Speaker 1: (00:02)

Bill, Can I help you?

Speaker2: Hey listen up, I’m bringing you the best content to ever exist in the door to door industry from sales leadership, recruiting, impersonal development.

Speaker 1:

Why would I need that?

Speaker 2:

Because never before have we been able to collaborate with the top experts in their industries, sharing their secrets and techniques and what makes them the best.

Speaker 1: Wait, who? Who are you?

Speaker 2:
I’m your host. Sam Taggart, creator of the D2D experts in D2Dcon. Is there a place we can sit down?

Speaker 1:
We’ll come on him.

Speaker 3:

Speaker 3: (00:31)

As the leading distributor of structural pest control, Univar, offers its training services and an arsenal of products to help you grow. Our 80 years of experience in industry, leading resources, customer service offers unmatched opportunities for your company to succeed. Visit Atlas web.com or call (800) 888-4897

Speaker 2:
Hello, everybody calls me Sam Taggart. I’m here with a very special guest Russell Dean. Now, he was the number one sales rep for Spectrum three years in a row. He’s the author of doorknockers guide to the universe.
He is probably one of the best door knockers in the country. And I’m super excited to have him out on our podcast because typically the audiences, you know, solar, rats, alarm. So this is a whole different industry that some of us have not really learned about.
And there’s thousands and thousands of Spectrum salespeople all over the country. And we’re about to go deep dive with the number one, we’re going to talk on, you know, mindset, how to have a positive mental attitude. We will talk on manifesting to talk to him about on his book. And we’ll talk about where you can find it if you’re interested in more content around door to door sales. And yeah, super excited to have you on the show. Russell. Welcome. Welcome out,

Speaker 3: (01:50)

Carl. Thank you for having me. I’m super excited. I love likes you’re doing it and, and you’re definitely filling a void in the industry where people, uh, corporations want employees to go out and knock on doors, but they don’t have the know how to teach him. And that’s where you come in. So to be here too.

Speaker 2: (02:11)
So tell us, what are you most excited about right now? Like, what are you most excited about

Speaker 3: (02:17)
and what do you mean in industry or in life?

Speaker 2: (02:20)
Do anything in life? What are you most excited about?

Speaker 3: (02:23)
Really a cryptocurrency. Why do you say that? Oh, just because they’re calling it the greatest transfer of wealth in human history. So already you have 18 year old multimillionaires driving Lamborghinis around. It’s, this is never, I’ve never seen this happen. I don’t think it’s ever happened to where, you know, you could buy $100 for the crypto currency and have $300,000 worth of it. Uh, that’s on like all coins. But like, let’s say you buy $100 worth of bitcoin in 2010, you’d have hundred million dollars right now. So that’s pretty exciting stuff, right? If it hasn’t like money.

Speaker 2: (03:04)
Oh, that’s cool. I love it. Okay. So tell us a little bit about how you got recruited into door to door sales. How did you find it? How long have you been doing it? Tell us a little bit about your background.

Speaker 3: (03:15)
So, uh, I’ve done business to business, uh, door knocking, um, before I was doing residential door knocking. And although that’s challenging, it’s nothing compared to knocking on residential doors. Hey, you may get rude prospects and, and find everything from guns and dogs, a business to business knocking on doors. But it’s nothing compared to residential because at least they’re expecting it and, and business to business that people to come in and just solicit to them, uh, residential. Um, whether they should expect it or not. Of course, we, in my mind, I think any personal lives and how should expect it and the way to avoid it would be like my house for, it’s just a full on, you pull up to my driveway. It’s a solid fans. You’re not even going to have a chance to door knock at me. So that, that’s how, that’s how I see it in my mind.

Speaker 3: (04:12)
Hey, if you don’t have this whole eight foot high fence surrounding you and stuff and I’m able to get to your door, then you must fight solicitors. But the fact is they don’t all think that way and it makes the job way more challenging. That’s the bad news. The good news is, is because it is so challenging and not very many people can do it. That’s why you have the potential to make so much money doing it, which equates to life and money period, because that’s how people get paid. If you can, if all you can do is exchange money out of cash register, you’re going to make minimum wage because everybody can do that. You get to these other tiers where you find somebody like yourself that has the tenacity, the strength, um, the will power to, uh, throw the fear out over your shoulder and go knock on that door with a smiling face. You’re going to get paid quite well for your efforts for being successful.

Speaker 2: (05:13)
That’s awesome. So tell us a little bit about the book and what kind of caused you to write a book about door knocking. Well, there’s very few. There’s, there’s the DDD millionaire, there’s mine, the abcs of closing. And those are the only three I’ve seen so far that I know of. And so that’s why I’m like, we need, we need to get Russell on DVD virtual. So I’m fact your from you. We’re going to hear from him those, that listening June 5th through the seventh that at the conference, the virtual conference. Um, but I ran into Russell what more to the roofing conference and I saw the unit, this book and I was like, no way. Like that is so right across from you. I know right across. So I wanna I want to learn about it. So tell us, can we incidents.

Speaker 3: (05:58)
It isn’t a coincidence. That was awesome. And you know what’s cool about you is, um, after I met you, I was telling my wife, cause she was there too. I was telling her, I’m like, there’s something unique about Sam, this and that. She looked at me, she said he’s a nice guy. I’m like, you’re right. He’s a nice guy and nice guys. They’re, they’re hard to find. And that may sound a little bit weird, but we all pick up on vibes from everybody and you and so do your prospects when you’re knocking at door is so important. And, and anyways, I just got a good vibe from you and, and I like what you’re doing. I think it’s awesome. I think you’re helping a lot of people go from not making any money to the minimum to making the maximum, you know, I’ll listen to you. They’ll do it.

Speaker 2: (06:46)
Lamprey. I appreciate that Russell. Um, so yeah, tell us a little bit about what started the whole book idea. Like where did, like, where are you sitting in your room? Like I’m going to write a book, or did somebody ask you, like how did that all kind of start?

Speaker 3: (06:58)
Well, the book idea came about. I would, have you ever heard of Bob proctor? No. Yeah. Okay. So Bob proctor is, he was in the movie the secret. He’s old. He’s probably like 78, 80, um, very rich man. Great Life Story. But anyways, I had bought one of his audio books on Itunes and I was jogging and listened to it. I probably listened to it like 30 times over and over. And one of the things he talked about was passive income and how important passive income, because the very voice way to make money is exchanging your time for it. The best way to make money is getting checks in the mail without doing anything that’s passive income. We all got to start somewhere. It’s exchanging your time for money to build up that passive income. So he was just like, do this for passive income. Do that for passive income.

Speaker 3: (07:53)
What can you do that other people can’t do? Uh, if, if you, if you have a gift like that, write a book. You can be a book can be selling while you’re sleeping. And I already have a knack for helping people make more money. I do it with all my friends, family, my prospects. I’ll turn somebody’s whole life around in a 30 minute closing deal just by exposing their talents and sending him on that road. But anyways, that’s what sparked the book from there because I already knew I could do what other people can do. Um, when I took my current position, uh, knocking on doors at spectrum, uh, nobody could even make their goal. And I made my goal since day one exceeded my goal. So in the back of my mind, that was just, I wanted to work as hard as I could until everybody figured it out.

Speaker 3: (08:49)
And my fear was, is that everybody would figure it out and start making their goals and exceeding goals. Then the company would brace the goal. It never happened. So as time went on, um, I’m realizing, wow, I can really do what nobody else can do. So then I really, you know, what I enjoy doing the most and muffled my gift is, is, and teaching and helping people make more money and improve their life. Period. Not even with sales, even though everybody’s a salesperson, even if they don’t want to admit it. Um, I wrote the book and then I became the game, began my quest to become the number one salesman for spectrum and the nation at a thousands of salesmen three years in a row on purpose. So that, you know, somewhere in this book it says on the back, my credentials, my street cred, because I am the type of guy who really finds it hard to take advice from somebody who hasn’t done what I want to do. So that was really important to me. And I did that and I, and I crushed it. I broke every single record at this fortune 500 company and um, and it wasn’t like I was beating everybody by a few sales, 10 sales, 20 sales, more like about a third more sales come to end of the year. Yeah.

Speaker 4: (10:14)
So those that are listening to put things into perspective, we did over 722 triple was bundles where the next closest guy did in the full of hundreds. So I mean it’s, you know, I think to put things into perspective, those that don’t know the, the, the lingo, you know, just, just triple plays. I mean, you outperforms astronomically, like you said, a third more everyone else and you know that they try to put that in comparison to alarm where solar and stuff like that. It’s like that’s a big deal. It’s a big deal.

Speaker 3: (10:47)
My tail off to do it too. Um, the beautiful thing is, is that when you have a goal and you set out to do something, and I learned this from Jim Rome, are you familiar with Jim Rohn? Yeah. Okay. Tony Robbins Banter and he’s the bomb. But he taught me something really valuable that I teach now it’s the same stuff. Most of these things, these, these life lessons, they don’t change this. The people that tell the stories change as time goes on. But the fundamentals of life and the way the universe works is all the same. But he talks about the law of averages. So let’s say your goal is to get four closes a day and you start reaching that. Now that becomes easier. Now you can actually be for you or having to say being the first person out on the street and the last person out on the street to get safe for sales. Now you could be the latest personnel on the street and the first one home every day because once you achieve that, your average, it’s easier to maintain. And I think I know baseball real well, but isn’t that the same was like batting averages and staff. The people they like achievement usually maintain it pretty good.

Speaker 4: (12:01)
Oh yeah. Oh yeah. Um, so tell us, it sounds like you’ve had kind of a good journey of like personal development and, and, and like you spend a lot of time reading books and going to seminars and investing in yourself. Tell us about some, and maybe some of your favorite books or courses or conferences or whatever that you found with impactful in your, in your journey.

Speaker 3: (12:24)
I’d say the, the two books that had the most profound influence on my sales career and overall happiness, uh, would definitely be the book. The secret. I read it, I, uh, I already knew what they were saying was good information because I was already doing a lot of the stuff and it worked for me. So I was really excited and, and I just took all the fundamentals from the book the secret and applied it to my life every single day. And it takes a lot of faith to do that because you could see instant changes. But it could take a month, six months, 12 months, a year, two years for these manifestations to come to fruition. And I’d say the other cells book, uh, and the secret is you got a sales book, but it’s a more of a manifest. But the other big book that they changed my mentality and my ability to do what other people couldn’t do was the, it’s called, I think it’s a little book I yes.

Speaker 3: (13:29)
Ah, by Jeffrey Gitomer. What’s so weird is that he’s got a lot of books out. None of them have compared to that book and it was out of print forever. He recently relaunched it. Ah, relaunched it. Oh, it was so surprising when I read that book was when I was done. I was like, only 20% of it was sales techniques. 80% of it was all self improvement and this all began to sink. In that sales was about 80% self improvement and 20% sales techniques. You can have all the sales techniques down in the world know how to get your customer, your prospect to say yes, no to give to because reason, no, to identify the value exposed by you can know all this stuff. If you’re not happy with who you are as a human being and and you don’t love yourself to the highest level, therefore you can’t love other people at the highest level.

Speaker 3: (14:26)
That’s going to shine like a shining star. Your prospects are going to pick up on that by dumb and within two seconds of you talking to them, they pick up a bad vibe from you. That door is getting shut. They pick up a good vibe from you. They don’t know why they like you. They’re going to be inviting you in the house. You’ve heard it a million times. I know you have without even asking you that they never let people in the house. The reason why is you’re a good guy. I know even from the shorter amount of time that I’ve known you that you’re very comfortable and happy with who you are. I can tell you’re a loving person, that kind of stuff shines through. And if anybody out there things to prospects, don’t pick up on that. The rogue, maybe not all of them, we all, but I want to close about everybody that I talk to, so you might as well put every single little edge in your favor.

Speaker 4: (15:21)
Yeah. So talk to us a little bit on like mindset. So like, you know, some of the principles or your book that we were telling you about before this or you know, the power of positive mindset or you know, you, you mentioned the power of manifestation, the grid. So tell us a little bit about those two theories and kind of your philosophy behind how do you have a positive mindset in such a hard

Speaker 3: (15:43)
job? Yeah, that’s a great question. Um, so to rewind a little bit, it’s very common for people to read books like the secret or anything else on the power of positivity. And you’ll hear him say, oh, that didn’t work for me. And it’s because it’s not enough. Positivity would be like one of the tires on your car, is it everything? No, not by a lion, not, not by a long shot. You have a motor in a car or a steering wheel, a frame, a body. Can the car drive with three with three tires? Yeah. Is it driving properly? No. So positivity is just a piece of your arsenal and who you are that will help you drive on four wheels and do 160 miles an hour down the freeway as opposed to scrape and one ran everywhere you go. So that’s very important. And it is a big problem where people, uh, give up on positivity because it didn’t work for him. Well, the thing with being positive is it’s one part of the puzzle. The other big part of the puzzle amongst other things is the action. You can’t just have action getting out there and hit the doors going hard without your mental preparation, without your positivity. And you can’t be a positive person without the hunter and not have the hundred percent action and effort to make it happen. So you could manifest everything you want in the world, but if you’re not taking action steps to get there, it’s not going to work. It’s a two part system.

Speaker 4: (17:25)
I love that. I love that. So let’s say I’m a rep and, and, and, and I’m sure you’ve dealt with this and leadership and sales and seen people on your team and maybe you’ve been there, you know, and I, I’m in a slump, right? What, what can I do to pull myself out of a slump mentally because essentially that’s all it is, right? It’s like a mental slump that

Speaker 3: (17:50)
we are just being the victim the night and we’re stuck. But what are some best practices to try to get myself out of that slump? And you know why it, and Zig Ziglar is a mentor of mine, a w oil. He still is, even though he’s not with us anymore. And he taught it and it’s weird how stuff sticks in your mind cause it’s a fearful thought. He puts in there in every salesman can experience a slump. I’ve never had one. I don’t allow myself to go there. And I never forgot what he said that because it’s scary, right? Who wants to be making 50 grand a month and have zero the next month? Nobody. You want to stay on top. Um, so you don’t have to have slumps. And it’s not a bad thing. It can happen to anybody. It’s a lack of focus. It’s a lack of focus.

Speaker 3: (18:42)
This is what happened to me one time. So when 2008 happened and the economy crashed, um, I had, I had really good income coming in from cells and that market went completely dry out. I had to $2 million, uh, in property, which I was shouting out about 10 grand a month for a in mortgage payments with no income. It’s hard to keep up with that. And, uh, I had to Redo everything, man. And that’s when I really had a redefining moment in my life and I had to start all over and cracked those books I was telling you about and apply them really hard and go out and start knocking on business doors and making it happen, uh, for myself. So we’re, and I, and I became very successful. I was selling business to business, uh, knocking on business doors and I was selling industrial simple green, not the normal simple green, but stuff that’s made to replace hazardous chemicals with safe, nontoxic.

Speaker 3: (19:50)
Well, I became so good at it that I broke all the records at simple green for being the number one distributor in the world. Doing that. And where I’m going with this is once I started achieving all this success, I stopped doing what I did to get me there because I took it for granted, wouldn’t really call it a slump because the money was still coming in. And in the end I ruined that business because I didn’t take my mentor’s advice and I kept selling, selling, selling, and it messed up my cashflow. One of the things about running a business that ends most businesses, um, so selling too much can’t hurt you as the owner of business. But in retrospect, I, I did learn that lesson that I stopped doing what it took to get me there because I just took it for granted. And if, and I guess you could call that a slump and I just never allowed myself for that to happen to me again, it and the reason why, and I’ll go over all the morning rituals and everything.

Speaker 3: (20:54)
I do broken down in detail at d two d, uh, virtual exactly in detail. Go through with that. But, um, that’s what it is. You have to, okay. So if, if you do maintenance on your car, um, that’s great. Your car’s running Greek, got the oil change, the coolant change and all that stuff is that, is that good forever? It’s not. You got to keep up with the maintenance where your body and your mind is the same way. So if you’re not constantly doing that positive reinforcement, the affirmations, the Vision Board, riding your long term, short term goes out every day and through the day. I do all this stuff every single day on the, on the weekends when I’m not working, I don’t do a lot of it. I don’t, I don’t do a lot of it on my days off, but every day I’m working that I do. Um, it’s just a constant maintenance. So after all that stuff happened where I lost my business and ha and then went back into the cable industry to knock on doors, um, I, I did not, I learned my lesson. I didn’t forget about that and I just continued on with these. You can just call it self improvement every single day. And that’s why I don’t follow into slumps.

Speaker 4: (22:12)
I love that. Yeah. It’s, it’s, we choose whether we phoned us up or not. It’s like we’re the one dictating the slump. It’s not the area, it’s not the, the product typically, you know, it’s not the price. It’s, it’s, it’s simply us choosing the say we’re going to lose focus. We’re going to get complacent. We’re going to take things for granted. You know, we’re going to sit there and play the victim card and we’re going to create a slump. Well, it’s like that slump you created. It’s not that it just, it’s not like somebody is like, here, have a slump. Like, you know, you’re the one that made the slump

Speaker 3: (22:46)
you’re faulting to say, and I mean you could change so many lives for people that just heard you say that it was, zig would have said that in his book that one of the benefit, fair full thought because my mind would have said, okay, I’m going to do all this self improvement every day to make sure that never happens to me. That’s a lot more comforting. Then every salesman is going to have a slump and I love zig and I’ve learned so much from him. The one thing is is this credentials aren’t that good. Is he one of the greatest sales coaches of all time? Absolutely. But that credential to credentials aren’t that great. He’s great and everything and that’s where I wanted what I was doing to be different to where, yeah, I know what I’m talking about and I’ve proven what I’ve done.

Speaker 4: (23:32)
No, but that’s like one of the reasons I love running into people like you and building the network around people that you know, you’re in the Jada. I mean, it’s not like we’re on stage and we’re in the, you know, it’s funny, like most podcasts we go into dino, you go interview the grant Cardone, he tried to go interview these big, big waves and it’s like sometimes it’s the guy that’s sitting in a his little bungalow up in Oregon, nothing around, you know what I mean? And, and yams and I’m super glad that we were in the meat. So, um, what’s kind of wrapping up with like a couple of last questions is when you, when you go, so like I want to kind of shift gears to more selling mode. Um, what hours do you typically feel like, what’s your, what’s your knocking schedule look like?

Speaker 3: (24:17)
It really depends on the area. If you’re in a place, it depends what I’m trying to do. How many days are in the mind? Um, is there a tech, I think to directly answer your question, is there a wrong hours to knock on doors? Uh, there’s not a, and this is the reason why if I’m, am I don’t know how like the alarm industry works or anything else I can, but basically like let’s say I’m given a territory to work, I’m going to start early, as early as human possible. So to answer your question directly, not really a, so I’m going to start is 11:00 AM um, I don’t really feel too comfortable knocking on doors before then. Um, how late will I stay out? That is until I have my require number from my own personal goal. So it could be, if I started out 11, it could be news, it could be one, it could be nine o’clock.

Speaker 3: (25:19)
It could be nine 30. I do not like knocking on doors at nighttime. How by thousands, tens of thousands of times, no problem. I’ll do whatever it takes because I know that my money is sitting on the other side of that door and I want it. I want the money. Um, and that’s the ass to do. You got to have to overcome the fear. And I feel bad. I don’t like knocking on people’s doors at nighttime. I wouldn’t like somebody knocking on my door at one time, but this is the profession that we chose. You need to step up and do it. And, and when you’re knocking on doors at nighttime and it’s dark, of course a lot of people are going to be fearful like what’s going on? And I’ll just tell him right away, hey, all good news. You know, with a big smile. Like I don’t want him to think he’s wrong, nothing’s wrong. Uh, so to answer your question, the earliest I started as at 11 o’clock and depending like what my daily goal is, that’s what I’m going to stop knocking.

Speaker 4: (26:21)
You’ll go to hit your number. That’s right. I love that. And I think so many people, they just go until the day is over. And I think there’s a difference between going until you hit your numbers versus going out there just to be out there. And it’s like, oh, not today. It’s like, no, you didn’t do anything, pick you, but you didn’t sell anything. You Bagel. So like the hours aren’t very relevant. They’re irrelevant.

Speaker 3: (26:47)
I want to touch on what you said real quick is how his genius way, what you said is so huge in the sales world, not just door knocking. You said that people say, Oh yeah, it was out there knocking from this time to this time. What does that matter? The only thing that matters is the money in your pocket. There was one. So in the sales world, you’ll find people that cannot close do stuff like that. They’ll say, oh, I was out knocking from this hour to this hour. I knocked this many doors. What other irrelevant stuff can you tell me about yourself that you did that has nothing to do with closing? You want to worry about company policy and rules and all this? Yeah, well I will do that. Yeah,

Speaker 4: (27:30)
closer. I didn’t, you know, that was my favorite one. Well, my attrition is a lot less. I’m like, what? Like what do you say it? Because you can’t close as men like, or they’ll say, I’ve heard like, oh, but, but you have better area, or, oh, I, I’ve heard so many things. And it’s like, what do you mean? Like, oh, I didn’t, I ran into a neighborhood, I ran at a street light. So you start knocking. So then you just didn’t want to hit your goal because you ran into the street. Like there’s hundreds of homes. I could figure this out. Like be a problem solver that says I’m committed to my daily goal and I think I think that that’s man. Amen. Like please listen, write that down. I think like so many more people need to realize it’s not the hours it’s do whatever it takes to heat your,

Speaker 3: (28:15)
that’s right. Yup. That’s a common question that people in my industry, I asked me all the time, it’s one of the first questions. What hours do you work? It’s kind of an ill, it’s, it’s, it’s okay if they’re asking just for knowledge, but it’s not okay. If they’re asking if they’re trying to undercover it, uncover a secret. There isn’t a secret.

Speaker 4: (28:40)
Well here’s, here’s a, here’s another important point to make though. I think a lot of people are that do year round that are kind of like their one man bands or they go out on their own. You know a lot of solar people, your industry definitely that where they don’t get dropped off. Um, a lot of people are like, well I’m just gonna not prime time. And I think what some things super important to understand is like when your day starts at 11 your day starts way early so that you did hit your goal my prime time a lot of times. But if you start at six or seven o’clock at night expecting to go hit the numbers that you’re supposed to be hitting, you’re going to run out of time to not.

Speaker 3: (29:15)
Absolutely.

Speaker 4: (29:16)
Why do people think like, oh I’m going to be a top performer. I’m going to be number one. I’m going to be so good. And they’re like, but I just knocked during prime time and it’s kind of like Ms. Dot. Trinities yeah, you missed a ton opportunities. I would rather go home early just saying I had a killer day. Then sitting there at nine 30 being like

Speaker 3: (29:40)
stress, the amount of stress. If, if let’s say you started at prime time, which is I’m guessing three o’clock and by five time, five o’clock, that’s really prime time. If you don’t have any sales, how stressed are you then? We have until seven or nine. Like it’s horrible man. I felt like crying out there lots of times. Like it’s real, like who wants out? You go out. So when I was, when I was really pushing the limits that come in first in the nation, three years in a row, this is what I would do in my territory. I would go through and I would get two cells early and I would not allow myself to lock, knock any more doors, only previous work territory. So what does that mean? More time in the field? Um, bouncing around to every single, not home. Just how much more thorough could you be with your territory than that? Not much, but it’s a level, a commitment to want to be out there. Cause now, yeah, you got the early ones, the people that are home. Um, but now you’re waiting for the people to get home from work. And that can be stressful too, but at least you already banged out a couple of cells, you know?

Speaker 4: (31:01)
Okay. So next question then we’ll kind of wrap up here. So I love this. So the next question would be when you’re, you’re like a one man band, you don’t have a manager, you don’t have a guy holding your hand and being like, Oh hey, let’s get out there today. So I’m sure there’s a lot of days where you wake up and you’re like, whoa, like I really have to go knock today. So what are some things that you do to get yourself to hold yourself accountable in this job versus having somebody else hold you accountable? Like check lists. How do you get yourself out of the doors are out the door instead of, you know, being my God, they’re going to get mad at me if I’m not out here.

Speaker 3: (31:44)
Okay, I can answer that. And a couple of ways. So first of all, my nemesis was the rain and you know, I live in Oregon. What does it do here? It freaking rains in the reason I had a phobia rain when I was in the army, I was in Korea. My first, my doctor, we went out for a 10 day jungle field training exercise and it might as soon range, 10 days straight. Everything we owned was soaking wet. You go to get food, they serve you the food. Let’s say you have bread on there, it’s soaking wet. It was a, it’s enough to create a phobia of rain. So it, and I just dreaded it. I just dreaded it. It was a problem for me with the rain, with this job too. So what I did was a couple of things. Um, I got the very best rain gear you can buy and this is a gem of information for every door.

Speaker 3: (32:38)
Knocker buy the very best rain gear there is. And by that it’s not that expensive. You’re going to spend about a hundred bucks for a rain suit, a lot more than a $7 a piece of junk rain suit. The reason why is they breathe. You will never sweat in a high quality rain suit. Um, so you’re comfortable and try it doesn’t even affect you. And then the, and they stretch so you’re never going to rip the bottom out by squatting or whatever. Um, the other thing I did was at crate on it and I prayed every day, God for the Lord to give me the strength to overcome this mentally so that it wasn’t a even an issue. I would say with those two things combined within a couple months, rain doesn’t bother me at all. And I’ll be out there doing it. And in solid rain, I used to like mentally have a hangup with my paperwork, getting wet.

Speaker 3: (33:32)
My papers don’t even get wet anymore. It’s just, it was a whole mental, I would still go out there and do it, but the mental drain of by Gosh, I do not want to do this job anymore. Rain doesn’t even come to the equation. And now the other part of the answer to your question was, how do you stay motivated to go do a hard job? Um, I’ll go through this and that in the door to door virtual, but it’s all in the mental preparation. I’ll go through a real quick, I’ll spend more time going through it later. Um, first thing in the morning before I even get out of bed, I’m doing my attic attitude to gratitude and I’ll go into more on that later. Um, I do all my praying. I go straight over to the table. This is before I go to the bathroom or anything.

Speaker 3: (34:20)
First thing, wake up morning, I’m writing out my daily goals. I’m envisioning those daily goals. I’m then going to my vision board. I’m feeling great about my vision boarding, going through all of that. Once I’m done with that, I can do whatever I want. I can check my emails, I can do whatever. Gary be totally opposite. Wakes up in a panic checks is, uh, a phone for fires that need to be put out. I could never do that. I could never, he’s a special breed. He’s an animal. He’s a beast. I Love Gary V. I just, that way doesn’t work for me or, or most individuals. So that’s how after I do all that stuff, I’m ready to go to work. I’m ready to go close cause I’ve already seen it in my mind what’s going to happen for the day. And then I have a separate checklist in my band which every clothes I’m crossing off adding a number that that checklist is money. Who doesn’t like adding up their money? Everybody likes adding up their money. So not only that is it fun, it’s self fulfilling, a sense of accomplishment when you cross off your number for that day, right. Adding to your weekly goal, which turns into a monthly goal, daily goal, all that stuff. But you’re also sending pure and signals to the universe of what you expect from it.

Speaker 4: (35:40)
I love it. I love it. Let have you on that note. Wonderful. One last question. I asked you one last question and you just keep this short. So if you had to give any piece of advice to the door to door industry, like one piece of advice, what would that advice be?

Speaker 3: (36:02)
Go to door to door virtual. Yes. The because not only is Sam arranged all the leaders in the industry if you want to be a door knock or for the rest of your life, more power to you in the grand scheme of things, that really isn’t about that knocking on doors is learning how to sail, how to blend with every single type of person that’s out there and close it. Not to mention the money’s fantastic and it put goosebumps on my skin. Where I’m going with this next part is that these skills are going to allow you to make so much freaking money in the sales industry, period. I Ha, I know people that are selling timeshares making $3 million a year in commissions, not engrossed in commissions in their pocket. I know another guy selling time shares and Hawaii, he’s been making $1 million in commission for several years.

Speaker 3: (37:02)
These guys go out. It’s cash, they buy a Bentley. It’s cash like this. Something to be excited about. Yeah, you’re knocking on doors now to make money. That’s a great reason to be doing it, but it’s bigger than that. You’re building a foundation to do whatever it is you want to do on life. If you’re in the Crypto, you can be a salesman for that. If you’re into exotic cars, my friends are salesman for Ferrari. Um, you can do whatever you want. And that’s what I think the most beautiful thing about knocking on doors. This,

Speaker 4: (37:34)
that’s awesome. Yeah. I’m, I’m reading a book. I just started a book called Grit and it also talks about this grit test. And I’m like, I don’t know what other job gives you more grit just from a mental toughness then there is, and it just, it you, you can develop grit. Like it’s not something you just naturally are born with automatic. It’s evolved over time preparing you for whatever comes at you. I love that answer. Um, okay. Well thanks so much Russell. Let me show, uh, we can find your book on Amazon, right? A doorknockers guide to the universe, uh, uh, by Russell Dean and we’re super excited to hear from you at virtual. This’ll be, this’ll be awesome

Speaker 3: (38:15)
and the pleasure is all mine, man. I love what you’re doing. Keep knocking it out of the park and we’ll see you at D2D Virtual.

Speaker 5: (38:23)

I love it.

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