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The Fight Michael O'Donnell Almost Started at D2D Con (plus how to lead your team to golden door awards)
128 Plays4 years ago
SOLARCON April 21st - 23rd, 2022
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Thanks to our sponsor Pi Syndicate for this episode!
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Transcript
Taylor Armstrong's Journey to 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
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.
What is a Solopreneur?
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.
Live from NOCSTAR Event with Mike O'Donnell
00:00:42
Speaker
Okay, so we are live, Heber City, Utah, here at the NOCSTAR event 2021, or sorry, 2022.
00:00:48
Speaker
Years go by so quick.
00:00:51
Speaker
And we have got the one, the only, Mike, Michael O'Donnell on the podcast for the third time.
00:00:57
Speaker
Yeah.
00:00:58
Speaker
So thanks for coming back with us again, Mike.
00:01:00
Speaker
It's been awesome to have you on so many times.
00:01:03
Speaker
Well, I couldn't tell you.
00:01:05
Speaker
What a week to be in solar and to be up here in Salt Lake City, DDDCon.
00:01:10
Speaker
We're here at the Noxstar event.
00:01:12
Speaker
There's like maybe 100 guys behind us getting their 2022 off to a big start with Danny Pesci and Taylor and...
00:01:22
Speaker
to be part of that event and sitting out here doing this in this backdrop with the snow and the mountains and the shadow of a church steeple.
00:01:28
Speaker
I feel like the planets are lining up.
00:01:31
Speaker
I know.
00:01:31
Speaker
And I'm just excited to be in the solar world and sitting here with you today.
Achievements and Leadership in Solar Business
00:01:35
Speaker
I know.
00:01:36
Speaker
You can't beat this backdrop.
00:01:37
Speaker
We're hanging out by the fireside.
00:01:39
Speaker
It's probably, you know, 30, 40 degrees outside.
00:01:42
Speaker
But, yeah, it's an awesome backdrop, and I'm excited to be able to do this podcast.
00:01:47
Speaker
And so last time we had you on, I think it was, what, a year and a half ago or something?
00:01:52
Speaker
You and I were live at the D2D Con, I think, 4, right?
00:01:57
Speaker
And we were just trying to find a quiet spot.
00:02:00
Speaker
And then next thing you know, we had this huge crowd around us, and it turned into kind of a...
00:02:04
Speaker
Kind of a fun rally, and we had a good time.
00:02:07
Speaker
I know.
00:02:07
Speaker
I think last time we got, yeah, 50 guys or something around it.
00:02:10
Speaker
Yeah, yeah, yeah.
00:02:10
Speaker
By the end of it, you're both our voices.
00:02:12
Speaker
Yeah, Tyra's going, what the heck is going on in the vendor area?
00:02:15
Speaker
I know.
00:02:15
Speaker
We got a stage over here.
00:02:16
Speaker
Come on.
00:02:17
Speaker
I know.
00:02:17
Speaker
Both our voices were shot, I think, by the end of it.
00:02:19
Speaker
Oh, man.
00:02:20
Speaker
We were screaming and shouting.
00:02:21
Speaker
Yeah, if you can hear my voice right now, trying to, I talked the entire time at D2DCon and trying to talk over all of the noise and the D2DCon was massive and mega.
00:02:31
Speaker
Yeah.
00:02:32
Speaker
this year.
00:02:32
Speaker
And so it's just this roar of voices and trying to talk to each other over that.
00:02:37
Speaker
Yeah.
00:02:38
Speaker
Take a little bit of a toll.
00:02:39
Speaker
I know.
00:02:39
Speaker
So we got a few less people around this time.
00:02:41
Speaker
Luckily, we don't have to scream and shout quite as much.
00:02:44
Speaker
So hopefully the audio is a little bit clearer than last time.
00:02:47
Speaker
Well, we got the serious guys who are investing big time in their 2022 with
00:02:51
Speaker
the NOxSTARS program that's kicking off this morning.
00:02:54
Speaker
So yeah, great to be here with you with all that going on.
00:02:57
Speaker
Yeah, no, it's a great time.
00:02:59
Speaker
And so what was super cool, like you said, Mike, we just got done with that door org on.
00:03:03
Speaker
Yeah.
00:03:03
Speaker
And you guys had, we were talking before we hit record, you had 25% of the golden door award.
00:03:09
Speaker
We did.
00:03:09
Speaker
Yeah.
00:03:11
Speaker
That's insane, man.
00:03:13
Speaker
I've been proud of a lot of things that I've been able to accomplish in the solar, but
00:03:17
Speaker
I was on stage getting a Golden Door Award, which was dwarfed for me by the fact that we had six individuals who have come on board with a solar company that
00:03:28
Speaker
I'm a partner in, along with Val Baraket and Troy Dombakovic, we own Sun Solar Solutions, which we started in 2015.
00:03:35
Speaker
It became an installer in the last year and a half.
00:03:39
Speaker
And so we had climbed some huge mountains last year and ended up with a huge year.
00:03:44
Speaker
And in the midst of that, had six people in the company rise up to the level of a Golden Door winner.
00:03:50
Speaker
And to see that to be
00:03:52
Speaker
Six out of 25 in the whole country.
00:03:55
Speaker
As somebody who really is focused on leadership and training and making folks successful in the solar world, nothing could be more exciting than to see six of us up there having scored big and gotten on stage.
Sales Consistency and Fulfillment
00:04:10
Speaker
Incredible.
00:04:11
Speaker
So would you say that was more fulfilling for you then?
00:04:14
Speaker
I mean, you got double gold door award, I think it was last year, but would you say this is more fulfilling seeing all the people that you helped get it versus you being able to get it yourself so many times?
00:04:23
Speaker
Like 10x.
00:04:24
Speaker
So the first D2D con I showed up and I had sold 2.56 million and Taggart's like, dude, that's not a thing.
00:04:30
Speaker
And I guess I'll give you two.
00:04:32
Speaker
So that was the double Golden Door Award.
00:04:34
Speaker
And I got that in every year, 2017, 18, 19, 20.
00:04:39
Speaker
This year I had two awards, the Golden Door Award and the Platinum Door Award, which I've had the last three years.
00:04:45
Speaker
That's for having a Golden Door Award three years in a row.
00:04:48
Speaker
So, you know, consistency, I'm proud for my own performance, my own salesmanship of having made that happen five years in a row.
00:04:58
Speaker
That just shows consistency.
00:04:59
Speaker
It shows that you can make this happen regardless of the circumstances.
00:05:04
Speaker
But all of that pales in comparison.
00:05:06
Speaker
to seeing six of the people who are on our team at Sun Solar Solutions succeed and make the 1099.
00:05:13
Speaker
They're getting their 1099s this week.
00:05:15
Speaker
Wow.
00:05:15
Speaker
Dude, and you and I would be pretty excited.
00:05:17
Speaker
We'd be pretty happy guys to be any one of those six guys looking at what their 1099 number is going to
Ethical Sales Practices
00:05:24
Speaker
be.
00:05:24
Speaker
That's what brings me excitement.
00:05:26
Speaker
I bet.
00:05:26
Speaker
Is to see guys just get the gold ring.
00:05:29
Speaker
Yeah, no question about it.
00:05:31
Speaker
And I feel like any high performer, I think I hear from everyone, they can achieve the, you know, the awards themselves.
00:05:37
Speaker
But when they help others do it, right, that's almost like a different level of mastery that you have to have.
00:05:41
Speaker
Because let's be honest, we're not all Michael Donald's out there.
00:05:44
Speaker
We're not all getting double golden door awards every year.
00:05:47
Speaker
Yeah.
00:05:48
Speaker
But if you can teach an average Joe, because I'm sure some of your guys, I mean, I don't know, you tell me, but we're some of them like average guys, probably not like top sales guys before they started working with you.
00:05:57
Speaker
You know, they were all extraordinary in their own way and their ability to capture the idea that they could do this and then do the work.
00:06:04
Speaker
They're just extraordinary guys.
00:06:06
Speaker
I don't think any one of them had yet been at the top of an industry before then.
00:06:13
Speaker
I got a guy on my team, Scotty, he was managing an Albertsons.
00:06:16
Speaker
He was doing a spectacular job for a big corporation.
00:06:20
Speaker
And what did that pay, a buck and a quarter or something?
00:06:22
Speaker
He made a good income for him and his family, but it was nothing like being the top performer in the solar industry.
00:06:28
Speaker
So I would say every one of the people on that stage, including myself, are making an income that's like four to five X of what they did in their previous deal.
00:06:39
Speaker
Yeah, that's awesome.
00:06:40
Speaker
Yeah.
00:06:40
Speaker
So I want to talk about some of the things you did to get those guys to that level and help your team.
00:06:46
Speaker
But before we do that, just want to hear about your experience at Door2DoorCon.
00:06:51
Speaker
You were on a panel.
00:06:52
Speaker
And tell me about the panel.
00:06:54
Speaker
Solar sales panel.
00:06:54
Speaker
Yeah, there were some bombs
Training and Overcoming Objections
00:06:56
Speaker
dropped in that panel.
00:06:58
Speaker
And I think some real good information was...
00:07:01
Speaker
was put out for the folks that attended.
00:07:03
Speaker
It was a packed house and it was a great panel.
00:07:05
Speaker
Yeah, that was awesome.
00:07:06
Speaker
And yeah, one of my favorite moments, we're not going to, you know, drop names here.
00:07:10
Speaker
Oh, yeah.
00:07:10
Speaker
But one of my favorite moments is we had a little mini debate on stage and everyone was cheering for Mike up there.
00:07:19
Speaker
Do you want to tell about what happened with that?
00:07:22
Speaker
I have to be honest with you, I wasn't in on it.
00:07:24
Speaker
I was just sitting there on the panel and I was next to a gentleman who tried to drop bombs, but one got tossed to him, I think, and he caught the bomb.
00:07:34
Speaker
Somebody was asking somebody on the panel if it was ethical.
00:07:38
Speaker
to go to the permit office and try to harvest permits and then double back to homes and try to flip those deals with a lower price.
00:07:48
Speaker
And, you know, why don't you go ahead and breach your contract even though you're past your three-day rescission?
00:07:53
Speaker
No, no, no, go ahead.
00:07:54
Speaker
You can cancel any time.
00:07:55
Speaker
Breach your contract and sign up with me and, you know, you'll save money.
00:07:59
Speaker
And he was asked if that was ethical and he was answering.
00:08:02
Speaker
And I don't know him very well and we're not in the same market, so I'm not aware of the...
00:08:07
Speaker
the issue, but I was trying to figure out what he was saying in response to it.
00:08:11
Speaker
I couldn't understand it.
00:08:12
Speaker
I just, I turned to him.
00:08:13
Speaker
I said, so early bird gets the worm.
00:08:16
Speaker
I don't, that doesn't answer that question.
00:08:18
Speaker
I said, so you agree that it's not ethical to go and steal somebody's deal long after the cancellation period and do that by harvesting a permit and things like that.
00:08:27
Speaker
And,
00:08:28
Speaker
And he said, well, I wouldn't say that, is what he said.
00:08:31
Speaker
So I tried to ask him to clarify, and finally, no, finally he said he does think it was unethical.
00:08:36
Speaker
So I agreed with him, and he agreed with me that
00:08:40
Speaker
to try to steal somebody's labor and to try to make a huge benefit out of somebody else's success is unethical.
00:08:51
Speaker
And it's just not the right thing to do.
00:08:53
Speaker
I'll be honest, I don't know if he's ever done that.
00:08:55
Speaker
I've had people do that to me, and I think there's a very special place in hell for someone who would think that was a good idea to do that.
00:09:03
Speaker
No, no question there's that.
00:09:04
Speaker
I have fired people.
00:09:06
Speaker
for doing that.
00:09:07
Speaker
I found out I had a little crew and they had discovered they could do that.
00:09:10
Speaker
I had a guy from SolarCity back in the day call me like, do you know, like you guys, this is something you do?
00:09:15
Speaker
And I'm like, no, it's not something we do.
00:09:16
Speaker
Well, check out these three deals and you'll find out.
00:09:19
Speaker
I checked it out.
00:09:20
Speaker
That's exactly what they did.
00:09:21
Speaker
I fired them the next day.
00:09:22
Speaker
Wow.
00:09:23
Speaker
And they were good performers.
00:09:24
Speaker
Yeah.
00:09:24
Speaker
Now sad that some people have to resort to, you know, shady stuff.
00:09:28
Speaker
But again, I don't know anything about the people involved or the market that's involved.
00:09:31
Speaker
I was just trying to get an answer to the question.
00:09:33
Speaker
So I think it's an important question.
00:09:34
Speaker
Yeah, for sure.
00:09:36
Speaker
Because, yeah, no one, that's the worst experience having people do stuff like that on your personal deals.
00:09:41
Speaker
But, yeah, no, it was definitely quite the experience.
00:09:43
Speaker
Everyone's buzzing about it.
00:09:44
Speaker
We have people, like, you know, jumping up and cheering when Mike was debating this guy.
00:09:50
Speaker
And I think we got Sam to create a new maybe debate style for Dora.
00:09:54
Speaker
Oh, yeah, well.
00:09:55
Speaker
People love him.
00:09:56
Speaker
I don't know if anybody's ever going to want to take the other side of that question, honestly.
00:09:59
Speaker
I don't know if we can get a debate going on that.
00:10:01
Speaker
Because I think we should all probably agree.
00:10:04
Speaker
You know, there's some things that might be hard to discern.
00:10:07
Speaker
Is that right?
00:10:07
Speaker
Is that wrong?
00:10:08
Speaker
But there's some things that are just so clearly wrong that when you see them,
High Performance Training Approaches
00:10:12
Speaker
you're just aghast at the idea.
00:10:14
Speaker
I think you'd have, including the gentleman that was addressed, I don't think he would take that side of the issue either.
00:10:18
Speaker
It's just clearly wrong and
00:10:20
Speaker
I think we should just all agree.
00:10:21
Speaker
For sure.
00:10:22
Speaker
We should all agree on that.
00:10:23
Speaker
Yeah, and stuff like that, I mean, it just makes it harder for all of us as an industry to sell the deals.
00:10:28
Speaker
True.
00:10:28
Speaker
Yeah, for sure.
00:10:30
Speaker
Bad tactics.
00:10:31
Speaker
But anyway, so yeah, if you weren't there, you missed out on some intense... The rest of the panel, by the way, was really fantastic.
00:10:38
Speaker
People were coming up with objections, and myself and others were coming up with, I think, real...
00:10:42
Speaker
valuable answers to what do I say?
00:10:46
Speaker
I think we all want to know.
00:10:47
Speaker
We were out there knocking on doors.
00:10:48
Speaker
We're in the home.
00:10:49
Speaker
We're trying to close and the customer says this, what do I say?
00:10:53
Speaker
And we had a good half a dozen objections come up and
00:10:57
Speaker
Myself and other panelists were able to say, say this to get the customer moving forward.
00:11:02
Speaker
Yeah, no, and I think that's some of the most valuable stuff is hearing the word tracks, which I know is what they talk about here at these Noxstar events and panels like that.
00:11:10
Speaker
Because when we can hear exactly what people are saying that are producing at the level that you are.
00:11:15
Speaker
When you get guys like myself who've literally closed over a thousand deals and you've had every objection come up hundreds and hundreds of times and I've said this and it didn't work and then I said this and it did work.
00:11:26
Speaker
Well, can you save me some time and tell me what do I say that works?
00:11:30
Speaker
I mean, that's a huge benefit for the people that attend and invest in their future with training and conferences to get to those answers as quickly as they can.
00:11:40
Speaker
Start utilizing it to help people go solar.
00:11:42
Speaker
Yeah, 100%.
00:11:43
Speaker
Super valuable stuff we learned and
Introduction to MOD Sales Academy
00:11:46
Speaker
heard.
00:11:46
Speaker
So, Mike, let's jump into now just kind of how you were able to get so many people from your company on the stage there.
00:11:52
Speaker
Yeah.
00:11:53
Speaker
So tell me, was it something Seeker you're doing?
00:11:55
Speaker
You guys got some secret drug, some secret sauce you're feeding these people?
00:11:58
Speaker
The secret sauce.
00:12:00
Speaker
I wish I did.
00:12:01
Speaker
I wish I could just hypnotize, guys.
00:12:02
Speaker
You know, I would say the biggest problem we all run into is the fact that it's just...
00:12:08
Speaker
So demoralizing to be out on the doors and knocking and getting our faces kicked in and getting the no and getting the no and getting the no.
00:12:15
Speaker
And my breakthrough came when I realized that what we're all getting paid for is for being able to go to a door and get a no.
00:12:23
Speaker
We're not trying to go to a door and get a yes.
00:12:26
Speaker
My book is coming out March 4th.
00:12:27
Speaker
It's called No.
00:12:29
Speaker
matter what, right?
00:12:29
Speaker
So there's things that we have to do every day.
00:12:31
Speaker
We have to get to that door every day and get prepared to deal with the no.
00:12:35
Speaker
My breakthrough came when I realized that's what I was getting paid for.
00:12:39
Speaker
Like it's weird to spend an hour and a half with somebody and get paid thousands of dollars.
00:12:43
Speaker
And if your brain thinks that's what the money's for, it's just broken.
00:12:46
Speaker
And if you're trying to pay somebody else or
00:12:48
Speaker
hang around and wait for a lead and you know you're some kind of lead baby waiting to be put into a uh an appointment and you're not out there getting the no getting the no getting the no so that you can get into a position to close if you don't realize that every time somebody tells you no I would not like a solar proposal I would not like to see you come back and present that to me like for me I know my math I'm making five or six hundred dollars every time somebody tells me no yeah
00:13:13
Speaker
And the breakthrough for me was when I understood that's my job, that's what I'm getting paid for.
00:13:20
Speaker
So we've gone through lots and lots of people coming to Sun Solar Solutions through the years.
00:13:25
Speaker
We've seen lots and lots and lots of people fail.
00:13:28
Speaker
And it was when I and my partner Troy Dombakovits were able to communicate the things that do work that things really started to take off.
00:13:36
Speaker
When we were able to show people, do this, say this, close with this,
00:13:42
Speaker
that they started to have the type of results.
00:13:44
Speaker
And you and I kind of talked at the very first podcast.
00:13:47
Speaker
I was just starting to catch on to that.
00:13:50
Speaker
And since then, I've been able to share it with the guys that work for me.
00:13:53
Speaker
To have six guys on stage, I mean, it's really about hard work.
00:13:56
Speaker
But if you work hard and what you're doing is not working,
00:14:00
Speaker
then you're not going to make it.
00:14:01
Speaker
If what you're doing is working and you're not working hard, then what you're doing isn't going to work.
00:14:05
Speaker
So you have to combine hard work with saying and doing
Leadership and Personal Sales Focus
00:14:09
Speaker
the things that work together.
00:14:10
Speaker
And I tell you what, when you know the answer, it's easy.
00:14:13
Speaker
When you don't know the answer, it's really hard.
00:14:15
Speaker
Talked to a lot of people this weekend who are working hard and they're knocking on doors and only, you know, one out of five of those appointments is turning into a set.
00:14:23
Speaker
Well, something's going on there.
00:14:24
Speaker
I talk to people that only maybe one out of four or five of their presentations are turning into closes.
00:14:30
Speaker
Okay, well, there's some training opportunity that's going on there.
00:14:34
Speaker
I talk to people that are having 30%, 40% of their jobs that they sell and close, then cancel.
00:14:40
Speaker
That's two or three times what it needs to be.
00:14:42
Speaker
So every single one of those aspects along the way of knocking on a door, turning into thousands of dollars of income,
00:14:51
Speaker
Those are all opportunities to learn how to do this so that it works.
00:14:55
Speaker
And we've been able to put that together at Sun Solar Solutions, communicate that to guys coming in.
00:14:59
Speaker
We lead from the front at Sun Solar.
00:15:01
Speaker
I was on the door getting a golden door up there.
00:15:04
Speaker
My partner Troy was up there.
00:15:05
Speaker
Most of the people that were on stage are leading a team.
00:15:08
Speaker
And, you know, one of the guys in the audience raised his hand.
00:15:10
Speaker
I've been in solar four months.
00:15:11
Speaker
I'm ready to be a boss.
00:15:14
Speaker
Tell me how do I get a bunch of people to follow me so I can make a bunch of money in overrides.
00:15:18
Speaker
And that wasn't obviously the wording of his question.
00:15:20
Speaker
But, you know, my response to him was, what in the world at four months do you have to pass on to anybody?
00:15:26
Speaker
Right.
00:15:26
Speaker
Like, why don't you get good at this?
00:15:29
Speaker
Why don't you learn how to sell a megawatt of solar a year or enough to get on stage, which is, you know, 1.3 megawatts or 130 installs in a year.
00:15:36
Speaker
Why don't you learn how to do that?
00:15:38
Speaker
And you're not going to have to recruit people.
00:15:39
Speaker
You're going to have people coming up to you going, dude, how do I do that?
00:15:42
Speaker
Will you show me how?
00:15:44
Speaker
Yeah.
00:15:44
Speaker
Will you show me how to do that?
00:15:47
Speaker
And that's when you're ready when you've shown you can do it.
00:15:49
Speaker
So
00:15:49
Speaker
At Sun Solar Solutions, we lead from the front.
00:15:52
Speaker
Most of those guys are leading teams.
00:15:53
Speaker
Most of our guys leading teams are selling
Sharing Knowledge and Techniques
00:15:56
Speaker
at that level, including Troy and I have been doing it every single year for five years in a row.
00:16:00
Speaker
Incredible.
00:16:01
Speaker
And what's so amazing is that, I don't know, probably more when you started, you were always selling at a really high level.
00:16:08
Speaker
But what I've seen over and over in pretty much any sales industry is some of the top guys,
00:16:13
Speaker
They're terrible trainers a lot of times.
00:16:15
Speaker
They can do it themselves.
00:16:16
Speaker
But I think it's a whole different skill set to be able to actually break that down into frameworks that other people can apply.
00:16:23
Speaker
And I know you've had a lot of practice.
00:16:25
Speaker
You've been on dozens of podcasts.
00:16:27
Speaker
You have your own course.
00:16:28
Speaker
You're finishing up your book.
00:16:29
Speaker
So I'm sure all those things have helped.
00:16:31
Speaker
But I don't know.
00:16:31
Speaker
Do you feel like there's a transition point where you sold and, I don't know, stuff you had to...
00:16:36
Speaker
Well, I feel like it's Taylor Armstrong's fault, really, because you interviewed me right away.
00:16:41
Speaker
No one knew who I was.
00:16:42
Speaker
Sam Taggart had interviewed me on the little D2D podcast at the time, right, 2016.
00:16:50
Speaker
But you interviewed me, and at the end of the interview, you're like, so, and I'm like the old school corporate guy who just found solar.
00:16:57
Speaker
I think I have a Facebook account that I may have posted something to.
00:17:03
Speaker
I don't really know, and you're like, how?
00:17:04
Speaker
how can people get ahold of you and follow?
00:17:06
Speaker
Like, why would I want people to follow me?
00:17:08
Speaker
I don't even understand what you're talking about.
00:17:09
Speaker
I'm like, Oh, I don't know.
00:17:10
Speaker
I got a cell phone number.
00:17:12
Speaker
I spit out my cell phone number, which I'm not going to do again.
00:17:16
Speaker
And I have gotten, you know, just hundreds and hundreds of calls from people who've reached out.
00:17:21
Speaker
How do I do this?
00:17:21
Speaker
How do I do this?
00:17:22
Speaker
So it started to force me into what my, my coaching coach is coach Michael Burt.
00:17:28
Speaker
And he talks about activating people's prey drive, which is, you know, one part of the equation.
00:17:33
Speaker
But,
00:17:33
Speaker
You know, he also talks about being able to codify what you do.
00:17:38
Speaker
When Sam Taggart called me up and said, O'Donnell, I'm in Phoenix.
00:17:40
Speaker
I'm coming over to your house.
00:17:41
Speaker
I'm like, cool, Sam Taggart's coming over.
00:17:44
Speaker
Why?
00:17:44
Speaker
He goes, I'm going to film you doing your clothes in your pits.
00:17:47
Speaker
I'm like,
00:17:49
Speaker
Okay, but I don't know what I do.
00:17:50
Speaker
He goes, don't worry, we'll break it down.
00:17:51
Speaker
I didn't know how to break it down.
00:17:52
Speaker
I didn't know how to codify what I did.
00:17:55
Speaker
So I just took people with me all the time, right?
00:17:57
Speaker
And that replicates very slowly.
00:18:00
Speaker
If you've got to get in the truck with me for this to replicate and duplicate, that's like I'm going to be able to help one guy at a time for the next hundred years.
00:18:08
Speaker
I'm going to get like 10 guys.
00:18:09
Speaker
trained in that amount of time.
00:18:11
Speaker
So by you coming to me and then that blowing up and then Sam coming and saying, I'm coming to her, he helped me break it down and codify it.
00:18:18
Speaker
Then had me come to the national sales summits and deliver it and deliver it again and deliver it again.
00:18:24
Speaker
Those things combined into, I do know exactly what I say.
00:18:28
Speaker
And now it's codified.
00:18:29
Speaker
Now it's on video.
00:18:30
Speaker
Sam had that videotaped at my house that day.
00:18:32
Speaker
We had
00:18:33
Speaker
No thought to it.
00:18:35
Speaker
We just recorded what it was I was doing.
00:18:37
Speaker
I had probably 50 guys come up to me this weekend and say, dude, I sold six solar systems my first year and then I got the videos and I've sold 26 of them in the last six weeks.
00:18:49
Speaker
Wow.
00:18:50
Speaker
And like that's why I do this because like when people come up, young guys in their 20s or whatever come up and say, I don't even know what to say.
00:18:56
Speaker
I'm like, I was about to get on stage one time and speak in Key West, Florida at Bill Murphy's Cheat Code Conference.
00:19:02
Speaker
He asked me to speak after the D2D con.
00:19:04
Speaker
I'm like, oh, someone asked me to speak somewhere.
00:19:06
Speaker
Oh, cool.
00:19:07
Speaker
So I go and I share that.
00:19:08
Speaker
Right before I walk up on stage, this young dude came up to me and said something exactly like that.
00:19:13
Speaker
And I had a PowerPoint presentation.
00:19:16
Speaker
I just threw the PowerPoint in the trash and walked up on stage and talked about what it was he and I were talking about and how that was helping people.
Interactive Training with MOD Sales Academy
00:19:24
Speaker
Like if you're out banging your head against a wall and all of a sudden somebody gives you a sledgehammer, now you can start attacking this wall with a sledgehammer.
00:19:31
Speaker
That's what that was like.
00:19:33
Speaker
So now I've had the opportunity to do that.
00:19:36
Speaker
And I find that to be the most fun thing I get to do is share that with people.
00:19:40
Speaker
Yeah.
00:19:41
Speaker
No, I'd agree 100% because I don't know if I've told you this, but there's no way I would have kept doing this podcast if I didn't have people reaching out and saying, hey, Taylor, thank you for getting Michael O'Donnell on the show.
00:19:52
Speaker
Thank you for sharing this topic, stuff that helps, because that's the most fulfilling thing.
00:19:56
Speaker
I'm sure maybe you wouldn't have a course or a book if people weren't saying, oh, that's super helpful.
00:20:01
Speaker
No, and I hope I never get used to hearing people say stuff like that to me because I'm still going to go, what?
00:20:05
Speaker
Awesome.
00:20:05
Speaker
Cool.
00:20:05
Speaker
Really?
00:20:06
Speaker
Yeah.
00:20:06
Speaker
It's great to hear.
00:20:07
Speaker
But yeah, that was the first time that people started inbound hitting me up.
00:20:11
Speaker
And it's kind of turned into this.
00:20:13
Speaker
I know.
00:20:13
Speaker
And look at you now.
00:20:14
Speaker
You got your face on a banner.
00:20:16
Speaker
It's got the biggest face I've seen on a banner.
00:20:20
Speaker
Dude, I saw it on a little screen.
00:20:21
Speaker
It seemed okay.
00:20:22
Speaker
We were pulling it out of the thing.
00:20:23
Speaker
I'm like, oh my gosh.
00:20:24
Speaker
That thing's freaking me out.
00:20:26
Speaker
He was staring over my shoulder the whole weekend at the booth.
00:20:30
Speaker
So this is the MOD Sales Academy.
00:20:33
Speaker
What Sam and I did that day has evolved in the training and the codifying.
00:20:37
Speaker
But obviously, I've learned a lot, plus putting it into a lot of thought.
00:20:41
Speaker
Brad Lee owns VT Lightspeed.
00:20:43
Speaker
That's where Door-to-Door University is.
00:20:45
Speaker
That's where my videos have always lived.
00:20:47
Speaker
So now I've got my own VT Lightspeed site called MOD.
00:20:52
Speaker
sales academy.
00:20:53
Speaker
And what it is, it's about, it's be like you and I spending the next eight hours one-on-one in an interactive personal method.
00:21:01
Speaker
So Bradley's technology is very, very different.
00:21:03
Speaker
If you've done training on video, that's not what this is.
00:21:06
Speaker
This is a solo interactive experience that's virtual, like you and I are going to just work together.
00:21:11
Speaker
And then it's also produced at like a, literally a Netflix production level.
00:21:16
Speaker
So to, for you to understand what I've learned in the last 1000 closes and putting up 12 million Watts of solar, it's like sitting down having a, a seven hour Netflix binge.
00:21:28
Speaker
And, and it is, it's like, you just like three, four minute segments and the next one automatically starts.
00:21:32
Speaker
And then you're doing it next thing, you know, a few hours have gone by and you've literally heard, you've heard half the,
00:21:39
Speaker
of what I know about how to sell between two and three million watts of solar in year.
Consistency in Training for Success
00:21:44
Speaker
I say heard and not been trained because as my friend Bradley likes to say, people show people information and content one time and they say, well, I've trained my people.
00:21:56
Speaker
And Bradley says in Nevada, no, he says, he says, that's not called training.
00:22:01
Speaker
That's called exposure.
00:22:03
Speaker
And exposure in Nevada is legal.
00:22:07
Speaker
If you want your people to be trained, they're going to have to see good content over and over and over again.
00:22:13
Speaker
And as Brad says, they've got to see it to the point where they're annoyed.
00:22:17
Speaker
Right about the time they've seen it, maybe seven or eight times, and they're annoyed.
00:22:21
Speaker
Okay.
00:22:22
Speaker
Now they're at the point where when that situation comes up, ch-ch-ch.
00:22:25
Speaker
That bullet's in the gun and they can fire that gun and say exactly, what exactly do I say at this moment to get the customer up and over and on the downside of an objection?
00:22:36
Speaker
Yeah, no, I agree with that.
00:22:38
Speaker
I think people need to hear things over and over and over different ways.
00:22:41
Speaker
I mean, I do podcasts all the time where it's stuff I talked about a couple months back.
00:22:45
Speaker
And then you listen again.
00:22:46
Speaker
I just try to share it in a different way and I still get people where you know, I've never heard anything like that before.
00:22:51
Speaker
That's awesome.
00:22:51
Speaker
I'm like, cool.
00:22:52
Speaker
So on MOD Sales Academy, the team leader can see how many of his people logged in today, this week, this month, how many courses they've gone through, how many times they've done them again, what did they score on the little quiz that comes after each of the...
00:23:04
Speaker
And he can track their progress, he can assign them sections, and then he can see how they're doing so he can move people along.
00:23:12
Speaker
And every company has their own training.
00:23:14
Speaker
This is meant to augment that at a company level.
00:23:17
Speaker
But it's also meant for, you know, there's a lot of guys that belong to little companies that don't have big training deals.
00:23:21
Speaker
And so can you get individual one-on-one training?
00:23:26
Speaker
with the guy in the industry that's had more Golden Door awards than, you know, literally sold 12 million megawatts of solar in the last five years.
00:23:34
Speaker
I mean, I haven't thinking of a moment in history where that kind of opportunity for a brand new guy has been available for anything.
00:23:40
Speaker
Yeah.
00:23:40
Speaker
You know, and it's like Bradley says, we've got to get the information from the people who have it to the people who need it.
00:23:45
Speaker
Yeah.
00:23:46
Speaker
I know.
00:23:46
Speaker
That's what's so cool is because, yeah, when you first started, when I first started, there's nothing like this.
00:23:51
Speaker
Nothing.
00:23:51
Speaker
That's why I started the podcast.
00:23:52
Speaker
That's why people started calling my phone.
00:23:54
Speaker
I'm like, what?
00:23:55
Speaker
Yeah.
00:23:56
Speaker
So now you literally have the opportunity to basically sit in front of, you know, a guy that sold megawatts and megawatts and Michael O'Donnell.
00:24:02
Speaker
Yeah.
00:24:02
Speaker
Learn specific words.
00:24:04
Speaker
Yeah, we're going to spend the next seven hours together.
00:24:05
Speaker
Is that okay with you?
00:24:07
Speaker
Want to go knock some doors with me?
00:24:09
Speaker
So it's live door knocking.
00:24:10
Speaker
It's live.
00:24:10
Speaker
There's recordings of live closes.
00:24:13
Speaker
It's literally if you and I were going to spend the next maybe few weeks together, it's what you would pick up and learn if we were going to spend the next two, three weeks together.
00:24:22
Speaker
Yeah, that's so powerful.
00:24:23
Speaker
So let me ask you this, Mike.
00:24:25
Speaker
I know you've had, I'm sure it took you a lot of time to put all this stuff together.
00:24:29
Speaker
But what advice would you give to maybe a team leader, manager, whatever?
00:24:35
Speaker
Maybe they're producing at a high level themselves like you were, but maybe they're struggling to get people to actually increase their output as well.
00:24:43
Speaker
So did you, I don't know, anything that you struggled with as you were trying to get your guys producing at a high level for you to get your first guy maybe his Golden Door Award?
00:24:52
Speaker
Any lessons you learned or any advice you'd give to someone that's struggling to get other people to also produce at a high level?
00:24:57
Speaker
Well, I'm sensing a trend.
00:24:59
Speaker
I had six guys on there.
00:25:00
Speaker
I was talking to Jason Newby.
00:25:01
Speaker
He had six guys on that stage that he had personally trained.
00:25:04
Speaker
They weren't all still in his organization.
00:25:07
Speaker
But I'm sensing a trend.
00:25:08
Speaker
The people up there that are getting Golden Door Awards, most of them came up through somebody who have also won Golden Door Awards, who have also performed at that level.
00:25:17
Speaker
So if you're a leader and you're struggling, I would encourage you to lead from the front.
00:25:22
Speaker
Like one of the things, and this is advice.
00:25:23
Speaker
So people say, oh, what do you think?
00:25:25
Speaker
This is advice.
00:25:27
Speaker
So the best thing I've done over the last five years is refuse to become a sales manager.
00:25:32
Speaker
I've never been a sales manager.
00:25:33
Speaker
I don't want the job.
00:25:35
Speaker
If anybody's seen the movie, Glen Gary, Glen Ross, the guy in that movie you don't want to be is Kevin Spacey.
00:25:41
Speaker
Everybody wants to be Alec Baldwin.
00:25:43
Speaker
Put down that coffee.
00:25:46
Speaker
Coffee's for closers.
00:25:48
Speaker
You see these?
00:25:49
Speaker
These are brass balls.
00:25:51
Speaker
These are what you don't have.
00:25:53
Speaker
You see this watch?
00:25:54
Speaker
This watch costs more than your car.
00:25:57
Speaker
Everybody wants to be Alec Baldwin.
00:25:59
Speaker
Or maybe Al Pacino.
00:26:00
Speaker
He's the guy that sells so much in that office, he doesn't have to come to the meeting.
00:26:04
Speaker
They don't want to be Kevin Spacey, the sales manager.
00:26:07
Speaker
So if I had advice to give to those guys, I would say, go get good at this.
00:26:13
Speaker
Go make a million dollars a year selling solar.
00:26:16
Speaker
Go earn a seven-figure income.
00:26:18
Speaker
Then you're not going to have to recruit anybody.
00:26:20
Speaker
People are going to go, please let me be on your team.
00:26:23
Speaker
Please let me...
00:26:24
Speaker
You know, I'm going to move from Washington.
00:26:26
Speaker
I've got Matt's behind the camera.
00:26:27
Speaker
He just moved from Washington to Arizona because somebody said, you need to be on Mike O'Donnell's team.
00:26:33
Speaker
And just you and your family moved to Arizona.
00:26:35
Speaker
Like, I didn't find Matt.
00:26:38
Speaker
Matt's, you know, calling me.
00:26:39
Speaker
And you actually introduced him to me.
00:26:40
Speaker
I connected him, yeah.
00:26:41
Speaker
I forgot that.
00:26:42
Speaker
But that happens, I'm not saying it happens every day, but it happens all the time where people are like, I want to sell 12 million watts of solar in the next five years.
00:26:49
Speaker
Can I come work for you?
00:26:50
Speaker
So that would be my advice.
00:26:51
Speaker
Also, the job, Kevin Spacey, that guy didn't get paid shit.
00:26:55
Speaker
Alec Baldwin makes 800 grand a year and has the watch and the Rolex and the car and all that stuff.
00:27:00
Speaker
Kevin Spacey ain't driving, you know.
00:27:03
Speaker
An $80,000 BMW in that movie.
00:27:05
Speaker
Alec Baldwin is, right?
00:27:06
Speaker
You want to be Alec Baldwin.
00:27:08
Speaker
And then when the company comes to you, and in that movie, Alec Baldwin is standing in front of that crowd.
00:27:13
Speaker
Yeah.
00:27:14
Speaker
Saying, put down that coffee, right?
00:27:16
Speaker
He's the one standing up there, and he doesn't get a cent in override.
00:27:19
Speaker
Yeah.
00:27:20
Speaker
He's there because Ed Murphy asked him to drive out to whatever that field branch office, that sorry little branch that it was.
00:27:27
Speaker
They asked him as a favor to go out and talk to those guys.
00:27:30
Speaker
You want to be Alec Baldwin that's leading people for free.
00:27:34
Speaker
Or if they want to put you on your team, you want to look at them and go, look, you can ride with me if you want.
00:27:38
Speaker
Keep up.
00:27:39
Speaker
Right?
00:27:40
Speaker
When I jump out and knock on the door, you get to listen.
00:27:42
Speaker
When I go into a house and you get to listen.
00:27:44
Speaker
And then when you're ready, we'll let you try it on your own.
00:27:46
Speaker
If you end up successful, I'm going to be really excited about you.
00:27:48
Speaker
But I'm not going to spend the rest of my day supervising you, the rest of my time in solar, supervising your day to figuring out if you're working or not.
Transition to Training and Consulting
00:27:57
Speaker
Being a supervisor doesn't pay well.
00:28:00
Speaker
I make more money than a brain surgeon.
00:28:02
Speaker
I do.
00:28:03
Speaker
But if you meet a bunch of brain surgeons and you ask which one of you guys is trying to raise their hand to
00:28:09
Speaker
to be the administrator and the boss and the supervisor of all these brain surgeons.
00:28:14
Speaker
Do you know how many guys are going to raise their hand?
00:28:16
Speaker
None of them.
00:28:17
Speaker
You know why?
00:28:18
Speaker
Brain surgeons make a lot of money.
00:28:20
Speaker
The supervisor to the brain surgeons, that guy don't make a lot of money.
00:28:24
Speaker
If you think you're going to open up a dealership so that you can make a lot of money or be the team leader so you can make a lot of money, guys, owners, they get overrides.
00:28:31
Speaker
Overrides are small.
00:28:32
Speaker
Owners don't get any money.
00:28:34
Speaker
They don't get paid anything except what gets left at the bottom line.
00:28:37
Speaker
A lot of people own companies.
00:28:38
Speaker
There's no money left.
00:28:40
Speaker
at the bottom line.
00:28:42
Speaker
So my advice to you is to keep selling.
00:28:44
Speaker
Be good at this and if people want you to lead a team, tell them I'll lead.
00:28:49
Speaker
I'm not going to be a sales manager but I'll be a leader.
00:28:51
Speaker
They can get on my team and follow me and become part of that and I'll help them and I'll train them.
00:28:56
Speaker
I'll do everything I can for them but if it means I got to slow down in selling, I don't have time for that.
00:29:01
Speaker
That would be my advice.
00:29:02
Speaker
That's clear, you know, that's advice.
00:29:04
Speaker
I love that.
00:29:04
Speaker
Yeah, and I think a lot of people forget that.
00:29:06
Speaker
Like you said, people are trying to get a manager.
00:29:08
Speaker
Oh,
00:29:08
Speaker
I'll have to knock less doors when I manage.
00:29:11
Speaker
I'll just get to go to appointments.
00:29:12
Speaker
Oh, I'll make overrides.
00:29:13
Speaker
I don't have to sell as much.
00:29:14
Speaker
But yeah, to your point, it's like... You should be knocking more doors once you're a big baller leader because now you're showing 10 people how to knock doors.
00:29:20
Speaker
Yeah.
00:29:21
Speaker
And something I hear from actually Danny and Taylor McCarthy in there, matter of fact, is that your best, your people you lead, they'll do half of the good things you do, and then it's like 90% of the bad things you do.
00:29:34
Speaker
I mean, look at... A sales manager's job is herding cats.
00:29:36
Speaker
Right.
00:29:37
Speaker
Yeah.
00:29:38
Speaker
I know.
00:29:38
Speaker
It's not a fun job.
00:29:39
Speaker
Yeah.
00:29:39
Speaker
It sounds like that's what they, I mean, you sold two megawatts yourself and your, your guys sold one megawatt.
00:29:44
Speaker
So.
00:29:44
Speaker
Right.
00:29:44
Speaker
Yep.
00:29:45
Speaker
I sold two megawatts this year.
00:29:46
Speaker
I sold between two and three megawatts every year for the last five years.
00:29:49
Speaker
And dude, I don't even know what I got paid as a leader.
00:29:52
Speaker
It doesn't matter what I got paid as a sales guy.
00:29:54
Speaker
That's why people ask me what I do.
00:29:56
Speaker
I tell them I sell solar.
00:29:57
Speaker
Yeah.
00:29:58
Speaker
What's your job?
00:29:58
Speaker
I'm a salesman.
00:30:00
Speaker
I sell solar.
00:30:01
Speaker
Cause that's what pays all the money.
00:30:02
Speaker
Yeah.
00:30:03
Speaker
You know?
00:30:03
Speaker
And, and so that's where the money comes from.
00:30:05
Speaker
My,
00:30:06
Speaker
My advice is to focus on that.
00:30:07
Speaker
That's where the money comes from.
00:30:08
Speaker
Keep doing it.
00:30:09
Speaker
If you're good at it, there's nothing else you can do that pays better.
Maintaining Success in Solar Industry
00:30:12
Speaker
That's awesome.
00:30:13
Speaker
Well, Mike, I know we don't have all... We don't have seven hours to talk, unfortunately, but people have to go get your program here all seven hours.
00:30:22
Speaker
But I know now you're doing... Matter of fact, today you're on your way up to Idaho to do some consulting.
00:30:26
Speaker
Yeah, I'm going to get a chance to talk to the Noxstar audience here for a few minutes and just share with them.
00:30:30
Speaker
And then I'm heading to my buddy, Tyler Green.
00:30:33
Speaker
She's with Idaho Home Solar.
00:30:35
Speaker
He and I are in the circle, the D2D inner circle.
00:30:39
Speaker
And he asked me to come talk to his sales force for their kickoff.
00:30:42
Speaker
So I'm going to make some time to do that.
00:30:45
Speaker
We're driving to Idaho.
00:30:46
Speaker
Never done that.
00:30:47
Speaker
Driving from Salt Lake to Idaho doing that today.
00:30:50
Speaker
Getting there for dinner tonight.
00:30:51
Speaker
I bought a new coat in Park City.
00:30:52
Speaker
I kid around with everybody.
00:30:53
Speaker
I'll post a picture of it later today.
00:30:55
Speaker
I kid around.
00:30:56
Speaker
You want to come to D2D, but you want to stay Sunday and go up to Park City.
00:30:59
Speaker
And they go, well, why would you want to go up to Park City?
00:31:01
Speaker
Because you can go up and try a $90,000 chinchilla coat.
00:31:02
Speaker
Yeah.
00:31:04
Speaker
I bought a coat yesterday.
00:31:05
Speaker
I did.
00:31:06
Speaker
Wow.
00:31:06
Speaker
It's right over there.
00:31:07
Speaker
I wish I was wearing it.
00:31:08
Speaker
Actually, this fire is keeping me warm.
00:31:09
Speaker
It's not a chinchilla coat, by the way.
00:31:11
Speaker
You can buy a nice little kind of a Kevin Costner western coat.
00:31:15
Speaker
But, yeah, come to Park City.
00:31:16
Speaker
Make Sunday a fun day after D2D Con and bring your crew up there and try on $90,000 chinchilla coats.
00:31:23
Speaker
By the way, D2D Con is going to be December 20th and 21st next year.
00:31:27
Speaker
Oh, is it?
00:31:28
Speaker
The first two years of D2D, it coincided with the Sundance Film Festival.
00:31:33
Speaker
Oh, I didn't know.
00:31:34
Speaker
And then the third and fourth and fifth year, it did not.
00:31:37
Speaker
Okay.
00:31:37
Speaker
So we were kind of in Park City by ourselves.
00:31:39
Speaker
But the first two years, we went to Park City and all the people wearing chinchilla coats were there.
00:31:44
Speaker
Like all movie stars and movie guys and all that.
00:31:47
Speaker
People in the movie business were just... And anyway, so next year, it's the same weekend.
00:31:52
Speaker
as Sundance.
00:31:53
Speaker
So book your rooms now because you may have trouble getting a hotel room and plan to spend Sunday up in Sundance for Sunday Funday Park City trying on $90,000 chinchilla coats.
00:32:05
Speaker
A lot of fun.
00:32:06
Speaker
And then on the training.
00:32:07
Speaker
So you got the content.
00:32:08
Speaker
I also do live coaching.
00:32:09
Speaker
People want me like, can you be my coach?
00:32:10
Speaker
Like,
00:32:12
Speaker
I coach the people on my team.
00:32:13
Speaker
And that's how I spend 99... I spend 120% of my time doing that.
00:32:17
Speaker
But I do live coaching in the MOD Sales Academy.
00:32:20
Speaker
And it's $67 a month.
00:32:22
Speaker
So it's just super, super cheap.
00:32:24
Speaker
It includes a live training session once a week.
00:32:26
Speaker
It also includes... And I say includes because...
00:32:28
Speaker
Very few people show up to this.
00:32:30
Speaker
It includes a phone call, a Zoom call every single morning at 7.15 in the morning.
00:32:35
Speaker
It's the no matter what club.
00:32:36
Speaker
It's not coaching.
00:32:38
Speaker
It's inspiration, accountability, and support.
00:32:41
Speaker
What job could you have would require a support group?
00:32:44
Speaker
You know what requires a support group?
00:32:46
Speaker
Knocking on doors.
00:32:48
Speaker
When you knock on doors, you need a support group.
00:32:50
Speaker
We have a support group.
00:32:52
Speaker
And it's funny.
00:32:52
Speaker
We call it, coincidentally, we call our support group inside of SunSolar Knockstars.
00:32:57
Speaker
And it's spelled differently than Danny's and Taylor's company.
00:33:01
Speaker
And they chose it themselves.
00:33:02
Speaker
When they chose it, I thought,
00:33:03
Speaker
That's going to be confusing because you got the other.
00:33:05
Speaker
But anyway, they wanted that name because it's a badass name, Knox Stars.
00:33:08
Speaker
Anyway, we have a support group.
00:33:10
Speaker
It's on Solar.
00:33:11
Speaker
MOD, Sales Academy, has a support group, live coaching every week, a morning meeting to accountability, support, inspiration, get your ass out of freaking bed.
00:33:19
Speaker
The rest of the grownups in the world, they're out of bed on the way to work at 7.15.
00:33:23
Speaker
How many freaking solar guys are out of bed dressed and in the process of already making money at 7.15 in the morning?
00:33:30
Speaker
You're not going to sell 2 million watts of solar if you're not already out of bed at 7.15 and probably still doing shit at 10.30 that night.
00:33:38
Speaker
So if you don't start at 7.15, you can't have that much of a day.
00:33:42
Speaker
And solar is not going to make this kind of money for the next 10 years.
00:33:45
Speaker
It's going to make this kind of money for the next several years.
00:33:48
Speaker
What's happening in this industry...
00:33:50
Speaker
gives people an ability to make some crazy income.
00:33:53
Speaker
You need to get that while the getting's
Preparing for Training Sessions
00:33:55
Speaker
good.
00:33:55
Speaker
So my advice to you is start at 7.15 in the morning.
00:33:58
Speaker
Be in your first meeting every single day at 7.15 in the morning.
00:34:03
Speaker
M.O.D.
00:34:03
Speaker
Sales Academy gives that meeting to people who are looking for it.
00:34:06
Speaker
And I'm there every day.
00:34:07
Speaker
That's why, you know, I don't care if anybody shows up.
00:34:09
Speaker
If one guy shows up when I turn the Zoom on, then me and him have a meeting at 7.15 in the morning.
00:34:13
Speaker
Guess who's going at 7.15 in the morning?
00:34:16
Speaker
Me.
00:34:16
Speaker
That's what's happening.
00:34:18
Speaker
That's what's up.
00:34:18
Speaker
Love that.
00:34:19
Speaker
And I can't believe, you know, that much time of yours, 67 bucks a month.
00:34:22
Speaker
I've been doing it every day for three years.
00:34:25
Speaker
Every day, every single day, I've been having that no matter what club every day.
00:34:30
Speaker
Yeah, I mean, that's like one or two percent of a solar deal probably to increase your income.
00:34:35
Speaker
It's made me so much money because of the fact that I'm somewhere every day at 715, that's money.
00:34:40
Speaker
Holding your feet to the fire.
00:34:41
Speaker
My feet.
00:34:42
Speaker
Come help me hold my feet to the fire.
00:34:44
Speaker
That's awesome.
00:34:45
Speaker
And so, Mike, last kind of couple questions here.
00:34:47
Speaker
You're training a team up in Idaho.
00:34:50
Speaker
Yeah.
00:34:50
Speaker
Tyler Grange, Idaho Home Solar.
00:34:52
Speaker
He's my circle homie.
00:34:53
Speaker
Okay.
00:34:53
Speaker
Let's go.
00:34:54
Speaker
And so what do you do?
00:34:55
Speaker
How do you, you know, prepare what you're going to speak about when you're consulting?
00:35:00
Speaker
Is it based on, like, what they need?
00:35:01
Speaker
Are you preparing stuff in advance?
00:35:03
Speaker
Or what's your...
00:35:04
Speaker
What's your process for getting ready to like?
00:35:06
Speaker
Well, it starts like today.
00:35:07
Speaker
How much time do I have?
00:35:09
Speaker
And then I got to cut it down to what I can fit into that amount of time.
00:35:13
Speaker
So I'm going to spend a good part of the day with Tyler's folks tomorrow.
00:35:17
Speaker
And that's going to let me touch on, you know, maybe 15 or 20 percent of the things that I like to share with somebody if they come to work for me.
00:35:24
Speaker
Right.
00:35:24
Speaker
So luckily for Tyler, luckily for his team, he's got the MOD Sales Academy for his entire team.
00:35:32
Speaker
And then I'm going to come.
00:35:32
Speaker
I'm going to hit the highlights of that tomorrow.
00:35:34
Speaker
We're going to dig a little deeper.
00:35:35
Speaker
So his team's already heard this once, twice, three times.
00:35:38
Speaker
So tomorrow I don't have to explain it to him.
00:35:40
Speaker
I just have to go deep.
00:35:41
Speaker
So it really depends.
00:35:42
Speaker
You know, what a sales guy has to do is, you know, read the room.
00:35:45
Speaker
Like some people ask me all the time, how long is a close, a solar close take?
00:35:49
Speaker
Yeah.
00:35:50
Speaker
And I said, well, you know, I don't know, somewhere between 45 minutes and five and a half hours.
00:35:55
Speaker
Like if they haven't asked you to leave and they haven't signed papers yet, you're not done.
00:35:59
Speaker
So you got to read the room.
00:36:01
Speaker
And, you know, if you were to ask me, Mike, my grandma needs some help.
00:36:05
Speaker
Would you come over and give her, you know, just take her for some exercise, walk around the block?
00:36:09
Speaker
I'd be like, dude, I would absolutely.
00:36:11
Speaker
How about Wednesday?
00:36:12
Speaker
I come walk your grandma around the.
00:36:14
Speaker
we get her a little exercise.
00:36:15
Speaker
And then you said to me, well, how long is that going to take?
00:36:17
Speaker
I'd be like, I don't know.
00:36:18
Speaker
How big is your block?
00:36:21
Speaker
What's your grandma like on a 50-yard dash?
00:36:23
Speaker
I'd be like, I'd have to show up, meet grandma, and she comes down the drive in a walker.
00:36:29
Speaker
Or she comes out with she got her tennis shoes on, she'll be like, let's go.
00:36:32
Speaker
I don't know that till I get there.
00:36:34
Speaker
I don't know that till I'm in the midst of it.
00:36:36
Speaker
So same thing in a training.
00:36:38
Speaker
It's all about where is that group?
00:36:40
Speaker
What are we going to talk about?
00:36:41
Speaker
My problem is they usually come after me with a hook.
00:36:44
Speaker
And they're dragging me off the stage.
00:36:46
Speaker
Like, dude, we said an hour, and it's an hour 45.
00:36:49
Speaker
We need you off the stage.
00:36:51
Speaker
Anyway, so that's a hard question to answer.
00:36:53
Speaker
The question is, what do we need to talk about?
00:36:55
Speaker
And then how much time do we have?
00:36:57
Speaker
Yeah, okay.
00:36:58
Speaker
No, I know different levels, difference.
00:37:00
Speaker
I mean, if they've been through your entire academy, I'm sure you're going to be going.
00:37:03
Speaker
Yeah, for me, it's a matter of cutting it down to what do we have time for.
00:37:06
Speaker
Yeah, okay.
MOD Sales Academy Courses Overview
00:37:07
Speaker
And then for those that do want to go get your program, can you give us just a preview, like maybe some of the topics it covers or things like that that would be super valuable?
00:37:18
Speaker
Maybe how you came up with some of the topics?
00:37:20
Speaker
It's four courses inside of the academy.
00:37:22
Speaker
The first course is the nine-figure mindset.
00:37:25
Speaker
And that addresses the chief problem that all the successful, knowledgeable, talented people have, which is you come into solar, you figure out how much money you make, and you start calibrating your effort to how much money you need.
00:37:37
Speaker
And I did the same thing.
00:37:38
Speaker
My partner, Val Barricade, had to come to me.
00:37:40
Speaker
I'd been there.
00:37:41
Speaker
They'd made me a partner because I sold a weird amount of solar in the first...
00:37:45
Speaker
three, four months, right?
00:37:46
Speaker
And they made me a partner in the company.
00:37:48
Speaker
Then I started like bringing home so much money, Marshall and I didn't know what to do with it.
00:37:51
Speaker
Like, I don't know, why don't you just wipe out that credit card and just wipe out that credit card.
00:37:55
Speaker
You know, 25 years in corporate America making a multiple six-figure income had landed me in the exalted spot of $40,000 in debt.
00:38:04
Speaker
Wow.
00:38:04
Speaker
So within a few months, Marshall and I had like paid off this 40K in debt.
00:38:07
Speaker
I don't know why we paid off the mortgage.
00:38:10
Speaker
Yeah.
00:38:10
Speaker
You know, then we're like, so
00:38:12
Speaker
And then as soon as I didn't have a bill, I didn't have a mortgage anymore, and all my bills and debt were all gone, all of a sudden I started to calibrate my effort.
00:38:19
Speaker
Now instead of 150 kilowatts a month, 200 kilowatts a month, I'm posting 40 kilowatts, 50 kilowatts.
00:38:24
Speaker
And dude, that's multiple $10,000 income.
00:38:28
Speaker
And I don't have any debt.
00:38:29
Speaker
I started to calibrate my effort to my needs.
00:38:32
Speaker
Right.
00:38:33
Speaker
And then I had my partners come to me and go, dude, this is not what we made you a partner for.
00:38:37
Speaker
We thought you were going to blow up the whole world.
00:38:39
Speaker
I'm like, we know you have the ability to blow up the world.
00:38:41
Speaker
What is this 40 kilowatt a month thing?
00:38:44
Speaker
And I had to take a hard look at myself.
00:38:47
Speaker
And I'd say, what is this really about?
00:38:48
Speaker
And then that coincided at the same time with the net metering deadline.
00:38:52
Speaker
I had to ask myself, we have this net metering deadline in Arizona in 2017.
00:38:55
Speaker
And if I can sell two or three of these a week,
00:39:00
Speaker
Will I be able to live with myself when I knew I could have sold two or three a day in this six-month period?
00:39:08
Speaker
Will I be able to live with myself?
00:39:10
Speaker
And that created a gear that I didn't know that I had.
00:39:14
Speaker
And then when I crashed on the other side of that gear and I'd added it up and somehow it was 2.5 million watts of solar, and Tiger's like going, dude, you need to do your math.
00:39:22
Speaker
People don't sell 2.5 million.
00:39:23
Speaker
I know.
00:39:24
Speaker
Well, it's a solar.
00:39:25
Speaker
I'm like, no, that's what happened.
00:39:26
Speaker
I'm like, okay, well, how do I keep doing that?
00:39:28
Speaker
You know, what's the answer to how to, and the answer is mindset.
00:39:32
Speaker
And I got super lucky at D2D Con that next year, Jeremy Andrus was speaking about mini habits.
00:39:38
Speaker
And he talked about, you want to get in shape, do one pushup a day.
00:39:40
Speaker
I'm like, all right, that's the stupidest fricking thing I've ever heard.
00:39:43
Speaker
But I saw guys like shaking their head like they knew about this one pushup thing.
00:39:45
Speaker
What was this one pushup thing?
00:39:47
Speaker
I ordered that book.
00:39:48
Speaker
It met me at home.
00:39:49
Speaker
That changed my life because I'm not a, I'm a lazy, undisciplined guy.
00:39:53
Speaker
I'm a lazy, undisciplined guy that looks like a workaholic, right?
00:39:57
Speaker
Because I'm reacting to the opportunity appropriately and I've overcome the
00:40:03
Speaker
The obstacles in my personality and my history, which is not good, and my upbringing, which is not a track for success.
00:40:12
Speaker
I don't have anything leading me to this kind of success.
00:40:16
Speaker
And yet, when I learned how to go from zero to one, and that's why I talk about that.
00:40:20
Speaker
The biggest distance on planet Earth is the distance between zero and one.
00:40:25
Speaker
Because what's in the way is inertia.
00:40:27
Speaker
And the nine-figure mindset in the academy is about getting out of being a victim.
00:40:33
Speaker
to inertia and to start to be the recipient, the beneficiary of momentum.
00:40:39
Speaker
And all of that happens between zero and one.
00:40:43
Speaker
But people talk about your why.
00:40:44
Speaker
That doesn't speak to me.
00:40:45
Speaker
I don't even know what is your why.
00:40:47
Speaker
I'm not listening well enough when speakers are on stage talking about stuff like that.
00:40:51
Speaker
You need to have, well, I don't know what that means.
00:40:53
Speaker
You know, but am I or am I not going to have enough money to be completely retired?
00:40:58
Speaker
A nine-figure mindset means I don't need any money to live exactly the way I want to live by the time I want to retire.
00:41:06
Speaker
For me, that's five years.
00:41:07
Speaker
If you follow me around and I look like my ass is on fire and I don't have any bills to pay, why is your ass on fire when you're a... Because I'm trying to create a nine-figure
Effective Sales Techniques and Strategies
00:41:16
Speaker
net worth.
00:41:16
Speaker
Right.
00:41:17
Speaker
I'm going to try to create a nine-figure exit out of the solar industry and retire by the time I'm 65.
00:41:23
Speaker
That's not a long time from now.
00:41:25
Speaker
Bradley was talking about on his podcast, why do guys get so productive in their 50s?
00:41:29
Speaker
And it's because you stop chasing skirts and you start chasing your legacy.
00:41:34
Speaker
You don't have all that other BS in the way.
00:41:37
Speaker
You're over your midlife crisis.
00:41:39
Speaker
So how can you acquire that mindset in your 20s?
00:41:43
Speaker
Right.
00:41:43
Speaker
And it's nothing I've made up.
00:41:44
Speaker
It's what I've learned from Steven guys at many habits, what I've learned.
00:41:48
Speaker
And the big, the big game changer is thinking grow rich and everybody talks about that work, that book.
00:41:52
Speaker
But in my academy, I teach you to use it as a textbook.
00:41:55
Speaker
That's awesome.
00:41:56
Speaker
Use it.
00:41:57
Speaker
What do I do this morning?
00:41:58
Speaker
And if you know that as a textbook and you think you've read Think and Grow Rich and you didn't have a mantra that you read this morning that had your chief main objective and what your net worth is going to be in three years and five years and ten years, then you're talking about reading Think and Grow Rich, but you did not treat it as a textbook.
00:42:13
Speaker
And so you've got to acquire a nine-figure mindset.
00:42:17
Speaker
That's course one.
00:42:18
Speaker
Course two is really about the doors.
00:42:22
Speaker
How do you overcome this vehemence, this cataclysmic response to the word no?
00:42:27
Speaker
How do you overcome that and start treating no as a revenue event and then turn that into a machine that provides you with exact, and what do you exactly do?
00:42:38
Speaker
say.
00:42:39
Speaker
From there, you got to move into the compelling presentation.
00:42:41
Speaker
If you get invited to the kitchen table and you're not lighting their ass on fire, if they're not saying to you, holy shit, how in the world do all my neighbors not have solar already?
00:42:50
Speaker
This is either not true or all my neighbors would have solar.
00:42:53
Speaker
Are you lying?
00:42:54
Speaker
What is going on here?
00:42:55
Speaker
Like you should be presenting information to people in a fashion where they're like, how do I not have solar yet?
00:43:00
Speaker
Yeah.
00:43:01
Speaker
You know, and so that's the compelling solar presentation.
00:43:05
Speaker
And almost everybody is selling it wrong.
00:43:07
Speaker
Everybody thinks they're going to show up and roll up like they do in California and say, oh, look, it's $167 a month cheaper.
00:43:14
Speaker
You should go solar.
00:43:15
Speaker
Yeah, I probably should.
00:43:16
Speaker
Sign here.
00:43:17
Speaker
In the rest of the country, we're rolling up going, look, it's $37 a month cheaper or it's $7 a month more.
00:43:23
Speaker
Dude, in my solar presentation,
00:43:26
Speaker
How much money solar is per month less than what you're paying whoever Edison is not part of my presentation.
00:43:33
Speaker
That isn't even a reason to go solar.
00:43:35
Speaker
Hopefully it's less.
00:43:36
Speaker
It's not less in every market.
00:43:38
Speaker
The answer to how much solar costs is one word.
00:43:41
Speaker
Less.
00:43:42
Speaker
And by the way, that has nothing to do with why you want to go solar.
00:43:45
Speaker
So you need to learn to teach people why they want to go solar.
00:43:48
Speaker
And it's got to be so compelling, like literally their ass is on fire.
00:43:52
Speaker
And then you're going to hear the next sentence come out of their mouth almost every single solitary time.
00:43:59
Speaker
This is awesome.
00:44:00
Speaker
I think, oh, whatever they just said that was embarrassing.
00:44:03
Speaker
Like they're going, oh my God, I said that in front of the salesman.
00:44:05
Speaker
Like I'm an idiot.
00:44:07
Speaker
I just showed the salesman that my ass is on fire interested in this product.
00:44:10
Speaker
That is not a good negotiating tactic.
00:44:12
Speaker
The next thing that comes out of their mouth is, are you going to email this to me?
00:44:17
Speaker
Yeah.
00:44:18
Speaker
And you know what that means, right?
00:44:19
Speaker
I want to buy this.
00:44:20
Speaker
Yeah.
00:44:21
Speaker
On a different day.
00:44:22
Speaker
Can you come back tomorrow morning so I can sign paperwork?
00:44:25
Speaker
Are you free Friday?
00:44:26
Speaker
Because you're my man.
00:44:27
Speaker
I'm going solar.
00:44:27
Speaker
Yeah.
00:44:28
Speaker
Now, I have to tell you, I didn't come up with...
00:44:30
Speaker
Most of this, this is not stuff I invented.
00:44:34
Speaker
I was lucky enough to walk into a solar sales office in 1983 that was being run by a bunch of guys who had sold aluminum siding for 30 years.
00:44:43
Speaker
You think Glengarry Glen Ross with Alec Baldwin's a good movie?
00:44:45
Speaker
Everybody watching this podcast right now should go find the movie Tin Men with Danny DeVito.
00:44:50
Speaker
Tin Men, okay.
00:44:51
Speaker
Tin Man with Danny DeVito, Rich and Dreyfus.
00:44:53
Speaker
Those guys are out knocking doors like the movies about them knocking on doors.
00:44:57
Speaker
They're in kitchen tables.
00:44:59
Speaker
They're sitting in living rooms talking to people.
00:45:01
Speaker
They're saying, can you come back on Friday?
00:45:03
Speaker
Those guys learned what to say when someone says, can you come back on Friday?
00:45:08
Speaker
So that they were doing paperwork in 15 minutes.
00:45:11
Speaker
And I learned it in 1983.
00:45:13
Speaker
And I went out and I went to my first deal.
00:45:16
Speaker
And they were on fire, interested.
00:45:18
Speaker
And then they said they wanted, could I come back?
00:45:19
Speaker
And then boom, I just pulled out that little song and dance they showed me how to do and they signed up 10 minutes later.
00:45:24
Speaker
I went to my next appointment, they did the same thing.
00:45:26
Speaker
I went to my, I sold three of these in one day.
00:45:29
Speaker
The very first day I started, just by doing what they did and telling me, saying what they told me to say.
00:45:34
Speaker
And it worked.
00:45:35
Speaker
Just from the movie, what they say?
00:45:37
Speaker
No, no, not the movie.
00:45:38
Speaker
The movie's about tin men.
00:45:39
Speaker
I actually sold solar by guys who were tin men.
00:45:42
Speaker
And they had started a solar company in 1980.
00:45:43
Speaker
And they showed me, A, how to get to the door.
00:45:46
Speaker
B, how to do a presentation that's so compelling that they make a fool of themselves.
00:45:50
Speaker
And then number three, what do you say when they say, can you come back tomorrow?
00:45:53
Speaker
So what do you say?
00:45:54
Speaker
Can you give us the word?
00:45:55
Speaker
Dude, it's literally a four-hour course because it starts before you get to the door.
00:45:59
Speaker
you're going to start building a frame.
00:46:01
Speaker
And really this frame that you're going to hang a door and then close the door becomes a corral.
00:46:07
Speaker
You're going to drive them into a corral.
00:46:09
Speaker
And when you tell them that I'll tell you, the title of that course is called I'm not coming back.
00:46:15
Speaker
Now, if you tell someone at the end of a presentation that I'm not coming back,
00:46:21
Speaker
So you need to buy today.
00:46:22
Speaker
They're going to throw your ass in the street.
00:46:24
Speaker
Right?
00:46:25
Speaker
You need to build a frame, hang the door so that when you say, I'm not coming back, they go, oh, that's right.
00:46:32
Speaker
I knew that.
00:46:34
Speaker
And you close the door and do paperwork.
00:46:35
Speaker
And it's that easy.
00:46:37
Speaker
If I had $100 in this bill clip for every single time, I would have bet the whole wad that this was not going to work.
00:46:47
Speaker
But do it anyway.
00:46:48
Speaker
There's the hammer, there's the nail.
00:46:51
Speaker
Can you come back Friday?
00:46:53
Speaker
There's the today only clothes.
00:46:55
Speaker
There's the hammer.
00:46:57
Speaker
There's the nail.
00:46:58
Speaker
There's the hammer.
00:46:59
Speaker
Sure, I'll come back on Friday.
00:47:02
Speaker
What is that?
00:47:03
Speaker
That's every salesman's instinct.
00:47:05
Speaker
It's my instinct.
00:47:07
Speaker
And it's the idea that you don't want to make it awkward.
00:47:10
Speaker
I don't want to confront their bullshit excuse.
00:47:14
Speaker
I don't want to actually do my job.
00:47:16
Speaker
When they say, are you going to email this to me?
00:47:18
Speaker
We finally arrived at the moment in time.
00:47:20
Speaker
Why we sent you to the house.
00:47:22
Speaker
Yeah, we could have done a YouTube presentation of Michael Donald talking about solar.
00:47:26
Speaker
It would have been better.
00:47:27
Speaker
Maybe.
00:47:27
Speaker
Right.
00:47:28
Speaker
But the reason we sent you to the house is because you have to help.
00:47:31
Speaker
We're going to their, we're invited to their kitchen table to help them.
00:47:35
Speaker
And what we're there to do is perform a service.
00:47:37
Speaker
We're there to help them with this one crucial issue.
00:47:41
Speaker
And that's to get over this objection that they want to do it tomorrow.
00:47:46
Speaker
Can you come back on Friday?
00:47:47
Speaker
That's the service.
00:47:49
Speaker
If you learn how to do that, then you'll be helping them and you'll be performing a service at the highest level.
00:47:55
Speaker
Yeah, well, that's the job of the closer, too.
00:47:56
Speaker
Anyone can go and tell them about solar.
00:47:58
Speaker
Anyone.
00:47:58
Speaker
Tell them it's going to save money.
00:47:59
Speaker
Solar sells itself.
00:48:00
Speaker
Yeah.
00:48:00
Speaker
We can send a YouTube video.
00:48:01
Speaker
I know.
00:48:02
Speaker
Really, we've arrived at the part of the program why we sent, you know, a heat-seeking missile with a supercomputer attached.
00:48:08
Speaker
Exactly.
00:48:09
Speaker
But we've got to teach the supercomputer what to say.
00:48:11
Speaker
We got the heat-seeking missile.
00:48:12
Speaker
You got to the table.
00:48:14
Speaker
Yeah.
00:48:14
Speaker
Now, is the supercomputer properly programmed to go from can you come tomorrow to doing paperwork in 10 or 15 minutes?
Themes of Persistence in 'No Matter What'
00:48:20
Speaker
That's the key.
00:48:20
Speaker
And that's called closing.
00:48:21
Speaker
Love that.
00:48:22
Speaker
So yeah, for our listeners, it's not all one magic word like Mike is saying.
00:48:26
Speaker
There's a series of steps you need to follow, and that's what he goes through in his program, in his course.
00:48:31
Speaker
And then as we wrap up here too, Mike, can you tell us just about your book that's being released too and maybe what the difference is between that?
00:48:38
Speaker
Like why should people get the book and the course?
00:48:40
Speaker
Any differences?
00:48:41
Speaker
Well, they should not get the book instead of the course because it's only 20 bucks.
00:48:44
Speaker
There's going to be a lot of this stuff that's going to be in the book.
00:48:48
Speaker
The book is called No Matter What, right?
00:48:50
Speaker
And it's basically, it's a, it's a story of my journey through my years where I thought I was being successful with golden handcuffs on how I made the transition to solar.
00:49:00
Speaker
And then how did I overcome my character defects that were keeping me?
00:49:04
Speaker
And the title, no matter what comes from what I heard, those, those guys that I met 30 years ago that were showed me how to sell solar.
00:49:10
Speaker
I met another group of guys 30 years ago that showed me how to not drink one day at a time.
00:49:13
Speaker
Right.
00:49:13
Speaker
Cause I was an, I am an alcoholic.
00:49:16
Speaker
And they had a real simple recipe.
00:49:19
Speaker
The recipe, you like here, you want to say, sir, here's the recipe.
00:49:23
Speaker
Here you go.
00:49:23
Speaker
Man, this is great chicken soup.
00:49:25
Speaker
I don't know how to make chicken soup.
00:49:26
Speaker
Oh, let me give you the recipe.
00:49:28
Speaker
Okay.
00:49:29
Speaker
So they gave me the recipe.
00:49:30
Speaker
They said, don't drink.
00:49:32
Speaker
and go to meetings.
00:49:33
Speaker
Go to meetings for 90 days.
00:49:35
Speaker
Every single day, go to meetings for 90 days and don't drink in between.
00:49:38
Speaker
That's the recipe.
00:49:40
Speaker
Sounds kind of silly and simple, but if you go to meetings every single day for 90 days and don't drink in between, you're going to end up sober 90 days.
00:49:48
Speaker
That's how you start.
00:49:49
Speaker
I've been sober 38 years.
00:49:50
Speaker
That's how it started.
00:49:52
Speaker
And I would call my sponsor and I would say, I can't go to a meeting today because, you know, my sister's graduating, blah, blah, blah, blah.
00:49:58
Speaker
I can't go to a meeting today because, you know, I've got this big thing.
00:50:01
Speaker
And I hear, dude, no matter what, go to a meeting today.
00:50:05
Speaker
There's meetings at midnight, eight in the morning, no matter what.
00:50:08
Speaker
Get your ass to a meeting.
00:50:10
Speaker
Even if your ass falls off.
00:50:12
Speaker
Pick your ass up, take it to a meeting.
00:50:15
Speaker
And that's what's helped me be successful in solar is that mentality.
00:50:18
Speaker
That's what the book is called.
00:50:19
Speaker
It's called No Matter What.
00:50:20
Speaker
Little asterisk there, even if your ass falls off.
00:50:23
Speaker
But it's the recipe.
00:50:24
Speaker
It's awesome.
00:50:25
Speaker
to a seven figure income in sales.
00:50:27
Speaker
Wow, love it.
00:50:28
Speaker
So where if they want to get your book, is it released yet?
00:50:32
Speaker
Yeah, they can go to the same website, mod sales academy.com and they can pre-order the book.
00:50:37
Speaker
It's $19.95.
00:50:37
Speaker
I'll be telling everybody the day it's coming out so they can help me become a bestseller on day one and stuff.
00:50:44
Speaker
And it's a great story.
00:50:45
Speaker
It's a great book.
00:50:46
Speaker
I wrote it.
00:50:47
Speaker
It's a real achievement milestone.
00:50:50
Speaker
That my coach, Michael Burt, said, you know, you want to be taken serious and get invited to speak on stages, then you better, you know, you better do some work.
00:50:56
Speaker
Yeah.
00:50:56
Speaker
So that's the work that I've done over the last year is to become an author.
00:50:59
Speaker
That, by the way, was one of the bullet points on my every single day think and grow rich mantra.
00:51:05
Speaker
One of them was to become a bestselling author.
00:51:08
Speaker
Wow.
00:51:09
Speaker
If you would have asked me to rank that on the odds that that would actually come true, I would have probably put a zero next to it.
00:51:14
Speaker
Like, I don't have any plans to really become an author.
00:51:16
Speaker
But vaguely, I would like to.
00:51:18
Speaker
By having the right coaching, to have Coach Bert on my team, giving me and putting the fire under my ass to do the work and get the coaching that I needed to make that happen, now it's a reality.
00:51:31
Speaker
That's awesome.
00:51:31
Speaker
Well, no, we want to congratulate you, Mike, and the awesome success you've had, and you're taking it to the next level by doing, you know, a program and a book, and I can't wait to see what's next coming up for you.
Encouraging Audience Participation
00:51:41
Speaker
So all our listeners, make sure you go support Mike.
00:51:43
Speaker
Let's make him a bestseller.
00:51:45
Speaker
I want to see that.
00:51:46
Speaker
March 1st, no matter what.
00:51:47
Speaker
New York Times bestseller.
00:51:48
Speaker
Let's go.
00:51:49
Speaker
Just go to modsalesacademy.com.
00:51:51
Speaker
We'll pre-register.
00:51:51
Speaker
We'll get you one now.
00:51:53
Speaker
Lots and lots of people at D2DCon signed up for a pre-book.
00:51:56
Speaker
Lots of folks signed up for the university, so
00:51:58
Speaker
I got a lot of work to do.
00:51:58
Speaker
Let's do it.
00:51:59
Speaker
We'll post all that in the show notes so you can go check it out.
00:52:02
Speaker
And then again, if you want to hear more about the mini habits and a lot of other things we went over, go back and listen to the first podcast we did.
00:52:09
Speaker
It's probably two years back or so.
00:52:11
Speaker
So go listen to that.
00:52:12
Speaker
He talks about mini habits.
00:52:13
Speaker
That's how you can get my phone number, by the way.
00:52:14
Speaker
Yeah.
00:52:15
Speaker
I have the same cell phone number.
00:52:17
Speaker
So there's the nugget.
00:52:18
Speaker
Go dig in through the old podcast and you'll get the Mike O'Donnell cell phone number.
00:52:23
Speaker
So he's not going to say it on this podcast, but he's going to make your work for it this time.
00:52:26
Speaker
So go get that.
00:52:28
Speaker
And then last couple of questions before we wrap up here, Mike, can we do just some rapid fire objections?
00:52:33
Speaker
Let's go.
00:52:33
Speaker
Just so people can, you know, get something tangible today.
00:52:36
Speaker
That sounds like that panel we had the other day.
00:52:37
Speaker
Okay, let's do it.
00:52:39
Speaker
All right.
00:52:39
Speaker
So, yeah, Mike, this all sounds great, but you know, we're moving.
00:52:42
Speaker
It might be like a year or two, so I don't know.
00:52:44
Speaker
It doesn't sound like we should do it if we're going to move soon.
00:52:47
Speaker
Yeah.
00:52:47
Speaker
So it sounds like you're moving someday.
00:52:49
Speaker
Yeah.
00:52:49
Speaker
Is your house listed yet?
00:52:50
Speaker
No, but... Okay.
00:52:51
Speaker
Well, and by the way, we're not talking
Handling Common Sales Objections
00:52:53
Speaker
about you going solar.
00:52:53
Speaker
We were just talking about you getting the information about going solar.
00:52:57
Speaker
There's a high probability that you're going to be handicapped selling your home in a year or two if it doesn't have solar.
00:53:04
Speaker
Most of the utilities around the country, particularly the one that I'm in, have an absolute ironclad limit to how many homes can go solar in a certain neighborhood.
00:53:13
Speaker
And if you wait too long, you're going to find out that they've reached that limit and you're not able to go solar.
00:53:19
Speaker
Selling your home in the Green New Deal.
00:53:21
Speaker
Right.
00:53:22
Speaker
In the midst of this unbelievable inflation that we're having and having a house that absolutely cannot go solar is going to be a huge problem.
00:53:30
Speaker
You may find yourself on a list of people who can't sell their home.
00:53:34
Speaker
None of that matters because we're not talking about you going solar.
00:53:36
Speaker
We're just talking about you getting the information so that you understand if this is a good move for you or not.
00:53:41
Speaker
Okay.
00:53:41
Speaker
Boom.
00:53:42
Speaker
Let's do it.
00:53:43
Speaker
Okay.
00:53:43
Speaker
How about, you know what, Mike, this sounds great, but we don't really want to go into debt.
00:53:49
Speaker
Sounds like it's a lot of debt to put on our home.
00:53:51
Speaker
Yeah.
00:53:51
Speaker
Yeah.
00:53:52
Speaker
We don't like the debt.
00:53:53
Speaker
Yeah.
00:53:53
Speaker
You know what?
00:53:54
Speaker
I don't know exactly how you feel.
00:53:55
Speaker
In fact, I'm a big Dave Ramsey fan, right?
00:53:57
Speaker
Oh, yeah.
00:53:58
Speaker
And let me tell you, my sister's a big Dave Ramsey fan.
00:54:01
Speaker
She didn't want to go solar either because she didn't want to take on the $40,000, $50,000 in debt.
00:54:05
Speaker
Let me tell you what she found out.
00:54:07
Speaker
She talked to her realtor, Rob, right?
00:54:10
Speaker
Another good friend of mine.
00:54:11
Speaker
Talked to him and found out that he had dozens and dozens of homes sold in the last year.
00:54:16
Speaker
Every single one of them sold just like that for a much higher
00:54:21
Speaker
more, you know, higher price, better deal.
00:54:23
Speaker
And she also found out that what she did not acquire was debt.
00:54:28
Speaker
When you go to Las Vegas and you spend $15,000 blowing money on whatever you blow money on in Las Vegas, you come home with $15,000 in debt.
00:54:37
Speaker
That means on your balance sheet, you have a big negative.
00:54:39
Speaker
And on the other side of your balance sheet, there's no positive.
00:54:42
Speaker
When you buy a home for $500,000, right, you have a big $500,000 mortgage, you're right, that is a negative, but that's not debt, especially if you were able to get the government, weirdly, to pay for the first $100,000, the first 26%, and the house is worth $650,000.
00:55:02
Speaker
Now your balance sheet isn't negative more, it's plus more.
00:55:05
Speaker
Why?
00:55:06
Speaker
Because you acquired equity, right?
00:55:09
Speaker
So we're not talking about acquiring debt.
00:55:11
Speaker
We're talking about acquiring equity.
00:55:13
Speaker
When somebody goes solar, yes, there's a loan and that's a negative, but on the other side of their balance sheet, there's a plus.
00:55:19
Speaker
And the plus is 26% higher than the negative.
00:55:23
Speaker
The day they go solar, their net worth and their equity goes up by 26% of the cost of the solar.
00:55:30
Speaker
They just became that much more wealthy.
00:55:33
Speaker
That's how rich people get wealthy.
00:55:35
Speaker
They use other people's money at a low interest rate.
00:55:39
Speaker
They service the debt with money they were going to have to spend anyway, i.e.
00:55:44
Speaker
if you were buying a house versus renting a house.
00:55:47
Speaker
You had a $2,000 mortgage or a $2,000 rent.
00:55:51
Speaker
Should you not buy a house because you don't want the debt?
00:55:54
Speaker
Dude, that's stupid.
00:55:55
Speaker
Like literally and actually stupid to pay a $2,000 rent when you could have paid a $2,000 mortgage for the same house.
00:56:02
Speaker
Because over here, you were acquiring equity and appreciation and wealth.
00:56:08
Speaker
Over here, you had an expense and you did have...
00:56:12
Speaker
You know, the debt is you're going to have to do this every day for the rest of your life with no asset, nothing on the other side of the balance sheet.
00:56:19
Speaker
I would argue that if you don't go solar, you're going to have all the negatives and none of the positives.
00:56:25
Speaker
That's debt.
00:56:26
Speaker
Hmm.
00:56:27
Speaker
Boom.
00:56:27
Speaker
Where do I sign?
00:56:28
Speaker
Right here.
00:56:29
Speaker
Let's go.
00:56:30
Speaker
Love it.
Closing Thoughts on Learning and Development
00:56:31
Speaker
Well, Mike, thanks for coming on the show today.
00:56:33
Speaker
I know we've got to let you get up to Idaho here.
00:56:36
Speaker
We've got to get on that stage first.
00:56:38
Speaker
You and I jump up there and talk to the Knox Star University guys investing in their future today.
00:56:43
Speaker
It's going to be fun to say hello to them and get to say a few words.
00:56:46
Speaker
Danny Pesce and Taylor are just doing a spectacular job of teaching people how to
00:56:52
Speaker
get their game on in the door-to-door world and in the solar world.
00:56:55
Speaker
It's going to be an awesome event.
00:56:57
Speaker
So guys, make sure you invest in yourself and one of the best ways to do that is go get Michael's program, go get his book and again make sure you shoot him a message, let him know you appreciated him coming on the show today and third time, this is the first guest we've had on three times.
00:57:12
Speaker
Well I'm the first one to get a Golden Door Award five years in a row so I don't mind being the first one.
00:57:17
Speaker
By the way, I'm going to be the first speaker at the very first solar
00:57:21
Speaker
in April this year.
00:57:22
Speaker
I'm looking forward to that.
00:57:23
Speaker
I'll probably see you there.
00:57:25
Speaker
And hopefully I'll see a bunch of you there as well.
00:57:27
Speaker
Yep.
00:57:28
Speaker
So we'll see you guys there.
00:57:29
Speaker
Go grab your tickets for that.
00:57:30
Speaker
Me and Mike will be speaking at that event.
00:57:33
Speaker
So we'll see you guys there.
00:57:34
Speaker
And Mike, thanks again for coming on the show.
00:57:37
Speaker
Hey, solopreneurs, quick question.
00:57:39
Speaker
What if you could surround yourself with the industry's top performing sales pros, marketers, and CEOs and learn from their experience and wisdom in less than 20 minutes a day.
00:57:49
Speaker
For the last three years, I've been placed in the fortunate position to interview dozens of elite level solar professionals and learn exactly what they do behind closed doors to build their solar careers to an all-star level.
00:58:01
Speaker
That's why I want to make a truly special announcement about the new learning community exclusively for solar professionals to learn, compete, and win with top performers in the industry.
00:58:12
Speaker
And it's called Solcitee.
00:58:14
Speaker
This learning community was designed from the ground up to level the playing field and give Solar Pros access to proven mentors who want to give back to this community and help you or your team to be held accountable by the industry's brightest minds for, are you ready for it, less than $3.45 a day.
00:58:33
Speaker
Currently, SoulCity is open, launched, and ready to be enrolled.
00:58:39
Speaker
So go to SoulCity.co to learn more and join the learning experience now.
00:58:47
Speaker
This is exclusively for solopreneur listeners, so be sure to go to SoulCity.co and join.
00:58:54
Speaker
We'll see you on the inside.