Transcript
Speaker: Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
Speaker: My name is Taylor Armstrong.
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.
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.
Speaker: What is a solopreneur, you might ask?
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.
Speaker: All right, what's going on?
Speaker: We are here back again at SolarCon 2023, and I'm here with someone that I've been wanting to connect with for a while.
Speaker: He's doing amazing things in the space, something that is much needed.
Speaker: We've got Mr. Corey Clark coming on the show with us.
Speaker: Thanks for coming on.
Speaker: Hey, thanks for having me.
Speaker: It's good to be here.
Speaker: Yeah.
Speaker: And now we ran into each other, jump on a podcast, knock it out.
Speaker: Let's do it.
Speaker: I know.
Speaker: I actually caught him right before he's going to walk out the door.
Speaker: Just like, Hey, do you want to do a podcast?
Speaker: Now we're here.
Speaker: Let's let's run it up.
Speaker: Corey, he runs the sales therapy.
Speaker: You are known as a sales therapist.
Speaker: That's the name of your company.
Speaker: Okay.
Speaker: And it's something that's, and we're gonna talk more into this, but it's something that's a huge need in the industry.
Speaker: I don't know if you would agree with this, but being in sales, like all of us have ADD, all of us, you know, like- Definitely, we're all on the spectrum in some extent with ADHD.
Speaker: I mean, really anybody, but there's definitely some of us that are like, I'm over here.
Speaker: Yeah, for sure.
Speaker: It's practically a requirement to be in sales, I think, is that you have to have- It's a common one.
Speaker: But no, a lot of I think it's a superpower in a way and a lot of ways.
Speaker: But yeah, there's a lot of I think, you know, I've seen guys struggle with like addictions and cells and just mental things going on, emotions.
Speaker: And so we're going to talk about that.
Speaker: But yeah, I want to hear like, what's your background?
Speaker: Why did you start, you know, cells therapist?
Speaker: And how did you end up in this industry?
Speaker: So really, really simply put, because I want to bore you, but
Speaker: I worked in sales all through my undergrad and then through graduate school.
Speaker: I always wanted to become a therapist, so I did.
Speaker: And it's been the best thing for me.
Speaker: Like I absolutely, that was always the vision.
Speaker: I always wanted to become a therapist.
Speaker: So I was always a pretty high performer.
Speaker: What was your best year in Pest?
Speaker: Pest, I sold like 300 accounts.
Speaker: So I was like, nothing crazy.
Speaker: And I was fine.
Speaker: Again, it was just, I needed money.
Speaker: And so that's why I did it.
Speaker: But I also was at high risk of feeling more emotionally drained than I wanted to feel.
Speaker: And I stayed in it because of the money, but I'm always, I'm here kind of struggling a little bit, feeling a little more emotionally drained and still doing my thing for me.
Speaker: But people were like, do your morning routines, be positive, like be grateful.
Speaker: And I was like, dude, this is just not solving whatever this is.
Speaker: It's not quite solving it for me, you know, just by doing these things for me.
Speaker: And noticing that this was obviously a common issue for other people too in the industry.
Speaker: And it always kind of bothered me, yada, yada.
Speaker: But I became a therapist and I'm like, holy frick, dude, this is what the sales world needs.
Speaker: And it's funny, I was working and I was seeing like 20 clients as a grad student in therapy, as a therapist, and then knocking doors at the same time.
Speaker: And then I was just like, put these two worlds together.
Speaker: Like, it was just like, it's a really interesting time in my life.
Speaker: It was like,
Speaker: And I just felt like I needed to do it.
Speaker: And so I ran with it.
Speaker: My sales experience started shifting as I created change with myself.
Speaker: And then that's kind of when the idea started of like, maybe this will work for other people.
Speaker: And then I just, after grad school, I just ran with it, man.
Speaker: So four years later, almost four years later, here we are.
Speaker: thousands and thousands of clients later, here we are.
Speaker: So it's pretty cool, man.
Speaker: It's been fun.
Speaker: Yeah, it's good.
Speaker: And yeah, it's something that like we're talking about doesn't get mentioned as much as it needs to.
Speaker: And a ton of people struggle with it.
Speaker: So I'm glad there's more people.
Speaker: We were just talking before you hit record.
Speaker: There's more people, I think now focusing on the mental side of things.
Speaker: Yeah, they are.
Speaker: Yeah.
Speaker: Emotional side of things, because I think we're starting to see more and more that people struggle with it.
Speaker: And
Speaker: maybe a lot of people that if we can help them fix and you've probably seen this too, maybe have stories that were, that they just have like some mental box and they could be really good reps and masks, but it's probably a lot of people that just cause that they're out of the industry now where they just have the tools and resources.
Speaker: Yeah, you get reps that are like, give sales a shot and then they quit and they kind of hold this weird resentment towards sales.
Speaker: Like, oh, sales isn't for me.
Speaker: Like frick sales, you know?
Speaker: You know what I'm talking about?
Speaker: Yeah, yeah.
Speaker: And it's, and the whole reason they're holding that weird emotional resentment, which you shouldn't feel towards a job really ever, but they do towards sales because it brought out parts of them that like, they've never really had to address.
Speaker: Yeah.
Speaker: Because sales is weird like that.
Speaker: It does that.
Speaker: But I think where the sales industry has done such a good job for years is the sales industry has always preached like, work hard, grind hard, achieve, be the best you can be.
Speaker: Right.
Speaker: Yeah.
Speaker: And that doesn't go away with this.
Speaker: Yeah.
Speaker: Like clients know that like when we start working together, I'm like, this isn't some crutch now you get to lean on.
Speaker: Like, oh, I have mental health issues.
Speaker: I won't perform.
Speaker: Right?
Speaker: It's like, no, dude, we're going to understand and work through crap
Speaker: because it's good to do.
Speaker: And we're going to level up and we're actually going to achieve more and work harder because we're, we're alleviating some of these constraints, mentally and emotionally.
Speaker: So that's the dope part is that it actually isn't a crutch.
Speaker: It actually is an advantage.
Speaker: So, and more people are jumping on board and seeing it and getting, you know, results and experience from it.
Speaker: So it took a little bit to get traction, you know, to be like,
Speaker: Therapy is actually pretty cool.
Speaker: It's allowed.
Speaker: Now you got other people in the space, right?
Speaker: We just talked about Jens.
Speaker: He's in it now too, and he's getting some traction too, and people are working with him.
Speaker: So there's other people now.
Speaker: on the same train.
Speaker: Yeah, that's cool to see.
Speaker: And yeah, you guys are helping a lot of people.
Speaker: But yeah, in solar, it's like we struggle with all these things.
Speaker: Not only we're on the doors, but it's, you know, a little bit different in pest control where a lot of us are having to manage accounts.
Speaker: And I've unfortunately been through some bad situations with installers where they're not doing their job correctly.
Speaker: And then the customer, like all they care about, they're coming to me with their problems.
Speaker: They're not really going to the installer.
Speaker: So it's just a lot of things that we can stress over in solar cells specifically for sure.
Speaker: Yeah.
Speaker: Like for you, why did you decide or like with your therapy, I know there's a lot of therapy out there is, would you say that cells therapy, is it like different than what you would do with just like a regular client?
Speaker: You know, that's, that's, that is an interesting question.
Speaker: So I think sales is definitely like a net target niche, right?
Speaker: Like, and there's, it's very unique.
Speaker: And I think,
Speaker: Really my biggest problem right now in my business is finding the right people to scale with in regards to therapists.
Speaker: So I'm kind of at this point where like, so this is my last summer of doing my business by myself.
Speaker: Come fall, I'm gonna bring on more therapists to grow with and scale with.
Speaker: My biggest anxiety though has been like,
Speaker: finding the right fit to grow with.
Speaker: Because of my sales experience, I do understand what it's like to feel the pressure, to be there, to experience the ups and downs.
Speaker: I haven't sold solar, but I feel like I have out at this point.
Speaker: It's funny.
Speaker: But like you're saying, there is a lot of fluctuation.
Speaker: You can find consistency.
Speaker: But fluctuations happens, right?
Speaker: And when that fluctuation is on the low end, do I trip out?
Speaker: Do I say, oh man, this is going to crap now.
Speaker: It's like, no, chill out.
Speaker: And so I think being able to have experiences where
Speaker: it has been 5pm and I don't have a deal yet.
Speaker: And know those emotions, know the pressure, know that experience and work through even those moments effectively.
Speaker: It's like, I think it helps me a ton with my clients.
Speaker: And so, and it, cause sometimes we, it is pretty sales specific, right?
Speaker: What we're talking about to where I've used that knowledge and tailored it to the therapy world.
Speaker: To answer your question in a very long way out of way, it is a little bit different, but I use the same core principles to create change with my clients for sure.
Speaker: Okay.
Speaker: Makes sense.
Speaker: And I do, I do have conversations with clients about like, let's talk about you, where you come from, upbringing.
Speaker: Because a lot of times it's like sales is about relationships.
Speaker: So how you've handled relationships for 20 plus years, how does that not have an impact on a job?
Speaker: It's all about relationships.
Speaker: You know what I'm saying?
Speaker: There's patterns, there's emotional patterns, they're all within that.
Speaker: So like, we got to be aware of it.
Speaker: We don't have to ignore it, just build awareness so we can solve it and work through it better.
Speaker: Yeah, 100%.
Speaker: Yeah, and I'm no therapist, but I know for me personally, like I have we're both married.
Speaker: Yeah.
Speaker: You know, if I have a fight with my wife or issue with my wife or things are going on bad in relationships, it definitely affects me being on the doors out there, too.
Speaker: It's like it gets in your head.
Speaker: Dude, 100 percent.
Speaker: Especially as like a husband, dude, I feel like all of us husbands just like.
Speaker: You feel this responsibility to make sure your wife's okay.
Speaker: And when you know she's having a harder time, it's hard to be present where you're at.
Speaker: If I know my wife's not happy with me, I'm like, I'll do anything to fix that first.
Speaker: And this is a job where you gotta be in the right mental headspace for sure.
Speaker: door to door.
Speaker: But yeah, so like, would you say that people in solar, do they have to realize that there's a problem?
Speaker: Is there like, most of your clients, are they coming to you being like, yeah, I have, there's a huge need for it.
Speaker: Is there, do you think in a way everyone needs therapy or who is this therapy?
Speaker: You know, I think that's why I always do like a free call if anyone's interested in working together, because it's not always the best fit.
Speaker: Okay.
Speaker: Most of the time it is.
Speaker: Yeah.
Speaker: Right.
Speaker: But,
Speaker: I do that call because I'm like, we have to make sure that before you invest your own money to work with me, like, let's just, well, first we got to chat it up and buy it, you know?
Speaker: Like, I want you to feel like you can connect with me and then we're going to create change, right?
Speaker: Because we will, but the relationship has to be there.
Speaker: Do I think everybody needs therapy to experience that?
Speaker: No, I do believe everybody needs to build self-awareness and understand themselves on a deeper level.
Speaker: Yeah.
Speaker: which will create more change in regards to just things.
Speaker: And then therapy is one aspect to develop a very high increased self-awareness to who you are, your patterns, and then to be able to break from things that might be holding you back.
Speaker: And then also just continue to level up the way you're doing.
Speaker: So it's an avenue to create that, but you don't have to
Speaker: experience therapy to be able to get to that point.
Speaker: Okay.
Speaker: I like that.
Speaker: Yeah.
Speaker: I just asked because I have done some therapy, but I remember before I did therapy, I'm like, Oh no, I don't need that.
Speaker: Like, yeah, that's for like, people are super depressed or like crazy mental issues and stuff like that.
Speaker: But as I did, I came to realize that you don't have to be like some crazy, it's like, word patient to have therapy.
Speaker: It's like full transparency.
Speaker: I mean, for me, that paradigm shifted for me as a grad student.
Speaker: Like I'm here becoming a therapist because I'm like, I want to help people, which is, I do.
Speaker: That's why I became a therapist.
Speaker: Like I love connecting.
Speaker: I love helping people.
Speaker: I love being involved in the details.
Speaker: I just love that.
Speaker: I love the feeling.
Speaker: I like the emotional side of it.
Speaker: But that was the game changer that my paradigm shift was like, dude, why is mental health treated like this weird crutch, negative thing when in reality, it's like, it's literally it levels up your life if you let it.
Speaker: For sure.
Speaker: Yeah, so I definitely recommend if you haven't done some type of therapy, I think for a lot of people, they just maybe they were like me that they didn't know there was a need for it.
Speaker: Maybe they know it could be helpful.
Speaker: Yeah, like you don't have to be some messed up person.
Speaker: There's a lot of things that you can realize as you're doing it.
Speaker: But yeah, so as you're working with people, Corey, what are some shifts you have?
Speaker: I don't know if you have any stories of people you've worked specifically in solar, but what are some shifts or what are some patterns that you see that you help them overcome and things like that?
Speaker: I'd say for someone who's starting out in solar, is that cool?
Speaker: Yeah, yeah.
Speaker: Someone who's just starting out, I'd say one of the biggest things I noticed is like...
Speaker: It's obviously in the industry, it's talks, you know, deals, deals, sales, sales, sales, sales all the time, right?
Speaker: When you get your next sale, yada, yada.
Speaker: And I think it's so easy to become result oriented thinking.
Speaker: And when am I going to get my next deal, deal, deal?
Speaker: And the industry pushes that thinking, which I don't understand why.
Speaker: Yeah.
Speaker: Well, I do understand why it's all about the money.
Speaker: Yeah.
Speaker: But in reality, the most effective mindset for a sales professional to be in, whether you're a rookie or not, is process oriented thinking.
Speaker: It's deals and sales are a byproduct to the process that I trust.
Speaker: Right?
Speaker: You feel that, you know that you believe that's true.
Speaker: Yeah.
Speaker: Some who's been here for six plus years in the, so it sounds older, right?
Speaker: It's like you don't really have to worry about deals.
Speaker: Deals will come.
Speaker: as you trust the process within a level of consistency, fluctuation is allowed, right?
Speaker: It's not allowed to fluctuate is my effort.
Speaker: Right.
Speaker: So that's where like rookie reps or just people, even reps in general, just, they get so wrapped up and win the deal, win the deal, win the deal.
Speaker: And it's not about that.
Speaker: Just have a system mentally and emotionally, but also logistically, if I can do this, sales will come and keep filling the pipeline.
Speaker: You know?
Speaker: And that's the other thing too, with solar is like,
Speaker: the initial stage of filling your pipeline is really hard.
Speaker: But once it's filled, don't get content.
Speaker: Because a lot of guys fill their pipeline, they get paid, and then they're like, oh, dude, I can chill out.
Speaker: It's a curse of solar.
Speaker: And I'm like, dude, if you chill out, your pipeline's going to drain.
Speaker: And then you're back at the refill stage.
Speaker: For sure.
Speaker: Which with cancels or things that just happen naturally, right?
Speaker: Yeah.
Speaker: It's not fun.
Speaker: So if your pipeline's filled, you're going to be way less attached to deals because you're focusing on filling the pipeline, the process.
Speaker: It's one of the healthiest mindsets that live is.
Speaker: I love that.
Speaker: Yeah.
Speaker: And that's super important for new reps, especially like you said, it's so many times sore.
Speaker: We get these big commissions and we talk about it all the time.
Speaker: People make, you know, a $10,000 commission and they're like, all right, not working for less than a month.
Speaker: Well, dude, I was literally just on a phone call this morning with a client that he made like this month, this month he'll do like 40K.
Speaker: 40 grand.
Speaker: It's his biggest month he's ever had in his life.
Speaker: Right?
Speaker: Ever.
Speaker: And his biggest constraint right now is like, I just feel, I feel like I feel so content.
Speaker: And I'm like, why are you like content is a positive emotion.
Speaker: It sounds like I'm at peace with myself.
Speaker: I'm at peace and I don't because I'm like, bro, how old are you?
Speaker: He's like, I'm 24.
Speaker: I was like, do you need more than 40 grand a month?
Speaker: He goes, no.
Speaker: I'm like, because you don't, right?
Speaker: So of course, 40 grand is going to get you to a spot where you feel content.
Speaker: It should.
Speaker: But I said, welcome to the club.
Speaker: Welcome to, I was like, most sales reps never actually get to a point where they're feeling content.
Speaker: I'm like, you just made it to a next level.
Speaker: Now where you get to choose is despite being content, I'm gonna keep growing my wealth.
Speaker: But a lot of reps, they experience the content, which is a positive emotion and they chill out.
Speaker: And then they're back, dude, and they're in the freaking, they're here again.
Speaker: And they're trying to catch up again, catch up again.
Speaker: Where I'm like, dude, you know how hard it is to get to a spot financially where you feel content?
Speaker: It's not easy.
Speaker: And so I'm like, if you experience that, congratulate yourself and say, dude, I freaking made it.
Speaker: And then keep working and push yourself and know that now there's a vision, there's purpose.
Speaker: And you can keep making more money.
Speaker: Yeah.
Speaker: It's funny, the old school way.
Speaker: Isn't that interesting?
Speaker: Yeah, I think the therapy for like all the old school sales leaders was just like, they tell other guys to go spend all their money because they know they're not going to be motivated unless their bank account is at zero.
Speaker: Dude, that actually is...
Speaker: Yeah, it's like make a ton, spend a ton, then they're back, right?
Speaker: But I'm like, dude, no.
Speaker: If you feel content, and I'm not talking about complacent.
Speaker: Complacent is like, I'm not really making that much, but whatever.
Speaker: It's not a big deal.
Speaker: I'd suck at it anyways.
Speaker: That's complacent.
Speaker: Content is, I feel at peace, which can turn into complacency if you get lazy.
Speaker: But if you're feeling content, congratulate yourself and keep working.
Speaker: And recognize it's actually a good thing to be there.
Speaker: It's like you're actually...
Speaker: and a whole nother percentage that most reps won't ever get to.
Speaker: Definitely.
Speaker: So with that rep, did you say, like, did he realize that he's motivated now?
Speaker: Yeah, that mindset shift helped him realize because he was actually viewing content as a negative.
Speaker: So I helped him see it was as positive.
Speaker: And now you have a choice.
Speaker: Because if you take the choice of, now I'm not gonna work as hard, you will become complacent and your pipeline will drain out and you will be back at square one.
Speaker: It's like, do you want that?
Speaker: He goes, no.
Speaker: So realize your content, realize it's actually like a level up.
Speaker: Now you get to use your agency to choose what to do with that situation.
Speaker: And so now he's like, all right, I'm gonna choose to work.
Speaker: That's good.
Speaker: So it's just a mindset shift.
Speaker: Yeah.
Speaker: Much better than the up and down.
Speaker: Yeah.
Speaker: Like so many people, it's just like they're content and then they wait till the stress gets super high again.
Speaker: And it's just like, then you live, you know, probably a lot.
Speaker: And everyone has their own, you know, price limit to what content, where they'll feel content.
Speaker: But yeah.
Speaker: Yeah, definitely.
Speaker: Yeah, well, something I wanted to ask you too, as we start wrapping up here, Corey, I know this is a high intensity job, a lot of stress, a lot of anxiety.
Speaker: Like, you know, I've had such, like I was telling you, I had situations where I get calls from customers upset.
Speaker: And then of course, we're dealing with stuff on the doors, people upset or coming to their doors.
Speaker: Yeah.
Speaker: So a lot of ways where we can have stress build up.
Speaker: Yeah.
Speaker: So what do you do with people?
Speaker: I'm sure it's something you see a lot.
Speaker: How do you help the people you work with deal with like the stress, anxiety?
Speaker: What are some tips you have on that?
Speaker: I'd say the biggest thing one is like try to pinpoint what it is really that's creating anxiety.
Speaker: Like I'd almost say don't call it stress and anxiety.
Speaker: Okay.
Speaker: Call it what it is.
Speaker: So like maybe it's I feel unwanted.
Speaker: Right?
Speaker: See how that's different than I'm anxious?
Speaker: Or I feel out of control.
Speaker: Or like with a customer, I feel disrespected.
Speaker: Or I feel misunderstood.
Speaker: Right?
Speaker: You see the difference?
Speaker: Just label it something different.
Speaker: Yeah, there is a concept around name it to tame it.
Speaker: And calling it anxiety doesn't actually name it.
Speaker: So there's that process around like really trying to understand what's going on and then label it and can help you feel like you have a little bit more power and control over it to be able to work through it.
Speaker: So with, for example, if I'm on the doors and everybody's being cold towards me, right?
Speaker: Which is every day.
Speaker: Yeah.
Speaker: Right.
Speaker: Actually, I have a whole mindset shift in regards to that.
Speaker: I'll use you put it in a nice way.
Speaker: Yeah.
Speaker: I was a dick.
Speaker: Come on.
Speaker: Right.
Speaker: But if I'm like, for example, we'll use the example of like if I'm on the doors and I'm feeling a little overwhelmed and I start feeling it's 5 p.m.
Speaker: I have a deal.
Speaker: I feel inadequate.
Speaker: Yeah.
Speaker: Right.
Speaker: I call it someone would call it anxiety, but I'm going to call it what it is and it's inadequacy.
Speaker: And you're like, can I even sell today?
Speaker: Right.
Speaker: Call it inadequate.
Speaker: And then maybe now ask yourself, okay, what is now, now you get to choose.
Speaker: I'm going to let this emotion own me or I'm going to own it.
Speaker: That choice is really important.
Speaker: Most of the time that emotion owns the rep, which then
Speaker: Not, you know, we can call it burnout, but emotional exhaustion happens because people feel the same emotion every day and they never actually solve it.
Speaker: So for example, let's say you feel inadequate.
Speaker: Now you get a choice.
Speaker: I'm going to let that emotion own me or I'm going to own it.
Speaker: What does inadequacy want you to do?
Speaker: Uh, yeah, just stop working, stop working.
Speaker: Maybe go in the car, maybe just like knocked in emotions, complain.
Speaker: Right.
Speaker: So the second you do those things, you're really actually reconfirming the beliefs that you are inadequate.
Speaker: Right.
Speaker: And the brain knows that that's the wild crap about it.
Speaker: Wow.
Speaker: Right.
Speaker: And so now you get to choose what am I going to do?
Speaker: So what's the last thing that inadequacy would do?
Speaker: Probably knock doors.
Speaker: Probably knock more doors, right?
Speaker: And so like your manager goes, oh, dude, freaking just knock more doors, right?
Speaker: Which invalidates and yada, yada.
Speaker: That's a whole other thing.
Speaker: But you're self-aware, so you're taking a step back.
Speaker: You recognize you're feeling inadequate.
Speaker: And then you tell yourself, okay, I'm actually going to go knock doors because I'm feeling inadequate.
Speaker: Because that's the last thing inadequacy would do.
Speaker: So now you go and you go have conversations with people and you have good experiences.
Speaker: And what does it do to the brain?
Speaker: I guess I'm not inadequate.
Speaker: Right?
Speaker: And you actually create change.
Speaker: So that day, and so now tomorrow, the chances of inadequacy creeping in, way lower.
Speaker: Because you actually solve the emotion at the core a lot more effectively.
Speaker: Yeah, that's so that is like a gold tip right there.
Speaker: Yeah, it is.
Speaker: It's cool.
Speaker: So yeah, I hope that's helpful.
Speaker: Whoever's listening that that resonates.
Speaker: I hope that's helpful for you.
Speaker: Yeah.
Speaker: Well, that just shows that this stuff can like actually help you sell better.
Speaker: It's probably a lot of people that go.
Speaker: It's not going to actually help you.
Speaker: That's why I do a money back guarantee with my clients.
Speaker: I say you invest with me.
Speaker: I say if it doesn't help you make more money, I give it back.
Speaker: Yeah, because I'm like it.
Speaker: It will.
Speaker: Yeah, seriously.
Speaker: Yeah, I mean, just making that mental shift.
Speaker: That's, that's powerful.
Speaker: I like that a lot.
Speaker: And something I've always heard, I know we get like the Brian Tracy training where we're doing like the affirmations on the doors.
Speaker: I like myself.
Speaker: I love myself.
Speaker: Got the best job in the work.
Speaker: Is that something you talk about too?
Speaker: Is that therapy or is that like?
Speaker: No, there's a concept around it.
Speaker: You know, like positive affirmations, there's value to it.
Speaker: It's a proven concept that can work.
Speaker: It's going to work best when there's self-awareness.
Speaker: So if I, same example, if I'm feeling inadequate, maybe my positive affirmation is,
Speaker: Look, I know I'm feeling inadequate, but I know that that's just like, just because I'm feeling it doesn't mean I am.
Speaker: Yeah.
Speaker: See, so it's like me knocking doors and actually working hard actually is what shows that I am adequate.
Speaker: That's what I'm going to do.
Speaker: It's a positive affirmation, but it's tailored to a core constraint.
Speaker: Okay.
Speaker: So if I'm just waking up in the mirror and I'm like, I'm strong, I'm brave.
Speaker: Could it help?
Speaker: Sure.
Speaker: But most guys look at that and go like, I've been doing that.
Speaker: It doesn't really understand what's going on and then use an affirmation or something that solves that core constraint.
Speaker: Typically it'll hit a little harder and actually create change.
Speaker: Yeah.
Speaker: Is it, is it important to do this stuff?
Speaker: Like actually vocalize it or if I'm just thinking as I'm on the door, I'm a big pro into like vulnerability.
Speaker: Yeah.
Speaker: Like being real, being vulnerable.
Speaker: I mean, like, even if you chat with Jens, me and him have had very, we're the only two in the space to full transparency.
Speaker: I was like, I was really the first one.
Speaker: Right.
Speaker: And so when Jens came in initially, I was like, Oh, someone's here feeling like feeling jealous, feeling threatened.
Speaker: Right.
Speaker: Cause he's got some connections that I don't quite have and yada, yada.
Speaker: And I'm like, dude, I can either let this phone me or,
Speaker: or own it, right?
Speaker: Yeah.
Speaker: And so one of the first times I met Jens, I was vulnerable and I shared that with them.
Speaker: I said, hey, dude, part of me has felt this way and I don't want to feel this way towards you.
Speaker: Yeah.
Speaker: And ever since we're homies, dude.
Speaker: Nice.
Speaker: You recognize the same moments.
Speaker: There's not a part of me that feels threatened by the guy.
Speaker: Nice.
Speaker: There's not a part of me that feels jealous of the guy.
Speaker: But it's because I've worked through the emotions that have actually creeped in because I'm human.
Speaker: Yeah.
Speaker: Right?
Speaker: That's good.
Speaker: And there's room and there's 100% room for both of us here.
Speaker: Yeah.
Speaker: You know?
Speaker: Yeah.
Speaker: It's just silly to think there's not.
Speaker: Yeah.
Speaker: That's what the brain does, right?
Speaker: So I'm very big into being real, being vulnerable.
Speaker: owning your truth, be aware and just be real.
Speaker: Whereas a sales space, sometimes it's big, big.
Speaker: That's good on the front.
Speaker: You know, that's awesome.
Speaker: Yeah.
Speaker: Braxton, what you preach.
Speaker: Yeah.
Speaker: That's cool.
Speaker: And well, yeah, another question is this is like for me personally, I struggle with like, I'm a people pleaser.
Speaker: Yeah.
Speaker: Yeah.
Speaker: So I'm just thinking of like a personal thing.
Speaker: I went through in my career where I was in a situation where I don't think like I probably should have moved on different company, got in a different situation.
Speaker: But because I'm such a people pleaser, I like say, and just totally work now.
Speaker: So I don't know if you've seen that in people you're coaching work.
Speaker: It's like, maybe they should move on, but they're nervous too.
Speaker: And they're just like, I struggle with being decisive and things like that.
Speaker: Yeah.
Speaker: So what would you say for someone like that?
Speaker: Or what advice if I could go back and your coach me, I'm like, man, I want to leave, but I don't want to let them this person.
Speaker: Yeah.
Speaker: Um,
Speaker: Yeah.
Speaker: And I'd say I'd say the big thing would be, first of all, obviously, you've proven yourself to be
Speaker: you know, a high performer in this space, right?
Speaker: Yes.
Speaker: And so I think there's a people pleaser.
Speaker: There's a lot of us in the space that are leaning towards a people pleasing realm.
Speaker: Some of the best sales professionals I know are is your ability to connect and be real or just love somebody and help them feel loved and valued.
Speaker: It's high, right?
Speaker: Yeah.
Speaker: Yeah.
Speaker: And so a lot of people when they'll talk to you, they feel they do feel loved and valued.
Speaker: So
Speaker: So that's a positive trait to have.
Speaker: But you are right in the sense that sometimes it's like, I don't want to step on their toes.
Speaker: I don't want to be, you know, I don't want to, you know, like you're doing this relationship.
Speaker: I mean, that's what's best for you.
Speaker: Yeah.
Speaker: Yeah.
Speaker: Sacrificing your needs for the sake of someone else.
Speaker: And I'd say having the ability to have hard conversation, that's where vulnerability is so such a true principle because vulnerability is the, the,
Speaker: The ability to communicate at your core what's going on without offending somebody, right?
Speaker: Yeah.
Speaker: So it's like in that situation with when you want to leave, vulnerability would look like, what's your, we'll not say your manager's name.
Speaker: We'll just call him Jimmy.
Speaker: Yeah, yeah.
Speaker: So say, hey, Jimmy, I'm really having a hard time.
Speaker: Like, part of me is coming to you right now.
Speaker: I'm not sharing this to complain.
Speaker: I'm really just sharing this to keep this off my chest because it's weighing on me.
Speaker: I really value our friendship.
Speaker: And there's nothing more, like, I really care about our friendship.
Speaker: Part of me is really feeling uncomfortable, though, because I also have this part of me that is, like, entertaining this idea of leaving.
Speaker: And it's hard because, like, I care about you.
Speaker: I care about this company.
Speaker: But then I also, like, feel like
Speaker: something's pulling me here.
Speaker: I'm having a hard time with this decision.
Speaker: See that?
Speaker: That's good.
Speaker: And they can't be mad about that.
Speaker: No, they can't be mad because they're like, okay, they might try to persuade you to stay, but they're going to see you as real.
Speaker: They're going to see you as a human.
Speaker: Right?
Speaker: So a lot of it's like, can I increase my abilities to communicate and show myself where I'm really at and be loved to anyone?
Speaker: Yeah.
Speaker: Because your fear might've been, man, he's not going to love me anymore.
Speaker: Yeah.
Speaker: Respect me anymore.
Speaker: In reality, if you get real and vulnerable like that, actually most all only what you will get is love and respect.
Speaker: Yeah.
Speaker: Whereas the sales space, like don't show that side of you because you'll get, oh dude, you're freaking wussy, whatever.
Speaker: In reality, like, no dude, you'll get more love and respect by being real.
Speaker: If you can communicate it the right way.
Speaker: And that's why I say complaining is not vulnerability.
Speaker: There's never a space for complaining.
Speaker: Yeah.
Speaker: And you don't have to burn bridges.
Speaker: Like I wish I would have done it more like that.
Speaker: I felt like I tried to do it in a way, but unfortunately still people get offended.
Speaker: Yeah.
Speaker: And then no matter what you do.
Speaker: Yeah.
Speaker: You can only control so much and you did.
Speaker: Yeah.
Speaker: Yeah.
Speaker: Yeah.
Speaker: But yeah, no.
Speaker: So I think that's good too, because I know people have anxieties with maybe like I talked to people or companies where leadership was just like drawn into things like that.
Speaker: And that can cause a lot of anxiety too at times.
Speaker: So yeah, important to manage.
Speaker: Well, Corey, I know you got to get to dinner here, but if people want to hear more about what you're doing and potentially work with you, what's the best way to do that?
Speaker: Just follow me on Instagram.
Speaker: So that's the big thing.
Speaker: I post free content every day.
Speaker: I'm not about just posting, here's just enough to make you curious.
Speaker: I love giving value and actually providing value.
Speaker: So I try to post content and create content that's valuable.
Speaker: So yeah, follow me on Instagram.
Speaker: I do a free call with anybody interested in working together.
Speaker: Super chill.
Speaker: I'm happy to help even in that call.
Speaker: But most of the time it makes sense to work together.
Speaker: So we do.
Speaker: But the sales therapist, these sales therapists, yeah, type it in, it'll pop up and let's connect.
Speaker: Do you do trainings for companies or just for individuals?
Speaker: Yep.
Speaker: So most of my time spent working with individuals, but I do a lot of companies will have me come out and do trainings and events or
Speaker: All the time.
Speaker: So that is definitely a thing.
Speaker: I used to let companies contract me out.
Speaker: Right now, just because of scalability issues.
Speaker: There's only so much time in a day.
Speaker: I'm really just focused on individuals that are willing to invest their own money in themselves, which is honestly better anyways.
Speaker: But with companies, I do come out and do trainings and events.
Speaker: I'm always down for that.
Speaker: Sweet.
Speaker: Okay.
Speaker: And then if people want to work with you, what's like the length of time that you typically work with someone?
Speaker: Yeah, that's a great question.
Speaker: So I typically do.
Speaker: So you get like access to like my online course.
Speaker: So I have a whole online course content you have access to.
Speaker: And then I do eight sessions.
Speaker: So it doesn't have to be like eight weeks in a row, but you get access to eight sessions.
Speaker: And then I let every client have access to voice message me in between sessions because long term change in the brain happens with how we handle in the moment distress.
Speaker: Yeah.
Speaker: So instead of like struggling, booking a call and it's four days away, now we're talking about a problem that's four days ago.
Speaker: We can actually hash it out in the moment.
Speaker: That's awesome.
Speaker: And we rock and roll.
Speaker: Once we get started, it's like, let's do this thing.
Speaker: That's cool.
Speaker: And yeah, like we talked about, I know your guys are getting better sales results too.
Speaker: So guys, it's not just about the sales training.
Speaker: You got to focus on the mental side.
Speaker: And I would argue that that's sometimes more important.
Speaker: Sometimes we almost have too much sales training and not enough of the mental stuff.
Speaker: And that could be the key that we're missing.
Speaker: So definitely hit Corey up.
Speaker: And if anything, shoot him a DM, let him know.
Speaker: You appreciate him for coming on the show today.
Speaker: And thanks again for coming with us.
Speaker: Love to have you on in the future too.
Speaker: Yeah, absolutely.
Speaker: Thank you.
Speaker: I appreciate it.
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