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: (00:48)
Hey Everybody. This is Sam Taggart, your host with the D2D podcast. And I have a very special guest today. Sherman Dangerfield, with a cool last name. Thanks man. And we’re out here and I’m like, we’re out in. Yeah, kids will go. We didn’t do it. Yeah. Sorry. Start over, Christian.
Speaker 1: (01:23)
Okay. That’ll be fun. Blooper. We’re out.
We’re out here. We’re out here. We’re out here.
Okay. All right everybody. My name is Sam Taggart and this has been door to door podcast and I’ve got an awesome guest today, a Sherman Dangerfield and really cool name by the way. Thanks. And uh, we are actually going to deep dive into the journey of 11 years in door to door and how you became, he’s a regional manager at Fluent Home security and home automation. Yep. And has multiple years of experience, and the uniqueness of his story is he’s not the guy that just came out the gate swinging.
He actually got sent home in his first year. So we’re going to kind of talk on this journey of how you became an amazing leader over, you know, several, you know, salespeople, teams you’re going to do, he’s on track to do about 7,000 accounts this year, which is a lot of accounts in the alarm space and that’s what merits him is an amazing leader and worthy of door podcasts. So, uh, welcome. Welcome out to the show. I’m excited to, uh, start jamming. Sweet. Yeah. So a little bit about you in a nutshell, like what makes you different? Like why Sherman, why are you, why am I different? Why are you different? I feel like it, you’re going to get here has been pretty unique as far as swore I started from, I was probably the last thing I would ever, never considered myself anything close to a salesperson. And growing up super shy, super introverted, uh,
Speaker 4: (03:00)
worked at like a door factory at a, after my LDS mission, um, to 21 years old. My Buddy, he starts texting me, hey man, I’m out in California. He was selling pest control. You got to come out here and try it. I’m making, you know, I made $1,000 last two weeks or something like that. This is back in like oh seven. And I’m like, wow, that’s, that’s like double what I’m making. Like um, yeah, they keep me posted man. So a couple of weeks later he sent me up again. Yeah man, this, this, this time I made $1,500 every two weeks getting better at this. Anyways, I ended up just lily quitting my job. Right. Then the next day I packed my stuff, drove to California, um, or can pass control. I wasn’t good. I was really bad. My manager’s training was literally like, Hey, here’s a contract. Why don’t you go out and get a couple of pest control deals we’re spraying for the bugs.
Speaker 4: (03:49)
That’s basically your pitch. I’m like, okay. Um, I was not very good at all. Um, I sold in two months when I was out there probably 75 accounts, which is not very good at pest control. Not good at all. That’s pretty bad. And uh, so basically I ended up coming home early that summer. Um, and yeah, not, not a great start to my door to door career. So, and then you worked for him. So then I came home to Utah. I ended up getting an hourly plus commission job knocking doors cause I was, you know, familiar with it. Got a job as a manager, which I had an definitely no management skills. Um, kind of got thrown into it doing winter dairy, which is basically like grocery delivery in Utah. We need to get them to door to door con. Do they still exist? They still exist.
Speaker 4: (04:36)
Yeah. Dairy like guru door to door master. Yeah. Like the commission was pretty bad. You made like 50 bucks a deal. So, but did that for like two months and I ended up knocking on this guy’s door selling him, you know, a grocery delivery service guy named Ryan Alspac. Um, is the first line guy at that time he was with Northstar, sold him and uh, he ended up kind of selling me on the fact that alarms was kind of the way to go. He had been with past, he had done other satellite stuff and I said, hey, I have nothing else to do. I might as well try it. And um, so question, did you fear get to your head? I sucked it. Pest alarms is harder, therefore I will suck even more. Like did that not go through your head? I don’t know if I was like thinking that way.
Speaker 4: (05:25)
Equation in my head doesn’t add up. It’s like, yeah, past is easier than alarms. You can sell three times as many. So this guy was a really good recruiter, I’m going to go fail. He made it so that like it sounded the way just so easy. Oh yeah. Yep. That’s exactly how it was sold on it and obviously you know, did some training with that and I was not good at that either and I took me a long time to get my first couple of deals and so I was doing it throughout the preseason so I mean it wasn’t consistent or anything like that, but it probably took me a good, I would say two weeks of like pretty absurd knocking to get my first deal solo and the deal ended up canceling because it’s to go on your first deal, they try still canceled normal, pretty normal regional over 7,000 accounts one day.
Speaker 4: (06:16)
Okay. The world guys hope to the world. So yeah, I ended up canceling because I had mistakenly told this lady that she was going to save like 30 out of the $40 a month on preferred insurance and an insurance pays for it. She saved like, you know, two or $3 a year or something stupid and canceled on me and got discouraged. But, um, anyways, that first year I end up going out to Texas with Northstar and I did a 108 accounts my first year. That’s what he did after having a really slow start. Honestly, the only thing that I would attribute any of that too is just I worked harder than any of the other people in the office. Like that’s just one thing I’ve always not had a problem with is just working extremely long hours if I needed to. I mean it’s midnight and we’re still cranking.
Speaker 4: (07:02)
Yeah, still cranking man. Um, so I had a, I had a week. I always tell my reps this, I had a week, my first summer, that was probably my make or break week, honestly, probably in June. And I had a week where I sold six accounts, one a day and every single one of those accounts came after 8:30 PM. And like I was telling her upset like you guys that quit like eight eight 30 like you’re just not getting everything you can out of the day. And Dude, I just got of text. It’s so funny. So an old rep of mine, he quit, left the industry, went back just barely this year and he texts me cause he called me discouraged. He’s like, dude, I’m in a slump. I don’t want to repeat sucking on a fix it. He’s like, you inspired me with that phone call. I closed the deal at nine 30 still I would have never knocked at nine 30 yeah.
Speaker 4: (07:46)
Okay. You know what I mean? Like I think the fact that you kind of broke through your own mental barrier saying I got a deal every day after six 38 30 that’s yeah. And it helps me now. I mean now if I’m knocking lay and I don’t have one, I don’t feel any fear at all. Cause I know that even if I don’t get one, it’s not a big deal in the, in the grand scheme of things. But I know that I’m probably going to get one, but I’m not going late. And so I know tonight you’re like, I’m in a deal and it was 10 o’clock. I mean, yeah, you’re like, I’m still in one, you know, but I gotta finish this up. I’m like, yeah, big deal. Yeah, I’ve been doing this 11 years and I still, my wife probably hates it, but I get home at, you know, 10 30, 11 o’clock every single night in the summertime cause I’m out usually working pretty late.
Speaker 4: (08:25)
So tell me, first year did 108 and then it kind of the quick version of the journey. Yeah, ended up next, next year. Came back, brought some my buddies over, ended up having um, an interesting experience where we kind of learned some stuff. We’re in Dallas where actually there’s a, just a ton of alarms in Dallas in general. We ended up learning that you basically, a lot of people didn’t necessarily switch because of any new equipment or anything like that. I mean, back then were selling the Honeywell links. We were literally swapping out, you know, Honeywell links is for a Honeywell links keypad. I’d be like, yeah, let’s upgrade here, your old pinnacle and we’ll give you the same panel. You know, we ended up learning like, hey, people don’t necessarily just switch for that people switch just because of you being there. So as long as a deal makes sense then they’re going to switch.
Speaker 4: (09:16)
So we ended up learning like, hey, people don’t even necessarily, you’d even need like a new panel, the switch, like if they’re happy with what you’re doing, maybe getting him a little bit better rate or something like that. So we kind of branched out on, on that. We ended up doing our own company on the side, a couple buddies and I, and um, anyways, it wasn’t a real thing. It was kind of a hobby just doing like in house accounts here and there. Like at first we would just give out like, Oh yeah, $20 a month, we’ll reprogram you and we’ll do month to month, all this stuff. And we thought that was what you had to do to get deals. And it was actually like pretty hard. Giving you other way was like super hard. So anyways, we ended up doing apex for a couple of years and went to Alaska. Awesome experience. Um, it turns out they don’t like you when you’re selling your company to come to the same time. So yeah. So eventually got asked to leave. Um, and it was actually really good. It was one of the best things that’s ever happened to me in 2011. Uh, I got asked to leave the office because I was doing both companies and uh, ended up moving to Denver. I’m by myself and extended stay and the rest of the summer, July and August I sold and installed my own deals for parks hashtag. Yeah.
Speaker 4: (10:33)
Um, but yeah, honestly, my, one of the biggest accomplishments I’ve had even today till the two to this day is a, on a Saturday I’d still sold and installed six of my own deals, um, on a Saturday, let alone a nice installed them. Yeah. So I wouldn’t really a 12 day. Okay. I’ll, I’ll take it as a 12 day. It was a long day. I think I finished up at like 10 30 or something like that, but it was a, it was a really good, it was like a really like interesting experience because I was by myself, didn’t have any mail. My buddies were all still, you know, selling with apex or have been, and I guess it wasn’t. Then anyways, the next year we ended up obviously doing our business. Um, that year we did a thousand accounts. The next year we ended up being the third largest ski nervous dealer in 2013.
Speaker 4: (11:17)
That’s big. Yeah, it was security network. Oh yeah. So it was, it went vision, um, elite and then us, we’re the third top three at that. At that year we did, you know, quite a few accounts. Looking back at it, it wasn’t even that many accounts. But you know, for owning your own business at like 25 or 26 years old, it was a lot of, a lot of accounts, a lot of revenue we were making, you know, it was, it was a really awesome learning. Just having no business experience. Just all of a sudden we’re flowing, you know, three and a half a million bucks through our business. We’re just like, wow, this is insane. And uh, anyways, we got overconfident, definitely made some pretty bad mistakes on guys that we brought on the next year just because we thought, oh man, we can’t be touched, made some bad mistakes. Um, ended up actually like losing a lot of dudes. Like, like probably half the reps we had, we let it up losing and uh, anyways, basically.
Speaker 1: (12:09)
Can I dive into that? Yeah. What is the bad mistakes to not make
Speaker 4: (12:13)
guys that basically get guys that were just unproven, that wanted kind of the world given to them, you know, over over quality guys. We just were looking for like quantity of guys and ended up being a lot of them just cancers that ended up ruining the good guys that we did already have, if that makes sense. Yeah.
Speaker 1: (12:32)
No, and I think that that’s something to speak to. I think there’s like a lot of people that just, Oh, you have impulse. Like it’s so fun. Am I going to say any names? But I’m not the guy today who worked for, not in saying any names, but anyway, so company I’m consulting comes out and we were chatting about a guy that got fired from his company because he stole literally TVs pawned off this stuff to a pawn shop. The pawn shop, press charges this, the sales company didn’t press charges. Come to find out a few months later he owes them thousands of dollars and sign on money that he took. Oh No, never fulfilled. Yeah, come to find out he’s now they’re working there and totally just chill and it’s like, how do you like Rehire this dude that stole from you as your tongue? You know? Maybe their only hope is like maybe it’ll sales some deals for us and pay us back. But I just think it’s like crazy. Like some of the stuff. So I mean from your experience, I guess the principal would be, if you had to sum that principle up, what would you call that? Like,
Speaker 4: (13:32)
like don’t just go off of what guys are telling you that they’re, that they can do. We definitely learned that in the industry. You definitely have to verify information even if it means Dotcom Hashtag no, even if it means tipping off their old company that they’re there, they’re getting recruited, it’s definitely worth it because we’ve avoided a lot of mistakes since then because of the, because of that learning experience. How many times do people come to you and say, Oh yeah, I did like 150 I need x, Y, Z, I should be getting paid. It happens probably every two weeks. We get hit up by a, by a guy. And the way I look at it on, on like online recruiting unfortunately is what I’d tell guys. This is there. They’re guilty until proven innocent as far as what they’re capable of doing. The door to door space just because there’s some bad apples out there.
Speaker 4: (14:15)
So unfortunately that’s kind of what it’s become with online guys that are just reaching out to us. But uh, I think it was, you’re desperate for money. One, I need this money now. Pay me by Friday. You obviously are broke, therefore you obviously there’s suck did something to not make money. Yeah. I just sold 250 counts shirt, but I didn’t get the backend. I got kind of screwed. So I do need the money like right now. Do you obviously didn’t. So yeah. So that’s unfortunate. Like the darks of the bad side of the industry. Right.
Speaker 1: (14:48)
That’s why I created sales blacklist people. I an email probably every other day, new person’s added to the black list. He could come and go check it out, dude. It’s fun and it’s only worth like what the community makes of it. Right. The more people that people actually say, this dude owes me money. This dude sucks. Like please don’t like, it’s not the, you’re saying don’t hire him. It’s just simply this guy screwed me by contractually owing me money and left. Yup. We need to know about it. I think it should be something that people are aware of. That was what compelled me to create cells, blacklists.com it’s just, cause I was so sick of what you just said. I have reps that owe me thirty thousand twenty thousand dollars and just like it’s a lot of freaking money that’s managed for a significant amount of time. Has a couple of guys like that.
Speaker 1: (15:37)
Yeah. Put them on the blacklist. If you’re listening to this, please go to this sales block lists.com we like those people need to be aware that they stole money. It’s theft. Yeah, and it’s always justified, right? Yeah. Oh, but he didn’t train me and a guy. Oh, but you didn’t give me the sets that you said maybe you’d give me. So therefore I contractual. No, I’m sorry. You could justify that all you want. You didn’t perform what you said you were going to do, therefore you quit. Therefore you owe money back. Pretty simple. So it’s listening to this. I’m going to invite you to one, go clear up your freaking death. Can I just say on a live fricking podcasts like, hey, that’s awesome. Make a phone call right now. Like I just feel compelled to say this. Make a phone call to your previous manager that you have to over and maybe clear up some. Just even like baggage or bridges that you burnt or they might even not be money. It might just be like you were out of integrity please. And we’re inviting you to people that have led a lot of salespeople over their time. We’ve got to do it now. Sorry, I didn’t mean to take you. That’s a good tangent. That’s a good tangent. Yeah, it hasn’t been said much on these podcasts and I’m like it. So
Speaker 4: (16:55)
yeah, so that, that kind of taught us like, I mean back then that was obviously when we were obviously getting multiples to sell accounts. And so for us it was just like, oh, we can pay you as this because we’re getting paid this, so let’s just pay him as much as we possibly can and compete for these top guys, top guys. And honestly we learned that that’s really not what builds a really good team. And ultimately the guys that are really our best reps have been with us forever. I’ve never been that kind of Rep. And like that’s kind of been our biggest learning experiences, culture, building a winning culture. And like more than anything, a competitive culture that’s going to drive guys to make the most money. More than like, oh I get paid this much at this company.
Speaker 1: (17:37)
What’s your multiple, what’s your, yeah, it’s so funny. So whoops, what’s interesting and if you’re listening to this, this is our jam. We’re going to, this is our thread. Yeah. I want to, let’s just go to it. Okay.
Speaker 4: (17:50)
You were getting paid a multiple, the owner or CEO of a company, what pill did you have to swallow to go back to a fluent? It was a, I mean we, we ended up meeting with, uh, you know, we ended up just joining us, Kinda like consultants at first cause we had some contractual stuff to deal with, um, that we couldn’t do anything right away. Eventually we ended up joining an honest, full, full time guys. But our guys over and uh, you know, have a bunch of teams and honestly it was a little difficult at first to understand that hey, we’re going to be making like hundreds of dollars less than we were before on a per deal basis. And like, but that’s stupid. It’s very stupid. No, don’t ever do that in the law. Like and that’s what I, so this is the debate that everybody has.
Speaker 4: (18:35)
Right. And this is what we’re jamming on people. What’s more important? Pay scale or a culture. Yeah. And we’re going to kind of play this argument right now cause it’s going to be, some of you guys that are listening might comment on here and common on here. I want to hear it and think it’s fun but it’s what’s more important and I think, and I’m going to side on your side. Yeah. So we’re both on the same side of this argument. So if you’re against it, comment, I’d love to hear your side. Yeah. I mean there’s definitely, there’s definitely pros and cons to both. Yeah. I guy is that as super self discipline and super self motivated. That’s got to be a pile on the other side of it a little bit more. And we’re already the one percenters of the world. They’re the one percenters of the one percenters for sure.
Speaker 4: (19:17)
Yeah. The guys that just go out and get in court can just throw in deals no matter what’s going on around them and everything like that. Yeah, all the power to him. Uh, but most of our guys, honestly I’ve noticed and we’ve locked, we had a lot of guys that have come from multiple programs and they, if they meet with me, the first thing I’m going to tell him about the bad is like, hey man, we’re not going to beat your, your deal on a per deal basis. That’s just the way it is. But I guarantee you that we’re going to make you more overall this year than you made last year. And what’s more important? What’s your pay scale says or what your 10 99 exactly. That’s what, that’s, that’s what I preach every single day. And honestly, I’m not going to let it say his name, but one of our top top guys, 300 plus accounts a year.
Speaker 4: (19:54)
He was with the multiple program for 10 years with different dealers. Um, obviously everybody knows how much those, how much that stuff works. He joined us two, two and a half years ago. Um, and you know, it was a big pill for him to swallow like big time, like well on paper I’m taking this huge pay cut to work with you guys. I need to get paid the same or you know, and we all, we said, look man, put your face on us. I promise you that you’re going to make more money. And sure enough, his uh, last year was his first, first full year with us and he made $75,000 more than he had ever made before at any other dealer program despite making less money per sale. And he had, he sold obviously way more than he ever sold before. He didn’t have to worry about all the headaches that come, they come with all that, you know, just sub dealer, dealer culture. And he was actually competing with top, top guys, head to head all year long and pushed him to sell just a ton more business that way, honestly. And that was, that’s a huge thing that we use all in recruiting all the time is our culture will make you make more money. And that’s why the ambivalence of the world exists. They’re killers, right?
Speaker 1: (21:10)
Your name on a shirt. Yeah. Or how many deals are getting thrown in. You know what I mean? It’s kind of this, Yup. Jim Rohn said the fortune is in the followup.
Speaker 5: (21:20)
This is the master of gifting and referrals. My name’s Eric Chandler and a cutting edge gifting. We want to work with you to implement a gifting and followup strategy does you and your clients into raving fans so that your clients are your advocates in the community. We not around. So you can generate more leads, close more business and have more repeat clients
Speaker 1: (21:38)
like. So let’s dive into the psychology of this real quick. Okay. If you’re listening, we’re going to kind of touch on this and then we’re going to touch on actual sales psychology. So we’re kind of two, two different topics, this podcast, but for now we’re going to kind of stick on this thread, but like what, why is that? Like, why does being part of a culture and being part of a winning team and competitiveness equate to more dollars
Speaker 4: (22:04)
because, and the process of working with a team, you ended up kind of being less selfish I think. And you’re working for kind of a bigger cause and because of that you kind of forget about your lear laziness as much or you’re, you know, stuff like that. And I think you just ended up just, I mean competitiveness. I mean if your plan, if you’re just going out in the basketball court and just you’re just shooting hoops by yourself, are you going to be like super like hardcore and you’re just like, no. But if you’re going out even with one other dude and you’re playing one on one, all of a sudden the atmosphere, it gets more intense. You did three on three, four and four or five on five. All of a sudden it’s church ball. No fights are breaking out.
Speaker 1: (22:44)
The difference of me going and doing beach body in the basement by myself, hundred percent wife actually there with me and I’m like, oh fuck. Like she’s kicking
Speaker 4: (22:51)
or go into like a, you go into an actual gym and actually joining and like, uh, in like a classroom. It’s a ton. You’re getting get a ton more out of it. Did
Speaker 1: (22:59)
you go to a yoga thing and these chicks are just like throwing down on you and you’re like suck. Yup, absolutely. Whatever it is. I think it’s this, there’s this, there’s a simple principle. Yup. They don’t care what it is, whether it’s a sport, like it’s funny, like I was playing the piano yesterday and my parents and my sister jumps on the piano. Then I started jumping on the piano and I’m upset as competitive. Like, like why can’t I play those from cheaters, do it and I’m better than her. And that it was the same thing. And it’s like there’s a simple breakthrough that happens with the natural competitiveness that comes in or us a hundred percent and so what advice, cause it’s funny, I interview lots of Ceos and I interview a lot of entrepreneurs and I have a lot people hit me up,
Speaker 4: (23:46)
hey man, I’m going to break off and do a dealer. I’m going to break off and do my thing like f these guys or should be getting paid more like I get a lot of that. What would you tell that guy? Well, I don’t know. I’ve done it. Literally every job I’ve done, every job there is to do and alarms. I’ve installed my jobs, I’ve published them, I’ve checked the signals, I’ve done the data entry, done the credit checks, I’ve sold off accounts, bulk buys, I’ve sold deals and manifest purchases. I’ve done it all. And honestly, there’s a lot of headache that you don’t think about that actually costs you deals because of all that extra work that you have to do and if you can focus on what you do best, so if you would, what you do best is recruiting. If you’re in an atmosphere where you can just recruit, do that and there’s a culture to recruit to absolutely culture.
Speaker 4: (24:35)
Me, I’m like my one main base, Sam, start Sam alarm. You have a culture of winning team doing 7,000 accounts. You’re cranking. I’m over here like, Hey, come work for my thing or pity you Xyz and you’re like, I’m going to pay you less, but show me guys at Sam’s company that are actually cranking. Yup. I’m going to sit there and go, oh yeah, yeah. I mean it’s like, I’m like, but you get paid more. It’s up. But show me guys at Sam’s company that’s cranking like that’s the like I think there’s a recruiting competitive edge that comes through that as well. Yup. Sorry I didn’t mean to throw you off. No culture and you ended up realizing you end up realizing things that are not possible as unlike these, a lot of these companies that are just like very pay based, there’s not guys that are just throwing down accounts very rarely.
Speaker 4: (25:20)
Like and when you’re in a, in a very team atmosphere, guys are putting in 18 2025 deal. We had a guy last or yeah, two weeks ago do 31 in a week. Like it’s unbelievable. Like you just don’t see that very often. And like that sort of, and the team atmosphere, you definitely see it all the time. So that’s, that’s, that’s kind of our main thing that we, that we recruit on basically as, hey, our culture is going to make you more money overall. And that’s honestly what matters. Yeah, it’s huge. So let’s kind of, I’m going to ask that question of like, okay, so you swallow the pill, you went to the culture, you left the multiple, you said, okay, I’m going to trust this process as it paid off and we made more money. Um, while our deal is a lot different, it’s, it’s a lot more kind of backend base and we’re, um, we’re all in and with was fluent, so we are literally and until, until it sells.
Speaker 4: (26:15)
And so at that point, absolutely, there’s no question. So it’s kind of like it’s took my wagon and play the long game. Yep. So that’s a lot of our guys, man, they’ve been with us for like almost eight, eight years at this point. And, uh, that’s what I, as far as like building a team, the main, the main thing that we, I think is super important is just staying as loyal as you possibly can to your best guys. And they will be loyal to you. That’s, yeah. Let’s speak on that. I’m working for Joe Schmoe right now
Speaker 1: (26:44)
and I want to create this winning team culture. I don’t have the guys that are throwing down 300 400 whatever. How do I start that? Because I’m assuming that wasn’t always your culture within your own organization and we’ll call it. So how do you kind of develop and nurture and cultivate that culture? What are some good key points as a leader?
Speaker 4: (27:05)
When I would say on recruiting guys as a manager, don’t recruit them for, hey, come out this summer with us. Hey, we want to build something with you for the next three or four years that, that makes sense for you. Let’s do that. Because then the long play is like what their mind is at. So like every little setbacks not going to affect them too much. They’re going to be in it kind of geared in for the long haul. And so a lot of our guys had been with us for that long kind of for that reason I think, you know, because they just feel like, hey, we’re, we’re loyal to them and it starts from the top. Like none of us, they all know that literally none of us are going anywhere. That’s, and I think that’s, that’s one thing that a lot of guys don’t have with their managers may be, it might be a one company one year and the next company then another year they’re lying because they’re, that’s what their traits have been, you know, and our traits is, you know, besides, you know, basically kind of merging our group with those other other group.
Speaker 4: (27:57)
We’ve been on the same program essentially for the last seven or eight years. Guys don’t have that fear with us. They know that we’re going to be here and we’ve had a lot of guys that end up leaving, going to do something else. And most of them, one, I’m coming right back because they realize, oh man, I was making way more money with you guys. Yeah,
Speaker 1: (28:13)
it’s huge. And I think in a lot of people might fight us on this conversation. I’m sure it’s something to be said because I preached that and I see a lot of guys leave a great thing. Like I had a guy today text me, I always get hit anyway. He’s like, hey man, I just got called to go do something in Florida. You know, should I take it all blah. And I’m like, you are part of a great team right now. Stay loyal. It’s, you’ve been in sales for a month and a half, dude, it’s your first year, maybe after three years of like proving yourself and you’re like, you’ve then come to the conclusion that you’re at a dead end. Maybe at that point you entertain that. But I don’t, I wouldn’t even like I’d put the freaking blinders on, stop taking the baits and just go work like
Speaker 4: (28:58)
the guys that had loved the most successful, the guys that are burned, the ships that it
Speaker 1: (29:01)
burned the ships and just put the blinders on and said, I’m sticking with this. And if, whether this stinking recruiting temptation, all storms, the DMS that keep getting sent to them on Facebook, that, you know, whatever, hey guys, come over that. Have you seen our pay? It’s like, just put the like, it’s so funny. So I did a Vlog. Nobody to go see this. I don’t know which one will come out first vlog. Okay. It’s, I’ve started this blog and it was how has Disney land, this thing is door to door. Oh Gosh. I saw a couple of days. Did you say mine was Indiana Jones? He’s always chasing the golden shiny objects. Just like payscale. Oh my gosh. He’s the pay scale chaser. You just won’t trigger family. Love this.
Speaker 4: (29:42)
So funny. Tarzan. He’s that. He’s that smelly rep you never want to bunk with on a preseason trip. The awkward, all these different comparison. It funny. Sorry. No, that’s a good tangent. Anyway, but so I just think I want to s I w I’m glad you spoke to that because I think it’s something that’s, I just think it’s an important topic and we’ve permanent like over and over again with guys that are with us that came from that program that are on our program that make a whole lot heck of a lot more money than they did before, despite on paper taking a pay cut spreadsheet tells them spreadsheet tells him otherwise. But in real life, that’s just not how it is. Yeah, no, it’s so true. Like, I mean, people bashed on me all the time. It’s like how much do you make of him?
Speaker 4: (30:28)
And I’m like, I mean a hell of a lot more than, than the guys aren’t multiples. Yeah, exactly. Awesome teams. Awesome production name. You know, it’s, it’s like a good second. The, and like sports. Can you want to be a good team, a good or a good player, bad team stats guy? Or do you want, it can be a good player and a good team because that’s ultimately where you’re going to make the most money. You know, you’re gonna have the best experience. It’s a lot that’s a lot more fun and more fulfilling. Yeah. Okay. So let’s shift gears a little bit. Okay. Let’s move on to more of the sales side. So selling, you had to kind of master that. You had to play the whole like, ow do I consciously become a good sales guy? And where we were joking, it’s like, hey, did you sell it?
Speaker 4: (31:08)
Or you’re like, of course. I mean big old this whole year. You know what I mean? Yeah. You get to that point where when you’re a top performer, I think a lot of people don’t realize like it just kind of like, of course it’s not even in the back of your mind that you’re potentially not sell that day. Yeah. It’s like, it’s a guarantee. I put my shoes like it was funny, Josh Sutherland Spawn, Kelsey talked, he’s like, I put my shoes on, question my taste, I’m going to sell some alarms. So all deals today. Um, so how do you, how do you get to that point? I guess it took me a lot of work on us. I was not a natural salesperson at all and I feel like I’m 100% self taught because, um, so I was big zig Ziglar, all the cds, every if my first chair, every day I would listen to us Ziglar, this is back when cds were saying that’s how, that’s how long I’ve been doing this for.
Speaker 4: (31:52)
So I had all the zig Ziglar to cds. I had all the Brian Tracy cds and I would listen to them all every single day. Literally DVD, Econ, virtual, Brian Tracy. It’s pretty awesome for like 30 minutes. That’s pretty awesome. He’s like the ogs getting old dude. He’s getting older. But yeah, him and zig where my, my main guys that I learned everything from. Honestly, I’m just the way I talk to people, the way question based selling, um, just skills that back then the company that I worked for, I didn’t have great training so it was 100% on me to learn it all. Nowadays guys have unbelievable training. So like those guys should be way better than any of us were because they just have access to all these videos, all these recordings that just didn’t exist back then. Yeah. So, but as far as being self taught, I mean I think that that’s the best way to go.
Speaker 4: (32:37)
A lot of guys want to be, oh I want to be knocked with on a knock with you for like a week or two straight. I want to learn everything there is to learn. Talk with you. Yeah. And honestly the way I learned, the way that all the best guys learned is they got thrown out at us and they learn themselves book called Grit Right now. Yup. And they talked about that you, that study that said it’s just spilling be challenge. Okay. Have you read the book? I mean I’ve, I’ve I know about, I haven’t read the book though. So she talks about that. She goes, we want to just study the champions of the spelling bee tournaments. And they studied three different ways. They had their, you know, they did like crossword puzzles and challenges that way. They did like, Hey, do quiz like flashcard me.
Speaker 4: (33:20)
And then the third one is you’re sitting in a room in solitary reading a dictionary and like writing things out and like more just like you diving and she’s like the people that spent more time studying by themselves in solitary and actually having to spend focused time mastering that spelling bee, that champ. Like those are the people. That one really interesting because I was like, wow. Cause I think a lot of people want to rely on the crossword puzzle will teach me the guy that’s quizzing me. I’ll naturally just learn. Yeah, no, I had to take my own personal solitary time and they quoted Kevin Durant. They said Kevin Durant’s been 70% by himself. 70% of his practice is by himself in the gym. Yeah. That’s cool. That’s pretty interesting. Sorry. No, that’s awesome. So I feel like I definitely was that type of learner. Um, um, I’m pretty like introverted by nature.
Speaker 4: (34:12)
I would say. I’m not a, not a social person. I’m not like out there on, on like a social media, like sh like flaunting art, my stuff with recruiting. And stuff like that. I’m pretty reserved, but the way I, the way I learned was just crank out these cds, cranking all the books, you know, those are all, I read all the books and the and the cds and then every single day that I would Bagel, I would have to write my pitch down word for word with a pen on a piece of paper the entire Pitch Day, first or the beginning of the day and the end of the day every single day. And because I knew that if I wasn’t selling, I was doing something wrong with the pitch and so I just eventually was able to get to the point that I was able to be consistent. That took honestly half the summer probably like I think I sold in May my first year 12 maybe, maybe, maybe less and ended the summer with 108 still.
Speaker 4: (35:01)
So like just because you start slow does not mean you’re going to finish slow. It’s all about what you put into it. That’s why selling is not a talent. It’s a skill for sure. There was no question about it. Like so many people that want to argue that. Yeah. And I’ll argue with them all day. Anybody that knew me when I was younger before I did this job, they would have never guessed I would probably have ever made this job at all. And it’s only because of work ethic and I put a lot of extra stuff into it to other people just didn’t. And I wanted to and I really want it to succeed at it. That’s awesome. So let’s dive into some of the interesting sales tactics that you found. Okay. That you’ve mastered or you know how to sell the secrets of selling like a battery, we’ll call this.
Speaker 4: (35:44)
So what are some of the principles that you train your guys on to help them be? Couple of couple of big things that I’d like to send my guy or train my guys on our, when you’re selling somebody, I don’t like the person to ever be forced to make, to be filling that they’re making a decision. I want the wholesale to feel so assumptive. That’s all there really ever doing is answering my questions. They’re not really having to decide. Yes or no. The, it’s just assumed that the answer is going to be yes. And it’s not whether or not, am I doing this today? It’s so whether or not, no, how are you going to be called on this? You need to be called on you on this phone or this phone. And if you sell like that, because a lot of the guys were like, yeah, they want to think about it.
Speaker 4: (36:20)
They want to, they want a business card. And the reason they’re doing that is because you’re not giving them the urgency and you’re also basically putting them on a fence where they have to decide one way or the other and you don’t want those hard closes for them. Oh absolutely. To them. Oh yeah. It’s not if you’re going to do this and it’s how you’re going to do this today. Yup. We’re going to do this with system here, here and here. Or are we going to do this with system here in here? Yup. You know what I mean? Or, you know, are we going to do this? And a lot of ups want to get into, these are like not arguments, but they want to get into these discussions with customers and then they want to get it. Can intuit like convincing battle you should do this because of x, x and x.
Speaker 4: (36:55)
That’s never the discussion with with how I had turned my guys. Like that’s not part of your sale. If you’re, if you’re trying to convince them why yours is better than you’re not selling them, you’re just like giving them, you’re just arguing with them and you’re not going to actually close them. They’re just going to want to think about it and think about your defend their own argument and like their own time or their pride is going to kick in and you’re going to say it’s the customer who says, Sam, your presentation was awesome. It was awesome for, you’re a great sales. How you what? Leave Your Business Card. We’ll think about it. You know, those are the, you know, you did a bad job when you get that. So like if I’m getting an objection and I feel it coming, I’m just so assumptive like, well yeah, we’re doing this for you.
Speaker 4: (37:35)
I’m like, I mentioned it as far as the way it sounds, it does it call your cell phone first and they’re just like so blown away by your assumptiveness and everything that they feel confident they’re buying your confidence and if you’re confident on what you’re doing, they’re going to buy. That’s just the way it is. Like there’s never, and if also if you don’t make, don’t make it a big deal. If you make it a big decision, they’re going to feel it’s a big decision. Right? Like you’re just, it’s just not a big deal. They’re getting an alarm system. People do. People do way crazier stuff. They spend way more money doing other stupid things.
Speaker 1: (38:05)
Yeah. Like today I’m literally like, this company is like, you can’t sell a solar system same day. Like keep all people have told me all the time and not mastered the same deck consultant company out of Massachusetts and I literally, they’d never done the same day their whole company really. I like, they’re all same day and I’m like, let me teach you how to do it. Cause like you can’t sell a $30,000 system same day. Not Today. I’m like, let me show you. And within an hour the guys like signing up for $30,000 loan. Yes. Like I’m like, yeah, he’s paying for energy, isn’t it? Yeah, exactly. Just getting energy like a different
Speaker 4: (38:36)
way. All you’re doing is presenting. You’re just presenting them with a problem they didn’t know they had and then you’re giving them the immediate solution to that. Yeah, you you’re welcome. Yeah. Like I, you just assume that they called you out of their house and that’s what you’re what? When I’m in their house, that’s my office and I feel so, so comfortable in their house. I feel like I’m just walking around doing my own thing. I’m telling him to go get the voided check. I’m kind of just directing around their own house and they feel like they feel like okay with it because I’m so confident about it. Like, I’m not really necessarily the most common person in general, but in house, once I get in the door or on the porch, yeah, I’m a different person, so yeah. Yeah. Oh yeah.
Speaker 1: (39:15)
Like you don’t even know what it’s about. That’s like my favorite. Oh, like you don’t even know what’s coming do you don’t even know who I am. My favorite is,
Speaker 4: (39:22)
and it’s nine o’clock at night, they’re just like sitting there and they have no idea. A technician is about to stop by on the next 20 minutes and they’re going to be there for a couple hours and it’s going to be awesome.
Speaker 1: (39:33)
Yeah. You’re like, you, they’re like, oh man, we got to go like, it’s, dude, it’s late. It’s nine 30 man, you’re still out here. Like, wait, who’s at my door? This is happening tonight. Okay. And you have to say with confidence. Yeah. Yeah, of course. They’re doing it tonight. Yeah. It’s just in the neighbors. These going to come by right now. Yeah, of course. It’s completely normal. We’re sending, so, okay, next step. Like what other cool sales tip would you give to any salesperson? I guess,
Speaker 4: (40:04)
I don’t know if it’s unique to what, what, what we do, but the maybe in my name for it is different. I call it intentionally misunderstanding somebody. So if you’re giving me an objection that is intended to get me either out of the house or off the porch, a lot of times I’m going to intentionally misunderstand that. And so, and people generally would rather feel like wrong than awkward. It just, that’s just the way it is. Like they would rather not have to correct you. And so like I’ll be in a house and like, well yeah, we’re just sitting down for dinner right now. I’d be like, oh no, that’s fine. I already ate. Thank you so much. So I’ll just, I’ll just be really over here in the corner. I’ll be able to quiet though, I promise. Or Hey, we’re putting the kids to bed right now. Oh yeah. I’m super good with quiz kids when they’re going to bed. I have two kids of my own. I’m going to go sit in the corner and I’ll be really quiet. Okay. Um, so like, yeah. And they’re like, well, okay. They just ended up like being like, okay, well just let him stay I guess. And once you’re in that, once you’re that in the house, you’re the vampire and you’re, you know, you’re getting the sale.
Speaker 1: (41:01)
That’s a good point. I hope all the customers are listening to this tape, but no, I think I want to kind of jam on the, I called it my, my salespeople that worked for me would always say sin. You are the master at playing dumb. Oh yeah. Like you were the dumbest but like smartest, dumb person. Yup. Yeah. It’s just like, or like they’d send objection and they’d be like, well dude, like I’m not like, like we’re just not going to do it right now. And they get all frustrated. I’m like,
Speaker 4: (41:34)
what? Like what do you like? What do you mean what happened? I’ve never had this before. What’s going on? I might need to call him and you’re like, I don’t know what to do in these situations. It’s like, okay, maybe I didn’t explain myself right. I put that face on and then a lot of times they start to get, they second guess themselves for saying it. Did I say something wrong? Maybe we should do this today. You make them doubt their doubts. They’re kind of like, oh, did I say something? And you’re like, oh, so it’s a really good tactic. They’re like, oh, we just can’t afford it. I’m like, no, I don’t think you like what you didn’t see all the Zeros. I’m sure like, no, no, no. We’re not telling him about affording something retired. Let’s see. You’re already like kind of like, like I like the Jordan Williams saying back on the apex videos was, yeah, it’s not a matter of if you want want it, everybody wants it.
Speaker 4: (42:30)
It’s a matter if you qualify for it. Yeah. It’s kind of like, yeah, we’re going to, you obviously want it. Everybody in the neighborhood wants it. Obviously you do too. And then they start to doubt their doubt because you’re almost like so confused and they’re like, why is he so confused? Like I just said an objection, but he didn’t like get it again or would that make me look like a dummy? Yeah. We’re like, we’re not like the not interested on the porch as well. A lot of the first years, all my gosh to just keep saying no, not interested. Yeah, you don’t hear those objections, hear them. You’re like, oh, perfect. Yeah. So you said that you’ve been here for a while, right? Yeah. You should tell him somewhere else. I’m just not interested. No, no. Like I said, I was saying you have the, the, the door sensor.
Speaker 4: (43:09)
That was it. The Beige of the white one though. Yeah, it’s right there. Right. Okay, so I’ll just show you really quick. It’s, I call it this like selective hearing. Sometimes it’s this selected. I didn’t hear that, but the second you hear any sort of yes, you’re all it. Yes. It’s just a buying scientists. They gave me a hint of hope. Now finally you opened up, you crack the window of hope and then you’re in it. You’re not coming out. Gave me a little room, man. Sorry. It’s over now. Absolutely. I think it’s with experience and with time you start to know when they gave you that room there’s like maybe it’s five minutes in, maybe it’s 10 minutes in, maybe it’s first minute. They finally go boom, I’m a little open. And you’re like there’s my window I’m in. And I think like I think I only think experience will give you that knowledge of where is my windows and there’s, there’s no question.
Speaker 4: (44:07)
The only way you get experience with just working your got off work like work until as late as you possibly can every single day. That’s why I liked Alaska so much cause we could really work who are working so late man and like people would not care. And you’re not going to door at 11? Oh yeah. During the, during the cup. Back in 2010. Um, I remember knocking on a door at 10 30 serving at like 10 45. It was a quick deal and tech was our 11. That’s awesome. Yeah, same day. And it was light outside, you know, Fairbanks, Alaska man, it was awesome. I might have to go there. It’s a rad place to work. Well. Any other advice? I mean I always asked at the last part of the podcast, like what would be one piece of advice you’d give the door to door space?
Speaker 4: (44:48)
You know, you’re speaking to the door to door tribe here and I would just speak to like a lot of the new guys like do not give up because it may seem like right now sucks and it probably does suck, but all of us, most of us, not Sam, you sold it right away. I was the weird one and everybody hates me for it, but whatever. But I would just recommend, do not give up no matter if guys, it just depends. Some guys will click it. I’m, we condense it. Some guys will click it like four months and all of a sudden they just have it. If you put enough time and effort into it, you will click. I mean you technically didn’t click for your first year. Yeah, that’s true. Who Call it like as controls easy, but you sucked. It was terrible. You know what I mean?
Speaker 4: (45:29)
And I think, but those hours on the doors, oh yeah. Very pest only helped season you. So I don’t think it’s fair to say like your true first year you did a hundred cause it’s like well technically you had you. But also when I did, I started doing alarms my right Outta the gate. My mindset was okay I’m going to do this for at least three years, which so commit stronger. But definitely like if guys are looking to do it for a summer, the commitment is going to be like very waning all the time because the second anything hard happens to over just a summer job. Like it was like five weeks left man. It’s not a big deal. But if you really are like committed to this for three, four years or five years, which I would recommend you’re going to be all in man and you’re going to be studying all the time because you know this is your Greer, your career mini career for the next few years and knock doors baby.
Speaker 4: (46:16)
Oh yeah. Tribe. I think it’s so cool. Like, you know, you were a door to door con like, yeah. What, what feeling was that just, it was a room of a thousand door. No, it was cool, man. I liked it. Yeah, it was just a cool energy. But guys like that you, that can do the same thing that you can do. You know, that it’s very, very rare that people can do that. That’s people that have stuck through it and have figured, I made an awesome living at it. Not just a, you know, a couple bucks here and a lot of people at Dorn Orrcon didn’t you? There were some studs. Oh yeah. There were some awesome speakers and disguise that were there and attending it was, it was awesome. It’s just fun to rub shoulders against like the greats and it’s like, it all, it just makes you better. I mean, you know, if you’re associating yourself with the best, you’re going to become better yourself, you know, a hundred percent a hundred percent cool. Well, you heard it firsthand. You guys are awesome. Appreciate your time. Thanks. This is really fun. Yeah. Thank you. My rent.
Speaker 6: (47:08)