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This Coach is Getting Insane Results (without knowing d2d sales) - Mike Szczesniak
55 Plays4 years ago
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Thanks to our friends at Pi Syndicate for sponsoring this episode!
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Speaker 1 (00:02):
Welcome to the Solarpreneur podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong and I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fail. I teach you to avoid the mistakes I made and bringing the top solar dogs, the industry to let you in on the secrets of generating more leads, falling up like a pro and closing more deals. What is a Solarpreneur you might ask a Solarpreneur is a new breed of solar pro that is willing to do whatever it takes to achieve mastery and you are about to become one.
Speaker 2 (00:42):
What's going on. So premiers today, we have a very special episode coming. We are here alive with my friend, a high performance coach, Mike and I just double checked his last name before we started the call. It's Mike Szczesniak. Mike, thanks for hopping on the podcast here with us today.
Speaker 3 (00:59):
Taylor, thanks for having me brother looking forward to this. Yeah.
Speaker 2 (01:02):
And then yeah, it's been a, a little bit common here. Mike, I know you've been helping out a ton of reps and managers, all types of people in the solar industry, and it's been pretty crazy just hearing your results. You know, we have a mutual friend, Mikey Lucas, I know you've helped him out a ton. He was on the podcast and was just raving about you, how you've been able to just help reps turn it around and achieve, you know, and seen results. And what's even more cool about it is we were just talking before this you've have you even knocked a door yourself, Mike, have you even done door to door yourself?
Speaker 3 (01:35):
Not to sell anything? Which is like, I, I gotta be really careful. I like M and M eight mile this thing, like, I, I don't claim to be a door to door sales guy. I just claim to know how to help. 'em Make a lot more money than they're currently making . Right. So but yeah, Mikey's the reason that we got into this space, which I'm sure we'll dive into, but yeah. Yeah, I've been in sales my whole life, right. Starting in eighth grade. My first job was selling retail. I built like started my first comp for anyone watching the video, like these duct tape wallets in fifth grade. So like I've been selling my whole life. But yeah, not door to door. So like can't even compare I sell on zoom and on the phone. So my job's way easier than y'all, but our systems sell really expensive problems for our clients. So
Speaker 2 (02:24):
Yeah. Well, that's awesome. I think it just goes to show for me, like you don't have to be like you don't have to be a master door to door guide and be able to coach people. And I know we'll get into that more, but I think a lot of what you do is help guys turn their mindsets around and just really achieve the right kind of mindset they need out on the doors, out closing deals. And that just was the show. I think that's probably, you know, 80% of the game is just getting your mind right. And getting all the thing that's happening above right as you go out there. But no. So we'll dive into all that and excited to kind of hear about your background, Mike, he has a podcast he's been coaching. How long have you had your coaching business going on now? Mike?
Speaker 3 (03:04):
Geez. Four or five years. And working with door to door specifically. I mean we niche fully into door to door during COVID. So I guess that's like year and a half come on two, two years or so that
Recommended
Transcript
Introduction to Solarpreneur Podcast
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
00:00:08
Speaker
My name is Taylor Armstrong.
00:00:10
Speaker
I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
00:00:19
Speaker
I teach you how to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro, and closing more deals.
Impact of High-Performance Coaching
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.
00:00:42
Speaker
What's going on, solopreneurs?
00:00:43
Speaker
Today, we have a very special episode coming.
00:00:46
Speaker
We are here live with my friend, a high-performance coach, Mike, and I just double-checked his last name before we started the call.
00:00:54
Speaker
It's Mike Sesniak.
00:00:56
Speaker
Mike, thanks for hopping on the podcast here with us today.
00:00:59
Speaker
Taylor, thanks for having me, brother.
00:01:00
Speaker
Looking forward to this.
00:01:01
Speaker
Yeah.
00:01:02
Speaker
And then, yeah, it's been a little bit coming here.
00:01:06
Speaker
Mike, I know you've been helping out a ton of reps and managers, all types of people in the solar industry.
00:01:12
Speaker
And it's been pretty crazy just hearing your results.
00:01:14
Speaker
You know, we have a mutual friend, Mikey Lucas.
00:01:17
Speaker
I know you've helped him
Effective Coaching Without Direct Experience
00:01:18
Speaker
out a ton.
00:01:18
Speaker
He was on the podcast.
00:01:20
Speaker
And I was just raving about you, how you've been able to just help reps turn it around and achieve, you know, and seeing results.
00:01:27
Speaker
And what's even more cool about it is we were just talking before this, you, have you even knocked a door yourself, Mike?
00:01:33
Speaker
Have you even done door to door yourself?
00:01:35
Speaker
Not to sell anything.
00:01:37
Speaker
which is like, I gotta be really careful.
00:01:40
Speaker
I like Eminem eight mile this thing.
00:01:42
Speaker
Like I don't claim to be a door to door sales guy.
00:01:45
Speaker
I just claim to know how to help them make a lot more money than they're currently making.
00:01:49
Speaker
Right.
00:01:50
Speaker
So, but yeah, Mikey's the reason that we got into this space, which I'm sure we'll dive into, but yeah, I've been in sales my whole life.
00:01:58
Speaker
right?
00:01:58
Speaker
Starting in eighth grade, my first job was selling retail.
00:02:01
Speaker
I built, I like started my first company for anyone watching the video, like these duct tape wallets in fifth grade.
00:02:08
Speaker
So like I've been selling my whole life.
00:02:10
Speaker
Um, but yeah, not door to door.
00:02:14
Speaker
So like, can't even compare.
00:02:15
Speaker
I sell on zoom and on the phone.
00:02:17
Speaker
So my job's way easier than y'all, but our systems sell really expensive problems for our clients.
00:02:23
Speaker
So
00:02:24
Speaker
Yeah.
00:02:24
Speaker
Well, that's awesome.
00:02:25
Speaker
I think it just goes to show for me, like you don't have to be, um, like you don't have to be a master door to door guy to be able to coach people.
From Corporate Life to Coaching
00:02:33
Speaker
And I know we'll get into that more, but I think a lot of what you do is help guys turn their mindsets around and just really achieve the right kind of mindset they need out on the doors, out closing deals.
00:02:43
Speaker
And that just goes to show.
00:02:45
Speaker
I think that's probably, you know, 80% of the game is just getting your mind right and getting all the thing that's happening above, um, right.
00:02:52
Speaker
As you go out there.
00:02:54
Speaker
But no, so we'll dive into all that and excited to kind of hear about your background, Mike.
00:02:58
Speaker
He has a podcast.
00:02:59
Speaker
He's been coaching.
00:03:00
Speaker
How long have you had your coaching business going on now, Mike?
00:03:04
Speaker
Geez, four or five years and working with Door to Door specifically.
00:03:10
Speaker
I mean, we niched fully into Door to Door during COVID.
00:03:15
Speaker
So I guess that's like a year and a half coming on two years or so that we've been working with Door to Door though.
00:03:23
Speaker
Okay, right on.
00:03:25
Speaker
So yeah, incredible results you've achieved for people.
00:03:27
Speaker
And I mean, with a last name like that, how could you not be a coach?
00:03:30
Speaker
I keep thinking of, you know, Duke's coach, Mike.
00:03:34
Speaker
Yeah, Coach K. I keep looking at your name.
00:03:40
Speaker
So you guys must be something in the water there with coaching.
00:03:45
Speaker
That's awesome.
00:03:46
Speaker
100%.
00:03:46
Speaker
Yeah.
00:03:47
Speaker
But so Mike, let's get into, yeah, I want to hear kind of how you transitioned specifically in the door-to-door space, why you got
Overcoming Anxiety and Boosting Productivity
00:03:53
Speaker
into coaching.
00:03:53
Speaker
I know you have a cool story with your anxieties and all that.
00:03:56
Speaker
So can you give us some of your background and how you got into all the whole coaching side of things that you're doing?
00:04:01
Speaker
Yeah, totally.
00:04:02
Speaker
So like I mentioned, I've been in sales my whole life, spent about a decade in the retail space from eighth grade through the beginning of my software career, because the beginning of my software career was unpaid training.
00:04:14
Speaker
I spent seven years in corporate as a software engineer.
00:04:20
Speaker
Once I graduated college, I went straight down to Wall Street and wrote code for a living for seven years.
00:04:24
Speaker
And I use all of that money to pump into myself, my businesses, mentors, masterminds, coaches, whatever I could do, right?
00:04:32
Speaker
Like I wanted to grow.
00:04:35
Speaker
And a large reason that was just the people I had surrounded myself with, like,
00:04:39
Speaker
You know, I started three companies while I was in corporate.
00:04:41
Speaker
The first was in the network marketing space.
00:04:44
Speaker
Second was an e-com and drop shipping.
00:04:46
Speaker
And third was finally coaching and consulting.
00:04:48
Speaker
So I learned a ton in the first two, surrounded myself with badass humans that really preach personal development.
00:04:55
Speaker
They preached investing in yourself.
00:04:57
Speaker
And I learned pretty quickly that I needed to deploy the money that I was earning in software engineering.
00:05:03
Speaker
Cause you make pretty good money over there from a salary perspective.
00:05:07
Speaker
It's pretty much like as close to F you money as you'll get outside of commission sales or business owners or whatever.
00:05:15
Speaker
So I knew that I had to deploy that.
00:05:17
Speaker
And like you mentioned, during that process, I was really quickly figuring out what anxiety and debilitating panic attacks were and
00:05:27
Speaker
Wouldn't wish that on my most mortal enemy.
00:05:30
Speaker
Um, but this is at a time where like in corporate on the outside, everything looked great, right?
00:05:35
Speaker
Like every year was big pay raise, big promotion, like very linear climb in corporate America.
00:05:41
Speaker
And I was like the youngest senior engineer on my team.
00:05:43
Speaker
I had the six figure salary.
00:05:45
Speaker
I had the luxury apartment on the upper east side of Manhattan with the fountains outside the doorman, the fountains inside, like, by the way, only did that because my roommate had connections.
00:05:55
Speaker
Right.
00:05:56
Speaker
But like all this stuff that we're supposed to want, right.
00:05:58
Speaker
Like the vanity stuff.
00:06:00
Speaker
And behind closed doors, it was like nothing even close.
00:06:05
Speaker
Like it was completely in shambles because I was experiencing that.
00:06:09
Speaker
And I bring that up because after a year and a half of this journey,
Reverse Engineering Anxiety
00:06:14
Speaker
right?
00:06:14
Speaker
Like my first panic attack was January 1st, 2014.
00:06:19
Speaker
which kind of tells you about the mental side of this whole thing, right?
00:06:22
Speaker
The new year, granted, of course, you're a little hungover that day.
00:06:25
Speaker
I was like a single 93 year old dude living in Manhattan, right?
00:06:29
Speaker
But, you know, from that moment,
00:06:33
Speaker
It was a year and a half journey of, you know, going to the doctors, getting my chest x-ray, doing breathing tests.
00:06:40
Speaker
Like I legitimately thought it was a physiological issue.
00:06:43
Speaker
I had no idea what any of this stuff was like.
00:06:46
Speaker
Never heard of anybody going through it and no one in my personal life could relate to it.
00:06:52
Speaker
Right.
00:06:53
Speaker
So like I thought my lungs straight up didn't work.
00:06:57
Speaker
And I'm grateful that I found out, like I basically self-diagnosed it afterwards.
00:07:02
Speaker
I'm like this, I started hearing like anxiety and like, this kind of sounds like what it is.
00:07:05
Speaker
I started doing research and I say I'm grateful because then they would have probably just tried to push a bunch of pharmaceuticals into me, which I proved I didn't need.
00:07:14
Speaker
With disrespect, that's just not a route I would have wanted to go for me personally.
00:07:19
Speaker
And yeah,
00:07:21
Speaker
After that year and a half journey of being the engineering nerd that I am, I had to like reverse engineer what was going on.
00:07:27
Speaker
Like what was happening in the attacks?
00:07:29
Speaker
Why was I going through what I was going through?
00:07:32
Speaker
And what I found, Taylor, was 100% of the attacks happened in a moment where I felt guilty for not working.
00:07:41
Speaker
Mm-hmm.
00:07:42
Speaker
Right.
00:07:42
Speaker
Because back then, remember, I was doing the whole I was selling 40 to 60 hours of my week to the corporation that I was working at.
00:07:50
Speaker
And then I would do the whole five to seven a.m., seven to 11 p.m.
00:07:53
Speaker
side hustle.
00:07:54
Speaker
Right.
00:07:55
Speaker
Like I very much fell into the toxic hustle mindset and like that that culture.
00:08:00
Speaker
And.
00:08:02
Speaker
It worked for me until it didn't.
00:08:04
Speaker
And I was starting to figure out how and when and why it didn't.
00:08:09
Speaker
Right.
00:08:10
Speaker
So what that made me realize, like, okay, cool.
00:08:13
Speaker
Well, how can I not feel so guilty?
00:08:16
Speaker
I realized if I was able to show up more powerfully when I was working and pair it with a little bit of a healthier mindset, I might not feel so shitty when I wasn't working.
00:08:27
Speaker
Right.
Coaching Philosophy and Mindset
00:08:28
Speaker
And ultimately I realized I had no idea what it meant to be productive.
00:08:31
Speaker
Like no idea.
00:08:32
Speaker
I thought I did, but I was very quickly realizing that like doing things doesn't matter if the things you're doing don't matter.
00:08:42
Speaker
So I like to say that kind of like cracked the door open because productivity is just a small subset of the work that we do with our clients.
00:08:50
Speaker
Right.
00:08:50
Speaker
For me, it will always be my baby.
00:08:52
Speaker
I joke that it was like my gateway drug to high performance.
00:08:55
Speaker
Right.
00:08:55
Speaker
Because it cracked that door open.
00:08:57
Speaker
But it wasn't for a couple more years.
00:09:00
Speaker
I met some of the leading coaches in the world and like really kicked that door through and started coaching on my own.
00:09:07
Speaker
But that started it.
00:09:08
Speaker
So, you know, this company that is the results engine, it started as a side hustle, like I mentioned, it's the third company that I had started and built it as a side hustle for a year and a half, then finally got to a point where I was like, screw it, I dove off the cliff, figured out how to fly.
00:09:24
Speaker
That was two and a half, like three years.
00:09:28
Speaker
I don't even know how many years.
00:09:29
Speaker
I feel like time's moving faster now and it's like COVID era.
00:09:33
Speaker
But that was probably about three years or so ago.
00:09:37
Speaker
And we've been running the business for about four or five years.
00:09:39
Speaker
So yeah, a little bit of a ramble, but hopefully that answers your question.
00:09:44
Speaker
Yeah, no, that's cool.
00:09:45
Speaker
Yeah, it's interesting because most engineers I know, they want nothing to do with that, you know, like personal development stuff, hiring coaches.
00:09:52
Speaker
I've never heard of like an engineer.
00:09:54
Speaker
Usually they, you know, no offense.
00:09:55
Speaker
Usually they just think they know everything and there's like no coaching to be had that I've seen.
00:10:00
Speaker
To be honest, it's like,
00:10:04
Speaker
the fact that like I could communicate, like I don't resonate with engineers as much, right?
00:10:09
Speaker
Like I think like one, but I definitely did not fit there.
00:10:13
Speaker
Right.
00:10:14
Speaker
So that almost was like to a benefit because I was like, okay, well I can actually communicate the work we're doing.
00:10:20
Speaker
And I use that.
00:10:20
Speaker
I was pretty average.
00:10:22
Speaker
I was like, I was a good engineer, but I wasn't like,
00:10:25
Speaker
I wasn't the best.
00:10:25
Speaker
I wasn't any of that.
00:10:27
Speaker
I excelled because I could communicate and people liked working with me.
00:10:30
Speaker
Right.
00:10:31
Speaker
So I just used that to get where I wanted to go.
00:10:34
Speaker
So you had the skillset that probably most engineers don't have.
00:10:37
Speaker
You're good at the engineering and the talking part of it and stuff.
00:10:42
Speaker
That's cool.
00:10:43
Speaker
And so, yeah, were you, so it sounds like your anxiety, it was caused by, you were saying it was just caused by not like, you felt like you weren't working enough type thing or was that the cause of it or how, what was the cause of all the anxiety exactly?
00:10:56
Speaker
I mean, it was just like, I had very high goals and very high expectations for myself, which I'm sure a lot of people listening to this can relate to.
00:11:04
Speaker
Yeah.
00:11:06
Speaker
But I didn't know how to navigate it.
00:11:07
Speaker
I didn't know how to work in alignment with those things.
00:11:09
Speaker
And I didn't know how to manage my thoughts around it.
00:11:12
Speaker
So I kind of had to learn a lot of that.
00:11:16
Speaker
It started with, you know, it started with navigating my time
Niche Coaching in Door-to-Door Solar Industry
00:11:19
Speaker
effectively, showing up powerfully when I was working, right?
00:11:21
Speaker
Actually being productive, learning what that really meant.
00:11:24
Speaker
Not busy, but productive.
00:11:26
Speaker
Yeah.
00:11:27
Speaker
And then it led to a really long journey of, you know, figuring out how to navigate my thoughts, learning what meditation was doing personal development.
00:11:38
Speaker
I hate the word realistic, but like understanding how to like manage that balance between ring being realistic and being completely unrealistic when it came to those really high goals and expectations and like marrying those two together.
00:11:55
Speaker
But it was always work related.
00:11:56
Speaker
It was like, I just want to be more, do more and have more, which I think a lot of high performers can relate to.
00:12:01
Speaker
I just didn't know how to get there effectively.
00:12:03
Speaker
And I had to go on a journey to figure that out.
00:12:06
Speaker
That's awesome.
00:12:06
Speaker
It's cool to hear because as I'm sure you've seen too, Mike, a lot of people in this industry struggle with, I think, anxiety, addictions, just different stuff going on.
00:12:15
Speaker
You know, a lot of us sales guys, we have ADD and I know there's a lot of like mental disorders in the space, stuff like that.
00:12:21
Speaker
Yeah.
00:12:22
Speaker
So it's cool to hear guys that have gone through this.
00:12:24
Speaker
Yeah, one of my best friends in the industry, he had struggled a ton with anxiety.
00:12:29
Speaker
And I don't know if he figured out some of this stuff.
00:12:31
Speaker
I remember I went to his wedding and he had so much anxiety the day of his wedding.
00:12:35
Speaker
It took him.
00:12:36
Speaker
We sat there for the ceremony.
00:12:38
Speaker
We sat there like two and a half, three hours before he even showed up.
00:12:42
Speaker
Just because he was literally in the bathroom, just like puking because he's like so nervous.
00:12:46
Speaker
Probably going through a panic attack.
00:12:49
Speaker
Yeah.
00:12:50
Speaker
I don't understand this stuff, but to me at the time, I'm like, man, come on.
00:12:54
Speaker
It's not that big of a deal.
00:12:55
Speaker
Just get out there.
00:12:55
Speaker
You're making a sit here for three hours.
00:13:01
Speaker
It's always tough because if you haven't experienced it, you can't relate to it.
00:13:12
Speaker
It's like what triggers my anxiety might have nothing to do with you and vice versa to your buddy.
00:13:17
Speaker
Like what triggers his anxiety might have zero effect on me.
00:13:20
Speaker
The part I didn't share about that January 1st, 2014 is while I was in the middle of that attack, I picked up my phone and I called my mom.
00:13:29
Speaker
Because you like, you want some connection in that moment.
00:13:32
Speaker
And I literally press mute on the phone because I was head deep in a toilet puke, my brain's out.
00:13:37
Speaker
And I like, I didn't want to freak her out.
00:13:39
Speaker
I pressed mute because I didn't want to freak her out more than my tonality already clearly was freaking her out.
00:13:44
Speaker
Right.
00:13:45
Speaker
Because like my roommate was out of town.
00:13:46
Speaker
It was New Year's Day.
00:13:47
Speaker
So he always went up to Vermont on a ski trip or whatever.
00:13:51
Speaker
And like,
00:13:52
Speaker
Dude, I was like chilling on New Year's Day.
00:13:54
Speaker
Like, what do I have to really freak out about?
00:13:57
Speaker
Like, I was 23 years old.
00:13:59
Speaker
I was a mid-level engineer already making a ton of money.
00:14:02
Speaker
Beautiful apartment.
00:14:03
Speaker
Just watching Captain Phillips.
00:14:05
Speaker
Like, it's supposed to just be lounging, right?
00:14:08
Speaker
Like, on the surface, it doesn't make any sense, right?
00:14:13
Speaker
But your body doesn't agree.
00:14:15
Speaker
And, yeah, I wouldn't wish on anybody else.
00:14:21
Speaker
I don't think you cure it either, but I think you just learn to navigate it a little bit better.
00:14:27
Speaker
Yeah, no doubt.
00:14:28
Speaker
And so for you, was it working with like, you mentioned like your schedule, things like that.
00:14:32
Speaker
Was it like therapy that helped you or was it like working with coaches or was there any one thing or was it a combination of all that that kind of helped you get through all that?
00:14:40
Speaker
Yeah, combination of all of it.
00:14:42
Speaker
I've never personally done therapy.
00:14:43
Speaker
I'm a huge advocate of it.
00:14:45
Speaker
I've heard it's amazing and I believe that it's a great bit of work and I love to see that the stigma is being chipped away at it.
00:14:53
Speaker
Yeah.
00:14:55
Speaker
because it's not a weakness it's like it's a tool and a lot of my most powerful like most successful friends like use it religiously as a tool to continue to grow for me it was just like this ep like i think it's epic like personal development journey just consuming everything that i could learning how i navigated learning what was most important to me and also just graduating through seasons of my life um
00:15:22
Speaker
And as I did that, as I started getting connected with systems that you're like building out systems that worked for me and then getting connected with the science of why it worked.
00:15:34
Speaker
Right.
00:15:34
Speaker
Again, being the nerd that I am, I need to understand why what we do works.
00:15:41
Speaker
that was really, I kind of just dumb lucked my way into it.
00:15:44
Speaker
Right.
00:15:45
Speaker
It was just like catching pieces in every, every position.
00:15:48
Speaker
And obviously I had my own coaches and mentors throughout that process, like still have my own coaches, still member of multiple, you know, high level masterminds.
00:15:59
Speaker
So I'm a massive, massive advocate for those things, but it was kind of like this eclectic journey, I guess.
00:16:07
Speaker
Like you can't really put a, put your finger on like why,
00:16:11
Speaker
Something happened.
00:16:12
Speaker
Yeah.
00:16:13
Speaker
You know, at least I've struggled too.
00:16:14
Speaker
So yeah, it's kind of, yes, like all of the above minus therapy, but I'm sure I'll have that at some point in my life too.
00:16:22
Speaker
Yeah.
00:16:23
Speaker
That's awesome.
00:16:24
Speaker
Now I think that's important for our listeners to hear you guys that, you know, do struggle with that.
00:16:29
Speaker
But yeah, I guess just to kind of transition, I know we don't have a ton of time here, Mike.
00:16:33
Speaker
So you've been coaching and I know you talked how you decided to transition in the door-to-door.
00:16:38
Speaker
Can you tell us why did you decide to kind of niche down into the solar space?
00:16:44
Speaker
Are all your clients right now, are they in solar?
00:16:47
Speaker
Yeah.
00:16:49
Speaker
Right now, all but one R. The short answer to this question is Mikey Lucas.
00:16:55
Speaker
But the longer answer is, so when we got into the coaching space, I was very passionate about serving millennials.
00:17:03
Speaker
I felt that we were a very misunderstood generation.
00:17:05
Speaker
I was working with a lot of older
00:17:07
Speaker
people in corporate and I felt like we were just misunderstood.
00:17:10
Speaker
So I was really passionate about people serving, serving people in my age demo.
00:17:14
Speaker
But I also understood that most people didn't think like me and most people were not willing to invest in themselves at the level that I was.
00:17:22
Speaker
They weren't willing to get that uncomfortable.
00:17:24
Speaker
So I feel like I navigated towards working with commission sales and, and, um, small business owners.
Client Success Stories and Sales Strategies
00:17:31
Speaker
because I knew that if I could at least loosely associate a dollar sign with the promise, not making income claims, but associate the work we would do to an increase in sales or an increase in revenue, then it would be easier for me to paint that picture and get paid what I was worth.
00:17:47
Speaker
So that's where we started.
00:17:49
Speaker
And when we started working with Mikey, him and I met through one of these masterminds.
00:17:55
Speaker
He saw me speak
00:17:57
Speaker
And he came up to me afterwards.
00:17:58
Speaker
He had just joined the mastermind.
00:18:00
Speaker
I had been there for a year and a half or so, two years.
00:18:03
Speaker
And, um,
00:18:05
Speaker
He came up, introduced himself.
00:18:06
Speaker
He's like, dude, I need your help.
00:18:07
Speaker
And transparently, this was my introduction to door-to-door sales.
00:18:11
Speaker
Like I'm from New York.
00:18:12
Speaker
No one's knocking my door, right?
00:18:14
Speaker
Like I always joke, like I think Vivint has one office in all of my county in New York.
00:18:21
Speaker
And other than that, it's pest control teams that get sent out to the Hamptons and Long Island on the summers, right?
00:18:27
Speaker
So I was very foreign to the concept, but, you know, Mikey was like, hey, I sell solar.
00:18:34
Speaker
I knock doors.
00:18:34
Speaker
I'm like,
00:18:35
Speaker
Okay, that's weird, but like, cool, let's talk about what it would look like to work together.
00:18:41
Speaker
So we got to work.
00:18:43
Speaker
He got stupid results and I was like, is this a fluke?
00:18:46
Speaker
Like what's going on here?
00:18:48
Speaker
Because no other, we've worked with sales pros in countless industries and nothing compares to solar, right?
00:18:53
Speaker
Nothing from an earning potential and also an opportunity for impact, right?
00:18:58
Speaker
And like doing really good stuff in the world.
00:19:00
Speaker
Yeah.
00:19:02
Speaker
And I don't think people outside of sales realize how important that is to salespeople.
00:19:07
Speaker
Right.
00:19:07
Speaker
But that's another conversation.
00:19:09
Speaker
Um, so Mikey being Mikey kept trying to get me to fire all my other clients and only work with door to door industry, specifically his team.
00:19:17
Speaker
Right.
00:19:18
Speaker
And I told him to kick rocks.
00:19:19
Speaker
I'm like, go away, bro.
00:19:20
Speaker
Like, let's just keep making sure that you keep getting results that you're getting.
00:19:24
Speaker
Right.
00:19:26
Speaker
So slowly but surely, he started moving some of his guys into our program.
00:19:29
Speaker
And we started working with a bunch of them.
00:19:32
Speaker
They got great results as well.
00:19:34
Speaker
And then COVID hit.
00:19:36
Speaker
And when COVID hit, you know, at that point, we had
00:19:40
Speaker
I don't remember exactly which industries.
00:19:41
Speaker
We had staffing and recruiting, we had some consultants, we had some sports coaches, some content creators, really like all across the gamut.
00:19:49
Speaker
And people were doing well up until that point.
00:19:52
Speaker
But when COVID hit, they were all impacted in such different ways.
00:19:56
Speaker
Right.
00:19:57
Speaker
Some of their industries are, we had one client who was one of the top sales guys in his entire company and his whole team was let go.
00:20:05
Speaker
Right.
00:20:05
Speaker
He wasn't affected outside of the fact that all of their work went on his plate.
00:20:09
Speaker
So our work shifted a lot.
00:20:11
Speaker
And thankfully he wasn't, you know, he didn't lose his position, but like some industries were decimated dude.
00:20:18
Speaker
And at the same time, our door to door clients were going through the roof.
00:20:22
Speaker
I'm like, I was so perplexed by this, right?
00:20:26
Speaker
But that was ultimately the moment where we're like, screw it.
00:20:29
Speaker
Maybe I should have listened to this crazy dude from Vegas.
00:20:32
Speaker
And all of our messaging went straight to door to door.
00:20:35
Speaker
Now we have one client who's not door to door.
00:20:39
Speaker
And that's because I went to high school with him and he's a great dude.
00:20:41
Speaker
He just has seen our journey.
00:20:42
Speaker
He's like, I know you can help me.
00:20:44
Speaker
But of that 99.9% that is door to door,
00:20:50
Speaker
I'd say probably like 87% of it or so is solar.
00:20:55
Speaker
So that's really where we've like kind of built a name for ourself, but we have clients, we've had clients in roofing, pest control, alarms, water filtration, windows,
00:21:05
Speaker
Yeah.
00:21:05
Speaker
A lot of stuff.
00:21:06
Speaker
That's awesome.
00:21:07
Speaker
Yeah, no, I know you've had some, I mean, just before this, I was watching some of your testimonials and it's crazy to hear almost everyone, you know, doubled their, their sales, their commissions.
00:21:16
Speaker
Yeah.
00:21:17
Speaker
Just crazy stories.
00:21:18
Speaker
So you're obviously doing something that works for all your clients.
00:21:23
Speaker
But yeah, can you tell us, I don't know, do you have any like stories of maybe one or two students that were super successful?
00:21:29
Speaker
Maybe you got crazy results for them or maybe they're in a terrible situation.
00:21:33
Speaker
You helped turn them around, turn them around, get some massive results.
00:21:37
Speaker
Maybe just so some of our listeners that haven't heard much about you can hear what you've done for some of your students.
00:21:43
Speaker
Yeah, our clients are badass, dude.
00:21:47
Speaker
So let me start with this.
00:21:48
Speaker
Like our clients win because they're very good at what they do.
00:21:52
Speaker
right?
00:21:54
Speaker
We just help them do more of it without burning out and while making their life super freaking dope.
00:22:01
Speaker
So that's the most important piece.
00:22:04
Speaker
If our clients didn't already know how to close deals, I can't help them close more of it.
00:22:07
Speaker
We're not sales training.
00:22:08
Speaker
We're not sales coaching, none of that.
00:22:10
Speaker
So that's the insert disclaimer here, right?
00:22:14
Speaker
Okay.
00:22:15
Speaker
But we spoke about Mikey, I think when we started working with him, I think he added like 14 extra personal deals a month.
00:22:23
Speaker
So in Vegas for him, that was like an extra 50 grand a month in commissions.
00:22:29
Speaker
We've had clients go from two to eight deals a month.
00:22:33
Speaker
We've had go from three to nine.
00:22:36
Speaker
Earlier this year, we had a client that was making about 50 grand a month.
00:22:39
Speaker
He graduated the year, the month he graduated, he made 102 grand.
00:22:44
Speaker
And I think this quarter, we're recording this in Q4 of 2021.
00:22:47
Speaker
It's 2021, right?
00:22:49
Speaker
I always forget the year.
00:22:50
Speaker
I just like stop caring about it.
00:22:52
Speaker
And then I say it out loud.
00:22:53
Speaker
I'm like, is that right?
00:22:55
Speaker
He stands to earn, depending on how the installs line up, obviously, but he stands there in close to half a million dollars in Q4.
00:23:04
Speaker
which is just wild, right?
00:23:06
Speaker
26 year old sales guy.
00:23:08
Speaker
Like what?
00:23:08
Speaker
Like that's insane.
00:23:11
Speaker
So, you know, really all across the gamut, but what we're helping all these guys with is really adding structure into their days, right?
00:23:21
Speaker
Treating it like a business.
00:23:23
Speaker
Knowing how to navigate that and execute consistently.
00:23:27
Speaker
Consistency is the number one word we hear in this industry.
00:23:30
Speaker
Consistency of output, consistency of income, consistency of energy management.
00:23:36
Speaker
If we can't execute consistently, we're constantly chasing the wheel.
00:23:41
Speaker
We're constantly rebuilding the snowball and we're burning way too much energy to do it.
00:23:46
Speaker
Right.
00:23:48
Speaker
So it usually boils down to a lot of those things.
00:23:50
Speaker
But when we get those things dialed in, the floodgates open.
00:23:55
Speaker
Because when we execute consistently, that leads to all the discipline, all the self-confidence, all the momentum that we're striving for.
00:24:02
Speaker
And when that's going, the energy management just gets so much easier, right?
00:24:06
Speaker
Like, you know what I mean?
00:24:07
Speaker
When you're in flow state, right?
00:24:10
Speaker
And it feels like any kitchen table that you sit down with is going solar, right?
00:24:15
Speaker
Like, that's the holy grail.
00:24:18
Speaker
That's where we want to get to.
00:24:20
Speaker
And it takes high performance to get there.
00:24:22
Speaker
So we just work on those pillars.
00:24:24
Speaker
Things like the productivity, right?
00:24:26
Speaker
Things like energy.
00:24:28
Speaker
How do we create it?
00:24:29
Speaker
How do we manage it effectively?
00:24:31
Speaker
Right.
00:24:31
Speaker
Because sales is a transfer of emotion and emotion is just energy and motion.
00:24:35
Speaker
Right.
00:24:36
Speaker
So we might say, everyone's always like, Oh, I just need more customers.
00:24:39
Speaker
Well, cool.
00:24:39
Speaker
What gets to that?
00:24:40
Speaker
Do you need to talk to more people?
00:24:42
Speaker
Like what's happening when you get a ton of nose on the door?
00:24:45
Speaker
How do you manage it effectively?
00:24:47
Speaker
Right.
00:24:48
Speaker
All of these are the, these are the types of things that we're working
Building Consistency and Managing Energy
00:24:51
Speaker
with our clients.
00:24:51
Speaker
So it's great to talk about dollar amounts and deal value, but you know, most people get on the phone and they think they're just not saying the right thing.
00:25:00
Speaker
And,
00:25:01
Speaker
I'll tell you what, like 99% of the time that's wrong.
00:25:05
Speaker
It's not that we're saying the wrong things, it's that our energy behind it is off, right?
00:25:10
Speaker
Or we're not navigating it competently.
00:25:13
Speaker
When we can do those things,
00:25:16
Speaker
half the time it doesn't matter.
00:25:17
Speaker
Like I look back at some of my sales and I'm like, wow, that was the worst question I could have asked to handle that objection.
00:25:24
Speaker
But it freaking closed because I came from the right space.
00:25:27
Speaker
My energy was on point.
00:25:29
Speaker
I came at that, the objection confidently and they knew I was coming to serve.
00:25:33
Speaker
Right.
00:25:34
Speaker
So there's a lot going on behind the scenes.
00:25:37
Speaker
But that's kind of what we do and how we're serving our clients.
00:25:42
Speaker
Okay.
00:25:43
Speaker
No, that's awesome.
00:25:44
Speaker
And I mean, it's crazy because most people, I think you probably agree, most people get tons of sales training in their meetings.
00:25:51
Speaker
You know, most companies have their correlations, they're doing sales trainings, but I don't think very many people are focused on the mindset and the consistency and, you know, the structure like you're talking about.
00:26:02
Speaker
So I think that is a big key that a lot of guys are missing is just having that extra piece like you're talking about.
00:26:08
Speaker
And so for you, when you're coaching your clients, Mike, do you notice that like, are some people in different stages?
00:26:13
Speaker
Do you coach them differently or do you pretty much have the same set framework for almost everyone they all need help with?
00:26:19
Speaker
Like, I don't know, their routine and stuff like that.
00:26:22
Speaker
Or how does it work when you first start coaching someone?
00:26:24
Speaker
What's, what do you put them through and what's the structure with all of it?
00:26:28
Speaker
Yeah.
00:26:28
Speaker
So the, the structure, like the skeleton of what we take our clients through is pretty much, uh,
00:26:35
Speaker
Well, there's two programs that we have.
00:26:38
Speaker
Like our launch program is where we're taking pretty much all reps to build that foundation.
00:26:43
Speaker
And then we have our accelerator, which is, you know, guys and girls that are company owners, VP of sales, right?
00:26:49
Speaker
Regionals, people striving for golden door, that type of stuff.
00:26:52
Speaker
That's like really intimate support.
00:26:54
Speaker
But everyone that goes through either of those programs, the structures are the same.
00:26:59
Speaker
Right.
00:26:59
Speaker
Well, launch structure is always going to be launch structure.
00:27:01
Speaker
Accelerator is always going to be accelerator structure.
00:27:04
Speaker
But what fills those structures, when I say structure, think of it as like a skeleton, right?
00:27:10
Speaker
We have a skeleton of what works, but what populates that skeleton is going to be unique to their journey.
00:27:17
Speaker
Right.
00:27:17
Speaker
So that will vary slightly depending on where the clients are at.
00:27:21
Speaker
Right.
00:27:21
Speaker
And what they need to focus on.
00:27:24
Speaker
But,
00:27:25
Speaker
we need data to get there, right?
00:27:28
Speaker
So the short answer is yes and no.
00:27:32
Speaker
Like everyone has the same structure, but the action items that pop that fill that in or like how we navigate it will be different depending on where they're at, but that allows us to target, right?
00:27:44
Speaker
Like what you're struggling with right now, Taylor might be completely different than what Mike is struggling with.
00:27:50
Speaker
Okay.
00:27:50
Speaker
Now we leverage the same exact mechanisms to get the generate the growth, but the action items that populate that structure is going to be completely different because we're trying to solve different problems.
00:28:03
Speaker
We just go upstream and solve the problems behind it, not the symptoms of the problems, if that makes sense.
00:28:09
Speaker
So yeah, it's tough to talk about it like specifically and abstractly, but like, I guess the answer is yes, ultimately.
00:28:18
Speaker
Okay.
00:28:19
Speaker
You know, it's like we'd be stupid not to follow the structure, but everything is customized for our clients to make sure that we're working intentionally.
00:28:29
Speaker
We're very data driven, obviously, the engineering nerd.
00:28:33
Speaker
So like, you know, we just men lie, women lie, numbers don't lie.
00:28:38
Speaker
So we just got to gather the right numbers.
00:28:40
Speaker
Yeah.
00:28:41
Speaker
Okay.
00:28:41
Speaker
So say for example, I know you've worked with a lot of people at this point, but so say you have a rep, maybe it's closing five deals a month, which is pretty decent and sore.
00:28:50
Speaker
That's pretty great money in pretty much every market.
00:28:54
Speaker
So what do you, I don't know if there's like pretty common things that you would notice with a rep that's trying to go to from five deals to 10 a month.
00:29:01
Speaker
But is there some pretty common things that you notice that you can help change right off the bat?
00:29:06
Speaker
It's like, okay, let's get this right.
00:29:08
Speaker
Let's do this.
00:29:09
Speaker
And these are going to be the things that take you to 10 deals.
00:29:12
Speaker
What are some common things or factors or maybe it's energy?
00:29:16
Speaker
I don't know.
00:29:17
Speaker
What do you change with this rep to get them to 10 deals?
00:29:21
Speaker
Totally.
00:29:21
Speaker
So the first piece is obviously like, sales is obviously numbers, right?
00:29:32
Speaker
That's a blessing and a curse because everyone's going to be like, oh, just go knock more doors, bro.
00:29:36
Speaker
Like you just knock more doors and the deals are going to come.
00:29:38
Speaker
Yeah.
00:29:39
Speaker
That's not how it works.
00:29:40
Speaker
And you know that.
00:29:42
Speaker
So like if you were to spend, if your energy is completely off and you just go spend another hour knocking, you're wasting that hour because those clients, those prospects are going to feel that.
00:29:53
Speaker
Right.
00:29:53
Speaker
So yeah, sales is numbers.
00:29:56
Speaker
So we got to work the numbers, but we need to know how to make the numbers work for us.
00:30:00
Speaker
So the first thing is we have to figure out what is the volume look like right now, right?
00:30:05
Speaker
That client who went from 50 to a hundred thousand dollars a month, he was knocking 20 doors a day when we started.
00:30:12
Speaker
Just 20.
00:30:12
Speaker
He was hyper selective about what doors he knocked.
00:30:15
Speaker
He was literally only knocking a door that he knew someone was home.
00:30:18
Speaker
Like see someone through a window, saw them just pull into the driveway, whatever.
00:30:22
Speaker
Right.
00:30:23
Speaker
By the end of it, we got him to 30 doors a day.
00:30:26
Speaker
That's it.
00:30:26
Speaker
That's it.
00:30:27
Speaker
And because he knocked so effectively, he was just like, even adding five doors a day, he was like, how on earth are we going to do that?
00:30:34
Speaker
So that's where we have to start, right?
00:30:37
Speaker
We have to understand what does that volume look like on a day-to-day basis and what is the consistency look like?
00:30:43
Speaker
Because unfortunately a lot of people will just be like, oh, well, you know, they call the day short.
00:30:49
Speaker
They don't knock the doors that they say that they're knocking or they're like, not that they're lying, but they think they're knocking way more.
00:30:55
Speaker
So we track all that data because we need to look like, look at what the trends are, right?
00:31:02
Speaker
Once we dial the mindset piece in, then we can slowly increase that volume, but we need to do it effectively because we're not trying to just do it once and then burn out.
00:31:12
Speaker
Because I think that's what happens far too often in the space because we hear so often, just go knock more doors.
00:31:18
Speaker
You go and you knock a hundred doors one day, but you're used to knocking like 35.
00:31:22
Speaker
Right?
00:31:22
Speaker
Yeah.
00:31:25
Speaker
And then you don't knock for another four days.
00:31:28
Speaker
Right.
00:31:28
Speaker
If you're lucky and you get back that fast.
00:31:31
Speaker
Right.
00:31:32
Speaker
Or you go and close three deals in a week and you make more in seven days that you've made in six months working your, you know, hourly paid paying job.
00:31:42
Speaker
Right.
00:31:43
Speaker
And you're like, you allow complacency to kick in, right?
00:31:46
Speaker
We need to build the consistency.
00:31:48
Speaker
That's the number one piece, right?
00:31:50
Speaker
That's what it all boils down to.
00:31:52
Speaker
So what that looks like is going to change from client to client, obviously, right?
00:31:57
Speaker
Yeah.
00:31:58
Speaker
But those are a couple examples of like what we have to do to gather that data.
Creating Sustainable Habits
00:32:02
Speaker
Then the question becomes, how do we increase that volume?
00:32:06
Speaker
Not just going to knock more doors for the sake of knocking more doors, but how do we do it sustainably?
00:32:11
Speaker
Right?
00:32:12
Speaker
Because that's the key.
00:32:13
Speaker
If it's not simple, it's not sustainable.
00:32:15
Speaker
And if it's not sustainable, what the hell are we doing this for?
00:32:18
Speaker
Yeah.
00:32:18
Speaker
Right.
00:32:19
Speaker
Otherwise you fall victim to the solar coaster because the complacency kicks in, you go really hard, you make a bunch of money and then you allow yourself to completely obliterate all the momentum that you've built.
00:32:28
Speaker
Yeah.
00:32:29
Speaker
Then you have to build that snowball over again.
00:32:32
Speaker
That's not what we're about.
00:32:33
Speaker
So we're striving for that consistency.
00:32:35
Speaker
We have to poke around to figure out what's lacking and then we know what to solve, right?
00:32:40
Speaker
You hit on energy management before.
00:32:42
Speaker
That's one of the most important pieces that we need to do to maintain that consistency.
00:32:47
Speaker
But we got to know what it looks like first before we can spot treat, if that makes sense.
00:32:52
Speaker
Okay.
00:32:53
Speaker
So kind of like, I don't know, maybe similar to someone that's trying to go to the gym for the first time instead of saying, Hey, you need to go to the gym seven times as we just like make it to the gym and do one pushup, stuff like that.
00:33:03
Speaker
100% extra.
00:33:05
Speaker
That client, when I was, you asked me for some numbers, I said, we took a client from two to eight deals a month.
00:33:11
Speaker
Literally he hit eight deals a month when we dropped his daily door volume down to one door a day.
00:33:17
Speaker
Because for him, the hardest door was in a lot of people experiences.
00:33:21
Speaker
It's that first door.
00:33:22
Speaker
It's his own door.
00:33:24
Speaker
Right?
00:33:25
Speaker
Like he couldn't get out and go and knock.
00:33:27
Speaker
Like that was a big barrier for him.
00:33:29
Speaker
So we dropped it to one door.
00:33:31
Speaker
But what happens then?
00:33:32
Speaker
It's like, I know Michael O'Donnell is a massive advocate of many habits.
00:33:35
Speaker
He's talking about it on his Instagram stories every other day, it seems.
00:33:39
Speaker
Right?
00:33:39
Speaker
Well, no matter who you follow, right, whether it's the author of many habits or, you know, John Asaraf calls it reducing it to the ridiculous, right?
00:33:48
Speaker
Making it so ridiculous that it would be silly not to execute or, you know, Jim Quick calls it small, simple steps.
00:33:55
Speaker
It's all the same thing.
00:33:56
Speaker
We chunk something down such that it's so simple that it would be absolutely ridiculous for us not to execute on it.
00:34:04
Speaker
Now, for that client, what happened there?
00:34:08
Speaker
Well, like literally, I think there was one day that he actually only knocked one door, right?
00:34:15
Speaker
Where he went out, he was just not feeling it.
00:34:17
Speaker
He knocked that one door.
00:34:18
Speaker
He's like, screw this.
00:34:19
Speaker
I'm going to Chipotle, right?
00:34:20
Speaker
I don't think it was actually Chipotle, but I love Chipotle.
00:34:22
Speaker
So I just use that in the story.
00:34:24
Speaker
Yeah.
00:34:26
Speaker
But every other day he went out and he's like, maybe you'll do five, maybe you'll do 20, some days he'll do 50.
00:34:32
Speaker
He closed eight deals that month.
00:34:36
Speaker
Coming from an average of two and the other part that we didn't talk about is the month before the eight, he did zero.
00:34:41
Speaker
He bageled for the entire month.
00:34:43
Speaker
But we dropped that number down so simply and we reduced it to the ridiculous such that he could execute.
00:34:51
Speaker
And we got the execution up.
00:34:53
Speaker
And what happens is, you know, every time you keep your word to yourself, those micro promises, you're stacking wins, which builds the momentum.
00:35:02
Speaker
And that momentum leads to all the results that we want.
00:35:06
Speaker
Right.
00:35:06
Speaker
That's crazy.
00:35:08
Speaker
Yeah, I know.
00:35:08
Speaker
And it's so easy, as you've seen, for guys to be lazy in the solar industry.
00:35:12
Speaker
Because, yeah, I mean, it's the curse.
00:35:13
Speaker
Commissions are through the roof.
00:35:15
Speaker
Yeah.
00:35:16
Speaker
A couple of deals a month is great money.
00:35:17
Speaker
And so it happens to me too.
00:35:19
Speaker
I'll close all the other day.
00:35:21
Speaker
I got, you know, the first door I knocked same day, closed them.
00:35:25
Speaker
And then I had family in town.
00:35:28
Speaker
You know, we just had our kid.
00:35:29
Speaker
This was last Monday, actually.
00:35:31
Speaker
So I guess I kind of had a couple of good excuses, but I'm like, all right, I closed this till I'm done for the day.
00:35:36
Speaker
So it's like, it's so easy to get in that mindset.
00:35:40
Speaker
And I think if guys can conquer that and yeah, just do the minimum,
00:35:45
Speaker
uh what are the minimum exertion at least do that minimum thing and then it's gonna be a lot easier to do the next thing yeah so i think the problem is like you you had solid reasons to call that day short like i think most people would understand family in town for the holidays just had a kid right like those are good reasons the problem is most of us have excuses that we mask as reasons okay right
00:36:09
Speaker
Like that's a huge difference.
00:36:12
Speaker
And I mentioned consistency is the number one word.
00:36:15
Speaker
Complacency is the number two.
00:36:16
Speaker
It's those dirty C words when it comes to the solar space and really all commission sales.
00:36:21
Speaker
Right.
00:36:22
Speaker
But solar specifically because the deals are so fat.
00:36:25
Speaker
So, you know, it's we need to make sure to navigate that properly.
00:36:29
Speaker
So, yeah, that's awesome.
00:36:31
Speaker
Oh, Mike, I know we're running short on time here, but I had kind of two more things I wanted to get to.
00:36:36
Speaker
The first, yeah, and the first was, so with the clients you work with, I mean, I've worked with coaches, you know, many times as I've been selling, but something that I try to fight is like the day after I stopped working with that coach, maybe they were, I don't know how long you usually work with someone, three months, maybe whatever it is.
00:36:56
Speaker
what do you do or what do you tell people to not let their results dip after they're done working with you?
00:37:02
Speaker
Because I think that's something that I've noticed.
00:37:04
Speaker
I'll work with a coach.
00:37:04
Speaker
I'll be super dialed in.
00:37:06
Speaker
But then it's one part of my brain.
00:37:08
Speaker
It's almost like a relief after I'm done working with the coach.
00:37:10
Speaker
I'm like, oh, sweet.
00:37:11
Speaker
I don't have to be as accountable.
00:37:13
Speaker
I'm going to kind of let myself, you know, drop down.
00:37:16
Speaker
So what do you tell people as you're done working with them?
00:37:18
Speaker
Maybe.
00:37:19
Speaker
I know you probably, I don't know, maybe keep working with them, but if someone's done working with you, how do you kind of like hopefully inspire them to keep those results high in, not let it dip after you're done working with them?
00:37:30
Speaker
Yeah.
00:37:31
Speaker
I love the question.
00:37:31
Speaker
And I love like the openness and transparency because I think a lot of people feel that way, but no one has the balls to actually say it.
00:37:37
Speaker
Right.
00:37:39
Speaker
So here's, here's what I would say.
00:37:42
Speaker
We talked about sustainability, right.
00:37:44
Speaker
And we talked about consistency.
00:37:46
Speaker
Those,
00:37:49
Speaker
Those are the keys, right?
00:37:51
Speaker
Because if we're doing something sustainably, we don't need the motivation or the accountability from someone else to allow us to continue to execute.
00:37:59
Speaker
And our goal, and this is obviously not sustainable business practice for us because we're like not creating recurring revenue, but like our goal is to make it to the point where like our clients can walk.
00:38:10
Speaker
And, you know, one of the clients that I mentioned, the guy went from 50 to 100K, he's going to do 500K in this quarter and he graduated in March.
00:38:18
Speaker
Like it just, he got what he needed and that was it.
00:38:22
Speaker
Like that was cool.
00:38:22
Speaker
And now we have a working relationship.
00:38:24
Speaker
We're going to partner on some stuff moving forward.
00:38:26
Speaker
Like that's amazing.
00:38:28
Speaker
But notice that everything kept growing because we did it sustainably.
00:38:33
Speaker
Right.
00:38:34
Speaker
So when we do that properly, we have the discipline dialed in.
00:38:40
Speaker
That's all that matters.
00:38:42
Speaker
And we just build it in a way that's in alignment with how we wanna operate our lives.
00:38:47
Speaker
When you do that properly, you shouldn't need the external accountability.
Managers' Role in Team Growth
00:38:52
Speaker
And this is what I say whenever clients are enrolling with us.
00:38:55
Speaker
I believe there's two types of accountability.
00:38:58
Speaker
There's the external accountability, which is what most people think of, accountability partners, how much people rely on their coaches, whatever it might be, reverse bets, anything like that, where we're dependent on something externally to incentivize us to act.
00:39:13
Speaker
Right.
00:39:14
Speaker
And then there's the internal accountability.
00:39:16
Speaker
Are we accountable to ourselves?
00:39:18
Speaker
And for me, that's the Holy grail and bridging the gap from one to the other is what we help our clients do.
00:39:25
Speaker
Right.
00:39:25
Speaker
So, um, I don't know if that answers your question, but our goal is to the point where our clients don't feel that way because they know cool.
00:39:33
Speaker
If they need continued support and they want to continue growing because there's always another level.
00:39:36
Speaker
Awesome.
00:39:37
Speaker
We're here to support them.
00:39:38
Speaker
But they don't need that if they don't like they don't have to go that route if they don't need that.
00:39:42
Speaker
And the results aren't going to go to shit if they don't continue to invest.
00:39:46
Speaker
Right.
00:39:46
Speaker
Yeah.
00:39:47
Speaker
Which unfortunately, I think is something that gets sold in this space a little too often.
00:39:51
Speaker
But but yeah, hopefully that answers your question.
00:39:54
Speaker
It's really about the consistency and the sustainability.
00:39:57
Speaker
When you do that and you have your non-negotiables dialed in, the game changes.
00:40:01
Speaker
Right.
00:40:01
Speaker
And we just make sure that those are things that we can hit even on our worst days.
00:40:05
Speaker
Right.
00:40:05
Speaker
But we don't need to be dependent externally and we don't have to invest in something that we don't necessarily need because people don't pay high ticket to get a babysitter.
00:40:14
Speaker
Like accountability coaching is a thing of the past.
00:40:17
Speaker
If there's not more baked into the coaching and the growth, then you're frankly wasting your money.
00:40:22
Speaker
Yeah.
00:40:24
Speaker
And I'm sure that's something you help guys with as they're, you know, working through your coaching.
00:40:28
Speaker
But I like that.
00:40:29
Speaker
We were saying, you know, external to internal.
00:40:31
Speaker
Cause yeah, I think about a lot of these competitions I've won, I've had to like, just give myself an insane, you know, external accountability.
00:40:39
Speaker
I don't know if you use that like stick app where you like, you know, bet money to charities you don't like.
00:40:46
Speaker
Yeah, we do.
00:40:47
Speaker
We do something similar with our clients and some of the phases of our launch program.
00:40:51
Speaker
It's a powerful tactic, man.
00:40:53
Speaker
Reverse bets are a crazy little trick.
00:40:56
Speaker
Yeah, that's good.
00:40:57
Speaker
But no, I think it's even more powerful if you can do that internally and not have to rely on all these gimmicks and external things sometimes.
00:41:04
Speaker
That's awesome.
00:41:05
Speaker
So Mike, last question and then we'll talk about where people can connect with you more.
00:41:09
Speaker
But what advice would you give to like, we got a lot of managers in the space.
00:41:15
Speaker
We talked before the recording here just how it's crazy how much turnover there is in the solar industry, guys quitting.
00:41:21
Speaker
So for maybe managers or just guys bringing in recruits, what advice can you give to those people on coaching them to, you know, stick, stick in the industry and start achieving success?
00:41:33
Speaker
And I don't know what advice can I give to those people?
00:41:35
Speaker
Yeah.
00:41:36
Speaker
I freaking love this question because it's so important.
00:41:38
Speaker
I was sharing with you, Taylor, like one of my,
00:41:42
Speaker
One of my missions, which is weird because I'm like a transplant in this space, right?
00:41:47
Speaker
Like I'm not a door knocker, so I feel like an imposter at times, but like I see what's happening.
00:41:51
Speaker
And like for me, one of my missions is to help chip away at that turnover because we see like, you know, young guys and girls getting sold this pipe dream and these sunshine and rainbows and then sometimes like not given the support to really bring it to fruition.
00:42:06
Speaker
And obviously there's the agency of those people, like they need to take advantage of the opportunity, but
00:42:11
Speaker
You know, it's our job as leaders to grow into the person that can support them to take advantage of this opportunity.
00:42:18
Speaker
So I encourage every leader listening to this, whether you're really managing a team or you're just someone that gets looked up to because you're a stud in your company, you need to keep growing and you need to pour into the people around you, whether there are overrides involved or not.
00:42:33
Speaker
Right.
00:42:33
Speaker
Because if you're a killer, you were able to take advantage and harness this opportunity and really allow it to change your life.
00:42:41
Speaker
And it's our duty to make sure that other people can do the same thing.
00:42:45
Speaker
And especially when there are overrides involved, like if your people don't win, then you,
00:42:51
Speaker
obviously your income is heavily impacted.
00:42:53
Speaker
So whatever your incentivization is, you know, I think we need to continue to pour into ourselves, whether that's being in masterminds, hiring coaches, reading books, listening to podcasts, doing whatever you need to do to stay tapped in and growing.
00:43:10
Speaker
Because if you don't build those assets, you're not going to be able to pour into your people.
00:43:15
Speaker
And unfortunately, I think it gets overlooked because the usually a lot of the way that you grow in a sales organization is based on your sales volume.
00:43:24
Speaker
Yeah.
00:43:25
Speaker
Right.
00:43:26
Speaker
So if we don't all of a sudden, then if we're not conscious of this and we're not really intentional around this, we have a bunch of sales studs that are now in leadership roles that might have no idea how to lead.
00:43:37
Speaker
Right.
00:43:38
Speaker
Other than leading a prospect into a transaction.
00:43:42
Speaker
Right.
00:43:43
Speaker
Right.
00:43:44
Speaker
So we need to focus on those leadership skills, right?
00:43:47
Speaker
Go to the conferences.
00:43:49
Speaker
It doesn't matter what it is.
00:43:50
Speaker
Just keep doing it because I've heard it far too many times.
00:43:55
Speaker
The success of a new rep often is entirely dependent, not entirely, but it's very dependent on what regional they're working under.
00:44:03
Speaker
We got to make sure that we are that regional or we are that leader or we are that person that inspires them to show up powerfully, that helps guide them along this process and not just throws them out to the wolves because you're trying to play the numbers game too and you're throwing shit at the wall to see what sticks.
00:44:21
Speaker
If we're selling people a pipe dream, we better be damn sure to give them the resources and the support to bring it to life for them.
00:44:27
Speaker
So end rant, take for what it's worth, but like you got to keep growing because you got to keep pouring into people.
Connect for Further Insights
00:44:34
Speaker
Yeah.
00:44:35
Speaker
Love that.
00:44:35
Speaker
A hundred percent.
00:44:36
Speaker
No, it's so true because so many people, maybe they're good at sales, but they've never been in leadership roles.
00:44:41
Speaker
And I think that's a mistake.
00:44:42
Speaker
Some people make just because you're really good at selling doesn't necessarily mean you can teach it or you can lead.
00:44:47
Speaker
So yeah.
00:44:48
Speaker
I think especially for guys like that, it's important to go develop those leadership skills, invest in yourself, invest in the coach like Mike, or we've got programs over here at Solrepreneur and that's going to keep things fresh, I think, and help guys lead.
00:45:02
Speaker
So Mike, we appreciate your time.
00:45:03
Speaker
And I know you got to hop on another call here in a minute, but before we let you go, where can guys potentially, I don't know, have you as a coach or connect more with you or find your podcasts, give us your, your plugs for where people can connect with you a little bit more.
00:45:19
Speaker
Yeah.
00:45:19
Speaker
First of all, Taylor, appreciate you having me, brother.
00:45:21
Speaker
This is, uh, this is super fun.
00:45:23
Speaker
Um, honestly, man, the best place is Instagram at Mike says, Nick on Instagram, probably got a link back.
00:45:28
Speaker
Cause all the Polish disease, like really hard to spell and beware of the freaking crypto scammers.
00:45:34
Speaker
Everyone's getting fake profiles made.
00:45:37
Speaker
I'm never going to DM you pitching crypto.
00:45:39
Speaker
I will DM you pitch in high performance coaching, but never crypto.
00:45:42
Speaker
Right.
00:45:43
Speaker
Um,
00:45:44
Speaker
So just slide in the DMS.
00:45:46
Speaker
If anyone has questions or on anything we talked about once, like to go a little bit deeper on stuff, slide in there, either my team will answer, or if they don't know the answer, they'll flag it for me and I'll get you an answer.
00:45:56
Speaker
But yeah, that that's literally like the inside of our funnel anyway.
00:46:00
Speaker
So don't worry.
00:46:02
Speaker
You're not going to follow and just get relentlessly pitched.
00:46:05
Speaker
If you don't want to be, we will open conversation because it's social media.
00:46:09
Speaker
Right.
00:46:10
Speaker
But yeah,
00:46:11
Speaker
Yeah.
00:46:11
Speaker
DMs are always open.
00:46:13
Speaker
Feel free to reach out with any questions.
00:46:15
Speaker
Love it.
00:46:15
Speaker
Well, Mike, thanks for coming on the show today.
00:46:18
Speaker
Shoot Mike a DM.
00:46:19
Speaker
Let him know you appreciated the knowledge bombs he drops for our solopreneurs here today.
00:46:24
Speaker
And Mike, I'm sure we'll have people connecting with you soon.
00:46:27
Speaker
Thanks again for coming on the show with us today.
00:46:29
Speaker
Thank you, brother.
00:46:30
Speaker
Appreciate it.
00:46:30
Speaker
Okay.
00:46:31
Speaker
Talk soon.
00:46:33
Speaker
Hey, solopreneurs, quick question.
00:46:35
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.
00:46:45
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.
00:46:57
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.
00:47:08
Speaker
And it's called Solciety.
00:47:10
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.
00:47:29
Speaker
Currently, SoulCity is open, launched, and ready to be enrolled.
00:47:35
Speaker
So go to SoulCity.co to learn more and join the learning experience now.
00:47:43
Speaker
This is exclusively for solopreneur listeners, so be sure to go to SoulCity.co and join.
00:47:50
Speaker
We'll see you on the inside.