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Sam Taggart 00:21
Hey everybody, this is Sam Taggart with the D2D podcast. I’m here with Jason Newby. He is one of I would say a top five in door to door kind of history in my opinion like and I’m not saying this just to to his horn so if you’re listening to this like I would I bet my top list very with fine tune code I know a lot of door to door people and I I’d say pound for pound you put Jason on that team. If I had to pick like a perfect car group amongst all industries all products, I’d say he would you put whatever product in front of him he’s gonna go out and slay he’s sold more alarm accounts than anyone in history of Vivint meaning the biggest baddest multibillion dollar company top rep over the history of event and best week was 44, he had 121 month had yeah I mean crazy years. If you’re selling alarms this is gonna be a good one if you’re selling solar is dipped in solar and threw it out what was your best day and solar week and solar month? Or? I mean, you had like it’s like a weird Yeah,

Jason Newby 01:28
yeah. I did my first week I sold on 13 solar accounts.

Sam Taggart 01:33
13 his first week ever doing it? It’s like, oh, let me go dabble in that thrown 13 a week in California, and a hard saturated market. Right?

Jason Newby 01:42
Yeah, have that in California. But as well as Hawaii back in 2012. I sold solar and alarms. Oh, really? Yeah.

Sam Taggart 01:48
So he’s done a dual marketing product where he’s been able to talk like juggle, okay, how do I pivot? You know, a lot of you guys that are watching or listening to this are trying to figure out how do I offer additional services to my alarm accounts or my solar accounts, add alarms and you’ve kind of played played that? Both cards, which is really cool. Yeah. So yeah, especial like super excited to have you on the show this, this would be good. So appreciate it. I guess let’s give them a quick like high level background. First Year selling was what year 2006 2007? San Diego, California? San Diego. Yeah. And then did you? You’ve always been within that right?

Jason Newby 02:27
Yeah, I have that it was my first year I remember I was gonna sell pest control. And I actually got recruited by Tom Peterson himself. I met him at a Winger’s back when Vivint was smaller. This is over 14 years ago. And it’s crazy. I just saw the opportunity. And I was impressed, obviously by Todd Peterson himself, and decided to make the switch. So what is sold best?

Sam Taggart 02:53
That’s pretty cool. I kind of was getting recruited both ways to I chose alarms and, you know, you kind of always wonder like, what if I were to go on the pest route, you know, like, it kind of had this like, Man, I’m glad I went on this journey. Or maybe it would have been different this sturdy, and it’s fun to watch different people’s journeys. It’s like, you might have had a friend that was getting recruited the same time that is like, No, dude. I’m gonna go this way. And then you’re like, Where’s he at now? And anyway, so what a highlights of your career so far? Like, I guess what were some of the biggest wins that you feel like, Man, this has been the biggest lesson learned. This is the biggest, like, win for me. Yeah, great question. So, for me,

Jason Newby 03:28
I think consistency is really big. And I remember some times that are like, anchors to me where I, I worked all day, and I didn’t get a cell. And I had a choice to like, keep working or stopping and I chose to keep working. And I had an account one time I remember my second year managing it was like 10 o’clock at night. And I was like, that was a win for me mentally where it’s just like, I’m going to figure it out. And I’m I decided that I’m going to sell every single day. And so being consistent was a was a big win. And it my first summer was was pretty fun to actually got married in the middle of my first summer, middle of in 2006. On August 5 I know in hindsight, we probably should never have done that because I’ve been in an industry for you know, 1415 summers. So our anniversary is always not that’s

Sam Taggart 04:19
Hey, I’m during the tournament right now. Nursery in September. Yep. So yeah, we try celebrate otherwise, but that’s cool. So D So I think there’s a difference. And I think this is where you have the one hit wonders. It’s like that guy had a really big year. I don’t feel like I’ve ever seen you not have a big year like I mean, you’ve every single year thrown down. What do you think it takes to have that consistency, like what motivates you what like if you could give advice to those that maybe run that roller coaster of like, man, I had a big month and then I can’t figure out how I had that big month like you should always run down.

Jason Newby 04:58
What I think about my career I actually works in a lot of different markets. My You know, my first summer was in San Diego, then I went to North Carolina then I’ve been in Texas, I’ve been in Hawaii for three summers, California, all different setups, every every single different market, different cultures, different people. But there are certain principles that are universal that you can connect with, that you learn that help you succeed. But one thing for certain is every single time I go to a new market, it’s challenging it I mean, it’s it’s like I’m learning something new. I’m learning a different group of people or culture. And I have to learn to adapt. And so saying, that has been gold for me, in my mind. I’m like, hey, what other slowed down, I speed up. That’s why August is my biggest month, because people start to slow down. And that’s when I like speed up, I just charge through it.

Sam Taggart 05:46
Well, now is like a perfect time than ever to say that exam when everyone’s slowing down. It’s like those that really are winning right now.

Jason Newby 05:52
Are those speeding up like exactly where our backs are against the wall? So it’s time to like, even push more,

Sam Taggart 05:59
because I’m sure I’m sure you’ve had times where it’s like, oh, that’s a bad market. Nobody can sell there. And you’re like, well, I gotta figure it out. And you still throw it down and be the top performer. And my first year in Hawaii, for example,

Jason Newby 06:09
I was like, oh, my goodness, what did I do? Like this is crazy and selling Japanese and different cultures. I’ve never sold of all the people in the past that knock the door like, Oh, see you later. Yeah, no, that’s wrong house. When I went to, like California during the calendar, I started knocking of different cultures of Indians, for example. It’s like, Oh, this is different. It was scary, like in the past was like, Oh, see you later. Because these guys are really good negotiators. Yeah, it’s a learning how to approach different cultures and people is something that I just decided to stay put where a lot of people, even in the office, like, Hey, this is hard. I would be like, we’re gonna figure this out. Like, we’re gonna stay put. And I remember a big one. For me, it was in Houston, Texas, we’re in this area. It was all old, senior citizens. They’re like all our seniors. And we’re like, Oh, great. What are we gonna do? We had a worst day. And then our second worst day, like, we need to pull out we need to move. And we just made a decision. Like, we’re going to figure this out. Like, let’s let’s buckle down on what are the objections? What are they? What are they? What are they thinking? And what what how can we appeal to them? And then we actually ended up our best week of the summer really hit in the senior citizen in the senior citizen market breast. So we learned how to sell senior citizens. Which appeal like, which created a lot more opportunity from selling more accounts earlier in the day. Yeah, because their home earlier,

Sam Taggart 07:39
so we just love that. I love that. And, guys, if you’re not knocking right now, I mean, that’s okay. If your company’s not like saying not i’m not i’m not saying that that’s a bad thing. I’m just saying, right now in the COVID time, it’s like knocking like everyone’s home, you know what I mean? It’s like, the why you like senior citizen, why you should learn how to sell old people is because their home, and it’s like, all you care about is now somebody to talk to the listen to you. which right now is going to be neat time. So anyway, so let’s kind of transition so we’re gonna talk selling emotionally. So obviously learning different sales, you know, characters and cultures and different types of ways to sell these different people has been something that’s you’ve fine tuned and sharpened. But let’s talk about like, what makes selling emotionally so important? And how have you translated that into your sales process? Have you translated that into different products? So like, walk me through your kind of high level viewpoint of what that means. And then let’s dive into the granular,

Jason Newby 08:33
Right? One thing for certain is people buy off emotion, just buy buy lock logic, where we’ve been told that for a long time, but what I’ve done with my sales process, and in my ability to connect with people, is I try to figure out what they value. What what they care about, for example, I do at the very beginning to what I knock someone’s door, it’s like a step back. I’m like, Oh, hey, I’m Jason, nice to meet you. By the way, are you the homeowner here? Wow, you have a really nice place if it’s a nice place, or does your yard always at this nice, I appeal to their ego? right away? And I I find things I appreciate genuinely, and I expressed those to those notices as a result of that. We have a mutual connection. Yeah, I mean, like, there’s like this appreciation like, oh, wow, this guy’s cool, what’s up? And so they’ll actually pay attention. So for me as learning how to appeal to their instincts, and understanding basic needs, there’s certain needs that are essential, like, right, like, like safety and security is a need. But for me, it’s like one of the things that people value like love is a strong motive. Like I love my family, I care for them. I want to take care of them financial gain, people want to financially gain and make money or be in a situation where betters them off, pilling to their peace of mind, like creating a sense of security. Yeah. And what I’ve seen is these needs that people have, there’s a motive, a fear, to which I Don’t feel is the way I have ever approached it. Because I feel like it’s the negative energy, and you want to go through towards the positive experiences and how they’re gonna feel grateful not, you’re gonna feel like what’s going to happen if you don’t, but you can contrast a little bit uncertain things, but the big, big benefits of how they’re going to feel and experience from, from what you’re offering for your product.

Sam Taggart 10:23
So let’s let’s kind of ramble on because I think there’s a lot more, you know, depending on industry and product, like, like, for example need to be right need to be in control need to be seen and look good. Like, you know, nobody like those, like, there’s so many like, value systems that I think customers have. And as a salesperson to kind of identify that quickly. It’s like, you know, like the, like, the easy one is that big macho Texas with the big Harley and the big truck, you’re kind of like, obviously, they have an ego, how do I stroke that in a really productive way. So he needs to look good, or else you and Dr. Versus the engineer, that’s me making a half million dollars. And he’s like this scientific like, doctor or pa Ito? And he drives the frickin Camry out front. And you’re like, I can I’m going to stroke his ego that way. But I’m struck as intelligence. You know what I mean? And, and, and play into that. So I think that there’s like, understanding understanding personality types. Yeah, right of what they value. Hmm.

Jason Newby 11:20
I love that. And that’s, that’s one thing I study I’ve studied is personalities and figuring out how to sell different people. I do remember, like, characterizing somebody the wrong way, like the big Harley guy. And, and I remember I was like, hey, you’re the kind of guy if someone’s gonna come in here, you got to take care of it them, you know, I mean, and I just said it a few times. And at the end of it’s like, I’m a teddy bear. Like he like really messed up on this one this crap.

Sam Taggart 11:49
So yeah, if you had to kind of blank it out when you say a study personality types, obviously, there’s all tort types of tests and ways to train on this. Is there one that you like, the best that you’re like, man, I do the animal one or I do this one. I like the

Jason Newby 12:03
Animal one personally. So the bolt system, partly because it’s so easy to distinguish and think mentally, like, what is a bolt? If you think I like what’s a bolt person someone’s charging, like gonna charge out? Yeah. And I’ll analytical, detailed oriented, lamb, you know, like, like, needs reassurance. Need nice, maybe talk to their kids, or my obviously favorite is selling tigers, where there’s high energy bouncy tiger, the tiger, where you were, you know, like, this is like kind of the for people. And there’s so many different personality types where I just like, all right, I’ve done trainings on like, this is a personality trait. And here you go, like bull lm tiger. And this is someone that’s consciences. And this is, this is the yellow color. And this is I mean, there’s all these different themes. And they all factored in my opinion to those four.

Sam Taggart 12:52
Yeah, so you have the bull, the owl. So the ball is that macho, like a personality? What are you doing? Why do you want the owl is the engineer brain, the thinker, the analytical, like struggle to make same day decisions, their research, research it look you up, I’m gonna, I’m gonna try to deny everything that you’re saying and fight it like, then you have the lamb that’s a little bit more submissive. They’ve been bossed around their whole day at work. They’re just the worker bee that’s like, Okay, I need to feel good. And then you have the tiger, which is like the hyper ticker, the tiger kind of like excited. Hey, come on in. You’re like, yes.

Jason Newby 13:31
Like what’s going on? Yeah. And you can tell a lot by how you interact right away with people too. Yeah. Which is kind of fun. And when you can pinpoint it, and you can tailor your approach to that,

Sam Taggart 13:40
specifically. So let’s, let’s keep going on this emotion train, I’m knocking or I’m in the home. What are like buzzwords that kind of, maybe people are already thinking this is going to create emotion, but maybe go in the negative, right? Or what are some things that like, are just good questions, or good kind of lines that people would use to spark emotion. So let’s go kind of unlike that, don’t do this, that’s going to create the wrong emotion. And then we’ll go into like, what to do,

Jason Newby 14:06
Don’t try to scare someone on the door. I mean, that’s really pitchy with whatever you’re offering, if it’s even solar, if it’s smarter homes, or whatever it is, I think it’s appeal to like their intelligence a little bit more. But, for example, what I do is I’m just, I’m very simple. My approach is so simple, whether it’s solar or even smart homes. I mean, what I do is I’ll just simply go to someone and say, Hey, I’m Jason, nice to meet you. The reason why we’re here get to the reason why I’m there. And then I get them to like, agree that that makes sense. You know, mean, like, obviously, the protection of your home and your family is important to you, isn’t it? Like it’s a tie down that I’m getting them to respond? So that’s what we’re doing is we’re trying to help do that. So what I do is if you qualify, we help customize a system. My job is simple. It’s just to show you and see so you can see and judge for yourself,

Sam Taggart 14:57
show you and see if you can judge for yourself. Then you transition in some sort of fast, show you real quick on how it works, you could kind of see. And then you go in, and now you’re in the home you’re presenting, you’re coming up with features problems

Jason Newby 15:10
For a transaction, and I’m like, Hey, this is what it does. First off, we have a doorbell camera. If we do the doorbell, it sees 180 degrees, obviously, be cool to see that right? Yeah. So my big thing is tying them down in the green to these things. So you’re getting all these little micro yeses, lots of little yeses throughout the entire process, or even the reverse of No, like if it’s, you know, mean, like a inverse. Yeah, the inverted your favorite, though, right? So getting these responses and engagement constantly throughout the cell. So I’m in a little bit more of the control and leading these people where I want them to lead. Yeah, by asking them great questions, right. So for example, with solar, it’s like, Hey, I’m Jason, nice to meet you. Like, we’re actually out in the area, we’re doing a program where we help you save money, obviously, if I could put money in your pocket, you’d be happy. Right? Right. So it’s just tied him down, get him to agree. So if you qualify, pull back, then we’re gonna we have then if you qualify, literally, it saves you money, and we do this program. And then I go into my approach.

Sam Taggart 16:09
Love that. So let’s talk about like, kind of the emotion in that hole. This is, this is an interesting one. And I haven’t talked about this in the show ever. So I’m at the closing table, you know that there’s high emotion because they’re like, he’s wanting me to make a decision today. You know what I mean? And that that homeowner, they’re there with their wife, and they’re looking at each other? Like, how do I nicely tell them? We want to think about it, we’re interested, but I don’t want to be that guy that just got sold by the door to door sales guy. And maybe they start fidgeting, maybe they start giving you objections that you noticed or Bs, right. Like, what are some things you do in those situations where they’re kind of bringing up those last? Hail Mary kind of knows.

Jason Newby 16:50
Yeah, sure, Ira and that sales process? Well, the biggest objection you’re probably going to run into that’s the hardest to overcome is what I’d like to think of being about it. Yeah, exactly. So I have like, I have it kind of set up where it’s, it’s like, the reality is, most people don’t think about it. They just don’t do it. until after it’s too late. If it’s the alarm alarm, right, it’s like, hey, most people don’t think about they just don’t do it. Because there’s unanswered questions. Or, like, if you knew everything you would need to know, then you would do it right. So ask me a question.

Sam Taggart 17:24
Then I love that you forced them to say ask me a question. Yeah. Because what is the question? It means? It’s, that’s really their concern, like, well, what happens if

Jason Newby 17:31
we move exactly a question? The bind signal? Yeah. Right. Because once they start asking questions, they don’t like, Okay, I got this.

Sam Taggart 17:37
Yeah. Because if they can’t even think of their own question, you’re like, you really aren’t just, you really haven’t captured what I’m trying to do, right?

Jason Newby 17:44
Let’s go back and like, talk about some features and benefits and really, really build some value. So you say, ask me a question. Obviously, if you knew everything, you would do it You like it? This would make sense. Let me just go over everything again. And what I do is I just recap. And then like an all you probably and I’m very vague purposely, when I first go over it so that I could be more thorough the second time. Yeah. And then so I can create that curiosity. So that then all of a sudden, they’re going to be like, oh, like, Well, what about this? Like, Oh, that’s great question. Yeah, I mean, and then I could resolve that. And then and to move forward,

Sam Taggart 18:22
like that. So let’s go through a couple like, objections, I guess you could say so. But, you know, that’s if I was just fishy. Let me think about it. Do you have any other good like, kind of like, you know, we’ve heard of that a rat. So their cell phones or things like that, like, Is there a certain kind of just process you have that you’ve kind of like, said, Okay, I love this, this, this, when I get an objection, or one that is kind of your go to let’s say, I said, Hey, let me I need to call my accountant or I need to talk to my friend before I do this.

Jason Newby 18:53
Like I just had one the other day on, I was on the phone, selling over the phone, and the guy was like, I want to I need to talk to my my son about this. Yeah. But I knew it wasn’t really that it was just a cop out. Yeah, I mean, it so like,

Sam Taggart 19:06
how do you know first off? Like, that’s, that’s an important question. Because like, when you’re like, I really knew, I think this is where, and this is important, because I watched sales guys that I train, and you probably could relate to this, where they’re like, well, you told me you need to talk to a son and you’re like, how do you know if that was a cop out? Or if that was a real thing, meaning your son actually makes all your decisions for you. Like you have no boss, like, and so there’s there’s a difference. And I think a good season salesperson can quickly identify like, cop out cop out. I’m not I’m not gonna let you give me that. Yeah. And the inexperienced Rep. You see him probably all the time be like,

Jason Newby 19:40
Sometimes it’s by asking questions early on, too, right? I’d say like with this guy earlier, I was like, hey, so when it comes to things like this, who’s the main decision maker, and he’s

Sam Taggart 19:50
okay, so you’ve tied yourself up. You’re like, Oh,

Jason Newby 19:52
I really need to go over my with my son on this. And like I told me earlier. Yeah, I could say you told me earlier. I’m like, Well, I actually understand that but i There’s some things that you just don’t understand that need to go over. And then you can give him all the information if you need to.

Sam Taggart 20:05
But he’s probably got a question. Yeah, he’s afraid to ask you. So he’s gonna go ask his son, therefore, coming back to your question thing. Love that.

Jason Newby 20:12
Yeah, it’s all about removing the uncertainty for our customers and creating that certainty for them. Okay, so let’s go like, Hey,

Sam Taggart 20:19
I can’t afford it. I mean, just right now our money’s tight.

Jason Newby 20:22
Oh, yeah, a lot of things are crazy right now. Right? So I completely understand you fill in. Exactly, that’s exactly why we’re here is try to help you. And then I will, I’ll just angle it towards something that will benefit them, like depends on what the product is. But in this, let’s say it’s, let’s say it’s solar, for example, like I can’t afford it, like, okay, I completely understand that’s not when I’m not here to try to sell you anything, or put any money out of pocket down right now. If you qualify for the program, we literally save you money. This is how it works. And I just need to help you understand. So that you can kind of see for yourself.

Sam Taggart 20:57
Yeah, you haven’t you haven’t conceptualized that yet, or trust it or that never landed. I probably said it once or twice. But I didn’t. I didn’t let it land yet. Or else you wouldn’t be saying that. Exactly. And that’s important. So, okay, shifting gears a little bit. Um, COVID. I mean, it’d be dumb if we didn’t talk about it. So if you’re watching this live, if you have questions and stuff, maybe I can have the moderator kind of help us out. But I think you obviously 15 1415 years in the industry have never come across the moment, like we are in today. Right? It’s crazy. It’s like what, wait, we’re on social distancing. And we sell face to face. You just said, Hey, I sold someone on the phone. So I guess what are you doing to double down? Like, be proactive? Like, what? What are you doing currently, to continue moving on and not just go into fetal position? And you say, Yeah, what are you what are you doing right now.

21:52
So I feel like I’ve been busier than I ever have, because my kids are home all day long. And actually, I’ve really enjoyed this time, because I feel like there’s a lot of things I’ve been wanting to do that I’m actually getting done at home where I feel like it’s an opportunity to like cleanse and renew. For me that’s what it’s been like a decluttering. And like organizing and getting things I’ve always wanted to do dot

Sam Taggart 22:15
i literally hired to do not I posted an indeed ad. And that dude in the backyard. I literally said a two week temporary handyman, just 17 bucks an hour. And I was like, I’m sure somebody needs a job. So he’s building a playset. in the backyard. I’m putting up like shells and stuff in the garage. Like, I’m just like, dude, I’m on a roll. I’m like, will you be my right hand, man, I’m gonna tell you what to do. I’m like, fix this. Like, he fixed my striker plate. It’s been broken for a year, my door never shot. And I’m like, he’s like, that takes five seconds. I’m like,

Jason Newby 22:46
I’m just building structure. So I can scale bigger. I love that. Like, that’s one of the things but then the other thing is, I’m actually investing I’ve hired people to so I can actually generate leads. And then also, we can digitally knock with some of the tools that we have to where we can map off an area and we have area where we could just go like whether it’s sales rabbit or street Genie or all these other tools, you can get customers names, and you could like, Hey, we sell your neighbor across the street has our system. And you could approach and sell people directly.

Sam Taggart 23:18
Yeah, why wouldn’t you clover leaf, you know, you’ve heard that term, or that’s like a roofing to round off. That’s a long term. But like, you have one customer, you go hit all the homes right around it. Yeah, but you could do that via phone. You could even do that via Facebook, like you could get so targeted on Facebook, like, Hey, we set up Tiffany next door. You’re just target marketing to those five people in the neighborhood. And like, there’s a lot of cool ways you could leverage some of the data that a lot of people don’t even realize is sitting in their phone, like, So what advice? Yeah, what advice would you give? Let’s, let’s talk about the business owner, because you’ve obviously been in that spot and felt that and, you know, like, if I was a business owner kind of looking for direction? What advice would you give them maybe having a small team or, or whatnot, like, what what would you tell them? business owner for during this, during this time,

Jason Newby 24:07
I would say like, this is not going to last for sure. So put in all the work so that you can scale even bigger, and Be Wise With Your resources too. So for me, like in the past, I haven’t spent money to generate my own leads, because I’ve just knocked. But through this experience where I’m spending money or or looking at other ways to do the business, it’s actually made me way more creative than I’ve ever been. Yeah, it’s forced innovation. Exactly. So take that time to become creative, and figure out the problems that you have. And then you’ll create a ton of solutions. In my opinion, if you really just ponder and think about it. And as a result, you’ll get big, big results in the long run.

Sam Taggart 24:50
I think it just adds another like tool in your tool belt as we come out of this. It’s kind of like Hey, now you know, like, let’s say you lose your door team. Let’s say they get poached by another company. You’re not sitting there like, oh, what do I do? Like you’re like, well, I learned that I have this other tool. I made the phone. Yeah. And I could sell over the phone over the phone. Yeah. Like, it’s like, oh, where I had this limiting belief much like running, where I’m, I’m not a runner. Like, that’s what I’ve told myself my whole life runnings and punishment. I’m not a runner. And then I also challenged myself to run marathons. Like that’s stupid, for sure. And now I look at like, I ran seven miles, and that was it. Yeah. Now it’s like, I’m running. I’m a runner now. And I’m like, Whoa, that’s weird. And it’s the same with like, I’m a door guy. Well, what if you had this belief? I always told myself, I can’t sell over the phone. Like I can’t. I’m not an inside sales guy. Like I need to be face to face. And I’m like, is that just a story I’ve told myself for the last 15 years. And now you’re like, Oh, I can’t sell over the phone. Why have I not sold over the phone before or I can help

Jason Newby 25:51
my guy sell over the phone? Yes, that’s what I’ve tried to work on more than ever is because I’ve been such a high producer. And I could just go balls to the wall, just focus. So laser focus and go, that I want my guys to be able to do better. And so I’m trying my best with with my team is to coach them more one on one than I have before.

Sam Taggart 26:12
Yeah, and there’s more time to coach them one on one, right? Like, if you’re on the field selling all day, sometimes it gets a little tough. And sometimes like, honestly, to be a top performer and run a big team is a hard juggling act, because you’re sitting there like I gotta keep my numbers up. I’m gonna finish number one, but at the same time, like, I got these dudes that are suffering that aren’t as good at natural is talented and hardworking, and just get it like I do. And so there’s this level of like, time to coach time to assess time to evaluate their pitch time to get them like a little more dialed on XYZ. And I think that if you’re not doing that, like we’re here filming for this university for his training that we’re putting together for his guys literally today. So like putting together systems and structures to say, How do I put tools in place so that my guys can have you know, better success?

Jason Newby 27:01
I’ve actually hired like, more assistance so that I can help you. I mean, I have two assistants one that runs my data, and I’ll buy their stuff. And then I have Rachel is great. Like, who’s, who’s helping me like also even just schedule like a consistent things for my guys love them to rely on. But one thing I do know, during this crazy time that we’re going through right now is it will pass I knocked doors and in 2008. So I’m old enough to be like, Hey, I was around in the last financial crisis. And there’s no better industry to be in, in the industry that we’re in right now. Yeah, I mean, he thinks back we make our income, we decide what we make by what we

Sam Taggart 27:41
didn’t slow down. Did you see the recession in 2008 2009? Those that are new, right, that maybe haven’t been in it that long? Because I started in 2008? Two, so I don’t I didn’t see it in 2006. But I saw it, like I just started in 2008. That’s like what I knew. Right? And do you?

Jason Newby 27:57
And then what did you see? Obviously, the alarm industry. And we actually crushed, we actually did better, because as a result when the economy goes down, we have a good reason. Like when when you’re on a door, you should have a good reason why you’re there. But the reason we were there is like hey, you know how the economy has gone down? Well, crime has gone up. Yeah. So because of that we’re actually helping people get something that will make their home and family more secure. Because obviously the safety of your home is important, right?

Sam Taggart 28:25
That’s why we’re here. Protect the toilet paper. Let

Jason Newby 28:27
me show you. Yeah, you need to make sure that’s taken care of. So I would say that in another industry, I think is going to obviously dominate. Pending who knows with ITC credit is solar, because you’re saving people money. It’s like, yeah, if they qualify, like, hey, if you qualify, we’re here helping you reduce your your power payment, and save money. So that’s why I think those industries are going to do phenomenal. I’m sure others was well, but

Sam Taggart 28:56
there’s a lot I mean, think like sprint, for example. It’s like, hey, you’ve been paying $100 more for your phone bill, you’re looking at that now. And you’re saying, okay, maybe I should switch to sprint. And that’s a big door to our industry. You look at telecommunication, it’s like, just leave dish the same as switching roofing chasing. Yeah, I mean, you’re like, Hey, you can’t afford to pay to go fix your roof on your own. Like, you know, there’s just like, jobs are gonna be more abundant, you’re gonna have better talent, you’re gonna have people that are a little bit more concerned about, you know, the protection and the security of their assets and their, you know, Home Services. And I just think, you know, they’re, like, most things sold door to door aren’t non essential. It’s not like, my wife on Amazon, literally, yesterday, this thing shows up, and it’s a phone soap. And it’s like a case that you put your phone in at night and it cleans it. It’s like sanitizes your phone. I’m like, What are you buying? Like, that’s a non essential thing I look. And I’m like, the things that are typically titled door to door like, I mean, it’s like Hey, you need this. And now more than ever, and I think that we should all think that way. So I’ve actually been like excited about the recession. Like you said, You’re like, I’m investing. I’m like, hey, it’s at a low, because you put a lot of money in Bitcoin at a high. No, I actually bought it below. Guys, I got a call from Jason. Hey, I lost like 700 grand today. Oh, that’s a fun. That was a fun roller coaster Roller coaster.

Jason Newby 30:32
Well, hey, any other last, like little advice that you’d give the tribe? I don’t know. Is there any? Yes. So a couple of things I’d say with this job is, is just the importance of connecting with people, learning how to connect with them to their, who they are. And really being able to have a relationship by listening, that’s the best way that you can connect is by listening and asking great questions. So that you know what is what is it that they need or what they want, people will tell you what they want. We’ve been actually calling people on the list that canceled vivid and before and we’re just calling them and we’re like, hey, what was the reason why you cancelled? Because we asked that question. They’ll tell us the reason why.

Sam Taggart 31:14
And now, you know, yeah, you’re like, oh, if they hadn’t have changed your rate, or had they had put the door sensor in right? Yeah. What have you done it? Oh, yeah.

Jason Newby 31:23
Yeah. What can we do to make that right for you? Yeah. So it’s a lot. It’s a lot about just listening to the customer’s needs. So for me, like, even when I’ve sold solar, it’s like, they’ll tell, I’ll ask them questions like, do you plan on being here for more than five years? Or is it less? Okay? Would you benefit from the tax credits? No. Okay. And then I’m like, do you? Do you like the idea of buying the panels and owning them? And they’re like, that’s the only way I want to do it. I’m like, Okay, I’m not going to steer them. Yeah, or this other way. And then I’m more of a consultant for them versus a salesperson on them. Love that. So it’s really important. And lastly, I’d say, like, one of the reasons why you’ve done so well, is the enthusiasm and the energy you have. And I feel like that’s one reason why I’ve done well is that energy is contagious. And cells is an emotional transfer of energy to energy. And so we we don’t want to be over enthusiastic with a customer. We want to just be a little bit above them. And naturally, we’ll raise them up because we’re leading these people along the way. And leading teams along the way with Banerjee, we have to continue to have that energy. So for me, like I have eight values that we focus on creating the future you want. And it’s industriousness, which is just working hard and being persistent. I love that word. And I love that because of what it means of just not just hard work. But being persistent with the hard work of figuring out a solution for every problem. There’s always a solution. Yep. Always figuring out a way. And then his enthusiasm, having that energy and excitement. Because if you’re not enjoying what you’re doing, it’s drudgery, right. So coping those together, they work really well, having enthusiasm and industriousness. And then it’s preparation planning, which sometimes I’ve lacked, and why I mean, your personality types are probably the same. Um, so I go, I need you. I’m like, wait, what’s the problem? Let’s figure it out. Let’s go, just go. Like, I’ll figure it out. Let’s but planning up, but then being disciplined to follow your plan, because some people are great. And making plans like, Hey, I’m gonna do this, I’m gonna do this. But they don’t follow through with what they say they’re going to do. Yeah. So you have to have that discipline of following through what you say you’re going to do. And then at the core, you have to live with true excellence, which is truth being true to yourself. And seeking truth. Hmm. So it’s both of those, to me is what I tried to help my guys get gather and gain truth and be true to yourself. But then with that truth, and with that integrity, basically living to excellence, and all you do giving your best effort, because life responds to effort, right now get live response to excellence, period. And, and also, after that, it’s just growth, you’re going to grow, and you’re going to want to naturally grow others, and you’re going to contribute and give back. So is growth, growth and contribution. So those are the eight values that like I, like, teach our guys and we want to help people create the future that they want, versus living in a default future. We want help help people move in the right direction to declare because sometimes we just get so stuck. I’m just in a bad routine. And one of the things is I’m definitely not perfect at all this. That’s why I try to live up to it because because I fall short. But living a true like, we want to help people become the best version of themselves. And live with that true excellence.

Sam Taggart 34:45
Love that mic drop. Let’s just end on that. That was good. So they did thank you so much for being on the show. And I look forward to I mean, we’re gonna have a whole journey in the future together. So like anyway, so if you guys got some a lot out of this, share this Tag Jason give him some love comment on here. Maybe put your favorite nugget or something that you learned. We love hearing your guys’s feedback and content you guys want to continue to get. But yeah guys go be responsible out there don’t go into fetal position like, go out and keep slaying it and we’ll see you guys on the next episode. Thanks man