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Sam Taggart 00:19

What’s up guys it’s Sam Taggart with the D2D podcast and I am here in Orlando, Florida with the one and only Jory Sullivan. He is an all-time hero in the door to door space and if you do not know who Jory is, you better start going and following him. He is a true OG door knocker and ever like who I take leads in solar kind of guy.

He’s generated over 400 self-generated solar deals. He’s managed over 65 megawatts, hundreds of sales reps He’s the number two division and all of legacy he has you know millions and millions of dollars a month in revenue and just a juggernaut and leadership sales.

All of the above he’s owns multiple franchises joint chiropractic to a gym he’s done I mean the man is the myth the legend, so he’s speaking to D2DCon. What do you think about all the people going door to door can come to your workshop.

01:15

I hope you guys come check out my workshop or workshop I’d be blessed for you guys to do that. But just door to door con itself is not like when I got by I want to start out by saying I was terrible when I started door to door I know anything about door to door I was terrible. And the fact that something like door to door con exist would have helped me propel faster to my goal. So Sam, I want to give you a big shout out for creating a system and a program that people that want to get into space can win fast and win often.

Sam Taggart 01:49
Love that. So guys, I I’m honored and it’s He’s taken his take time out of his day to come in interview with me and it’s a pleasure. So let’s dive into it. So you got in the door. When what year.

02:02
I’d met. I met Brandon on a train. Brandon, hold on Bert. No, Brandon Schomburg did not do well in door to door. I met him on a train I was my train was 20 chambres. I don’t know. I don’t know. Yeah, worked for apex in 2007. My train was 20 minutes late. I was 15 minutes late. I made the train and I stopped in a city called Salt Lake City, Utah. A young man sat down next to me, because said I looked friendly because I could not afford a plane ticket to go to college. And we rode for two days together to to Iowa for college. And he told me I can make $10,000 in one summer. And I was hooked from there. And in that make 19,000 2008 Summer was my first summer. Yeah. So wasn’t very good. And the space was

02:55
19,000 bucks. Yeah. So

Sam Taggart 02:56
for everybody that just came home from the summer and they made their first 20 grand or the first 15 grand. Let’s say there’s hope because he’s made more than that

03:03
since Yeah.

Sam Taggart 03:04
So you went and did alarms for many years. When are you going to switch over to solar

03:08
I dug in Luke approached me they’re the owner and co founder of legacy. They approached me 2015 I made the transition. So my first deal and solar September 1 2015. And I was hooked.

Sam Taggart 03:24
That’s right when I got into solar, I saw my first

03:29
cell and I saw mine in Columbia, South Carolina. That is I didn’t know anything about solar. I didn’t know anything. All I knew is that I was sitting down next to somebody in a room kinda like we’re in. And I’m like, I worked my butt off for this amount of money. And he seemed very happy and make twice as much as me. And I’m like I want that life. And so I’m not pitching you to go sell solar but that’s what led me to packing up my bags selling my home I just bought my wife just had our baby and jumping all in on solar didn’t know what a kilowatt was. Didn’t know what a pay scale was. All I knew is that Doug said. He said I want to work with you. But we don’t need you legacies going to the moon without you and I’m and I’m the kind of person that says like, you need me,

Sam Taggart 04:20
you’re gonna need me. So legacy back then let’s think of legacy in 2015. What did it look like?

04:27
i The reporting, let like legacy back then. 10 Maybe 15 deals in a day was like top notch. I was next level, we hit 10 to 15. And now it’s like if we don’t hit 100 in a day, we’re just like, whoa, what’s going on? So it just it just evolved. It’s I can’t describe it. It’s like I’m living in this dream. So it doesn’t feel real of all the moving parts that are happening to win. So it’s not about legacy. It’s It’s about like we’re fighting. Like climate change. We’re fighting big corporations.

Sam Taggart 05:05
That’s awesome. So you crushed South Carolina you were like the solar god and in my opinion out there, everybody cuz I did open up kalff or South Korea and I cannot. Jory. How’s it? Like we’re crashing stay out of my turf. Yeah. So anyway, you crushed it, then you move down to Florida, crusty here because South Carolina had some watching us and stuff like that. Yeah. Now, back in South Carolina, you run South Carolina. Yeah, Florida,

05:33
Florida, Missouri, Dallas, Texas, North Carolina has a really good market for us. And so, and a little bit of Georgia, so we’re just doing whatever we can to impact the people.

Sam Taggart 05:46
So we’re gonna dive in on this podcast on some cultural stuff. So he has a formula of culture and running teams and retention and scaling. And I think that’ll be a really interesting topic. But first, I want to ask some random questions. It’s fine. You wake up one morning, or I still want to, I want to know this story. Because it’s a great talking, you wake up one morning, like, I’m just gonna run and keep running Forrest Gump. Tell us the story of your 40s.

06:13
Yeah, okay. David Goggins over here.

06:15
So all right, so let me I guess there was, there’s one more reason. Okay. So okay, so I have this, like, I feel like, I don’t know, I’m a weirdo. I like pain, but like mental and physical pain. So I was in my 32nd birthday. And, and I got up and I’m like, you know, we need to raise some money for the National Suicide Prevention line. And I told my wife, I said, Hey, let’s put a let’s put a 30k on a treadmill. And so she’s like, okay, so I just put on my sneakers and just started running. And you will never know this. But a treadmill has an automatic shut off at three hours. So it was the longest 14 minutes to finish that 30k on a treadmill. But we raised like, $900 for suicide mission. So that was really cool. The suffering is worth it. And I was able to go enjoy a nice dinner with my family on my birthday. It was very sore, but boy you’re talking about is David Goggins, I think came out in 2016, on a high level, and John 17, four, he had his book and became super famous. He talked about how he just he just woke up, one to run 100 miles, 24 hours to run this race. And so I’m like, That guy could do it. I can, well, I can’t. I did 52 miles. And it was on a one mile loop, just over and over and over, and it sucked, it hurt. But I want to kind of see what I was made of, because I believe, like, your brain and your body will adapt and continue to like, just build like grittiness? Yeah.

Sam Taggart 07:45
So how has that affected you pushing your limit of uncomfortability? So I just interviewed Jim quick. And he talks about, you know, he does a cold plunge out in the, in the bay, New York, and he, you know, does things to help his mind stay sharp. So like, what have you seen this correlation of pushing your body just wake up into a 30k? Or, you know, some of the physical elements? Yeah, how has that pushed and helped you in your business, your personal life.

08:09
So it allows me to build to operate, calm and chaos, right? Because there’s gonna be a lot of times that your mind wants you to stop, you don’t want to do it, you’re in pain, you’re in painful. And as you’re growing, scaling your business, it’s not all sunshine and rainbows. And so when chaos happens, you’re able to operate at a higher level, higher frequency. And I think that’s what separates me from a lot of people is I’m okay, with just getting in the trenches, living in the trenches and not getting out of the trenches. Like I look at the way I look at solar or door to door even. I look at America was kind of founded in like, in the way where our generals and our captains, they fought from the front, they lead from the front and I always think of the movie The Patriot, where Mel Gibson takes the flag call

Sam Taggart 08:59
this the William Wallace effect. Yeah, no, I literally have this in my training. Yeah.

09:04
Right. And so like, when everyone’s retreating, no, right, we got to go. Right. And that’s the mentality I believe that America is America today is because the generals of the British, right, they lead from the back or lead from the tense as not as effective. And so I know I need to stay in the business I need to continue to sell I need to continue to recruit lead train. And I need to be able to suffer because I can’t ask people to suffer if I’m not willing to suffer first.

Sam Taggart 09:31
Love the so let’s Yeah, let’s dive into culture. Because, you know, a big problem and let’s just say solar roofing or even just any sales is how do you eliminate complacency?

09:42
Yeah, sales competitions, right. I will do anything for a baseball hat. I will do anything. Like

Sam Taggart 09:49
how do you get somebody to buy into the damn baseball? Yeah, sure. I mean, you’re like it’s a it’s been hat. Yeah. Why would I care?

09:56
Yeah, no. So I think I think the whole goal is I don’t want to kind of spoil the Workshop that we’re doing. But the whole goal is everyone has this 8020 rule. I think that rule is outplayed. I think it’s a little old school, I believe in what’s called the 1080 10 principle, where 10% of your people, you don’t have to ever have to talk to them. Like, they’ll just go, they’re top performers, their will to win is like super, super high. They they’re in it for the impact and the money, then you have your 80%. And that 80% needs to be like, that’s where the culture comes in. That’s where like, you have to continue to give them praise, give them love, create competitions, and then you have your bottom 10%. They’re simply just there to be there, right. And we all have them. And they always take up our time and need money and everything else. But the goal is, if you can get more people in the 80%, into the 10%, which will become 11, and 12, and 13, and 14 and 15, then you’re going to be able to scale faster, and you’re going to be able to bring some of the people from the bottom 10 into the 80 and start moving that way. And culture happens naturally that way. But it starts with you starts with your energy, right from the start, you never let go that energy, when you walk into your correlation or your meeting room, if you’re not high energy, you need to find somebody that is because you are putting on a performance when you walk in because you don’t know if that person had a bad day, you don’t know if their car broke down, you don’t know if they’re having relationship problems, you have to get them out of that state. Right? You have to get them out of that state and excited and intentional with their purpose. And then from there, you can help lead them where you need them to go in order to have a strong culture which will lead to more sales and just just being like the best version of themselves essentially

Sam Taggart 11:47
love the so what other like systems so you have correlation meeting competitions, you said? Is there any other things as a leader that you’ve implemented that has really created this? This excitement this retention, this like, you know, I feel like sometimes like I’m so sick of beating the same drum go out every day and come home? Yeah, money?

12:07
Yeah. How do you Yeah, so So I believe in building is energizing and maintaining is draining. Okay. Right. So you, like you have to your leaders have to continue to build their business. But one thing I’ve been doing shout out to Paul Rundle, is I’ve been doing with him one like every day, every week, we’re having one on one meetings with the managers figure out what they need? How can we help them do their job better? So assuming, and then teaching them the how to, instead of just telling them because for a lot of years, I just told them like, Dude, what are you doing? Right? You don’t know what you’re doing? Come on, man. As of now, we’re actually getting feedback what we need. And so that manager now is going to feel safe. And they’re going to end up wanting to lead their team better. And it just, it just, it’s just like a snowball effect down to that very last rep. But it’s it’s really important. You need to, you need to have a statement of clarity on your culture, and your 10% that’s eventually at the 12 to 15%. You need to make sure that they hold a line on that culture.

Sam Taggart 13:08
Love the So describe that hold the line on the culture. What does that mean?

13:13
It means we don’t complain, right? We don’t whine. It’s never the area. Write it we it’s the 100 zero principle. So what that means I’m giving you all the nuggets, right?

13:25
Yeah, no, that’s 100 zero, 100 zero.

13:29
So 100% Take 100% responsibility in your actions or lack of action, right? Or your lack of results. And there is a 0% on why you should not leave that person that you talk to whether it’s an employee, whether it’s a homeowner, whether it’s the person at the grocery store 0% Why you should ever be negative or mean to them. So I believe you can take 100% responsibility in your actions. And you live to a principle where you’re super nice. The like the law of the universe, whatever you believe in, it’s gonna be easier to do your job.

Sam Taggart 14:09
Yeah. Love the so let’s talk through like sales. So you still go out and he’s still produced 50 Solar deals this year. Yeah, you have hundreds and hundreds of salespeople. Yeah, you have more money than you probably know what to do with. He’s like, I know I can do something with this. I know he makes a lot of money. But like what keeps you motivated? Some times when it’s just a slow day to just be like oh, I guess I should just go knock today like how do you keep your systems habits to still throw in 50 deals lead from the front? Yeah, what helps you there?

14:43
So it’s part comes down to that just doing something out of the or like left field and winning on it right or trying your best like, I’ve conditioned my mind now like I’ve callus my mind. Just like we call a certain knuckles or fee. Right? I’ve callus my mind on on a on a daily basis thing to win. And so I also just want to stay relevant in the space, right? There’s a lot of VPS that don’t really sell anymore. And that’s good for them. But it’s not good for me. Because if I ask somebody to do something, I truly believe that I need to do it first.

Sam Taggart 15:20
Nick is relevant because think about this Relevancy is key. It’s like, I think the same way. It’s like I even had two guys today, two different scenarios where guys were like, I just love the fact that you’re still got knock with companies and you’re willing to do the work. And I was like, Why do I do this? Because it’s relevant. Like, I don’t want to be like, Oh, knock doors, I wear the shirt with pride. And it’s like, what was the last time you knocked? Like, No, I still can go out, I still got it. Like, don’t don’t sit there and tell me that I’m some dude that just wants to go coach and not want to do the work. Like, I’m my own grand like, last night, I was like, Dude, I pull out my phone. I was like, Look, these last 12 text messages have been me cold calling me texting out. When are you gonna do this, we’re gonna do this. I grind. And I think a lot of leaders feel like the destination is this throne that they get to go sit in tents, punch some numbers somehow and still stay relevant and still stay influential. And it’s like, wait a minute, dude. Like your influence all has to do with the impact you’re making on your business below? Yeah. And I think a lot of people forget that.

16:19
If, you know, I tried to pride myself on knowing the answer. And I’ll only know the answer if I continue to sell. Right? Because I don’t want I don’t want the brand new rep to randomly call me and say how do I do this? And I don’t know the answer. Yeah.

Sam Taggart 16:36
So what about Okay, so let’s talk sales routine. You know, when you were selling, just selling so let’s say you’ve got all this managing stuff. You’ve been doing sales? Yeah. And you were to tell this rep what a perfect top reps routine looks like what uh, what what do you start when you finish? What’s your morning routine? kind of describe that day?

16:56
So does the rep have kids? Or?

17:01
Let’s say yes.

Sam Taggart 17:03
I think here’s, it’s, you know, solar. Like you said, the reason I switched from alarms in summer sales and traveling every summer was solar’s because you’re like, I can’t keep moving family. And now and I think a lot of people resonate with that now it’ll. So nessa you just turn it off. You can stop the live. Yeah. Or stop. So yeah, so I guess tell me about what the day looks like.

17:25
Yeah. So you wake up at 6am. And from you know, six to seven, are really it depends on when your kids wake up. Let’s assume they wake up around seven 730. So you, you wake up at 6am you get your workout in and you get your words of affirmation, and you get your meditation or clearing of the mind and you get you get fully prepared to go to battle that day. Right? You’re fully prepared to go to battle that day. And then you take your kids to school, you give them a kiss, and you tell them they’re the most amazing things in the world. And we have a model in the Solomon family. Shout out to David Goggins the model is stay hard. And I have my seven and five

Sam Taggart 18:07
things you have a seven and five year old, I have a 753 the same life.

18:16
And then from there, you know, you go and you go on between the hours I call it like, kind of the quiet time between the hours of like nine and 10 you progress your accounts, you follow up with your customers, you ask for referrals, you make sure your business is clean is clean, you doesn’t matter what industry you’re in, you sell cleaning business, and if you don’t sell it at the point of sale, you have to clean up in the morning. You don’t want to clean up like at four o’clock.

Sam Taggart 18:41
Okay, and I’m going to this is so key, you set aside an hour in the quiet time to clean up your business. The reason so I had a rep that I sent out to legacy on a blitz, and he was just setting he set for closer and the set the closer did like 15 deals for him. He just they did slit like both of them. So I follow up was like dude, you finally get paid probably this is like super life changing. Congratulation. Never done door to door, right. And he’s like, No, dude, I just frickin found out that homeboy. All of the deals but one had bet like just missing declaration pages missing this Miss. He didn’t do this and all 14 canceled except

19:23
one t and I go don’t call that guy out. I’m

Sam Taggart 19:27
not gonna say names, but I’m sitting there going. Holy crap. I took a friend of mine that never knocked doors. His first experience is setting knowing you’re gonna get paid if the deal closes, and 14 of 15 that he was stoked on making more money. Like, do you think he ever wants to knock doors ever again?

19:46
He does. He’s gonna be really freaking good. Yeah, he was like,

Sam Taggart 19:49
yeah, he was great. And I was just like, that is such a frickin tire deflation of just like this rep that had no and I’m looking at the rep I’m like, Dude, that’s a lot of money too. Whatever it is, yeah. And it’s just simply because you didn’t clean up his deal.

20:04
Yeah. So get everything at point of sale doesn’t matter what you sell, make sure it’s clean, make sure it’s funded, so it can go to install. And in and I don’t have over 400 cells, I’m over 400 Personal installs from now because I love just the meticulousness of of, like paperwork and getting it right. Yeah. Like I don’t want cancels.

Sam Taggart 20:26
So you, you spend that quiet time in the morning, then.

20:29
And so you’ll right around 1010 1011 If you have a spouse 1130 Make sure you spend some time with them. It’s really crucial. And then by noon, you should be out hustling because someone’s always home. You should like I look at this job, kind of like the postman of like, so am I talking about solar? My tone? Okay. Alright, so I look at my job. I’m the postman slash meter reader. Right. And so my job is I know my postman. See him every day, and neighborhood. So if you’re gonna be the mayor of your neighborhood, right, you need to be out there every single day. And you literally need to read people’s meters. So you’re the postman slash meter reader. So when I don’t want to when it’s cold, when it’s rainy, I don’t feel like it. I say, Well, what will the postman do today? And he always delivers except Sunday. And so I have that same mentality. Only through Saturday. I always deliver, I may not get my result. I may blink. But that’s okay. I’m back out there next day, because I have a job it is to read meters, and to be there for the people to be the mayor of my neighborhood. And one thing that scares me the most is changing

Sam Taggart 21:41
neighborhoods. Yes. Why? Why this is this is key. Because there’s so many people that change neighborhoods every other day.

21:48
Oh, man, that’s my pet peeve, right? Because you can’t you can’t be the mayor, you can’t be the president. You can’t get mega credibility. You can’t walk down the street and a brand. And everybody everyone’s like, that’s the solar guy. Because I want somebody to like when someone else knocks on that door and tries to sell solar, I want them to say, I don’t have it. But if I do get it, I’m getting it from Jory. And I’m like, Whoa, right, but I want them to call me back, I want to be on the front of their mind. I want them to see my installs. And so why I don’t like change neighborhoods is because I don’t know the terrain. Like I’m going in. I’m like a Navy SEAL to be dropped off. And some people might have fun in that. But I have fun and routine postman. Like I want to know what’s going on. I want to be able to beat my chest and say this is my hood. Get out of here.

Sam Taggart 22:34
Imagine doing my job. I have to put a new company shirt, a new product and new territory state. Yeah. And just show off for four hours. And I’m like, Dude, you guys realize if I had it my way, this would be month three after me working my neighborhood. And you know, I’m like, unfortunately on a day on site or whatever. I can’t show that like, yeah, cultivated area knocking versus new turf new area new shows. Ah,

22:59
scary, right. So don’t change area like do not changes stay put. If you’re in solar, try to stay put for at least two months if you can. And I promise you’ll get way more referrals you have way more call callbacks from it. And and callbacks are are gonna happen if you if you do your job, right. And that’s weird to hear. But I get callbacks all the time. I don’t sell them at first, right. But I get people texting and calling me and saying you know what? I think it’s time. And I probably I probably make an extra 100 grand a year just from following up with people. And people calling me back because I said I I brought like to Ghana. So to me, people literally will this is from Tony Robbins. So people literally will wake up in their box, they’ll get in their box, they’ll drive to their box, they’ll come back in their box go into their box, and they’ll change their state with a cylinder. Right. But I choose to change their state when I knock on their door. So if they’re a five, instead of me being a 10 I try to get into a seven. Right I try to get their energy to kind of match mine a little bit because no matter if I sell them or not, I want them to remember Jory, the solar guy has a lot of bad stuff going on out there in terms of solar and a lot of negative press recently. And so I try to bring him in and leave him in a healthy state where they’re excited to see me back the next time to go over their energy option. Or they they know that I am the guy in the neighborhood and they see me every single day so when it’s time I’ve had people literally say it’s time

Sam Taggart 24:35
so awesome. It’s like yep, it’s time and then you’re just like alright, that’s right it up your credit. Yeah, you know and like the deal probably goes like yeah, I’ve

24:44
had some awkward ones where people are super rude to me and said No, yeah, and then I then they call me and I walked back in I’m like, Do you not remember this custom the off your porch? The guy was in a bad state. Okay, that’s fair. Let’s get you enrolled. Let’s get let’s get five referrals

Sam Taggart 24:59
and So what’s interesting guys, if you’re listening to this is a lot of times we see every customer tells us no, we’re like, ah thing that we’re a dick or they told me no. And we write them off instead of just saying not the right time and state for them. Yeah, and it’s like or maybe not the right time and state for me, maybe I was going through some emotional weird dissonance and I then approached them all grumpy, and like, hey, you know, I’m out here doing solar thing and then there’s like, oh, okay, like I don’t want to buy from you in this moment. And so right state right time, you’re gonna find that right formula. Yeah. So I like that. Yeah, what about so we got to kind of wrap up and then you got to call again. So before I ask this last question, I finished up with this one thank you guys for listening. You guys got you guys got some value out of this. I hope you guys subscribe to follow Jory and give us some love and go check out his workshop at door to door con. You better go get your tickets are selling out quick. Yeah. I think we just passed over 700 tickets so when when this launches, who knows where we’ll be

26:05
but kind of do a self selfless like shameless plug. Yeah, shameless. at Jory won’t lose on Instagram, if you guys want to kind of figure out how I create culture help create culture. Go see my store. Yeah, see my stories. And, and whether you work with me or not work for legacy?

Sam Taggart 26:26
How they implement culture and how they do it. I show them off in my boot camps. Yeah. So like it literally actually legacies in my playbook. Like I printed a whole 50 Page playbook or something. And I have screenshots of Instagram of legacy showing like, here’s culture, this is what it looks like, this is what they do. Because it’s a copy paste. It’s like r&d. It’s like if you’re not, you know, you can do your rip off and duplicate and say, Wow, what are they doing different? How are they being intentional? How are they doing it? And how can I replicate it better? My team, my company, etc. So. So last question, ready? If I was your rep, yeah, it’s gonna be a different question that interests us, right. Oh, go with me on the Night. I’m your rep. Yeah. And I am in a slump. Yeah. And I’m like, Dude, I’m burnt out of this whole door to door thing. I think I just need to go get a stable job. It’s like, I’m on the solar coaster of commissions. Yeah. I just don’t even like to knock anymore. I don’t know what I did. I just am out. Like, I don’t know what to do.

27:27
So it depends on how out they are. Are they just talking? That’s like talk,

Sam Taggart 27:31
it’s talk to talk. Because you know that they’re not like wanting to leave, you just know that they’re trying to justify Yeah, they’re suckiness.

27:39
Yeah. So I’ll say this. So first of all, dude, I’m a little different, right? I’ll pull them to the side. If it’s it, hopefully, it’s not in the like a, like a group setting. Hopefully, it’s one on one. But, you know, this is where I’m gonna pull them aside and say, Listen, I need you to understand you are amazing human being. And you are here for a reason. You’ve done hard things. And all like, it’s all psychological at that point. And so what I’ll do is, I will literally just say, repeat after me, like, I’m amazing. I am, I am the best door to door salesperson in the world. I am great. No one’s better. Right? I’ll have them pumped their chest. Let’s go right, get them pumped up. And then what I’ll do is I feel like this is where a lot of leaders get selfish a little bit is I’ll say do we need to go out and off right now? Let’s go share a deal. Let me go give you a deal. Let me get you that hit. right let me get that hit. So you continue to come back. And I feel like that’s one thing I talked about in your workshop when you came to Orlando is you know, we just have to love people. Right? Love them. And we can’t we got to stop being cheap. You got to stop being selfish mind mind, mind mind mind. I believe one of the things I’ve done really well is is share margins with others to go grow amazing business and make sure that the entry level rep to the highest level is taken care of. Right because I know I can always go out and knock doors and overrides and things like that are our cherry on top. And so just don’t be like just go give right don’t give don’t give it to him for free. Make them earn it sometimes you have to earn it with them. Right go give them the full rip of that deal. Go get them bought in right give them a hug if they need a high and you know one of the best things for me is you know Cory Reed, I remember having a mental breakdown during Hell Week and everyone’s selling 1516 deals and Pinnacle back in 2009 Your Pinnacle to write well as a platinum bottom. Okay, I sold so Cory Reed and you know we’re doing Hell Week and everyone is selling these lights out numbers 1015 20 and alarms. And I sold three that week. And he brought me in a room and the Alesis vulnerable. I just cried. And I said I’m not good enough. All he did was give me the biggest deepest hug. And that’s all I needed. And literally that next day I went out and sold to. So my always lead just with love, its toughness. But when you see an emotional breakdown or somebody doing negative self talk, you just got to give them a hug sometimes and tell them they’re amazing. I want to be very transparent. It’s not there, the hardest area to work is only like five to seven inches and it’s from here to here. Because the harder you figured this area out and all the rest of the area is amazing. So good. I so that’s it. Like you just have to control this you control this area, the rest will happen because this life is freakin amazing.

Sam Taggart 30:42
I love the so guys, Bob so much I want to say just in that and I got five minutes. Okay, I was just like I was gonna go I have five minutes. I’m so on that know, you’re, I’m gonna say a couple of things. It just hit me hard was first year just like change their energy through state. Like I think a lot of leaders are afraid to be like, let’s fire you up. And they’re like, Well, I’m an introvert. That’s awkward, or that’s weird. I’m like, No, whether it’s a hug or a pump up, or you’re getting them to do something, is they’ve just been never reprogramming their store. Yeah. And you’ve got to rewind that. Yeah. Okay, let’s go. Absolutely. And I love dude, I love you getting vulnerable and raw with this because it’s sometimes hard to see people like Jory, or myself that are always out there shining. And it’s like, Guys, there’s days where we go back to our rooms and want to cry. Like there’s weeks that you’ve sold three, and you’re just like, everyone else is selling so much what’s wrong with me? Yeah, like, it’s like, I guess I’m just gonna be like crappy person that sucks at this, like I’ve had those weeks. And I hope everybody knows. Like, there’s been times where like, Babe, I just need a hook. And you go on to wife or you go home to manager and you’re like, gosh, like this, is I almost want to quit. I’m sure there are days today. You’re just like throwing in the towel. Like I’m just saying that?

31:58
Not really well. I know. It’s a it’s a it’s a long night, like I went through a long workday. And then you text me randomly. And I’m like, he’s like, let’s do it. I’m like, Okay, well, I’ve been working since 9am. It’s six now. And so now I got it. And I have a party with Chris Underwood for the reality stars that we’re going to. And it’s like, we’re gonna be out till 1am. But it’s just part of what we’re doing. Right? We’re changing the world.

Sam Taggart 32:22
And so, what we’re doing is, guys, if you see it as an abundance, and this is where I was going to the third thing was he said, I share margin, I go give them the deal. i It’s this element of like, pure just I’m giving. And I know that through this whole Law of reciprocation and retention is we sometimes step over dollars to pick up dimes in this job, because we see so short sighted, it’s like, Well, dude, suck it up, pull your pants, it’s gonna work out and like figure it out, you lose that rep three weeks later or something. You’re like, what you just lost out on is not only him, but all the potential reps, he was going to recruit all of the, you know, change and the impact of him leaving, then everybody’s second guessing. They’re like, Why did Tommy leave? I mean, he was a pretty good dude. Like, and then, you know, the ripple effect of the negative. And it’s like, you retain that guy. He then shines, what’s the ripple effect in the other direction? And having this abundant mindset, like you said, go give him a deal. Go figure it out, like go knock with him. We’ll do that means that I can’t knock on my own. And it’s like, stop being so short sighted.

33:21
Yes. It’s, it’s as a leader, if you’re listening to your leader a lot of times it’s not about you. Right, it’s about them. And, and so you have to be cool and collected and you have to be okay with not always being the frontman. Yeah. And that was hard for me to learn for a lot of years now. Always been the front man. And so So by doing that, I feel super comfortable in my own skin. And I feel like that’s actually elevated my leadership, because I don’t need to be the man all the time. Yeah, right. I can ride copilot I can even ride in the back if it needs to happen in order for us to win at that moment.

Sam Taggart 33:59
When you guys heard it firsthand from Georgia, guys, this was so good. And I promise DVD coming out the hook so go get your tickets stop sitting on the fence. And yeah, share this love it. Much love thanks for being on the show my

34:13
man Yeah, man. I hope everyone listening to this if you’re not winning. I hope you’re the next Rudy story.

Sam Taggart 34:18
Yeah, I love that. You’re the next Rudy. Yeah,

34:22
I was Rudy. I was terrible. I will absolutely continue to say it. I’m not amazing yet on my way to be who I truly am. Love the

Sam Taggart 34:33
guy. Thanks, guys. See you guys.