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How To Crush It In Solar And In Life
119 Plays2 years ago
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The SOLARPRENEUR podcast is here to help you close more deals in the solar industry, generate more leads and referrals, and hopefully, have a much better time and situation.
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Transcript
Introduction to the 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 fail.
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?
Meet Chris Munizzi
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.
00:00:41
Speaker
Finally.
00:00:41
Speaker
Okay, what's up, everybody?
00:00:44
Speaker
Ducking me for a year, man.
00:00:46
Speaker
Ducking me for a year.
00:00:47
Speaker
I had to fly out to Arizona, trap you, block your car in the parking lot to get on this thing.
00:00:53
Speaker
Whatever.
00:00:53
Speaker
It's been a long time coming, but we finally got the man, the myth, Chris Munizzi coming on the show with us here today.
00:01:00
Speaker
And we've been trying to lock down a time for a while.
00:01:03
Speaker
So excited to have Chris on.
00:01:04
Speaker
He is regional over at Sunder Energy.
00:01:08
Speaker
And you're crushing tons of deals.
00:01:10
Speaker
And I first heard Chris actually on the Noxstar calls over with Taylor McCarthy.
00:01:14
Speaker
And you're in for a treat because, I mean, I think this was like maybe two years ago, a
The Importance of Stepping Out of Comfort Zones
00:01:20
Speaker
year or two ago now.
00:01:20
Speaker
Yeah.
00:01:21
Speaker
And I still specifically remember like, you know, just little one-liners you had.
00:01:26
Speaker
And what's really cool is everything you train on, you have like these catchy little lines to go with it that like sticks in your head.
00:01:32
Speaker
I do want to give a shout out to Taylor because now that you mention it, like I remember when he invited me to do a call.
00:01:38
Speaker
And I was so nervous.
00:01:39
Speaker
You know, it kind of cussed me out in like a Boston way.
00:01:43
Speaker
And so it's, bro, you're going to do fine.
00:01:44
Speaker
Yeah, but totally thank you to Taylor for getting me on my first call and encouraging me.
00:01:50
Speaker
Knock Stars is my family.
00:01:53
Speaker
It's my blood.
00:01:53
Speaker
Yeah.
00:01:54
Speaker
You know, and being out here at the D2D Experts event is super cool as well.
00:01:59
Speaker
Yeah.
00:02:00
Speaker
But yeah, thank you, Taylor.
00:02:02
Speaker
Yeah.
00:02:03
Speaker
Shout out to Taylor McCarthy.
00:02:04
Speaker
Yeah.
00:02:05
Speaker
Taylor definitely, you know, it's amazing too, because, you know, I was his manager when he was 17 and we're obviously a little different in age, but, you know, it doesn't really matter.
00:02:14
Speaker
Yeah.
00:02:15
Speaker
You can learn from anyone.
00:02:16
Speaker
And he really encouraged me to step out of my comfort zone.
00:02:20
Speaker
And I met Michael Donald.
00:02:22
Speaker
And obviously, I met you.
00:02:23
Speaker
And it's a whole new world for me, which is great about sales.
00:02:28
Speaker
As long as you have air in your lungs, breath in your lungs, you can do this job.
00:02:35
Speaker
Look at Tom Hopkins, 83 years old.
00:02:37
Speaker
Sorry, Tom.
00:02:38
Speaker
80-something years old.
Chris's Sales Journey
00:02:40
Speaker
And you're still going.
00:02:41
Speaker
Yeah.
00:02:42
Speaker
No, it's a it's a tight knit circle.
00:02:44
Speaker
That's what's cool.
00:02:45
Speaker
Like coming to these events and all that.
00:02:47
Speaker
Yeah, you start to recognize people feels like a family reunion every time you're coming to the events.
00:02:54
Speaker
So yeah, definitely recommend going to events like this.
00:02:58
Speaker
And I'm grateful for it too, because that's how I could finally lock you down for a podcast and you couldn't escape me anymore.
00:03:03
Speaker
Yeah.
00:03:03
Speaker
And Sam Taggart, shout out to this event here, Sam Taggart and the DDD experts, Mike O'Donnell, my brother from another mother, Mike O'Donnell, also getting me to step out of my comfort zone.
00:03:15
Speaker
So grateful for Mike and for Taylor just pushing me to the next level.
00:03:20
Speaker
So, yeah, this is a great event.
00:03:23
Speaker
I'll definitely be coming back.
00:03:24
Speaker
And, you know, it's not even over yet.
00:03:28
Speaker
Yeah, I know.
00:03:29
Speaker
Only halfway through.
00:03:30
Speaker
But yeah, so today we got the opportunity to hear from Chris and you crushed it up there, by the way.
00:03:35
Speaker
Just bringing the only 30 minutes.
00:03:37
Speaker
I wish they would have put you on longer.
00:03:38
Speaker
But yeah, it was first I thought it was two hours and then it was an hour.
00:03:42
Speaker
And Mike's all right, you got 30 minutes.
00:03:43
Speaker
I'm like, I can't even say my name in 30 minutes.
00:03:45
Speaker
And so I'm going through my nose trying to find like my greatest hits.
00:03:48
Speaker
Yeah.
00:03:49
Speaker
You know, to impress the audience to get
Transitioning in the Solar Industry
00:03:52
Speaker
invited back.
00:03:52
Speaker
But I think I did okay.
00:03:53
Speaker
And maybe it'll have me back again.
00:03:55
Speaker
But it's awesome.
00:03:57
Speaker
It's so cool.
00:03:58
Speaker
I never thought reading books, right?
00:04:00
Speaker
And that's something I talked about is the continuous journey and continuous learning.
00:04:05
Speaker
I never thought that 10 years ago when I was reading that stupid book or this book or that book, that someday I would just get...
00:04:13
Speaker
in front of people, you know, we did our company call last week with Mike.
00:04:17
Speaker
There's probably five, 600 people on there.
00:04:19
Speaker
And, you know, I would have never thought that we would, I would impact people that way.
00:04:24
Speaker
And, you know, some of it's my material and some of it's just, you know, studied and remembered material.
00:04:31
Speaker
Yeah.
00:04:31
Speaker
That's what's great about books, right?
00:04:33
Speaker
If you read 20 books, you have 20 lifetimes of these authors all condensed into your brain.
00:04:39
Speaker
Yeah.
00:04:39
Speaker
And it just makes it unstoppable.
00:04:41
Speaker
Yeah.
00:04:41
Speaker
You know, it makes you unstoppable.
00:04:44
Speaker
Yeah, I can tell you've been through a ton of books.
00:04:46
Speaker
And that's actually one of the big takeaways I got from your presentation today is just the power of continuous learning and always reading.
00:04:54
Speaker
So yeah, I want to get into all that.
00:04:56
Speaker
But before we get too deep into that, Chris, do you want to tell our audience, like, I don't know, just Reader's Digest version, how you got into solar?
00:05:03
Speaker
I mean, you're one of the old dogs in solar.
00:05:05
Speaker
What have you been doing this now?
00:05:07
Speaker
Let's go back.
00:05:08
Speaker
Okay.
00:05:09
Speaker
Let's go back to 1987 when I was selling meat out of the back of a truck.
00:05:15
Speaker
I tried to take the Series 6 and 63 and 7.
00:05:20
Speaker
I failed all of those classes.
00:05:22
Speaker
Actually, I did pass the 63.
00:05:25
Speaker
I failed the Series 7.
00:05:26
Speaker
I failed the Series 6.
00:05:27
Speaker
And that's okay.
00:05:28
Speaker
You can come through.
00:05:28
Speaker
It's fine.
00:05:29
Speaker
We kind of
Overcoming Market Launch Challenges
00:05:30
Speaker
do like, hey, hey, there it is.
00:05:32
Speaker
All right.
00:05:33
Speaker
I make a little thing out.
00:05:33
Speaker
Yeah.
00:05:34
Speaker
Yeah.
00:05:38
Speaker
Yeah, so failed the Series 6 and got a job at a car dealership in New York in 1992.
00:05:48
Speaker
Started selling cars in 1992 and kind of the rest was history.
00:05:51
Speaker
So it was really cool and something I've been doing now for 32 years.
00:05:57
Speaker
Yeah.
00:05:57
Speaker
Wow.
00:05:58
Speaker
Yeah, it's a lifetime.
00:06:00
Speaker
And I think in sales years, that's like 100 years old, long time, because especially solar, I don't know about you, but- Okay, I know you asked that.
00:06:07
Speaker
Sorry, salespeople, you get a little- Yeah, you're good.
00:06:09
Speaker
But like solar- All right, so fast forward, I moved to Florida in 2006.
00:06:14
Speaker
I get recruited by my very dear friends, Isaac Gates and Tim Yesta to cable door to door.
00:06:22
Speaker
They kind of tricked me.
00:06:23
Speaker
I didn't know it was door to door.
00:06:25
Speaker
I didn't know it was commission only.
00:06:26
Speaker
I showed up in black shoes, a black shirt, a black tie, just about six months out of New York.
00:06:34
Speaker
I look like my cousin Vinny, but in the black version.
00:06:37
Speaker
And then we started knocking doors and I got my first paycheck.
00:06:41
Speaker
I thought it was a mistake.
00:06:43
Speaker
And I was like, is this my paycheck?
00:06:44
Speaker
And they're like, yeah, yeah.
00:06:45
Speaker
This is your money.
00:06:46
Speaker
It's called double revenue.
00:06:47
Speaker
I was like, that's great.
00:06:48
Speaker
No, come on through.
00:06:49
Speaker
That's part of the thing.
00:06:50
Speaker
You make us, is there another guy coming through?
00:06:53
Speaker
Welcome, welcome.
00:06:54
Speaker
So we kind of keep it going.
00:06:56
Speaker
Yeah, yeah.
00:06:56
Speaker
So we got double revenue on the paycheck and-
The Power of Self-Education
00:07:00
Speaker
I was like, wow.
00:07:01
Speaker
I said, this is my first paycheck.
00:07:03
Speaker
I said, is there a mistake?
00:07:05
Speaker
There's too many commas in it.
00:07:06
Speaker
And he's like, no, that's your paycheck.
00:07:10
Speaker
So door to door for life.
00:07:11
Speaker
So I did that for about...
00:07:14
Speaker
Four years, and then Tim got recruited to Platinum Protection.
00:07:18
Speaker
Yeah.
00:07:19
Speaker
Sam Taggart's jam.
00:07:21
Speaker
Yeah.
00:07:21
Speaker
Tim went and did a summer with Platinum while Isaac and I in the group stayed back and did cable.
00:07:30
Speaker
Mm-hmm.
00:07:31
Speaker
Then Isaac came up to me today.
00:07:33
Speaker
I'm going up north for a couple of months to blah, blah, blah.
00:07:38
Speaker
And he was going to extended season.
00:07:40
Speaker
Okay, yeah.
00:07:41
Speaker
So he went to extended season.
00:07:43
Speaker
He came back and quit cable.
00:07:45
Speaker
Broke my heart.
00:07:47
Speaker
Talked me into doing cable as well.
00:07:51
Speaker
I had already met Taylor McCarthy at this point in like...
00:07:56
Speaker
2007 and then got into solar finally this is solar in our podcast I forgot about that sorry got into solar in August 2015 okay ish yeah Vivint Solar launched in Florida yeah so I launched for Vivint Solar in Florida did okay
00:08:16
Speaker
But every time I did well or we'd win a competition, I was like, I'm getting all these people calling me, congratulating me.
00:08:23
Speaker
It's fine.
00:08:23
Speaker
Come through.
00:08:24
Speaker
It makes us look popular.
00:08:27
Speaker
It's our studio audience.
00:08:29
Speaker
It's our studio
Mindset for Sales Success
00:08:30
Speaker
audience.
00:08:30
Speaker
Thank you.
00:08:31
Speaker
We're doing this in a restaurant.
00:08:33
Speaker
Got the bar audience going.
00:08:35
Speaker
So yeah, launched 2015, worked at Vivint Solar, did very well, but realized I was always getting calls from like 11 people every time I did good.
00:08:44
Speaker
And my wife said to me, is it possible that they all get paid on you?
00:08:48
Speaker
I was like, oh, that's possible.
00:08:49
Speaker
And I don't have a problem with overrides and people earning.
00:08:52
Speaker
It's no big deal.
00:08:53
Speaker
But I knew there was probably a little bit better opportunity out there.
00:08:56
Speaker
So I went and became a dealer with Legacy.
00:08:58
Speaker
And that was great.
00:09:00
Speaker
It was a great experience.
00:09:01
Speaker
And then I got recruited by someone to go to Freedom Forever.
00:09:07
Speaker
And I launched Freedom Forever for Sunder in February 2020.
00:09:12
Speaker
Right as I purchased my new house, right as Hillsborough County got shut down for COVID.
00:09:17
Speaker
So it was like one nightmare after another.
00:09:20
Speaker
And I bought a new house.
00:09:21
Speaker
I'm launching a new market.
00:09:23
Speaker
And now we're, you know, we can't even leave our house.
00:09:26
Speaker
Yeah.
00:09:27
Speaker
If I remember correctly, I think Taylor got me an essential services business.
00:09:32
Speaker
Oh, okay.
00:09:34
Speaker
Yeah.
00:09:35
Speaker
So I launched with Freedom in February.
00:09:38
Speaker
We started Florida with one person, me and my friend Dustin Kasuba.
00:09:43
Speaker
Dustin's still with us today.
00:09:45
Speaker
I've been working with Dustin for nine years.
00:09:47
Speaker
And the rest is history.
00:09:49
Speaker
We started cranking.
00:09:51
Speaker
I think we sold 10,000 accounts.
00:09:54
Speaker
Wow.
00:09:55
Speaker
Installed maybe 22 megawatts.
00:09:57
Speaker
Wow.
00:09:58
Speaker
I might be off by a little bit, but a lot.
Effective Use of Downtime
00:10:00
Speaker
And then, of course, in October, I think October 1st to be exact, we had our breakup with Freedom.
00:10:09
Speaker
Okay.
00:10:09
Speaker
And then we're now Sunder 2.0, which has been amazing.
00:10:14
Speaker
We had a lot of great memories at Freedom and met a lot of cool people.
00:10:18
Speaker
Nice.
00:10:20
Speaker
I really don't get into all the mudslinging and everything.
00:10:22
Speaker
Yeah, that's good.
00:10:23
Speaker
I'm grateful for the time that we had.
00:10:25
Speaker
I'm grateful for all the opportunities I've had.
00:10:27
Speaker
Yeah.
00:10:27
Speaker
And now I've been in solar ever since.
00:10:29
Speaker
And I could say in my lifetime, you know, making this, like, this amount of money and helping this many people, customers, has just been amazing.
00:10:39
Speaker
Yeah.
00:10:40
Speaker
And, you know, I'm a Christian.
00:10:43
Speaker
I'm a believer.
00:10:43
Speaker
And, you know, I was, God, why can this happen when I was 21?
00:10:48
Speaker
probably wasn't prepared for it when I was 21.
00:10:51
Speaker
God knew exactly when I would need this opportunity of a lifetime.
00:10:56
Speaker
Yeah.
00:10:57
Speaker
In my lifetime.
00:10:58
Speaker
So that's awesome.
00:11:00
Speaker
That's good.
00:11:00
Speaker
Yeah.
00:11:01
Speaker
You've been around the block, done a lot of things in solar.
00:11:03
Speaker
And I know you're running, you're leading a huge organization, many teams right now.
00:11:10
Speaker
So I want to get into that, just the leadership too, because we have a lot of managers, just reps listening to podcasts.
00:11:18
Speaker
But yeah, I want to touch on a few things that you talked about today in your presentation, Chris.
00:11:23
Speaker
Like I mentioned in the beginning, you have so many of these memorable lines and just ways of teaching
Coaching Salespeople
00:11:30
Speaker
that really sticks in the head.
00:11:31
Speaker
Well, to be honest with you...
00:11:33
Speaker
I don't really have a strong formal educational background.
00:11:38
Speaker
Yeah.
00:11:39
Speaker
Right?
00:11:39
Speaker
You like quotes.
00:11:40
Speaker
Here's one.
00:11:40
Speaker
Formal education will make you a living.
00:11:43
Speaker
Self-education will make you a fortune.
00:11:45
Speaker
So whatever fortune I have made, sounds like arrogant, or whatever I've earned is really from my self-education.
00:11:55
Speaker
My formal education pretty much got me nowhere.
00:11:58
Speaker
Yeah.
00:11:59
Speaker
It got me nowhere, to be exact.
00:12:04
Speaker
I'm trying to make it not sound as bad as it is for the camera, but nowhere.
00:12:09
Speaker
I did not take formal education seriously.
00:12:12
Speaker
And I know you can.
00:12:13
Speaker
There's people that have college degrees and master's degrees.
00:12:17
Speaker
One of my brothers has a double doctorate degree.
00:12:19
Speaker
He's like, you know...
00:12:22
Speaker
Ross from friends and he's, you know, with, with the bones and all that.
00:12:26
Speaker
And he's also, uh, the soil and stuff.
00:12:29
Speaker
So yeah.
00:12:30
Speaker
So for me, I just, I just learned my way.
00:12:34
Speaker
Yeah, that's good.
00:12:34
Speaker
And it was really powerful.
00:12:36
Speaker
Like today you were talking about just how one of your, I think it was one of your first managers.
00:12:41
Speaker
You were saying he literally like fire people if they weren't listening to audio books in the car that he came and checked up on you.
00:12:47
Speaker
Yeah, Greg, I won't say his last name, but Greg, if you're listening, you know who you are.
00:12:52
Speaker
And Greg would like turn on our car to see what we were listening to.
00:12:57
Speaker
And I thought I was slick because I would leave
Leadership and Communication in Sales
00:13:00
Speaker
the house and, you know,
00:13:02
Speaker
I liked audio books then, but I love music.
00:13:05
Speaker
I come from a family of musicians.
00:13:07
Speaker
There's nothing like a little rush or whatever I was listening to.
00:13:12
Speaker
Going to work, and then he walked out to my car one day, and I forgot to put the CD back, because I had been doing it for a while.
00:13:20
Speaker
I would drive to work, listen to what I wanted to listen to.
00:13:24
Speaker
This was like 2007 when I got recruited by Isaac and Tim.
00:13:28
Speaker
I would take out the musical CD.
00:13:30
Speaker
I'd put it in the visor.
00:13:31
Speaker
Then I'd go into the glove box and throw the CD in.
00:13:36
Speaker
But he was smart enough to figure out that, okay, so...
00:13:39
Speaker
The CD's at zero, so did you get through it coincidentally in the parking lot and it ended, or did you just pop it in and he found the CD up there?
00:13:49
Speaker
Yeah.
00:13:50
Speaker
But I was like, this is so stupid.
00:13:52
Speaker
Why is he micromanaging me?
00:13:54
Speaker
And then I watched.
00:13:56
Speaker
He had a nice car.
00:13:58
Speaker
He had a decent house.
00:14:01
Speaker
He wasn't fancy.
00:14:02
Speaker
He was a country boy, but wasn't really fancy, but...
00:14:06
Speaker
You could just, my pastor always said you could tell a lot by a man and the family by the look on the wife's face.
00:14:13
Speaker
And every time I saw his wife, she was just so happy and so not stressed.
00:14:19
Speaker
And I was like, maybe I'll just listen.
00:14:22
Speaker
And I just got, happened to get a good book.
00:14:24
Speaker
Yeah.
00:14:25
Speaker
I'm pretty sure it was Psychology of Achievement.
00:14:27
Speaker
Mm-hmm.
00:14:27
Speaker
I got on Psychology of Achievement and it just like, it was funny because you're like, don't do this.
00:14:33
Speaker
Don't do that.
00:14:34
Speaker
Don't do this.
00:14:35
Speaker
Don't do that.
00:14:35
Speaker
Then I went through the checklist.
00:14:37
Speaker
I'm doing it.
00:14:38
Speaker
I'm doing it.
00:14:38
Speaker
I'm doing it.
00:14:39
Speaker
I'm doing it.
00:14:39
Speaker
I'm doing
Reflecting on a Sales Career
00:14:40
Speaker
it.
00:14:41
Speaker
Horrible.
00:14:41
Speaker
Yeah.
00:14:42
Speaker
So it took me a while to be like, it's okay to say that you've made a mistake, right?
00:14:48
Speaker
Yeah.
00:14:48
Speaker
Well, yeah.
00:14:49
Speaker
And like, that's something I think these newer generation of reps, it's like, we got podcasts, we got YouTube, so many distractions.
00:14:58
Speaker
And so it's not like...
00:14:59
Speaker
But good distractions.
00:15:00
Speaker
Yeah, yeah.
00:15:01
Speaker
Good, good distractions.
00:15:02
Speaker
But like in your time, I mean, back then it's just like you got the one CD and cassettes.
00:15:07
Speaker
Yeah.
00:15:08
Speaker
I had some cassettes.
00:15:09
Speaker
I had some, you know, Amway Bill Britt cassettes.
00:15:12
Speaker
Yeah.
00:15:12
Speaker
I had, then we had CDs.
00:15:15
Speaker
Yeah.
00:15:16
Speaker
And then we got the CDs.
00:15:17
Speaker
Yeah.
00:15:17
Speaker
And then we got to the Blu-rays.
00:15:19
Speaker
Yeah.
00:15:20
Speaker
Oh, but now, yeah, my library, you know, my Audible library's got 79 books in it.
00:15:26
Speaker
I got like three credits right now.
00:15:28
Speaker
So it's pretty cool that I could actually just listen to books.
00:15:33
Speaker
Yeah.
00:15:33
Speaker
So really, especially now.
00:15:35
Speaker
Yeah, like there's no excuse anyone listening should be making.
00:15:39
Speaker
I think Brian Tracy, I know that's a book you like one of the original books, I called you.
00:15:43
Speaker
Psychologists of selling is the one I've read a lot.
00:15:45
Speaker
But he talks about making your car like a library on wheels.
00:15:50
Speaker
Right.
00:15:50
Speaker
Like we all slightly anyone in solar is driving quite a bit.
00:15:56
Speaker
We are like psychologists.
00:15:57
Speaker
I think, you know, I got a lot of quotes.
00:15:59
Speaker
I think this one was Taylor's McCarthy.
00:16:02
Speaker
It says, sales is a Broadway show put on by psychologists.
00:16:06
Speaker
Okay.
00:16:07
Speaker
I like that.
00:16:07
Speaker
Sales is a Broadway show.
00:16:08
Speaker
Yeah.
00:16:09
Speaker
So, psychology and achievement was my first one.
00:16:12
Speaker
And I still, I listen to it once or twice a year.
00:16:14
Speaker
It's like, you know,
00:16:16
Speaker
It's like my dental checkup, right?
00:16:18
Speaker
There's three books I think you must, must, must listen to.
00:16:22
Speaker
And I don't care if you're 100 or if you're nine years old.
00:16:26
Speaker
Psychology Achievement, Think and Grow Rich, and How to Win Friends and Influence People.
00:16:30
Speaker
And I'll be honest with you, the first two, How to Win Friends and Influence People and Think and Grow Rich, maybe I finished those books later.
00:16:40
Speaker
up till last year, once or twice.
00:16:42
Speaker
And then in 2023, I said, man, I really never gave those books the credit they deserve because I like Tony Robbins or I like Grant Cardone or I like, you know, my pastor, Ronnie Albranz, amazing library of books.
00:16:56
Speaker
But a lot of the audio books that I liked came from the birth of those books.
00:17:03
Speaker
So, you know, whatever you believe is fine.
00:17:05
Speaker
But me, if I'm on a desert island, my Bible, I'm,
00:17:09
Speaker
Think and Grow Rich,
Maintaining Work-Life Balance
00:17:10
Speaker
How to Win Friends and Influence People, Psychology of Achievement.
00:17:14
Speaker
And then if I could take one more like little, you know, PDF, Tony Robbins Master of the Money Game.
00:17:18
Speaker
Money Master of the Game.
00:17:19
Speaker
Yeah, that's good.
00:17:21
Speaker
Is that Brian Tracy too?
00:17:22
Speaker
Yeah.
00:17:22
Speaker
Psychology of Achievement?
00:17:23
Speaker
Yeah.
00:17:24
Speaker
It talks about everything, psychology of achievement, how to dress, why you dress that way.
00:17:31
Speaker
If it's white, don't bite.
00:17:33
Speaker
The three Fs, no flour, no sugar.
00:17:37
Speaker
I don't know if it's three Fs.
00:17:39
Speaker
But three S's.
00:17:39
Speaker
I don't remember.
00:17:40
Speaker
He talks about salads at six.
00:17:42
Speaker
Him and his wife, Monday, Wednesday, Friday, would have salads for dinner at six o'clock.
00:17:47
Speaker
So it's like a book about training, about speaking, about motivation, and about sales as well.
00:17:57
Speaker
And it's pretty much everything.
00:17:59
Speaker
I mean, if I had to take one book, which I'm glad I don't have to,
00:18:04
Speaker
I would, especially, you know, for people looking for leadership and sales and, you know, coaching themselves and dealing with their family and their friends, psychology of the achievement for the win.
00:18:14
Speaker
And I don't work for Brian Tracy.
00:18:16
Speaker
I don't get any royalties.
00:18:17
Speaker
No paid testimony.
00:18:19
Speaker
This is not a paid testimony.
00:18:21
Speaker
This is just a free advice.
00:18:23
Speaker
Yeah.
00:18:25
Speaker
Love it.
00:18:25
Speaker
Yeah.
00:18:26
Speaker
So, no, I think that's a good point, though.
00:18:28
Speaker
Like, make sure you are using that time on the road to actually further your education and, you know, listen to audiobooks.
00:18:38
Speaker
We got no excuses
Preparing for Long-Term Success
00:18:41
Speaker
with all the resources.
00:18:42
Speaker
Like, I don't know if you knew this, Chris, but like Spotify now, they have like...
00:18:47
Speaker
Pretty much any personal development book, if you have Spotify, you can get that too.
00:18:52
Speaker
So you don't even have to pay extra now.
00:18:54
Speaker
So it's like we got no excuses to be furthering our education and learning.
00:19:00
Speaker
But yeah, I want to shift gears a little bit.
00:19:02
Speaker
There's so many.
00:19:03
Speaker
I know you got.
00:19:04
Speaker
I think you called yourself like a jukebox of sell.
00:19:07
Speaker
I know.
00:19:09
Speaker
Went through so many different things.
00:19:11
Speaker
And so I know we can make this like a 10-hour podcast.
00:19:13
Speaker
I could go to midnight and not repeat myself.
00:19:16
Speaker
And, you know, I have an idea.
00:19:19
Speaker
We'll talk about it at the end.
00:19:22
Speaker
I would love if we could maybe once a week or once a month, like...
00:19:26
Speaker
do this somehow and turn it into like something.
00:19:30
Speaker
But we'll get there because I seriously can't, you know, I can sit here and talk till 10 o'clock and not repeat myself.
00:19:38
Speaker
He won't get a word in.
00:19:40
Speaker
Our batteries will die, but, but there's so much that you, you can learn.
00:19:45
Speaker
There's, you know, I'm 53 years old.
00:19:47
Speaker
I've been in sales 32 years.
Creative Motivation in Sales
00:19:50
Speaker
Yeah.
00:19:50
Speaker
You know, I've been on commission for, um,
00:19:53
Speaker
since 1987.
00:19:53
Speaker
So I don't even know.
00:19:56
Speaker
I mean, I don't know if I worked a salary job, you know, 1987, I was 17 years old selling meat.
00:20:02
Speaker
I did work at enterprise runner car for a short period of time and I Valley parked cars, but I've been in sales, you know, my whole life, you know, and it's funny because, you know, you work with people and sometimes they're like, they'll challenge you or they'll question what you might be talking about.
00:20:20
Speaker
But if you think about, you know, I don't know what year, were you born?
00:20:24
Speaker
93.
00:20:24
Speaker
So probably five years before you were born, I was already in sales, not at the level of sales that I'm at now where I'm, you know, getting to speak on a stage like this or getting to talk to people.
00:20:39
Speaker
But, you know, it was totally different.
00:20:42
Speaker
Yeah.
00:20:43
Speaker
So it was totally different.
00:20:44
Speaker
And then, you know, in 1993, I just kicked it into full gear.
00:20:48
Speaker
Yeah.
00:20:49
Speaker
So, yeah, that's that's a lot of years and a lot.
00:20:51
Speaker
Yeah.
00:20:52
Speaker
I mean, sure.
00:20:52
Speaker
A lot of growth, a lot of stuff.
00:20:54
Speaker
We can go for hours.
00:20:55
Speaker
But another thing, just shifting gears a little bit, something that's always stuck with me.
00:20:59
Speaker
I know you talked about a little bit today, too, is you have this saying it's like, stop checking your Facebook.
00:21:05
Speaker
Start checking your Facebook and start facing your checkbook.
00:21:08
Speaker
Yeah.
00:21:08
Speaker
People are more interested in who's checking in where and who's on social media.
00:21:14
Speaker
They're more interested in checking their Facebook than facing what's going on in their checkbook.
00:21:19
Speaker
And it was a quote from a pastor.
00:21:21
Speaker
My cousin who's a pastor, he had his version of it.
00:21:25
Speaker
But it was during an offering teaching, you know, and people are more interested in checking their Facebook and the base in their checkbook.
00:21:31
Speaker
And now we have more distractions.
00:21:33
Speaker
We have TikTok.
00:21:34
Speaker
We have Instagram.
00:21:35
Speaker
We have LinkedIn.
00:21:36
Speaker
We have all the different social media platforms to distract us from our craft.
00:21:41
Speaker
If you haven't spent 10,000 hours in your craft, you shouldn't be on social media.
00:21:46
Speaker
You shouldn't be listening to music.
00:21:48
Speaker
I said it today.
00:21:49
Speaker
Stop making royalties for musicians.
00:21:52
Speaker
Stop making royalties for musicians.
00:21:53
Speaker
For people that don't need any more money, you need to be listening to Sam Taggart and D2D experts and all these other people out there and get residuals from your customer.
00:22:04
Speaker
I'm sorry, royalties from your customers for life.
00:22:07
Speaker
Yeah.
00:22:07
Speaker
Right.
00:22:07
Speaker
So I'll sum that up.
00:22:08
Speaker
Do you want to listen to Taylor Swift and make her money?
00:22:11
Speaker
I'm sorry, you're a Taylor Swift fan.
00:22:12
Speaker
Do you want to get her more royalties?
00:22:15
Speaker
Or do you want to listen to Taylor or Sam Taggart and get royalties for life?
00:22:20
Speaker
Yeah.
00:22:22
Speaker
That's your decision.
00:22:23
Speaker
Yeah.
00:22:24
Speaker
Your decision.
00:22:25
Speaker
Yeah.
00:22:26
Speaker
Right.
00:22:26
Speaker
Royalties from your customers for life.
00:22:28
Speaker
Stop making royalties for Kanye and they don't need your money.
00:22:32
Speaker
Yeah.
00:22:33
Speaker
You know?
00:22:34
Speaker
So good.
00:22:34
Speaker
Yeah.
00:22:35
Speaker
And like just going off the last point, there's so many distractions.
00:22:38
Speaker
Yeah.
00:22:38
Speaker
We have more resources than ever, but also more distractions than ever.
00:22:42
Speaker
So it's like, um, that's something that I, when I, when I'm getting distracted, it's actually come back in my head.
00:22:48
Speaker
Like, why am I checking my Facebook so much?
00:22:50
Speaker
Why am I not looking, looking at my checkbook?
00:22:53
Speaker
And it's actually funny.
00:22:54
Speaker
Um, I don't know if you follow Alex or mostly at all, but, uh, you know, big entrepreneur and all that.
00:22:59
Speaker
And one of his podcasts, uh,
00:23:00
Speaker
He talks about that, like, first thing he does in the morning is he actually basically does that, faces his checkbook.
00:23:06
Speaker
He will look at his bank account every day and make sure, like, hey, is the bank account where he wants it to be?
00:23:12
Speaker
And like how many of us are facing that?
00:23:13
Speaker
The longer you're going up every day, that's good, I guess, right?
00:23:15
Speaker
Yeah, yeah.
00:23:16
Speaker
So, yeah, I mean, I think it's important to remember stuff like that.
00:23:20
Speaker
We got to face the things that are important in this distraction.
00:23:24
Speaker
Facebook's your only book.
00:23:25
Speaker
That's a problem.
00:23:26
Speaker
You heard me say that.
00:23:27
Speaker
Yeah.
00:23:27
Speaker
Right.
00:23:28
Speaker
It's so funny.
00:23:29
Speaker
No, it's true.
00:23:30
Speaker
If your only Facebook book is Facebook, there's a problem.
00:23:33
Speaker
If you have a big TV and a small library, that's a problem.
00:23:37
Speaker
Unless you're watching YouTube.
00:23:39
Speaker
You know, I had an 85 inch TV with every Xbox game possible.
00:23:43
Speaker
Cool.
00:23:44
Speaker
What's your library like?
00:23:45
Speaker
Yeah.
00:23:46
Speaker
You know, who's speaking into your life?
00:23:48
Speaker
Who's what's the mental protein that you're feeding your brain?
00:23:51
Speaker
Yeah.
00:23:51
Speaker
Yeah.
00:23:52
Speaker
And like there's so many things, too, that we can.
00:23:54
Speaker
I know earlier you were talking about like, you know, we got the call of duties.
00:23:58
Speaker
We got something.
00:24:00
Speaker
Nothing like Black Friday.
00:24:02
Speaker
Yeah.
00:24:02
Speaker
Nothing like a good Black Friday to lose a good sales rep.
00:24:06
Speaker
Sorry, guys.
00:24:07
Speaker
Diablo came out last year.
00:24:09
Speaker
I lost like nine guys for like seven days.
00:24:12
Speaker
I had their wives text me, come, can I get him?
00:24:16
Speaker
Help me, please.
00:24:17
Speaker
And bring some Vizine because their eyes have been open for five days.
00:24:20
Speaker
Yeah.
00:24:21
Speaker
Nothing like a good Black Friday sale of a video game to lose a sales rep.
00:24:28
Speaker
Yeah.
00:24:29
Speaker
Well, yeah.
00:24:29
Speaker
So there's all these different, I guess, I don't know, vices, like distractions, whatever you want to call it.
00:24:34
Speaker
Kryptonite.
00:24:35
Speaker
Kryptonite.
00:24:35
Speaker
Oh, yeah.
00:24:35
Speaker
That's what you're talking about.
00:24:36
Speaker
Kryptonite.
00:24:37
Speaker
Yeah.
00:24:38
Speaker
And so how do you coach guys to just recognize?
00:24:41
Speaker
Because some guys, like, you got these games on your phone, all these distractions.
00:24:46
Speaker
Like, I'm sure you've seen this in your guys, but you can be going to the bathroom.
00:24:49
Speaker
Next thing you know, you spent 30 minutes on the toilet playing a whatever game, wasting time.
00:24:54
Speaker
I mean, I guess...
00:24:57
Speaker
Toilets, toilets, neutral territory.
00:24:59
Speaker
I mean, you don't want to be calling customers back on the toilet.
00:25:02
Speaker
And they're like, are you in the bathroom?
00:25:04
Speaker
You know, my guys call me from the bathroom.
00:25:06
Speaker
I'm like, dude, are you in the bathroom?
00:25:07
Speaker
They're like, yeah.
00:25:08
Speaker
So maybe, you know, I'll give a disclaimer.
00:25:11
Speaker
If you have a couple of minutes of toilet time and you want to play clash of clans on your phone, it's probably okay.
00:25:17
Speaker
Or you can return some text messages.
00:25:19
Speaker
Yeah.
00:25:20
Speaker
But, uh,
00:25:21
Speaker
You know, how do I say it?
00:25:22
Speaker
You got to say it with love, which I never really was good at that, right?
00:25:25
Speaker
Just being from New York and being very, like, direct.
00:25:28
Speaker
Like, no one wants to...
00:25:30
Speaker
no one wants to hear from a jerk idiot right yeah so you try to communicate with their love language which you know there's a big thing that i've learned because i've read the love language book right so you have words of affirmation physical touch uh acts of service um words of affirmation and gifts right right so i try to communicate with my people
00:25:55
Speaker
or anyone in my life through the love language, right?
00:25:57
Speaker
It's good.
00:25:58
Speaker
Obviously with ladies that I work with, we're not physical touching.
00:26:00
Speaker
So just for the high fives and side hugs, you know, for ladies to men, but you know, some guys want to hear the sound of their voice, Noah, you know, or John or Bob or Charlie, whoever, right.
00:26:13
Speaker
You call them and you talk to them about the things that they want to hear, you know?
00:26:17
Speaker
Yeah.
00:26:18
Speaker
Let me get a little bit more specific on that.
00:26:22
Speaker
How do I tell somebody to get the hell off social media or this?
00:26:26
Speaker
You just have to find a way to communicate with them, right?
00:26:29
Speaker
It's not the words you say.
00:26:30
Speaker
It's the music they hear.
00:26:33
Speaker
It's not what you say.
00:26:34
Speaker
It's how you say it.
00:26:35
Speaker
It's such an old quote, right?
00:26:37
Speaker
Oh, wow, Chris.
00:26:38
Speaker
You really got something there.
00:26:39
Speaker
Well, it's true.
00:26:40
Speaker
Hey, buddy, could you stop using that game?
00:26:43
Speaker
It's going to kill you.
00:26:44
Speaker
It's going to ruin your month.
00:26:46
Speaker
It's going to ruin your whatever.
00:26:47
Speaker
Hey, why are you playing that game?
00:26:49
Speaker
Blah, blah, blah.
00:26:50
Speaker
It's just how you say it.
00:26:51
Speaker
And generally, if I have to deliver something awkward, I try not to text it.
00:26:56
Speaker
Because when you text something to someone, I can imagine looking at the text message and being like, oh, yeah, this is Chris being a jerk and Chris's jerk voice.
00:27:06
Speaker
Yeah.
00:27:07
Speaker
Or calling them and just using voice inflection, a little bit of tonality, smile while you're talking about it.
00:27:13
Speaker
It's hard.
00:27:14
Speaker
The hardest part of my job is delivering the bad news.
00:27:19
Speaker
And I'm not perfect by any means.
00:27:22
Speaker
And I make mistakes sometimes.
00:27:25
Speaker
And they say a salesperson's hardest thing, word to say is no.
00:27:29
Speaker
Yeah.
00:27:30
Speaker
And I've learned that you have to say no sometimes and it's not easy.
00:27:35
Speaker
And sometimes I don't win at that.
00:27:38
Speaker
Yeah.
00:27:38
Speaker
What I'm good at is saying, Hey, I'm sorry.
00:27:42
Speaker
Yeah.
00:27:42
Speaker
Hey, I made a mistake.
00:27:45
Speaker
Hey, I should have done that differently.
00:27:47
Speaker
Yeah.
00:27:48
Speaker
Forgive me.
00:27:49
Speaker
Hey, guys, it's okay to say you're sorry.
00:27:51
Speaker
You know, you don't have to be a tough guy.
00:27:52
Speaker
This is not, you know, a street war.
00:27:55
Speaker
Hey, I'm sorry.
00:27:56
Speaker
I made a mistake.
00:27:57
Speaker
Yeah.
00:27:57
Speaker
You know, you hurt my feelings.
00:27:58
Speaker
I know I did.
00:27:59
Speaker
I'm sorry.
00:27:59
Speaker
And call them.
00:28:00
Speaker
Call them.
00:28:01
Speaker
Don't hide behind a text message.
00:28:03
Speaker
Hey, Bob, I'm really sorry that I acted like a jerk and didn't take your feelings into consideration.
00:28:09
Speaker
Yeah.
00:28:10
Speaker
I'm sorry.
00:28:11
Speaker
I'm sorry.
00:28:11
Speaker
Just say I'm sorry.
00:28:12
Speaker
I'm sorry.
00:28:12
Speaker
How easy is that?
00:28:14
Speaker
Well, yeah, like sometimes what I struggle with is because I don't know, I can tell you, you got like the New Yorker.
00:28:19
Speaker
You're like, I can tell you're, you're not afraid to call people out and all that.
00:28:23
Speaker
But for me, I've something I've had to try to adjust more is just like getting more to where I can,
00:28:30
Speaker
you know, like call people out when necessary.
00:28:32
Speaker
You know, I grew up like a super shy kid, not liking confrontation and things like that.
00:28:37
Speaker
So like, how do you recognize for guys when do they need to be like called out versus does it depend on the person?
00:28:44
Speaker
Like, or how do you know what's going to be effective?
00:28:46
Speaker
Is it effective to call people out sometimes?
00:28:48
Speaker
Or what's been like, what's been like your experience coaching, training guys and running large teams?
00:28:53
Speaker
How do you get them to actually make changes?
00:28:55
Speaker
And one of my mentors said, you praise in public, you reprimand in private.
00:29:00
Speaker
Okay.
00:29:00
Speaker
Fortunately, I didn't hear that soon enough earlier in my manager career.
00:29:04
Speaker
Yeah.
00:29:04
Speaker
My leadership career.
00:29:06
Speaker
Yeah.
00:29:06
Speaker
So, yeah, you just praise them in public and you reprimand in private.
00:29:10
Speaker
Okay.
00:29:11
Speaker
And you just be really nice.
00:29:13
Speaker
Yeah.
00:29:13
Speaker
You know, and luckily I have a great co-regional, Corey Waxler.
00:29:17
Speaker
Shout out to Corey.
00:29:17
Speaker
I'm sorry I didn't show you some love.
00:29:20
Speaker
He's really good.
00:29:21
Speaker
He's really kind and polite.
00:29:23
Speaker
We have a very different dynamic personalities.
00:29:27
Speaker
The good news being the age that I'm at and having a crazy life, which I can't really get into today because we wouldn't have enough time, is that I've been very successful and I've also been very unsuccessful.
00:29:43
Speaker
I've met nice people and I've met bad people.
00:29:46
Speaker
And I've been doing this now.
00:29:48
Speaker
This is my fourth decade.
00:29:50
Speaker
The 80s, the 90s, the 2000s, the 2010, 2020.
00:29:55
Speaker
Okay, my fifth decade of sales.
00:29:58
Speaker
Holy crap.
00:29:59
Speaker
Wow.
00:30:00
Speaker
Fifth decade of sales.
00:30:02
Speaker
Sales in the 80s, sales in the 90s, sales in the 2000s.
00:30:07
Speaker
Sales in the 2010 to 2020, and now in the 2020s.
00:30:12
Speaker
And I haven't stopped.
00:30:14
Speaker
I didn't take five years and go become a nurse or become a banker.
00:30:18
Speaker
This is all I know is sales.
00:30:21
Speaker
And I've done it forever.
00:30:23
Speaker
And I think-
00:30:25
Speaker
when I'm talking to people, they know that, right?
00:30:29
Speaker
You know, I don't give diet advice.
00:30:32
Speaker
I'm working on that.
00:30:33
Speaker
I got married when I was 45.
00:30:35
Speaker
I don't give relationship advice.
00:30:37
Speaker
You know, I don't get on the doors a lot these days.
00:30:39
Speaker
So I'm not screaming about people being on the doors.
00:30:42
Speaker
I did that job.
00:30:43
Speaker
Now I'm doing a different one.
00:30:45
Speaker
So, but I have a lot of life experience.
00:30:49
Speaker
on handling bad things and good things.
00:30:52
Speaker
It really takes a lot to get me shook.
00:30:54
Speaker
And I can deliver a bad message with a lot of experience.
00:30:58
Speaker
And we talk about stories.
00:30:59
Speaker
I have thousands and thousands of stories for anything sales related you could think of, right?
00:31:05
Speaker
Guys getting arrested in the field, no permits.
00:31:07
Speaker
Cars getting stolen and turf.
00:31:10
Speaker
Wheels getting stolen off someone's BMW in Massachusetts.
00:31:14
Speaker
If you ever watch this, you'll know who I'm talking about.
00:31:17
Speaker
We came out of a hotel and his car was on Lyfts and all the, all the things.
00:31:23
Speaker
And that was in 2005.
00:31:25
Speaker
18 years ago.
00:31:28
Speaker
Yeah.
00:31:28
Speaker
I mean, it's, it's, it's been a long time and I'm still relevant.
00:31:32
Speaker
I still sell.
00:31:32
Speaker
Yeah.
00:31:34
Speaker
I still sharpen the axe.
00:31:36
Speaker
My pastor has a good quote.
00:31:37
Speaker
He goes, I might be old fashioned, but I'm not out of date.
00:31:41
Speaker
And I am, I'm an older guy and been around a while, but I'm good with technology.
00:31:47
Speaker
I'm good with sales.
00:31:48
Speaker
I'm obviously very good with people.
00:31:51
Speaker
My rapport skills are ridiculous and getting into a customer's home, shoes are off.
00:31:55
Speaker
I'm on the couch, you know, we're cooking dinner.
00:31:58
Speaker
Dogs, you know, rubbing the dog's belly, you know, I feel like there's nothing I can't accomplish.
00:32:04
Speaker
Yeah, well, being in sales so long, because I hear some guys, it's like they're knocking doors for a year and they're like, oh, Taylor, I'm burned out.
00:32:11
Speaker
I've been doing this so long.
00:32:13
Speaker
And like, I'm in my 12th year doing this.
00:32:15
Speaker
And like, I still have the times where I was like, man, I've been doing this forever.
00:32:18
Speaker
But then I see guys like you, like Michael O'Donnell.
00:32:20
Speaker
And I'm like, okay.
00:32:21
Speaker
Well, I haven't knocked doors for 30 years.
00:32:25
Speaker
I knocked doors probably 2006, on and off the last 16 years.
00:32:30
Speaker
So I know you're not necessarily knocking doors every day, but just like, you know, sales in general, the job.
00:32:36
Speaker
What do you say to guys when they're like, Chris, how do you keep doing this after so long?
00:32:41
Speaker
Well, yeah.
00:32:44
Speaker
How do you not get burned out?
00:32:46
Speaker
What do you tell your ass?
00:32:47
Speaker
I can't.
00:32:48
Speaker
I'm not going to be a model, so that's not going to happen.
00:32:50
Speaker
I don't have any degrees, you know, and this is all I know.
00:32:55
Speaker
And it's done great for me.
00:32:57
Speaker
I can go anywhere and make $100,000.
00:32:58
Speaker
I can go to Best Buy and make $100,000.
00:33:02
Speaker
I can go to a landscaping company and make $100,000.
00:33:05
Speaker
You know, earning potential or earning power is something that's really, really good for life.
00:33:12
Speaker
Let's talk about this.
00:33:13
Speaker
Okay.
00:33:14
Speaker
If you're in sales, if you're an 80-year-old fireman, you can't be a fireman.
00:33:19
Speaker
If you're an 80-year-old police officer, you can't be an 80-year-old police officer.
00:33:23
Speaker
But you can be in sales and be 80.
00:33:25
Speaker
Brian Tracy.
00:33:27
Speaker
Tom Hopkins, John Maxwell are all in their 70s and 80s and still making very, very, very good money because they chose this profession.
00:33:38
Speaker
So at least I know till I have no air left in my lungs.
00:33:43
Speaker
It might not be in solar.
00:33:45
Speaker
I hope it is.
00:33:46
Speaker
But I'll always be able to earn money from my sales career.
00:33:50
Speaker
I'll always be able to earn money from my sales pedigree.
00:33:54
Speaker
And that's why I do this.
00:33:55
Speaker
And, you know, that's why I keep pressing on.
00:33:58
Speaker
And when guys are like, oh, I don't want to do this.
00:34:00
Speaker
Well, go take that degree you have and go back to college or go take that degree you have and go be a nurse.
00:34:05
Speaker
I don't have that.
00:34:06
Speaker
Then just keep pressing on.
00:34:08
Speaker
Yeah.
00:34:08
Speaker
You know, Michael Donald is a perfect example, right?
00:34:10
Speaker
Yeah.
00:34:10
Speaker
He's 60.
00:34:11
Speaker
Oh, goodness.
00:34:12
Speaker
He's over 50.
00:34:13
Speaker
Yeah.
00:34:16
Speaker
And he's out there every day grinding.
00:34:18
Speaker
Yeah.
00:34:19
Speaker
And he's turning his Jerry Rice into his Jerry Jones.
00:34:23
Speaker
Here's a quote for you.
00:34:24
Speaker
Jerry Rice, right?
00:34:25
Speaker
Top receiver, world-class athlete.
00:34:27
Speaker
Yeah.
00:34:28
Speaker
Jerry Jones.
00:34:29
Speaker
I'm not a Cowboys fan, but just for like the rhyming purposes.
00:34:32
Speaker
Yeah.
00:34:32
Speaker
Jerry Rice into Jerry Jones.
00:34:34
Speaker
Come on.
00:34:34
Speaker
Come on through.
00:34:35
Speaker
Come on through.
00:34:35
Speaker
Jerry Rice into Jerry Jones.
00:34:40
Speaker
Jerry Rice is a world-class athlete.
00:34:41
Speaker
Jerry Jones has a world-class organization.
00:34:44
Speaker
Taylor McCarthy, right?
00:34:46
Speaker
Yeah.
00:34:47
Speaker
You, Taylor, too.
00:34:48
Speaker
You, Taylor.
00:34:49
Speaker
Taylor, Taylor.
00:34:50
Speaker
Yeah.
00:34:50
Speaker
World-class sales.
00:34:52
Speaker
Now, they're in their leadership role, right?
00:34:55
Speaker
So I tell guys, well, if you're burned out being a rep, you know, build an organization.
00:35:00
Speaker
Recruit, train, motivate.
00:35:02
Speaker
There's lots to do in this job.
00:35:03
Speaker
Yeah, when I think when guys just accept that that's their career.
00:35:07
Speaker
No, that's good.
00:35:08
Speaker
Because like what you're saying, it's like, this is what you do now.
00:35:12
Speaker
You've been doing it so long.
00:35:13
Speaker
And for me too, when I decided, hey, this isn't just another summer job.
00:35:16
Speaker
This is like my career now.
00:35:18
Speaker
This is what I do.
00:35:19
Speaker
got a house in san diego like this is my job like out of for me once i like just accepted that and went all in that's when things changed because i see so many guys it's like oh i'm just gonna try it i'm gonna do this for a summer and they're just like dipping their toes but um that's what i would recommend for guys listen yeah burn the bridges go all in yeah but i love that
00:35:43
Speaker
I have a family.
00:35:43
Speaker
I like nice things.
00:35:45
Speaker
I could possibly retire.
00:35:49
Speaker
I'd probably have to do something still.
00:35:50
Speaker
But I'm not done with the mission yet.
00:35:54
Speaker
What's great about sales and what's great about getting plugged in an organization like D2D Experts and getting around guys like Mike O'Donnell and yourself, you can bring that career to a different level.
00:36:07
Speaker
Right.
00:36:07
Speaker
So you have Jerry.
00:36:08
Speaker
Let's let's talk about you have Jerry Rice and the Jerry Jones.
00:36:10
Speaker
But then Jerry Jones will eventually retire.
00:36:15
Speaker
Yeah.
00:36:15
Speaker
And he will bring his career to like maybe, you know, chairman emeritus, I think it's called.
00:36:21
Speaker
Yeah.
00:36:21
Speaker
So, you know, I still have so many levels that I could still go to.
00:36:26
Speaker
And this right.
00:36:26
Speaker
You have rep, manager, regional manager, owner, teacher, you know, mentor.
00:36:32
Speaker
There's so many levels that you can continue to go to.
00:36:35
Speaker
Yeah.
00:36:35
Speaker
So good.
00:36:36
Speaker
Yep.
00:36:37
Speaker
And the second that's, um, you don't have another level to go to.
00:36:40
Speaker
I think that's where, I don't know, company owners, you got to spread that vision to your guys too.
00:36:45
Speaker
Yeah.
00:36:46
Speaker
Like you got to believe that there's another level you can hit another, uh, you know, because once you start, stop growing, um, that's where I see guys lose too.
00:36:55
Speaker
Got people playing foosball in the background.
00:36:59
Speaker
Yeah.
00:37:00
Speaker
That's okay.
00:37:00
Speaker
We're not trying to do the podcast or anything.
00:37:02
Speaker
Yeah.
00:37:02
Speaker
That's so good.
00:37:03
Speaker
If you want a couple of tickets, hopefully get this Chuck E. Cheese prize there.
00:37:08
Speaker
Showbiz pizza and Chuck E. Cheese, man.
00:37:12
Speaker
Yeah, but no, it's good.
00:37:13
Speaker
So Chris, last couple questions before we start wrapping up here.
00:37:18
Speaker
So you're over an entire region over there at Sunder.
00:37:24
Speaker
So for guys that are aspiring to get into leading others, growing other leaders, how do you transition from leading yourself, then to leading others, then to leading leaders?
00:37:36
Speaker
I know there's differences and all that.
00:37:38
Speaker
So what do you see?
00:37:39
Speaker
Well, if your house, if your house is in an order, your spiritual house, your financial house, your emotional house, your marriage, your relationship, if those things aren't in order, you can't give what you don't have.
00:37:51
Speaker
Right.
00:37:51
Speaker
So luckily I am, my house is in order.
00:37:53
Speaker
Uh, my health needs to be better.
00:37:55
Speaker
So I'm working on that.
00:37:57
Speaker
But my, my, my spiritual house, my emotional house, all that's in order.
00:38:01
Speaker
Yeah.
00:38:02
Speaker
I read books, right?
00:38:04
Speaker
360 degree leader is a perfect book for you to lead yourself, to lead your co-managers.
00:38:10
Speaker
You know, I have a co-manager, Corey Wuxler.
00:38:12
Speaker
And, you know, so we have to communicate.
00:38:14
Speaker
We have to get along.
00:38:16
Speaker
Then I have the owners of Sunder, Eric and Max.
00:38:19
Speaker
Then I have my managers that I work with, James and Noah, Joe and,
00:38:25
Speaker
Dustin and Kevin and so many people, you know, goodness gracious, I don't miss anybody that, you know, Kyler and Caleb and all my Orlando guys, we have a new team in Miami.
00:38:36
Speaker
Yeah.
00:38:36
Speaker
You know, just I have to be able to communicate effectively with them, but I also have to be able to communicate with myself.
00:38:44
Speaker
You know, Tony Robbins, if you watch,
00:38:46
Speaker
Some of his events, he talks about James Belushi and Robin Williams, how they killed themselves when they had all the money.
00:38:53
Speaker
They had beautiful families.
00:38:55
Speaker
They had won multiple awards.
00:38:57
Speaker
But Tony said they didn't effectively communicate with themselves.
00:39:01
Speaker
Yeah.
00:39:02
Speaker
So I think one thing I'm very good at, I'm wrong with an answer.
00:39:05
Speaker
To mentor and to help others is I am in very good check with myself.
00:39:12
Speaker
I don't drink alcohol.
00:39:13
Speaker
And if you do, I don't judge you.
00:39:15
Speaker
Not popping bottles at the club.
00:39:17
Speaker
You know, my mind is crisp.
00:39:19
Speaker
I get the right amount of rest.
00:39:23
Speaker
I'm healthy, though, you know, obviously working on getting healthier, but I'm healthy.
00:39:27
Speaker
My mind.
00:39:28
Speaker
It's healthy.
00:39:29
Speaker
I'm happy.
00:39:29
Speaker
Yeah.
00:39:30
Speaker
You know, I'm spiritually fed.
00:39:32
Speaker
I go to a great church.
00:39:33
Speaker
My wife is, you know, handpicked by God for me.
00:39:38
Speaker
Awesome.
00:39:39
Speaker
My daughter, Angelina, she's six.
00:39:42
Speaker
She's amazing.
00:39:42
Speaker
So they see those things, right?
00:39:45
Speaker
Yeah.
00:39:45
Speaker
But if I was like on my ninth wife and-
00:39:48
Speaker
you know, sleeping in my car at the club and, you know, popping bottles with my belly popping out.
00:39:54
Speaker
And then the next day I'm trying to lead you.
00:39:56
Speaker
I'm trying to take you to war and I'm not, my house is not in order.
00:40:00
Speaker
Yeah.
00:40:00
Speaker
Then how can I do that?
00:40:02
Speaker
Yeah.
00:40:02
Speaker
So that's, that's, that's one thing I, you know, I don't want to brag about myself, but I definitely am got my, my house is in order.
00:40:08
Speaker
So long winded answer.
00:40:10
Speaker
Read books and be, have your house in order.
00:40:13
Speaker
Yeah, 100% love it.
00:40:14
Speaker
And yeah, like, you know, you got to know to lead yourself too.
00:40:18
Speaker
So anyone listening to this, think the people you're trying to lead, would you look at yourself and want to be led by that type of person?
00:40:26
Speaker
And if you're doing those things that Chris talked about, you're popping the bottles, if you're staying up till 5am playing Call of Duty, like, you might...
00:40:35
Speaker
You might want to check yourself on some of those things.
00:40:37
Speaker
Yeah.
00:40:37
Speaker
So, um, yeah, yeah, yeah.
00:40:39
Speaker
So kryptonite, right.
00:40:40
Speaker
The kryptonite in life that's blocking your success, toxic relationships, drugs, alcohol, bad things, right.
00:40:47
Speaker
Toxic things.
00:40:48
Speaker
Yeah.
00:40:48
Speaker
Things that are, that are affecting you.
00:40:50
Speaker
Yeah.
00:40:50
Speaker
Those are things in your life that you, you, you just need to get rid of.
00:40:54
Speaker
Could be toxic family members.
00:40:56
Speaker
Yeah.
00:40:56
Speaker
Could be a lot of things.
00:40:57
Speaker
Yeah.
00:40:58
Speaker
So, Chris, as we start wrapping up here, you sung this for us at the end of your presentation today, but you created, like, in my opinion, the best song for cells that we should all be singing on the doors every day.
00:41:13
Speaker
So it's called the what do you call it?
00:41:15
Speaker
No, no, no.
00:41:16
Speaker
Yeah.
00:41:16
Speaker
My friend Jason kind of started it and then.
00:41:19
Speaker
We took it to another level.
00:41:20
Speaker
It's called the No No No song.
00:41:21
Speaker
So obviously we get a lot of no's in this business.
00:41:25
Speaker
We get no's daily.
00:41:27
Speaker
Mike O'Donnell likes no's.
00:41:29
Speaker
But as we get no's and we go from door to door or no's from anything in life, we just try to make it fun.
00:41:38
Speaker
It's a lot better when there's a room full of people.
00:41:41
Speaker
But we can kind of sing it.
00:41:44
Speaker
if we want.
00:41:45
Speaker
And, you know, kind of put on the spot here.
00:41:48
Speaker
I'm kind of shy.
00:41:49
Speaker
I'll sing it with you if you want.
00:41:51
Speaker
So it goes no, no, no, no.
00:41:56
Speaker
Yes.
00:41:57
Speaker
Right.
00:41:57
Speaker
So you're getting no after no after no after no.
00:42:00
Speaker
And then you're getting a yes.
00:42:02
Speaker
Yeah.
00:42:02
Speaker
Right.
00:42:02
Speaker
And that's what's great about sales.
00:42:03
Speaker
You'll get no's.
00:42:04
Speaker
So you could actually sing the no's down the block.
00:42:07
Speaker
No, no, no, no, no.
00:42:10
Speaker
No, no, no, no, no.
00:42:13
Speaker
Yes.
00:42:13
Speaker
So we'll do it one more time.
00:42:14
Speaker
Ready?
00:42:15
Speaker
No, no, no, no, no.
00:42:21
Speaker
Yes.
00:42:22
Speaker
Love it.
00:42:23
Speaker
Hey, man, thanks for having me.
00:42:24
Speaker
Yeah.
00:42:25
Speaker
I appreciate it.
00:42:26
Speaker
And hopefully you wouldn't violate any FCC things with that terrible singing.
00:42:31
Speaker
You know, like my mom said, I had a face for radio.
00:42:35
Speaker
Never got into singing before, but.
00:42:37
Speaker
Yeah.
00:42:37
Speaker
Thanks for having me.
00:42:39
Speaker
We finally did this.
00:42:40
Speaker
Yeah.
00:42:40
Speaker
We'd love to come back.
00:42:41
Speaker
Yeah.
00:42:42
Speaker
Well, we appreciate it, Chris.
00:42:43
Speaker
Remember that song next time you're on the doors, anyone listening to this and no, no, no, your boat.
00:42:49
Speaker
And then if people want to connect with you more, Chris, or I don't know, potentially on Instagram at C M U N I Z Z I. And then Chris Munizzi M U N I Z Z I on Facebook.
00:43:01
Speaker
Yeah.
00:43:02
Speaker
And, uh,
00:43:03
Speaker
Thank you.
00:43:03
Speaker
And I'm proud of you, man.
00:43:04
Speaker
And love this podcast.
00:43:06
Speaker
Thanks for doing this.
00:43:08
Speaker
I've tried to spell solopreneur a couple of times.
00:43:11
Speaker
It's a tough word.
00:43:11
Speaker
It's tough.
00:43:12
Speaker
It's a tough word.
00:43:13
Speaker
I feel a little bit smarter now.
00:43:15
Speaker
Thanks, man.
00:43:16
Speaker
Appreciate you.
00:43:16
Speaker
See you guys later.
00:43:17
Speaker
Okay.
00:43:18
Speaker
Appreciate it.
00:43:18
Speaker
So guys, go hit up Chris.
00:43:20
Speaker
Let him know you appreciated him coming on the show today.
00:43:22
Speaker
And hopefully we can do a round two, you know, in the future.
00:43:26
Speaker
I'll buy one of these microphones at my house.
00:43:28
Speaker
Yeah.
00:43:28
Speaker
I'll get the whole, like, I'll get like the hanging down one.
00:43:31
Speaker
I'll turn, I'll turn my house into a studio.
00:43:33
Speaker
Yep.
00:43:33
Speaker
Yep.
00:43:34
Speaker
Yep.
00:43:34
Speaker
So appreciate you again, Chris.
00:43:35
Speaker
And, um, guys, one thing I've just taken from, uh, learning from Chris over the couple of years that I've known him is just make things fun, make it lighthearted, make it easy.
00:43:44
Speaker
Um, Chris is a master at like creating these one-liners and helping, helping, uh, whatever he teaches stick in the minds just by, you know, the no, no, no, your bullet song.
00:43:53
Speaker
Like that was a great example of it.
00:43:55
Speaker
So thanks again, Chris, and we'll look forward to seeing what you do next.
00:43:58
Speaker
Appreciate it.
00:43:59
Speaker
Thank you.
00:43:59
Speaker
All right.
00:44:01
Speaker
Hey, solopreneurs, quick question.
00:44:03
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?
00:44:13
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.
00:44:25
Speaker
That's why I want to make a truly special announcement about the new learning community exclusively for solar professionals and
00:44:31
Speaker
to learn, compete, and win with top performers in the industry.
00:44:36
Speaker
And it's called Solcitee.
00:44:38
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.
00:44:57
Speaker
Currently, SoulCity is open, launched, and ready to be enrolled.
00:45:03
Speaker
So go to SoulCity.co to learn more and join the learning experience now.
00:45:11
Speaker
This is exclusively for solopreneur listeners, so be sure to go to SoulCity.co and join.
00:45:18
Speaker
We'll see you on the inside.