Speaker 1: (00:02)
Bill, Can I help you?
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Speaker 1: Wait, who? Who are you?
I’m your host. Sam Taggart, creator of the D2D experts in D2Dcon. Is there a place we can sit down?
We’ll come on him.
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Speaker 2: (00:48)
Hey Everybody. This is Sam Taggart, your host with the D2D podcast and I’m here with Tyler Williams. He is one of the industry legends, I guess you could say. He’s the senior or he’s the regional vice president at Vivint Solar and we’re actually in his office. As you can see, we’re actually going to tour around this a little bit. Uh, and what is the same clue?
Speaker 4: (00:52)
This is Santa Ana. Santa Ana.
Speaker 3: (00:54)
Yeah, a California. So I actually flew them all the way here just for this pot and he didn’t bother to wear socks and then worrying to you buzz. But no tie has his own podcast. He’s interviewed people like Jocko and Ryan Sheckler. And who else have you had on that?
Speaker 4: (01:11)
It’s mostly our sales guys. It’s mostly our top performers, but anybody that leadership and development stuff is such like a expansive world that anybody that comes in that’s overcome things, we usually interview them. It’s awesome. So hopefully he doesn’t critique me too much on this. So I’m, I’m still learning. I’ve never been on this side of the microphone though, so we’ll see.
Speaker 3: (01:32)
You’re fine. So a little highlight. He started in 2004, um, and now has over 26 teams and 26 west coast and west coast. So he made it. How many sales guys would that be?
Speaker 4: (01:45)
Oh man, that’s probably 400 right now on the west coast. 400 or so. Yeah. It’s hard because we, we rank them based on a certain metrics. It was a lot more people that are onboarded. Yeah. But there’s probably 400 that are active producing. It’s like the guys that are like saucy. Yeah. Yeah.
Speaker 3: (02:02)
So call it four or 500 sales reps. And you started in what year? 2000 dozen. Poor, but what, what, what year did you start doing solar?
Speaker 4: (02:09)
Oh, I started the very end of 2013 so 2014 was really my,
Speaker 2: (02:15)
so 14 you came over southern California always been in this market. Uh Huh. You had four dudes you’re telling me. Yeah. So now you have over a hundred more than a hundred times.
Speaker 4: (02:26)
Yeah. I wish I could tell you I recruited all those partners.
Speaker 2: (02:29)
So you’re, you’ve, you’ve been part of that movement are leading.
Speaker 4: (02:35)
Yeah, it’s been fun. We’ve all kind of grown together. Honestly, like when I first came over it was, we were learning what the opportunity was, right? Like I came over at a time when I felt like it was safe. I had a good job before I worked at vivid ink and it was awesome. Like all of my education and my development came from vivid ink. But then solar had some funding and it had some momentum and guys were starting to get traction and looked fun anyways. So when I came over, yeah, it was just an office of the leader before had left and gone to a competitor and took like the whole team with him. And you’re like, I’m picking up the scraps, all these funny because I was told like, hey, if you go to this market, there’s already a team there. And I got there and I was like, a lot of, a lot of the guys had had left with this previous leader. Um, but we got a chance to build within like a structure, you know what I mean? So we had finance, we had an office space. There were people there that had sold solar before. I wasn’t one of them yet, but as we got started, it just kind of grew organically. So it’s been awesome for me because I’ve had a chance to do that a couple times in alarms. I felt like I kind of grew with the machine. And then at solar it’s kind of happened again. Yeah.
Speaker 2: (03:41)
We’re going to talk about, so if you’re listening to this, we’re going to be talking about, you know, how to, how to really create this vision. And Culture and, you know, create this longterm career paths for all these amazing sales reps here under you. And how do you kind of put your stamp on that and like really make a difference as a leader in this industry and, and help people really appreciate the job is door to door as we know it. You know what I mean? So I’m actually wearing it a solar show right now called the league and we’re going to dive a little bit into what that means and, and how you’ve kind of seen that be a good part of you and how Nike is now adopted it and branded or sponsored. That’s cool. Yeah, I mean, that’s the lever they’ve sponsored the league in and of itself. So, um, we’re kind of talk on that. So if you’re listening to that, and this applies to you, uh, you know, share this like this and help you, uh, hope you enjoy this. So let’s dive into it. So tell us a little bit about kind of your philosophy on leadership and kind of how you’ve developed your skills as a leader so far.
Speaker 4: (04:42)
Cool. Yeah. Um, it’s a massive question. I know that’s broad. So take this the direction you wanted to, I’ll tell you. Yeah, I’ll tell you what though. Kind of the wavelength I’ve been on lately. So, um, and tribes to the west coast, we call this tribe. This is like our division, right? Um, we have this statement, it’s not a mission statement, it’s a who we are statement. And the first line of the statement says we are level four and five liters. The real kind, the ones who go first and eat last, we run towards the danger and jumping in the trenches. We’re on doors, we’re on roofs. That’s how it starts. And it’s like a whole paragraph. Right. Awesome. Yeah. And it’s something that we all believe in the end of that rise. Yeah. I do have it memorized, but I don’t know if I could do it right now.
Speaker 4: (05:23)
I’ve got my head, but I’ll tell you what, do you do show notes? I can, I can send you like a pdf because it’s all designed and everything. But um, but it’s what we believe. Right. And the reason I brought that up is level four and five liters. So that comes from two different books. I really think that leadership is just a collection of stuff you’ve learned from other people. You can’t really take credit for authorizing a lot of the stuff. You just learn like learn stuff today. Like we were talking before this, you know what I mean? Um, but there’s this book called tribal leadership and it’s written by a group of people and um, it basically looks like like indigenous tribes and how they function and they basically say the world is just a collection of those. Now. Like in your workplace there’s these like tribes, right?
Speaker 4: (06:06)
And there’s these different levels and level one would be like a, just like a ruthless dictator. Like do what I say or I’m going to kill you all the way up to level five, which is a person like John Wooden that you just want to follow because he’s had such amazing results and he knows who he is and just his presence. Other people want to be around and develop. So that’s what we strive for on the west coast is we strive to improve our leadership. So that was the first book. The second book is John Maxwell’s five levels of leadership. Have you read that book? It’s insane. Like I’m such like a sales dork. Like when I’m reading that book, I’m like, yes. Like I’m like actually like, cause it’s, it’s, it’s right. Like it’s truth, it’s accurate. You know what I mean? Um, but he goes through the levels of leadership there too.
Speaker 4: (06:53)
And it’s, they’re, they’re, they’re titled a little bit differently, but it applies. And so my thought on leadership is no matter what your role is, so you have all sorts of different people that listen to this podcast yet you have like a brand new sales rep. There’s just trying door to door and then you’ve got my mind just went out. Um, Oh man, we’re in the dark. You’ve got to get up there and move around her. So it’s the emotion dance party. We’ve been in this room for like two hours. It’s never know. Um, but you also have really serious, like seasoned leaders that have been doing this longer than I have. Um, and so the message is the same to everybody. That who we are statement isn’t just for our leaders quote, like on paper leaders, if you’re in door to door, you have to be a leader.
Speaker 4: (07:39)
You have to think of yourself as a leader because what a leaders do, they influence change, right? They, they, they, it’s a shift away from a conventional way of doing things. So when we sold alarms, right, you would have to go in there and influence change. That’s not an order takers job. That’s the leader’s job, right? And so everybody that works in door to door sales and everybody that works at viven solar and everybody that works on the west coast or whatever, the first thing we tell them is you’re not here to be a solicitor. You’re here to be a leader and you’re here to go into a neighborhood and to connect with people and influence change. So the first, like my first kind of philosophy on it is every, if you’re going to be successful, you have to be a leader. And I don’t care what your title is, you have to, you’re leading your own kind of revolution.
Speaker 4: (08:26)
That’s one of our values at Vivint solar. When you go into a neighborhood, you’re the leader. Like you have got to help influence people and use the influence of other people to change. Whether that means secure a neighborhood, produce energy in the neighborhood, get bugs out of the neighborhood, whatever it is, you have to be a leader, right? Um, and then the second thing is the way you’re going to find ultimate fulfillment is to expand your leadership. Go from level two to level three. And then once you get to level three, there’s, there’s just right? Like if you’ve done any kind of sport and think you’re pretty good at it. Me and Sam were joking about roller blading in the 90s but we’ll talk about rollerblading for a second. So say you’re like at your local skate park and you’re in your ginkgo jeans. Did you, where?
Speaker 4: (09:09)
Ginkgo Jeans, Oh yeah, I’m at home right now. And then what about the sweats? Like this super big pockets. The secret is you could get them at Burlington coat factory. They always had the best like phat farm sweats. But you, uh, you’ll get to a certain level and you’re like, okay, Hey, I’m pretty good. And then you’ll go to a different place and you’ll see someone that’s just on a whole new level that happens with this job all the time. Cause the money message with you, like you’ll start to earn really good money and you’re like, wow, I figured this out, I’m good at this. And then you’ll see someone else who’s a master at it and you’re like, Whoa, I’m not on that level. So as you advance through the levels of leadership, it forces you to look out for other people. It forces you to be uncomfortable.
Speaker 4: (09:54)
It forces you to, to, to actually like tear your muscles. You’re like leadership muscles and rebuild them and come back stronger. And ultimately it’s the same path that makes you happy. You’re not gonna be a good leader if you don’t serve people now can be a good leader. If you don’t contribute, you’re not gonna be a good leader if you don’t own something. And so I’ve just found that if you think of yourself as a leader and if you, um, if your purpose is to like move up the levels of leadership leadership, yeah. And it works for everybody at every level.
Speaker 2: (10:22)
And I think it, I actually want to speak to kind of the differences between the Jordan one. So this is Jordan when his brother, their brothers to Stallworth people in this industry. So shout out to if you know, either of them, but um, it kind of the differences of like personalities, how Jordan’s taken a different track and had different skill sets where you are never the best sales rep, you know what I mean? And your first year and alarms you did, how many
Speaker 4: (10:47)
I was the highest side of average is what I like to call it. I did 108 and our first year we didn’t really have a database. So I would actually like cell one and I’d write it down on my, I had a street sheet and then if they cancelled by the scribble them out so I couldn’t just number them. I had to recount. So the numbers between 108 and 112 but I mean
Speaker 2: (11:07)
a lot of people think like oh wow. Would be a vice president of a multibillion dollar company to you know, be where you’re at. You had to have like your first year have been right out of the gates. Amazing. And, but what’s interesting is Jordan, you know, he struggled with the leadership side where once you started in a management he was really good at sales and naturally it just took off top first year rep right. Where you took more the van. I got into a leadership side and it was a little bit more of your niche, right? It was a bit more like, but then you talked a little bit about kind of how Jordan’s develop that and how you’ve kind of been able to improve the leadership. Like, what are some key points that you’d say over the last 15 years of managing and watching reps and developing people and seeing reps fail as leaders? And I don’t know, just over the years that you could say to a guy that’s like, hey, I want to, I want to up level my leadership. I want to go from level three to level four. Yeah. What things could he be doing to deliberately do that would be the question. Okay.
Speaker 4: (12:04)
So first question Jordan, like relationship. I’ve joked with Jordan but I actually think it’s somewhat true that like before this life started, me and Jordan were standing on a cloud somewhere looking at the earth and saying, I’m not going without you. Like he is, I actually get like emotional talking about it, but he would like the perfect Yin and Yang. Like being able to work with Jordan is, it’s been one of the, it’s like a, it’s a massive blessing in my life cause he’s, we’re so good at different things. And so with, um, when I first started selling, I’m a very like, like step by step person. I can’t think of a time where I’ve picked something up and immediately been the best at it. And this audience, a lot of the people that do door to door are that way. Like they, they have the confidence to do door to door because life experience has shown them that the learning curve doesn’t apply to them.
Speaker 4: (12:56)
You know what I mean? Like most people that do door to door were probably the top 20% in the previous job they did. And if they applied themselves in school, they’re probably good at that too. Right. And sports and things like that. Um, but I came in and I was told my first year of selling, like if you can do a hundred, then you can be taken seriously. So that was my level. That was like my mark. Right. And there was a lot of people in the office, they’re like, I’m going to beat you. I’m gonna beat you. And it was weird because I was like, okay, like I’m going to do a hundred right. And most people that I work with, they’re very competitive. They don’t like to get beat. And I think what I learned early on is I’m very competitive with myself. I don’t even know if competitive is the right word, but I’m uncomfortable if I’m not doing what I know I’m capable of.
Speaker 4: (13:40)
There’s this video, I’m a big motorcycle fan. I love pretty much anything on two wheels. And there’s this video we used to watch in our sales trainings and it was a Ricky Carmichael. He’s the goat, he’s the best supercross race forever. And uh, this video starts and he says, if I, if I have a chance, I hate to lose. And that’s how I am. Like if I know that I can do a hundred and I don’t do a hundred I just, I hate that feeling. But Jordan came in his first year in, broke the record, he was the top first year Rep. You did like 260 accounts or something like that. And the year he came in, I barely beat Jordan and that was my third year. So he came in and he, he immediately took off and selling and selling is this thing like when Jordan’s cells, it is like watching an artist paint.
Speaker 4: (14:20)
He’s, it’s just the complexities of every, like it’s just perfect. You know what I mean? And I had to learn that and I learned it by taking lumps in, getting rejected and getting frustrated, which is how I learned. Right? Um, when it came to leadership, um, I didn’t start leading teams until my third year in and I had Jordan to leave with me. So my first year was like in 2007 and we broke a record for the top first year alarm team that year, which has really proud of because I felt like we should do that. We had a really good team. Um, but we were talking before, I’m really comfortable in the gray, like your sales reps aren’t black and white. They’re very gray. Like we’re emotional people and we have things in our lives and different people are motivated differently. And I really took to that.
Speaker 4: (15:02)
So when I got into leadership, I just, I felt like I had sold and I had taken such a beating that I understood what it was like to suck at selling at the very beginning or to have like high hopes for yourself and not get there. And I understood what it was like to hit a goal. And so I honestly feel like my path of not being instantly good at it helped me in my next step, which was leading people that are more like that. You asked about Jordan’s. Jordan’s naturally good at kind of everything, but that part of it is what he’s learned. So I had to learn how to sell and I think learning how to sell made it so I could learn how to train so I can teach other people how to sell. But Jordan’s learned to lead, so now he, he, he’s always been good at it. But if I just look at this over the past couple of years where he’s at and he’s just far better, like this ability to connect with everybody and attract people to the group. Um, so we all learn and we all have different natural things. But that’s why I love direct sales is because it will twist and turn you. But if you commit to it, it’s impossible to not improve from it.
Speaker 2: (16:06)
Yeah, I love that. And that, and that’s I think why so many people stick with this job is cause it’s like there’s literally measurable improvements that you can watch. Okay. Four years ago I was doing this and this year and I think like what’s crazy is I watched people leave the industry simply because they made the less that year than the year before and they’re like, I didn’t improve. And it’s like, it’s like a game of like a half to like always be hitting more than I was before. And I think some people that don’t take
Speaker 4: (16:38)
stand up and do the wave, dude, that’s your natural movement. That’s what’s deep in your core is that from injection. That’s awesome.
Speaker 2: (16:50)
Like this competitive nature of art within ourselves as something that should drive people to be better leaders. You know what I mean? Like, I think if people are just like, oh, I’m going to be a rep for the next five years, they’ll get burnt out and no agree. Just like fine, no fulfillment after five years. And that’s probably why they go on to sell cars or do something else or something, whatever it is.
Speaker 4: (17:11)
Yeah. Well, and I’m such a, I’m such a fan of the industry, like it’s, it’s one of those things where w, you know, it’s kind of Cliche to talk about happiness and do something that makes you happy. I you use the word fulfill. I think that’s a much better word. Yeah. Because you’re not going to perform at your very best if you’re not fulfilled. Right? Like if you’re not, if you’re supposed to be the best snowboarder and you’re not like really feeling snowboarding right now, you just, you don’t have that extra 10% it. Same thing with leadership. Same thing with selling. If you kind of hate it, you’re never going to pull everything out of it. But back to the levels of leadership. So Maxwell goes through there and he says, the first thing you get as a title f level one. So everybody that’s selling, you have your title, you’re a sales rep, sales manager, whatever you’re called, right?
Speaker 4: (17:55)
Yeah. But we always talk about if you go into a neighborhood with your name badge, they listen up. I’m the sales manager. I need you to come out. It’s just not going to get you very far. It’ll get you out of a situation where the cops are called probably. Right. But then level two is the relationship. So it’s like, okay, I have the title and um, I like you guys are, there’s, there’s a, there’s a connection in salespeople are emotional, so we need the connection. I’m the same way. I have a hard time working in an environment with people I don’t really connect with. Um, but level three is production. So that’s where like if you want to move up your levels of leadership, do you get the title? Congratulations. Everyone has that. How are your relationships? And that’s where you think, like for people that are like in the office, I don’t participate on my own man.
Speaker 4: (18:37)
I would challenge those people to get relationships because it will make you better. Right? Uh, you look at like like Lebron James or someone like that, uh, who, you know, he was miked up during the finals and you hear him say stuff like, follow my lead. It’s making him better. Just by having those relationships with those guys, he’s playing better. Um, so once you get the production side, that’s where you can say, listen, I have the title, I have the relationships and I’ve earned it. Right. Is so important in our world because we only speak production as sales reps. That’s the only language that we speak. It’s, should he be my leader? I’m doing more than him. Right? So you’ve got to, if you’re a leader, you gotta beat the reps and you gotta beat him badly. Right? Because then you have more to, to add.
Speaker 2: (19:18)
So speaking of that, that, you know, off camera, we talked a little bit about, you know, you’ll have a lot of potential recruits coming in and they say, well, I’m not going to come over as a rapper. I’m going to, you know, oh, and my previous industry, I’ve been a manager for 10 years and I wouldn’t settle for anything less. And you know, speak to kind of that mindset of like people in our industry or people coming out from outside of our industry, how that affects how leading sales reps in door to door, how that affects that guy that comes in or versus the guy that was like, I earned my stripes like that for a second because I see that commonly in this industry work leaders or recycled over and over again because they skip these steps. Right?
Speaker 4: (20:02)
Yeah. And I think that it’s a human need. So if you look at like the pyramid of human needs, like number four is that need to feel appreciated. If the need to have your title with the need to feel important, right? Um, but in door to door, everything is counterintuitive. Like, for example, you get an objection on the door, you don’t combat it, you agree with it, and then everything is just different, right? It’s like you turn left to go right. It’s just different. And so I think a lot of people work their way up to leadership and then they come from another job and say, well, I was a manager at my previous sales job and I sold medical devices, so I need to be a manager here. But that positional leadership, it doesn’t transfer. And I actually really liked that about the door to door guys.
Speaker 4: (20:45)
Like we always say that are perceivers. Like they can just tell like if you walked in the room today, I feel like a massive fight with your wife or something. And we don’t talk that often. I would be able to tell because the body is amazing, right? So when a rep, the reps like sniff ability of a real or fake leader is, it’s so tuned. So if someone comes in the room like, listen, I’m the leader, they’re like, no. Or they’re like, yes. And it’s just because they speak production. So, uh, for me personally, I only know my own path, but I had been in door to door for 10 years when I came to solar and I had a, I was a regional manager at Devon ink and um, I had a job writing all the sales training at viven ink. And so I’d done it for kind of a long time, but then I came to solar and people don’t care what you did when they were in high school, the whole training.
Speaker 4: (21:36)
Yeah, that was a long time ago. I was nine when you started, right? Like yeah, they just don’t care. But it’s awesome because this job, it’s a very honest job. Right? It’s like they won’t give you the gift of their loyalty or tutelage or whatever if you haven’t earned it. So it’s a hack. It’s the simplest thing in the world is if you want to be a leader, the best and easiest way to earn it is just beat everybody badly. Just beat him badly. And then you were talking earlier like it’s like a wolf pack. It’s like everybody wants to be the alpha. Okay. Well you brought back like 10 deer. That’s more than anybody else. So I guess you’re the Guy Right? Automatically Jaco. Yeah, but people want to feel important by the title, but they should feel important by the production. That’s what the level is teach us. Right? Like before you can, before you can continue to move up, you can’t skip levels. You just, you can’t skip levels. That’s funny.
Speaker 2: (22:29)
And if you’re a CEO listening to this or some small company, it’s, I, I consult a lot of these like little are companies. Right. And I had one in Maryland just calling me and he’s like, Hey, like my, my sales captain or whatever you call them left. And he’s like, I don’t have really any sale. It’s, I’m like, your the fricking hell dude. Yeah. Your issue is you kept trying to form out or sales leader position. Yeah. And you weren’t willing to ever go sell. So therefore they could like they need to see you go throw down. Like I want advice. They just, you go throw it out and I promise you’ll start attracting recruits. You started attracting, you know, your people will start listening to you. I’m like your biggest flaw. Is it your scared of the doors when you’re trying to beg everybody? Yeah.
Speaker 4: (23:10)
And they can smell it. Do they can smell it. Yeah. But like okay everybody go knock, I got some stuff to do and then I’ll see. They can do, they can, people can tell if people are perceivers they know I love it. No, I think that, yeah. And you know for I just, I I guess I’m a fan. I love, I love direct sales. Like I actually like this is my home, this is what I’ve kind of built to do. And so I like when people have success. I love that. Like part of the reason I’ve started watching MMA lately cause I’m a bandwagon Conor McGregor fan and I started loving MMA because of the heart. Like those are guys that will just stick with it forever. But I see the same thing in sales reps like those guys stick with things. They take more rejection in a week than most people subject themselves to in their entire lives. Right. Like most people are scared of public speaking, they’re scared to have the, they’re not scared to do the wave. The lights keep going off cause we’re
Speaker 5: (24:06)
saving energy here. So, um, but when, when you see that heart, like people are scared of public speaking, they’re scared to have a spotlight on them and we are friends put themselves in that intersection every day willingly. Like think of how much rejection you’ve encountered in your life. Like that’s something to be proud of and it’s something to be respected. And so we’re getting to the point now where we have a lot of core industry people, like the direct sales industry over the last 20 years has created your all stars in your legends and stuff like that.
Speaker 2: (24:40)
We want to create your thinking and calling at the top Peterson award just for just for,
Speaker 4: (24:44)
or like a hall of fame.
Speaker 2: (24:47)
Great. Like the legend or the hall of fame or like we actually, because we realized like there really is like there’s this kind of hall of fame or that we could probably put on that stage and people would be like, Yep, I agree.
Speaker 5: (24:58)
Well and it’s pure, right? It’s like, like this is the only job I’ve ever really done. Right. I mean I had, I’ve had a job since I was 12 but as far as career wise, this is the only thing I’ve made professional money yet. So you’re now seeing like career direct sellers. So anyways, it’s almost like when you have like an old, like a veterans like snowboard contrast or surf contest or whatever. Like when I go out and sell and the neighborhood, I like it like it feels natural, it feels like home. And I think that one of the things that we always say and tribe is we always say the difference that the general on the field makes. Like I was, I was reading Jocko his book and he was talking about that Jocko would go on on missions with guys at night, like pretty dangerous missions where a lot of guys would like sit in a tent and like orchestrate and Jocko would show up suited up ready to roll on people and the guys would just take courage and they would just, their hearts would just like, they would just fire up a little bit.
Speaker 5: (25:56)
And we’d always say, man, the difference that a general on the field makes. So with your, you know, the person you were consulting before, it feels awesome. There’s still nothing better than getting a sale. Huh? Like going out and selling your, like it fixes everything, right. But the, the, the, the effect that that has on your team, it’s good for you. It’s good for the team. And honestly like there’s a, there’s a squad of people that love it. You know what I mean? I love that. So what’s four and five? Four and five. What are the, so level four, this is all John Maxwell stuff, right? But I think it’s so applicable. So level four is you create more leaders. So the next level, once you have the production down, which says probably like your audience, like a lot of us now have done a lot of production, but it will get to the point where that no longer fulfills you.
Speaker 5: (26:39)
Like I got to the point where I was telling a lot of alarms and selling a lot of solar. It’s awesome, right? But you know, it gets to the point where the money, it does weird things to you and, and you’re not as stoked on it anymore cause you’ve already done that. Right? Then becomes the ultimate challenge of creating more leaders to look around and say, okay, who’s the next? You know, who’s the next up and comer? Who’s the next? You said Todd Peterson, who’s the next guy like that? You know, Todd’s probably working on creating his replacement, but that’s the fulfillment and most of us now as we get older, we’re parents, and we were talking about this before, but how different is Christmas morning now watching it as a dad to your kids? It’s way better. It’s way better. Right? And level four is, man, when when someone that you recruited and you knocked with and you’ve got through the hard times becomes a leader. That’s just that fulfillment that, first of all it’s not many people that can do that. Right? No, it’s hard. It’s hard.
Speaker 2: (27:39)
Somebody in one of these podcasts for you was there, just like the biggest roadblock for a lot of leaders becoming that is they’re scared to let go of being the man. Right? It’s like their fear of like saying this guy’s taking over and that missed step back and like her, and I think a lot of people struggle. Maybe it’s ego, maybe it’s fear of like that kind of fail or I dunno. But I feel like a lot of times we hold people back from becoming that leader that we’re supposed to be developing out of. Maybe we don’t want a Pam are override or give them a piece of what you know. I just feel like that’s probably one of the biggest flaws that we’d run into in door to door sales is like we cap ourselves a position level and then there’s like this like barrier in between.
Speaker 5: (28:21)
So that’s why the levels, right? So it’s like in motorcycle riding, like if you’re riding a motorcycle down the freeway, you and you pull the bars left, your bike’s going to go right. It’s this weird like counterintuitive thing. But you pull the bar, the bars left and I think we’ll go right. It’s one of those things cause in like a traditional job or like a traditional workforce, you say like if you’re my manager and I’m starting to like show promise and potential, what if I take your job? Well then you’re out of a job. Right? So that’s the, the like, I don’t know, Kinda like the, the, what we’ve become from through evolution is self preservation. Like well I don’t want to tie to do well because then he could take my job and so I’m going to try and hold them back. Which sounds like you would never do that. But people do it all the time.
Speaker 2: (29:03)
Yeah, I see it over and over and over again. So that’s why I spoke to that.
Speaker 5: (29:07)
Yeah. And so really what we do, and this is the best thing about direct sales is you can’t, you can’t lead yourself out of a job. Like the more you lead, if you create, if you’re the best and I’m you’re, you’re, you’re a student or whatever and you get me to your level with three other people, well what happens? You create a whole new position that didn’t use to be there before cause you made it like you made that. Right. And so as one of the things I love about this job is it’s like I can encourage my friends, my, all of my brothers, all my siblings have worked for Vidant at one point or another. We always joke, my dad’s a CEO of a bank and three of his, he has three sons and we are all door to door solicitors. I mean that’s, that’s literally Williams’s our sellers.
Speaker 5: (29:51)
That’s what we do. And it’s one of the things that I love it so much because as, as far as you can push it, it brings other people up and it just benefits you too. That’s why the levels of leadership, like making more leaders, that’s a real level of fulfillment. And then level five is, um, you’re just, you’re the person you are attracts other people’s. That’s something that he’s just like, how do you ever get to that? Right. But they cite in the book of John Wooden’s a guy like that. So it’s like if you look at the leaders that he’s created that are all over society, if you look at like being a man of principle and values, and so that’s just John Wooden. And then you look at the production and he’s got all these championships and you’re looking at these, the relationships and everybody loves wooden and his funeral was just standing room only and he’s just impacted a lot of people. And then you go down to level one, which was the title, which is a lot of coaches. There’s only one John Wooden, you know. That’s cool. So tell us,
Speaker 2: (30:45)
let’s kind of dive into some of the systems and the, the best practices you have developed or you know, through trial and error and through just over your time that you found, helped develop future leaders and be a leader upon leaders. Like what are some things that you do, you know, to help train your leaders or develop your leaders or I don’t know, just some best practices that you’ve found that helpful for that?
Speaker 5: (31:09)
Um, so one of the things that I believe a lot of people will say, um, maybe it takes two of us to get the lights back on. It’s the side shuffle. So I’m a big believer in hiring systems. I think systems multiply you if you’ve ever gotten to a point where you’ve got so much to do. First of all, it’s an awesome problem to have, right? It means things are working and stuff, but if you’re overwhelmed because he’s, I just can’t get it. All done. Systems multiply people, right? So when I first came to solar, um, a lot of the things that we have now, like even like scorekeeping, like we really didn’t have like a database that would like tell you what you needed to know about how your people are performing. And we didn’t have like a training that like we didn’t have a training manual.
Speaker 5: (31:57)
So like when I came in to sell, I was like, I just kind of refigure it out. Right. Um, and then we didn’t have like recognition figured out. Like what do you recognize? Do you recognize an account created? You recognize an install? Like all that stuff we had to figure out. Yeah. And so, um, had a higher systems and I, oh, this is gonna sound so cliche and the guys that I work with all the time, like are probably tired of me saying this, but the schedule makes you violent. Just if you can, if you can dial yourself in with the schedule, you can smash your industry. And I am such a product of thankfully figuring out a schedule really, really early on. So I’m not, I’m a, you know, as like a advertising and design major in school. Um, I’m not like a finance guy.
Speaker 5: (32:40)
That’s Jordan. Um, I don’t live, I don’t make decisions on a spreadsheet. I don’t like Ben Franklin, like pros and cons. I don’t do stuff like that. Like even when I’m doing like a house remodel, I don’t spreadsheet it out. Like that’s not me. But when I came to this job, I had an opportunity to really contribute. And so for some reason I knew that if I was really going to make an impact, I had to hire a schedule. So I just, I have this schedule and it’s all color coded and I had to live by a spreadsheet and it was really hard decision for me because I’m not that kind of person. But since I’ve done it, I just think if you can be incredibly organized, you can be incredibly flexible. So I get up at the same time every single day. And I have, you know, it’s a corny word, but I have a power hour that I do every single day and it was a certain time for emails and there’s just a certain time for things.
Speaker 5: (33:26)
And what I guess I’m trying to do is just brain dump, just offload all the things that are constantly going on in my head so that I can be violent when they need to be violent. Right. Like we got that phrase from you. Remember when, um, when, uh, Floyd Mayweather was fighting Manny Pacquiao a couple of years ago, I had this thought where I was like, what are all the things that Floyd Mayweather should not be thinking about right now? Right. So he should not be thinking about his flight and his schedule. He should not be thinking about what he’s eating, what workout he’s going to do today, what hotel he sleeping in. I, no, he’s got a fight. Right? So he should be thinking of fighting and that’s it. And that’s why he’s the best ever. I mean, he’s 50. Oh, right.
Speaker 5: (34:08)
You found critical that it made a huge difference in your uptick or up level over time? Yeah. Um, so I do some sort of presence, right? Like, so the first thing that I do, I’m a religious person, so I do that stuff very first, uh, wake up personal prayers, personal scripture study, and I journal every single day and that’s made such a difference. And we could talk for hours about journaling because I’ve only started doing it in a couple of years ago, but really that’s how it was on my mission. But then since then it’s been hard for me to grab again. But in the last two years I hired a system that when you say, I feel like it’s a personal assistant, like I say, because you kept saying the higher the higher system, cause I can’t do it by myself. Like if I leave everything to my own brain, I just can’t get it done.
Speaker 5: (35:00)
A system. Yeah. So we were talking before, like I wanted to learn how to surf and I wasn’t having very much success. So I hired a surf coach and now it’s much better. You know what I mean? So it’s basically me saying, dude, I, I give up. You’re the schedule. Let’s figure this out and I will follow you. That’s right. Yeah. One of the things that we say in like our who we, our statement is we’re slaves to clean habits and good systems. We understand that how we do anything is how we do everything. So it’s like I’ve just decided a couple of years ago that I will follow a schedule and I haven’t had to think about it since and I’m not perfect. Right? Like our friend did you, do you know the iron cowboy? Yeah, he’s spoken. He’s awesome. So one of the things that he talked about with his diet, again, no ideas are original.
Speaker 5: (35:40)
They’re all just pieces from everybody. But he said with his diet, the biggest mistake he sees people make is they’ll sign up for this, not like the way they look or feel. They’ll sign up for this crazy diet where they only eat fig leaves between the hours of two and four and they’re really good at it for a week. And then you miss because you have popcorn. At the movies and then your confidence goes down, you’re off the wagon. And so he says, just subscribed to a B plus average. And that’s how I feel about my schedule. So I’ve hired this schedule and I try to do a B plus. I don’t kill myself if I miss and my morning meditation did, I’m not a sit on the rocks and home guides, five minutes or less, just very, just try to center myself and then, um, about the routine.
Speaker 5: (36:22)
So then I’ll usually a review my to do us. I do my to do list at night and then I’ll review it again in the morning just to make sure I’m focusing on the right things. And then, um, I’ll do all my emails and get all that crap out of the way. And then I try to have some sort of good intake a lot of times by then I’m driving or something. So, um, podcast. I love podcasts. I get more from this than reading books lately, like just hearing what people’s stories are. Um, but that’s pretty much my morning. Um, and then, yeah, so then, you know, if I have time still left in my power hour, I’ll just start chipping away at my to do list. Um, there’s more to it than that, but that’s probably the short answer. So what else for leaders to become just like different hacks are different systems that you’ve found, like you leading others.
Speaker 5: (37:06)
Like do you do like quarterly leadership things or do you do or treats or like what do you do to help your leaders become better leaders? Yeah, so we’re tribes, so we call them powwows. So once a quarter we do a, I would just like all the leaders get in the room and we it, same thing as like a, like a team meeting. Everything is like a team meeting, right? So the first thing you do is, Hey, what? Like housekeeping things. Do we have to talk about what announcements and stuff like that. Then we’ll review numbers and just see how we’re doing. Like how are we doing on our goals? And then we’ll talk about, um, just the pressing items. What are we, what do we need to improve on? What are you guys feeling, what are we dealing with out there? And then the next thing is we do some sort of training.
Speaker 5: (37:44)
So level four and five liters, like we’re always trying to just get better. But that’s kind of the template for everything we do. If it’s you and I and we’re co managing a market, we would probably follow that. And if it’s the directors and the vps and I, we follow the same thing but we do that every month. We also do a weekly accountability call and same stuff that probably everybody does. Um, one of the things we were talking about before, I don’t know if this is what you’re getting out, but in developing leaders, um, one of the things that I believe very deeply as I think if you want to be a good leader, you have to be a student of something. In my way of doing it, it’s a little more abstract. Like probably don’t have to do it the way that I do it, but I am, well a lot of the guys have short attention spans.
Speaker 5: (38:26)
That’s who we are. High emotion always wanting. Like next thing. You know what I mean? And so I always have to have something in my life. Uh, I’m stumped about something I’m looking forward to. Right? So when I say leaders should be students of something, I take that kind of to the extreme. Like since being in solar, I’ve hired three different coaches, so, well two coaches in one like group I guess. But when I first moved to California, I, I, it was all work and family and that was all I did. But all of my defense development was professional, right? And so I wanted to be physically active. I wanted to learn a new skill because that just inspires me. And that learning as a novice helps me lead as a professional. It just helps me understand what people are going through. So I hired a fight trainer.
Speaker 5: (39:15)
I’d never fought in my life. I didn’t know like how to throw punches or anything. And so I hired a guy who’s become one of my closest friends. He’s actually, we recruited him, he’s one of our leaders up in thousand oaks now, but we worked together a couple of times a week, one on one, and just taught me how to fight. And I don’t like fighting. I mean, I like training. I like fighting, but I don’t get, I’m not a violent person. I don’t fight, you know? But through that process I felt awkward and I felt weird and I felt like, why am I doing this? Is this a waste of time? All of the things that we experienced in door to door that I hadn’t experienced for a really long time. It comes back in your head against the wall going with them. Yeah. Like that’s right.
Speaker 5: (39:53)
This is hard. Like, well, I thought I’d be better, faster. Like I thought I would. I saw this video that these guys put out and it was awesome. Like the way they were able to fight and move and stuff. I was like, I want to be able to do that. And then it’s just like this job. I started doing it and I was like, oh, this is really hard. And then I wondered if I was going to stick with it and if I wanted to. And then my confidence went down as I started to learn a thing so that it could start to come back up. And now a couple of years later, I can, I can do the drills. I can, I can, I can train and I can, yeah, I can run up walls. Yeah, I can do all that. No, I’m just kidding. Um, but then, you know, I have this group, we call ourselves the dolphin buddies.
Speaker 5: (40:30)
There’s a strong manly name for you all the dolphin buddies, there’s a text thread. The dolphin buddies threat is probably buzzing right now, but there’s like 15 of us that have never really done triathlons. I’d never, I’d never ran or swam Revit. So we started doing triathlons. We’ve done a couple of races. We do one a year now, but I’ve been the guy that’s like, man, I can’t run four miles. I can’t, I can’t. And then it’s just like selling, you know what I mean? And you learn step by step by step. And lately it’s been surfing. I hired the surf coach and I’ve been the coop. I, the first time I went surfing my wetsuit was backwards and people were taking pictures of me at the beach. I always say that now cause I can kind of do it, but I was that bad.
Speaker 5: (41:07)
And so I know what it’s like to be a wrap on dough. I feel that all over again and I don’t know, I feel a lot to do with empathy. I think it’s like you’re putting yourselves in a difficult situation because we do a difficult job. But being the experts now, we don’t know that it’s difficult. That’s right. We don’t empathize with the guy that’s getting his face kicked in and it doesn’t make money for a month and you try, but it’s just not your reality. And so hopefully what it is for me, and I hope we’re all, it was kind of a community, right? Like I hopefully what it is for all of us is I’m not better than that job. Like I’m not, I’m willing to feel that way if it helps me and it helps me. So I don’t know what the next thing will be once I get to a point where I can like continue surfing for the rest of my life or whatever, but there’ll be something else.
Speaker 5: (41:51)
And I for me, you know Tony Robbins talks about he does that cold plunge every morning, you know, have you ever heard him talk about that? So he says that he doesn’t do it to just get the physical events. He does it to tell his brain that when we decided to do something, we’re doing it. He’s like, it’s a brain training thing. And so I think maybe in some way for me it’s like I’m telling myself I’m willing to be uncomfortable. I’m, I’m, I’m fine to be the CUC on the beach. I’m fine to do that. Like I’m not, I’m gay. I did, I get heckled. Me and my friend Zach Surf every night, Saturday night after, after work and we get just ripped on by these like 10 year old kids that are like a hundred pounds lighter than us. And they like make fun of me sometimes, but it’s like I just have to stay there.
Speaker 5: (42:32)
So that I can stay grounded and keep working on it. And then you learn a new thing and then your confidence inside, but you’re stoked on it. Like when you have a big selling week, you’re stoked or we have a good quarter, you’re stoked. And I think there has to be something outside of the profession to keep you engaged. Yeah, we’re just learning new things. Or, and now my wife surfing with me and my wife uses the same surf coach and my eight year old. So it’s turned into this whole family journey. Yeah. We’re like last night me and my wife went out late and me and her surfing, it’s given us this whole extra chapter to our life because we’re both willing to be uncomfortable. And that’s just like selling man. You go out to North Carolina or wherever you went your first summer feeling weird feeling like, oh man, this is like my door to door salesman. And then you get your butt kicked and then you come over and it gives you this life that you’ve honestly like I feel this way, like I probably don’t deserve all the advantages that I’ve had. All the income that we, I probably don’t actually deserve that when I look at like good people in the world. But if you subscribe to, if you’re just willing to take the beating, the world will give you this life. It’s just incredible.
Speaker 2: (43:35)
Oh it’s, it’s so funny. Like that’s the whole reason I left lead or nor I dug deeper into doors like started this was because I felt like people didn’t, didn’t have the resources and the know the door to door was such a blessing to so many people like the world needed to see that. Like, you know what I mean? And like that’s why I was so stoked at Nike sponsored you guys cause it’s like, dude, like people are starting to recognize like this is a job that could be so fun. Like I’ve traveled to so many places in the world, like you’ve made so much money and have the lifestyle. Reagan was surfing when you want and just like the little things like that. I think a lot of people, you know, I was reading, I’m reading this book, Grit and they interviewed uh, this Olympic swimmer and they asked, they asked him, they said, so do you like going to practice? Because there like a lot of people don’t see all the hours off the, off the pedestal. Right. And so
Speaker 3: (44:32)
he’s like, no, I hated it. It was like, I thought about it, I was like, man, do I really like knocking doors? I’m like, yeah, I mean, no. Yes and no. Like in its own way. Like if you said, hey, let’s go knock right now, it’s like I’d still get, the butterflies are like, Oh really? We’re going to go like get her face kicked in. Like I enjoy it but it, but, but, but he said what I do love is the travel that I’ve been able to do, the people I’ve haven’t been able to meet, the relationships I’ve created, the income, the, you know what I mean? The lifestyle that it’s given me, so I’m willing to go practice. Did you ever see backdrop?
Speaker 4: (45:04)
Did you remember the backdrop? It’s from like the late eighties. It’s a movie about like firefighters and stuff, but um, they’re like trying to solve this mystery on who starting all these fires that’s killing all these firefighters and stuff. And so they go visit Donald Sutherland plays the guy, he’s this crazy dude and he’s in jail and they’re going through and they’re trying, he knows everything about fire. And so they’re asking him like, who starting all these fires? And there’s, this party is so corny dude. And like my guys that have worked for me for a long time, I use the same examples over and over again. But I saw this like, like on TV after I’d been selling for a while. And I was like, dude, that’s it. But he leans forward and he says, you still haven’t figured it out yet. And the guy’s like, no.
Speaker 4: (45:43)
And he goes, the only way to beat it is to love it a little. And it’s the exact same thing. Like if you’re walking around and talking about how much you hate everything about the job and you’re stuck there, it’s this game that it’s like surfing. You’ll go out to surf and you’ll just get pounded over and over again and you’ll get tired. Like you were saying, you get tired, but then you catch one wave at dark and ride it all the way in. And it’s like how a serving, oh it was fun. Just like selling you out for seven hours and you just get hammered. And then at seven 30 you get one. How was the day? It was good. It was great. But she kind of likes, figured it out. Yeah. You kind of, you kind of smile at it a little because one, it helps this community like, and props to you because you’re building a pretty cool community.
Speaker 4: (46:24)
But this is, it’s an esoteric thing. We’re the only people that really know what that’s like. If someone’s like, oh dude, it was Saturday, I didn’t have one until eight. And you’re like, respect, cause I know what that’s like. You know what I mean? And so I think the only way to beat it is to love it a little. And once you, you know, I bet the MMA fighters aren’t like, oh, I just hate when I get hit. And they’re like, like I just, it’s part of it. And I would sometimes rather not get hit. But it’s the world and we, we, we embrace it and we love it. And that’s how I feel about direct sales. Cause I see the heart of everybody and I see the development and then I see the life that has given me and all my friends. And you have to love that, you know, 100%. It’s hard to remember that you love it when it’s yelling at you, but,
Speaker 3: (47:10)
but that’s it. I mean, I love it. It’s like what? You got to love it a little kid. So I want to wrap up with actually we’re going to pick this phone up or if you’re on Facebook live. I hope this part’s interesting. Um, and the last thing I wanted to touch on was kind of this league concept of culture and how you were sitting in your, it’s opening day, basically move in day. So in boxes and chipotle everywhere. Yeah. As you say. So what I want to do is kind of, if you’re listening to this, we’re going to try to visualize it, help you visualize what we’re walking through. But if you’re watching this, this will be pretty interesting. Cause like when I walked in here, it was really cool to see how they’ve made your locker room talk or the walls talk or something like that.
Speaker 3: (47:52)
Essentially like how you’ve done your banners and how you’ve done, you know, how your decorating this. And I think from a sales office in room and stuff like that, I think it’s important because I think a lot of people out there don’t realize the importance of culture and the importance of branding and the importance of, um, kind of creating this team and make it a sport. Right. And so I want to kind of speak to how you’ve made the walls talk and some of the systems that you’ve had for a second and we’ll make it quick. But before we do that, I just want to thank you for your time. This has been, I love you. Like I just love jamming and you know, it’s funny, like I hadn’t really ever been on that side of the mic too. So we’ve done a great job and everyone that’s listening is appreciated what you’ve shared so far. So let’s do that. Let’s see. We’ve kind of got to stay together. Yeah, we’re like Siamese twins, right?
Speaker 4: (48:41)
Well on this and watching this, which we have quite a few people actually. Okay. So we’re going to walk around. So anything significant about this bet. Tell me about this bat bats. So first of all, I can’t really take any credit for the League on, I’m just in it. I think it’s really cool. So this is from the big, so the biggest is our sales contest. We run it every year, so every quarter we have a big contest, a big corporate wide contest. And so, um, these guys were the champions. This is an orange county bat. These guys are the champions of their division. And so we’re creating like a bat wall where these all hang and they all mean something different. But it’ll have different colored bats with different engravings and yeah, but they’re well done. They haven’t really, I mean look at like the leather and stuff.
Speaker 4: (49:22)
Like they haven’t spirit any expense on making this like a good experience for the guys. Did they actually get to take one home or just, yeah, so you get these for different league levels. So like if you hit a certain level, you get one personally and then the office, there’s just bats everywhere and they all mean something to us, you know? Uh, I dunno. We, so this is the guy that does this x if anybody needs to hire him show cause he’s awesome. He’s a, he’s this engraver, he has his big laser engraver and he lives in Utah, but he does all our stuff now. So I can give you the contact information, but the bats and then just a little trophy there. There’s all sorts of different things. And then you’ll see these flags that are hanging. So these are just all, these are the different things that we’re all apart.
Speaker 4: (50:04)
Yeah. So everybody has their own little leadership group that they own and you know, have their own little piece of, um, and then as you come around here again, you’ll see stuff just like the way we think. So these are the different levels. So the League is basically a sales platform and you progress through these different levels. And so it’s almost like, you know, in high school if you’re an American athlete, you know what that’s like. We’re here, we have all Americans, we have started over, so we have letter and whatever. So this is, this is my thing, like when I come to vivid solar, this is like, I just love it. This is like, this is cool. Like I think this is really cool. Yeah. So tell us, so obviously it sounds like you start right here, the combine. Yeah. Combine is the first 60 days.
Speaker 4: (50:45)
So first 60 days, what do you have to do to just like, it’s just like the combining in, in football. Okay. So you basically have to breathe and pass a background check and then you’re in the combine and they track your results for the first 60 days. Okay. So we have player cards. Like if you were to come in, like you would say, okay, if, if like you recruited me and you’ve been here for a year, I would say, okay, well how did Sam do in the combine? And I’d be able to see your score and try to pay it. That’s cool. And it’s just fun. Be Your recruiter. It’s just, you know, as you can say, okay, what’s your goal for the combine? There’s extra training, there’s extra mentorship and stuff like that. Okay. Um, and then club is basically, you haven’t hit another level yet, but you’re, so you finished your Columbine Columbine progressed Gip club and just, yeah, I mean this is quarterly thing.
Speaker 4: (51:28)
So this is if you get a certain amount of seven permits in the first quarter, which is so first like first quarter of your job or January quarter that you do seven year Letterman, you’re a Letterman. Okay. And then what it does is it allows people to compete like in their veins. So starters, 14 all stars, 21 all Americans 28 and then our franchise, those are guys that they do 38 two quarters in a row and there’s four 40 what’s the 40 oh, that’s all. That’s 38 two quarters in a row you become a franchise. And then how do you get out of franchise if you can get out of it? How do you fail to maintain franchise? It’s not hitting the level. So on any of these, if you miss the law, it’s just like being a starter. Like don’t, yeah, you don’t maintain a certain level because it’s not a 10 year thing.
Speaker 4: (52:11)
It’s a performance thing. Okay. So every quarter, once you hit this, you become a lot of men. Why don’t you hit this? You become a starter kit. This become this. It’s their journey. Right? So everybody wants to get Nike sponsors the league. Right. So it’s franchise players, like they make a hall, those guys get, their pay is different at every level. They get like a personal assistant forum, a concierge agent. They get a um, a trip for their family every year. Yeah, there’s a couple of trips that they go on, but the, they just get like buckets of Nike stuff. Every, they’re free. They’re the best. Like they should, they’re the fruit there, the little brown. And then you see here the league isn’t a game. It’s an opportunity that’s, it’s just, it’s mostly you spoke earlier, most of us don’t have the chance. Like I’m 36.
Speaker 4: (52:53)
So like I don’t have the chance to put my heart into a competitive arena very often. I’m not, I’m not going to be a professional fighter. I’m not going to be a professional athlete, but I am a professional solicitor and I can compete here and a lot of my friends, it’s the same way. So we come here because this is man, I could go all in on it and I can hit these goals and I can like I can compete and I can strive to get the Fiji trip and that kind of stuff. But at the reward system is the same. I mean there’s a sponsorship and there’s money and there’s, there’s uh, you know, recognition and stuff. So it’s, it’s been really fun play here. No, I think that’s so cool cause I think a lot of people are always trying to create different ways of tracking and recognition and things like this.
Speaker 4: (53:34)
And especially in solar it’s tough cause it’s like what do you recognize and how do you take a while to figure out a while to figure out who’s selling and you know, it’s like some guy might Bagel from two months but then become all star. But it took him a second. He goes pipeline rolling because I think this is, this is really cool. Anything else you guys do? Do you just see pieces of who we are like all around here? So again, I, you guys should come back when this is all built. This is the last statement of our who we are statement and says we’re grateful and engaged and he really unsatisfied. That’s the name of my podcast is eagerly unsatisfied. It’s our leadership podcasts. Yeah. But that’s, I think that’s kind of how we wrap it up is at the end of the day, like gratitude in this job, I realized that I’m just someone that gets to play here.
Speaker 4: (54:15)
Like I didn’t, I didn’t create this, I didn’t create the business model. I didn’t raise the money. I didn’t, I even, I didn’t have to take a mortgage out on my house too. I didn’t pay into the opportunity. I’m just lucky to be here. Like honestly like I knew a guy, Eric who I snowboarded with who was a really good friend of mine and he introduced me to this world come December sales. Yeah. So it’s like a lot of guys get to the point where they’re like, oh, I’ve sold, I’m the man, but somebody, we are where we are because of timing. Other people’s work and like I owe a lots of Todd, Todd created this opportunity for me. Right? And then somewhere in there is your own seasoning of the opportunity and hustling, but every, you know what I mean? Like I, I don’t know, I feel like all of us are benefiting from all of this.
Speaker 4: (54:57)
I’m not gonna pretend that I created any of it, but then the engaged part is, this is, this is where the heart is, right? Like this is what we do. I mean, outside of our family is like, this is, it’s so interesting. Like people, they think that they can like separate life and job and family. It’s like, it’s just, it all his like, it’s just life. It’s just should be part of life. So is everything else and then eagerly unsatisfied. It’s just like, we know we’re not there yet. Like there’s just, there’s always something, there’s always another level, right? There’s always somebody that’s at another level that you can aspire to. And so that’s Kinda how we, that’s how our statement ends. I love it. Well, if you’re watching this and you’ve got some new nuggets, feel free to share this and you know, go add ty. He’s the man and we love you and thank you so much for being here. This has been awesome. Thank you.