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From Super Bowl Champ to Knocking Doors - Setema Gali
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The SOLARPRENEUR podcast is here to help you close more deals in the solar industry, generate more leads and referrals, and hopefully, have a much better time and situation.
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Transcript
Introduction and Taylor's Solar 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.
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
All right, what is going on?
00:00:43
Speaker
We are back with a podcast and I am super honored to have this guy on.
00:00:48
Speaker
He's been someone I've been following for a little
Transition from NFL to Sales: Satema's Story
00:00:50
Speaker
bit.
00:00:50
Speaker
You might know him as a Super Bowl champion, but if you're a door-to-door nerd like a lot of us listening to the podcast, then I know him as someone that not only was in Super Bowl, but went and knocked doors after.
00:01:03
Speaker
So I'm super honored, super excited to have the one, the only, Satema Noli.
00:01:09
Speaker
Thanks for coming on the show with us, Satema.
00:01:11
Speaker
Taylor, it is an honor.
00:01:13
Speaker
I am so excited to be here with you because anytime we talk about door-to-door, man, my heart swells with gratitude and joy.
00:01:19
Speaker
And I'm just, I'm excited to share some nuggets today.
00:01:21
Speaker
And if there's something that can help the guys out there, the guys and the gals, man, what a blessing.
00:01:26
Speaker
Yeah.
00:01:27
Speaker
Well, thank you so much for being willing to come on.
00:01:29
Speaker
I know you're a busy guy.
00:01:30
Speaker
You run your own events, your own coaching programs.
00:01:34
Speaker
And so, yeah, we're just excited to have you on and jam for a little bit.
00:01:38
Speaker
So, yeah, I think a lot of our community, September, we sell solar panels.
00:01:43
Speaker
I knew you were doing alarms back in the day, but not everyone knows your story that you went from being Super Bowl champ to selling doors.
00:01:51
Speaker
So those that maybe haven't heard your story as much, they're probably thinking, what's a Super Bowl champ doing knocking on doors after he's playing in the NFL?
00:02:00
Speaker
Yeah.
00:02:01
Speaker
So do you want to just give us a part of your story and tell our listeners how you got into the door-to-door space and where you're at now, how that all went down?
Overcoming Financial Crisis and Rebuilding
00:02:12
Speaker
Got it.
00:02:12
Speaker
So 20 years ago, I was in the mortgage industry.
00:02:15
Speaker
I'd come home from New England, spent a couple of years up there, and my buddy was doing mortgages.
00:02:19
Speaker
So back then, man, you can make a killing.
00:02:23
Speaker
So I'm doing mortgages in the end of 2003, 2004, 2005, 2006.
00:02:28
Speaker
Four-year run, make awesome, awesome, life-changing money.
00:02:32
Speaker
I'm sitting down in Provo, Utah with my oldest at the time.
00:02:35
Speaker
It was a baby.
00:02:36
Speaker
He's on my chest.
00:02:38
Speaker
I'm in a 6,000 square foot home.
00:02:39
Speaker
I got about half a million dollars worth of vehicles in my garage.
00:02:42
Speaker
And I'm like, you know, this ain't it.
00:02:45
Speaker
Like, it was like, my soul was empty.
00:02:49
Speaker
Like, I felt like I was called to do more.
00:02:51
Speaker
What I felt called to do was go coach and speak and train and mentor, which is what I do today.
00:02:56
Speaker
I obviously wasn't ready back then.
00:02:58
Speaker
So I start to move that way.
00:03:00
Speaker
But the 2007, 2008, right, there was a huge recession, a huge crash.
00:03:06
Speaker
A lot of people in the mortgage industry, in real estate, we lost everything.
00:03:09
Speaker
And I lost everything.
00:03:11
Speaker
everything.
00:03:12
Speaker
When I say everything, my homes, I had a lot of real estate around the country.
00:03:17
Speaker
I had real estate, I had my cars, I had my offices, I had my employees, I had everything and millions and millions and millions and millions of dollars gone.
00:03:25
Speaker
By 2009, we are living in a 900 square foot townhome.
00:03:30
Speaker
I've got two kids at the time, like little babies,
00:03:34
Speaker
And we're miserable and I am miserable.
00:03:36
Speaker
I think my wife was good, but I'm so miserable.
00:03:39
Speaker
I'm like, this is not like, this is not it.
00:03:43
Speaker
I'm supposed to be successful and making a difference.
00:03:45
Speaker
I had made multiple seven figures.
00:03:49
Speaker
I had a Superbowl ring, I had a college degree, was all captain, all conference at BYU.
00:03:53
Speaker
And then now I'm losing.
00:03:56
Speaker
And so we can't even put food on the table.
00:03:59
Speaker
Can't even pay our bills because like nothing's working.
00:04:03
Speaker
So I take my Super Bowl ring, the one I won with the Patriots.
00:04:09
Speaker
I find someone who will buy it from me.
00:04:11
Speaker
I fly to New York City.
00:04:14
Speaker
I sell him the ring.
00:04:15
Speaker
I'm sobbing like a baby, man.
00:04:16
Speaker
I'm like, dude, how did I get here?
00:04:19
Speaker
This is, oh my gosh, I'm just so embarrassed.
00:04:22
Speaker
I'm humiliated.
00:04:23
Speaker
I'm in my early 30s and sell him the ring.
00:04:28
Speaker
I come home with cash and I'm still trying to work on business.
00:04:31
Speaker
Nothing's working.
00:04:32
Speaker
By 2010, we are so underneath.
00:04:36
Speaker
Nothing's working.
00:04:38
Speaker
I filed a bankruptcy.
00:04:39
Speaker
I was like, I'm going to pay all these
Goals and Hard Work in Sales
00:04:40
Speaker
creditors back.
00:04:40
Speaker
Man, I wasn't paying back $10 plus $9.
00:04:42
Speaker
So I filed a bankruptcy.
00:04:44
Speaker
And by 2011, I am now almost, I'm like 35 years old.
00:04:50
Speaker
I've got two kids and I am miserable.
00:04:53
Speaker
I don't know what the heck I'm doing.
00:04:55
Speaker
I'm barely making it.
00:04:56
Speaker
And I get recruited by a younger guy than me to go knock doors.
00:05:01
Speaker
And he had recruited me three years in a row.
00:05:03
Speaker
This is the third year.
00:05:04
Speaker
Takes me to Happy Sumo.
00:05:05
Speaker
Takes me to dinner.
00:05:07
Speaker
I go to his house.
00:05:08
Speaker
And this one, you know, he asked me the question, he said, what do you have to make in one summer for this to be worth it?
00:05:15
Speaker
Like, how do I get you to come out?
00:05:16
Speaker
Because I was just kind of like, man, I'm too old for this, man.
00:05:19
Speaker
I'm beyond that.
00:05:20
Speaker
It's too prideful.
00:05:21
Speaker
I was arrogant, prideful.
00:05:23
Speaker
And I said, man, if I could make, he's like 18 to 20 weeks.
00:05:27
Speaker
I'm like, if I could make 100 grand, like take home 100 grand in 18 weeks, I would do it.
00:05:33
Speaker
And he's like, done.
00:05:35
Speaker
I'm like, what?
00:05:36
Speaker
He's like, you can make that.
00:05:38
Speaker
You can probably make five times that in a few years down the road.
00:05:43
Speaker
So I decided to go do this.
00:05:45
Speaker
And I'm scared.
00:05:46
Speaker
But brother, I had no money.
00:05:48
Speaker
My confidence was at an all-time low.
00:05:51
Speaker
We were struggling as a family, just like nothing's working.
00:05:54
Speaker
And he looked at me and he was like, if you follow the system, if you put in the work like you did football, if you go compete, you can make as much money as you want to make.
00:06:05
Speaker
But this will be the hardest thing you ever do.
00:06:07
Speaker
And it'll be one of the greatest things you ever do.
00:06:09
Speaker
I never forgot that.
00:06:10
Speaker
So I jump on a plane, have no money, fly to South Carolina.
00:06:14
Speaker
And the rest is history, man.
00:06:16
Speaker
I mean, I worked like a dog.
00:06:18
Speaker
I drank Red Bulls, Monsters every day.
00:06:21
Speaker
I worked.
00:06:22
Speaker
I woke up early and studied.
00:06:24
Speaker
I went to bed studying, role playing.
00:06:26
Speaker
I didn't do Sundays.
00:06:27
Speaker
I'd go to church and study.
00:06:30
Speaker
I'd wake up every day and study and practice and rehearse.
00:06:32
Speaker
And it was one of the greatest summers of my life.
00:06:38
Speaker
That's awesome.
00:06:38
Speaker
That's cool.
00:06:39
Speaker
Well, yeah, now you're speaking our language, but I got to ask that this guy, because I'm thinking about the guy who first tried to recruit you.
00:06:46
Speaker
I don't know if you had known him for a while or whatnot, but for me, I would see Super Bowl champ, successful in the Morgan Street, 35 years old.
00:06:56
Speaker
I would think, okay, that's not my guy.
00:07:00
Speaker
He's way too established to come and knock doors with us.
00:07:04
Speaker
So I got to ask, was this guy, had you known him for a little bit?
00:07:07
Speaker
Did he know your situation?
00:07:08
Speaker
I've known him.
00:07:09
Speaker
I knew him for a few years, for like five years, and he lost everything too.
00:07:15
Speaker
And the thing is, he said, like everyone, he goes, you're on my hit list.
00:07:18
Speaker
He goes, I had a hit list of 10 guys.
00:07:21
Speaker
I knew if I could get these 10 guys, if I could recruit these 10 dudes, they would dominate.
00:07:25
Speaker
They would kill it.
00:07:27
Speaker
I was on that list.
00:07:28
Speaker
I was at the top of that list.
00:07:29
Speaker
And he recruited me in 2009 and then 2010.
00:07:34
Speaker
And by 2011, I was just ready.
00:07:37
Speaker
I was like 35.
00:07:38
Speaker
I'm established.
00:07:40
Speaker
I'm married with kids.
00:07:41
Speaker
Everyone else was these young.
00:07:43
Speaker
I'd run a multiple seven-figure business.
00:07:45
Speaker
I had had the cars.
00:07:46
Speaker
I had had the black cars.
00:07:47
Speaker
I'd had everything.
00:07:49
Speaker
And so when he came to recruit me, he was like, I just, and he was, he played it cool.
00:07:54
Speaker
He was like, if I can get you for one year, I think I'd get you for five.
00:07:57
Speaker
He was right.
00:07:57
Speaker
Because once I knocked that first summer, I'm like, me and my wife looked at each other and we said, hey, let's go do four more years, four more.
00:08:07
Speaker
And let's go get to a million dollars take home.
00:08:10
Speaker
Let's build our accounts.
00:08:11
Speaker
Like I had this path to regional manager.
00:08:14
Speaker
I was like, I'm doing five years and then I will, will reset.
00:08:18
Speaker
And I'm telling you, man, if you're a door-to-door guy, it is one of the greatest, greatest... I mean, I'm not exaggerating, Taylor.
00:08:26
Speaker
I loved my time on the doors.
00:08:28
Speaker
It was so freaking hard.
00:08:30
Speaker
It sharpened me.
00:08:32
Speaker
It refined me.
00:08:34
Speaker
It forged me.
00:08:35
Speaker
You know, like those old Viking swords where they're in the heat, pounding it, in the heat, pounding it.
00:08:41
Speaker
I mean, I'm in my mid to late 30s, and I'm out working these young dudes.
00:08:45
Speaker
I mean...
00:08:45
Speaker
I was a car driver, obviously, second, third year.
00:08:48
Speaker
And it's like 1030, and they're like, where are you?
00:08:50
Speaker
He's like, fool, I'm knocked.
00:08:52
Speaker
Get a ride home.
00:08:53
Speaker
I'm going to go get these glasses.
00:08:55
Speaker
I would knock doors at 10 o'clock, 1030.
00:08:58
Speaker
I'd see a home at 11.
00:08:59
Speaker
I'm like, dude, they just got home.
00:09:00
Speaker
Sweet shit.
00:09:02
Speaker
Boom, boom, boom.
00:09:02
Speaker
I get in there.
00:09:03
Speaker
That sucker would get installed.
00:09:05
Speaker
I mean, I'm sure they changed it now, but my deals would get installed, like finishing at like three in the morning.
00:09:09
Speaker
Like I was a dog, man.
00:09:11
Speaker
I just, I wanted it so bad.
00:09:14
Speaker
And you're going to have like these big goals.
00:09:17
Speaker
You got to have this thing that it's like, I will go pay that price.
00:09:22
Speaker
I will go recruit.
00:09:23
Speaker
I will go sell.
00:09:25
Speaker
I will go knock.
00:09:26
Speaker
I will practice.
00:09:27
Speaker
I will cut this learning curve by like 10x.
00:09:31
Speaker
I will cut into it so fast.
00:09:33
Speaker
We were rewarded financially, but we were also rewarded spiritually and emotionally.
00:09:39
Speaker
I loved my time on the door, Sato.
00:09:41
Speaker
I just, I love, changed my life.
00:09:44
Speaker
Yeah, no, that's so cool.
00:09:45
Speaker
And they had so many things in there.
00:09:46
Speaker
Like, I mean, first of all, just the guy who brought you on.
00:09:50
Speaker
I think that's a lesson right there.
00:09:51
Speaker
It's just like so many times I see guys who I think, oh, they wouldn't, you know, they're Super Bowl champ, different industry.
00:09:59
Speaker
They're not going to be a good fit for what we're doing.
00:10:01
Speaker
But
00:10:02
Speaker
In door-to-door, you just never know.
00:10:04
Speaker
We've had people come on in 60, 70 years old that have had success at this job.
00:10:09
Speaker
And so I think for those listening, you never know who can have success.
00:10:12
Speaker
And you just got to go out or you got to shoot your shot.
00:10:15
Speaker
And yeah, maybe you're not going to recruit guys like Satemo.
00:10:19
Speaker
He might not be selling slower with us now, but hey, you got to shoot your shot.
00:10:23
Speaker
You never know what's going to happen.
00:10:24
Speaker
But then number two, just the level of discipline.
00:10:28
Speaker
I don't know how much you know about solar door-to-door system, but it's definitely not quite... You don't see as many guys hustling compared to the alarm days.
00:10:37
Speaker
Just because in our industry, guys can go out and knock two, three hours, book a couple appointments, call up for the day.
00:10:44
Speaker
They can go make five, six, seven
Overcoming Doubts and Achieving Success
00:10:46
Speaker
grand off one of these deals and be good to go for a month.
00:10:49
Speaker
But really, the people who have the greatest success in solar, they take that same mindset, they make it an obsession and go hustle.
00:10:57
Speaker
So for you, what would you say?
00:11:00
Speaker
Because there's sometimes a lot of laziness in this industry now, probably not way more than you would have seen in alarms.
00:11:09
Speaker
But do you think it was just taking that same discipline you had from football?
00:11:13
Speaker
Or what would you say to guys who maybe don't have that same level of drive?
00:11:17
Speaker
And they're like, oh, I don't know if I could
00:11:18
Speaker
take it to the level.
00:11:19
Speaker
So Tim, how do you get guys to go and have that dog mindset and just get out there and hustle and train, trying to work like you were working?
00:11:28
Speaker
Great question.
00:11:29
Speaker
So a couple of things.
00:11:30
Speaker
Number one, one of my mentors said, he was very wealthy guy.
00:11:34
Speaker
We're talking billionaire.
00:11:36
Speaker
And he says to the guy who recruited me, who then told me, he said, the Piper is going to be paid.
00:11:43
Speaker
You can pay him now.
00:11:45
Speaker
You can pay him later.
00:11:47
Speaker
Either way, Piper is going to get paid.
00:11:49
Speaker
Like there is no avoiding paying the Piper, a.k.a.
00:11:55
Speaker
paying the price.
00:11:56
Speaker
So to the guys right now who like go get a few deals, make some money and take their foot off the gas.
00:12:02
Speaker
My thing is like, what the hell are you waiting for?
00:12:06
Speaker
Let's say you're in your 20s.
00:12:08
Speaker
You have this opportunity to just separate from the pack.
00:12:13
Speaker
And in your 20s and even in your 30s, like your trajectory is either like this flat or if you're working like a dog, like you're like, could I be lazy?
00:12:24
Speaker
Sure.
00:12:25
Speaker
But being lazy means this trajectory, which eventually goes down.
00:12:30
Speaker
My trajectory has always been like this.
00:12:32
Speaker
I'm like, I have big, hairy, audacious goals.
00:12:36
Speaker
Like, I never wanted to be the average dude.
00:12:39
Speaker
I never wanted to be that, like, second place, third place.
00:12:44
Speaker
So I point my trajectory this way.
00:12:47
Speaker
And you got to just know, if you don't set big, hairy, audacious goals, then the goals that you set are average and your trajectory always ends like this.
00:12:57
Speaker
And the piper is going to get paid.
00:12:59
Speaker
So you can either pay that price in your 20s and 30s.
00:13:03
Speaker
And I mean, work like a dog.
00:13:05
Speaker
And I know there's guys who are like, oh, my wife, my kids, like if you got little kids, like babies, like I did, all they need is they need you for like an hour at night.
00:13:15
Speaker
Like you want to be wealthy when, like I got a 17 year old, a 14 year old, 11 year old.
00:13:20
Speaker
My boys are teenagers.
00:13:22
Speaker
I spend a lot of time with them because I got the resources, I got a team.
00:13:26
Speaker
I can spend time with my sons.
00:13:27
Speaker
I train them, I work out with them.
00:13:29
Speaker
Like we pray every night.
00:13:31
Speaker
I see them in the morning before they go to school.
00:13:32
Speaker
Like it's so good.
00:13:34
Speaker
But if I don't pay the price early, like if I was knocking solar now, I would tell my guys, like, here's how we roll, okay?
00:13:41
Speaker
We're going to be the best.
00:13:43
Speaker
You want to be average?
00:13:43
Speaker
This ain't the team to be a part of.
00:13:45
Speaker
We're going to be the best, which means we're going to be the sharpest, the hardest working, the most focused, focused, smart working guys because our goals are up there, which means our trajectory has to go like this.
00:13:59
Speaker
And if you don't want to be the best, like, go to another team.
00:14:03
Speaker
And it's okay.
00:14:04
Speaker
But my guys that I worked with, we just worked like dogs, man.
00:14:07
Speaker
I'm like cars, homes, retirement, legacy.
00:14:11
Speaker
And again, guys are younger.
00:14:12
Speaker
So they just, all they can see is like, oh, I made five to seven.
00:14:15
Speaker
I'm like $7,000.
00:14:16
Speaker
That's nothing.
00:14:19
Speaker
You think $100,000 is a lot of money?
00:14:21
Speaker
That is nothing.
00:14:23
Speaker
And I can say that straight face.
00:14:25
Speaker
Like, if you think, I tell my sons all the time, if you think $100,000 is a lot of money, go get a job.
00:14:32
Speaker
Entrepreneurs who know $100,000 is nothing.
00:14:36
Speaker
$200,000 is nothing.
00:14:38
Speaker
Even I tell my boys a million, I mean, it's pretty good.
00:14:42
Speaker
It doesn't carry like it used to.
00:14:45
Speaker
So I'm training my sons already, like,
00:14:47
Speaker
Dude, you got to be so hungry.
00:14:49
Speaker
Like, you got to have this mama mentality.
00:14:50
Speaker
I love it.
00:14:51
Speaker
We call it the dog mentality.
00:14:52
Speaker
You got to have a dog mentality.
00:14:54
Speaker
Like, I want that for my family, for my wife, for my kids, for my parents, for my community, my duty to God.
00:15:02
Speaker
Like, there's so many reasons why I would go choose greatness versus...
00:15:09
Speaker
Just settling for, you know, like $5,000 or $7,000.
00:15:12
Speaker
Come on, man.
00:15:13
Speaker
And I know some young guys that got a lot of money.
00:15:15
Speaker
It's not when you have a wife and when you have kids and when you have multiple mortgages and multiple car payments and you get older.
00:15:23
Speaker
Like if you're going, like there's a phrase that's like, make hay while the sun is shining.
00:15:30
Speaker
Right?
00:15:30
Speaker
Make the hate.
00:15:31
Speaker
Like, that means work your ass off when you got the energy and the skills and momentum.
00:15:37
Speaker
Yeah.
00:15:38
Speaker
No, I love that.
00:15:39
Speaker
Love that.
00:15:39
Speaker
So true.
00:15:40
Speaker
Reminds me, like, when I was growing up.
00:15:41
Speaker
I don't know if your parents did this to
Training and Skill Development in Sales
00:15:43
Speaker
Timma, but they're like, hey, Taylor, you neither...
00:15:46
Speaker
You can either do your chores now.
00:15:47
Speaker
Then we're going to go do something fun on Saturday night.
00:15:51
Speaker
But guess what?
00:15:51
Speaker
If you don't got your chores done Saturday night, you're staying home.
00:15:54
Speaker
You're not going to the movies with us.
00:15:55
Speaker
You're not going out.
00:15:57
Speaker
And I think it's the same thing in life.
00:15:59
Speaker
Exactly what you're saying.
00:16:00
Speaker
So many times we're like, oh, you know what?
00:16:02
Speaker
We're going to spend time with the kids.
00:16:05
Speaker
And I like how you put it, too.
00:16:06
Speaker
It's like when your kids are young, they only need an hour.
00:16:09
Speaker
And I'm going to have to play that back for my wife when I get home tonight.
00:16:12
Speaker
Not that we shouldn't spend time with family.
00:16:15
Speaker
But it's like I would much rather have time to, you know, do workouts, play sports with kids when they're a little bit older.
00:16:23
Speaker
When they're younger, just go back.
00:16:24
Speaker
I got a four-year-old and a two-year-old.
00:16:27
Speaker
So I'll go hang out with them at night.
00:16:28
Speaker
But like how much more satisfying is it to have that time to be able to spend with them, do the sports with them, and be involved when they are way busier later in life too.
00:16:39
Speaker
So I love what you're saying with that.
00:16:43
Speaker
But yeah, obviously, you've carried the same level of drive, that dog mentality like you're talking about into all these other areas.
00:16:50
Speaker
You're running events now.
00:16:52
Speaker
You got your own company.
00:16:53
Speaker
But I got to ask, when you were going through this bankruptcy, I'm sure you were going through some doubts and wondering if you could keep providing for your family and all that.
00:17:04
Speaker
So what were your thoughts, feelings when you were going through those hard times?
00:17:08
Speaker
Did you doubt yourself ever?
00:17:09
Speaker
Were you like, man, this dog mentality, it's not paying off anymore.
00:17:12
Speaker
It's not working.
00:17:14
Speaker
or what were those feelings at that time?
00:17:16
Speaker
Of course I doubted myself.
00:17:18
Speaker
Of course I had doubt.
00:17:20
Speaker
I was discouraged, depressed, because I went through about four years where, I mean, I was probably making 30 or 40 grand a year, barely, barely that.
00:17:30
Speaker
Like just, we were on EBT, which is food stamps, government assistance for a year.
00:17:35
Speaker
Like we just, I went through this phase of like, man, nothing was working.
00:17:43
Speaker
And you get beat up long enough, you start to believe.
00:17:47
Speaker
Well, I guess that maybe my best days are behind me.
00:17:51
Speaker
You start to believe maybe God wants me to be poor.
00:17:54
Speaker
And you start to believe that, golly, maybe I should stop trying so hard.
00:17:58
Speaker
And I never gave up, but there were some dark moments, Taylor.
00:18:02
Speaker
I'm like, gosh, dang, man.
00:18:06
Speaker
And here's something that's awesome.
00:18:07
Speaker
I'm 48 right now.
00:18:10
Speaker
I still have those doubts.
00:18:12
Speaker
The difference is I have learned that I know how to get out of those.
00:18:18
Speaker
And I know that no matter what level of success, no matter how physically strong, how spiritually connected, how full my bank accounts are, it don't matter if you got a million or two million, it does not matter.
00:18:30
Speaker
There will always be some form of doubts and fears and discouragement at every level.
00:18:38
Speaker
The difference with those who succeed and those who don't is those who succeed, they just know this is temporary.
00:18:43
Speaker
And it's up to me.
00:18:45
Speaker
I get to choose what I do right in this moment if I stay put or if I move forward.
00:18:52
Speaker
And thankfully, I kept working, I kept hustling, I kept fighting and grinding.
00:18:58
Speaker
And then again, the doors just happened to be an amazing tool, amazing vehicle.
00:19:03
Speaker
I was ready for it.
00:19:05
Speaker
I put my hands on the vehicle.
00:19:06
Speaker
I started it and I never stopped it.
00:19:08
Speaker
I'm telling you, I worked so hard, man.
00:19:13
Speaker
I worked hard and I worked smart and I practiced and I rehearsed and I'd get up at six in the morning and I would study for four hours every day.
00:19:25
Speaker
Like no exaggeration.
00:19:27
Speaker
Like I can fail today.
00:19:29
Speaker
I'm so like,
00:19:31
Speaker
You know, whenever I hear these objections, oh, we got guns and dogs.
00:19:34
Speaker
Of course you have guns and dogs.
00:19:35
Speaker
People who have guns and dogs, they get these things.
00:19:37
Speaker
And the reason why is that they know that the guns and dogs can't call the cops.
00:19:41
Speaker
So let me just show you how this works real quick.
00:19:43
Speaker
You want me to take my shoes on or off?
00:19:44
Speaker
Let me step in.
00:19:45
Speaker
I mean, I can overcome the objections because I've practiced so much.
00:19:49
Speaker
We just can't afford it.
00:19:50
Speaker
So what you're saying is if you could afford it, you'd have it.
00:19:53
Speaker
Is that right?
00:19:54
Speaker
Well, yeah, perfect.
00:19:55
Speaker
That's actually why I'm here.
00:19:56
Speaker
Let me show you how this works real quick.
00:19:58
Speaker
Oh, my husband's not home.
00:19:59
Speaker
Of course he's not home.
00:20:00
Speaker
He's working.
00:20:01
Speaker
And the husbands that work and travel, they love these things.
00:20:04
Speaker
I practiced and trained over and over and over for every objection, for every smoke screen, like every excuse.
00:20:15
Speaker
And I just, I worked hard, man.
00:20:17
Speaker
And I practiced and I cut the learning curve.
00:20:20
Speaker
So like in, I think it was like 21 weeks because I did an extension.
00:20:25
Speaker
I carved out probably...
00:20:29
Speaker
God, Lee, probably 30 hours a week.
00:20:32
Speaker
I would role play at night on the drives home, brother.
00:20:35
Speaker
I was role playing.
00:20:35
Speaker
I'm like, how do you overcome this objection?
00:20:37
Speaker
How do you do that?
00:20:39
Speaker
How do you say that?
00:20:40
Speaker
I was like, people were like, dude, we're just, we don't want, we want to turn it off.
00:20:44
Speaker
And I'm like, I don't got time.
00:20:47
Speaker
I don't like we only not for 20 to 21 weeks.
00:20:51
Speaker
So I collapsed so much time, you know?
00:20:54
Speaker
And again, you take 30 hours times 20 weeks.
00:20:58
Speaker
There's like 600 hours.
00:21:00
Speaker
I was now ahead of everybody else and it worked.
00:21:03
Speaker
Yeah.
00:21:03
Speaker
Worked.
00:21:04
Speaker
Yeah.
00:21:05
Speaker
No, that's so good.
00:21:06
Speaker
And yeah, I mean, really that's, again, that's what it's going to take.
00:21:09
Speaker
I think that's what separates the, uh,
00:21:12
Speaker
contenders from the pretenders.
00:21:14
Speaker
There's so many people come to this industry.
00:21:15
Speaker
I'm sure you saw it too in alarms, but especially in solar, my industry, so many people think they can come in, knock a few hours a day, maybe go to training correlation.
00:21:26
Speaker
But we always tell our guys, hey, if coming to the sales correlation is the only training you're doing a week, you're going to fail at this job.
00:21:34
Speaker
You need to be hungry.
00:21:35
Speaker
You need to be going home, role playing, carving out time, practicing, drilling, rehearsing.
00:21:41
Speaker
But yeah, I got respect for you guys to tell me because funny enough, our company, they started doing an alarm system bundle where they will actually put an alarm system with their solar, kind of package it in as a deal.
00:21:54
Speaker
And it's like optional.
00:21:56
Speaker
They don't have to do it, but they'll pay for the monitoring for the customer for the first year.
00:22:02
Speaker
And I'm telling customers about this as I'm selling them solar.
00:22:05
Speaker
They're signing up for solar, signing the documents.
00:22:07
Speaker
I'm saying, hey, we do an alarm system too.
00:22:09
Speaker
They'll put it in for free.
00:22:11
Speaker
And all these people are like, oh, you know what?
00:22:14
Speaker
It's fine.
00:22:14
Speaker
I'm like, it's free.
00:22:15
Speaker
You don't have to pay anything.
00:22:17
Speaker
Like, no, it's fine.
00:22:18
Speaker
So I'm like, man, how do these guys sell these alarm systems?
00:22:21
Speaker
I can't even give it away for free as a package with my solar deal.
00:22:25
Speaker
But yeah.
00:22:26
Speaker
You know, it's just like anything you got to learn the objections people are going through because if not, you're not going
Building and Leading Sales Teams
00:22:32
Speaker
to be able to give it away as I'm coming to figure out just because I don't know, you know, the benefits.
00:22:37
Speaker
I don't know that the alarm systems, but you can tell you got it down because it's been what, 15 years since you sold an alarm.
00:22:44
Speaker
When was it that you were selling?
00:22:46
Speaker
15 years, man.
00:22:47
Speaker
I mean, if I knocked on the door and your wife answered and she's like, oh, we're good.
00:22:50
Speaker
My husband does this.
00:22:51
Speaker
Dude,
00:22:52
Speaker
Husbands love me because they love when I take care of their wives.
00:22:55
Speaker
They have some smartphones.
00:22:56
Speaker
We should have this work.
00:22:57
Speaker
So imagine your husband able to look into your home right now and just be able to monitor.
00:23:01
Speaker
You guys are okay.
00:23:02
Speaker
So like, he'll be grateful.
00:23:03
Speaker
Let me just kick my shoes off.
00:23:05
Speaker
I'll be real quick.
00:23:06
Speaker
If you don't want it, I'll leave.
00:23:07
Speaker
Let me step in.
00:23:07
Speaker
I mean, I can just like, I know this thing and I love it.
00:23:11
Speaker
And so, yeah, man, I'm, I'm very grateful for my time on the doors, man.
00:23:16
Speaker
Did you ever use, did people ever recognize you as like a NFL player?
00:23:21
Speaker
Did that ever come up where it's like, oh, Satema, I saw you playing.
00:23:24
Speaker
Come in, come in.
00:23:25
Speaker
They would always be like, man, you look like the rock.
00:23:28
Speaker
And this was 12, 13 years ago.
00:23:33
Speaker
Now I go anywhere and everyone's like, dude, you look like The Rock.
00:23:36
Speaker
I look way more, he's more famous, he's more popular.
00:23:40
Speaker
But there were doors in Texas, I'd knock on the door.
00:23:43
Speaker
And I was one of those guys that hugged the door.
00:23:45
Speaker
So I was like right up on it.
00:23:47
Speaker
So when they opened it, they would see me.
00:23:49
Speaker
Some guy stand back.
00:23:52
Speaker
Guys would come to the door and they'd have a gun in their hand.
00:23:54
Speaker
I'm like, you don't shoot, man.
00:23:56
Speaker
I'm just here to get some milk and cookies, man.
00:23:59
Speaker
And I'd crack a joke and you know what?
00:24:02
Speaker
I'd go close them.
00:24:03
Speaker
But a lot of miracles on the doors.
00:24:05
Speaker
Like I just, for anyone who's knocking solar, I would tell them like, you have an opportunity of a lifetime to number one, make crazy money.
00:24:13
Speaker
Number two, develop awesome skills that can transfer beyond the solar.
00:24:19
Speaker
And I mean skills like a lot of what I do today came from the door.
00:24:24
Speaker
I go to close, recruit, sell, retain, train like these negotiate.
00:24:30
Speaker
I'm working with, you know, $50 million companies, $100 million companies, you know, $1 million companies.
00:24:37
Speaker
And so much of what I learned.
00:24:40
Speaker
from the doors and it can transfer.
00:24:43
Speaker
So whoever's knocking solar, like don't waste your time.
00:24:46
Speaker
You'll be, you'll be sorry.
00:24:48
Speaker
And you'll have regret.
00:24:49
Speaker
If you look back and say, man, I could have made an extra half a million.
00:24:54
Speaker
I could have done more for myself.
00:24:56
Speaker
I could have sharpened my skills so much.
00:24:59
Speaker
Yeah.
00:25:00
Speaker
A hundred percent.
00:25:03
Speaker
I love that.
00:25:04
Speaker
Love that.
00:25:05
Speaker
And then I want to shift gears a little bit.
00:25:08
Speaker
So I know you grew some teams.
00:25:09
Speaker
You were in it five years.
00:25:11
Speaker
So what advice would you give people who want to start building their team more?
00:25:15
Speaker
Because that's another thing in solar.
00:25:17
Speaker
There's a lot of people that just want to go out and
00:25:19
Speaker
knock their doors, make some money, call it good.
00:25:23
Speaker
So I assume you got into like management, started running teams.
00:25:27
Speaker
Obviously now you're running your company, right?
00:25:29
Speaker
I had great teams.
00:25:30
Speaker
So my first summer that I knocked, I recruited like 12 dudes over from another company, like in June.
00:25:37
Speaker
And they came over.
00:25:39
Speaker
Like, here's the thing.
00:25:40
Speaker
If you want to make money, knock solo.
00:25:43
Speaker
If you want to build greater wealth, go build a team.
00:25:48
Speaker
Because number one, when you got, let's say 50 guys, and you've built a culture, and you've built a system, you're gonna train these guys and or guys, you're gonna train them, you're gonna get a piece of what they do.
00:26:01
Speaker
But not only the financial aspect is great, but you're connecting and creating value for people.
00:26:07
Speaker
But you're serving other people, you're training, so you gotta be good yourself.
00:26:11
Speaker
Man, I had two of my best guys are still, they're like big managers.
00:26:17
Speaker
You know, they're making great money.
00:26:19
Speaker
And they were the guys I recruited.
00:26:20
Speaker
I had one of the guys I recruited was crazy.
00:26:22
Speaker
I was living in Florida.
00:26:23
Speaker
He's a dentist down there.
00:26:25
Speaker
He moved into our area and he was like, the doors changed my life.
00:26:30
Speaker
Like it, it made me better.
00:26:32
Speaker
So again, for the guys who are, look, if you just want to go make some money, go knock.
00:26:37
Speaker
But if you want to make life changing money,
00:26:40
Speaker
and you want to develop skill sets that will serve you beyond the doors, go learn how to recruit, sit with eight to 10 people a week.
00:26:49
Speaker
You're going to pitch a lot of people and a lot of people are not going to sign up and you're going to make a list of people.
00:26:55
Speaker
And you only get really good at recruiting by recruiting.
00:26:59
Speaker
You only get good at basketball by playing basketball.
00:27:02
Speaker
You only get strong by lifting weights.
00:27:03
Speaker
So you got to go recruit.
00:27:05
Speaker
Even like someone like me, like people would see guys and,
00:27:09
Speaker
I'm never mad if someone approaches me about an opportunity.
00:27:12
Speaker
Now I'm like, I'm good.
00:27:14
Speaker
There's no amount of money that I'm going to stop doing what I'm doing.
00:27:17
Speaker
But back then, guys would recruit me.
00:27:20
Speaker
And if you want to recruit, you got to go meet with people.
00:27:23
Speaker
You got to learn how to recruit.
00:27:25
Speaker
You got to learn how to talk.
00:27:26
Speaker
You got to learn how to find out what they want.
00:27:29
Speaker
One of the greatest skills you can develop is recruiting and training and retaining your guys.
00:27:35
Speaker
Yeah.
00:27:37
Speaker
That's so important.
00:27:38
Speaker
And I don't know about you, but what I see a lot of times is guys will be like, oh, I suck at recruiting.
00:27:43
Speaker
I'm terrible at recruiting.
00:27:45
Speaker
And they went and talked to one person at Starbucks that said no.
00:27:48
Speaker
So I'm like, man, why don't you treat recruiting like you were knocking a door?
00:27:51
Speaker
Like you don't get a yes the first time you went and knocked on a door.
00:27:55
Speaker
So why do you expect with recruiting?
00:27:56
Speaker
You went and pitched one guy and he said no.
00:27:59
Speaker
And then all of a sudden you suck at recruiting and you're never going to do it again.
00:28:02
Speaker
It's like, I think it's the same thing.
00:28:04
Speaker
You got to develop the skill.
00:28:06
Speaker
You got to track the numbers.
00:28:08
Speaker
You got to go through the trainings, do that.
00:28:11
Speaker
So for you, like what do you think helped you develop that skill?
00:28:15
Speaker
Is there like...
00:28:16
Speaker
like off season, you guys do training, just practice it over and over.
00:28:20
Speaker
Is that something that when you were in the industry, were you like doing role plays for recruiting too?
00:28:24
Speaker
Or is there any, uh, tips?
00:28:28
Speaker
All you got to go and do is watch someone who's good at recruiting recruit two or three times and you're doing what a salesman does.
00:28:35
Speaker
I'm going to find out, like if I was recruiting you, Taylor, I'd find out your current reality.
00:28:39
Speaker
I just like, Hey, what do you love to do?
00:28:41
Speaker
Like, tell me, like, what are you doing currently doing right now for work, for school?
00:28:43
Speaker
Okay.
00:28:44
Speaker
What's your three to five year plan?
00:28:46
Speaker
All right, cool.
00:28:47
Speaker
Why does that matter to you?
00:28:48
Speaker
Okay.
00:28:48
Speaker
What are you committed to getting?
00:28:50
Speaker
Awesome.
00:28:50
Speaker
But what's your, like, what are you doing this, um,
00:28:53
Speaker
What are you doing this summer for work?
00:28:55
Speaker
How much is that gonna make you?
00:28:56
Speaker
Awesome.
00:28:57
Speaker
And I just ask him every question.
00:28:59
Speaker
I'm trying to find out who Taylor is, where Taylor is, and what drives Taylor.
00:29:06
Speaker
Once I find out what you want and what you really want and why that matters, I can provide the vehicle to get you there.
00:29:13
Speaker
And again, you gotta go, I met with hundreds of guys.
00:29:16
Speaker
I'd throw pizza parties, bowling parties.
00:29:18
Speaker
I'd take up big hitters to like dinner at Rodizio's.
00:29:21
Speaker
I mean, it took money and I'd recruit with guys.
00:29:24
Speaker
I'd have guys come and do a quick preseason trip with me.
00:29:27
Speaker
I mean, to certain guys, I'd like slide over the 1099.
00:29:29
Speaker
I'm like, here's what I did last year.
00:29:31
Speaker
And they're like, like, yeah, you got to be good.
00:29:33
Speaker
And I wasn't, I never oversold it.
00:29:36
Speaker
I never was like, this is the greatest thing.
00:29:37
Speaker
I'm like, this is hard.
00:29:39
Speaker
But if you want, like, again, my guy who was a dentist, he's like, I want to graduate from dental school with no debt.
00:29:45
Speaker
Well, how much debt do you think, how much money are you going to think you need?
00:29:48
Speaker
Probably 150, 200 grand.
00:29:49
Speaker
Give me two to three years, I'll have that for you.
00:29:51
Speaker
He's like, really?
00:29:52
Speaker
I'm like, yeah, let me show you how.
00:29:54
Speaker
So recruiting guys to knock solar is merely a game of providing a solution to help them solve their biggest problems on their financial path.
00:30:03
Speaker
And then, of course, the personal development, the growth, all the things that you got to know how to speak to them about.
From Sales to Coaching Business
00:30:09
Speaker
And you just, you watch someone recruit and you're like, dude, I can do that.
00:30:12
Speaker
And then you got to have the courage or the balls to go meet with people and get rejected.
00:30:17
Speaker
And again, you're not being like a network marketer.
00:30:19
Speaker
Like, hey, this is the best thing ever.
00:30:22
Speaker
Cool.
00:30:22
Speaker
It was calm.
00:30:24
Speaker
It was relaxed.
00:30:26
Speaker
And multiple times I've recruited, I'd meet with a guy two, three, four times.
00:30:30
Speaker
I'd meet with a guy once, then meet with him again next year, then meet with him again next year.
00:30:34
Speaker
Like, I'd keep trying.
00:30:35
Speaker
So...
00:30:36
Speaker
Yeah, that's good.
00:30:37
Speaker
Well, yeah, like I've seen you, I know you're pretty plugged in with like, you know, the ClickFunnels community, you do all my marketing, you're running your own business.
00:30:46
Speaker
So a question I always have for marketing guys I talk with is now knowing what you know now, having done door to door,
00:30:53
Speaker
Would you change anything about how you recruited, how you dealt with your leads, with alarms?
00:31:01
Speaker
I don't know, maybe plug them into your funnels or anything?
00:31:05
Speaker
Or what do you think?
00:31:06
Speaker
If you're starting door to door now, would you do anything different knowing what you know about business and marketing?
00:31:12
Speaker
It just depends.
00:31:12
Speaker
If I was doing alarms, I wouldn't change a thing.
00:31:15
Speaker
I'd go pick guys face-to-face.
00:31:17
Speaker
I'd go have him get his guys face-to-face.
00:31:20
Speaker
I'd go knock doors.
00:31:23
Speaker
I would not change a thing.
00:31:24
Speaker
Even if I was doing silver,
00:31:26
Speaker
I'm like, I'm not going to break a system that works.
00:31:29
Speaker
Like, solar, or in my opinion, it's like, this is face-to-face.
00:31:33
Speaker
This is, like, grass-level.
00:31:35
Speaker
Okay, that's good to hear.
00:31:37
Speaker
Yeah, because sometimes I think it becomes a distraction, too.
00:31:40
Speaker
Like, now we have all these, you know, AI chatbots, automatic follow-up.
00:31:45
Speaker
I talk to guys, like, oh, I went and knocked five doors, and then I spent five hours following up.
00:31:50
Speaker
And they didn't book a single appointment.
00:31:51
Speaker
They didn't get a single lead.
00:31:52
Speaker
I'm like, dude, yeah, we know it's cool to have to follow up.
00:31:55
Speaker
It's cool to have a quick funnel, all this stuff.
00:31:58
Speaker
But how about you get out there and get on the doors and go with the grind and, you know, not just look for all the ways to follow up endlessly and call people.
00:32:08
Speaker
What's reply?
00:32:11
Speaker
That's the name, man.
00:32:12
Speaker
Do what you got to do.
00:32:16
Speaker
And whatever is required, I would, you know, based on what we do with funnels, it works.
00:32:22
Speaker
But solar and door-to-door, I'm going to go build a team, grassroots, face-to-face, belly-to-belly, knee-to-knee, and then teach them how to do the same thing because there's plenty of, like, and again, I'd go to the colleges, and then I'm looking for my hitters, my hit list, right, my top 10.
00:32:38
Speaker
If I could get these guys, I know he'd go get 10 to 20 guys, and I'd go build my teams and build my regions.
00:32:45
Speaker
Yeah.
00:32:46
Speaker
So good.
00:32:47
Speaker
Well, it's, uh, yeah, it's awesome to hear about your experiences in door to door, Satema.
00:32:51
Speaker
And, um, I know now you're doing, like you said, a lot of things that's, um,
00:32:57
Speaker
you experienced in door-to-door are helping you now in your current business, in your speaking and all that.
00:33:03
Speaker
So tell just briefly, like, how did you end up transitioning out of it and what made you find and decide, okay, now it's time to hang up the clipboard and all that, stop going door-to-door.
00:33:14
Speaker
What called you to get more into speaking and coaching and everything that you're doing now?
00:33:18
Speaker
So I had just finished my third summer.
00:33:22
Speaker
We finished knocking in Iowa, Des Moines, Cedar Rapids.
00:33:27
Speaker
all of Iowa we had.
00:33:29
Speaker
And I come home and of course it's like October, I take my guys out to a Bakersfield.
00:33:36
Speaker
So we're docking Bakersfield, California.
00:33:38
Speaker
There's solar guys out there, we're the alarm guys.
00:33:41
Speaker
And I've got a group of probably 20 people out there that I'm on a pre-season trip.
00:33:46
Speaker
And man, I just, the most simple way to put it, it's like God said, you're done, it's time to move.
00:33:56
Speaker
I didn't want to move.
00:33:57
Speaker
I wanted to do another year because this next year I would have made a lot.
00:34:00
Speaker
I had teams, I had residual.
00:34:03
Speaker
And as a door-to-door guy, you never sit in your car, right?
00:34:06
Speaker
You stop and you get out.
00:34:08
Speaker
I'd never sat in my car before.
00:34:10
Speaker
And I couldn't get out of my car.
00:34:12
Speaker
And God was telling me, you are done.
00:34:16
Speaker
It is time.
00:34:18
Speaker
So I called up a buddy who was a coach.
00:34:21
Speaker
And I said, I'm going to start my coaching business.
00:34:24
Speaker
And within three months, I paid out 80 grand to three different coaches.
00:34:29
Speaker
Wow.
00:34:30
Speaker
And I hired coaches to help me learn how to be a coach.
00:34:34
Speaker
And never looked back since, man.
00:34:38
Speaker
That's cool.
00:34:39
Speaker
well, you just go all in.
00:34:41
Speaker
Was that another thing where you, where you never, like, haven't gone through all that, where you're like, okay, I know I'm going to go full force, have success in anything, or, like, were you at- Well, it's crazy, because I paid, it was like 50 grand, and then six grand, and then in January, there was another coach, he was like 25 grand.
00:34:59
Speaker
And I'm like, dude, I went to my wife, I'm like, I need to hire this other coach.
00:35:03
Speaker
She's like, okay, but you, like, this is it.
00:35:09
Speaker
From that time in 2013 to now, I'm probably a good $600,000 to $700,000 that I paid out to coaches, masterminds.
00:35:13
Speaker
I mean, it comes back.
00:35:25
Speaker
A great investment comes back, but the investment in the world of coaching is up to me.
00:35:31
Speaker
So if I do the work and I hire a coach and I execute and I listen and I'm teachable and open and coachable, I'll do that.
00:35:40
Speaker
I mean, that's why we moved to Southern California.
00:35:43
Speaker
We moved to Florida.
00:35:44
Speaker
We're here in Vegas.
00:35:45
Speaker
I love where we live.
00:35:46
Speaker
I love my company.
00:35:47
Speaker
I love my employees.
00:35:48
Speaker
I love my clients.
00:35:49
Speaker
I love the work that I do.
00:35:51
Speaker
It's a very special, sacred work.
00:35:54
Speaker
Yeah.
00:35:55
Speaker
No, I've seen you speak and it's powerful, man.
00:35:57
Speaker
You bring the heat on stage.
00:35:59
Speaker
So you speak at a funnel hacking live and just nothing but the whiteboard up there.
00:36:04
Speaker
Just marking things on the, you know, with the big marker out there and it's powerful.
00:36:11
Speaker
So definitely for those listening, if you ever get a chance to go to one of September's events, hear him speak, he's going to bring down the house for you.
00:36:18
Speaker
So definitely recommend it.
00:36:21
Speaker
But yeah, speaking of coaches, though, Satema, what is it that you feel that without hiring coaches, do you think you could have come to this same level eventually?
00:36:29
Speaker
Do you think you could have built your coaching business?
00:36:32
Speaker
Or what is it that made you decide to hire?
00:36:36
Speaker
There's no way.
00:36:39
Speaker
It is impossible for me to be here without hiring the coaches that I had.
00:36:44
Speaker
Even when I was at Vivint, right, that was the command knock with, my regional manager was my coach.
00:36:51
Speaker
I didn't pay him directly, but I paid him with production.
00:36:55
Speaker
And whatever he told me to do, I did.
00:36:58
Speaker
Even right now, I'm getting ready to do a bodybuilding show.
00:37:01
Speaker
There's a coach.
00:37:03
Speaker
It's like $1,800 every 12 weeks.
00:37:05
Speaker
And he's like, we probably got four cycles of that.
00:37:08
Speaker
So I was like, okay, cool.
00:37:09
Speaker
Like eight grand.
00:37:10
Speaker
All right, cool.
00:37:10
Speaker
Like eight grand plus the food.
00:37:13
Speaker
I mean, I'm looking at a $12,000 to $14,000 investment into my body of coaching and getting my body ready to do this.
00:37:22
Speaker
Like I so believe in coaching and mentoring.
00:37:26
Speaker
And of course I'm in an industry where I get paid to coach and mentor.
00:37:29
Speaker
So it would be absurd.
00:37:32
Speaker
It would be absurd for me.
00:37:33
Speaker
It'd be crazy for me to want someone to pay me, but me not to pay someone else.
00:37:38
Speaker
I always have a coach.
00:37:39
Speaker
I've paid a coach 50 grand for one month.
00:37:42
Speaker
We worked together.
00:37:43
Speaker
I paid a coach 50 grand for 10 hours.
00:37:47
Speaker
I paid a guy 25 grand for four hours.
00:37:51
Speaker
Then I've had coaches and mentors, you know, 50 grand for a year, 100 grand for a year.
00:37:54
Speaker
So I'm all about it, man.
00:37:57
Speaker
That's my industry.
00:37:59
Speaker
Yeah.
00:37:59
Speaker
No, well, it helps a ton.
00:38:00
Speaker
And yeah, I mean, I've told that story many times on my podcast.
00:38:04
Speaker
One of my breakthroughs in the solar industry was when I first hired a coach too and invested in myself because I think, you know, just the fact that you're putting money, that you're investing in yourself...
00:38:15
Speaker
whether that coach helped me or not, which he did.
00:38:18
Speaker
But even if that coach didn't help me, I think it was just me putting that
Balancing Family and Career in Sales
00:38:21
Speaker
investment on myself, having the conversation with my wife, hey, I'm going to put this money in where I knew, okay, whatever this guy tells me, I'm just going to go hustle, work like crazy because I just dropped 10 grand on this coach, which for me was a lot of money at the time.
00:38:37
Speaker
I've got to get out there and just grind.
00:38:40
Speaker
A lot of money no matter what.
00:38:41
Speaker
Yeah.
00:38:43
Speaker
Yeah.
00:38:44
Speaker
Yeah.
00:38:44
Speaker
But do you, for those that maybe haven't had a coach, do you have any advice on maybe how to recognize a good coach or like find the best coach for your situation?
00:38:53
Speaker
Cause we live in a world where social media, there's so many people who go out and post, I'm doing this course, this program.
00:39:00
Speaker
Maybe they just bought some online course yesterday and now they're selling their own coaching.
00:39:04
Speaker
So I think that sometimes can be a thing too.
00:39:06
Speaker
So for you, how do you identify what's going to be a good coach or what are some things that helped you find like the most effective coaches for what you're trying to do?
00:39:14
Speaker
I would say a phrase that Jesus said, by their fruits, you shall know them.
00:39:21
Speaker
So your coach is,
00:39:23
Speaker
Whatever coach you feel hired or feel inspired to hire, go look at their track record.
00:39:29
Speaker
Go look at the clients.
00:39:31
Speaker
Go look at what the clients have to say.
00:39:33
Speaker
Go look at how long they've been coaching.
00:39:35
Speaker
Go listen.
00:39:36
Speaker
Go find them on social.
00:39:37
Speaker
Go see if they're really who they say they are.
00:39:40
Speaker
Go vet them.
00:39:40
Speaker
Go have a conversation with them.
00:39:42
Speaker
Go spend time with them.
00:39:44
Speaker
And even maybe you buy their course and see what they got.
00:39:47
Speaker
And if you don't feel they can move you,
00:39:50
Speaker
They don't hire them.
00:39:52
Speaker
But, you know, there are a lot of fake coaches out there, I guess I'd say, coaches who have never done much.
00:39:59
Speaker
You just got to vet them.
00:40:00
Speaker
And only you're going to know if they're right for you.
00:40:04
Speaker
Yeah, it's so good.
00:40:06
Speaker
Yep.
00:40:06
Speaker
Love that.
00:40:07
Speaker
Yep.
00:40:07
Speaker
Follow Jesus's teachings.
00:40:09
Speaker
And I think that's a great, great thing to do.
00:40:12
Speaker
And yeah, that's part of why I have a coaching program too that people know about from the podcast.
00:40:16
Speaker
But part of the reason I'm still out there selling is because I never want to be the coach that's just saying, hey, go do this, go do that.
00:40:22
Speaker
But I want to be out there, you know, showing that, hey, this stuff works.
00:40:26
Speaker
I'm actually saying on the podcast.
00:40:28
Speaker
So I think it's important.
00:40:30
Speaker
And then last couple of things before we start wrapping up here, Satema.
00:40:34
Speaker
I've been following you for a while and I've always respected just how, like we were talking about earlier, you've been able to spend the time with the family.
00:40:43
Speaker
I think it's great the relationship you got with your kids, with your wife.
00:40:47
Speaker
So just as we start wrapping up here, what advice would you give for high performance salespeople?
00:40:54
Speaker
A lot of us are grinding like crazy, working a ton of hours.
00:40:58
Speaker
And I know, as we mentioned earlier, it's not always going to be this balance.
00:41:03
Speaker
You're not going to be able to spend 10 hours with your kids, especially in the beginning.
00:41:07
Speaker
But what are some things that have helped you to just be able to also improve your family situation, have a great leadership with the wife, with the kids, while building a business, while selling at a high level, all the things you do?
00:41:20
Speaker
What's some advice for some people to not have their families fall apart while they're grinding in business and in sales and all these different other areas of life?
00:41:29
Speaker
I would tell guys, first and foremost, you better have some clear agreements.
00:41:34
Speaker
with your wife, not expectations, agreements.
00:41:39
Speaker
You know, if the wife thinks you're going to be home at a certain time, but you don't communicate that and you're like, well, I got this meeting, you have to talk through, here's what it looks like for me to go work this job for the next year.
00:41:53
Speaker
And you talk through it.
00:41:55
Speaker
My wife knew when I went to knock doors in the summer, I was leaving early morning and I was getting home at 10, 11 o'clock at night.
00:42:02
Speaker
And they would see me on Sunday.
00:42:04
Speaker
Sometimes in the morning, if the boys were up, they'd be up and I'd wake up and then we'd have breakfast and then I'd leave.
00:42:10
Speaker
So managing, not managing expectations, but creating agreements.
00:42:17
Speaker
Like my wife knew in the off season, you guys got me from about 5 to 7.30.
00:42:24
Speaker
At 7.30 or 8, I put the kids down.
00:42:26
Speaker
I'm going to go recruit until 11 or 12 or 9.
00:42:27
Speaker
I'm going to go recruit.
00:42:29
Speaker
I'm going to go meet with people.
00:42:30
Speaker
I'm going to hustle.
00:42:32
Speaker
You got me on Sundays.
00:42:35
Speaker
And that was it.
00:42:36
Speaker
Like now, like my Saturdays and Sundays, I don't work.
00:42:39
Speaker
My family knows they got me.
00:42:40
Speaker
But again, it's the same principle.
00:42:43
Speaker
You got to have these clear cut agreements.
00:42:47
Speaker
Powerful people live in agreements.
00:42:49
Speaker
Like they know what's going to happen, when it's going to happen by, who's going to do it, how it's going to be done.
00:42:55
Speaker
So your wife will never get mad if she knows.
00:42:58
Speaker
We got our daddy and my husband.
00:43:00
Speaker
We get it for two hours a day.
00:43:03
Speaker
And we talked about the goals, we talked about it.
00:43:05
Speaker
And then you gotta make sure you build in the date nights, you gotta build in the vacations, you gotta build in the time to cut it off.
00:43:11
Speaker
Even on Sunday, early on, I would work on Sundays, I'd go to church, do my church meetings, and I'd spend two to three hours in the evening just working on things.
00:43:21
Speaker
As long as you have agreements on that, Taylor, you're good.
00:43:24
Speaker
If you don't have clear agreements, like two-way communication, two-way created promises,
00:43:31
Speaker
You're going to be in trouble because expectations are resentments and frustrations under construction.
00:43:38
Speaker
And that's what kills a lot of relationships.
00:43:42
Speaker
Yeah, love that.
00:43:43
Speaker
So important.
00:43:45
Speaker
Like you said, not expectations, but agreements.
00:43:49
Speaker
But yeah, just like everything we do in sales too, got to set the correct expectations, agreements with your customers, with your clients.
00:43:57
Speaker
A lot of us find that out the hard way.
00:44:00
Speaker
The customer had the expectation of getting their solar installed in a month.
00:44:03
Speaker
It takes three months.
00:44:04
Speaker
Now they're upset.
00:44:05
Speaker
Now they're frustrated.
00:44:06
Speaker
So yeah, I love that.
00:44:08
Speaker
Got to be a similar thing with the family, with the wife, with the kids.
00:44:12
Speaker
Well, Satem, before we wrap up here, where people want to connect with you, possibly come to some of your future events, maybe look into some of your masterminds, coaching stuff that you got going on.
00:44:22
Speaker
What's the best way to connect with you and find out more about what you're doing?
00:44:26
Speaker
Yeah, just go to my site, right?
00:44:28
Speaker
Satemangali, S-E-T-E-M-A-G-A-L-I.com.
00:44:32
Speaker
I've got a podcast called Game Changer.
00:44:34
Speaker
And, you know, you can find me on social, LinkedIn, Instagram, Facebook.
00:44:39
Speaker
But, you know, if you want something, come find me.
00:44:43
Speaker
You hit me in a DM, my team is going to reach out.
00:44:47
Speaker
And if you're serious, we'll have a real conversation.
00:44:49
Speaker
And I look forward to helping you.
00:44:51
Speaker
And if I'm not the mentor to help you, go find the right mentor and or coaches and or podcast to help you.
00:44:56
Speaker
But if there's something that I've said to help you, I can help you get there.
Reflection on Family and Professional Achievements
00:45:00
Speaker
No question about it.
00:45:02
Speaker
Yeah.
00:45:02
Speaker
Awesome.
00:45:03
Speaker
Love it.
00:45:04
Speaker
So for our listeners, go hit up Satema.
00:45:06
Speaker
Look into some of his events, his coaching.
00:45:10
Speaker
It's a game changer, just like his podcast.
00:45:12
Speaker
And then last question before we say goodbye here, Satema.
00:45:16
Speaker
You've won a Super Bowl.
00:45:18
Speaker
You've spoken on, I'm sure, hundreds of stages at this point.
00:45:23
Speaker
What's been like your proudest?
00:45:24
Speaker
What would you say is your most proud accomplishment up to this point after all the things you've done?
00:45:30
Speaker
Man, proudest accomplishment?
00:45:32
Speaker
Man, I'd say just my family.
00:45:35
Speaker
Oh, man.
00:45:36
Speaker
Family.
00:45:37
Speaker
Like, you know, Super Bowls, millions of dollars, this and that.
00:45:43
Speaker
But being able to go all into my family, oh, that's the best.
00:45:49
Speaker
And winning the Super Bowl definitely is a close second.
00:45:51
Speaker
Knocking that first summer of knocking doors.
00:45:55
Speaker
I mean, that feeling coming home was like the Super Bowl.
00:45:58
Speaker
We were driving through Atlanta into Tennessee, and we're like, we did it.
00:46:02
Speaker
Like, we did it.
00:46:04
Speaker
And it changed my world.
00:46:06
Speaker
But I'm going to say family.
00:46:08
Speaker
There's no doubt about it.
00:46:09
Speaker
Family is top choice.
00:46:12
Speaker
Yeah.
00:46:13
Speaker
Okay, good.
00:46:14
Speaker
Love it.
00:46:14
Speaker
You passed the test.
00:46:15
Speaker
If you said Super Bowl, I was going to send a copy of this to your wife and get you in trouble tonight.
00:46:19
Speaker
I'm just kidding.
00:46:22
Speaker
Yeah, well, September, thank you so much for being so abundant with us on the show.
00:46:26
Speaker
We appreciate you coming on.
00:46:28
Speaker
And yeah, can't wait to see what you do next.
00:46:31
Speaker
And guys, go give them a follow.
00:46:33
Speaker
Reach out, tell them thank you for coming on.
00:46:34
Speaker
And appreciate you again, September.
00:46:36
Speaker
Thanks for coming on today.
00:46:37
Speaker
Taylor, thank you so much, man.
00:46:39
Speaker
God bless.
00:46:39
Speaker
We'll connect soon, okay?
00:46:41
Speaker
I appreciate it.
00:46:43
Speaker
What's up, solopreneurs?
00:46:44
Speaker
Hope you enjoyed the episode.
00:46:46
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.
00:46:57
Speaker
One of the top questions I get asked on Instagram, on Facebook by our listeners is, Taylor, where should I start?
00:47:04
Speaker
What episodes should I listen to in the podcast?
00:47:06
Speaker
And
00:47:07
Speaker
You got too many podcasts, man, because now we have over 200 episodes.
00:47:11
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 Solopreneur.
00:47:24
Speaker
We put them together all in one sheet.
00:47:27
Speaker
So you can go, you can hit the ground running, especially if you're new, you do not want to not have this sheet.
00:47:33
Speaker
So go download it right now.
00:47:35
Speaker
It's going to be at top10.solarpreneurs.com.
00:47:39
Speaker
Again, that's top10, the number 10,.solarpreneurs.com.
00:47:44
Speaker
Don't forget the S on solarpreneurs.com.
00:47:47
Speaker
We will have that in the show notes.
00:47:48
Speaker
Go download it right now.
00:47:50
Speaker
And especially if you have not listened to them, go listen to them and you can re-listen to them.
00:47:55
Speaker
That's going to show you how.
00:47:57
Speaker
So go download it and we'll see you on the other side.