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3 Reasons You’re Losing Recruits
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Transcript
Taylor's Success Journey in Solar
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
Speaker
I went from $50 in my bank account and struggling for groceries to closing 150 deals in the year and cracking the code on why sales reps fell.
00:00:19
Speaker
I teach you 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
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.
00:00:43
Speaker
What's up, solopreneurs?
Introduction to Solar Recruiting with Clark Manwaring
00:00:44
Speaker
Taylor Armstrong here.
00:00:45
Speaker
Today, we're going to be talking about the three reasons you are losing recruits.
00:00:49
Speaker
We're going to be continuing on the recruiting discussion.
00:00:52
Speaker
If you did not listen to the last podcast episode, I gave you a full recruiting recording of me trying to recruit someone at Cheesecake Factory.
00:01:01
Speaker
We're going to be continuing on the conversation on recruiting.
00:01:04
Speaker
And the reason for that is because we actually have a very special guest that's probably the number one recruiter in the solar industry.
00:01:11
Speaker
He was the lead recruiter over at Blue Raven Solar, a massive organization.
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Speaker
And now he runs a company called Surge Sales Recruiting.
00:01:19
Speaker
His name's Clark Manwaring.
00:01:21
Speaker
He's going to be coming on and dropping the complete truth on everything about recruiting.
00:01:25
Speaker
Today's episode, we're going to be talking about just some of my own experiences.
00:01:29
Speaker
And disclaimer, this is the second time I'm recording this.
00:01:32
Speaker
So hopefully you guys are getting the better version.
00:01:34
Speaker
Did a full podcast and realized I did not have my mic turned on.
00:01:37
Speaker
Like, oh my gosh, going to have to try it again.
00:01:40
Speaker
So we'll try it again.
00:01:41
Speaker
Round two here.
00:01:42
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But again, welcome to the show.
00:01:44
Speaker
If you are new, we're here to help you close more deals, generate more leads and referrals.
00:01:48
Speaker
have a much better time in the industry.
00:01:51
Speaker
And also, in the case of today's episode, recruit more people for your team.
SolarCon Event and Special Offers
00:01:55
Speaker
Before we jump in, we got a couple small announcements.
00:01:58
Speaker
First, as always, don't forget to get your ticket to SolarCon that's coming up.
00:02:03
Speaker
Click the notes in the description and you're going to see the link.
00:02:07
Speaker
All you do is simply click the link and then just plug in the code SOLARPRENEUR.
00:02:11
Speaker
You're going to get the top listener discount, 30%.
00:02:13
Speaker
Hope to see you all there.
00:02:15
Speaker
Let me know if you want to do a meetup.
00:02:16
Speaker
We did one at DoorToDoorCon.com.
00:02:18
Speaker
Got a cool little turnout.
00:02:19
Speaker
Had a good time.
00:02:19
Speaker
So let me know if you want to do another one.
00:02:21
Speaker
Hey, and then second, just wanted to thank our latest review.
00:02:24
Speaker
We had Gary and Mike.
00:02:25
Speaker
He left a review over on iTunes, says solar is part of the future.
00:02:29
Speaker
Get prepared and educated to take the opportunity.
00:02:32
Speaker
Coming.
00:02:33
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I couldn't agree more.
00:02:34
Speaker
Gary and Mike appreciate the five star review.
00:02:37
Speaker
And yeah, that's the truth.
00:02:38
Speaker
Solar is changing, especially here in the case of California.
00:02:41
Speaker
We got net meter 3.0.
00:02:43
Speaker
We had a drastic change and we're all having to adjust.
00:02:46
Speaker
So hopefully I can play a small part in this podcast can help you in whatever adjustment you may have to make or whatever sales skills you may need to require or recruiting skills.
00:02:56
Speaker
That being said, let's jump into
Key Recruiting Mistakes and Solutions
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this.
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What are the three mistakes you're making in your recruiting?
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There's a lot of reasons why people can leave.
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I've had recruits come on and so many times they stay for a week, then they're gone.
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What's going on?
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Why is this happening?
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We're going to be digging into it.
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Three things that I have happened that I have experienced myself that have happened.
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Let's check it out.
00:03:17
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So number one.
00:03:19
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They feel like they can't progress.
00:03:21
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When I first started, my first company I was with, we were running a setter closer model.
00:03:26
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We had tons of recruits coming in, but it was like, you've ever seen a hole with a bucket in it?
00:03:32
Speaker
You dump it in the bucket and then all the water's coming out slowly, right?
00:03:36
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And a bunch of little holes or a colander, I think that's what we call it.
00:03:39
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Sometimes that's what it felt like with these recruits is you get 20 recruits in, then at the end of the week, there'd be like two left.
00:03:46
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So it's like, what's going on?
00:03:48
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And so this was something that unfortunately we experienced is these recruits coming in.
00:03:53
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They felt like there was no progression.
00:03:55
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Hey, we get these guys coming in and then we're told, Hey, just keep them as setters.
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They're never, we want, we need more setters.
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We need more setters.
00:04:03
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We need to feed our closers.
00:04:04
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And then guys would hear that they couldn't progress.
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They didn't feel like there was a growth opportunity.
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Then we lost them.
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They go to a different company.
00:04:12
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So for you, what's the next step guys can take?
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Can they come in?
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Can they start training to be a closer?
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And I'm not saying everyone should need to be a closer.
00:04:21
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If you're listening to this and you're a setter, setter is not the bottom of the totem pole.
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Setters are probably the most important parts of this business.
00:04:30
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If someone isn't setting a lead, then there's no opportunity to close.
00:04:33
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But what opportunity can you give these people to progress from?
00:04:37
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Right now, what we're doing is guys come in, they start as rookies.
00:04:41
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They need to get eight deals to breast to mentee.
00:04:44
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Then after that, what we're experimenting with is having them, if they're doing good setting, hey, you can continue setting.
00:04:51
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And then we're going to drop the red line all day, get some more pay opportunities, some bonuses with that.
00:04:56
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But at that point, they can progress to closing to try it out.
00:05:01
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And so what's the progression?
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It should be super clear.
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What are the next steps?
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What are the next things we need to do to progress?
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How can I grow?
00:05:09
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So that's reason number one.
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Reason number two is there's no training program in place.
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Do you have an online training library?
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Do you have a way that guys can go listen to the top producers in your company?
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Is the only way they can get training is going out and shadowing these guys.
00:05:25
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Do they know where to go to get support, to get help?
00:05:28
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If you have one manager that's running a team of 20 people, even 10 people, you can't put your manager in every single place at the same time.
00:05:36
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Who's someone they can go to to get support?
00:05:39
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Who are the people they can reach out to?
00:05:41
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who can they reach out to if they need more training so if you need help with your training reach out we have got a full training library here at solopreneur we can get you or your company access we also have the ability to add in videos if you'd like to do some white labeling type stuff but you need to have a portal set up you need to have an easy place where guys can access training videos where guys can access different recordings from reps and in my opinion the best way to do this is just get zero
00:06:06
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That's the app that I talk about all the time in the podcast.
00:06:09
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You can go and give guys access to, you know, the top reps in your company.
00:06:13
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They can go listen to recordings.
00:06:14
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They can record themselves, get feedback.
00:06:17
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But even if you're not using an app like Ciro, just have guys record, have your top guys record themselves, upload it to Google Drive, put it on a spreadsheet and boom, there's a solution if you don't want to get Ciro.
00:06:28
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So get a training program in place.
00:06:30
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If you don't have one, you're losing reps.
00:06:33
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Number three is...
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they aren't making money.
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And this should be a no-brainer.
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Guys aren't making money.
00:06:39
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They're probably not going to last super long.
00:06:41
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So if you are interviewing reps, make sure, just like you set an expectation with a customer, hey, Mr. Homeowner, just so you know, this process can take two, even three months sometimes.
00:06:51
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No news is good news.
00:06:53
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So we're going to give you updates.
00:06:54
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But if you don't hear anything, just know we're working on it.
00:06:57
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Got to set the proper expectations because if you tell someone, hey, your deal is going to get installed in two months or in two weeks and it's not going to cause some upset.
00:07:05
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So it's the same thing when you're recruiting.
00:07:06
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You got to make sure guys know when can they expect to be paid?
00:07:10
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When can they expect to start making money if they're new?
00:07:13
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And make sure it's not confusing.
00:07:15
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Make sure they know exactly what the timeline is for it.
00:07:18
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We're dealing with something right now where, unfortunately, some people were under the impression that, hey, we get paid immediately after the account gets installed.
00:07:29
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No issues.
00:07:30
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But the truth is we don't get paid until the job is funded.
00:07:34
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And so funding, sometimes it can take, it's not PTO, right?
00:07:37
Speaker
But customer has to sign off on a completion certificate.
00:07:41
Speaker
Couple other things.
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So sometimes funding is two weeks after.
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Speaker
Okay.
00:07:44
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But it's causing some disconnects and guys don't like that.
00:07:48
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So you got to make sure that it is clear.
00:07:49
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Are they getting paid right after a sale happens?
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If you have to tell a guy that you're going to get paid all the commission right after they sell account, that's not true.
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Speaker
Okay.
00:07:58
Speaker
You're not getting paid until install.
00:07:59
Speaker
And for new guys, you should set it up to where they're getting paid something up front, right?
00:08:03
Speaker
There should be upfront money for setters.
00:08:05
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You've all heard the little introduction where I came into this industry with 50 bucks in my bank account.
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I wouldn't have lasted if I didn't get at least a little bit upfront.
00:08:13
Speaker
Got to have some money upfront or at least enough for food.
00:08:17
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Like when I came in, I was, you know, stealing food from guys, making their breakfast and all that.
00:08:22
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But give them something.
00:08:23
Speaker
And so those are the three reasons why
00:08:25
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And especially the last one I've been with, yeah, some organizations, seen organizations, especially where guys have massive delays in pay.
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And this is sort of the ugly side of the industry is guys not getting paid and guys leaving companies not getting paid.
00:08:41
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So I think we all need to up level.
00:08:43
Speaker
Let's figure out that pay part.
00:08:45
Speaker
And I hate to see what unfortunately had happened to me where I've been in places where I was not paid on time, where I was not paid what I expected I was going to pay.
00:08:54
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And of course, it causes a lot of disconnect, a lot of upset, upset people.
00:08:59
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So those are the three things that I have seen personally go down.
00:09:02
Speaker
Three reasons why I have seen a lot of reps leave in my day.
00:09:06
Speaker
Number one is you got to have a way for people to progress.
00:09:09
Speaker
Number two is you got to have a training program in place.
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Easy way to access that.
00:09:14
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Number three, you got to be making money.
Summary of Recruiting Mistakes
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You got to have clear expectations of when that money is going to be paid out and when that
00:09:22
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you know, when it's going to hit the actual bank account.
00:09:25
Speaker
So if you do these three things, if you do the reverse of the three things we just talked about, then you're going to be much more likely to keep reps on.
00:09:32
Speaker
But next episode, we're going to hear from the master.
00:09:35
Speaker
Clark is going to come on.
00:09:37
Speaker
He's going to share with us everything he does from A to Z on how to
00:09:41
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get more recruits, how to keep them and how to grow your organization.
00:09:45
Speaker
So even if you're not actively recruiting, listen to this, even if you're not a manager, even if you're not an owner, we should all be trying to recruit more guys into our organizations.
00:09:54
Speaker
And that is how we grow more ourselves.
Preview of Next Episode with Clark Manwaring
00:09:56
Speaker
Grant Cardone says, you don't know someone, you don't know something until you can teach it to someone else.
00:10:01
Speaker
That's what I love about recruiting is because when you recruit someone, you're giving them an opportunity for them to grow themselves.
00:10:07
Speaker
But then you're also giving yourself an opportunity to share something, to share what you've learned about sales, about solar.
00:10:14
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And as you teach it to someone, you're going to learn more yourself.
00:10:17
Speaker
And also it keeps you way more accountable.
00:10:19
Speaker
We've heard Michael O'Donnell, who goes out and knocks.
00:10:22
Speaker
He says the best way to go out and get yourself to knock is to have someone meet you at a Starbucks or meet you in an area.
00:10:28
Speaker
Then you're going to get out and knock.
00:10:29
Speaker
Because if someone meets you, there's no excuses.
00:10:31
Speaker
So go recruit this week.
00:10:34
Speaker
Think of people you can recruit on your teams.
00:10:36
Speaker
Send this to someone who is trying to actively grow their team, who could use some help recruiting.
Episode Wrap-Up and Community Engagement
00:10:41
Speaker
And we'll see you on the next episode.
00:10:42
Speaker
Keep crushing.
00:10:43
Speaker
Peace out.
00:10:45
Speaker
What's up, solopreneurs?
00:10:46
Speaker
Hope you enjoyed the episode.
00:10:48
Speaker
Before you run out and start selling more solar yourself, wanted to let you know about an exciting new cheat sheet we created specifically for you in mind.
00:10:59
Speaker
One of the top questions I get asked on Instagram, on Facebook, by our listeners is, Taylor, where should I start?
00:11:06
Speaker
What episodes should I listen to in the podcast?
00:11:09
Speaker
You got too many podcasts, man, because now we have over 200 episodes.
00:11:13
Speaker
So what we've done, we created the top 10 most downloaded, most listened to, and I would say widely accepted, most useful podcasts that we've done here on Solopreneur.
00:11:26
Speaker
We put them together all in one sheet.
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Speaker
So you can go, you can hit the ground running, especially if you're new, you do not want to not have this sheet.
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Speaker
So go download it right now.
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Speaker
It's going to be at top10.solarpreneurs.com.
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Speaker
Again, that's top10, the number 10,.solarpreneurs.com.
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Speaker
Don't forget the S on solarpreneurs.
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Speaker
We will have that in the show notes.
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Speaker
Go download it right now.
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Speaker
And especially if you have not listened to them, go listen to them and you can re-listen to them.
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That's going to show you how.
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So go download it and we'll see you on the other side.