Speaker 1: (00:02)
Bill, Can I help you?
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I’m your host. Sam Taggart, creator of the D2D experts in D2Dcon. Is there a place we can sit down?
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Speaker 2: (00:49)
All right, I’m a welcome out to the D2D podcast. I am Sam taggart, I am your host, and I’m here with the number one satellite rep in the industry this year, a 23-year old rookie that did it in his very first year.
He’s the new Roger Bannister who says, you know what? Like people were out here saying golden door award, 600 I’m going to go do 750 this year. And most rookies, when they first get signed up, they’re like, dude, if I could make 20 grand this summer, this is a huge win. And I’m sure that that was his initial mentality, but every time he went out he’s like, why not do more? Why not do more? So we’ve got an exceptional guest here. Uh, so what, welcome to the show, man, man, I appreciate it. Thank you having me here. So tell us a little bit, I want to kind of rewind because I actually found, I actually found some interesting nuggets.
Speaker 2: (01:38)
Just getting to know you earlier before this. Yeah, I found some interesting nuggets. You grew up where I grew up in a Whidbey Island. Washington’s a little bit North Seattle area. I’m at a small grad class about 60 kids. So just grew up in a small Island life for any money. You didn’t have cell service where I lived. I actually did not have cell service. So, uh, I didn’t, you know, I didn’t have contacted anybody. I go home and be in this black spot. But no, I had no cell service where I grew up. So youngest of five. Absolutely. And you, I mean, I always try to find like, okay, cause we’re out recruiting and it’s like we could ideally find a million of views. We would all be really happy. Right. Uh, so it’s kinda like what’s, what makes this like exceptional human being to go out his first year.
Speaker 2: (02:28)
It’s got to have something to go back to the dates of your childhood. You know what I mean? And I’m curious, like, as a young kid, what do you feel like kind of attributed to this success? Like what principles did your parents teach you maybe growing up in this isolation? I don’t know, like what, like have you kind of tried to pinpoint some of that? Yeah, I mean, I thought about it a little bit. Um, well one thing that I love is, and this is gonna sound funny, but I’ll be completely honest. I love the feeling of, uh, of recognition and that’s came from my
Speaker 3: (03:00)
childhood. Um, I grew up, you know, the youngest of five, but, uh, you know, growing up I was kind of like a goofy kid, you know, like everyone knows that those baby faces, like when you’re 17, you look 12. Um, that was me. 100%. Yeah.
Speaker 2: (03:13)
I still look like I’m fussy. It’s okay. I people are like, Hey, did you just graduate high school?
Speaker 3: (03:17)
Ooh. When I knock on doors, people think I’m like some boy scout cookies or something.
Speaker 2: (03:21)
Hey, there’s some innocence, there’s some, this is there. I love it. Yeah.
Speaker 3: (03:24)
But, um, yeah, it was kinda, you know, it was hard because like I saw a lot of my friends who are good athletes, you know, or they like got girls or whatever, they’re super popular. Um, and I was not that at all, but I wanted it, you know, I wanted that way. I wanted it. So I kinda was like, it was hard kind of growing up and just seeing these people, my peers, uh, getting things that I didn’t have. And so when I got a little bit older, I kinda started getting really goal oriented. I started surrounding myself with better people. Uh, I started getting success, success in, you know, school and in sports and then, you know, other things like that. And I finally got a taste of what it’s like to be liked, you know, to, to have recognition that be successful and it’s an addiction.
Speaker 3: (04:01)
Um, when people, yeah, it’s like wow, like I work hard when someone recognizes it and it feels good, you know, that’s what I liked and that definitely carried on through going to college and having, you know, people recognize I was good in school and then going on my mission and being a hardworking missionary, um, all of these things made it so that when I started this job, which everyone knows, there’s a lot of recognition. You hit a big day, you hit 11 accounts in a day, your phone gets blown up with everybody. Like, wow, congratulations. So it like fed, you know, that hunger of wanting people to recognize something that I did. And it sounds funny, like some people were like, Oh, he doesn’t, you know, you likes attention. Heck yeah. Like attention. I love attention is great, but it definitely helps me when I was growing up to not be really good at things and then have that feed, what I am now for getting those accomplishments and things like that. I love the simple book.
Speaker 2: (04:56)
No. So I mean, I, I think it’s like there’s certain interesting qualities and I, and, and as a leader, we need to recognize that people love recognition. Cause had your phone not blown up, you probably wouldn’t have wanted to do another 11 day. You know what I mean? I need more of these 11 days. So then you kept doing them, you know what I mean? Yeah. Uh, so kind of, let’s, let’s dive in. So you’re getting recruited and I love, I love this story. Dana was on here. So I’m at Dana Olsen. I love the fact I’m going to give him some credit. He’s speaking at door to door con and probably for the simple fricking reason, he’ll hit a golden door award this year when he, and he’s the better dude, if you’re not out there still hustling and hitting the scout and be pissed. Okay. So, so he, he, he finds you, right. And where are you working?
Speaker 3: (05:42)
So I came home from my mission and I was a college student and I was broke. And so I needed, did what every college didn’t, did. I started working at pizza. So I was, I was making pizzas. I wasn’t even delivering. I’m like the cool job. I was, I was literally just working at pizza and Macon about $115 a week, um, during, during school. So
Speaker 2: (06:03)
that is awesome. So then buddy’s like, Hey, talk to Nathaniel. He’s a stud. You meet with him and then what happens?
Speaker 3: (06:09)
Yeah. So a friend of mine was like, Hey, you gotta meet this in Atlanta. His name’s Anthony. He’s a Tawny is my best friend. Give him a shout out. But, um, he’s like, meet this Nathaniel guy. I work with him. Um, and if you like it, let’s just see what happens. And so I was like, Madeleine, anything’s better than what I’m doing now. So I went to meet with Nathaniel Olsen and he met with me anytime to talk with me a little bit. And he was like, Hey, um, do you want to go hit doors and make money? And I was like, are you serious? We’re in Utah, we’re in Lindon, Utah. Like can you even do that? And he’s like, yeah, let’s go. And so we went out to a, we went to Orem, Utah is like a college area and in about two or hours or so, two and a half hours you put in about two or three deals, something like that. And the next day, you know, I did all the training, you know, busted it all out. And then the next day I just went out celled. I saw what it was like and I was like, he made more money than I didn’t like three months in three hours. So I was like, yeah, I’m going out and selling. So he just showed me what was possible and then I just started selling the next day.
Speaker 2: (07:12)
So that principle in recruiting, I think a lot of people go, how do I find another Sean? And it’s so many recruiters are like, let me just get you to get on my team and you go work for me or, but they’re not willing. Like what he said, he’s like, let’s just go do it. Because you were saying that a lot of other people are trying to recruit you. Absolutely. But what was the distinguishing like difference was he was willing to get in the fricking trenches. Yeah. He proved it. And then he was like, you’re complete mentor throughout the year. 100%. And I think that shows good leadership and entirely without a good leader, I think there’s very low chance that you would have gone in dead 750. Right. Yeah. Um, so I’m sure we can think good recruiters, good leaders out there and you know, I think there’s a lot of them tag your tag, whoever recruited you and did that to you, if that was your experience.
Speaker 2: (08:02)
Where I think a lot of people’s experience is kind of like, alright, good luck. You know, Hey, come do this. And then like we’re just lazy. I just think it’s all due to laziness or fear. What if I cause, cause I’m just thinking back to me it’s like if I recruit a guy and I did that, what if he bagels? Yeah. Then it’s like, Oh man, I just kind of showed him that I suck now is he really gonna want to do this. And I think we always have this mentality of Oh you know what if I suck and he he’s like I’ll put my ass on the line and like let’s just go do it. Um, okay, so that I, that’s an important principle I really wanted to point out because I think, you know, kind of before we dive into these five tips of what makes a good first year rep, it’s kind of like how’d you get there? First off. Yup. And then it’s like, okay, now we’re going to dive into like the five basics tips to be the top fricking beast in the industry your first year. Absolutely. Let’s do it. Okay, so tip number, what would you, what advice? Yeah, like well we’re just saying the five minute tips from Sean himself to be number one. So if you’re watching this, like here it goes and he’s just laying it out. All right. Um, I would say
Speaker 3: (09:09)
the first thing is that time before you’re selling on your summer. So like that, you know, from right now until next summer, I started in January and then started in may. But that time before summer you need to get out, you need to put in deals 100%. Um, I was a full time college student. I would go to school Monday to Friday, I’d walk to classes and I’d practice my pitch. People thought I was probably crazy, but as part of it, um, and then on Saturdays I would go out and I would just be so excited not to sell on Saturdays before summer. So I did like, you know, probably like eight to 10 Saturdays before I started. And so I already got over what it was like to be rejected. I already got over what it’s like to have people cancel or whatever. I those initial really hard things that rookies have to deal with that make them question if it’s worth it. I already got that out of the way and I was right at home where I had the support to get over it. And so utilizing those months before the summer and putting in deals, I think I did like 50 deals before summer started when summer hit, it was ready to go.
Speaker 2: (10:16)
I was practice training, worrying if you’re going to actually sell. I knew what I could do. I knew on a Saturday if I went out I could do about four to six accounts new every Saturday.
Speaker 3: (10:28)
So I was like, if I could do that then right when summer started it was like I’m going to continue, you know, that leaves for every single day. I knew I could do that. So I was prepped.
Speaker 2: (10:37)
So what kind of training, like you said you would walk into class, practice practicing your page. Like how, like did you, how often did you read the manual or watch the videos? Uh, you know, like company training meetings. Like how much of that did you do before summer? Yeah, so everything
Speaker 3: (10:54)
Thursday I went to a meeting. Um, these meetings basically just were like little training get togethers. But as far as the training I did, um, I read a ton of books. So Nathaniel always said, if you don’t read every day you’re doing your life wrong. And I was like, wow, that’s powerful. So I started reading like psychology of selling how to win friends and influence people. Books like that. Read, read, read, read all the time. When I was at the gym, I’d have headphones in, reading, always just reading. And it gave me ideas and it made me excited. But the other thing is watching the training videos, um, I would train the sales pitch of my manager and Nathaniel and I would listen to it on repeat over and over and over again so that it was like subconsciously embedded in me.
Speaker 2: (11:36)
Can I, can I, can I give you this? I didn’t even like this wasn’t planned at all, but here we go. I mean, this is, this is my book now. Yes. I’ll just give you her. I don’t, I needed it to, I needed it to prop it up, but it’s a book I wrote. I wrote this book. Yeah, that’s me right there. I look at your hair. Where did it go? Uh, I cut it. Yeah, you don’t know me. You don’t know me. You don’t know me. Pre pretty shag. there’s one to add to your stinking . Whatever. Your skin, your library closing ABC’s and closing. I was just using it to prop that up. I was like, wait a minute, I just give you this. I’m excited and I’m honored. Thank you. So there’s another one. It’s all about closes, different urgency builders, but uh, so reading huge and, and this is something I want to touch on because you know, I have door to door university and I’m an avid trainer.
Speaker 2: (12:25)
Like that’s what I love. That’s why I do these podcasts. That’s why I like am obsessed about getting the best content. Um, and I found what makes a top performer I want to touch on that is it’s, you are the one reading, it’s not like Nathaniel was like, we’re going to hold a meeting and everybody’s going to like read. You know what I mean? Like it’s, it’s those times an hour spent in solitude is what creates an extraordinary performer. And that’s why I think having the university or having the videos and having the books and forcing yourself to like discipline, read that is huge. And becoming a top performer.
Speaker 3: (13:00)
Yeah. I mean those, those months beforehand that you’re training yourself like you’re diving in, it’s your life. Now. All the books that you read, all the trainings, you did, all the meetings with your managers, all of the times you looked up on the internet, how to sell, all the times you went to the gym or did service for someone. All those great character building exercises you do before you sell all come together. When you knock that door in, someone’s open up, you have all that talented, like radiating out of you. You’re ready or prepped, you’re confident. You went through what you needed to. And so that time before summer is so important. Absolutely love. Cause tip number two, tip number two. Um, so we talked about beforehand, did number two is right when you starting summer, uh, you need to make a goal for yourself. Um, if you don’t have a goal, you’re just working. And so my goal initially for the summer was 450 installed accounts. So after all the cancels and charge backs, I wanted 450 installed, nothing preseason, just 450 on the summer. So I did the math. I need to do about five a day, you know, give or take. And so that goal basically made it so I knew every day I needed to hit X amount of sales. So I’m going towards my goals. I haven’t, that big goal in the beginning of summer was, was crucial for me. Love the course. Pretty simple.
Speaker 2: (14:17)
So now, yeah. Did you have anything that helped you kind of formulate, do you have a system around your goals? Do you have any like tips on goal setting that you really like?
Speaker 3: (14:27)
I mean, this is how I made my goal, uh, before summer started when I would work those Saturdays I saw, I’d usually do about, you know, four to six accounts every Saturday at work. And so I said, if I do four to six, I know I could do about five a day, you know, and I did the math, I was like five a day. That’s 500, like that’s not a bad summer. And so that’s really all it was, is I knew I could do about five a day. And so to my goal, I said, I just need to do that every single day consistently. Get out early, stay out late five a day, don’t go home until, you know, if it’s, if I’m at four and it’s eight o’clock, like an hour and a half to close a deal, five a day, and then I’d be able to hit, you know, relatively around my goal.
Speaker 3: (15:08)
Cool. Okay. So tip number three, tip number three. I love this one. I tell every single person, you know, your goal, um, I put it on group message. I’m going to hit four. So I beat four 50 on the summer. I think I did about, you know, five 55 60 on the summer. Um, but I text everybody what I was gonna do. Um, kept you accountable. Well, yeah. So this is my formula, not recognition. Yeah, exactly. So what it came down to is I knew that when summer ended, if I didn’t hit four 50 I’d look kinda dumb. Um, to give you an example, my year goal is seven 50. Okay? So I’m about a hundred accounts away from seven 50 right now. And I’m telling everybody, and I’m telling everyone here, so if I put you up on stage a door door, six 70 yeah, exactly.
Speaker 3: (15:59)
So if you tell everybody your goal, there is this strong pressure of accountability and like, man, I love pressure. Like it sucks, but it’ll, it’ll get you out of bed on time and it’ll make you work. So like I have to hit seven 50 now because I’m telling everyone my goal. So in the summer I told my managers, I told the people around me, I told them, called my mom, yo mom, I’m going to close this many accounts. I love you. You know, hang up the phone like you tell every single person so that if you don’t hit it, it just, you kind of lose a little bit of your, your wreck swagger. It’s like, it’s kinda like, Oh, he’s a liar. It’s holding you. It’s interesting. I just did a podcast with Jason Hewlett and one of the things he said, he’s like, I make a promise, not a goal.
Speaker 3: (16:42)
They really liked that principal. He’s like, bye bye telling you mom, I’m about to go do this. It’s like I’m, I’m making a promise with you. Yeah. And it like really kind of like strengthens this like bond for me and connecting it to the actual end result. I like that. Of course. So tip number four, tip number four, um, with this whole thing is just, I would say consistency. Um, you know, I’ve hit big days, I’ve hit 10, 11, 12 accounts in a day, but you don’t need to do that every day. That’s, you know, it’s hard to do. Um, consistency means you make a goal that you need to hit X amount every day. And so I knew I could hit, you know, anywhere between like four to eight every day. And I know that’s a big range, but if I kept it in that range consistently every day, I would hit my end goal.
Speaker 3: (17:29)
And so, you know, it’s great to have those big days. It’s amazing. But like one thing about me is I’m not the best salesman. You know, you put me against other people and I will not beat them on like, you know, a day to day thrown in all the time. Yeah. I’m not the best, you know, I’m, I’m very humble. People will close more deals than me in, in, you know, a five hour gap. But what I am able to do is I’m able to be the first on the doors, work the entire day, be the last on the doors. You know, people know I’m the tortillas for closing a deal at nine 30, 10 o’clock at night. And my poor technicians finishing the job at 11 o’clock with his light drill in a satellite on a roof. Yeah. But if I can consistently put in, you know, for day to day, then I will always be on track for my goal.
Speaker 3: (18:13)
So it’s just being consistent, being persistent, waking up every day on time, getting out in the doors on time. Um, if there’s a a hundred knocking days in the summer and I made a goal, I wouldn’t ever stop knocking before nine. I did that 99 times, you know? And so it’s just consistently meeting your goals first on the door, last on the door, working the whole day. And it’s like those days that you have a bad day, let’s say you come home with two days like that, right? Of course. What’s your next day look like? I’m going to be honest. My next day is always huge. I don’t know why, but whenever I’ve hit like two accounts my next day, it’s like magnificent. And why, why do you think you create that? It’s just consistency. You’re going to have areas that maybe have been knocked before or maybe, you know, it’s just you’re just having an issue.
Speaker 3: (18:59)
But if you’re always working hard, you’re going to have days that are bad. The ball doesn’t bounce in your direction. You’re going to have days that are good. But when you have those bad days, I think it’s almost like, man, it too. So the next day you hit one and you know, 10 o’clock, you’re like, this is gonna be a big day. I already did. You know, half of what I did yesterday. And like, you just are more grateful for your sales. You have a bad day the next day, you’re so grateful for your sales. Oh, I did two by one. Thank goodness is over. You have a big day and you’re grateful. You’re full of energy. You’re excited. Like, I can do this. And so I always have a big day after a bad one. Love the, okay, last tip. Tip number five. Tip number five is to have a great relationship with your managers.
Speaker 3: (19:42)
Um, always respect your managers. Always allowed them to be a part of your life. They’re there to help you. Um, I messaged my managers all the time, Hey, I’m having a bad day. You know, I, I need a piece of advice. I need a motivation. I got a manager sending me something right away. Um, be on track with your managers. This is how many that I’ve had so far. How many do I need to do to get my goal? Um, always be asking for help and always be extremely grateful and always compliment and always, you know, give your appreciation to your managers. If you have a great relationship with your manager, if you treat your manager right, that manager will break his back to do anything for you. People want to feel loved. Um, I know I make my managers feel loved. They know how much I appreciate them, so they’re gonna do anything to make me successful. I’m not successful because of myself. By no means I’m successful because my managers believe in me and it’s because I’ve shown them that love. I’ve shown them that respect. So have a relationship with your managers and they will make it their goal for you to meet their goals? No, sorry. It’ll be their goal for you
Speaker 2: (20:48)
to meet your goal. Yes. You know, my success is my manager’s success. Nathaniel always sends that. I love that. I love that. And I think a lot of times people, they almost see their managers is like a competing thing. It’s like my manager’s trying to just get some of mine or take away from me or you know, it’s like, what’s in it for him? And it’s like, I think most managers and leaders like truly do want you to win because usually a compensation is aligned where if you win, he wins too. You know what I mean? Like I think a lot of times like we need to realize that they’re there for that reason and they’re there to support. And I’ve, you know, I’ve led a lot of big teams and it’s like, I see this resistance a lot of times and it’s usually the lower performers that resist at a higher level and you’re like, why are you resisting so much?
Speaker 2: (21:35)
Why do you fight the way that I’m trying to train you? Why do you try to fight the grain? Why do you disrespect or want to play? And it’s like, well, that’s showing up in your performance too. You know what I mean? It’s like I’m trying to push on you and turn you a little bit so that you do go perform. You know what I mean? Yeah, of course. So I think, I think that that’s an important tip and I’m glad that you bring this up because it’s like, you know, you beat your manager this year yet you still, you know what I mean?
Speaker 2: (22:03)
I know. And that is a fair point. Know you still are the go. We love you. Um, no, but at the end of the day it’s, I think a lot of times people think like, well I’m better than him. I sold more of them this year. Or you know, like why would I need him? Look at me, I’m fricking dope. And they, they fail to recognize like those little like moments that it’s like he held you accountable. He was your backbone. He was, you know what I mean? He trade like, and I think a lot of times we discredit that and you know, I want to, I want to invite those that are coming off of the summer to like almost send them a thank you card. I mean, it puts a lot of time. It puts a, they’ve put a lot of time and energy to get you to where you are.
Speaker 2: (22:44)
And guess what, this point in the summer, you know what I mean? People are like getting recruited and it’s this bloodbath and it’s just like you’re getting hit up probably by like 50 different people. You’re going to have like 25 different friend requests from just this Facebook, Hey come work for me. You ever heard about solar? And I mean a Garin freaking T yet. But the, the loyalty and the respect that should be re respect given I think is very under valued and under utilized in this industry because of entitlement and because of this like hot head. So I, I want you to remember that and for anybody listening to this, I think that that’s such an important principle and I’m glad that you brought that up. So okay, so last little piece, we’re going to kind of transition. So those are your five tips. Yeah. I want really quick number one tip on like the actual sell of satellite, like your sale. Like if I’m selling saddle, I’ve never sold satellites. So you give me the tip like okay, make sure to do this. Yeah, I’m selling satellite. The main
Speaker 3: (23:46)
tip I have is to absolutely love your customers and you want to help them. Um, it’s great because I feel I’m actually helping people. The reason why is in the satellite, the TV industry, and this is our sale basically, is, and you guys know this, if you ever had like car insurance or if you have cell phones or whatever, when you start out, you have a lower, you’ll lower bill and over the months and over the years your bill starts to go up and your equipment starts to get older. And so what happens over a period of time is you have old equipment and your bill is higher and new customers get the brand new equipment on the market and the lower rates and those rates usually lasts about a year or two. And so when you get into a home and you see someone you know old granny 72 years old with this old equipment that cuts out whenever a butterfly flies around her satellite and she’s paying $130 if you love this customer and you, you hear their concerns and everything and then you’re able to like give that sales pitch, switch them over.
Speaker 3: (24:44)
And the reason why you’d switch them over is because if they switched as a new customer, they get brand new equipment, their equipment gets refresh, it gets fixed and their bill usually drops about 50 or $60 a month, you know, for the next year or so. And so if you are like genuinely concerned about your customers and if you are very clear with what you’re doing, then it’s an easy sale. If you are honest and you are actually caring about these people, then it is something that you can sell very easily. If you’re fake. And if you’re doing it for your paycheck, you’re not going to make as much money. Obviously I do it to get paid of course. But you also leave a house just being like, wow, like I’ve heard people say thank you so much. You know, I was wondering what I was going to do to help, you know, buy a birthday present for my grandson or something.
Speaker 3: (25:30)
You hear those comments and you’re like, I’m going to go sell 10 more. You know, that feels good. And so I love that. That’s why I like satellite. I love it. I love that. Okay. And then last question before we wrap up and I honestly appreciate your time and make sure I give you a ticket. I’ll sign that. Um, so Friday night VIP dinner, make sure they’re, you get your award. I think Friday night is golden door wards too. Um, but uh, last question I ask everybody one piece of advice for the first year rep. I guess we get five tips, but um, maybe we directed just the door to door industry. Yeah. Like what, what, what’s one piece of advice you’d give them? Yeah, of course. My piece of advice, um, is definitely going to be catered towards first year reps and also leaders that will have first year reps.
Speaker 3: (26:21)
Okay. So if you’re a first year rep visiting me your first summer, this is for you. If you are a leader and you’re going to have a bunch of first year reps, this is for you. Um, you need to manipulate their mind into believing that they can do impossible things. Okay. Boom. So what I mean by that, I want to give you guys an example. Um, Peter Vidmar is my mission president, but he was an Olympic gymnast in the 80s, and he won two golds and a silver, uh, in 1984, I believe. And he always would talk about his adventures and how he did that. Well, he had a coach, let me make sure I get this right. Macado sock. Amato. Okay. That was his gymnast coach. And when Peter, yeah, when Peter Vidmar was really young, like 10 years old, his coach would say, Hey, when you went state, this is what’s going to happen, or when you win the Olympics, this is what’s going to happen.
Speaker 3: (27:15)
He was so young and he was just like, was bred into thinking when, not if it was always when, when, when. So he always thought, well, this is just what I do. I win golds and I win Olympics and I win everything because he just said, when you’re young, Hey, when you do this, when you are a manager, Hey, when you hit 400 this year, you know, or low, when you hit four 50 this year, or Hey, you’re going to go sell today. You know when you hit four today, this is what we’re going to do. If you are able to break the barrier on their minds, then that person will do anything when not if rookies out there, you can make a six figure income in your first year. Absolutely. You can do it. Do the five things I talked about preseason. Make a goal.
Speaker 3: (28:01)
Hold yourself accountable. Be consistent. Have relationship with your managers. Work the year and you’ll make a six figure income managers out there. Make it real life. Make it seem like it’s not a big deal. Oh yeah. I mean like that’s what you do. You and your rookie year, you’re doing sales. You’ll make six figures like you’ve got. Invest in your people. Break that barrier on their mind when not if that’s one of the best things you can do as a leader. I love that you guys sort of best from Sean. I mean, if you guys like this or love this, share this with every satellite person in the planet. I’m super excited and grateful for all the nuggets. you’re the man. Thanks bro. .