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How To Unlock True Motivation In Solar Sales - Mike Szcesniak
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Transcript
Taylor Armstrong's Sales Journey
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.
Defining a Solopreneur
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.
00:00:41
Speaker
Okay, what's going on?
Mike Sesniak's Coaching Expertise
00:00:43
Speaker
We are back with another episode, and we've got someone that has been on not just once, but for the second time, the one, the only Mike Sesniak.
00:00:51
Speaker
Thanks for coming back for the second time, Mike.
00:00:54
Speaker
Thanks for having me, bro.
00:00:55
Speaker
I'm looking forward to it.
00:00:56
Speaker
Yeah.
00:00:57
Speaker
Must not been a complete train wreck the first time.
00:00:59
Speaker
If you're willing to come back for a second.
00:01:01
Speaker
No, it was awesome.
00:01:03
Speaker
I appreciate it, brother.
00:01:04
Speaker
Thanks for having me.
00:01:05
Speaker
Yeah.
00:01:06
Speaker
And so if you have not listened to Mike's first episode, we will link to it here in the show notes, but definitely go check it out.
00:01:12
Speaker
We talked about just how he's coaching his clients, how he's getting solar sales reps to double their sales, triple, quadruple and help reps help their guys do the same.
00:01:23
Speaker
Um, so go listen to that and you'll get kind of the full intro, but, um, for guys that haven't heard as much, do you want to give just kind of the quick readers digest, uh, background for you, Mike, and what you do and how you help solar cells guys?
High-Performance Coaching Background
00:01:37
Speaker
Yeah, a hundred percent.
00:01:38
Speaker
So I'll give the super spark notes.
00:01:39
Speaker
I think we dove into it a whole lot more on that first episode.
00:01:43
Speaker
Um,
00:01:43
Speaker
But the spark notes, I run a company called the results engine, high performance coaching, consulting.
00:01:48
Speaker
We help sales guys make more money, spend a lot of time in the door to door space, specifically solar.
00:01:54
Speaker
I think probably like 93% of our clients right now are solar.
00:01:58
Speaker
A hundred percent of them knock doors.
00:01:59
Speaker
We've been in this industry about three and a half years now at this point, I've been running the results engine for about six, almost seven years now at this point though.
00:02:07
Speaker
I worked with tons of different industries.
00:02:09
Speaker
I've personally been in sales over 20 years, never knocked a door to sell anything in my life.
00:02:13
Speaker
And that is one of the first things that I say whenever I'm speaking at any of these events, because I don't want people to feel like I'm pulling the wool over their eyes.
00:02:20
Speaker
But I'm just an engineering nerd at heart who has been in sales for a really long time that has systems that solve very expensive problems in the door to door space, especially in the solar space.
00:02:31
Speaker
So I've grown to love it.
00:02:33
Speaker
I have so much appreciation for this space.
00:02:36
Speaker
And, dude, it's an absolute freaking honor to serve it.
00:02:39
Speaker
But we've had a lot of fun over the years and helped a bunch of guys and girls make a boatload of money.
00:02:44
Speaker
Yeah, 100%.
00:02:46
Speaker
So again, yeah, go listen to the first episode if you want to hear more of the background and how Mike started his company or his old engines and all that.
00:02:54
Speaker
But yeah, we're going to be talking about some more specific things today.
00:02:58
Speaker
And don't get me wrong, Mike, he still knows how to sell because I remember like the first episode, you're kind of playing it off like, oh, yeah, I've never knocked the door, but I just kept you get people results.
00:03:10
Speaker
But then I remember we talked at the last conference we met up at.
00:03:13
Speaker
And as you know, I've kind of started coaching some guys and getting into that more and more.
00:03:19
Speaker
And I was telling you, I'm like, man, Mike, it's hard to get people sold on getting in coaching programs.
00:03:23
Speaker
A lot of people drag their feet and don't want to do it.
00:03:27
Speaker
Like, what are you doing?
00:03:28
Speaker
So I realized that I'm like, OK, Mike, he knows how to sell if he can get guys in his coaching program because that's not an easy sell either.
00:03:37
Speaker
gotta, gotta hand it to you.
00:03:38
Speaker
You play it off.
00:03:39
Speaker
Like you don't know how to sell, but this guy can sell people.
00:03:42
Speaker
Yeah.
00:03:43
Speaker
I don't know.
00:03:44
Speaker
Maybe I'm a humble dude, but, um, no, I mean, the reality is coaching is fairly challenging to sell, right?
00:03:51
Speaker
Like, uh, and let me preface what I'm about to say, which with like, I don't mean that any of it is unethical or that you're not selling value, but essentially coaching and consulting, like you're selling air, you're selling a belief, you're selling like a brand,
00:04:08
Speaker
I'm selling me to a client.
00:04:10
Speaker
And the systems are things that I just generated out of thin air.
00:04:14
Speaker
I'm not selling a tangible solar panel that's going on someone's house.
00:04:19
Speaker
So sometimes that becomes really challenging.
00:04:21
Speaker
But when the concept that you're selling has a proven track record, it becomes a lot easier and
00:04:29
Speaker
Thankfully, we've worked with hundreds of reps and gotten some pretty decent results.
00:04:33
Speaker
So that makes it a little bit easier.
00:04:34
Speaker
But yeah, I've been around the block on the sales game.
00:04:38
Speaker
So definitely, I just say all that, frankly, because we very often get associated with sales training.
00:04:44
Speaker
That's not it.
00:04:46
Speaker
We're not the what to say, right?
00:04:48
Speaker
A lot of my buddies are in that space and I send our clients to them when they want the industry specific, right?
00:04:54
Speaker
sales principles.
00:04:57
Speaker
I know a lot of them because I've hired a lot of these coaches in the more like industry agnostic, like this is just how to sell.
00:05:03
Speaker
And I'll tell people how we sell, but I don't claim to be that expert because I've never sold solar roofing, pest control alarms, like any of the things that we've helped reps sell more of.
00:05:13
Speaker
So that's why I like to play it that way because it's like, that's not my space.
00:05:17
Speaker
I'm the high performance dude, but don't get me wrong.
00:05:20
Speaker
Like I'll close you.
00:05:22
Speaker
Yeah, exactly.
00:05:22
Speaker
Yeah.
00:05:23
Speaker
Yeah, I was telling you, I'm like, man, I'll close five solar deals in a week, but sometimes getting someone to take action on a coaching program, it's like pulling teeth.
00:05:34
Speaker
But, you know, yeah, you've mastered it.
00:05:37
Speaker
But yeah, I'm excited today, Mike, because we're going to talk about just why coaching is important, how to get guys motivated, some other things.
00:05:45
Speaker
But before we dive into that, I'm curious.
00:05:47
Speaker
Last time we had you on the podcast about a year and a half ago.
Evolution in Coaching Focus
00:05:50
Speaker
So catch us up in the past year and a half.
00:05:53
Speaker
Have you changed anything in your coaching or what's what's new with Mike over there at Results Engine the past year and a half?
00:06:00
Speaker
Dude, a year and a half.
00:06:02
Speaker
If you can remember anything.
00:06:04
Speaker
I don't know.
00:06:04
Speaker
Yeah.
00:06:05
Speaker
I don't even know what day it is today.
00:06:07
Speaker
That's not true.
00:06:08
Speaker
I actually do because yesterday was the 4th of July as we're recording this.
00:06:12
Speaker
So there was a bit of an anchor point.
00:06:14
Speaker
But yeah, dude, a lot has changed.
00:06:17
Speaker
I mean, ultimately, the core principles of what we're doing at the results engine have not changed.
00:06:22
Speaker
For a while, we spent a decent more time on the B2B side of things, even though everything we do is B2B because technically every sales rep is their own business.
00:06:30
Speaker
We spent a decent amount of time pivoting more towards serving teams.
00:06:34
Speaker
And we've since kind of, we still do a bit of that, but now we're in the B2C and B2B space.
00:06:40
Speaker
The work is all the same though.
00:06:42
Speaker
When we're selling B2B, we were just using the same infrastructure to serve at scale.
00:06:46
Speaker
Really not a lot has changed, dude.
00:06:48
Speaker
Like there's some interesting volatility in the solar industry right now that I'm sure we'll talk about.
00:06:54
Speaker
So that kind of played a role as to why we strayed more into the B2C side of things.
00:06:59
Speaker
But yeah, dude, we're still doing the same thing and systems are getting better.
00:07:03
Speaker
Client results are getting better.
00:07:04
Speaker
I'm excited.
00:07:05
Speaker
And yeah, I got back in the driver's seat of a lot of things.
00:07:08
Speaker
So yeah.
00:07:09
Speaker
Awesome.
00:07:10
Speaker
Yeah.
00:07:10
Speaker
It's a lot of fun for sure.
00:07:12
Speaker
Are you still, is it still basically all solar reps, solar, like team leaders, managers, uh, mostly solar that you're coaching
Current Solar Industry Challenges
00:07:21
Speaker
at this point?
00:07:21
Speaker
Yeah.
00:07:22
Speaker
Yeah.
00:07:22
Speaker
I think, um,
00:07:25
Speaker
Which is interesting.
00:07:25
Speaker
I mean, it makes sense, right?
00:07:27
Speaker
Like that's where we got our start.
00:07:29
Speaker
Mikey Lucas was our first client and like he was in the solar space.
00:07:35
Speaker
So that helped the fact that it's a gold rush helped.
00:07:40
Speaker
And the fact that a lot of our early client results all came from that space and the problems are just so expensive.
00:07:47
Speaker
Meaning like if we can help add a couple extra deals a month in solar, that means a whole lot more than in like past or alarms, right?
00:07:56
Speaker
Because the volume is different.
00:07:57
Speaker
So all those things put together, I think that's why we have so many people in solar.
00:08:02
Speaker
But yeah, right now, I think I did the numbers earlier and it was like less than 10% of our clients are outside of solar right now.
00:08:10
Speaker
Okay.
00:08:10
Speaker
Okay.
00:08:11
Speaker
Love it.
00:08:12
Speaker
Yep.
00:08:12
Speaker
Solar is the place to be in.
00:08:14
Speaker
I think even some of the challenges going on, I think there's even more opportunity to have coaches and people helping out, especially with the mental side of things.
00:08:22
Speaker
And I want to talk about that a little bit because as I'm sure you know, Mike, we got the change that happened in California.
00:08:29
Speaker
Yeah.
00:08:29
Speaker
You talked about the volatility, you know, the dealer fees are higher and solar interest rates are higher.
00:08:36
Speaker
So I'm sure that's been brought up in your coaching with your clients is I'm sure issues and mental blocks and things like that.
00:08:43
Speaker
So, yeah.
00:08:43
Speaker
How has that affected your coaching?
00:08:45
Speaker
All these, you know, some call issues, some call opportunities, I guess.
00:08:49
Speaker
But have you seen people, I don't know, kind of lose their minds about this or how has that affected you in working with your clients?
00:08:55
Speaker
A hundred percent.
00:08:56
Speaker
So how do I, what's the easiest way to talk about this?
00:09:00
Speaker
So like the dealer fees, the interest rates, a lot of those things, like a lot of what you're seeing on the EPC and the install side, some companies going out of business that impacted our company, not from a mindset perspective, but from a, there was a lot of missing money.
00:09:17
Speaker
So like that's, I mentioned earlier, like pivoting back B2B into B2C, but
00:09:21
Speaker
Like that's a lot of those reasons why.
00:09:23
Speaker
Right.
00:09:24
Speaker
And those details are not as important to our conversation.
00:09:27
Speaker
I think the mindset piece is the bigger one.
00:09:30
Speaker
And it's a really interesting thing.
00:09:33
Speaker
Like NEM 3.0 is one part.
00:09:36
Speaker
The interest rates and the dealer fees are another part.
00:09:39
Speaker
It's interesting to me.
00:09:41
Speaker
I understand why people were running away from California.
00:09:44
Speaker
I get it.
00:09:45
Speaker
Like I disagreed with it, but I get it.
00:09:48
Speaker
And I understand that piece.
00:09:50
Speaker
It was really cool to see certain leaders like take that head on.
00:09:53
Speaker
And I know you work with one of those companies.
00:09:56
Speaker
And there were a couple other big leaders in the space that I really respect.
00:10:00
Speaker
And it was really cool to see not just people talking about not being afraid of it because they know that's what they're supposed to do from a leadership perspective, but like genuinely believe it, right?
00:10:09
Speaker
You can feel that energy is very different.
00:10:11
Speaker
And there were a handful of companies that I think did that really well.
00:10:14
Speaker
The interest rates in the dealer fee thing is really interesting to me because you're seeing a lot of people running away from solar and they're like, it's gone.
00:10:22
Speaker
The gold rush is over.
00:10:23
Speaker
It's like, no, dude, it just, you actually have to sell now.
00:10:27
Speaker
Like you are a glorified order taker getting rich.
00:10:32
Speaker
That's what you were.
00:10:33
Speaker
And now that you actually have to sell, you're going to take your ball and go home and search for the green grass somewhere else.
00:10:39
Speaker
Like now people need to earn their stripes.
00:10:42
Speaker
And it's like, wait, you actually have to work to make half a million bucks a year.
00:10:47
Speaker
Darn.
00:10:48
Speaker
Yeah.
00:10:49
Speaker
That's a lot of what I'm seeing.
00:10:51
Speaker
And I think the mindset around it, yes, it's easier to sell other things, but like, do you always want to chase the easy thing or do you actually want to build some skill sets?
00:11:00
Speaker
And I think that like, that's the, that's the sale that leaders need to be making right now to their reps is like, dude, like this is business comes in cycles.
00:11:09
Speaker
Like this is what we're here for.
00:11:10
Speaker
So we got to sharpen the ax more.
00:11:12
Speaker
You got to become better.
00:11:14
Speaker
You have to become worthy of those deals.
00:11:16
Speaker
They won't be as frequent, as abundant, but they're still there.
00:11:20
Speaker
The opportunity is not gone in solar.
00:11:22
Speaker
It's just so interesting to see so many people running.
00:11:25
Speaker
Again, for people like yourself who really take it head on,
00:11:30
Speaker
You will win, like not immediately, but definitely it's inevitable.
00:11:36
Speaker
So it always becomes a mindset conversation.
00:11:38
Speaker
Yeah, definitely.
Coaching Approach and Work-Life Balance
00:11:39
Speaker
Out here in California, in a way, we like it because so many of these reps, they've just run to other states and there's like panic going on and people don't know where to go to.
00:11:49
Speaker
A lot of smaller organizations are disappearing and even guys getting out of the industry.
00:11:54
Speaker
So I'm like, all right, you guys can all leave San Diego and more more customers for me.
00:12:00
Speaker
Way less saturated.
00:12:01
Speaker
People still save money out here, even with all the changes that have gone on.
00:12:05
Speaker
So, yeah, I'm liking it in that aspect.
00:12:08
Speaker
But yeah, I know there's been.
00:12:10
Speaker
A lot of, you know, mental box for people.
00:12:13
Speaker
So right now, are you coaching just kind of a mix of everybody?
00:12:17
Speaker
Or do you have separate programs for like managers versus reps?
00:12:21
Speaker
Do you have like a mix of business owners and reps and things like that in your programs?
00:12:27
Speaker
Yeah.
00:12:27
Speaker
So I don't know how much we dove into this on the first call, but we've always had two programs in our company.
00:12:34
Speaker
We have launch and accelerator.
00:12:35
Speaker
Launch is where we're
00:12:37
Speaker
working primarily with setters and like early self-gen guys and girls and really like building that foundation, building the consistency, getting some decent deal flow.
00:12:46
Speaker
Accelerators are our backend program.
00:12:48
Speaker
That's where executives, owners, leaders, managers, top closers, and even like setter managers, we have...
00:12:56
Speaker
you know, guys running large setter organizations or just setting themselves doing like 20 plus deals a month, you know, like people doing like pretty decent volume.
00:13:06
Speaker
I always kind of compare it to like launches where you're trying to make your first six figures and accelerators where you're trying to get past like
00:13:13
Speaker
a quarter to like half a million and then some.
00:13:16
Speaker
So the problems that we're solving are different in each of those.
00:13:19
Speaker
And it's dependent on where people are at, but you know, it's, it's usually a handful of similar problems.
00:13:26
Speaker
You know, it's like, how do we execute consistently?
00:13:29
Speaker
That's the number one word that everybody wants.
00:13:32
Speaker
It's what everybody wants in their business.
00:13:35
Speaker
especially in commission sales, because it's like fairly volatile, right?
00:13:39
Speaker
Especially like an industry like solar, where it's a couple deals a month, and you're making really decent money.
00:13:45
Speaker
How do you navigate the inputs effectively such that the outputs are somewhat consistent?
00:13:51
Speaker
How do you manage your energy with all of these variables going around, right?
00:13:56
Speaker
Interest rates, dealer fees,
00:13:58
Speaker
net metering things happening, like your installers going out of business permits taking forever, how do you navigate all of this from a mental side of things to make sure that you keep filling top of funnel.
00:14:10
Speaker
So that's what we're working with a lot of our, our reps on and just making sure that
00:14:15
Speaker
while they're doing that they're filling their cup right high performance is not just about building a stack of cash at the expense of everything else and in fact nothing that we do has anything to do with solar we just aim it there so our guys and girls can make a boatload of freaking money yeah but again they do it while filling their cup too so it's it's like figuring out what that work-life harmony looks like and how to navigate it in a healthy way for them yeah okay gotcha
00:14:42
Speaker
Yeah, no, no.
00:14:42
Speaker
We talked a little bit about that last time.
00:14:44
Speaker
Like, what are some of the things you do to help individual reps increase their sales and everything?
00:14:51
Speaker
But what about as you're getting people on this accelerator, more manager, company owners, things like that?
00:14:58
Speaker
Yeah.
00:15:00
Speaker
I'm sure a lot of questions you get is, Hey, you're coaching me.
00:15:03
Speaker
I've increased my cells, but how do I get without my reps all signing up for your program?
00:15:09
Speaker
Which sounds like you did a little bit of that too, but what are some things you coach these guys on now that they've gotten their results at a high level?
00:15:16
Speaker
How do you get them to kind of like reflect that onto their reps that they're leading without them all having to sign up for your per, I mean, I'm sure you'd wish that they all sign up for your programming.
00:15:25
Speaker
Yeah.
00:15:26
Speaker
Well, first of all, yeah.
00:15:27
Speaker
Yeah.
00:15:29
Speaker
When people pay, they pay attention, right, Taylor?
00:15:31
Speaker
Yeah.
00:15:32
Speaker
No, but jokes aside, I think the most overlooked and underappreciated leadership tactic, I'll call it, is leveling ourselves up.
00:15:44
Speaker
Yeah.
00:15:45
Speaker
What I mean by that, the reason I share this is people don't say what, do what we say, they do what we do.
00:15:51
Speaker
So no matter what cliches we want to insert, insert into this conversation, like we are the only bottleneck in our business.
00:15:58
Speaker
You could use like John Maxwell's law of the lid, right?
00:16:01
Speaker
Like as leaders, it is our obligation to do anything that we can to increase and raise that lid.
00:16:09
Speaker
Because what that's going to do is it's going to open up all of this space for our people.
00:16:13
Speaker
Yeah.
00:16:14
Speaker
Right.
00:16:15
Speaker
Another way that you could look at it is like as leaders, as business owners, our vision needs to be so big that it can fill all of our people's vision can fit inside of it.
00:16:24
Speaker
So we do that through growing ourselves.
00:16:26
Speaker
And that's why all of these leaders are enrolling in our program.
00:16:29
Speaker
So what we're doing is we're helping figure out what what is a 13 out of 10 version of Taylor look like.
00:16:35
Speaker
You know what I mean?
00:16:36
Speaker
Because then when we can help you get there and we can dive into some of the pillars of what that looks like.
00:16:40
Speaker
I know we spent a lot of time on that in the last call, but I'm happy to do that.
00:16:43
Speaker
Or the last episode, we can do some more of that today.
00:16:46
Speaker
But like when we figure out what that looks like, dude, that will trickle down.
00:16:51
Speaker
It's inevitable.
00:16:53
Speaker
The right people are going to be pulled up with you.
00:16:56
Speaker
Yeah.
00:16:56
Speaker
Right.
00:16:57
Speaker
And then on top of that, like, dude, a lot of our systems are very simple.
00:17:00
Speaker
Like it's, it's very much by design, life, business, it's all simple.
00:17:05
Speaker
Humans complicate it.
00:17:07
Speaker
So we keep our stuff really simple so that it is repeatable, replicatable.
00:17:11
Speaker
When you do it properly, like it's very easy for, you know, our guys to impart a lot of that.
00:17:16
Speaker
But the reality is, you know, like you can only help someone as much as they're willing to be helped.
00:17:21
Speaker
Right.
00:17:22
Speaker
You learn that really quickly in business.
00:17:25
Speaker
So that's why I was joking.
00:17:26
Speaker
Like they should all hire us.
00:17:28
Speaker
And the reason for that is because they're never going to get as good results as when they put their own dollars
Financial Commitment in Coaching
00:17:33
Speaker
on the line.
00:17:34
Speaker
Yeah.
00:17:34
Speaker
But I'm not here to plug that.
00:17:36
Speaker
I'm just saying like, yeah, that's the main reason, right?
00:17:39
Speaker
When we elevate, it trickles down to all of our people.
00:17:43
Speaker
If we want our guys and girls to show up at an eight out of 10, we need to be at a 12, right?
00:17:47
Speaker
So that's what we're focusing on.
00:17:49
Speaker
And we'll do that in all the major areas of high performance.
00:17:52
Speaker
But ultimately it's like monkey see monkey do.
00:17:55
Speaker
If we're doing it, they'll be seeing it.
00:17:57
Speaker
And then eventually they'll start doing it.
00:18:00
Speaker
That's the theory behind it.
00:18:01
Speaker
And you know, it,
00:18:02
Speaker
We see it in practice every single day.
00:18:04
Speaker
Yeah.
00:18:05
Speaker
Yeah.
00:18:05
Speaker
I agree with that because as I've started coaching people more and more to people that are in, you know, paying me for coaching.
00:18:12
Speaker
Sometimes I wonder, I'm like, man, I'm telling these exact same things to my coaching clients.
00:18:17
Speaker
I'm telling them to the guys on my team.
00:18:19
Speaker
And the guys I'm coaching, they're getting like way better results doing some of these things.
00:18:24
Speaker
So let's just be, but yeah, I think it's a big part of it is they're paying more attention.
00:18:29
Speaker
They're taking it more seriously because they've gotten money on the line.
00:18:33
Speaker
And, um, I don't know, something that I've heard too, being in sales is people will do 50% of the good things you do.
00:18:39
Speaker
And then like your reps will do half of what you do good and then twice them out of what you do bad.
00:18:45
Speaker
Um, yeah.
00:18:46
Speaker
I don't know if that's definitely partly true for sure.
00:18:49
Speaker
It sounds true to me.
00:18:52
Speaker
But dude, I want to underline that for people because it's like, I wish it weren't this way.
00:18:57
Speaker
Because I think every coach goes through this.
00:19:00
Speaker
When you're building a coaching business, you try and give all the stuff away.
00:19:05
Speaker
Right.
00:19:05
Speaker
You give it away for free and then you give it away for free to people that, you know, and then the people that, you know, get pissed at you and say your systems didn't work.
00:19:13
Speaker
And I look at the spreadsheets and none of them are filled out.
00:19:15
Speaker
I log into the video modules.
00:19:17
Speaker
There's zero percent completion.
00:19:19
Speaker
I'm like, what do you mean this didn't work?
00:19:21
Speaker
Like you didn't freaking work.
00:19:24
Speaker
And I think that's a really important piece.
00:19:26
Speaker
It always sounded like such a sales pitch when I was on the client side, buying programs and investing all this money into myself and my personal development, which I still do to this day.
00:19:37
Speaker
But like, I always thought it was a sales pitch when they said, when you pay, you pay attention.
00:19:42
Speaker
I'm like, yeah, that's easy for you to say you want my money right now.
00:19:45
Speaker
Yeah.
00:19:46
Speaker
But dude, it's just the truth.
00:19:48
Speaker
Like when there is skin in the game, you'll execute.
00:19:52
Speaker
We have to raise the necessity that we're going to execute.
00:19:56
Speaker
A great way to raise the necessity is to vote with your wallet.
00:19:58
Speaker
So I wish it weren't that way because I'd love to just help a lot more people at scale.
00:20:03
Speaker
What better way to do that than giving it away?
00:20:06
Speaker
Well, you give everything away and then no one freaking uses it.
00:20:09
Speaker
So it's just an unfortunate part of human nature and an unfortunate part of the business, but it is what it is.
00:20:14
Speaker
Well, and yeah, at the end of the day, I'm sure between the two of us, I'm sure you might probably give away 80 to 90% of your stuff in the podcast, in your program.
00:20:23
Speaker
And same with me, like everything we talk about, but it's like, why can't people just go listen to these podcasts and double their sales?
00:20:32
Speaker
Probably because they're not implementing all of it.
00:20:34
Speaker
They're not taking it seriously.
00:20:36
Speaker
They're not like, you know, digging into it as much.
00:20:39
Speaker
So I think there's definitely something to be said about getting a coach and
00:20:43
Speaker
putting your money on the line like that.
00:20:45
Speaker
But people in your accelerator program, do you see maybe like the managers, team leads?
00:20:51
Speaker
Do you see that generally as they get more sales, as their results go up, does their team do better?
00:20:56
Speaker
You know, just from that, have you seen that as you've coached guys that their team improves?
00:21:01
Speaker
You know, that's a good thing that we should start tracking.
00:21:05
Speaker
We don't track that as much as personal volume.
00:21:09
Speaker
So that's a good piece of feedback for me.
00:21:12
Speaker
I will say that like the intangible things that we're noticing, right?
00:21:16
Speaker
Happiness and fulfillment from the leaders is through the roof, which a big determinant of that is work-life harmony.
00:21:25
Speaker
And also are there reps making money?
00:21:28
Speaker
which when that's going, so like you could paint that picture, but I don't have a hard data for it.
00:21:34
Speaker
It seems to be the case.
00:21:36
Speaker
The intangibles are pointing very much in that favor.
00:21:40
Speaker
But yeah, I definitely need to track that a bit more.
00:21:42
Speaker
That'd be good.
00:21:43
Speaker
Good data point.
00:21:44
Speaker
Yeah, it'd be interesting.
Importance of Tracking Sales Data
00:21:46
Speaker
Yeah.
00:21:46
Speaker
And last podcast we did together, I know we talked a lot about how you help guys set up their systems that track the data and you got, you know, the engineering background.
00:21:55
Speaker
So I know you're big on numbers, big on tracking.
00:21:58
Speaker
And last time you talked about how guys track their doors, number of people they talk to.
00:22:04
Speaker
What else are you having guys track?
00:22:06
Speaker
What are their like data points?
00:22:07
Speaker
Is it just kind of the standard KPIs that we all think about?
00:22:11
Speaker
Are there like KPIs that you're introducing the guys you coach that they've never tracked before?
00:22:16
Speaker
I guess what type of systems you help guys set up that maybe they didn't think about or weren't thinking of tracking before they started working with you?
00:22:24
Speaker
Yeah.
00:22:24
Speaker
So the KPIs we care about, the metrics that we're tracking hasn't changed.
00:22:30
Speaker
So to recap for people who haven't seen that first interview, and again, press pause and go listen to it first and foremost.
00:22:38
Speaker
Yeah, it's everything from top to bottom of funnel.
00:22:42
Speaker
So door knocked, decision maker spoken to, appointment set, appointment sat, deals closed, deals installed.
00:22:48
Speaker
The labels will change based on industry, but that's what we care about in solar.
00:22:53
Speaker
And to answer your question, well, what data are we having them track that they weren't doing prior?
00:22:59
Speaker
It's interesting how few people actually track their data.
00:23:03
Speaker
And if they are tracking it, it's just stuck in whatever platform their company is using, SalesRabbit, Sunbase, whatever.
00:23:12
Speaker
And they're not looking at it.
00:23:15
Speaker
Right.
00:23:16
Speaker
So we're basically just having them take all that data if they are tracking it and put it into simple spreadsheets or use something like tally counters or hell, a freaking notebook for all I care, but like actually tracking their volume because the amount of times I get on calls and people are like, I feel like I knock like 70 doors a day.
00:23:37
Speaker
Like, okay, cool.
00:23:37
Speaker
How many did you knock yesterday?
00:23:39
Speaker
And they go, oh, well, 37.
00:23:41
Speaker
But like I had to take my dog to the vet.
00:23:44
Speaker
Okay, how about the day before that?
00:23:45
Speaker
It's like, oh, 17, but like I had a dentist appointment and I had to pick my sister up from school.
00:23:50
Speaker
It's like, how about the day before that?
00:23:52
Speaker
None.
00:23:53
Speaker
Like I had a family day.
00:23:55
Speaker
It's like, so you're not knocking.
00:23:57
Speaker
And I don't say this to shame people.
00:23:59
Speaker
I say this because our feelings are liars is really why I say it.
00:24:04
Speaker
Yeah.
00:24:05
Speaker
The running joke that I always tell this story to kind of like shed light on how funny it is.
00:24:10
Speaker
But people will be like, Mike, our clients will come on calls.
00:24:13
Speaker
They'll be like, Mike, I feel like this is going on.
00:24:16
Speaker
Like respectfully, Susan, don't care how you feel.
00:24:20
Speaker
Show me the data.
00:24:20
Speaker
Like let's get to the point of like what's actually going on.
00:24:24
Speaker
Right.
00:24:24
Speaker
All data, no drama.
00:24:27
Speaker
So we need that at top to bottom of funnel because, and I show this in a lot of the talks that we give, but like if I just track top and bottom, well, you can play the volume game, right?
00:24:39
Speaker
And maybe you'll realize like, cool, I get one deal installed for every like 347 doors that I knock, for example, random arbitrary number.
00:24:49
Speaker
Okay, cool.
00:24:50
Speaker
Well, if you want to add an extra install a month,
00:24:55
Speaker
right?
00:24:56
Speaker
Then maybe you just add an extra 347 doors a month.
00:25:01
Speaker
So 347 divided by four and a half, because there's four and a half weeks in a month.
00:25:06
Speaker
So that's 77 a week divided by like, let's say it's six days a week that you're knocking.
00:25:12
Speaker
That's an extra 12.8 doors a day.
00:25:15
Speaker
Reasonable, but that's just going pure volume.
00:25:17
Speaker
And maybe you don't want to do that.
00:25:20
Speaker
So if we have our conversions at every step of the process, and this is really hard to talk out without looking at spreadsheets and whatnot, but like you might realize like, dude, my appointments, they're not sticky at all.
00:25:32
Speaker
Like you might realize, holy crap, I'm only sitting 14, 15, 16% of my appointments that I'm setting.
00:25:40
Speaker
Like that's a massive bottleneck.
00:25:43
Speaker
Right.
00:25:43
Speaker
And when you have all of these pieces, then you could start to play around with the numbers.
00:25:47
Speaker
So we have all these conversion trackers that we have for our clients where we'll literally help them track all of that data and plug in their targets.
00:25:56
Speaker
So like I want 40 installs, 60 installs this year.
00:25:59
Speaker
I get I make on average five grand a deal.
00:26:01
Speaker
It's like, cool, then you're going to make 300 grand on 60 installs.
00:26:04
Speaker
Right.
00:26:05
Speaker
If we have all of our conversions, we know how much we're making per door and we can guesstimate exactly, it's fun to say guesstimate and exactly, but you get what I mean.
00:26:15
Speaker
Like we have a pretty dang good estimation of how many doors need to be knocked
00:26:20
Speaker
however many days per week based on our historical conversions because we have the data.
00:26:26
Speaker
Right.
00:26:27
Speaker
So we can work smart and hard.
00:26:29
Speaker
And then odds are when we solve one of those bottlenecks, the door volume goes down.
00:26:34
Speaker
But maybe we still want to knock that same amount of doors.
00:26:37
Speaker
Well, all of a sudden, if we cut our door volume in half, now we can still knock the same amount
00:26:44
Speaker
So double that volume, but now we've doubled our outcome.
00:26:47
Speaker
Like we've doubled our results by working smart and hard.
00:26:50
Speaker
So it's a very important piece of the business that unfortunately not very many people are taking as seriously as they should.
00:26:56
Speaker
We all know that sales is numbers and everyone talks about how it sales is numbers.
00:27:01
Speaker
And
00:27:02
Speaker
They just talk about it from a volume perspective, which is, again, super cute advice, but missing a ton of context.
00:27:08
Speaker
What we really mean is go knock more doors with the same energy and the same performance.
00:27:12
Speaker
Then it will lead to more sales.
00:27:15
Speaker
Yeah.
00:27:15
Speaker
Right.
00:27:17
Speaker
But when you also know these pieces, you can play them all together in a really powerful way that that leads to really, really significant results.
00:27:25
Speaker
So people need to be tracking it however you need to.
00:27:28
Speaker
But track that numbers, those numbers.
00:27:30
Speaker
Excuse me.
00:27:31
Speaker
Yeah.
00:27:31
Speaker
Yeah.
00:27:31
Speaker
It's incredible.
00:27:32
Speaker
And it's crazy.
00:27:33
Speaker
I think most sales reps know all this stuff, but I'm sure you can agree, Mike.
00:27:37
Speaker
It's insane the amount of people that don't do this.
00:27:40
Speaker
And I find myself like I coach people on this.
00:27:43
Speaker
I coach my guys, my teams on this.
00:27:45
Speaker
But sometimes I'll go a couple of weeks and I'll look at my tracker and I realized I forgot to track it for like two weeks straight.
00:27:51
Speaker
So I think it's like and that's what's cool about having a coach is you have someone that can hold you accountable on these things and.
00:28:00
Speaker
um, you know, look at the actual data and all that.
00:28:02
Speaker
So what system, do you have any systems in your program?
00:28:05
Speaker
Is it just like you do weekly calls and review these numbers first, first thing, or what type of systems you have to kind of keep guys accountable with this and make sure they're tracking it ultra, um, accurate and things like that.
00:28:18
Speaker
Yeah.
00:28:19
Speaker
So, I mean, most of our programs, like guys are on calls with coaches every other week.
00:28:23
Speaker
On average, we have group calls every single week.
00:28:26
Speaker
They're texting their coach every other day.
00:28:28
Speaker
Usually, um,
00:28:29
Speaker
But I think the important thing is like, let's unpack the accountability piece.
00:28:33
Speaker
Yeah, because accountability is really important, right?
00:28:37
Speaker
I believe there's two types of accountability, though.
00:28:39
Speaker
The first one is external accountability.
00:28:44
Speaker
So that's what most people think about.
00:28:46
Speaker
They think of a coach, they think of an accountability partner, they think about like, you know, publicizing a goal on social media, reverse bets, like any of these things.
00:28:55
Speaker
Yeah.
00:28:56
Speaker
Which is great.
00:28:56
Speaker
And that's where it starts.
00:28:58
Speaker
Right.
00:28:59
Speaker
The problem is we're dependent on something external, something else.
00:29:05
Speaker
The goal, and this is what we do in a lot of our programs is to get you to the internal accountability, that second type.
00:29:12
Speaker
Now,
00:29:15
Speaker
This is a massive self-confidence play.
00:29:17
Speaker
It's a self-trust play.
00:29:18
Speaker
It takes a lot of work to get there.
00:29:20
Speaker
But the goal is, you know, you start with the external, you transition over to the internal where you become so accountable to your own word, like your confidence in keeping your word because you have a mountain of undeniable proof.
00:29:33
Speaker
That you are what you say you are like Alex Ramosi likes to talk about, right?
00:29:37
Speaker
You have that proof.
00:29:38
Speaker
So you trust that you get to the point where all you need to do is declare that something will be done and it's as good as done and you're accountable to yourself.
00:29:47
Speaker
That's the goal.
00:29:48
Speaker
That's the holy grail.
00:29:49
Speaker
That's where we need to get to.
00:29:51
Speaker
So we start with the external and we'll use parts of like, dude, the external works.
00:29:56
Speaker
That's why it still exists.
00:29:58
Speaker
Yeah.
00:29:58
Speaker
Right.
00:29:58
Speaker
And we'll use parts of the external.
00:30:01
Speaker
We'll use things like reverse bets in our programs because it's a good jolt.
00:30:07
Speaker
But all of it is ultimately a self-confidence play where it's like, dude, we build this stack of wins that like,
00:30:15
Speaker
We know what we are.
00:30:16
Speaker
We know who we are.
00:30:18
Speaker
And we do what we say we're going to do.
00:30:20
Speaker
And we just happen to make commitments around the things that move the needle in our business.
00:30:25
Speaker
Right.
00:30:25
Speaker
And the things that move the needle in our relationships and in our health.
00:30:28
Speaker
Kind of went on a tangent there, but I think that's really important to understand because we want to start over on the external because that's what we always have access to.
00:30:37
Speaker
But the problem is we're dependent.
00:30:39
Speaker
We want to build the independence.
00:30:42
Speaker
Yeah.
00:30:42
Speaker
Right.
00:30:43
Speaker
And that's the game that we play.
00:30:45
Speaker
Yeah, I love that.
00:30:47
Speaker
And yeah, I think ultimately if you can get to that level, yeah, that's when you're that's when you're starting to crush it.
00:30:53
Speaker
That's when things get fun.
00:30:54
Speaker
But how do you take guys from the external to that internal motivation?
00:30:58
Speaker
Is it just like having them figure out their whys and deeper meanings?
00:31:03
Speaker
I know all that stuff helps, but is there anything you do to help guys get to that level where it's internal, where they can just declare it and go out and do it without having to be babysat and stuff like that?
00:31:15
Speaker
Yeah.
00:31:15
Speaker
I mean, it starts with a lot of those things.
00:31:17
Speaker
Like you, you have to understand your reasons, right?
00:31:21
Speaker
Like why are you doing it?
00:31:23
Speaker
Those things get the fire started, but ultimately what finalizes that transition is the stack of undeniable proof.
00:31:31
Speaker
Okay.
00:31:32
Speaker
There's a, there's a great quote from Ed Milet that absolutely changed the game for me.
00:31:39
Speaker
And it's, it's,
00:31:42
Speaker
The fabric of or it played a big role in the fabric of everything that we've built in our companies.
00:31:48
Speaker
And it's similar to that Alex Hormozzi quote that I paraphrased, right?
00:31:51
Speaker
Like building a stack of undeniable proof.
00:31:54
Speaker
This is back when this is probably six, seven years ago at this point, like back when he was still Ed Milet, but no one knew who Ed Milet was.
00:32:01
Speaker
It was right when he started building his personal brand.
00:32:03
Speaker
He did a big podcast tour.
00:32:04
Speaker
He did like School of Greatness with Lewis Howes.
00:32:07
Speaker
He did Tom Bilyeu, Impact Theory, a lot of those shows.
00:32:10
Speaker
And he said something on Lewis Howes School of Greatness interview where he said, happiness comes from self-confidence and self-confidence comes from doing what you say you're going to do over and over and over and over and over again.
00:32:28
Speaker
That's how we build it.
00:32:30
Speaker
Right.
00:32:31
Speaker
Like you think about a morning routine, you think about making your bed and how it's the most important skill set to build a seven figure business.
00:32:39
Speaker
Bro, no, it's not like making your bed has nothing to do with making millions of dollars.
00:32:45
Speaker
Like I checked my bank account every single day and making my bed has never deposited a dollar.
00:32:51
Speaker
It's not about the tax.
00:32:52
Speaker
Like that's not it.
00:32:54
Speaker
Like the only purpose for any of these things, the reason they're so important is because you're stacking wins in the beginning of the day.
00:33:04
Speaker
Right.
00:33:05
Speaker
You're building a stack of wins that specifically in the morning will get you into a state where you're like, dude, I'm going to dominate today.
00:33:14
Speaker
Like get in my way.
00:33:14
Speaker
You're getting run over.
00:33:16
Speaker
Yeah.
00:33:17
Speaker
That's what it's supposed to do.
00:33:20
Speaker
And making the bed is just one of those things.
00:33:22
Speaker
So you build that stack of this undeniable proof.
00:33:27
Speaker
And eventually, dude, you're going to start believing what you say.
00:33:32
Speaker
And we just, again, we architect this in such a way that the wins that we're stacking also move the needle in our business.
00:33:39
Speaker
And we do it in a way that we can scale the volume.
00:33:42
Speaker
We progressively overload the volume, just like you do in the gym.
00:33:46
Speaker
You don't go in the gym first day.
00:33:47
Speaker
You're like, bro, I'm going to bench 405.
00:33:49
Speaker
Hell, you might never get to 405.
00:33:51
Speaker
You might never get to 225.
00:33:56
Speaker
But you sure as hell ain't starting there.
00:33:58
Speaker
So you start where you start and then you progressively overload.
00:34:01
Speaker
We do the same thing.
00:34:03
Speaker
we just do it very in a very uh very sustainable approach because if it's not simple it's not sustainable and if it's not sustainable what the hell are we doing it for yeah right we need sustainability that's the move yeah that's so cool yeah it's huge and i if every guy could do this i don't even think we'd need teams anymore because like imagine if everyone had just that internal drive and was doing what they said they needed to do we
00:34:29
Speaker
we could probably just all go out and make a million dollars and not need teams, not need managers, but I think combine these things.
00:34:37
Speaker
Um, yeah, that's, that's cool.
00:34:40
Speaker
It's cool to hear that.
00:34:41
Speaker
And, um, just the little thing.
00:34:43
Speaker
So is that something that's big in your program too, is just going through guys like morning routines and stacking these little wins and commitments to yourself.
00:34:50
Speaker
How important is that in your coaching?
00:34:52
Speaker
Is that a lot of just like mindsets, um, routines, stuff like that too?
Establishing Routines and Habits
00:34:57
Speaker
Yeah, not necessarily morning routines, so to speak, but like we definitely track what I call the life things as well.
00:35:05
Speaker
So if you remember what I said earlier, it's like high performance is not just building a stack of cash at the expense of everything else.
00:35:12
Speaker
It's about like basically it's building a well-oiled machine that's just firing on all cylinders, right?
00:35:17
Speaker
Life and business.
00:35:18
Speaker
So not –
00:35:20
Speaker
Not building the business, but letting health deteriorate or relationships fall apart.
00:35:26
Speaker
For any of our guys and girls in our programs that are in committed relationships, almost all of them have date night as a non-negotiable.
00:35:32
Speaker
And for anyone listening to this, if you're married, if you're in a committed relationship and date night is not a weekly non-negotiable, make it one.
00:35:40
Speaker
And I don't care how busy you think you are.
00:35:44
Speaker
Make time.
00:35:45
Speaker
Your partner will love you for it.
00:35:48
Speaker
And it is unfortunately common how often that gets neglected.
00:35:54
Speaker
So like we're tracking those things as well.
00:35:56
Speaker
Now, do they need to be in the morning?
00:35:59
Speaker
Sometimes yes, sometimes no.
00:36:01
Speaker
Like my non-negotiables happen to all fit in my morning because I want to, I know that that gets me into a state to dominate and I know what my morning looks like.
00:36:11
Speaker
So really we're just focusing on what are the things, what are the needle movers that are getting neglected?
00:36:18
Speaker
Is it meditation?
00:36:19
Speaker
Is it reading?
00:36:20
Speaker
Can they be done in the morning?
00:36:22
Speaker
Sure.
00:36:22
Speaker
Can they be done at night?
00:36:24
Speaker
I'm unattached to that as long as they get done.
00:36:28
Speaker
Right.
00:36:29
Speaker
So to answer your question, like kind of, but it's really more about what are the things that are happening in life that should be happening more frequently or aren't happening at all?
00:36:40
Speaker
And they should be happening.
00:36:41
Speaker
And let's build some structure around bringing those to life because we know they'll add value and fill our cup.
00:36:47
Speaker
That's really what we do.
00:36:48
Speaker
And the time is not as relevant for us because we're just about building the wins, stacking the wins and leading to the momentum, the happiness, the fulfillment, everything that we want in life.
00:36:59
Speaker
Yeah.
00:36:59
Speaker
Okay.
00:37:00
Speaker
That makes sense.
00:37:00
Speaker
That's awesome.
00:37:01
Speaker
Cool.
00:37:02
Speaker
And I know we're short on time here, Mike, but last question or two before we wrap up, you've coached, I'm sure, dozens, if not hundreds of reps at this point and seen a lot of the industry, seen a lot of what guys struggle with.
00:37:15
Speaker
So probably you, maybe better than anyone, have seen behind the scenes and taken a look in the brains of the solar cells guys.
00:37:24
Speaker
So what is it, after all your coaching you've done over, what, eight years now, you said?
00:37:30
Speaker
Is it seven, eight years you've been doing this?
00:37:31
Speaker
Seven-ish.
00:37:32
Speaker
Seven, okay.
00:37:34
Speaker
So what would you say, if you could narrow it down, what are some of the biggest problems that these reps face?
00:37:38
Speaker
Is it just the consistency stuff like we're talking about?
00:37:41
Speaker
Is there anything else that you think is like, okay, every rep I start coaching, they're struggling with this and this is what we're doing for that.
00:37:49
Speaker
So I don't know if it's possible to narrow it down into a few.
00:37:52
Speaker
Yeah.
00:37:53
Speaker
Consistency is definitely the most common one.
00:37:56
Speaker
It does feel like a cop-out answer probably because I talk about it so much, but that's a hundred percent the number one.
00:38:02
Speaker
Okay.
00:38:04
Speaker
And then I would also say that, um,
00:38:09
Speaker
Two other pieces that I find myself training on a lot right now.
00:38:13
Speaker
Number one is the life stuff.
00:38:15
Speaker
That gets neglected.
00:38:18
Speaker
People are very volatile.
00:38:20
Speaker
So it's either all in or all out.
00:38:23
Speaker
When people are all in on working, the life cup doesn't get filled as much as it should.
00:38:30
Speaker
And people think that they fill everybody else's cup by like pouring ours out instead of realizing that you fill everybody else's cup by filling your cup so damn high and lifting it above everybody else's and filling theirs from the overflow.
00:38:43
Speaker
So that would be one.
00:38:44
Speaker
Okay.
00:38:46
Speaker
The other piece would be daily non-negotiables that are flexible.
00:38:52
Speaker
Okay.
00:38:54
Speaker
What I mean by that is like, I guess a different way to say it would be flexibility into your routine.
00:38:59
Speaker
while you're traveling.
00:39:01
Speaker
I think this is especially important for anyone running blitz models, whether it's 10 on 20 off or like, you know, just mini blitzes throughout the month or whatever it may be.
00:39:10
Speaker
But you need a certain level of flexibility in your calendar.
00:39:14
Speaker
Because what happens for most people, even at like the top performing levels, they move, they, they go out to hood and then they're there for 10 days and they're working so hard, but they're literally like
00:39:27
Speaker
burning the midnight oil, so to speak, like, they're not working out, they're not doing a lot of these things.
00:39:34
Speaker
And it's unfortunately common.
00:39:37
Speaker
So what I've been talking to a lot of guys and girls about lately is how do you build that flexibility into the routine such that you're not dependent on something?
00:39:45
Speaker
Because the reality is as humans, we're so easy to fall out of routine.
00:39:50
Speaker
And sometimes it's just being dependent on one little thing that subconsciously we're like, nope, I can't do that part of my routine.
00:39:57
Speaker
I'm not home.
00:39:58
Speaker
Yeah, right.
00:39:59
Speaker
For me, anybody that watches my Instagram stories probably thinks that, okay, well, if lifetime is not at wherever Mike is, then it's not going to happen.
00:40:07
Speaker
Right?
00:40:07
Speaker
It's like, no, it's not about the lifetime.
00:40:09
Speaker
It's not about the jacuzzi or the sauna.
00:40:10
Speaker
It's like, okay, well, what, what can my what can my alternative be?
00:40:15
Speaker
Like, and by the way, y'all went in doubt use fricking chat GPT.
00:40:19
Speaker
Literally, I was on a coaching call with a bunch of our clients.
00:40:22
Speaker
And one of the clients is like, Hey, I'm traveling.
00:40:24
Speaker
I'm like, cool.
00:40:25
Speaker
Well, you can either get the passport membership at your gym, or you can figure out how to do a body weight workout.
00:40:31
Speaker
So I went into chat GPT and I typed in act as a personal trainer and give me a full body body weight exercise that I don't need to have a gym for.
00:40:41
Speaker
So
00:40:41
Speaker
And in 30 seconds, it like spun out this incredible thing, which I'll definitely use.
00:40:48
Speaker
You know, it's like to sum it back or to bring it back to the point because I know that we're short on time.
00:40:55
Speaker
We need flexibility.
00:40:57
Speaker
So you need flexibility into your routines such that you're not dependent on something that you won't have wherever you are.
00:41:04
Speaker
If you're dependent on your hypervolt or your massage gun, like what else can you do if that's not with you?
00:41:11
Speaker
If you're dependent on your reading chair, how do you make it a little bit easier?
00:41:14
Speaker
Whatever it is, it sounds so silly, but it's true.
00:41:17
Speaker
And we cling to these things to allow ourselves to fall off of routine.
00:41:20
Speaker
So you got to figure out what is that plan B, plan C to make sure that you can consistently hit your non-negotiables even when you're traveling.
00:41:28
Speaker
And if you can do that, you'll stack wins forever and you will forever build momentum.
00:41:34
Speaker
That's awesome.
00:41:35
Speaker
That's a nugger right there.
00:41:36
Speaker
And so important.
00:41:37
Speaker
And I love what you said, too, about having not having the all or nothing mindset, because I know in times in my career, it's like I only talked to two people today instead of like this day shot.
00:41:49
Speaker
So I'm sure you see that in your coaching to guys just like giving up on a day just because they know they're not going to hit their commitment to themselves.
00:41:56
Speaker
Like, no, you still have time to go out and talk to them.
00:41:58
Speaker
eight people, maybe it's not the 10 you planned on, but at least go hit that number.
00:42:02
Speaker
Don't just throw the whole day out.
00:42:05
Speaker
So yeah.
00:42:08
Speaker
And just to add to that really quickly, what's interesting is
00:42:12
Speaker
Without fail, the clients who do their best to stick to their commitments, even if they don't hit it, they typically end up getting rewarded for it.
00:42:21
Speaker
So I'll just throw that out there for everybody listening.
00:42:23
Speaker
Yeah, so important.
Listener Engagement and Contact Info
00:42:26
Speaker
So yeah, I know we can talk more and more about this stuff, but I know you got a call coming up here, Mike.
00:42:30
Speaker
But just to wrap things up and we'll have to jump on another podcast again, because it's always a good time having you on.
00:42:36
Speaker
But where can guys reach out to you?
00:42:38
Speaker
Working guys, um, hit you up.
00:42:40
Speaker
They possibly want to get in your coaching program or learn more real quick.
00:42:44
Speaker
Yeah, dude.
00:42:45
Speaker
We'll absolutely run it back for a third time.
00:42:47
Speaker
You just let me know.
00:42:48
Speaker
I love to love to chop it up.
00:42:49
Speaker
It's always fun, but, uh, best places, Instagram at Mike says, Nick on Instagram.
00:42:54
Speaker
I probably need to link that up because the Polish Z's get really confusing.
00:43:00
Speaker
Instagram is the best spot websites, results, engine.com, but Instagram is the best place we can communicate.
00:43:05
Speaker
My team's in there pretty much all day.
00:43:07
Speaker
So any questions people have, they want to build on something, ask questions, get clarity around something that we talked about in this interview, slide in the DMS.
00:43:15
Speaker
We'll get you supported.
00:43:17
Speaker
OK, awesome.
00:43:18
Speaker
100 percent.
00:43:18
Speaker
So we will link that in the show notes here.
00:43:20
Speaker
And thanks so much for coming on with us, Mike.
00:43:23
Speaker
And whether you get coached by Mike or you want to get in some of the solopreneur programs, it's going to change your game.
00:43:30
Speaker
So important to have a coach and Mike will get your mind right.
00:43:33
Speaker
He will get you a mind of steel and make sure you're hitting those commitments to yourself.
00:43:37
Speaker
So definitely go check out what he's got going on.
00:43:40
Speaker
And I appreciate you again, thanks again for coming on for a second time, Mike.
00:43:44
Speaker
Thanks for having me, brother.
00:43:45
Speaker
Always a good time.
00:43:45
Speaker
All right, we'll talk soon.
00:43:48
Speaker
What's up, solopreneurs?
00:43:49
Speaker
Hope you enjoyed the episode.
New Solarpreneur Podcast Cheat Sheet
00:43:51
Speaker
Before you run out and start selling more solar yourself, wanted to let you know about an exciting new cheat sheet we created specifically for you in mind.
00:44:01
Speaker
One of the top questions I get asked on Instagram, on Facebook by our listeners is, Taylor, where should I start?
00:44:08
Speaker
What episodes should I listen to in the podcast?
00:44:11
Speaker
You got too many podcasts, man, because now we have over 200 episodes.
00:44:16
Speaker
So what we've done, we created the top 10 most downloaded, most listened to, and I would say widely accepted, most useful podcasts that we've done here on Solarpreneur.
00:44:29
Speaker
We put them together all in one sheet so you can go, you can hit the ground running, especially if you're new and you do not want to not have this sheet.
00:44:38
Speaker
So go download it right now.
00:44:40
Speaker
It's going to be at top10.solarpreneurs.com.
00:44:44
Speaker
Again, that's top10, the number 10,.solarpreneurs.com.
00:44:49
Speaker
Don't forget the S on solarpreneurs.
00:44:51
Speaker
We will have that in the show notes.
00:44:53
Speaker
Go download it right now.
00:44:55
Speaker
And especially if you have not listened to them, go listen to them and you can re-listen to them.
00:45:00
Speaker
That's going to show you how.
00:45:01
Speaker
So go download it and we'll see you on the other side.