Speaker 1: (00:02)

Bill, Can I help you?

Speaker2: Hey listen up, I’m bringing you the best content to ever exist in the door-to-door industry from sales leadership, recruiting, impersonal development.

Speaker 1:

Why would I need that?

Speaker 2:

Because never before have we been able to collaborate with the top experts in their industries, sharing their secrets and techniques and what makes them the best.

Speaker 1: Wait, who? Who are you?

Speaker 2:
I’m your host. Sam Taggart, creator of the D2D experts in D2Dcon. Is there a place we can sit down?

Speaker 1:
Well come on in.

Speaker 3:

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Speaker 2: (00:48)

Hey Everybody. This is Sam Taggart, your host with the D2D podcast. And I’m coming to you with Zach Johnson and here’s the CEO of Moose Roofing. And that is just like the animal man. Make your muse, moose sound, moose sound. is that rumble? So when they do their team yeah.

Speaker 5: (01:08)
Meetings, I’m assuming

Speaker 4: (01:10)
you gotta go yeah, it’s mostly in the golf shots. Yeah, for sure.

Speaker 5: (01:18)
I love the name

Speaker 4: (01:20)
linear. Zack is part of the DDT experts circle. We’re here live in Omaha and they’re a big player in la. I was actually talking to another roofer that was like, Dang, you work with Moose resu movie were uh, anyway, so they vet and massive gross. Exactly. And part of the team and really come in and helped shape a lot of their sales systems and uh, anyways, so it’s been really impressive to watch him even over the last, what, five months.

Speaker 5: (01:49)
Sweet. Yeah, no, my almost exactly. Yeah.

Speaker 4: (01:51)
I mean your goal last year was what you went, you went from kind of give him a rundown. So when you came on they were doing, it had like a, a small bay with like all sharing one conference desk. Yep. Yep. So it was just kind of a small mom

Speaker 5: (02:07)
pop, like I was working in like suiting and then so I was like doing suits, doing all this stuff and I was like sick of it. And I was like, I’m going to get into some of that, make money. My uncles in roofing in Colorado, and he’s like, you can, we can make some money and your fans like, yeah, should we stand? Your terms was making like $200,000 a year is like,

Speaker 4: (02:25)
yeah, you know, I’m in.

Speaker 5: (02:27)
Yeah. So I jumped in, uh, I was like, okay, you got me interviews like this, perfect and put my best suit on $2,000 suit, walk in the front office. And I’m like,

Speaker 4: (02:36)
no, we’re in cowboy boots and fry like, right. Like, no real. Think about this thing. This isn’t windbreakers like the old school nineties windbreakers in Burgundy with a big cartoon news flexing. Oh yes. That and khaki pants. Like the pink panther. Yes. No, that’s exactly it. Right? That was the, yeah, it was called the roofing Moose with a big hammer.

Speaker 2: (02:57)
The roofing. Yes.

Speaker 6: (03:00)

Speaker 5: (03:01)
So I’m like, I’m like, Oh God. Like is this where I’m like, is this it?

Speaker 6: (03:07)
So like, I’m like,

Speaker 5: (03:09)
Jeez. But I was like, I like the guys. Like, I was like, okay, Pat’s a cool dude. Yeah. Pat seems like he’s like, like when I meet him I’m like, okay, super straight. She like integrity forward. I’m like, okay, there’s something here, but like the brand is whack honestly. And we just kind of like, we’d have to shoot a lot of things and so, but I was like ready to make the jumps. I just jumped all full four feet in. And then, uh, that was me. I was like the only sales rep and then there was a Mike and pat and then it just kind of has just taken on a whole life of its own since like after the first year, kind of all like the terminal learning. And then after that we built the team. Like I built a sales team, like eight guys and we went from, you know, 2 million to seven point $2 million my first year and then up to eight. And then now this year, like a $12 million a year coming to 15 it’s just been nuts.

Speaker 4: (03:56)
It’s crazy. And I think a lot of roofers would love to see that. I think the difference in working with you is you’re out there slinging with them. You’re out there recruiting them, you’re out there hustling, working with the fraternity, you’re working with the job ads and working with networking and really getting out there after it because personally you’re probably gonna sell,

Speaker 5: (04:19)
uh, with, uh, my, like the guy that works with me will do about 1.2 million just just ourselves.

Speaker 4: (04:24)
Yeah. And I think that, you know, you’re willing to go out there and be the million dollar producer as the CEO. You know what I mean? And I think a lot of people don’t do that as a roofing. They’re like, how do I hire our sales guys and then sit back and operated Britain? It’s like, how do I hire the operations out? Right. Go lead. And I think that that something admirable. Uh, so today we’re going to dive into really getting clear on manifesting what, so, you know, one thing, I didn’t want to say anything. I don’t want one more surprise you on this podcast. I know you’ve been wanting to get into the speaking realm, right? Right. Miss speak at DDD ECON? Yes,

Speaker 6: (05:09)
let’s do it.

Speaker 4: (05:11)
okay, here’s a guy that in two years goes and takes a company from two to 12. You know what I mean? I think that that’s kind of deserving in my opinion. So if you’re listening to this, did he call on 20, 20, uh, January 16th to the 18th. Um, we’ll have you in the roofing sales aspect, helping kind of train on, you know, we’re going to have different workshops like industry specific leadership stuff, but I think we be it how you do workshops. So the probably three, two to 300 people in there and

Speaker 5: (05:45)
that’s awesome. I’m honored. mind. Yeah. Drop it as a surprise that you guys could see the reaction like yes, this is not a school and it’s scripted. Anyway, so speaking, we’ll get your

Speaker 4: (05:58)
bio and stuff and pick or maybe get a better picture. I was going to take it on my phone. Um, anyway, part of the circle, which is cool. And that’s another thing. And you know, we’ve obviously worked together. So it’s been fun to kind of like see your energy and the fire you bring. So if you guys are listening to this guy’s, he’s got a fun vibe too, you’ll like and um, anyway, so I would, I would say so today I wanted to really talk on that power of manifestation. I’m actually curious, cause you’re starting brainstorming a book right now and I loved kind of this thought of this neutral zone, not that crazy high, not the crazy low, but are we neutral? And I’m curious to dive a little bit more into that topic on this. Um, but the kind of started a couple of other questions.

Speaker 4: (06:43)
And so if you’re listening to this, that’s kind of the direction I want to kind of navigate this too, but obviously we fly on tangents and go wherever. So, um, first question is kind of how did you, how did you kind of get this vision of like, dude, we’re doing two or this roofing mooses or whatever you call it, where this like podunk all at a conference table to now we’re in, you know, we’re in our sales class, we’ve built out the whole office for buying more real estate. We’re moving in a direction where it’s massive kind of bootstrap but massive profitability and revenue. Um, how did you kind of See the vision? Like how did you craft that? How’d you say, like, no, we can do 8 million instead of like, let’s go from two to 2.5 or three. Right.

Speaker 5: (07:28)
So I think what happened for me was when I came into the industry I was like, like, you know that, why would I be like, okay, I see that there’s money somewhere. I don’t get where the money’s at, but like let me just sit like the, find the wall and just kind of watch. And like for a long time we were just like kind of depressed, you know, like I think a lot of door to door guys get in there like Oh yes, they’re like, I’m going to make all this money. And then they realize that it’s actually a lot of hard work to like to go and actually make like legitimate dollars. And so that was kind of my first year. I mean I didn’t, I like it. Not a very good, I mean I saw like probably half a million bucks I first year and so it wasn’t anything great there.

Speaker 5: (08:07)
And we went to when the storm in Vegas? Uh, no, it was in Miami. Uh, okay. And so we go there and I mean like we walk in and I’m talking to pat and I was just like, man, I don’t know, like what are we going to do? And all of a sudden they bring up these guys on the stage for like top producers, right? They’re like, hey, where’s our $500,000 producers and pores? And like, I’m like a million would be tough. Like when I got in, I was like a million like, oh man, I’m really sound million dollars. That’s, that’s a big number. And

Speaker 4: (08:43)
I see these guys walked over the front of the room, $30 million producers that wouldn’t storm. And you’re like, that guy literally is missing a third is a high

Speaker 5: (08:52)
he this guy, no, listen, listen, this, this guy walks up, he’s got this hat

Speaker 4: (08:56)

Speaker 5: (08:56)
Ruth King,

Speaker 4: (08:57)
right? Nothing. If you’re, if this guy’s Washington, nothing against his head but like watch up. Just got this like get up on Justin.

Speaker 5: (09:04)
Like I’m like, Oh my God, this guy like the big one. Yeah.

Speaker 4: (09:09)
Dazzle jeans. tog Drescher does down to his knees.

Speaker 5: (09:17)
What’s the,

Speaker 4: (09:18)
a flip shit like this guy’s up there and they’re like, hey, you know, could you share with the crummy was pretty protest. Can you share with the crowd? Like what’s the secret sauce

Speaker 5: (09:29)
to being a good sales guy? And he just grabs the mic from the student. He goes, get out of the damn truck. It’s all he says. And I’m like, what in the hell I’m, if the guy goes, what do you mean? He goes, just get out the truck.

Speaker 7: (09:43)

Speaker 5: (09:44)
as hot as I saw my notes and I looked at that and was like, like, you don’t want to let your paradigm just like your mind just expose them. Like that guy with no skills, no charisma, no nothing. He is just getting out of a pickup truck. He says actually what he’s doing knocking on somebody’s door and he’s selling one point $5 million. And I was like, all right, this, this, we can scale, we can like, I’m good. I can train the guys how to do what I do now. We just need to put this training system in place. A way to educate without like trying to, we used to do measurements. I mean that’s when I got trained. It was like I hand you would get a tape measure South Dakota and it was like, why are you doing this? Right? So it was just like, it was mind blowing.

Speaker 5: (10:25)
Like I’m like, I don’t know how to measure a roof. I don’t know any of that shit. Like I don’t want to do any of this. And then it was like, how about we automate everything on the sales side, so I just get hot young, hungry guys that can just get out the truck and go sell. And so then we kinda took that from one and Sarah with one canvas or with me and then we hired his brother and then it was just like kinda talking to people out at the bars and like talk with people downtown as I was kind of like networking, like guys, there’s money here. And like solely, we built a team of seven, eight people and then it just like, you know, kind of trickle from there. And so like that blew up. And then it was like, I remember talking to the owner at the time, we’re doing 7 million this year and they kind of chocolate, right? They’re like, hey buddy, you just don’t get it.

Speaker 4: (11:10)
Yeah, you’re that guy that comes in. He’s like, we’re doing it the wrong way.

Speaker 5: (11:14)
I got it. We just need to sell one apartment and there’s art in it. I’m like, yeah, yeah, yeah, we’ve heard it all before. Like all these guys come in. Everyone says, yeah, but we, the timing worked out, right? Seven point $2 million. And it was just like, I mean it was like celebrate toy like excitement. Um, and then it was just kind of like where do we want to go from there to scale. And in like talking about manifesting with like taking that vision and going like how do I set this up to be like something bigger than myself? Like something that I can’t even really have. Like I’m have an active part in three 80 but like where like I hired the right people in the team to like blow this up like multi-state, multi-brand. And like that’s kind where we’re starting

Speaker 4: (11:54)
with the little $15 million jump, which has been like

Speaker 5: (11:58)
a million times harder than I ever would’ve imagined. Like I was like, oh, we did two to seven and 15 is going to be no question. And then all of a sudden it was like, oh wow. There’s a lot of different growth, growing pains that come from seven and 50 that you don’t really, uh,

Speaker 4: (12:11)
an operation bottle knife. Yes. Yes. They don’t estimate. Here’s the interesting part. Mexico, we’re out there with a circle. You get a phone call

Speaker 8: (12:24)
and you lose.

Speaker 4: (12:26)
Wasn’t that during Mexico or is it shortly after? It was like something like, right. Yeah, I think it was right, right, right.

Speaker 5: (12:31)
As I was getting back, they had just turned in their resignations.

Speaker 4: (12:34)
You asked like you had how many guys in March? This was march.

Speaker 5: (12:37)
Yeah. So maybe like eight and then we lost

Speaker 4: (12:41)
before. So you went down to four dudes. Like this is what’s interesting and I think this is a part that a lot of people don’t see. A lot of people see like, oh cool. Went from here to here and then we went from here to here and everybody stayed and it was a perfectly, you know, it’s like, yeah, if, if I had all these guys and went from seven to eight to 12 to 15 to 20, like

Speaker 5: (13:01)
yeah, five guys left. I would just, Kevin hard sheet. So five guys. Like,

Speaker 4: (13:04)
so go from eight to three dude,

Speaker 8: (13:07)

Speaker 4: (13:08)
and this is late March. Yeah. So if minus five is three

Speaker 5: (13:15)
no, no, I, I have three guys. Four guys left. We have five reps coming in yet. He says five. Yeah. Okay. Yeah. But five guys left. Yup.

Speaker 4: (13:26)
And you know, you’re sitting there, I remember doing a coaching call and you were just like, I’m in Home Depot. I remember him. Do you like taking out your finches, seeking out these fixtures? Exactly. I’ve been home depot to just like, Sam, we need to jam. Help me out, man. What do I do? I don’t know what I told you for. It was probably something very insightful. Okay, cool. A little bit in Vegas. It’s like, just all you have to do is just gauge more given one, just all you gotta do is I just jump out there and I’m like, Oh my God, Sam, I pay you what? It sounds like Brady flies. It’s like, I don’t get any good at does it somehow you got 20 guys now anyway, so you say, okay, I’m going to go get more guy did. No, no, no, no. But it wasn’t just like Devin, it was like

Speaker 5: (14:21)
Jamel was like how can we shift like the paradigm around like getting more guys. Cause I think

Speaker 4: (14:26)
how should we see this as the gift? How do we see this as the way to get the right guys? Because

Speaker 5: (14:30)
in the right place, cause we lost some debt and some bad weight.

Speaker 4: (14:34)
And this is the part I want to talk about because you did and you looked at it at the end of that conversation, it was really fun to see your paradigm come in from like Holy Shit to oh my gosh, this is awesome.

Speaker 5: (14:47)
We have an opportunity to build a new color. We

Speaker 4: (14:50)
did actually. So how did the, you know like let’s rewind back to March, have that conversation like oh my gosh, let’s see. This is the gift. I just lost half my guys and I’m really down to nothing. There’s no way I’m going to hit my goal of $15 million like with a couple guys. We’re not all fricking Jesus. So how do you go, what do we do? What do we shift? How do we see it as an opportunity?

Speaker 5: (15:16)
We like, me and pat have like this big joke that we say like all the time, like no matter what’s going on in the company, we’re like look at each other. Like, you know what we really gotta do. We gotta recruit, train and sell like no matter, like what? Like a tire might pop on like a, a trucking, like, you know,

Speaker 4: (15:33)
the zoo. And from my, from my circles and Kansas City where are we met at people if we’re listening and watching this, um, where are we met as Kansas City? I was speaking for beacon. You kind of, yeah, the team. Yeah. So I’m like the industry broken, everybody says it’s still build, collect. I’m like, nope, it’s recruit training. So that is the model repeat like recruit more guys, train them, has self do that more and more and more. And so that’s funny because I, John you got veggie kind of sounds like that sort of to be this like, just ongoing joke.

Speaker 5: (16:12)
Like anything that goes wrong possibly. It’s like, you know, we out to do recruit, train and stuff. So that’s Kinda like what the, the, the focus wasn’t, we had that conference gone before that we were Kinda like working on different angles and then we just literally took kind of a recruiting program that I had found from an old like youtube video. Legitimately like someone was just like, sorry you’re recruit. And we just plugged it in. We had some scripts that were typed up and we just had people come in, they’d go through of like a funnel, like they’d go through this script, this interview, and then they’d come into a group interview and then we loaded the room. I mean like when we first started with like 20 guys a room and I was really naive to like hiring. So I was like, fine, like, you know,

Speaker 4: (16:55)
you know like you’re like, yeah, you’re like giving, you go meet here. Like I hire the best people. I’ve heard that a thousand times. So you’re like, this guy’s great. And then what happens? They burn out. They, you’re like, this guy’s going to be like a million dollar producer, no questions. Two weeks. And he’s still, he sells, he’s, no, he says a ton and then all of a sudden he’s just gone. And I’m like, oh my gosh, he just vaporizes no, the Eric today literally post the job is like I need to hire a couple more guys. And then literally it dude applied on Facebook or kind of Facebook stocking and kind of looks like he’s, he’s darker skin. He has an earring or whatever. And Eric’s like, no, there’s no way. And I go, you never know dude. You’re going to jail. You’re going to stereotype that cat and he’s going to go work for some other roomy gummy cause you just looked at his profile profile pic and shit.

Speaker 4: (17:46)
Huh? Or it might be the worst dead at the end of the day. You can, but your, your, your uh, acquisition, like your cost of like actually like an ROI on that is so high because you have very little invested. We’re going through the training funnel for free. They come in and do like, we do a four day training, they come on a four day training. If they walk out, what did I lose? I’m still training all the other guys in the room. Why wouldn’t you? He applied. He’s willing to knock on doors. Anybody that’s like sign me up for that one. I’m like, okay, and you will naturally quit or suck or you’ll be phenomenal. Right? We’ll see what your grip factor is. It’s all great. Yeah. And then the biggest thing for me, like, so anyone like that, I’m not great at recruiting, but the thing that I’ve realized is like maximizing my time with recruiting.

Speaker 4: (18:32)
So like everyone goes like group interviews. That’s not the way to interview and hire. Right. And I’m like, I can put so, because this is, what was this all it? What happened? I mean when I try to hire and build a team, I’d scheduled 10 interviews for the day. My whole day shot, like it’s 10 days, 10 interviews. There was an hour, three shots. I’m like, yeah, three to four off. And then all of a sudden out of those four you’re like, Ooh, like two are good. And then by the time you’re done, you’ve, you wasted a whole day. You’ve got two reps and 109 for training. Yeah. Well was going to quit before he even starts. Right? And then you got this one guy and then now you’re wanting to, hopefully when you’re starting a three they’re training from one guy like ridiculous. So then like you put 20 people in a room, 10 show up, and then you start working it through there and the, it just works so much better.

Speaker 4: (19:16)
I just want to hire one dude. Right? So you do have one guy, right? Yeah, no, you need to put 10 to 20 and you’ll find that one guy. So an expert. Cool. I mean that’s what skip was training and that skip hired, hey hires eight a week. And you know, I asked him, I was like, Hey, like what are you doing? And he’s like, this funnel, it’s a simple game. It’s, it’s not just a lead funnel of how to sell more deals. It’s, I see the pipeline funnel as new new prospects for recruits, the new people starting the new training each week. And you know what I mean? And getting . It’s the same thing as a sales funnel, but it’s pretty funny when he said that’s where my business starts and and then you know we asked him, I was like, okay, so it’s the same number I’m here, he’s in solar.

Speaker 4: (20:00)
Right. And it’s like, okay, you hire ten three of which are going to be around Ergo he said what four we’re going to be around within two weeks, right. Two are going to be around within four weeks and one of them was going to actually be anything good there. I think that was his number and it’s like, I think you did too good. Aren’t too good. Yeah. And it was like, you know, how do you get to 20 guys? I’m sure you have a lot more than 20 people coming into this training. We have done a pretty good job like, so if they, the way we front load the training is I get really like heady, like really like uh, what’s the word I was saying to you when you’re in, it’s really like Meta. I get very Meta with . That was the word. if you’re not up with the Times

Speaker 5: (20:48)
people, you’re not using the word Meta. So like I get really like really Meta about like their life and their goals and their ambitions and all this stuff and I’m like just getting like as deep as I possibly can. Just like just break down like the paradigm, like what the, where the hell am I like you don’t like they walk in here like run down shop, you know, doing all this stuff and then like we shouldn’t just train them. I’m just like going about like life goals and like how they view their family members and all this stuff and like how are we going to set this into this like lice goal to sell roofing, right? It’s like very strange. And so it weeds out like these people that are like I don’t, I’m not on this wavelength. Like this is weird. Like we use a breathing techniques and stuff in the first day of training just to like shake out the weirdness.

Speaker 5: (21:34)
Then we just make it really weird. And so like with that, like we have like usually a guy or two leaving the first day, they don’t ever come back and like the guys that are here are just like, I mean they’re jumping around screaming, banging on their chest the first day and I’m like, and then none of them really leave. Like, you know what I mean? Like they, they stick it out because I’m like, and like I just like am so big like, because a lot of roofing comes, they’re like, now you will have to knock some doors but there’s leads that come in and we’ll support you. And I’m like, I come in, I’m like, you all have to do 100% door knocking. There’s no questions. You will not get a single leads. Now that’s not true. Right. Like they will get leads and they start them off with the worst case, worst case scenario.

Speaker 5: (22:12)
So then like the guys who are like lead babies, they just like, they’re out. And then that way I’m like set until like, then the guys, they know what they’re signing up for it and then it gets better than they expect because they’re getting leads. And how we, our lead delegation works is you knock the door, you get the lead that comes in. So it’s like these guys are fighting for territory is the narcan. Right. And we just, we aren’t as sophisticated when like with farms and stuff, how we knock, we just, it’s a free for all. So like, and I love it because people are banging on top of the doors, you know, and we’re just leaving a fire, the same fire every time. But it’s like then they’re banging on these doors that are good markets and we’re just constantly be in front of mind with all these homeowners in good markets.

Speaker 5: (22:52)
So it’s been kind of cool to look the last kid on the door is, that’s the guy who gets it and everyone kinda like buys their own kind of visor that everybody knows like, Dang, that roof has guaranteed. If I can just catch them both home, it’s mine. It’s mine. Right. And it’s not like sharky but it just kind of like a phone competition of who’s going to be the one like keeping up on it that it’s fun. I could see a lot of problems with that and some ways it’s like I still don’t know dude. It’s like I saw him the damn pill. It’s mine. It’s, you ever put the pin on a target? The actual person gets a little and like, well the nice thing is once you’re talking to somebody who goes in as a lead, you’ve got the phone number, email.

Speaker 5: (23:27)
Like you can’t knock it once as a lead. But if it’s a not home then like every little last pins are like you might have knocked at five times with Conan comes in behind you and knots at like the next day they catch up and they, and they’re the ones that caught on. They get that and so was kind of like fun because, and it’s not like it’s like super short PE, but then they, they all kind of had territory as they work. So it’s kind of keeping a fresh like fresh mind like on everything now. So it’s Kinda fun.

Speaker 4: (23:50)
I love that. So now you’re in a few months had been able to be proactive about building this kind of army of hustlers, of the culture that is like, let’s go versus kind of, you know, weeding out these, these deadbeats. But these magnets that just suck the life out of it.

Speaker 5: (24:11)
This one they want, you know what? I feel like people get so entitled to commissions and it’s like you need to keep the same margin to like grow a business, right? Like our goal is not to just, I think so many times, like one year reps they get started, they’re like, where’s my extra three to 4% I’m like, that’s not how this works. Like just sell more. I’m not cutting your page, just sell, sell more and you’ll make more money. And I think so maybe we want to work less and making more. That’s just not how this industry

Speaker 4: (24:35)
get out of the truck. Goes back to that guys is fine. So then kind of shifting gears a little bit. You know, you want to get into, you know, consulted a few guys and you know, you liked the aspect of kind of impact and giving back, you know, you’re young entrepreneur and um, you see the value in creating difference in other people’s businesses. But what you have this concept of this, I’m a neutral kind of, tell me about this whole book or this whole philosophy that you’re kind of jamming on the Meta of that.

Speaker 5: (25:05)
Yeah, so uh, we were actually on a girlfriend, me and my girlfriend at the time we were, we were in a are my girlfriend now we were kind of in a bit of a tiff and I was trying to like get a, get a point across about like where my life is in like I’m no different in like a negative and positive light. And so we started talking, now this has become like kind of my way of living is there’s kind of a zone, like a half circle, right? And there’s like a needle that bounces back, you know, from empty to full. Like imagine like a gas tank and so on. The ones, the full side might be your positive and on your empty side maybe your negative. Right. But my, my realization was that the positive extreme and the negative extreme were the same exact thing.

Speaker 5: (25:44)
So like if I was like celebrating like the biggest win ever and just like jacked up like Whoa, like banging on my chest like pumped up, jacked up. I was like burning out all this energy and it was just as bad as being negative cause then like the second I lost that high of being like the best, I would snap back and be like in this like downtrodden, like oh I’m not getting like where’s that, where’s that extra positive vibe coming? Like I didn’t sell a $30,000 deal today. I just handled my paperwork. And then like you kind of like, and my goal with the whole neutral zone is like if we don’t focus so much on like yeah, yeah. It’s like yeah I got that deal and that was awesome. That’s just part of the process for me to get to my $2 million in sales isn’t my goal.

Speaker 5: (26:29)
Let me Kinda come to center and be neutral about the whole thing and be like, oh sweet, like $30,000 sales and we get down the spreadsheet, what’s my next step in my life to like get to my goal and like be happy with where I’m at presently in the, and like the same thing as you go like we’ve all been at with door to door, you knock the doors and like you are like, you’re like, I am not going to leave today without getting a deal. We’ve all been there and then you leave the day without doing the deal. Like we’ve all been in that day. Like it’s the worst.

Speaker 5: (26:59)
No, definitely not. And like good like you know when you have a really strong way you’re like there’s no way I’m not doing it. And like that, that couple of times that happens, you’re like, it’s dark, it’s pitch black and you’re like, it’s 10 30 do I dare? Like the lights are on like should I do it? I’m like, you’re like, you hit that and you’re like, it’s didn’t ever get the deal. And like that negativity is like, don’t let that be like, man, what am I going to do for my next week? Now I’ve, I’ve, I didn’t get a single deal today. This is like just, hey man, I did everything I could and, and let me bring that to neutral and say, Hey, tomorrow I’ll just knock him again and I’ll get back to this neutral. There’s neutralist presence. I think presence gives over used nowadays. It’s like this really hot word. I feel like it was like, well let’s find this presence as B to B one and it’s like it’s just be just be just neutral in like not too hyped and excited about everything as we honor that person but not be mopey and negative. Let’s just find it to just be like right in the middle and just appreciate both sides.

Speaker 4: (27:49)
I love the term that is so there’s just live on the is line. There’s what is and it’s like so many people live on the w could be what is to come, what has happened, you know, the play on this. It’s like great, we sold the duo. Now the deal has been sold. Now what it is is I’m now in the streets again knocking my next one. You know what I mean? So what is that was already happened. I can keep like celebrating this moment of, and that’s good. Like yeah cool. I still have to deal like, but now it is, I gotta keep working cause it’s not, it’s still five o’clock like you know what I mean? Then so many people that go home because they’re like, oh

Speaker 5: (28:33)
you’re going to go home now what to done?

Speaker 4: (28:35)
I’m like yeah, you always suck. You always be average below average without best.

Speaker 5: (28:41)
You’re never really growing then. And that’s that. And that’s kind of the point of like this whole neutral zone is like if you stay in you, you’re growing constantly because you’re not overhyping or, or being beating yourself up. I think that’s a problem that a lot of pots, like super positive individuals have.

Speaker 4: (28:55)
Oh I think, I think we both suffer from that. It’s weird. My wife’s very on the opposite, I don’t want to say negative, but yes. Negative. Like

Speaker 5: (29:04)
just, it’s just pessimistic about things. Yeah.

Speaker 4: (29:08)
Cause my family, if you have you going on a family party, I am the most boring out of my entire family. Like you go to a family, get together and it’s like Sam’s the quiet one. Yeah.

Speaker 5: (29:20)
Isn’t that crazy? Obviously I had a damn podcast and I’m fricking events and I speak and I’m fun.

Speaker 4: (29:28)
My favorite on the quiet, and it’s interesting because my wife, when she married me, she was like, I think there’s something with your family where there’s like this obsession with positivity to a fault. Right? And she’s like, it’s annoying because she always relates it to the cartoon inside out. Have you ever seen inside out, right. And Jewish joy the F and bloopers at the end, the climax. It’s Kinda like the kid just needed some like empathy and some, some, some of the other balance side of it where it’s interesting talking about this neutral. It’s like, well, it’s not necessarily that you want to be this empathy, but it’s knowing when to turn that on and knowing when to turn the joy on. But also just saying those are things I turn on but, but I’m living in the w the one is what is it is neutral spot.

Speaker 4: (30:19)
Yep. Yeah, exactly. And control of when I do dip into the empathy or I do dip into the jewelry. It’s through a controller. Yeah. Don’t let it take over. Right? Yeah. I don’t controlling me. Correct. I’m controlling, I’m controlling. And then I can experience life so much more than purely like I’m like, yes, I’m going instead of life. Life happens to me when I don’t control that joys. Right. But when I control do it and I’m enjoying the life through it, cause I think how many times do you have a sales rep and he sells three in a day or five that are closer to $50,000 deal. And he’s like, Oh, I just got lucky. And you’re just like, well stop saying this is, you know, you just were living in the, you were out of the truck, you were doing what you’re supposed to do.

Speaker 4: (31:01)
You created the look. Like he rather they say luck, luck favors the like the hard work. I mean, it’s just so true. Like a lot of people try to discredit like results or they want to make other people, they want to feel good about themselves cause they’d say, Oh that guy just gets lucky. Or that guy is just got the best neighborhood or blah blah. And it’s just them saying, I have no control over the what is and I don’t know how to live in the neutral. I’m just celebrating or not. So celebrate. I’m in the negative. And I think that’s something that a lot of sales guys deal with. I mean it’s this emotional sales roller. I think we all, I think you and me both, you, I get just like it’s the extremes of the excite. You know, you close a huge deal.

Speaker 4: (31:42)
You’ve got a huge sponsor or something for you. Funny. Uh, yesterday I closed 38 grand in business that did four that I closed 54 and I’m golfing. You know what I mean? Like, literally, it wasn’t even after like, but I could be jumping out of my seat and Eric looks to me, he’s like, dude, you just closed like almost a hundred thousand dollars in two days. Right? And he’s like, you’re just chilling. I’m like, yeah, and that’s a great two days. But that’s amazing. I like that. That should just be, that’s just what it is. She was like, Dad, like you were talking about for those that said like just about like how you kind of like, you have found the, this grounded, like it’s just, I’m building a true business. It’s a business. It shouldn’t, it should do revenue. Right? Like you closed down a thousand thousand loops in a day.

Speaker 4: (32:30)
I met you like, and you’re not like, whoa. It’s like I could be living in this world of I just have like the best two days. Is it a year or I could be living well done. I need to get sponsors to fund a half million dollar event. I mean, that thing’s going to cost me an arm and a leg and if I don’t have to and go clothes, vendors. And you know, like I just said it is. Yep. I will be closing more of these because I’m going to have 10 primary sponsors and you know what I mean? Like that’s just what it is. And I think that’s the thing too. And like when we either were living in that extreme positive, we actually don’t produce like you think like when you’re on like a really good positive high like oh I’d be producing massively. It’s as big of a distraction as saying I haven’t sold anything cause you will literally live on that high for like a week and not do anything like that.

Speaker 4: (33:14)
Reality is so true, isn’t it? Like you’ll notice you’re starting to eat steak and lobster and you see these reps do this. Like you fricking made 42 grand and a couple of months and it’s like I’m buying a boat and you’re like the dog, you’re buying a boat. You made $42,000 like you’re not like a millionaire. Right. That’d be just chill. Just chill out for a second. Like this up here for a month. If he’s listening to this, shame on you. You turn like you are literally a toad Turd. If you listen to this right now, what’s his name? Jake. Jake, I’m calling you out because if you are a Jake in a towed turd that literally goes and makes us 42 grand and it goes and buys a boat. And what else did he buy? Some jet skis. These 20,009 I need about in jet skis. Newsflash, for you, Jake. I don’t know if I’d known about, I have a share on a houseboat and I only got it for two years. I could afford a both, but I don’t go buy a boat because it’s just not the right choice. It’s just, you know, a news flash. If you’re listening to this, you’re like .

Speaker 4: (34:18)
And I’m like, no, you’re just an idiot with your money and you’re going to be in five years wishing you had listened to this damn podcast and you’re gonna be like, Damn. And I shouldn’t have bought the book. So I’m just saying that applies to a lot of people. Can I get in as be completely frank on this. So it’s Kinda is, it’s kind of ironic. So they buy these jet skis, right? What happens is their a broken jet ski, they crashed. I get physically bail. No, Kinda like, Ooh. Both stands for Busta bow. Isn’t that like, see you’re not meant to ride. I’m Karmas. Oh, you bad purchase Larry’s not two brogans yet. Skis on trailers and no money. Yes.

Speaker 4: (35:03)
That though. That’s what’s so funny is it’s like in this business we see over and over and over again. Eric was telling me his fricking, his contractors drive has massive, Tundra has a hunger. We know things about hummers. Even the homer fills credit. We just know that. So he’s like, the sad part is they’re f and call me in November when I’m not doing many jobs and they’re like, Chris, I don’t want any nicknames for next year. And you’re just like, you’re an idiot. Like, or you get like, we always joke, it’s like, oh, I guess I’m getting jetskis half off. Right. It’s like you’re buying me my jet skis when it’s your credit. Like it’s like you’re getting literally, I’m going to loan me your, I’m going to have to start repelling based on advances. The stuff you’re buying at 50% that’s called the banks people. They’re doing it to you because you’re an idiot and you’re not living in the neutral. So you’re listening to this. Hopefully this was like hitting home because I looked and I would say 90% of sales people and that is a true story. Artistic. I’ve been Harvard business, DDD study. It’s conducted by my associate .

Speaker 4: (36:13)
No, no, completely. He’s made that out. But I would say just, you know, I’ve know a lot of sales people and and I’m calling you out. You know what I mean? Like that’s what’s funny is offline. I’m like sitting there going, you’re not being smart with your money. Not that you’re buying stupid stuff. You’re just to using that money to make money. Yeah. There’s so many people that are so afraid. You’re like, oh, I just got 40 g’s and stacks on stacks chilling in my house. I’m like, I know, I know. I know. two Cherry Street is drunk.

Speaker 4: (36:51)
though. I mean it’s just like, well dude, at 40% in a 5% Ingres over the next five years, you know? Yeah, it’s real money. It’s real money. It’s like just be, just be smart, you know. Anyways, so we’re super tangent here and I told you I would be, but no. So the goal in life guys is to don’t buy a boat but to sketch out and go on some super paid. It is kind of, it is kind of, it’s like I think, I think the thing is is like if you would have lived in the neutral on like a purchase, like a boat, you’d most of the time, most of the time you’d be like that’s not probably the best choice right now. I’m like in the pot in like the excitement, that’s like totally what I want to do. But if you just like take a minute and say like if I sent her this to like neutral, like I didn’t have any emotion tied to this purchase.

Speaker 4: (37:36)
Is that the right purchase? Yes. And most of the time if you come back with a neutral before you make any decision, you’re kind of like your core and your core values and your spirit will lead you the right way. And our lead you that vision. And that’s what we were talking about earlier about like going from seven to 15 and how like division make sense for them. There’s all these steps and all these pieces and how all this has to come together. It’s like stop living in this negative or positive. Like when you walked in, I was a little bit down today, right? And like all of a sudden I was back up and I was like, wait, am I neutral? Yeah, you just got to get right to here because then it will give me the path to where I know I need to go.

Speaker 4: (38:09)
Like it’s innately in every entrepreneur, every leader to like know what the right steps are. We just don’t get to neutral. So we find them, we fit. You can feel it, you know when you make the right. Well, nugget nugget that I just want one last end on that. Guys. If you’re listening to this, you are idiots if you don’t just apply what you did. So hate me for it. But just made some shock call outs. Jake, I hope I get to meet you one day. Cause what a turd towed. I say the word toad term because I literally filmed it toad hooping. Did you see that video? No, I know I’ll show it to you. You can just set it cause I mean it’s this story. If you don’t follow them in Instagram sometimes you’ll catch sometimes a nugget like a toad to hurting.

Speaker 4: (38:57)
Have you ever seen him total? No, it was that big dude. I’m talking like half the size of the fraud. It was. It was as long as the frog the best you’re like that must have been in his throat and then it comes straight down. You know what I mean? You’re like that doesn’t make sense. So now getting for the day anyway we are going to end. I was like hit on a really good note with the 10 tutors. Okay. So if you’re listening to this, gives Zach some love. Share this, like this comment, your favorite nugget you learned, which I hope was the toe turn at the end. Much love. Appreciate you having me on the show. Do you want to give any thanks Shannon. I’ll go on. I’m pumped about the DDD cake. Oh yeah. See and meet in person a circle. Going to pal in September. We’re gonna see our beautiful God’s country and southern Utah with the circle and come to the ECON. So come check them out.

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