26:20
Speaker
And the next day we got 10, right?
00:26:22
Speaker
10 spot, 10 spot.
00:26:22
Speaker
Every day is a 10 spot.
00:26:25
Speaker
Putting the pressure on yourself to do it like that.
00:26:27
Speaker
And then it was, you know, we'd wake up and, and I gamified it with Sam.
00:26:31
Speaker
So this is, this is a hack.
00:26:33
Speaker
This is something they can duplicate tape.
00:26:36
Speaker
You as the setter,
00:26:38
Speaker
link up and put a closer on your hip and you need that closer on your hip at all times.
00:26:44
Speaker
Hey, how you doing?
00:26:45
Speaker
I'm brand new.
00:26:46
Speaker
I'm the brochure boy as a center.
00:26:48
Speaker
Honestly, man, all I do is see if you're the homeowner.
00:26:51
Speaker
If you pay over a hundred bucks, if you have good credit, we'll send over Sam.
00:26:55
Speaker
He's my boss and he'll be the one that builds up your entire design, answers all of your questions.
00:27:00
Speaker
If you guys really want to do it at the end of the day, it's up to you.
00:27:02
Speaker
If you guys want to do it, he helps you submit the application and, you know, get approved.
00:27:06
Speaker
And then, you know,
00:27:08
Speaker
If not, you know, who cares?
00:27:10
Speaker
Like totally up to you.
00:27:11
Speaker
Super nonchalant.
00:27:12
Speaker
Hey, my, but then I'm building up Sam, building him up the whole time.
00:27:17
Speaker
Dude, he's been doing it for years.
00:27:18
Speaker
He's so smart.
00:27:19
Speaker
I showed them a picture of him if I don't have him on my head, but if I have him on my head, so then they opened the door, dude, of the hundred, of the hundred, not to bounce around too much.
00:27:27
Speaker
I said 130 appointments and including comebacks, 185 leads.
00:27:31
Speaker
And we closed a hundred.
00:27:34
Speaker
And right now only like,
00:27:37
Speaker
I'm already at like seven of them installed and we'll probably end up with like 65 installs.
00:27:44
Speaker
So for that much volume, pushing that much volume, even if we get, you know, 55 to 70 installs, dude, that's crazy.
00:27:52
Speaker
Awesome.
00:27:53
Speaker
Yeah.
00:27:53
Speaker
Incredible.
00:27:54
Speaker
Yeah.
00:27:55
Speaker
So, but, but, so I had him on my hip and I made it a game.
00:27:58
Speaker
So every time he'd be on my hip, I tell, I would text Alex sometimes.
00:28:01
Speaker
I'd be like, Hey dude, um, nothing this morning.
00:28:04
Speaker
So I would say 85, 90 of those were same day walk-ins, same day right now.
00:28:09
Speaker
Um, I'd have him on my hip and I'd be like, okay, there's a, there's a clock in my head now.
00:28:13
Speaker
I have to get you off my hip.
00:28:14
Speaker
That's a game.
00:28:14
Speaker
I have to get you off my hip.
00:28:15
Speaker
I have to get you off my head.
00:28:16
Speaker
If I had him on my hip for more than five doors, I'd be apologizing.
00:28:19
Speaker
I'm like, dude, I gotta get you in the house.
00:28:20
Speaker
So, or I'd be like, I text Smith.
00:28:22
Speaker
I'd be like, okay, bro.
00:28:24
Speaker
Um,
00:28:25
Speaker
I'm going to text you when we're in turf and then I'll text you when he's in a house.
00:28:28
Speaker
I'll send you a picture.
00:28:28
Speaker
We'll, we'll tie him, you know?
00:28:30
Speaker
Um, and then like I'd send him a picture, like first door, second door, like of, you know, the segue, like outside parts and then Sam's in the house.
00:28:37
Speaker
And now, now he's in the house and I'm like, dude, Sam's going to wrap that up in, you know, 30, 35 minutes.
00:28:43
Speaker
I need another like to load it up for him.
00:28:46
Speaker
So he's never on my hip.
00:28:47
Speaker
And I made that the game.
00:28:48
Speaker
And that just made me like you have so much urgency.
00:28:52
Speaker
And it was good because he was my running mate the whole time.
00:28:55
Speaker
And he'd be able to see like he's like, hey, dude, like this turf isn't hitting right now.
00:29:00
Speaker
Let's pivot.
00:29:00
Speaker
It's not you.
00:29:01
Speaker
But I was able to get so ingrained and only be like, it's me.
00:29:04
Speaker
It's me.
00:29:04
Speaker
It's me.
00:29:04
Speaker
It's me.
00:29:05
Speaker
You know?
00:29:06
Speaker
So with like that, the combo, he had like a bird's eye view and just did it was it was a blast.
Self-Imposed Pressure to Drive Sales Goals
00:29:12
Speaker
I know I just kind of rambled.
00:29:13
Speaker
But that's good.
00:29:14
Speaker
That's so dialed.
00:29:16
Speaker
But yeah, like I just can't I can't imagine not knocking doors seven months and then you just decide.
00:29:24
Speaker
that you're going to hit 100 in a month?
00:29:26
Speaker
Because you were like, you hadn't knocked and you said this before you even started.
00:29:30
Speaker
Most guys, they haven't knocked in a couple of weeks.
00:29:33
Speaker
They're like, oh, it's going to be a rough couple of weeks trying to figure out how to knock a door again.
00:29:37
Speaker
Yeah, I didn't even think about anything.
00:29:40
Speaker
I didn't think about my pitch until the door started unlocking.
00:29:44
Speaker
And I was like, oh, dad, we're here.
00:29:45
Speaker
We're all done.
00:29:47
Speaker
What do I say again?
00:29:48
Speaker
Go time.
00:29:48
Speaker
Yeah.
00:29:49
Speaker
I was like, damn.
00:29:51
Speaker
So were you nervous?
00:29:52
Speaker
Like when you're when you're over at DoorDorkon, just, you know, talking the big talk scene, you're going to get going to hit 100.
00:29:58
Speaker
Were you pretty nervous in your head?
00:30:00
Speaker
Like, did you ever have thought so?
00:30:02
Speaker
I haven't knocked in seven months.
00:30:03
Speaker
What if I did?
00:30:04
Speaker
What if I fall on my face?
00:30:06
Speaker
Yeah, I think it made me.
00:30:09
Speaker
It made me a little uneasy in my stomach for sure when I started putting it out there, but that's how you know it's good.
00:30:14
Speaker
That's how you know it's a big enough goal.
00:30:15
Speaker
That's how you know it's worth it.
00:30:16
Speaker
That's how you know it'll make you immortal.
00:30:17
Speaker
That's what I wanted.
00:30:20
Speaker
It had to a little bit, and then that made me – there's no better feeling, bro, than setting out a massive goal and hitting it.
00:30:27
Speaker
The confidence that that gives you is – and if you can stack that a couple times a year with some big, big stuff –
00:30:37
Speaker
That's, that's fun.
00:30:38
Speaker
Then it gives you confidence to do pretty much anything.
00:30:40
Speaker
Yeah.
00:30:41
Speaker
Yeah.
00:30:42
Speaker
But yeah, I like how you're a VP of the company.
00:30:44
Speaker
You're a leader and you're going back.
00:30:45
Speaker
Cause I think so many leaders, yeah, maybe they had some big months before, but I see so many guys who they're like VP of their companies now running regions.
00:30:54
Speaker
That they're like, okay, I did my work in the past.
00:30:57
Speaker
I never need to go back, hit those numbers again.
00:30:59
Speaker
But yeah, I think there's so much power in doing that.
00:31:03
Speaker
And because even me myself, I've been doing these podcasts.
00:31:07
Speaker
It's been like, I don't hit big numbers as much anymore.
00:31:10
Speaker
I got the podcast.
00:31:11
Speaker
I'm like, oh, I'm the solopreneur.
00:31:14
Speaker
People just listen to my podcast.
00:31:15
Speaker
They should know I'm legit and all this stuff.
00:31:17
Speaker
Yeah.
00:31:17
Speaker
It's like nothing called nothing brings attention more and brings respect, brings people listening and going out and hitting those big numbers.
00:31:25
Speaker
And even me having like a decent self-gen month last month.
00:31:29
Speaker
Like I had so many more people just reaching out, bro, what did you do different this time?
00:31:35
Speaker
I see more people listening to the podcast, just like so many benefits of going out and putting in the work, probably more than anything else you could do.
00:31:43
Speaker
So no, I just got a ton of respect and it's cool that you decided to do that.
00:31:48
Speaker
And
00:31:48
Speaker
And yeah, we brought the immortality to Spartan, those numbers.
00:31:55
Speaker
Dude, I appreciate it.
00:31:56
Speaker
Well, this is one thing that made me think of just while you were ripping that.
00:31:59
Speaker
Well done is way better than well said.
00:32:02
Speaker
So also leadership is like leaders should be activists, not historians.
00:32:09
Speaker
We've all heard that probably.
00:32:11
Speaker
But I really...
00:32:13
Speaker
You have to be really aware.
00:32:14
Speaker
Dude, everybody should read the book Awareness by Anthony LaMelo, I think, or something.
00:32:23
Speaker
And then right after that, The Five Levels of Attachment by Don Ruiz Jr. really opened my eyes to be way more aware.
00:32:30
Speaker
And I think a lot of leaders can do a lot better if they just listened and 90% of what's being said isn't being said.
00:32:40
Speaker
Yeah.
00:32:40
Speaker
So and that's on the doors, but that's also with your with your reps.
00:32:45
Speaker
So when I'm talking, why are they not responding?
00:32:49
Speaker
Why is my word not gold?
Proving Leadership Through Performance
00:32:51
Speaker
Why do why did they not look up to me a ton?
00:32:53
Speaker
Why?
00:32:54
Speaker
Like, why do they not or just as much as I want them to?
00:32:57
Speaker
Or, you know, why?
00:32:57
Speaker
Like, I want to be a dude.
00:32:59
Speaker
It's like kids, bro.
00:32:59
Speaker
Like, you want your kids to.
00:33:01
Speaker
you want to be your kid's hero.
00:33:02
Speaker
I want to be my rep's hero.
00:33:04
Speaker
Like I want them to look up to me and I want them to want to be me.
00:33:07
Speaker
And they don't want to, they don't want to be me.
00:33:10
Speaker
If, if I don't have something crazy, crazy accomplishment, like the best, you know, I only, I only want to be the best, you know, why, why do I look up to McGregor?
00:33:19
Speaker
Why do I follow like a lot of his mindset stuff is because he was the best, you know?
00:33:25
Speaker
Uh, so I think you have to be the best and in order to be the best, you have to stay the best.
00:33:30
Speaker
So,
00:33:31
Speaker
I think it's important.
00:33:32
Speaker
Yeah, for sure.
00:33:33
Speaker
So what about your schedule?
00:33:35
Speaker
I know you said you're working 12 hour days, but yeah.
00:33:37
Speaker
What does that look like for you?
00:33:38
Speaker
You guys just wake up first thing hitting doors.
00:33:42
Speaker
I'm sure you had to like sacrifice some stuff.
00:33:44
Speaker
Yeah.
00:33:45
Speaker
I lost 20 pounds.
00:33:47
Speaker
I lost 20 pounds on the month.
00:33:50
Speaker
And this is another thing, like a nugget.
00:33:54
Speaker
Really strict on the vision, really loose on the details.
00:33:58
Speaker
And so strict on the vision, loose on the details.
00:34:01
Speaker
The reason that is...
00:34:03
Speaker
you can't have death by routine.
00:34:05
Speaker
And if your routine gets thrown off and you're too up, like need, need, need, need my routine, need my 5am wake up, need my gym session, need my eggs, you know, like too much by that is, is slavery.
00:34:16
Speaker
And then you're actually, that's actually becomes a vice.
00:34:19
Speaker
Your routine is a vice.
00:34:21
Speaker
Um, and it's important to be liquid and fluid.
00:34:24
Speaker
So we started off with,
00:34:25
Speaker
Gym every morning, eggs, houses buzzing with music, blasting it, like treating it like a sport, but being super, super, super dialed.
00:34:32
Speaker
And then I realized it'd be 12, 12 PM and I'm tired, you know, um, on the doors.
00:34:39
Speaker
And I was aware enough to be like,
00:34:42
Speaker
I need to get on the last on the last week.
00:34:44
Speaker
I said, this is it.
00:34:45
Speaker
We have to empty the empty the tank and we have to go balls out
Adapting Routines for Sales Optimization
00:34:51
Speaker
balls to the wall.
00:34:51
Speaker
A hundred miles an hour.
00:34:53
Speaker
We didn't go to the gym the last two weeks because we realized we need 100% of our dopamine from the doors.
00:34:58
Speaker
I was feeling like I was accomplishing something when I went to the gym that month.
00:35:02
Speaker
I needed to feel the only accomplishment from deals.
00:35:06
Speaker
If you're going to do that much volume.
00:35:08
Speaker
So we sacrificed pretty much everything.
00:35:10
Speaker
We would go to my, my reset, my daily reset was the five espresso shots that I had in the morning, this nebula shot it was called.
00:35:17
Speaker
And we went to the same coffee shop every morning, got, got, you know, these five espresso shots ripped up an hour to turf, crack a white widow, like a white monster, rip that and off to the races.
00:35:32
Speaker
And then the other thing was I had a segue.
00:35:36
Speaker
Sam dropped me off.
00:35:37
Speaker
He didn't pick me up until his last house.
00:35:39
Speaker
I would sit in his last house with him and then we'd go home.
00:35:43
Speaker
No bathroom break.
00:35:44
Speaker
No door to door to door to door to door from 10 a.m.
00:35:52
Speaker
till someone kicked me off for it being too late and dark.
00:35:55
Speaker
Yeah.
00:35:57
Speaker
Yeah.
00:35:57
Speaker
So like, did you, I know you're, you know, uh, throwing down energy drinks, express those all that in the morning, but like, how do you maintain this low weight?
00:36:06
Speaker
Cause I hear from a lot of guys out there like, Oh, Taylor, I, I hit it in the morning, but then by the time prime time rolls around, I'm like, just, just burnt for the day.
00:36:16
Speaker
especially when you're starting early and all that.
00:36:18
Speaker
So how did you, are you just like getting more energy drinks?
00:36:22
Speaker
Or how do you, how do you get that level up when it comes?
00:36:25
Speaker
Sometimes we had one more energy drink around three, but, um, no, dude, honestly, what it was is, um,
00:36:33
Speaker
not giving myself any options.
00:36:35
Speaker
He dropped me off.
00:36:36
Speaker
He had the keys.
00:36:37
Speaker
I couldn't even get into the car if I wanted to.
00:36:39
Speaker
So I'm out on turf.
00:36:40
Speaker
I'm in a set.
00:36:41
Speaker
Also my knocking routine is, is maybe unconventional.
00:36:45
Speaker
I ran out of Segway and I blast music on my phone, the last, like blast house music, the whole knocking on their door, spinning with my drink and my slicks and I'm doing three sixties in their, in their driveway.
00:36:58
Speaker
And they're coming out like blast, I'm blasting music.
00:37:00
Speaker
And then I'm like, Oh yeah, sorry.
00:37:02
Speaker
And I pull, you know, lower it.
00:37:04
Speaker
I'm like, God, I keep myself entertained.
00:37:05
Speaker
I put my mom, I put my Segway down.
00:37:07
Speaker
I put my monster down.
00:37:08
Speaker
Like I set up my office on there.
00:37:10
Speaker
I, it's like a whole scene and they're like, what the heck is this guy doing out here?
00:37:14
Speaker
But their preoccupation is done.
00:37:16
Speaker
They're listening.
00:37:17
Speaker
Sure.
00:37:17
Speaker
They all come outside.
00:37:19
Speaker
They all come outside.
00:37:20
Speaker
And once you're outside and they're fully outside and present, oh, they're done.
00:37:24
Speaker
Yeah.
00:37:25
Speaker
Like this can't be anyone selling me stuff.
00:37:27
Speaker
No one.
00:37:27
Speaker
Yeah.
00:37:28
Speaker
I'm going to sweatshirt and sweatpants, blasting Carlita house music, like just buzzing around like the whole, and then I'll, you know, I don't, I don't battle either.
00:37:39
Speaker
It's important to, to keep in mind the comp, the psychology of this closer and the psychology of yourself.
00:37:46
Speaker
Like I get my three no's,
00:37:48
Speaker
And then I'm qualifying them.
00:37:50
Speaker
But if I understand that they, that I can maybe flip them, then I sink my teeth and then I don't need, but I don't want people to tell me no, like I'm telling them no.
00:38:00
Speaker
Or, you know, yeah.
00:38:01
Speaker
If they do end up telling me, no, I'm like flabbergasted.
00:38:04
Speaker
I'm like, what do you mean?
00:38:04
Speaker
I'm like, and I was telling people we have a hundred of these.
00:38:09
Speaker
Because we did.
00:38:09
Speaker
I was only hitting 100.
00:38:11
Speaker
We left people.
00:38:12
Speaker
We left probably 110.
00:38:13
Speaker
We probably left another 10 deals out there.
00:38:15
Speaker
Like we had four more appointments lined up for that night that we just left after we had 100.
00:38:19
Speaker
Because we were so like we were just like done.
00:38:21
Speaker
But I told people, hey, we have 100 of these things.
00:38:23
Speaker
That's it.
00:38:23
Speaker
What do you mean?
00:38:24
Speaker
You don't like, wait, so what I just told you guys don't want it?
00:38:29
Speaker
Like how?
00:38:30
Speaker
Oh, my God.
00:38:31
Speaker
That's crazy.
00:38:31
Speaker
Okay.
00:38:31
Speaker
Yeah.
00:38:32
Speaker
I have a great day.
00:38:32
Speaker
Wow.
00:38:33
Speaker
And I'm buzzing to the next door, sniping somebody out and then sinking my teeth in.
00:38:37
Speaker
It's a walking every time.
00:38:39
Speaker
Yeah, that's cool.
00:38:40
Speaker
What is area management?
00:38:42
Speaker
What does the area look like for you guys?
00:38:43
Speaker
Are you just going area to area?
00:38:45
Speaker
Because I know like, you know, typically you'll do morning knocking and maybe we'll go back, hit it in the evening.
00:38:51
Speaker
But where you guys are just full on sprint like this, was it just on the next area or what is the area management for this sprint?
Simplified Pitch Strategy at the Door
00:38:58
Speaker
That's a good question, too.
00:38:59
Speaker
Yeah.
00:39:00
Speaker
Like we, so another unconventional thing, I ran through turf, ran through it and picked about, we ended up, we did this in three different cities, like within, you know, 10, probably an eight hour span of each other.
00:39:16
Speaker
We drove a lot, but there was days where we ran, ran through the turf.
00:39:19
Speaker
I was, there was some turf I was in for two weeks.
00:39:21
Speaker
There was some turf I was in for, you know,
00:39:24
Speaker
a day um because you have to be aware like i'm and to do that massive of volume you have to be low hanging fruit low hanging fruit low hanging fruit shooting for that because it's like i need you to do it and i need you to do it right now but the way that the pitch comes off for me like if you want me to run into it kind of it's just hey i'll be super quick i'm here in regards to the utility company um did you guys notice how the rates went up yeah so i'll be super quick because i only have a minute i don't know if you know
00:39:49
Speaker
And they raise the race, the federal government, or in this case, the state government is requiring them to get a certain amount of their power from renewable energy by a certain date.
00:39:57
Speaker
So what they're allowing a certain amount of homeowners to do is they can actually get solar on the roof for no upfront costs where we cover it.
00:40:04
Speaker
It's actually free.
00:40:05
Speaker
And I know some people are like, oh, don't use the word free.
00:40:07
Speaker
Like, what do you mean?
00:40:08
Speaker
It is free install.
00:40:09
Speaker
Like my job on the door is to make it as simple as possible.
00:40:11
Speaker
My closer goes in and the way that we have, especially at Spartan where we, you know, fact check everyone's deals for, you know, we have a crazy long, we have a pretty, you know, in-depth site survey process where it's a hundred percent clean deals.
00:40:24
Speaker
Um, and the ethics are a hundred percent there with all of our closures.
00:40:27
Speaker
We, we, uh, check people's offsets.
00:40:29
Speaker
We check what they're selling out.
00:40:30
Speaker
Like,
00:40:31
Speaker
Our PVWs are low.
00:40:32
Speaker
It's oversized, under charge, and still make good money when you're doing this much volume.
00:40:37
Speaker
We still have everything really pretty low because we want a lot of volume.
00:40:41
Speaker
But it's at the door.
00:40:43
Speaker
Yeah, dude, tell them it's free and it's all like, and I'm passing it off to my engineer.
00:40:47
Speaker
And also, to be honest, we were in a market where you're not really saving too much money.
00:40:51
Speaker
A lot of these guys were bill swaps.
00:40:53
Speaker
Some people pay more, but at the door, who cares?
00:40:55
Speaker
I'm telling them you're going to say, oh, hey, you're going to say 40 to 120 bucks.
00:40:58
Speaker
Like, you know, maybe, yeah, that's in a couple of years, but like whatever it is to get in the door, because at the end of the day, solar is worth it.
00:41:04
Speaker
It's better for them.
00:41:05
Speaker
Like they don't even remember what you say at the door.
00:41:08
Speaker
Like I'm just getting them a taste and then he comes in and then that's the full meal.
00:41:12
Speaker
Like if I gave you, if I gave you a steak, right?
00:41:15
Speaker
If I told you I had the best steak of all time and then I gave you the full steak right now and you ate it.
00:41:20
Speaker
And then I'm like, in an hour later, I go, Hey bro, you want like another full steak?
00:41:24
Speaker
You're going to be like, nah, I'm good.
00:41:26
Speaker
But if I give you a little piece of it and it sounds like it tastes, that one piece is the best piece of steak you've ever had in your life.
00:41:32
Speaker
And I'm going to be like, yeah, I have more coming in an hour.
00:41:34
Speaker
You're going to be,
00:41:35
Speaker
you know, foaming at the mouth waiting for him to get there.
00:41:38
Speaker
And that's how it works with it, with how I build up Sam and I build up the appointment.
00:41:42
Speaker
You're not selling solar at the door, you're selling time.
Selling the Appointment, Not the Product
00:41:45
Speaker
Yeah, so true.
00:41:47
Speaker
Yeah, I see so many new setters make the mistake.
00:41:49
Speaker
They're like benefit after benefit of solar.
00:41:51
Speaker
It's like, dude, come on.
00:41:53
Speaker
Like they're going to you're not going to make a decision.
00:41:56
Speaker
You're just selling the appointment.
00:41:57
Speaker
You need to buy yourself time and give them a reason for someone to come back.
00:42:01
Speaker
So if they think they know all the information already, they think they know everything.
00:42:05
Speaker
Then what?
00:42:05
Speaker
Why are they going to agree to an appointment?
00:42:07
Speaker
They're not.
00:42:07
Speaker
They don't want to take any time.
00:42:09
Speaker
How often does the closer show up and they say, yeah, we thought about it.
00:42:11
Speaker
We're not going to do it because they think they have enough information to make a decision.
00:42:14
Speaker
These people are like, this sounds amazing.
00:42:17
Speaker
What is it?
00:42:18
Speaker
Like, what do I have to do?
00:42:19
Speaker
Like, you know, it's like perfect.
00:42:21
Speaker
And then there and then Sam goes in there, explains the full thing, puts them in a way better position, takes care of them and sells it ethically.
00:42:25
Speaker
And we're good to go.
00:42:27
Speaker
Yeah.
00:42:28
Speaker
That's good.
00:42:28
Speaker
And how many, did you guys do quite a bit of research into like areas you're going to hit?
00:42:32
Speaker
I don't know if you kind of targeted like a certain demographic or something or you're just like pounding the turf.
00:42:37
Speaker
I mean, we do, we do middle to low income, try and do middle to low income, but we sold everybody.
00:42:43
Speaker
Um, we were in the ghetto and the trenches at one point we were, um, out in the sticks, we were in the city.
00:42:49
Speaker
It was kind of all over, you know, we were selling, you know, a bunch of different debt, like probably every demographic you can think of.
00:42:58
Speaker
Again, strict on the vision, loose on the details.
00:43:00
Speaker
So...
00:43:01
Speaker
not too much on that, you know?
00:43:03
Speaker
Yeah.
00:43:04
Speaker
Yeah, no, that's, that's good.
Expanding Influence and Starting Coaching
00:43:06
Speaker
Uh, well, yeah.
00:43:06
Speaker
And like, I know if people follow you, you got, uh, videos of you, I was just checking out your Instagram before this, but you've got videos of what you say on the door.
00:43:14
Speaker
So that's, that's the thing.
00:43:16
Speaker
Like so many people, as you're mentioning, think there's some secret word track, uh, secret thing you're saying, but it's just like having that mindset.
00:43:24
Speaker
And I mean, you literally just told us what you're saying.
00:43:26
Speaker
It's not that much different than probably what a lot of guys say, but,
00:43:30
Speaker
Yeah.
00:43:30
Speaker
It's like, you know, the way you're delivering it, the mindset you have out there, the hours you're putting in so many different factors here that you guys don't think about.
00:43:38
Speaker
It's a transfer of energy, nothing more, nothing less.
00:43:40
Speaker
I'm bringing all these people are excited to see Sam.
00:43:44
Speaker
They know who he is.
00:43:44
Speaker
They open the door.
00:43:45
Speaker
Hey, Sam, you're Sam, right?
00:43:46
Speaker
All right, come in.
00:43:47
Speaker
Like, wouldn't you love?
00:43:49
Speaker
And that's another thing that's cool about leading from the front as a VP.
00:43:52
Speaker
It's like, dude, that's the best value I can give my guys.
00:43:55
Speaker
Yeah.
00:43:55
Speaker
Yeah.
00:43:56
Speaker
And just show them that.
00:43:57
Speaker
Everybody's thinking too small, dude.
00:43:58
Speaker
I'm thinking too small.
00:43:59
Speaker
You're thinking too small.
00:44:00
Speaker
Everybody who's listening to us is thinking too small.
00:44:02
Speaker
Like, we all have to, we can do so, so much more.
00:44:04
Speaker
Yeah.
00:44:05
Speaker
I challenge everybody who's listening this to push yourself.
00:44:09
Speaker
Somebody told me this in July.
00:44:12
Speaker
Um, like how many times have you ever, uh, have you ever worked yourself to like complete exhaustion?
00:44:18
Speaker
Um, I probably not.
00:44:20
Speaker
I don't think I have.
00:44:22
Speaker
Dude, it's, it's, it's something that everybody should do.
00:44:26
Speaker
And because I've done that, I have so much confidence of really what we can do and know everybody can do so much more.
00:44:33
Speaker
That was my number one takeaway.
00:44:34
Speaker
It's like, dude, everybody can do so much more.
00:44:37
Speaker
Yeah.
00:44:37
Speaker
Everybody.
00:44:38
Speaker
Um, we all can like,
00:44:41
Speaker
And that goes into having it all.
00:44:42
Speaker
Like, I don't think people can have it all.
00:44:45
Speaker
I think it's the only option you have not to like go on this, but like, dude, you have to have it all.
00:44:50
Speaker
That's how you avoid burnout.
00:44:51
Speaker
I, for example, I went 30 days hard in the Airbnb and now I took three days.
00:44:56
Speaker
I went to Colorado.
00:44:57
Speaker
I snowboarded for the, you know, one of our retreats for the team.
00:44:59
Speaker
And now I'm back in Miami and dude, I went on, you know, I went out a couple of nights, go to some nice dinners.
00:45:05
Speaker
I'm like fully kind of resetting for the last like three days or so.
00:45:08
Speaker
And now today I'm back into it.
00:45:10
Speaker
Um, but like the pendulum must swing.
00:45:13
Speaker
So either your pendulum is going to swing like this and you'll get decent results and probably burn out and your life's going to be pretty boring.
00:45:20
Speaker
Or the pendulum can go like this and both sides are way, way more fun.
00:45:25
Speaker
Hard work, ton of volume, ton of sacrifice.
00:45:28
Speaker
Put your body through absolute exhaustion and then enjoy whatever the fruits of your labor.
00:45:34
Speaker
Touch the dream.
00:45:35
Speaker
This is the type of stuff that makes you think bigger.
00:45:37
Speaker
I overextend myself on some of my standards to touch the dream, think way bigger, and then have a way to celebrate after.
00:45:45
Speaker
I knew exactly what I was going to do and we looked forward to it.
00:45:48
Speaker
We went to the UFC fights.
00:45:49
Speaker
We got floor seats like three rows behind the cage.
00:45:52
Speaker
Me and Sam were talking about that the whole time.
00:45:55
Speaker
And Smith Smith got us those tickets and hooked it up.
00:45:57
Speaker
And that was like a really, really cool reset.
00:45:59
Speaker
And, you know, now I'm going to go really, really, really, really hard again.
00:46:02
Speaker
And then I planned out my whole year.
00:46:04
Speaker
Then I go to Punta Can on the 24th to the 30th for another retreat.
00:46:09
Speaker
And I'm going to be totally fun doing it all.
00:46:12
Speaker
Like I'm going to go out.
00:46:13
Speaker
I'm going to do my thing.
00:46:14
Speaker
Like I am going to enjoy myself on the beach with my brothers that I worked my ass off with the last 30 days.
00:46:21
Speaker
And then right.
00:46:22
Speaker
Get back on the horse and do a full sprint to Memorial day, work harder than everybody else because it puts you, it puts pressure on you when you're out there.
00:46:29
Speaker
You're like, Hey dude, I just went out.
00:46:31
Speaker
I just, you know, like for January, I went to Bali for the whole month of Bali for the whole month of January, pretty much.
00:46:37
Speaker
And now the pendulum and then I came back and did a hundred deals and now I'm going to take some time off and now I'm going to, and it's,
00:46:43
Speaker
For me, that works for me better.
Maximizing Life Experiences and Achievements
00:46:45
Speaker
The discipline, the routine, the mundane, once it starts to feel mundane, I get unmotivated.
00:46:50
Speaker
I don't show up as a leader as well.
00:46:52
Speaker
I don't show up in my relationship as well.
00:46:54
Speaker
But when I'm constantly, when I'm maxing it out, like I just feel like we have to be maxing our life out.
00:46:59
Speaker
Yeah.
00:47:00
Speaker
No days off.
00:47:01
Speaker
No, you don't need rest days.
00:47:02
Speaker
You don't need like, you're not as busy as you think.
00:47:04
Speaker
Are you busy?
00:47:05
Speaker
Are you productive?
00:47:06
Speaker
Like be super efficient, like keep all those things and have it all in every aspect.
00:47:10
Speaker
Do the most fun stuff.
00:47:11
Speaker
I want to be on a yacht, mega yacht in Monaco by the time I'm 30 with my best friends that I did the coolest stuff with that I worked my, you know, tail off for and made, made good money and change people's lives.
00:47:22
Speaker
Like, and sit back and be like, dude, we earned that because we maxed it out.
00:47:27
Speaker
You know?
00:47:27
Speaker
Yeah.
00:47:28
Speaker
Yeah, that's so awesome, man.
00:47:29
Speaker
And that's what that's what I'm seeing from you and a lot of top performers.
00:47:33
Speaker
And I think a mistake I make, too, it's like yourself, a lot of these top guys.
00:47:38
Speaker
Yeah, they they really do the play hard thing, too.
00:47:40
Speaker
It's like how many people are just working average and then just, you know, they're they're going to take a day off and just sit there, watch some Netflix, whatever.
00:47:50
Speaker
But it's like I think that's part of how you get this speaking of dopamine and all that.
00:47:53
Speaker
Like if you can associate that hard work with
00:47:56
Speaker
with the prize at the end like with that trip you're going on with that uh ufc fight you're going to whatever and then all of a sudden i think you can train your brain to in a way like crave that hard work because you know what's going to come after it too yeah like how many people says you could burn you're going to burn out that's not sustainable i've been doing it for four years
00:48:16
Speaker
And, you know, now I have the track record where I look back and it's been the most fun four years of my life and I wouldn't change a thing because we're constantly going like this, you know.
00:48:25
Speaker
Yeah, there's some ups and downs sometimes, but the trajectory is like this.
00:48:28
Speaker
And I'm about stacking experiences.
00:48:31
Speaker
I want to stack experiences in this.
00:48:32
Speaker
The 100 was an experience for me.
00:48:34
Speaker
Now, you know, Sam was one of my best friends.
00:48:36
Speaker
Like that stuff, it's amazing.
00:48:39
Speaker
Dude, you can't bury the money with you.
00:48:42
Speaker
And I just want to stack as many rocking chair stories as I can.
00:48:45
Speaker
And what I mean by that is when I'm 80 on a rocking chair with my boys smoking a cigar, I want to have hours and hours and hours of sick stories.
00:48:53
Speaker
You know?
00:48:54
Speaker
Yeah.
00:48:55
Speaker
I know.
00:48:55
Speaker
I love that.
00:48:56
Speaker
Yeah.
00:48:56
Speaker
Now I go to some of the, you know, Taylor McCarthy, the Noxster stuff.
00:49:00
Speaker
He's always talking about that too.
00:49:01
Speaker
Yeah.
00:49:02
Speaker
You know, when we're old and gray sitting in the chairs talking about how this guy fell credit.
00:49:06
Speaker
How this guy pulled a gun on us at the doors.
00:49:08
Speaker
Yeah, that's what that's what we got to look forward to.
00:49:11
Speaker
So, yeah.
00:49:13
Speaker
Yeah.
00:49:13
Speaker
But no, I love that, man.
00:49:14
Speaker
So anyone listening to this, make sure you, as Anthony was saying, you get both sides of the pendulum.
00:49:20
Speaker
you reward yourself, you go out there and grind, but then you also know how to hit the reward at the ends and you're not just sitting at home.
00:49:27
Speaker
And that's something that I'm working on too this year.
00:49:29
Speaker
Cause, um, and take it from me.
00:49:31
Speaker
It can be tough.
00:49:32
Speaker
Like, um, I got respect for you guys.
00:49:34
Speaker
I wish I would have done more of that when I was single.
00:49:35
Speaker
Cause I got two kids myself now and it gets, uh,
00:49:39
Speaker
you know, a little bit tougher to be going out on yachts and doing all those things.
00:49:42
Speaker
So wish I would have done more of that.
00:49:45
Speaker
Yeah.
00:49:45
Speaker
A hundred percent.
00:49:47
Speaker
Like I said, it's not for everybody, but you know, for situations, again, you have to be aware of your situation, but you know, Sam, Sam has a kid and it's nice to know.
00:49:56
Speaker
Like he, when he said something to me, he was like, dude, I left my, my family at home.
00:50:01
Speaker
Like we have to hit this hundred.
00:50:02
Speaker
And I was like, dude,
00:50:03
Speaker
Yeah.
00:50:04
Speaker
And now he's back home enjoying his time.
00:50:06
Speaker
Like, and maybe he didn't see his, his little girl as much, but the time he's going to spend with her now is going to have so much more quality to it.
00:50:13
Speaker
Um, just even that, like that side of the pendulum too, you know, whatever the pendulum is for you, you have to find it and swing to both sides of the extreme, you know?
00:50:21
Speaker
Yeah.
00:50:22
Speaker
Love it.
00:50:22
Speaker
Real talk, real talk.
00:50:24
Speaker
Well, cool, bro.
00:50:25
Speaker
So before I forget, if people want to connect with you, possibly hear more about Spartan, what you guys are doing, what's the best way to get in touch?
00:50:32
Speaker
You want to drop Instagram and let guys know the best way to reach out?
00:50:35
Speaker
Honestly, my Instagram, Anthony underscore Fiorentine.
00:50:39
Speaker
So A-N-T-H-O-N-Y underscore F-I-O-R-E-N-T-I-N-E.
00:50:46
Speaker
We documented the whole thing.
00:50:48
Speaker
To be honest, one of my paths that I think I'm going to
00:50:51
Speaker
play around with is like, like I said, impact is my number one thing.
00:50:54
Speaker
So, um, we're working really well with these leaders.
00:50:56
Speaker
I'm pretty much going on like a tour of every office and my goal is to just help impact and blow people up as much as
Vision of an Exceptional Lifestyle
00:51:02
Speaker
possible.
00:51:02
Speaker
So, you know, if, if, if someone listening, whether you're just a rep or you have a team, um, that you're already good, but you just aren't in that group of crazy competitors and you want it.
00:51:12
Speaker
Um, we, we're really good at
00:51:15
Speaker
blowing up people and putting gasoline on people their own way and letting them have the ownership over it.
00:51:22
Speaker
And we just do all this stuff that people don't want to do that is kind of annoying in the end.
00:51:26
Speaker
But might dabble into some coaching by the end of the year and see if people are open to it, not like –
00:51:32
Speaker
I'm not going to be blasting it out there, but any mentorship at the end of the day, dude, one of my takeaways is if you really look back at it, if you're successful in this industry, you're doing some 1% type stuff.
00:51:42
Speaker
I live in a penthouse in Miami and I love it and I work super, super, super hard, but I also enjoy the fruits of my labor.
00:51:49
Speaker
I can show people how to do it because I've been doing it for four years and I know how to sustain it.
00:51:53
Speaker
I also invest a ton of my money.
00:51:55
Speaker
Every aspect, I'm in the gym, I want to get in really good shape.
00:51:58
Speaker
Now this month, I'm going to get dialed back in.
00:52:00
Speaker
It's all of that.
00:52:02
Speaker
Um, so you have to touch, touch every single aspect and maybe I'll help some people through some coaching or mentorship or whatever, but we'll see.
00:52:09
Speaker
If you want to reach out to, uh, Anthony, hit him up on Instagram.
00:52:13
Speaker
And, uh, like you saying, he may get into some coaching stuff a little bit too.
00:52:16
Speaker
So hit him up if you want to connect with him or his team.
00:52:20
Speaker
Um, great group of guys, obviously.
00:52:22
Speaker
And, um, yeah, these guys are throwing down insane numbers.
00:52:26
Speaker
So.
00:52:27
Speaker
Definitely can't go run connecting with Spartan.
00:52:29
Speaker
And I think a good amount of the, it's the right people that are doing it the right way.
00:52:33
Speaker
Um, like with all of our systems and processes and like customer experience being the driver, like just if you want to get in with a group of guys, like, dude, this is a reignited, the sports team family for me.
00:52:44
Speaker
I was just an athlete my whole life.
00:52:45
Speaker
And, you know, I just never saw myself doing like anything without a group of people.
00:52:50
Speaker
I like a team around me and, uh, do life with your best friends, make, make life fun, win the game of life, you know?
00:52:57
Speaker
That's what I'm like.
00:52:58
Speaker
Well, Anthony, it's been awesome having you on.
00:52:59
Speaker
So last question before we wrap up here.
00:53:02
Speaker
If you have, let's say, I know you coach a lot of reps, you got a lot of reps on your team.
00:53:07
Speaker
So what would you say to a rep that's maybe struggling, maybe hasn't been able to hit those big numbers?
00:53:12
Speaker
Maybe they didn't come from like a college athletic background.
00:53:15
Speaker
They're like, man, I don't know how I can ever hit those bigger numbers.
00:53:19
Speaker
What would you say to help them think bigger and maybe get out of, get out of a rut that they're in?
00:53:25
Speaker
I love this question, bro.
00:53:29
Speaker
It is.
00:53:30
Speaker
You have to take just extreme ownership, 100 percent ownership, and then make the decision that you're going to be the best.
00:53:37
Speaker
I know one is coming to give you permission to be the one percent.
00:53:40
Speaker
No one is going to come and say, hey, bro, it's your time.
00:53:43
Speaker
You're ready to go.
00:53:44
Speaker
You're going to be a dog now.
00:53:45
Speaker
It's something that switches in your brain where you decide that I'm going to be the best at this.
00:53:50
Speaker
I'm going to be a pro.
00:53:51
Speaker
And once you decide that, I treat my body like a professional athlete.
00:53:54
Speaker
I treat this like a game.
00:53:56
Speaker
And once I decided that's a scoreboard, I'm going to run it up.
00:53:59
Speaker
How do I get to the top of the scoreboard?
00:54:01
Speaker
Pick somebody that's doing it really, really well.
00:54:03
Speaker
Pick what you like from it.
00:54:05
Speaker
Make it your own.
00:54:06
Speaker
And then going out there and do it because leadership is taken, not given.
00:54:10
Speaker
Nobody knights you to be a top producer.
00:54:12
Speaker
Nobody knights you into leadership.
00:54:14
Speaker
It's something that is taken by a decision that you make to be the guy.
00:54:18
Speaker
And everybody listening to this has the opportunity to do it.
00:54:22
Speaker
You either think you're the best and you're right because you truly believe it and you do everything to get there.
00:54:29
Speaker
If every decision gets you closer and moves the needle, stick in the best use of your time in needle-moving time where it's going to move the needle closer to your goal.
00:54:37
Speaker
Are you getting closer to your goal?
00:54:38
Speaker
Are you getting closer to becoming a top producer?
00:54:40
Speaker
If not…
00:54:41
Speaker
You need to put yourself in the top of that time and go on a 90-day hiatus.
00:54:44
Speaker
Disappear and go all out.
00:54:47
Speaker
Push yourself to complete exhaustion for 90 days and see what your body is made of, what you're capable of.
00:54:52
Speaker
You'll shock yourself.
00:54:54
Speaker
And then once you do it once, now you have the confidence to do it again.
00:54:56
Speaker
But take it.
00:54:57
Speaker
Don't wait for somebody to tell you, hey, bro, you're good at this now.
00:55:00
Speaker
And you can be a top producer.
00:55:01
Speaker
No, dude.
00:55:02
Speaker
Go out there.
00:55:02
Speaker
Say, I'm doing 50 and take it.
00:55:05
Speaker
nugget nugget nugget love it thank you so much anthony so guys anyone listening to this go become go do the thing even if you don't have the title even if you don't have the accolades make the decision first just like anthony did and that's how you're going to do big things in this industry and then like you said go balls the wall go all in and then i think you're going to be shocked shocked at what you can accomplish so uh
00:55:26
Speaker
And get a running mate.
00:55:28
Speaker
Be around the group of people that believe in you too.
00:55:31
Speaker
That's a big thing.
00:55:31
Speaker
And get them to buy into it.
00:55:32
Speaker
Believe in their goals.
00:55:34
Speaker
Support them.
00:55:35
Speaker
Make them hit their goals.
00:55:36
Speaker
And then they'll be supportive of you.
00:55:38
Speaker
And put yourself out there and get around people that you really, really care about.
00:55:41
Speaker
Makes it way more fun.
00:55:42
Speaker
And have fun with it.
00:55:44
Speaker
Keep it fun.
00:55:45
Speaker
You have to have fun.
00:55:46
Speaker
Once you stop having fun, that's when you're going to stop seeing success.
00:55:49
Speaker
Once you start having more fun, you'll start having more success.
00:55:53
Speaker
100%.
00:55:53
Speaker
Love it, brother.
00:55:54
Speaker
So remember, you are the average of the five people you hang out with.
00:55:57
Speaker
So hang out with guys that are going to push you.
00:56:00
Speaker
Hanging out with the guys and teams that are going to make you better.
00:56:03
Speaker
And you've been hanging out with Taylor, the solopreneur, and Anthony today.
00:56:07
Speaker
So no doubt you're going to get better just by listening to this podcast.
00:56:09
Speaker
But I appreciate you for coming on the show, Anthony.
00:56:12
Speaker
And can't wait to see what you do next.
00:56:14
Speaker
We'll have to have you on again.
00:56:15
Speaker
And we can go for hours, man.
00:56:17
Speaker
But thanks for your time.
00:56:18
Speaker
And thanks for dropping some heat for us today.
00:56:20
Speaker
Appreciate it, bro.
00:56:21
Speaker
Yeah.
00:56:21
Speaker
I'd love to do this again, man.
00:56:22
Speaker
I had a blast.
00:56:23
Speaker
I got shows a lot fired up, bro.
00:56:24
Speaker
I love it, man.
00:56:25
Speaker
Have to ask you all, baby.
00:56:26
Speaker
Let's go.
00:56:26
Speaker
All right, brother.
00:56:27
Speaker
Appreciate it.
00:56:28
Speaker
And we'll talk soon.
00:56:29
Speaker
Yeah, I appreciate you, bro.
00:56:32
Speaker
Hey, solar pruners.
00:56:33
Speaker
Quick question.
00:56:33
Speaker
What if you could surround yourself with the industry's top performing sales pros, marketers, and CEOs and learn from their experience and wisdom in less than 20 minutes a day?
00:56:43
Speaker
For the last three years, I've been placed in the fortunate position to interview dozens of elite level solar professionals and
00:56:49
Speaker
and learn exactly what they do behind closed doors to build their solar careers to an all-star level.
00:56:55
Speaker
That's why I want to make a truly special announcement about the new learning community exclusively for solar professionals to learn, compete, and win with top performers in the industry.
00:57:06
Speaker
And it's called Solcitee.
00:57:08
Speaker
This learning community was designed from the ground up to level the playing field and give Solar Pros access to proven mentors who want to give back to this community and help you or your team to be held accountable by the industry's brightest minds for, are you ready for it, less than $3.45 a day.
00:57:27
Speaker
Currently, SoulCity is open, launched, and ready to be enrolled.
00:57:33
Speaker
So go to SoulCity.co to learn more and join the learning experience now.
00:57:41
Speaker
This is exclusively for solopreneur listeners, so be sure to go to SoulCity.co and join.
00:57:48
Speaker
We'll see you on the inside.