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The One Thing You Can Control In Sales
81 Plays2 years ago
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Transcript
Introduction to Solarpreneur Podcast
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
00:00:08
Speaker
My name is Taylor Armstrong.
00:00:10
Speaker
I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
00:00:19
Speaker
I teach you 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 solarpreneur you might ask?
00:00:33
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A solarpreneur is a new breed of solar pro that is willing to do whatever it takes to achieve mastery and you are about to become one.
00:00:41
Speaker
Hey, what's up solarpreneurs?
00:00:43
Speaker
Taylor Armstrong back with another podcast.
The Role of Attitude in Sales
00:00:45
Speaker
Today we're going to be talking about the one thing you can control in sales and that is your attitude.
00:00:52
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Spoiler alert.
00:00:53
Speaker
We're going to be talking about some things that happened to me recently that were a real downer on my attitude.
00:01:00
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Trying to improve.
00:01:02
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I'm going to share some lessons that I learned and hopefully you can take something from it.
00:01:07
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As usual, we are here to help you close more deals, generate more leads and referrals, and have a much better time in the solar industry.
00:01:14
Speaker
Welcome back to the podcast, or if this is your first time, thank you for checking it out.
00:01:19
Speaker
We are coming at you free and available on Apple, Spotify, iTunes every Tuesday and Friday.
00:01:25
Speaker
Okay, and if I sound a little bit...
00:01:28
Speaker
I don't know, monotone, whatever.
00:01:29
Speaker
I am running a cold right now.
00:01:32
Speaker
I don't know.
00:01:32
Speaker
I'm not going to get tested.
00:01:33
Speaker
So either way, same thing in my book.
00:01:37
Speaker
But I'm coming at you with a runny nose.
00:01:41
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We're still going to do the podcast.
00:01:42
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So hopefully you can forgive my sniffles.
00:01:45
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And my nasally voice today.
00:01:46
Speaker
Okay, but that is part of the purpose of the episode.
00:01:51
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It's that even when you are not feeling great, you should be able to control the one thing that matters.
00:01:57
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And that's your attitude.
00:01:58
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Even though I do not want to knock a door right now when I'm sniffling.
00:02:03
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I'm literally blowing my nose every 30 seconds.
00:02:06
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But I'm still out there.
00:02:07
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I've got a crumble up napkin in my pocket.
00:02:10
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It's been used probably 50 times.
00:02:12
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Very unsanitary.
00:02:14
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But hey, I'm getting out there and I'm trying to have a good attitude.
00:02:17
Speaker
So we're going to talk a little bit about
Follow-up Strategies Masterclass
00:02:19
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that.
00:02:19
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But before we do, I want to invite you to a special masterclass that my friend Brent Attaway is doing.
00:02:26
Speaker
If you have ever thought that you're losing deals to lack a follow up,
00:02:31
Speaker
that you are not staying top of mind for your current clients or that you're forgetting, you know, messages you're going to send, then this is probably for you.
00:02:42
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Okay, Brent Attaway, he has his program called Follow Up Fortunes.
00:02:47
Speaker
Okay, some of you have seen the shirts that say, I love FU money, okay?
00:02:53
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And that's his company, Follow Up Fortunes.
00:02:56
Speaker
So he uses a tool, a software called CRMX.
00:03:01
Speaker
I'm currently using it in my business and it's helped me so much just in following up with leads, helping me get more referrals.
00:03:09
Speaker
And yeah, just when people forget an appointment, you can put them through these automations and so many cool things you can do with it.
00:03:18
Speaker
So check it out.
00:03:19
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And even if you don't use the software, he's going to share with you things you can implement.
00:03:23
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I'm going to post the link in the comments in the show notes rather.
00:03:27
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So you can click on it and get access.
00:03:30
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It's a free class he's doing.
00:03:32
Speaker
And I hope you all have a chance to check it out.
00:03:35
Speaker
Hey, but let's jump in the podcast today into the topic.
Navigating Sales Setbacks
00:03:39
Speaker
So I'm going to share a couple of things that happened to me.
00:03:41
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If you follow me on social media, you know, I just got back from a little blitz I did in Idaho and then went to Orlando for this conference called Funnel Hacking Live, the software called ClickFunnels, Russell Brunson.
00:03:55
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Some of you might know him.
00:03:57
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So great conferences, but a couple of things happened right before I left to this blitz into the conference.
00:04:04
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A customer was supposed to get installed pretty soon.
00:04:08
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I called him to actually schedule his install date.
00:04:10
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And when I called him, this was pretty big commission too.
00:04:14
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So I call him and his name is Jordan.
00:04:16
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I say, hey, Jordan, we're ready to schedule the install.
00:04:20
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They're planning on coming next Thursday.
00:04:23
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I don't know what it was, but I told them today.
00:04:25
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And he's like, Taylor, you know what?
00:04:27
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We're going to have to cancel the install.
00:04:29
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I've got some issue with the title of my home.
00:04:32
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I guess long story short, his mom owns the home and they got in this like huge family fight.
00:04:38
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His mom had co-signed the application with him.
00:04:40
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And I guess they're in this big fight.
00:04:42
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Sounds like he might be moving out of the house.
00:04:45
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She might be kicking him out, keeping it as a rental property.
00:04:48
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So basically he says, hey, we're not going to be able to do it.
00:04:52
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I'm just canceled out and not much I could do.
00:04:57
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Try to throw a cancellation fee at him, but stuff out of our control.
00:05:01
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So I lose on this deal.
00:05:03
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Hey, and then go on the blitz.
00:05:07
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That was all good.
00:05:09
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Go to the conference.
00:05:10
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I get back and now we're on the current week that I'm recording this podcast and start out the week.
00:05:17
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I have a
00:05:18
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failed credit to start off right off the bat.
00:05:20
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And then I have two appointments fall through the day after.
00:05:24
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And then that was on Tuesday, I believe.
00:05:27
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Wednesday, set a couple appointments.
00:05:29
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Thursday, the day I'm recording this, I
00:05:33
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go to another appointment, don't close it.
00:05:35
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And then I get a call from another install that's supposed to go in today.
00:05:41
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And they're like, hey, Taylor, we got the installer here, but we decided that we're going to move from the house.
00:05:47
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That's just a single lady.
00:05:50
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I decided I'm going to move, so I'm not going to go through with the solar.
00:05:54
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And the installers are literally at her house, ready to put the panels up there.
00:05:58
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She's calling me, canceling the account.
00:06:00
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$12,000 commission.
00:06:03
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bigger system and she cancels that when the installers show up.
00:06:07
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And this is the lady I've been following up with.
00:06:09
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I've been sending her weekly updates.
00:06:11
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I left her a sweet gift, a little cut cone knife that I ordered for my customers.
00:06:17
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So she was stoked about it, fired up and she cancels on the day of the install.
00:06:22
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Just a gut punch.
00:06:24
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So why am I telling you this?
00:06:26
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Just because if you're listening to this podcast, you've probably experienced a lot of similar things.
00:06:31
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That's why they call it the solar coaster.
00:06:33
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It's up and it's down.
00:06:34
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But sometimes on days like this where cancels are happening, where a $12,000 commission goes out the window, just poof right in front of your eyes.
00:06:44
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It can be extremely devastating sometimes.
00:06:46
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I've been doing this seven years.
00:06:48
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And I still have nightmares over these things sometimes.
00:06:52
Speaker
Okay, so I'm probably not the only one.
00:06:55
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So I thought, wait, let's do a podcast out of this.
00:06:58
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So the point I'm trying to make here is when everything is going extremely bad, when it feels like you're not having success, what's the one thing you can control?
00:07:08
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That's the big A word, your attitude.
00:07:10
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Okay, I could have let myself get down and I did for a little bit.
00:07:15
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But what I try to live by, I think I actually heard this, maybe it's SolarCon or some conference, is let yourself be frustrated, upset for like two, three minutes.
00:07:26
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Set a timer, you can wallow, you can, I don't know, punch the car door.
00:07:32
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uh, whatever.
00:07:33
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Okay.
00:07:34
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Throw a fit, throw a tantrum, set a timer for three minutes.
00:07:37
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But once that goes, once that timer goes off, just let that disappointment fall into thin air.
00:07:45
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Forget about it.
00:07:46
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Yeah.
00:07:46
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I know sometimes it's easier said than done, but this is an exercise that you can take yourself through and try to just let the weight fall off your shoulders.
00:07:54
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Okay.
00:07:54
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Pay attention to where you're feeling that pain.
00:07:57
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The weight is on your shoulders, is in your chest.
00:07:59
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Okay.
00:08:00
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Is it in your nose, throat, whatever?
00:08:04
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Pay attention and let it sit there for a second.
00:08:08
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After three minutes, just let that pain, let that frustration, let it come out of your chest, let it come out of your throat, let it come off your shoulders, let it come out of your head, wherever you're feeling it, and try to forget about it.
00:08:21
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Because at the end of the day, if we let ourselves just have that pity, if we let ourselves just
00:08:30
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be frustrated, upset.
00:08:32
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It's going to make everything a lot tougher.
00:08:34
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And days where I've just chosen to let myself be devastated about things, I end up just sitting there not being very effective on the doors if I even go out at all.
00:08:47
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Hey, I've had times where I just let it ruin multiple days of production.
00:08:52
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My God, this week is nothing's happening this week.
00:08:55
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Let's just forget about it.
00:08:57
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Try again next week.
00:08:58
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So I don't want you to be like that.
00:09:00
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I want you to let the disappointment fall off your shoulders, get back up, dust yourself off and go to work.
00:09:07
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Control the thing you can control.
00:09:09
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That's your attitude.
00:09:11
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Be positive about it and know that it's going to be up and down and maybe go back to maybe have some recordings of closing an extremely tough deal that I'm getting installed.
00:09:21
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What I do, I have all my customer testimonials.
00:09:24
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You save it in the folder.
00:09:26
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You look back on all your happy customers.
00:09:28
Speaker
Go watch some of those videos.
00:09:29
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Sometimes you have to remind yourself that you're doing a great job out there.
00:09:33
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You're saving
Mindset and Success in Sales
00:09:34
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people money.
00:09:34
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You're saving the planet.
00:09:36
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You're helping the environment.
00:09:38
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Just remind yourself of all the good things you are doing, all the people you have helped, all the happy memories, all the good things that have happened.
00:09:46
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So that's what you need to do in those tough moments.
00:09:49
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So I thought that would be helpful to someone out there.
00:09:52
Speaker
I got a call with one of my reps today that similar thing.
00:09:57
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He had some disappointment installers messed up an account.
00:10:01
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He we have an app where we share like we can see where each other is knocking.
00:10:07
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And he was complaining about how he thinks reps are knocking right after him, how they're looking at the areas he's going in and
00:10:15
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coming into his areas, just all these things.
00:10:18
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And I tried to be cool with him and not calm out too much.
00:10:22
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But in my head, I'm like, dude, all these things you're complaining about, it's going to make it that much harder.
00:10:27
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Like, have a good attitude.
00:10:30
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Focus on the things you can control.
00:10:33
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If you just focus on, oh,
00:10:35
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reps are still in my area, installers screwed up my deal, everything's going wrong.
00:10:40
Speaker
Guess what?
00:10:40
Speaker
Everything probably is going to go wrong because that's the law of attraction.
00:10:44
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You attract what you think about.
00:10:46
Speaker
So if you think everything is going terrible, if you think you're too sick to get out there, probably going to end up happening.
00:10:53
Speaker
That's why for me, I feel terrible.
00:10:55
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Hey, I got runny nose, all that.
00:10:57
Speaker
I'm going to get out there and I'm going to convince myself that I feel fine.
00:11:00
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OK, and I'm not saying you're going to always get out and grind if you're on your deathbed.
00:11:06
Speaker
But hey, there's a time and a place.
00:11:08
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I think the top performers, they're pushing through.
00:11:10
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They don't really take sick days unless you're later on your deathbed.
00:11:14
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So that's the advice I have for you.
00:11:16
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Just focus on having a good attitude, focus on the controllables and just a couple of mindset tips here to wrap this up.
00:11:24
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Mindset is everything.
00:11:25
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We had a training with John Soriano, great guy.
00:11:28
Speaker
He's leading the
00:11:29
Speaker
division over here at Legacy here in San Diego, but he had a great training just about how one of the things that served him most in his solar career is his mindset.
00:11:38
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And I completely agree.
00:11:40
Speaker
So he suggested doing affirmations and not just like going through, oh, I'm the best, I'm the greatest salesman, but actually feeling it in your bones, actually creating emotion with it.
00:11:51
Speaker
Hey, how many times are we doing affirmations, but we don't actually believe it?
00:11:54
Speaker
That was one of his tips.
00:11:56
Speaker
He recommended getting a coach or a mentor for accountability to help with mindset, which, by the way, we have opened up coaching.
00:12:03
Speaker
If you want to apply, go ahead and shoot me a DM or email, and we can help you with your mindset and a whole lot of other things.
00:12:12
Speaker
Hey, and then he's attitude of gratitude, be focusing on the things you're grateful for.
00:12:18
Speaker
And then really cool saying here, he said, ignorance on fire is better than knowledge on ice and put a passcode on your mind.
00:12:26
Speaker
I'm just kind of reading some notes I took from this.
00:12:28
Speaker
Hey, but a point he made, which I thought was really valuable, is we put a passcode on our phones, right?
00:12:35
Speaker
Because we don't want our phones getting stolen.
00:12:38
Speaker
We freak out for batteries about to die.
00:12:41
Speaker
If we lose our phone, we make it a big deal.
00:12:43
Speaker
Hey, but how many of us have a passcode on our minds on our headspace?
00:12:48
Speaker
Not too many.
00:12:49
Speaker
So if we carried even 50% as much about our mindset, about our attitude as we did compared to our phones, we probably have a lot more success.
00:12:59
Speaker
That's the message for today.
00:13:00
Speaker
Focus on your mindset.
00:13:02
Speaker
Focus on your attitude.
00:13:04
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You're a reflection of what's going on in your life.
00:13:07
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If you think everything is falling apart, things will start to fall apart.
00:13:11
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But if you focus on abundance, gratitude, success, these are things that you're going to attract.
00:13:18
Speaker
So even when you're on this solar coaster, even when your customers are canceling,
00:13:22
Speaker
you're losing $12,000 commissions, choose to focus on the positive.
00:13:26
Speaker
Okay, so I hope that helps.
00:13:28
Speaker
Send this to someone that is having a crappy mindset.
Free Sales Diagnostic Offer
00:13:31
Speaker
Okay, if you want help with your follow up game, click the link in the show notes, get access to the masterclass that Brent Attaway is doing.
00:13:40
Speaker
And we'll see you guys on the next episode.
00:13:42
Speaker
Peace.
00:13:44
Speaker
Hey, solopreneurs, are you sick and tired of spinning your wheels every month and not seeing your sales increase?
00:13:49
Speaker
Well, so was I in the
00:13:52
Speaker
it until I figured out what was going wrong.
00:13:55
Speaker
So that's why I'm excited to announce for a limited time we are doing a free sales diagnostic.
00:14:00
Speaker
You'll break down your sales process, figure out the holes in your business and see how we can help you improve.
00:14:06
Speaker
So at now we have six bucks for this month so book a call now.
00:14:11
Speaker
Don't miss out on
00:14:12
Speaker
What you're going to do is send an email to taylor at solarpreneurs.com.
00:14:16
Speaker
That's taylor at solarpreneurs with an S dot com.
00:14:20
Speaker
I'll send you out a calendar link and we will figure out a time that works best.
00:14:24
Speaker
So shoot that email and let's increase your sales.