Become a Creator today!Start creating today - Share your story with the world!
Start for free
00:00:00
00:00:01
The Leadership Traits You MUST Develop - Alec Nethercott
3 Plays3 days ago
Alec Nethercott is on today's podcast to talk about his book which is directly tailored and curated for the everyday sales manager. Going through a second read myself, his framework for leadership touches the humanity and intrinsic self within members which often goes overlooked when they're treated as a collective team.
Recommended
Transcript
Taylor's Journey from $50 to 150 Deals
00:00:03
Speaker
Welcome to the Solarpreneur podcast where we teach you to take your solar business to the next level. My name is Taylor Armstrong and I went from $50 in my bank account and struggling for groceries to closing 150 deals in the year and cracking the code on why sales reps fail. 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, following up like a pro and closing more deals.
What is a Solarpreneur?
00:00:31
Speaker
What is a solar printer? You might ask a solar printer 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. Okay. What's going
Meet Alec Nethercott: Co-founder & Author
00:00:42
Speaker
on? We are here with the, uh, co-founder and someone that just wrote a super good book, um, that everyone should read. We have the honor of having on the one, the only Alex nether caught with this today is Alex. Sorry. I think it's an Alex. So thanks for coming on the show. with with Yep. Thank you.
00:01:00
Speaker
Yeah. Awesome. Good to be here. Yeah, of course. I'm sure that can't be the first time someone's called you Alex instead of right my my whole life. So that's why my go-to is no Alec with a C like Alec Baldwin.
00:01:13
Speaker
Yeah. Yeah. I always joke. I'm tailored by, I always joke that my grandma calls me Tyler because I have a cousin named Tyler. So she gets us mixed up every time. So I've been like Tyler my whole life to my grandma. Oh, how funny. I know you, you know, uh, Tyler McAllister at, at fusion. I don't know if you know him. I called him Taylor for like a year. I feel so bad. And Anyways, you're totally good. I know. And that's funny. You guys kind of look alike. You got, it's like your doppelganger down there. Yes. We get, we get that all the time from with each other that we, that we look alike. He's a, he's a stud.
00:01:50
Speaker
So I'm not, I'm not complaining about that one. Not a bad person to be mistaken for for sure. Yep. Um, well, cool, man.
Insights from 'Core Four Leadership'
00:01:56
Speaker
So yeah, I'm excited to dig in. You recently came out with your book, um, called core for leadership. And, uh, like I told you before we started recording, I'm on my second run through now, just super good. And what I love about it is it's, uh, I think it's extremely applicable to solar cells. Cause obviously you've been in the industry.
00:02:15
Speaker
Um, you've been in door to door a lot ah lot of years. So all the lessons you've learned, you've taken it and condensed it into this book. And, uh, I'd say it's probably my favorite, uh, leadership book that I've read because again, it's all like applicable directly to what we're doing. Oh, that means no yeah. Thank you. Of course. So yeah, we'll dig into that and everything. But, um, before that, I guess you want to give us just reader's digest, how you got into like door to door and you know, found in co-founding V3
Alec Nethercott's Career Path
00:02:42
Speaker
and.
00:02:42
Speaker
Um, I guess the, the short version of how you, I did all that. Yeah, no problem. I got back from a church mission. I started in Norway, got back in 2008 and needed some money for a wedding ring. I wanted to marry my high school sweetheart. And, uh, but obviously didn't have any money. So I had some friends that were doing well selling alarms. And so, uh, so I did that. Uh, we did that for four years, recruited, recruited my friends. We went out to Chicago and Washington, DC. And those are some, those are some good years, dark. Dark summers, but good, you know wonderful, wonderful years. Then i I graduated in finance and the goal was always to get out of door to door. I was always trying to get out and I always thought I would do real estate. I did that for about three years and that was at a time when the real estate market was just at an all-time low. and we so so i I raised a small fund. We bought 171 units across Northern California of ah apartment units. and that was a
00:03:37
Speaker
a huge just learning experience for me and made a lot of investors happy. um you know When the market started to heat back up, this was this was in early 2014, is when we started looking into ah residential solar. and i had I had studied solar in in my bachelor's degree. because we i actually My degree was real estate finance.
00:04:00
Speaker
and so we We looked at sustainable housing and how to develop communities that were sustainable and that kind of stuff. so Solar was a big component. and That was the first time that I had really done the research into PG and&E.
The Solar Energy Imperative
00:04:12
Speaker
ah You're down in SDG and&E, but it's a similar story. it's you know PG and&E, for those who don't know, is California's largest utility company. and Back then, rates you know I thought rates were high back back when I was you know in in school. and you know If you look at prices today, you I just wouldn't have believed you if you told me what the prices were today in comparison to where they were 10 years ago when when we started B3. Anyway, so so you know so yeah we saw a really big need there just deploying that solar. and
00:04:43
Speaker
you know We saw it not not even so much as our opportunity, but ah a duty to do it. It's, hey, we know how to do this. We know how to scale sales teams. We know how to go and sell this you know sell this product. Let's really scale this. And so that was back in in ah early 2014. Been doing that ever since. And that's kind of my background, I guess. um But yeah, I wrote the book the book. I've been writing the book the last... i mean so It's taken probably 4-5 years to like finally get to the finish line. But yeah, it's been it's been really fun to see. the The coolest part for me has been you know when you when you launch the book, you don't know who's goingnna but if anyone's gonna buy it or anyone's gonna like it. You're like, okay, i I'll at least sell two copies. you know My wife and my mom are gonna buy this. Anyway, so that's been really fun.
00:05:27
Speaker
So yeah, we'll get into the book,
Challenges in Door-to-Door Sales
00:05:28
Speaker
but I'm curious. You said you were, uh, sounds like you were looking for ways to like knock, knock doors and everything. And, um, I don't know if you were still knocking doors when you started be three or running like the cell site or anything, but, uh, for you would, uh, were you just, I don't know, were you just sick of being on the doors or I know a lot of guys are like, Oh, I don't want to knock doors forever, but what were your reasons for like trying to get off the doors and everything?
00:05:52
Speaker
No, for me, it was more about the product. We were doing alarms and it was just always just for me, at least I just, I wanted to. Play bigger. I wanted to just a product I believed in a little bit more, no offense to anybody selling alarms. I think it's a great product and I'm grateful for the time selling it. But for me, I was just interested in real estate more than alarms at the time. But that was but one thing I really like about, you know, what guys like you and Sam Tagger and others are doing is, you know, bringing honor to door to door sales, because if I'm being candid, part of it, part of my reason for wanting to get off.
00:06:27
Speaker
The doors are out of door to door was because of the stigma around it. I wanted to have a big boy job and it, you know, my parents and there was just a lot of kind of social pressure to ah have a real job, I guess. But now, especially with solar, I have friends that are dentists and and doctors that aren't making the kind of income that, you know, some of these guys doing solar are doing. And so it's it's a really respectable profession.
00:06:50
Speaker
And so I don't know if that answers your question, but that was how it was for me. So when, and when you started B3, were you, uh, you weren't really like on doors or running cells or anything at that point, were you?
00:07:01
Speaker
No, in in the beginning, well technically when we started, my role was was chief ah with CEO, o but I was on doors. we you know We were trying to figure it out, probably sold 20 projects in that first year, just with the sales team, trying to figure out how to how to get things off the ground and figure out the sales process. because we didn't know and we you know we never We had never sold it, we didn't know what we were doing.
00:07:20
Speaker
there wasn't It was still the Wild West. like there was really I guess Vivint Solar was around and Sunrun was around, but they their sales process was totally different. and But no, we definitely have have knocked a lot of doors in my day and have a lot of gratitude for what door-to-door has done for my life.
00:07:37
Speaker
No question. Yeah, that's awesome. Well, obviously you guys have been successful because as I know you've seen, I mean, we're out here in California where, uh, any M3 just, you know, like took a ton of companies out of business and it's been a tough year for solar. And I think still a ton of potential here, a lot of systems to be sold.
00:08:13
Speaker
Going on at other companies i think that's why business is the great sport you know it's you you just try to play your best you don't you know what other companies are saying they're doing and what's going on but you don't ever really know what's happening a lot of companies will not a lot of i mean all companies even when when when times are dire they they pretend like things are great because you have to you know you have to put on a you know you you know a a happy face and you know your recruiting pitch has to be, you know no one wants to go to a sinking ship. So you got to
Solar Industry Struggles
00:08:44
Speaker
put on a good front. But ah you know I think what a lot of companies struggle with, I think sales and marketing costs, I think is a big one. I think that the installers are not making nearly the margins that anybody thinks that they do. I think i think that the assumption is is that there's a lot of meat on the bone. And myself, I know you you you're probably your network is probably um
00:09:05
Speaker
You have a lot of salespeople in in your network. and I have a unique perspective because i also have a you know i've I've sold and I have an intimate knowledge of how the sales process works and an appreciation for sales, but I also have intimate knowledge of just the business side. I mean, a lot of these solar companies are just barely scraping by.
00:09:23
Speaker
to add insult to injury, you have cashflow problems with all these finance companies that are late on their payments. and i mean it's yeah it's like Make no mistake, solar is a it is a tough business. So anyway, this is just a shout out to all the installers, make sure and thank you your installers and your you know those who are running the you know the business side, um you know make sure and express gratitude because it is it's a tough business and it's it's proven to be the refiners fire as far as you know very few solar companies that were around even five years ago are still around today. so Anyway, so I would say sales and marketing costs, I would say cashflow is a big one. That's so where a lot of them went wrong.
00:10:05
Speaker
Yeah, it's been tough. And, um, you know, all these reps that complain about having to hire red lines and all that are there ups that have the low red lines and all their companies went out of business. So I think a lot, especially on the sell side, um I think guys are realizing it more now that you don't need the like the lowest red line, you know, back a year or two ago, guys were like, Oh, if you're not getting this, this lower red line, then you're getting screwed over.
00:10:30
Speaker
All those same guys now, a lot of them weren't getting paid out or the company's gone under that they were with. They gave them the super, the lowest red line and everything. Yep. I know. and And you try to, you try to tell them, yeah, would you, would you rather make more per kilowatt or would you rather make more on your 1099? Because you're not going to get paid. And anyways, I think it was necessary. I think that kind of had to happen just to show the market always reaches equilibrium.
00:10:54
Speaker
You know, so if something feels too good to be true or if things seem out of whack, it probably
Leadership Development through Books
00:10:58
Speaker
is. Cool. Well, enough of the negative stuff. Um, I want to get to what the main reason we're here and that's, uh, to talk about your book that just came out. So I'm excited to dig into a couple of it and definitely go check it out. If you haven't, it's on, I've been listened to on audible, but, um, you can get it. Where's the best place to get at Amazon? So we're mostly picking up.
00:11:16
Speaker
Yep. So everyone should go grab a copy right now if you haven't already. But um before we get into it, so what's the main reason you wrote the book? Because obviously you've been in sales, you have a knowledge of a lot of different things when it comes to business. So for you, why was it a leadership that you decided to write a book about? What made you want to write a book about leadership versus a lot of other things that you could have probably youre written about as well? A main reason I wrote the book, I actually originally started writing it was for our own sales team. And it was,
00:11:46
Speaker
you know you only as as a manager or you know business leader you only have so much time you can so that you have that you can spend with each individual but one thing that was particularly helpful was audiobooks if i could prescribe audiobooks for you know if someone listening is a manager of a team of.
00:12:04
Speaker
you know a small team and they they're they're not able to grow like they want to. They want to scale, but they you can only grow as fast as you can train leaders that can carry weight and carry responsibility and um you know so that you can you can just handle more and and continue to grow. Anyway, so you know you you can prescribe those books and there there was nothing that helped somebody change in positive ways faster, and including myself. like i Listening to audiobooks i mean has completely changed my life. Whenever some college kid or somebody asks me, you know does an interview or something says, like what what are your biggest tips for being successful? That's the first thing I say is,
00:12:41
Speaker
Honestly, stop listening to music in the car and start listening to audio books. It will change your life. Listen to like the best sellers in business and self-help, and I promise you, you will be a different person in you know in five years. ah the the The challenge with that was there was there was not a tailored book for like what I was looking for, which was specifically, how do I get somebody who has a ton of potential in being a sales leader to really go from here to here? like They want it, they want to do it. you know there's There's a lot of philosophies about leadership out there.
00:13:10
Speaker
You talk to 20 different mentors, you're going to get 20 different philosophies on leadership. and you know so so Really, I put everything into a book you know that I had experienced. yeah I heard someone once say that you the person you're most suited to help is your former self. and so Really, that's who this book is for, is my former self. It's somebody who's struggling to understand, like okay, what are the philosophies that are going to make the biggest impact and move the needle to help me be a better leader and to help my team step up and be better leaders and you know provide that value so that's really why that's really why i wrote it is just a cuz i mean i i think everybody and you know and i say this.
00:13:47
Speaker
I say this now, like you know that everybody struggles with that insecurity or a desire to have more confidence and to be a more confident leader and public speaker and manager and all those things. I was insecure the entire time. I just i'll totally admit that. like And you probably will be too. And any tools that you have, like one of the best things I did was invest in help and just things that i could I could do that would help me learn how to think. Because that's really what you want to learn is you want to learn how these business leaders think And so that's, that's really why I wrote the book was to give you more confidence and and anybody listening, if they, you know, we're on a similar path that they could just have some resources that could help them right away. Yeah. And that was actually one of the nuggets that I got from, um, your book on the first listen through is I think there's a section where you talk about, um, you know, if reps would come to you with, I don't know, problems and whatever.
00:14:39
Speaker
You would give them some advice, but then you would recommend like a book for them to deep dive on the topic. Um, just cause obviously there's only so much you can tell them in that moment, but it's like, Hey, I'm struggling with closing the deal or whatever. The problem is you point them to like a book to go, um, deep dive on the topic. hundredzas yeah That's super smart. Cause, um, yeah, that's like, they're going to learn more way more if they themselves go and search out the book and, um,
00:15:07
Speaker
You know, do a deep dive on the topic, then you just trying to talk them through something in five minutes, then you lecturing them or something, you know, yeah, it's, you're totally right. And you're limited in time. You may have a full hour. You can give them, or maybe you're a super manager and you like spend, you know, like, Hey, come over tonight and we'll go from 10 to midnight and we'll just jam on this idea.
00:15:27
Speaker
You may have, you know, but your your time is limited or they can spend 10 hours in the car listening to, you know, John Wooden or Brian Tracy or, you know, one of the legends. And then the benefit is, is that they listened to it and it's their idea. So they're coming to you with this thing that they heard and you're like, yes. You know, it it wasn't you lecturing the same point over and over. They, they found it out for them themselves. And that's, that's, you know, a lot more powerful.
00:15:54
Speaker
Yeah. Yeah. I love that. So would you say that's a pretty common trait? Like all, I mean, they, they, the phrase is like leaders are readers. Would you say that's pretty true that a pretty much every good leader you've saw or built up there. They're super into books and reading 100%.
00:16:11
Speaker
Yeah, with without exception. I can't think of an exception. And and outside of door-to-door sales and other industries too, like it is a common theme. like They are reading books. They're not wasting time with Netflix and you know dumb entertainment, just mindless things. like They're being intentional with Leveling up. Yeah. One of the best, um, I mean, sometimes I'm off and on with it, but, um, I think the best thing I did to start reading more is just a 75 hours. Sure. You heard of it, but just where they have agreed 10 pages.
00:16:42
Speaker
Uh, the whole Andy for so a workout thing. Yep. Oh yeah. So yeah, I think that's a really good how because 10 pages, I mean, usually it doesn't take more than like 10 minutes. And, um, and then when you combine that with audio books too, you can get through a lot of books, but how, for you personally, how many books are you
The Role of Reading in Growth
00:17:00
Speaker
typically reading a year? And what do you see from like good leaders? Cause I know I've heard like the. The stat that CEOs of like fortune 500 companies read like a book a week or something.
00:17:11
Speaker
to That to me was like crazy. I'm like, wow, that's, I don't know if I have time for that much reading, but, uh, are you, is it, is it like that level or how many books would you recommend or like see that good leaders are reading on average? I mean, in my experience, even the guys that are saying that they're reading a book a week, like they're, they're probably doing like a summary.
00:17:29
Speaker
there's those summaries ah but like There's a couple that i use called one is called blinkist the other called is get is called get abstract and they basically you know take the take the the good books and you know give you a summary that you can listen to in fifteen minutes and i i would say when i was younger i would try to listen to.
00:17:47
Speaker
Like one book every two weeks Like I did a couple years where I tried to do 25 books a year But I actually didn't like that at the end of the year I was like that I didn't I like it better when I can take my time with a book The goal is not to get through as many as you can that's that's dumb to me You know, the goal is to learn and to like let it sink in and marinate it it So it's not like i'll take a book and like sometimes i'll listen to a couple of chapters and i'll kind of get bored of it and move on to something else but and then there's other books that i'll listen to 30 times, no exaggeration. ah My secret, like my my book is Lead the Field with by Earl Nightingale. like I've read that book probably 30 to 40 times, no exaggeration. like When I was on doors and I was in my head and I was sad and you know like couldn't go on, I was a 21-year-old kid.
00:18:36
Speaker
22 year old kid, I would put on Brian Trace or ah sorry, uh, Earl Nightingale lead the field and it would pull me out of it and just pull me into it like just positive mindset because we're really like, like, think about it. Like there's, there's so many sources of information that we're getting and most of it, 90% of it, maybe more is, is negative or not helpful. Whether it's the news or, you know, the rap song you're listening to that's talking about drinking in the club and freak dance. I don't know. Whatever.
00:19:04
Speaker
Or like some Netflix movie that's just about dumb stuff. So, you know, we've got to be really intentional with the our inputs, with the things that we're allowing in, because it's, it's going to directly impact our mood, the way that we show up in all of our roles. Like, and and we don't even realize that sometimes we'll watch a movie that will put us in um in a weird mood for a week.
00:19:27
Speaker
um've I've noticed that with me, you know, it's like, we, we've got to be really deliberate with our inputs. Anyway, that's, that's my rant about audio books. I love, I love audio books. Well, and what I love too is, um, I think most people listening probably have like Spotify or whatever. And I think there's not really excuses to not listen to audio books because anyone that subscribes like Spotify, thousands of books on there. And I look up most like self-improvement sells books. A lot of times they're already included in Spotify.
00:19:56
Speaker
I think Seven Habits is free on there. I've listened to Seven Habits. That's another one. That's an annual read for me. I've probably read that one a dozen times. He's one of my heroes, Stephen Covey. So yeah, it's like people don't really have excuses to not listen to books these days because it used to be that you had to buy this. You know, we're kind of old, me and you. We came from the day when you had to listen to like books on CD and you know, when I was a kid, I think it was books on tape. I still have a bunch of them. Yep. Not the tapes, but the CDs.
00:20:26
Speaker
Yeah. My dad's got the tapes. Yeah. I think it was CDs. I don't think I don't think I'm that old, but I guess it's like people got no excuses these days. So easy to go on audible. Uh, just, and do you, do you read your books or do you listen to them or do you do both or what is, what do you like doing? I listen almost exclusively. I listen. Yeah. I like, I like, I think I do get more, I'm more of a visual learner. So I find I do actually get a little bit more if I like read or even better if I can listen and read at the same time. But.
00:20:54
Speaker
You know, I do that well with a few books like a Ray Dalio's his book principles I I've listened to that one, you know, while I read it physically, I've done that with seven habits. So I agree with you. I think that's a great way to learn. Like if you can do both and you can be highlighting while you're listening and and reading. Yeah. With like listening. Um, that's the cool thing is even less of an excuse. Cause yeah, we're all driving a lot in cells. Um, most of us are at the gym and all that. So it's like, why not use that time where you're already doing something to, you know, kill two birds with one stone. So.
00:21:29
Speaker
Yeah, 100%. 100%. Well, and that that's really a big reason I wrote the book too. is is you know Like you said, there's therere this book really... One piece of feedback that I've had often is just that it's perfectly tailored to what you're doing. like if you're in If you're in a sales role,
00:21:50
Speaker
There's few books that will have more actionable items, you know like and and you're trying to scale a team. like If you're in that that phase of your career, there's fewer books that have as many tangible like takeaways right away that's that's tailored. like like you You might read a book from some CEO of a tech firm, or you might read a book about a basketball coach. There'll be great books and you should read those, but there's not a ton of books out there that are written for exactly what you're doing in your career at this time. um Yeah. Well, yeah. A lot of stuff we talk about with books. Didn't mean to turn that into half the podcast, but, but, yeah. So I, um, I wanted to get into, to in the book you talk about just like this doing this self evaluation thing. So that's another thing I got. I would say one of the bigger takeaways is
00:22:43
Speaker
your core four principles or the leadership. Gonna have to look at my um notes again, but it's vision, skill, action, and character, right? Or the four yep core four. Good job. Okay. Okay. Yeah, wrote it down. Cause I knew I'd forget.
00:22:59
Speaker
One of the, well, first of all, I guess, how did you, and I think you did talk about this in the book, so people can read it too, but how did you narrow it down to those core four?
Core Four Principles of Leadership
00:23:08
Speaker
Cause like you're talking about before guys can go, um, read a lot of leadership books and there's going to be like principles and all of them. I'm sure there's a lot of like important leadership principles, but how did you narrow and narrow it down to these four things in specific, uh, vision, skill, action and character?
00:23:25
Speaker
I don't know, I'm kind of nerdy. but My degree is in in finance and so I just, I view the world in in formulas. They just really helped me simplify a complicated world, I guess. Especially early in my career, and I was really a student of this. I'm still a student of this and in many ways, just of of like a good leader. Like what does it look like? How do they think? How do they get the results that they're getting? But especially as a young aspiring leader, you know, trying to scale a sales team, I was just constantly looking for that that formula. okay Just tell me what I've got to do and I'll do exactly what what you tell me. like What is this formula? What does that look like? But I never could find one. you know as ah As a sales rep, I found it really helpful to have, I don't know if you guys do this or a lot of people listening, but you know brand new sales reps, it's always helpful to give them a formula. You say,
00:24:17
Speaker
You know, hey, listen, if you will knock the doors and if you will say the pitch the right way, you will see success. Like I've been doing this for years. If you just do those two things, you'll see success and they try to overcomplicate it and tell you it's this and that. And there's all these, ah you know, all these other problems and you're like, no, no, no, it's just these two things and you'll be successful. For me, that was really helpful just to always come back to that simple formula. Okay. I can, I'm, you know, control the controllables. I'm going to do these two things and I'll get results and it always worked.
00:24:45
Speaker
But as a leader, you know, if you're trying to scale a team, it can be discouraging if you're, you know, there's might be people listening who have, you know, scaled up to 10 reps and then lost half of them are scaled up to a hundred reps maybe. And then they lost, you know, all of them. Cause the company went under another starting from scratch. And it's like, man, what, what do I got to do here? How do I, you know, like, what did I do wrong? Um, and so, so anyway, the, the formula really came from.
00:25:11
Speaker
um from studying this idea and and trying to find out what made leaders great. like um there's there's a lot Hopefully you've had good managers, you know but I've had a lot of bad managers in all my jobs, in my high school jobs and you know throughout my throughout my life. there's a lot of you know A lot of people will become a manager at some point, you know maybe be a man a management role, but very few actually get good at it. and so Anytime I hear somebody raving about their manager,
00:25:40
Speaker
You know, like in a good way, like, wow, like, Oh, just wait till you meet this person. Like they are just awesome. Like they're just incredible. Like Dave already, I always heard people talk about Dave already has become a friend and, and, um, uh, close friend. Now I invest with them and he's, he's a, you know, w early in my career, I would hear about him and the numbers that they were putting up and the, the, the, you know, the size of his team and just what a stud he was. so Um,
00:26:04
Speaker
and There's a lot of names out there. you know Ashton, you work you work with Ashton you know Buswell, um Kyle Nielsen over at Aptiv. Before I met them personally, I would hear from their people about them and they would just just like they couldn't stop you know talking about how great this person was. So whenever I would hear that, I would get really curious because it's a rare thing. It's like, wait, you love your manager? like What do you mean? Well, what are they like and how do they do this? and and then getting to meet these individuals. and you know I've had the fortunate experience of being able to you know share dinner tables and just get to know a lot of these guys, ah not just within door-to-door sales, but also in you know insurance sales and real estate sales and tech sales.
00:26:47
Speaker
and I mean, like the, the people who are at the top of these organizations are like, they are the real deal. They are just total like class acts, awesome people. And the the thing that they have is, is it's a combination of four things that makes them so special and and so unique. And so, you know, you can read more about, I guess the, you know, how I came up with it with each four and in in the book, but you know, those those four things are vision, skill, character, and action.
00:27:17
Speaker
And um you know a leader may rise to a management role because they're good at one or two of those things, but they'll always have like a ah ceiling above them. they'll They'll never be able to really break out until they have all four of those things. And so the fastest way that you can become a better leader is to figure out which of those four areas you're most efficient in and then start working on those things. so um But the the challenge is that most people tend to study the things they're interested in, not the things that they need to work on. um you know because we either Either because they just don't want to face it, they don't want to confront it, or because they're completely oblivious. like There's such a thing as blind spots, so some people have no idea.
00:27:59
Speaker
So at our company, and and for many years we've done this survey and basically surveyed all the sales reps and all the sales leaders on and these four attributes. And it's been a breakthrough. I guess been extremely helpful in helping people go from, you know, base level sales rep to now we have, you know, we have, we have guys that are managing, you know, 200 man teams that were, you know, they all started as ah as a sales rep. but um So.
00:28:30
Speaker
Does that answer your question? That's a long answer to your question. Sorry. No, that's good. Yeah. And I was actually going to bring up the survey thing because that was another like big takeaway I got from the book is that ah sometimes, yeah, we don't see these blind spots and, um, yeah, just like any, it's helpful to get the feedback and no, cause you have a lot of stories in the book where, um, guys were like really good at a few areas, but they had no idea that that's what was holding them back and just seeing like the results of the survey. So yeah, I liked that idea a lot too.
00:28:59
Speaker
um Yeah, what one thing I'll say there is just the analytics, just to be be intentional about personal development and leadership development. Instead of just, you know, hey, let's get a cabin and go to Park City and let's all read extreme ownership and let's talk about it.
00:29:17
Speaker
Like you're going to have a good time and that's, you're going to have good comments and everyone's going to feel good. But then two weeks later, when everyone's back in the field, literally you're getting the same results and you won't know why you're like, Oh, what well, we had this great leadership retreat and we did, you know, it's like, well, yeah, because you you didn't like, that was good. That's better than nothing, but you need to actually be intentional about it because every single person there has something different that they need to be working on in order to be better.
00:29:42
Speaker
You know, they have everybody there has something different holding them back from, you know, kind of get into their, their next level. So, you know, looking at it from a numbers base, again, going back to formulas and surveys and actual data, ah you just can't argue with the data. You know, it's not just anecdotal you saying, Hey, you need to do this. It's, Hey, look at the data here. All of your reps say that, you know, you need to work on this area. And then it's like, okay, like, Hey, this isn't a mean thing. I'm not being mean to you. This is like.
00:30:11
Speaker
You know, we're in the war room. We're in, you know, we're in the locker room before this football game. And, you know, your sprints aren't fast enough. You need to train sprints because you're holding the team back and they say, okay, like that's what I gotta do. So some of you already know that I run my own door to door sales team here in San Diego. And as we were gearing up for the summer, I realized if we do the same thing we always did, we're going to get the same results. But if I want to increase my deal flow, I need to do something different to get an advantage. Then we discovered an app called solar scout.
00:30:44
Speaker
But it's not a door knocking app, it's a data platform that shows us who is likely to go solar in our market. It shows us who has previously applied for solar but later cancelled the deal, who has moved in recently, and even how much electricity the homes are using in a given neighborhood.
00:31:00
Speaker
It's been working for a lot of teams across the country and now I'm on board too. I'm going to be one of the first to Solar Scout in San Diego, so I decided to partner up. But I told them, hey, I'm going to talk about Solar Scout on my show. You need to get my listeners a great deal. And they did. So go to Solar Scout dot app forward slash Taylor and book a demo with them and you'll get 10 percent off your first month when you sign up. That's Solar Scout dot app forward slash Taylor. OK, back to the show.
00:31:30
Speaker
Yeah. Cause this is, it's our job, you know? Yeah. That's awesome. So what would you say to, um, cause I think in my head, it seems maybe a little bit easier to, um, improve on like a action and skill, right? Cause it's like, you can tell them, okay, go work on the, let's improve this part of your presentation, whatever. Let's, um, hit these metrics.
00:31:54
Speaker
But to me, it seems like vision and character. So those are things that seems like it's a little bit harder to like measure and um maybe like less tangible, less like metric base. So what are some things specifically with like vision and character? um How would you say that you've seen guys improve in those areas um versus just like cells? Like how do you, is it like books you point them to kind of like we're talking about earlier? How do you, how do you get guys to like have a bigger vision and better character?
00:32:24
Speaker
Great great question and that's interesting that you say that that those two would be easier because for everybody it really is different. Like like for some people they look at that and they're like oh those two are easy like i can see what i need to do and they have this big vision you know are they or they're really strong in character they're really you know.
00:32:41
Speaker
Uh, that's not something that they're even thinking about, but they're just really lazy and they're like, but action, like, I don't know how you do it, Taylor. Like, how do you get yourself up every morning and get out there and get after it? Like, I just don't feel like doing it, you know? Anyway, so that's another reason why the book is helpful. Cause you can, you can go back to those four chapters and depending on what you're working on or what you want one of your your reps to work on, they can reread those chapters and, and get something new every time. But, but I, I, I would say in general, this is a generalization, but based on.
00:33:10
Speaker
No data, just my... personal interactions with people that vision and character are the most, I think that the most common that you'll find are are a lot of people that are, is you know, skill and character or skill and action. I guess going back to that formula from earlier, right? You've got the, you know, if you, if you'll say the pitch the right way, and if you'll knock enough doors, you'll be successful. That's kind of like action and skill, right? So, you know, someone can be successful with those two things as a sales rep, but they're going to recruit friends and those friends are going to leave.
Vision in Team Building
00:33:41
Speaker
They're going to recruit other people. you know that if If they're not developed in vision and character, they're just going to struggle in building a team and you know doing anything other than um just being kind of a solo producer. i would say i would say and So you asked about vision and character. I'll start with vision. So vision vision is really important. I think it's it's important if you want to build a team, if you want to get good at this, if you want to be you know a business leader and ah a sales leader, it's important to understand that the future is created by people
00:34:13
Speaker
no smarter than you or I said another way. like the The present that we live in right now was created by but people no smarter than you and I, but just people that had a vision. like the you know The room I'm standing in, the room you're standing in, somebody you know built the blueprint for that and that was their idea or the office building that you go to every day you know or you know the the garden that you drive through you know on your way to out to area or whatever. you know like Somebody had an idea for that. that's really The future resides in your imagination.
00:34:43
Speaker
And it's the people that dream and scheme and imagine like those are the those are the people who are creating the future you know like that's so so i think understanding that is really important but also you know just just dreaming more dreaming bigger.
00:34:59
Speaker
I think that's important. I think i think most most sales reps can't see past like the commissions or you know like the next year they they struggle to see, okay, well, how can how can we 10X this? like How does this look? Hey, i' have I'm managing a team of 10 sales reps right now. What does a hundred reps look like? like well Okay, well, you know like what do what software do I need to have? What you know what is what are what kind of culture does our does it look like?
00:35:25
Speaker
you know If we're going to have 100 reps, then I'm going to need some of these 10 to step up and be I'm not going to be able to manage 100 by myself. um and and We're going to need help here. so you know how How do we get these people to step up and them to be to to be leaders? it It forces you to just think in a more creative way, a different way of like, okay, how do we how do we solve these problems differently?
00:35:47
Speaker
um But yeah, definitely prescribing books. um in In my book, Core Four, at the end of every chapter, there's ah there's recommended books. so i'm sorry like There's some really good ones at the end of Vision. Just books that I just love. you know The magic of thinking big.
00:36:05
Speaker
ah and ah
00:36:11
Speaker
Uh, I don't have it right in front of me to help me out. What were some of the other other recommended books? Um, yeah, I remember that one, but, but yeah, I guess people have to read the book. Yeah, you got, yeah, exactly. Yeah. I'm not going to spoil it. I won't spoil it for you. Um, which one, what else am I thinking of? I'm thinking of, um, there's, uh, whatever.
00:36:33
Speaker
I guess you can cut, you can power new maybe and cut that part out. No, no, no, no. Um, whatever I should. yeah Yeah. Anyway, some really good books about, about, about vision. I really sold that well, but, um, but yeah, prescribing books just to kind of help people, bit you know, think bigger. Um, yeah Elon Musk is one of the books I i prescribe just cause that guy thinks so big. Um, you, you hear about the games that he's playing and the the problems that he's trying to solve. It just makes you think.
00:37:01
Speaker
It can't help but inspire you and think wow, like i'm i'm thinking about paying my bills This year and he's thinking about going to mars, you know Yeah, like what the heck like what am I doing? I need to stop stop playing small. So um You know, I think that's really important with with vision there There's uh, it's just important to dream. It's important for us to create Because it also makes it, it makes it more fun to show up to work every day, but it also makes it more inspiring and attractive for good people that want to come help you. And, you know, they want to come help you build. Um, nobody wants to go. I learned this the hard way, you know, nobody wants to work for something small, like everybody wants to work for something that's going to blow up. That's going to get big. Like they want to be a part of something that's has a bright future where people are really pushing hard and.
00:37:52
Speaker
are dreaming. You know what I mean? yeah yeah Especially good people. Exactly. Yeah. And, um, I think if people paint that picture, have the vision, um, it can overcome, I would say a lot of maybe deficiencies in business or even like lesser pay or whatever. Um, cause I will say the first company I was with that I started with in solar, they were really good at painting the vision and they had this big plan to eventually sell the company that we're going to be part of and all this stuff.
00:38:22
Speaker
Um, and we were getting paid less and there were other problems, but we all just kind of overlooked it because we're so bought into the vision of what could happen with that company. So, yep. So, yep. And again, that's why you need all four, right? Like you, you also need the character you need, you know, because a good way to know, yeah you know, so sales gets a bad rap because there's a lot of bad players out there, you know,
00:38:49
Speaker
um And you hear stories about that con men and people that are, you know, they sell you on this big vision and then nobody gets paid. And that that's really unfortunate because there's also a lot of really good players out there and there's people that are doing it right. And, you know, it's, it's, it's important to be, you know, aware of, ah aware of those companies. And one way to identify them is the best the best way to know what people are going to do in the future is look at what they've done in the past. And so it's one thing to have a great vision. It's another to actually deliver on that.
00:39:19
Speaker
like the The people that I work with, they know that the the the reality that we live in today at V3, those were all things that that we were talking about five years ago and we delivered on that. and and you know Or 10 years ago. and you know I think that that's really important because that also builds trust and it reinforces it that year after year, and you know they want to work for leaders that are thinking big and then they actually have the ability to deliver on that vision.
00:39:45
Speaker
Um, so it's not just about talking about it. Sales reps are actually really good at that, you know, making it sound like it's going to be this great thing, but actually have no ability to fulfill. Right. So, um, it's important to deliver
Character and Trust in Leadership
00:39:59
Speaker
on it. So that's probably a good segue into character, which is, yeah you know, um, character is really important because that's how trust is built. So character is, um, is, is, you know, number three on the, on the list of the of the four multipliers.
00:40:15
Speaker
Character is very underrated. Uh, I, I think in business in general, but especially sales, you you see a lot of sales teams that are, you know, I don't want to offend anybody here, I guess, but you know, you they're on the yachts and the the bikini babes and they're ringing the gongs and they're smoke, you know, they're, they're, they're snorting cocaine or whatever the movies show, you know, all that stuff. It's like, honestly, that, that stuff has always just really.
00:40:44
Speaker
like, repelled me from, like, especially, you know, when I was, you know, years ago, when I was trying to get out of door to door, that was something that I would think of. It's like, I don't want to be associated with that. But the cool thing is that the more great leaders that I got to know, it was that they didn't want anything to do with that either. Like, that's what that's not what they were about. they're not They're, once again, like, the great leaders are Like, they're class acts. there They're the real deal. They're not into that. they're not They're not wasting time and money. Like, they're investing. They've got great families. They're spending, you know, they're thinking about the right things. They're actually somebody that you'd want to be like. So when we think about character, that's that's what I mean. It's like, do do your reps actually admire you? Like, do they do they do they want to would they trade places with you? you know Or is your personal life a mess? Like, you've got a drinking problem or you've got
00:41:37
Speaker
You know, you're always going through, you know, every every month you've got a new girlfriend and you've got, you know, I don't know. i Once again, like I'm not trying to put anybody down or like everyone has their own journey. And I believe in second chances and all that stuff. But, you know, we've we've you're going to attract the type of people that you are. And so that's one of my favorite quotes. I actually have it up up on the wall over here, which is.
00:42:02
Speaker
Um, which is by Jim Rohn or no, no, no, I'm thinking of the one by James Allen. Uh, this is in the book as a man thinketh and, and, and the quote is men do not attract that which they are or men, men do not attract that which they want, but that which they are. In other words, in life, we don't get what we want. We get what we attract and we we don't attract what we want. We attract what we are, what we are.
00:42:28
Speaker
If that makes sense. So I remember sitting across from this, this, um, sales rep who she was actually, she was a female, um, real nice gal. And, um, but you know, her life was a total mess and she would kind of open up about that. And she was, she was crying. We were doing a one-on-one and I was, I was checking in on her and trying to help her. And she or she had asked for some advice and she had just broken up with this bat, really bad guy. And.
00:42:56
Speaker
um Hopefully, this doesn't sound judgmental. you know i'm i'm I'm not going to keep her. or I'll keep her name you know confidential. but she and At the end of the conversation, um she just said, why why can't I find any good guys? like like why can't i find a good I just want to find a good man. and Again, this is going to sound super super mean. i'm just saying you know but I didn't say this out loud, but I had the thought. i was like I was like, you know, you've got a face tattoo. Actually, she didn't have it. She didn't. Anyway, I maybe I maybe I'll backpedal here. This was just the first thing that I thought of, you know, but you know, she was it. I'll say it a different way. If you are if you are not attractive, you're not going to attract
00:43:43
Speaker
someone that is attractive or if you if you are a piece of garbage, you're not going you know you're going to attract other pieces of garbage. You're not going to attract the type of person that you're going to want to take home to see mom and dad or somebody that you're going to want to live with and have kids with and build a life with. Does that does that make sense what I'm saying?
00:43:58
Speaker
yeah you know but nice girl Yeah, exactly a sweet spirit as we say, you know, she was nice but but she uh, But you know anyway, so but I think we're all like that in some ways i'm sure i'm like that in some ways where it's like you You've in order to attract the success you want. There's probably a personal change that you need to make yeah And finding what that change is and confronting it is the first step like that's really important ray dallio in his book principles. He says Um, everybody has one thing that's holding them back at least one thing holding them back from their success find yours and deal with it. I think that's really important because that that's, that's hard to do. It's hard to confront, you know, it's hard to confront our weaknesses and those things that are holding us back. that That's why character, you know, we're talking about the, the four multipliers character often is the hardest one because.
00:44:55
Speaker
it It really forces us to look at our life and our character and the things that other people are going to are going to judge us on, candidly. you know And when you're in a sales leadership position, you want to believe that there's a separation between your personal life and business, guess what? There's not. like They're watching, they're watching closely. And if they see you as somebody that they can learn from and that you know that you have a type of life that you could show them how they could also get, they will follow you. And they will watch you and they will be loyal and they will they will hang around you. But as soon as they see you just making bad decisions and being being frivolous either with your money or
00:45:36
Speaker
You know, you're not, you know, you're showing up late to your meetings or you say you call and you don't call or you, you know, you've got a drinking habit and you you're unreliable or what, whatever it is. Like guess what? They're going to go somewhere else. They're going to go follow somebody that can help them get what they want. So developing character is, is extremely important. And, and I, I'll, I'll, I'll define character also in a, in a, in a few ways, it's, um, it's being dependable.
00:46:04
Speaker
It's it's being a firm foundation that they can build on not something that's finicky That's you know, they they're trying to build their career on it, but you just keep you know pulling the rug out from under them They can't rely on you. You know, you you've you've got to do what you say you're gonna do like Relentlessly like to a fault right? Like if you say you're gonna do it you do it um Even if it's midnight and you forgot to do it's like you get out of bed and you go do that thing that you promised that you would do because you said you would do it and um They will remember that and that goes a long way um So good the ability to say sorry is a really good indicator of someone's character I don't know why this one is so hard but people have such a hard time saying sorry like if you mess up or if you were late or if you You know, you said you'd call someone you didn't you know, it's like hey you promised you'd call this recruit You didn't call it's like oh, I'm so I'm so sorry. You know what? That's totally on me
00:46:56
Speaker
like I don't know why that's so hard just to say sorry, but I i watch interactions between reps and and their manager all the time. And they'll try to put it back on the rep somehow, and they just won't take ownership and just say sorry. So that's that's a really good indicator if someone has high character. And and as ah as a bystander, sometimes they don't even know you're watching, but you'll see it. And immediately what happens? You respect that person more.
00:47:18
Speaker
You're like, oh, that just like, he, he just said, sorry, like that, that goes a long way. That person has humility and I already trust that person more. Yeah. Whereas if someone doesn't take ownership, you, it's almost a deposit in the, you know, it's like a withdrawal from the bank account. You're like, okay, mentally I'm refiling this, you know, that person, you know, it's not, you know, not credible.
00:47:41
Speaker
Yeah. Well, and do you have any advice? I know we don't have a lot of time left here, but last question or two, Alec, do you have any advice for like reps? Maybe they see a lot of these deficiencies with their leader. Maybe they just joined the company and they're like, Oh, I can't count on my leader. My leader's not even producing because I've unfortunately been with companies where I've seen that too. The managers like aren't great. Sometimes they're really good in one of them, but they're lacking on a lot of the other ones.
00:48:07
Speaker
So what would you say to like, maybe a newer rep where they see, okay, this guy's, he's not that good in character. Um, he could be a lot better producing. Do you think it's just on the, they should start setting an example or what would you tell rep where they're like, Oh man, my leader's not doing any of this stuff. Yeah. that A couple of thoughts. One that is probably.
00:48:34
Speaker
just the wrong approach to take with with with the book or with with some of these ideas. like the The right approach is to look at yourself. It's to look inward. That's really what we should be doing. It's not to look at our at our leaders. One thing I'll say is that is that you may have leaders that do have deficiencies, but you know serving myself and in multiple leadership roles, both at you know you know church and and work and as a dad, like the the people that that um you know are in your stewardship, like that there's you know they only see maybe 50%, maybe 20% of the work that you do and the sacrifice that goes into being a leader. So that respect, I just want to make sure that that's clear. like Don't be critical of your leader.
00:49:21
Speaker
You really like they need your support And what you're you're it may be valid what you're saying like Like if a rep is thinking that they're reading the book and all they're thinking is oh, yeah, my manager sucks Oh, yeah, my manager really needs to read this book. It's like that's you're kind of missing the point like you should be doing that for yourself and um, so so what I would say is Is you know that rep should say? You know, hey, we should do a book club And we should read, you know, either, either my book, you know, obviously, you know, I think I'm going to be biased here, but, you know, I, that's why I wrote the book. So I think that would be extremely helpful. Or pick a different book that's about character, like, you know, John wooden, or there's some great books about Abraham Lincoln that are, you know, great for character or seven habits or how to win friends or influence people. Like a lot of these books are just so good for developing character. And then, you know, encourage that leader to
00:50:15
Speaker
you know, manage the discussion on it. And then they're, they're going to have takeaways and they're going to have thoughts about it. And they might even in that, in those moments, you know, don't have any expectation, but in those moments that they're sharing, they may say, Hey, and I, you know, I have a confession. I haven't been great at this thing and they may own up to it. But so yeah, again, the point is not to be critical of your leader. You definitely want to give your leader as much support as you can. If you're, if you're choosing to be on whatever team that you're on in whatever industry you're in,
00:50:45
Speaker
Your leader deserves your support and unity. And I know this is a long winded answer, but I think this is important because and and for any team to win, you just can't have disharmony. Like there has to be unity. And, um, so again, that, that's not, that's not the point is to create reps that are, you know, critical of their, of their leader. They should, they should read it and think about themselves.
00:51:10
Speaker
Yeah. Yeah, that's true. Yeah. Um, yeah, I think that, but I've heard that. Yeah, but I've, I've, I've heard, I've heard that. And that's usually my responses. Okay. You're doing this the wrong way. You got to, you know, look inward. Yeah.
00:51:24
Speaker
True. Extreme ownership. Right. Cause yeah, exactly. Well, you can control. So that's great. Yep. A hundred percent. Um, we'll cool out. So before we, uh, after up up here, where, if I know you said people can get the book on Amazon audible, um, if they want to connect more with you, follow you, what's the best place to connect with you and, um, see more of what you got going on, alex ye instagram um Alec. at Alec nethercott, um, or email me, Alec nethercott at gmail dot.com. Okay.
00:51:54
Speaker
Perfectly. Yeah. Stay in touch. I hope you liked the book. Yeah. Yep. So everyone go read it. And then last question. Um, so if we got people on here, maybe they're thinking, uh, this leadership stuff is great, but you know, I don't really care about being a leader. I just want to go get my own cells, make my money. And that's it's, I don't care about like babysitting other people, stepping into management, leading others.
00:52:19
Speaker
So what would you say to those people? Would you say leadership, like everyone should want to develop these leadership skills? Or do you think some people are just, just aren't like built for leadership or shouldn't be doing it? What's your opinion on that with a rep? That's like, I don't really care about that. And it doesn't interest them as much.
Personal Growth and Leadership
00:52:37
Speaker
Yeah. I i would say I would share a quote with them. And this is the quote. This is by Jim Rohn. He says, if you work hard on your job, you can make a living.
00:52:47
Speaker
If you work hard on yourself, you can make a fortune. And the the takeaway is that personal development is leadership development. Leadership development is personal development. you know there there is There's a lot of jobs you could have. There's a lot of places you could go and just get a paycheck. But if you're not growing as a person, you should take a good hard look at that because you you know five years from now, 10 years from now,
00:53:13
Speaker
You know, when you're on your death bed, the thing that's going to matter the most is the person that you became through the work that you did. So if you're just doing it, you know, if you're not doing it to become a leader or to be a better parent, which is, ah which is like the ultimate leader is, you know, you're, you know, if, if you, you know, if you have kids, like if you're, if you, if you aren't doing it to become a better leader, what are you doing it for?
00:53:35
Speaker
You know, is it just a paycheck? Cause I would say you should, you should get curious about that. You, you can get a lot more out of that time. You're going to spend so much time working. You know, you want to do something that's going to be helping you become a better person. Yeah.
00:53:51
Speaker
Yeah. And I just think that at the end of the day, everyone's leading at least one person and that's yourself. Right. So it's like, I think better you can lead yourself. And then for me also, I, I definitely produce better when I'm out there trying to, you know, leave from the front, bring other people with me. I know I produce way more myself and make a lot more money. And, um, yeah, I think a lot of benefits to it.
00:54:14
Speaker
So Alex, I wish we, its it's more fun. It's more fun too. You know, I've, I've, I've been doing this for 16 years now and I've seen, I've seen it happen over and over that, you know, if you're working, if you're just a solo producer, you know, they, they typically are just, yeah they, they reach a certain point where they just get lonely and they're not stoked just being a solo producer. It's like, okay, every day is the same. Every day is groundhog's day. But when you're working with a team.
00:54:40
Speaker
it's It's just, it's more fun. It's more inspiring. You're building something great together. Like that's, that's um you know, that what that's a beautiful life. That's a beautiful way to work.
00:54:52
Speaker
Yeah, and I've seen it many different times where, um, even a few of them that worked with me on previous teams that weren't the best where they've gone and joined other teams and all of a sudden they're like producing at a way higher level. So, and, and, and my first thought was like, Oh, why weren't you working this hard when I was, when you were with me, like, why weren't you producing those numbers? Yeah. What the heck? but ah Yeah. But now as I've like learned learned more of this, I'm like, I'm like, maybe there's a reason they're producing more.
00:55:18
Speaker
Maybe it's a better team. Maybe it's better leaders because it's not always just that they weren't working with you. Probably. And and there's such a thing as a better culture fit. I mean, I've, I've seen that happen multiple times, you know, many times throughout my career. And I would think the same thing. Oh, why are they selling so much better over there? And honestly, I'm happy for them. It's like, Hey, you found your tribe. This wasn't a, this wasn't the right fit for you, but I'm glad that you found it over there. that I mean, ultimately that's what you want. That's what you wish for a person is that they can.
00:55:43
Speaker
They can thrive. Well, I want to be respectful your time. I know you got other ah meetings and stuff to get to you, but, um, hopefully guys will go by the book. If you haven't reached out to Alec, wish we could go like two more hours. Um, such a good podcast today, but, uh, we appreciate you coming on Alec and ah hopefully we can do more stuff like this in the future. Awesome. Appreciate you having me. Thanks, Taylor. Yeah. And we'll have to talk more. Uh, you got the guitars and stuff in the background, so we didn't even get to talk about music, but, um, Oh yes. Yeah. you Do you play?
00:56:13
Speaker
Yeah, I'm a drummer. So, Oh, no way. I've got it. i jam with you Yep. I've got a Roland electric set back here. This is the, this is the attic. This is my little, yeah. man Yeah. To be, to be continued. Yeah. well that's a je you on the podcast yeah Yeah, exactly. Okay. All right, brother. Well, hey, appreciate you so much. And, um, yeah, we'll have to have you on the future. Thanks again. Awesome. Okay. Appreciate it. We'll see you.
00:56:40
Speaker
Hey, solar printers, quick question. 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? 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-start level. That's why I want to make a truly special announcement about the new learning community exclusively for solar professionals to learn, compete, and win with top performers in the industry and it's called a society. 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 three dollars and 45 cents a day. Currently Soulciety is open, launched, and ready to be enrolled. So go to soulciety.co to learn more and join the learning experience now. This is exclusively for Soulciety listeners, so be sure to go to soulciety.co and join. We'll see you on the inside.