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120: How To Develop Unbreakable Confidence In Sales
44 Plays5 years ago
Do you really have that confidence when you compare yourself to the top guys in the Solar Industry? How does your confidence stack up with the top guys in your company? I guarantee you, confidence is a big part of why they are successful. If you're struggling in sales, listening to this episode is the best thing to do now because I will teach you steps on how to develop YOUR confidence and win more sales!
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Transcript
Taylor's Journey and Solar Sales Success
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
00:00:08
Speaker
My name is Taylor Armstrong.
00:00:10
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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.
Making Solar Business Enjoyable and Profitable
00:00:19
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I teach you how to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro, and closing more deals.
00:00:31
Speaker
What is a solopreneur you might ask?
00:00:33
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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.
Introduction to 75 Hard Program by Andy Frisella
00:00:42
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What's going on, solarpreneurs?
00:00:43
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Taylor Armstrong here, back with another episode.
00:00:47
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Just me today, and in case you were just tuning in, the purpose of this podcast is to make your life as a solar salesperson, entrepreneur, business owner, whatever part of the solar industry you find yourself in, it's to make it easier, more profitable, and more.
00:01:04
Speaker
and that much more enjoyable so i hope we do that for you that's the purpose that's what we're striving for here with solarpreneur we got an awesome episode here today so i'm back we had a little mini hiatus so i apologize a little flip in the production schedule here but we're back with another episode and part of the reason for that little break that happened
00:01:29
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is because I just started a program which probably a lot of our listeners have actually done already.
00:01:35
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Well, it is pretty hand-in-hand with sales, but it's a 75 hard.
Taylor's Experience with 75 Hard and Its Impact
00:01:41
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So if you haven't heard of it, it's a pretty cool program.
00:01:45
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A lot of my friends have done it, a lot of guys that I work with, a lot of people I know in the industry have done it or are doing it right now.
00:01:53
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So if you haven't done it yet, go check it out.
00:01:55
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It's pretty cool.
00:01:56
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But Andy Frisella, he created this program.
00:02:00
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And the goal of it is to basically just develop more consistency in your life, consistency in your habits, and just really stick with something and see how it changes your life, how it changes your habits.
00:02:13
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So in case you haven't heard of it, basically what you're doing is two 45-minute workouts.
00:02:18
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One of them has to be outdoors.
00:02:20
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So a lot of times you're out in the elements, running in the rain, snow, whatever.
00:02:24
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I'm in San Diego, so honestly, I probably have the easiest.
00:02:27
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It's basically always sunny here.
00:02:29
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That part's easy for me.
00:02:30
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But two 45-minute workouts.
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Then you have to take a progress picture every day.
00:02:37
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And you do 10 pages of reading.
00:02:42
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And you have to stick with the diet.
00:02:45
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Cool thing is he lets you basically define how you want to define the goals for it.
00:02:51
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With the workouts, you can choose whatever workouts you want to do.
00:02:55
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So you can be out there walking.
00:02:56
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You can make it as hard or as easy as you want.
00:03:00
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So my wife's doing it.
00:03:01
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She does just the walks, but I feel like I got to at least break a little bit of sweat.
00:03:06
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So I try to jog, stuff like that out there.
00:03:09
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And then with the diet, you can, yeah, same thing.
00:03:13
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You can choose how strict you want to make it.
00:03:16
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So I've had friends do like zero sugar, which would be tough.
00:03:21
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I've had friends do like no soda.
00:03:24
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I'm personally just doing no desserts and no fried foods.
00:03:28
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So not super hardcore, but still 75 days, you got to keep
Upcoming Interviews and Community Growth
00:03:32
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it up.
00:03:32
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And if you miss even one day, miss one of those tiny things in the checklist of items you got to do, you got to start back to day one.
00:03:44
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So go check it out.
00:03:46
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Anyways, that has been taking my mind.
00:03:48
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I'm on day 21 or day 25 actually, just finished up.
00:03:54
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So it's been definitely taking my time a little bit, adjusting to that, adjusting to some extra workouts, things like that.
00:04:01
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Not to make excuses, but I'm back here today ready to conquer.
00:04:05
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And I want to invite you to go do 75 hard if you haven't done it.
00:04:10
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It'll definitely get your butt in gear to help you develop some consistent habits.
00:04:15
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If you're not already doing those things, then even more so.
00:04:19
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Some people are doing those things, but it's about the consistency for 75 days.
00:04:23
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It's really what changes your life.
00:04:27
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Anyways, that's not the main purpose of this episode, but that is actually part of what we're going to talk about today.
00:04:36
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But before we get into the subject of today,
00:04:40
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I want to just put a little teaser out there.
00:04:43
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We have some awesome guests coming up.
00:04:45
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Actually, about five or six that I already have interviewed.
00:04:49
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Got them in the pipeline coming up soon.
00:04:52
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So if this podcast has helped you get even one extra sale, if it's helped you get one extra lead, go out there and send it to someone.
00:05:01
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Maybe they're struggling.
00:05:02
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Maybe they're not where they want to be.
00:05:04
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Maybe they started the year off slow.
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Maybe they failed at their goals last year.
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Or maybe they're thinking of just getting out of the industry altogether.
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Go send them your favorite episode.
00:05:15
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Let them know how it helped you and let them know that they can dominate in the industry.
Importance of Confidence in Sales
00:05:21
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Anyone with the proper training, with the correct tools, I think can do well on this.
00:05:26
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So that's how we're going to grow the show.
00:05:28
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Go out and send an episode to someone you think could benefit from it.
00:05:33
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Appreciate that.
00:05:35
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And that's what keeps us going here at Solapreneur is knowing that our lovely listeners like yourself are always having our back.
00:05:44
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So please go out and do that.
00:05:46
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Leave us a review.
00:05:48
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And then again, we've got some awesome guests coming up.
00:05:50
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You're not going to want to miss out on the future episodes the coming weeks.
00:05:56
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I promise you will not be disappointed.
00:05:59
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A lot of them actually come from, I was at Door2DoorCon a month ago, and Door2DoorCon is awesome for me because I get to connect with all the top people in the industry, which I would suggest going to events like that because it's how you're going to get around high-level people.
00:06:14
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At the end of the day, some of us think we're just the sales god, we're selling everyone, we're the best out there.
00:06:21
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But when you go to events like this, you start to realize that there's people doing a lot more awesome things than probably you are.
00:06:31
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I thought I was awesome, but you go to Door2DoorCon, there's guys selling hundreds and hundreds of deals just blowing it out of the park.
00:06:37
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Okay, maybe not hundreds and hundreds, but...
00:06:40
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You get to see the people that had over 100 installs and there's a lot of them on that stage.
00:06:46
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The golden door word.
00:06:49
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So let's hop in the episode today.
00:06:51
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I want to talk about confidence.
00:06:54
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And if any of you have looked around in your sales office, or depending on how big your company is, you look at these top guys in your company, top guys in the industry, what's one trait they all have in common?
00:07:09
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I guarantee you it's confidence.
00:07:11
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It's unshakable confidence.
00:07:13
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It's confidence that they're going to be the best, confidence that they can sell anyone, that they can walk into any home and get a signed deal out of that home.
00:07:23
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Because let's be honest, if you don't have confidence in this industry, you're not going to succeed.
00:07:27
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You're going to get crushed and it's going to be something that holds you back.
00:07:33
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and this well confidence it's interesting for me because if you've listened to I know I've talked about it in some of my previous episodes but I was I would say I was a loser like growing up I was not a guy with confidence I remember in middle school I was super chubby as literally literally afraid to walk in the doors of my middle school
00:07:59
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and I wore my clothes super baggy.
00:08:01
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I was nervous about my gut hanging out, and I was like the opposite of confidence, middle school and high school.
00:08:08
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I didn't want to talk to any girls.
00:08:10
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I would always be like sagging my pants and adjusting my shorts and stuff to hopefully make it so no one noticed my little gut hanging out.
00:08:19
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And that's kind of how it was back then.
00:08:21
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And even up in like high school, college, it's something I struggle with big time.
Confidence Building Exercises from Dean Graciosi
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I didn't want to go on dates with girls.
00:08:29
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I didn't want to be around the cool kids.
00:08:31
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I remember I played high school basketball.
00:08:35
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And I went to Kanab High School, which that's in Utah.
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It's a town of like 3,000 people.
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So there's like 200 kids in my school.
00:08:43
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The only reason I made the basketball team, this is a freshman, was because they were pretty much begging guys to come on the team.
00:08:52
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I mean, you got to fill a team somehow.
00:08:55
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School of 200 kids, there's not that much competition.
00:09:00
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So I made the basketball team naturally.
00:09:02
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And in the locker room, I was just like afraid to talk to my teammates in there.
00:09:09
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I was super shy, super not confident, and it affected my playing abilities.
00:09:13
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Obviously, I wasn't confident on the court.
00:09:15
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I mean, I was okay out there.
00:09:16
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But I didn't want to like talk in the locker room.
00:09:20
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And guys would just be like, I remember they'd be talking about plays or just like anything.
00:09:26
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And this kid, I remember a kid on our team, he goes, oh, well, you don't need to tell Taylor.
00:09:32
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He's like, he's too shy.
00:09:34
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He won't say anything.
00:09:37
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And he said that like in the locker room, the whole team was there and I was just crushed.
00:09:43
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I was like, what do you mean?
00:09:44
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I'm too shy.
00:09:45
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Like, I didn't know what to say.
00:09:47
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I just like stood there and I'm like, okay.
00:09:50
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But that's how it was.
00:09:51
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I was super shy, didn't have confidence and affected everything I was doing.
00:09:57
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So now fast forward today, I wouldn't say I'm still working on it.
00:10:02
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I'm definitely not the picture perfect guy of confidence, but I will say I've come a long ways in where I was, and there's some tools that have helped me out a ton.
00:10:16
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Maybe you already feel like you're super confident, but I guarantee you there's a couple things you can do, especially when you're going into homes of homeowners, that if you're not already doing, it's going to help you be that much more confident.
00:10:29
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And probably going to affect yourselves by quite a bit too, if you're not already doing these things.
00:10:36
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So I want to share a few secret tips that have helped me.
00:10:41
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And actually the reason I do this episode today is because again with 75 hard we have to read 10 pages in from a book a nonfiction book so I've been reading a book it's called millionaire success habits by a guy named Dean Graciosi definitely one of my mentors you know speak a few times but he's a good guy to follow so you can go check out his book he has a whole chapter on a success habit being confidence and
00:11:11
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and actually a few things in there I already had done myself just kind of reminded me man this is super important and not only to become a millionaire but just cells in general you literally almost cannot have success if you don't learn to develop the confidence
00:11:31
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So I'm going to share with you a couple things he reminded you of, or reminded me of, rather.
00:11:35
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And then if you want, go check out his book.
00:11:39
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A lot of guys talk about this.
00:11:40
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Tony Robbins, anyone that speaks on stage, a lot of these guys are talking about confidence, how do they develop it.
00:11:47
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And Dean Graciosi's story was kind of similar, actually, maybe worse than me, but he had dyslexia.
00:11:53
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He was basically in special ed in high school.
00:11:57
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Um...
00:11:59
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teachers told him he wasn't going to be successful, things like that.
00:12:03
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So especially if you've ever felt like that, or if you're struggling in sales, go back and take a look at this.
00:12:09
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Go back and look inside yourself.
00:12:11
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Do you really have that confidence when you compare yourself to the top guys?
00:12:15
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How does your confidence stack up with the top guys in your company, your top guys that you're seeing?
Self-Reflection for Personal Growth
00:12:21
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Because I guarantee you confidence is a big part of why they're successful.
00:12:28
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Okay, so step one, I want you to ask yourself, what has your lack of confidence cost you?
00:12:38
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For me, it cost me a ton.
00:12:39
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I already went through a couple things, but it cost me tons of, you know, girls I had crushes on.
00:12:47
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I saw all the other guys get with them, including girls that came.
00:12:51
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I mean, I was in high school.
00:12:52
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Yeah, I lost some weight, and I thought I was a decent-looking guy.
00:12:55
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But to this day, I remember talking to, when I was in college, talking to girls that I went to high school with.
00:13:03
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They would come up to me and say, Taylor, I wanted to, like,
00:13:07
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you know, date you so bad, but you never would like talk to me.
00:13:11
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And I could tell you just weren't very confident.
00:13:14
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And that's literally the reason they thought I was attractive.
00:13:16
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They were opening the door to me.
00:13:18
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They would be like, I gave you all the hints and you didn't come after me, but I had such a crush on you.
00:13:25
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There were like, you know, several girls who came up and told me that.
00:13:30
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So it definitely cost me dates, cost me girls that I had crushes on, wanted to get with stuff like that.
00:13:36
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not that that matters now but it cost me success in sports it cost me success in a lot of things that I was trying to do back in the day so ask yourself what has your lack of confidence cost you guarantee it's cost you sales if you're not doing what you're doing as far as sales go confidence is definitely a factor okay so I'm going to go through a couple exercises that I've done
00:14:03
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And again, a lot of these you can find them in this book, Millionaire Success Habits, if you want to read up more about them.
00:14:10
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But the first exercise that I've been through a while ago, but this book reminded me of it.
00:14:16
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It's called the What's Cool About You Exercise.
00:14:19
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So this is what you're going to do.
00:14:21
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You're going to go get a pad of paper if you're driving or something like that.
00:14:25
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After this show, I mean, you can do a voice dictation in your notes app if you're on an iPhone, whatever.
00:14:33
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But go and write down what's cool about you.
00:14:35
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Okay, so Dean in this book, he talks about how he just forgot basically the successful things he had done or what the things that he'd done to get him to the point that he was in his life.
00:14:48
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So if you're listening to this episode today, I guarantee you've had some success in your life.
00:14:54
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So what is that?
00:14:55
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What have you done today?
00:14:56
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as far as accomplishments go, everyone has done something awesome.
00:15:01
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And what happens when you do something awesome?
00:15:02
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Your confidence rises.
00:15:04
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I think of when I won sales competitions, when I stepped on the stage, did, I think, 120 installs in a year.
00:15:13
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You step on that stage or you get that award, what do you feel?
00:15:18
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You feel unshakable confidence, at least you should.
00:15:22
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So think back to those times and write them down.
00:15:25
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So go in your notes app today, write down your accomplishments.
00:15:29
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What do you have to be proud of?
00:15:30
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Okay, because the truth is a lot of us forget how awesome we are.
00:15:34
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Everyone's done some pretty rad stuff.
00:15:38
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So what you need to do is just write it down and remind yourself of it.
00:15:41
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Okay, when times are getting tough,
00:15:44
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go out and remind yourself, hey, I won this.
00:15:47
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Maybe it's been a while since you did something really awesome.
00:15:50
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Hopefully there's stuff that happened recently.
00:15:53
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But maybe it's you won a sales competition.
00:15:54
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Maybe it's you won that incentive.
00:15:56
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Maybe your company did X amount of volume.
00:15:59
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Maybe you're going clear back to college, high school, or you, I don't know, hit the game-winning shot.
00:16:06
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Threw that game-winning touchdown, whatever.
00:16:09
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So write down those accomplishments and then really remember what you did to have confidence at that time.
00:16:18
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Yes, that's exercise number one.
00:16:21
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Exercise number two, it's called a tale of two pictures.
00:16:25
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This one I had actually never heard of, never done before I read this in Dean's book.
00:16:32
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But what you're going to do, you're going to go find a picture, so two pictures.
00:16:37
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The first picture, it's going to be one of you essentially at an all-time low in your life.
00:16:44
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So for me, I just went and found a picture where I thought I looked really chubby, like a fat kid running around.
00:16:51
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So I went and found this picture.
00:16:54
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You're going to save it, print it out, whatever you want to do.
00:16:56
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I just took a screenshot or took a picture and put it in my notes.
00:17:00
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And then after that, you're going to write down all of the thoughts, feelings, limiting beliefs of that person.
00:17:08
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Okay, so Dean's questions are, what do you stand for in this forum?
00:17:11
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What do you accept as a given in your life?
00:17:13
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Who wants to be around this person?
00:17:16
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What are your beliefs?
00:17:17
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And then you're going to nickname that person.
00:17:19
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Okay, so go out and do that.
00:17:22
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Find a picture that you hate, that you don't want to remember really, but find it.
00:17:27
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And then just describe it.
00:17:29
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More questions.
00:17:30
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He says, did that person exercise regularly?
00:17:32
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Eat right?
00:17:33
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Have an incredible relationship.
00:17:35
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Does this person make lots of money?
00:17:37
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Do others respect this person?
00:17:38
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Okay, so write all that down.
Using Affirmations to Trigger Confidence
00:17:42
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And then the second piece of this, after you've done that, which kind of sucks, I know.
00:17:47
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I didn't want to remember all those things.
00:17:50
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Second step is go out and find...
00:17:52
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picture now where a time you felt you were super happy super joyous the best you so now look for the opposite to find like the best picture of yourself where you got an all-time high where you're super confidence maybe you just won the championship whatever it was so find that picture now describe that one so just like the descriptions of the loser picture gotten describe this person what does he stand for or she and
00:18:21
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What does he or she accept who wants to be around this person?
00:18:26
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Explain that get as detailed as you can and then name give that persona a nickname And this was cool.
00:18:34
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I'd never done this like I said, but it's cool because I have it now saved as a note and what you do anytime You're needing confidence.
00:18:43
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You're going out and remembering this is
00:18:46
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So you're memorizing the two avatars, and then it's just cool because you can kind of see that transformation.
00:18:52
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So the first exercise, you're remembering all the cool stuff.
00:18:55
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The second step, second exercise, you're remembering all the kind of lame stuff you did, and then your transformation, because I think that's key.
00:19:05
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If you can remember the transformation you had, it's going to help you have that extra confidence.
00:19:11
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And then the last exercise that is really cool, well, this is not so much an exercise, but Tony Robbins calls them, what are they called?
00:19:23
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Incantations, I think.
00:19:26
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I call them affirmations, but this is a big Tony Robbins thing.
00:19:30
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You have these statements that you say out loud that basically you want to trigger confidence with them.
00:19:39
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And I've talked about this, but I call them affirmations.
00:19:43
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So go out on your pad of paper, just write down some cool affirmations.
00:19:48
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So it's something positive that you're going to tell yourself that's going to trigger that confidence.
00:19:53
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And then you attach it to that good moment, to that game-winning shot, to that big deal you closed.
00:20:00
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So for me, I have a couple key statements.
00:20:05
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Again, write them down, go on a note app after this.
00:20:08
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But for me, it's I am confident.
00:20:09
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I am charismatic.
00:20:11
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I am on the edge of greatness and I'm going to take the next step.
00:20:15
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I am a powerful presenter.
00:20:17
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I can close any deal.
00:20:19
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I can achieve anything I set my mind to.
00:20:23
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A couple of deans are like, if I can go through this, I can achieve anything.
00:20:28
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Maybe you're going through some tough times.
00:20:31
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So write down these statements, these affirmations.
00:20:34
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If you want to take it to another level, same in the morning and the night.
00:20:38
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But my thing is I'm saying these before every home I step into, every deal I walk into, every stressful situation, every training I got to do, every podcast I'm doing.
00:20:49
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I'm doing this beforehand saying I am the greatest salesman in the world.
00:20:54
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I can achieve anything I set my mind to.
00:20:57
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Go through these statements, attach the good vibes with it.
00:21:01
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And this I think is the most powerful thing to get the confidence right away.
00:21:07
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That's what you want.
00:21:08
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You want to be able to trigger this confidence at a moment's notice when you're in the depths of darkness when you need that extra boost of confidence.
Encouragement to Practice Confidence Techniques
00:21:18
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So go out and do these three exercises.
00:21:20
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I promise it will help yourselves.
00:21:22
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It will help your life.
00:21:24
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And even if you feel like you're already a confident person, go out and do it anyways.
00:21:29
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I mean, I feel pretty confident to this day.
00:21:32
Speaker
Still got room to grow.
00:21:34
Speaker
But go do these exercises.
00:21:36
Speaker
I mean, if Dean Graciosi, Tony Robbins, they're all preaching these things.
00:21:40
Speaker
Those guys are richer than probably anyone that listens to this podcast.
00:21:45
Speaker
But if guys like that are doing these things, billionaires that step on the stage, talking to people, they're doing these things.
00:21:52
Speaker
then I think they're valuable for us that aren't billionaires yet to be doing.
00:21:56
Speaker
All
Closing and Call to Action
00:21:57
Speaker
right, so that's the show today, guys.
00:21:59
Speaker
Go out and share it.
00:22:00
Speaker
If you see someone that needs some extra confidence, shoot them this episode.
00:22:03
Speaker
Let me know what you think.
00:22:05
Speaker
Share our content and let's help grow this thing.
00:22:09
Speaker
And we will see you on the next episode.
00:22:11
Speaker
Peace.
00:22:12
Speaker
Thanks so much for tuning into today's episode.
00:22:15
Speaker
I know when I got into the industry, I had almost no resources like this.
00:22:19
Speaker
So I hope this show is helping you get the success you deserve.
00:22:23
Speaker
If you found value from anything in this episode today, think about someone who can benefit so you and I can help people fulfill their potential.
00:22:31
Speaker
Zig Ziglar said if you help enough people get what they want, you will get what you want.
00:22:36
Speaker
So I promise by sharing this it will help you grow and improve.
00:22:40
Speaker
The value bombs on today's show will take you one step closer to success, but it's always to the degree that you apply and execute the principles.
00:22:48
Speaker
I've spent the last few years interviewing the top solar experts and helping other reps and businesses discover their potential.
00:22:55
Speaker
If you want more help achieving your goals, then I put together an exclusive video training on three hacks that helped me close multiple deals a week while knocking less than 10 hours.
00:23:05
Speaker
And who doesn't want that?
00:23:07
Speaker
So go check it out at webclass.solarpreneurs.com.
00:23:10
Speaker
Once again, that's webclass.solarpreneurs.com to get exclusive access to the training and take your skills to the next level.