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Sam Taggart 00:47
What’s up everybody this is Sam Taggart with the D2D podcast and a couple little announcements before we dive into our special guest today. We have our sales Summit coming up March 17 through the 20th out in South Carolina on a lake house.

It’s gonna be dope. It’s like right between Atlanta and Greenville. We’ve got our business bootcamp 28th, February 28. And first, we have a lot of cool stuff coming up. So make sure to check out our website or contact us if you’re interested in future events or just need more training so but one of the people that I’ve built a relationship with since year one of door to door con is a guy comes out of the woodworks and Mr. Trey gifting says hey, I’ve support Yeah, I’m behind it. And he’s the founder Spadea a sales enablement app that helps obviously, track area lead management, area management, rep management dashboarding some marketing in that and they’ve done a phenomenal job. They’ve been one of the main staples in the knocking apps are in that category. And Trey has done a phenomenal job at building this business out of Dallas such a stud and show man.

02:00
Glad to be here. Sam, it has known you for a long time. It’s been a pleasure, and a happy supporter of door to door con in yourself for all these years. So thanks for having me excited to be here.

Sam Taggart 02:10
So tell us kind of like I mean, we did a podcast What was that two, three years ago. I mean, it’s been it’s been a minute, so excited to have you back on the show to time on the show, which is dope. And what’s interesting about this podcast guys, if you’re listening is Trey gets an eye into the door to door space. Unlike anybody else, you know what I mean? Like he gets to see data from many different industries, many different companies. I mean, how many different industries alone use body like

02:39
it’s either I mean, it’s the dozens like we’re in 40 Different countries the last time I looked dozens of industries and so yeah, you’re right like that’s I get I get a unique peek under the hood. I used to knock doors myself, manage teams. That’s why I created spotters. I’ve done it from that side, but also now you know talking to hundreds and 1000s of different people all over the world and seeing how they do it. It’s been been interesting.

Sam Taggart 03:03
What are some of the weird ones that you see pop up that they like call in or Queenie?

03:08
Oh god there’s so many I mean let me think about I don’t like weird product I think the weirdest door to door one. We had one that was interesting. I guess a few years ago they were giving the government was giving away phones to people in like, they were knocking doors to go and give phones away which I thought was was was a kind of random we’ve gotten over the years I like donated the app to Boy Scout and Girl Scout troops you know, like I’ll give him access for the go sell cookies. And this one dad got real into it like created turf for his boy scout troop. And like they had territories of their went out it aside of it. They crushed it. He sent me some pics. So that was fun.

Sam Taggart 03:49
That’s awesome. So um, for those that haven’t heard, we were starting this and you were an indoor Con this year, but your team was we’re starting this big initiative called street smarts. And maybe we do something together on this but I’m donating you know, prize money. We’re partnering with high schools and DECA and like different like middle school and high school programs and teaching them how to start small little door to door businesses like knowing and Curb Painting because that’s that’s where I got my start. You know what I mean?

04:17
Yeah, me too. I sold bread door to door homemade bread it sold at door to my mom helped me bake it. Yeah, but I was 11 but under five made enough money to

Sam Taggart 04:27
do that. See? That’s not to say my nephew is selling bread door to door right now. That is He literally is baking. he bakes it. He’s like, he’s literally like 1314 He’s breaking bread selling a door door in his neighborhood. And it’s like, so I want to you know, it’s the stuff. It’s the shit. They don’t teach you in school that you only learn on the streets. That’s why I call it street smarts. And then we’re going to run a tournament this summer. That’s going to literally people have to apply for so we’ll have hundreds of kids all over the country. Wow, LaBelle. They’ll compete all summer to see who can make the most money through their door to door business, whether that’s selling bread or painting curbs, or Washington cars, or whatever that is we’re gonna do some frameworks and teaching on the pitch and, and then try man. Isn’t that sick?

05:14
Let me know I can help. I love it. I’m passionate about it, because I started that’s how I, you know, looking for ways to make money. And it was let’s go bang doors when I was 11, my mom would sit in the car because I was like too young to go just cruise the neighborhood. So she’s like, sit the car and got to, you know, follow me down. But yeah, you got to go out there and make it happen. That’s awesome. I’m really excited to hear you’re doing that.

Sam Taggart 05:35
Yeah. And but I mean, think of every parent wants their kid to do that. They just don’t have like a framework to do so. And so we’re trying to build the framework to kind of empower these kids and parents to empower their kids because and I talked to the the president of the DECA program, there’s 2400 Kids in Utah that are part of this chapter. And then they are eating sales, and this and that, and, but there’s not really like good strategic, like systems that you know, you can plug. It’s like, Hey, you can start making money today. And don’t go work at leather bees, or Jamba Juice, or Chick fil A like Go, go, actually, like start making good money? Like, like you said, yeah, like with bread money in there. So it’s awesome. So you got in the roofing space? And, you know, contractor, what made you want to get out? Like, like, what was the transition like, from? And how did you, like make that transition from contractor to tech owner? Like, you know, is that hard? Was it? What were the challenges there? Yeah.

06:41
I mean, it’s really I have no idea what I could go on for days about what it took to get a software made not knowing anything about software. And how long that took it was, it was extremely painful. But the thing that like stood out is got the app made and put in the app store. And it got so many downloads. And I started reaching out to people like what’s going on, you know, would you pay for this what there was such a problem in this industry that people needed to solve that it was it just made sense, like, so many, all different industries all over the world or downloading the app, but could to solve a problem. And that’s whatever it is, like getting visibility to their territory, or how many doors Am I knocking, knowing their numbers following up, and it just, you know, where there’s a big enough problem, there’s a big enough business opportunity. And so it just was like, let’s go, let’s do this. Love that.

Sam Taggart 07:33
So tell us kind of a little bit about body and what makes it interesting and cool and unique. Yeah, so

07:39
where we started off with was just a door knocking app that you can tap on it, and you’d log not home, not interested leader sold, those are the four options and you just moved on. And we’ve really kind of progressed from there to where we have multi channel communication. And that’s kind of field sales or door to door sales is somewhat evolving in the sense that if all you’re doing is selling face to face, I knock door I sell there, it’s buyer die, you know, that whole thing you’re gonna get left in the dust, it’s there’s different modes of communication, homeowners want to call they want to text, follow up with email, are you working a pipeline, you know, I’m a home improvement salesperson, I sell roofs or solar, and I just sell there and I don’t follow up like, you’re, you’re gonna get killed, because there’s people out there doing it. And so our software is kind of progressed and evolved into something that supports a more robust sales process.

Sam Taggart 08:37
That’s awesome. So let’s talk about kind of like, you know, one of the themes that we want to jam in on would be how do you avoid this whole sales roller coaster, you know, guys that are, you know, they go out and they work hard for a week, they make a ton of money, then they don’t work for two weeks, or they get their face kicked in for two weeks, you know, I mean, then they go out and get some success and taste it. And they pour again and broke again and rich again, and broke again and rich again. And so yeah, what are some things that you noticed that help

09:10
support that? Yeah. So kind of three, three keys that that I just put down on how to stop that sales roller coaster is, is first and foremost, you got to know your numbers, like the best sales reps, they understand kind of their funnel, right? Like how much do I need to put in the top to get a sell out the bottom. And so you got to know your numbers, if you’re just willy nilly kind of going out there and just cruising and, you know, just doing your thing and hour here, 30 minutes there, like, you know, you have to know what input you need to do to get the output because at the end of the day, the only thing as a salesperson we can control is that input. I can’t control if someone buys or not. I can do my best. I can have a solid pitch. I can practice all of those things. But at the end of the day, I can’t sign that document for you. Right but I can control the actual tivity. And so you need to know your numbers know your activity that you need to put in to get that result down the bottom. That’s kind of where it starts.

Sam Taggart 10:07
Cool. So what how do you how do you get, let’s say, I’m leading a company, and I had a company I was in Dallas, actually this week. And here’s a good lead for you. Here you go. And they’d stopped using their app, they’ve got about 60 reps. And they don’t have a knocking app. And the reason they stopped using it was because there was like, I couldn’t get my guys to put the numbers in and use it. So we just stopped using it. How do you? What are some best practices to help your people or the engagement in the app to put the inputs so that we know our numbers and we and we get the benefit of using technology?

10:48
Such a good question. I actually I go live every Thursday now on Instagram. And this was the question yesterday, on is the same thing. And it was one of our larger customers that chimed in. And when I hear that, what comes to mind is that the sales reps see it as a tool to be managed. They’re looking at it wrong, it needs to be reframed. And so what I would do is, if I’m the owner of that company, is trying to understand how I can show the reps that don’t make more money by using a system, whatever it is, right? Like a system, whether it’s an app or a sales process, right? Like how can those reps go out and use this system and make more money? They’re looking at it as have to, I have to do this because the owner wants me to track. No, it shouldn’t be I get to this company is investing in me. And so I can take that and I can make more money by using technology. It’s got to be a reframe. Yeah. Now, at the end of the day, right, the companies should say we’re providing you this technology, we’re paying for it. We expect you to use it. But here’s why you want to use it the with them, what’s in it for me, otherwise, the rep, they’re just going to go back to their old way if they’re not seeing the why it’s going to help them out.

Sam Taggart 11:59
Yeah, I mean, it was even interesting. We went to we’re not to kind of an Arlington area, I can’t remember the neighborhood. So I actually took about knocking and I was like, you know, have you guys been here before we went to one of their builds, right? And they had some momentum, and I was like, Okay, you got to build here. So is anybody knocked around this? And he goes, I don’t know. And I go, I’m like, Who sold this and he’s like, hold on, and it took him a while to figure out who sold it. And they go, this is Alex’s job. And then he comes out. And you know, we go knock. And I’m like, great. We just scrimmage through this whole area. That’s great. Has damage proven, you know, prove? Yeah, actually wasn’t a hit very hard with reps, right. Like, and I was just like, interesting. We just hammered through this. I’m curious who’s gonna actually come back and re knock behind us? Are they gonna be like, Oh, wow, Sam and 30. Dudes went out knocked. There’s no way I’m going to go back to that neighborhood and the whole 1000 homes a shot? And no, we literally went out for four hours and talked to probably it was from two to five. So it wasn’t like prime time. And there was so much meat left on that bone. And I’m curious to know, like, you know, I mean, and if people really realize like, man, we had momentum with the customer getting built right there. You had a couple other solid deals that we just signed. There’s a couple like, you know, but we had to go fill in the gaps and like, know that word I should knock and who’s not and when they knocked and how often than not. Yeah, yeah, I mean, I was just like, I’m shooting blind but so important.

13:40
So important that here’s a stat that a lot of people don’t know. And this is when I first got into like the software, the technology side, this was the number one mistake that I saw companies make is what she said is they’re not really knocking tear the turf like they go through once. And that’s it like that. Let’s say there’s 500 houses in that area, right? A rep could knock that, let’s say 50 a day, whatever. It’s 5200 doors a day. It’s a week, two weeks worth of work. Actually, you need to go back through five times. That’s what’s gonna get you like five weeks of work. Yeah, exactly. That’s like you can stay there for over a month and still not talk to every homeowner and people don’t realize that there’s not unless you’re tracking it and understand what happened. Yeah, but But to your point, like, think about hey, we’re doing a job down there and I got um, you know, we’re in process with so and so and so on, so on and so on. So like it builds so much trust but reps would rather just go the easy route and bounce to somewhere else.

Sam Taggart 14:38
It’s crazy. I find bouncing is probably the biggest. It’s the biggest fuel to the sales roller coaster. Think of it as like the gas on your sales roller coaster is bouncing. And I say that because you have to recreate the stories, recreate the the bandwagons and recreate the Pitch based on your new area. And so yeah, you know, having a restart is like the biggest anxiety that I get it sales. It’s like, oh wait, this this, it’s like fly fishing, right? Like if I go in one spot, this certain Bay is going to work in this one spot and I know that just keep casting in the spot and keep catching more fish. But if I had to go to new holes and new rivers and new New Seasons, yeah another day it’s kind of like there’s 1000 Different flies you could pick from your likelihood of actually really good point. You know what I mean? Like that’s it probably Yeah. Now, think of where it’s like, dude, just keep using the same fly and hitting in the same holes. And there’s tons of fish in there and just keep pulling them out.

15:45
I remember you told me a story once where like, maybe this is when you’re in was at Lubbock or Amarillo and like, your rep would want to move turf in you would be like, Alright, I’m gonna go you ready to give your you’re ready to give your turf up? Is that what you’re telling me? And like you went behind them and sold? You know, some some crazy amount? I love that story. Yeah, but it’s

Sam Taggart 16:03
a perfect example. And also like, it takes seven years to get a yes. So then like the rynok of ailment. So here’s a here’s an interesting stat or question I’m curious about? Would it be do most companies wipe the data as far as not interested? Not, you know what I mean? Like, so I knock these 100 homes, and I mind it hard? Okay, then let’s say two months or a year later, whatever, I’m gonna send a new rep there. What have you found? And I don’t know if you know the answer to this, what percent actually wipe the data and say, I’m going to show customers only, and what percent actually keep the pay. Here’s all the dispositions of the previous reps. Because I can, I could argue both sides. I’m curious what the data shows,

16:49
I think the bulk wipe it like, Yeah, I think the bulk of them will leave the customers, but then wipe everything else. So that’s what I’ve seen. It really depends on the company and how long it’s been since that area has been worked. Like if a reps working in, let’s say that rep leaves the company and they want to bring someone in right behind it, then they’ll probably leave it there, you know, leave some of that there. But if it’s been three months, six months, a year for sure, like that, just leave the people that bought and then start over knock fresh, especially as a new rep. You know, you got a great, great territory for you got a few customers in there. So you’re gonna love it. You don’t have that? Yeah,

Sam Taggart 17:28
no. And there’s some power to that, because I don’t think a lot of people understand like, that’s another power of having the data. It’s like, you have it, but you would hide the data from new person. Because if they see a bunch of red dots, they’re like, all these people aren’t interested. Let’s just skip all the ones that are like no, they were interested that time and place and position in their life. Now they’re probably prime ready to go now that they thought about it. That’s the perception you got to hit so other tips other things that you found to help avoid the sales rollercoaster. Yeah,

18:02
so another one is just ABP always be prospecting. If you’re not filling that top of funnel, like you’re screwed. And so this, you know, some some sales reps will get some big deals, you know, they’re working some big deals excited about that coming through, and then they just stopped knocking doors. And so if you’re not feeding the top, you know, eventually, it’s gonna all come out the bottom, you’re not gonna have anything else. So, like, that’s, it’s a huge deal. Got to always be on the doors, you know, creating new business.

Sam Taggart 18:34
I love that. What, uh, what what do you do to like, how do you help your reps? Or how do you help yourself system? Solve that, you know that? Like, how do you avoid or manage that always be prospecting element that obviously now you understand prospecting. But now the question is, how do I get myself or my team to actually implement that and not just callbacks?

19:03
Well, that’s it goes back to that first point about knowing your numbers and so as a rep if I know that I need to be hidden it takes me 50 doors on average to get a new deal then maybe I hold myself with that every other day right or whatever I need to know my numbers what activity I can do, that way I can I can control the outcome. So starts with that point when know your numbers that’s going to tell me you know how much prospecting I need to do on a daily or weekly basis as a manager you know, that’s kind of what we facilitate in spotty when we have a lot of our customers whether you’re using spa to another app or even a piece of paper right whatever like as a as a team leader or manager you can work with your reps on on Are they continuing to prospect and if so, how much what are their numbers work with them on their goals? Okay, Greg, your goal is to make this much money let’s break it back down into what you can do on a daily weekly basis and help your reps achieve their goals by holding them accountable to the to the numbers,

Sam Taggart 19:57
I love the it because I’m Curious how often people, this is where I’ve noticed the curse of a sales rep, especially those that get appointments fed to them. You know, you’re like, I got three on the calendar. And I got a three, a SIX and an EIGHT. Right? But it’s like, maybe one of them no shows, maybe one, you know what I mean? But then it’s like, they don’t, they can’t like turn on the prospect muscle, or they don’t like have Plan B, if for a no show. Like, it was funny. I was talking to this friend and she’s like, I call her up. And she’s like, Oh, I’m walking into a home right now as I go, okay. And then she calls me back. She’s like, Oh, I got all the time in the world. We can chat for now. They were home. And I was like, No, that’s not the answer. Like I’m trying to help.

20:52
The next door neighbor, talk

Sam Taggart 20:54
to me, go talk to three people, and then call me back. You know what I mean? Like, that’s what I wanted to say was like, yeah, go get two or three prospects out of your belt, like, and then then do something like because I just felt like, that’s the mentality like, oh, well, I got all I got an hour and a half until my next appointment. I guess I could do whatever,

21:12
like no hang out? Well, we what we’ve seen in the I think is a great idea is the customers are the companies that are primarily appointment they set appointments for reps is, is they expect a six pack. So if I’m giving you an appointment here, I want you to knock the two doors on the side and three across the street, at least right? So it makes six. So at the very least I want you to go talk to the two neighbors on the side. And then the three on the other side of the street six packet.

Sam Taggart 21:38
So is there a way or a system? A manager can almost account for that? You know what I mean? Like?

21:47
Absolutely. Yeah, I mean, that’s what, that’s what we do.

Sam Taggart 21:51
And then at the end of the night, is there automation or automatic reports? Or is it just the job of a manager to set up a reminder on his phone or something? Or how did yeah, how do they track that like, like, rather than other than just like look in the app and be like, cool, like, is there best practices for managers to be like, every day, I do this, that helps me hold them accountable. It also gives me peace of mind. They did what they’re supposed to. What have you seen there?

22:16
Yeah, so definitely, if if there’s appointments being ran in their company, provided you need to be getting feedback on what happened, did it sit? Did it no show like we’re working with a company now they have they generate? Was it 600 appointments a week, I think it’s some insane amount of appointments per week. And they’ve had no visibility into the result of those. They have a call center create appointments, they email them out to reps. And that’s it. They hope that they go to closing. I was like, I was like Adam, and I’m going to change your life. Like, please, like, just trust me on this. Let’s go. So we’re rolling it out now. And you know, just that one. Sorry, I’m getting off track. But I’m passionate about this. Just that one insight into that did that appointment show like that alone, right there is going to allow them to do so much if it didn’t show they can reset it if it did what happened to it. So as if I’m a company providing appointments to my reps, I’m requiring them to give me feedback on what happened to it. And yeah,

Sam Taggart 23:15
it’s just a disposition in the end, right. Like, yeah, okay. Cool. What Yeah, what else is there to stop the sales rollercoaster like, is there anything?

23:25
All right? This is a big one. Okay. This is a big one in Door to Door space, for sure is number one, you have to have a pipeline. But then number two, you have to work the pipeline. And what I mean by pipeline, it’s your knock the door, they’re not interested or it’s not now or it’s follow up later or anything other than, yeah, get the hell off my porch or I’m ready to buy like that hole in between is your pipeline and door to door reps are so notorious for just moving on to the next one. Moving on to the next one. And the information world like the it’s here, right? Homeowners are not always going to say yes, right there. Sometimes it will, that’s great, but have the damn pipeline and work it and follow up and follow up and follow up. And the the reps that do that and have a system for that are going to beat the ones that don’t

Sam Taggart 24:13
1,000% I mean, we created vanilla message for that you’ve created automations for that, because you got to play the hand you’re dealt, right. So what I mean by that is a lot of sales people tend to have ADD, disorganized, not very, very personable, but not very, like let me sit at a computer and do my follow up and crm management. Right. Yeah. So the simpler you can build a system to automate the text follow up the email follow up the auto reminder for you to call them follow up. Yeah. You know, drips like it’s it’s working while you’re not working. And yeah, I think that people don’t they have under estimate if you can have robots working for you. When you’re not there, like it’s better than you being like, oh, yeah, I forgot to call Tommy six months ago. And, and they’ll say you drive by and he got solar on his roof. And there’s like, balled up. Exactly. Follow on, buddy. Yeah. All that for

25:21
you. You got to have that system got to have that system and like,

Sam Taggart 25:26
yeah, what can a leader do to almost like force the system?

25:32
Well, that’s so we, we, this is such a problem that like, at spotty, we actually have an inside sales team. And we use a similar technology sell to our customers. And so what it is, it’s basically a sequence. So as a leader, like what I did for our sales team, or well, you know, now that sales leader did, but they create a spotter, we call it an autoplay, so I can say alright, day one, I want to call day two, I want to text day three, email, day five, in person visit, they said whatever. And so you create these sequences or autoplays. With already the messaging messaging put in there, what you need to say all of that. And so when the rep wakes up in the morning, they pull out their phone, and they open up the spot do it lays out everything that they have to follow. Some of its going off automatically, some emails are automatically being sent with, with company, the best best practice messages. Oh, by the way, when the when the homeowner opens it a notification pops on your phone saying Sam Taggart just opened your email, you can click it to column right there, you know. And so there’s these ways to automated our plan. And what what I’d like to get to is that SpotBot is the system of action for the field sales team. They wake up and it tells them exactly what they need to do. Yeah, you’re prospecting and putting new ones in there. But the homeowner says, hey, you know not right now. Can you send me some information? Like Heck yeah. And guess what? They’re gonna hear from me over the next year, once or twice a month for the next year. So that’s, that’s, that’s a game changer. Game Changer. I

Sam Taggart 27:02
love that. Love the Yeah, no, I 100%. I’m a firm believer in that. Because I had that, where I could have put a referral in and some automation, but I could put a follow up with I could put a, you know, because I was in the mindset of if you don’t close your now you’re dead to move. And I’m like, Yeah, ever since I’ve studied, I’m like, crap, I need to have that energy when I’m like, in the frickin closing table of like, I close now, and I close hard. But I also have a damn good follow up system. You know, yeah, it’d be nice to have

27:39
you to train that. But like, I was curious, because I wanted to ask you this, because a lot of the managers or some people I’ve talked to, like, I don’t want my reps thinking they can follow up, like, you know, I want them to have that mindset that they have to buy now. Or it’s it’s like, how do you coach that where they can have that mindset of by now, but okay, if you don’t, I will. I will follow up with you.

Sam Taggart 28:05
You got me. I mean, is listening to this helped me out? DM me? Because if you have a good answer to that, like I’ve said the same thing, because it I felt like it was more powerful for me to be like, there is no follow up. And that’s what made me a closer. So I’m like, but there’s a there’s an and there that you can do. And and maybe it’s just you train on the goodness of selling and closing. It’s more of if you have a good closing system, just like a follow up system. So I have yet to give you an answer. This is good. I had a cadence of closes that I would go through in the home, I would hit them with this close this close this close, then I would do some like pullbacks and hit them with this close this close and a hard close at the end. And I knew that high chance they’re going to buy based on if I can weave these things together. And you know, then they may have some last minute buying resistance. And then it was like, I put some like full court press on them. And then I’d be like, eff it. See you later. Yeah, if there was a way that you said, You did those cadences and sequences, you put full court, press on him at the end. And then you’re like, eff it, see you later. Hey, just so you know, I’m gonna be in touch. And there’s gonna be some, some emails and texts you’re gonna be getting over the next little bit. So don’t be afraid to reach back out, you know, I want to make sure that, you know, I’m gonna be taking care of a lot of your neighbors and I just don’t want you to feel like you got left out. Nice, that might be a good way to like, leave them feeling warm and fuzzy. Keep the door open even though you know after putting all four court press you could on them. And then, you know, hitting them up.

29:47
That makes a lot of sense, actually. So and that’s the importance of having a sales process. So you like Yeah. So I take them through, I’m gonna take them through my process and execute that process really well. And at the end of that process, it’s a Okay, well, I’m gonna enter you into my follow up process. So yeah, that actually makes a lot of sense

Sam Taggart 30:05
and talking about this just gets me I like almost have reached for my phone like three times being like, Dude, I gotta follow up with this guy and like literally even just talking about this I’m like, you’re like motivating me to follow up right now and I’m like, Oh crap, I totally forgot about this guy. This guy this guy, you know, yeah, work on we’re just like, freakin bomb went off and we’re just like get hit with shrapnel like oh yeah, I forgot about that whole thing I was supposed to do.

30:31
But it’s so important and yeah.

Sam Taggart 30:34
Okay, so anything else anything else that would be you know, avoid the sales rollercoaster.

30:39
Yeah, the last one is okay, let’s say you’re in the sales rollercoaster. Like you’re in the trough you read in the love? Yeah, like you. You’re snapping next cashing checks and all of a sudden, that’s you’re in the trough and you’re like, oh, man, this is bad. And it’s easy to get down on yourself. You know, like, I have no pipeline I got no process. No, nothing’s I’m Oh, man, I got bills, or whatever it might be. You’ve really had bottomed out on that sales roller coaster. The thing you got to do is motor take action, motivation follows action, not the other way around. And so if I need to get motivated, I’ve got to go and just again, start prospecting that comes back to the always be prospecting so if I’m in the trough, and I’m down on myself, I’m looking at my my deals or whatever and there’s nothing there. You got to take action and that will lead to motivation, not the other way around.

Sam Taggart 31:35
I like that like that a lot. Yeah, that’s good. So what didn’t

31:42
come up with that by the way? I think that was Tony. I’ve been Tony Robbins I can’t take credit for the for the action follows motivation. Okay. I came up with that.

Sam Taggart 31:52
He just floating everybody else he just he’s dope would it be if I get Tony Robbins, the DECA next year? That’s on that?

32:01
Yeah. Oh, man. I’ve been to a few of his things. And it’s incredible. I’m a huge fan.

Sam Taggart 32:07
I’m not saying no, we’re not not not saying. But, uh, maybe do it. Hey, but any, any, uh, any? I guess we like wrapping up? Like, what, uh, what advice? Would you give like that? Door to Door guy that isn’t that, like, you know, you kind of just said, like, take action, the motivation follows. But like, any other advice, you’d say, when you’re in that tranche? And you’re in the low? Anything else?

32:36
Yeah, I think that we talked about it on here. And it’s, it’s really important to have a process that you follow, at least for me when I was selling, like, that’s the reason I was successful. I’m not a better salesperson than anybody else. I’m not particularly good at closing or any, but I have a process that I follow. And it sounds like that’s what you do. And it’s what I’m going to do every day every week, just to keep consistent. And that consistency, it compounds. Another quote I didn’t come up with, but consistency compounds, do the little things right? Every day, you’re just, it’s gonna be smooth, you’re gonna smooth out that roller coaster. So have a process that you follow. If you don’t have one, if you’re new to a company, and you don’t have a process, or you’ve never done sales before, go find the top rep there, I guarantee you that top rep at your company has a process that they follow in a very well could be different than the process that the company tries to tell you to follow, right? There’s often two going on the company’s teaching this way, but the top rep might have some nuggets of this process that they can follow. So take time like sharpen your axe, you know that get better at the process, and it’ll pay off in the long run.

Sam Taggart 33:49
Yeah, shameless plug for DDU. That’s my mission is to go hack everybody’s processes that are top performers. Yeah. And I just put them into videos. And I say, oh, yeah, idiot, like, why are you paying for the online training? We do like,

34:03
well, that’s another point, Sam, and I’ve been saying this. I’ve been going live on on Instagram on Thursdays now. And like, if I was a sales rep at a company, I’m not relying solely on my company to invest in me, like, you know, I would be subscribing to DDD you 100% I would probably even I should probably hire my own assistant. Right? Like I get it. Your company might not get you the system. But if I can multiply my time as a rep, heck yeah. Like do the math virtual assistant 10 bucks an hour and I can go and get more more time on the doors, okay, like as a rep out there, invest in yourself. Do not rely on only your company to do it for you very important

Sam Taggart 34:46
when people can hack and figure that out. Also, sudden production goes way up. Like yeah, I’ve studied the top performers and every single one of them have a system around effective time use which a lot of it has dealt with And it’s like I’m not the one like I’m literally using people in Bangladesh that are like input this data like I’ll just screenshot send on my call these people make sure that they’re they’re called these people and follow up with them for me real quick so I don’t waste my time driving 45 minutes like you don’t I mean like they’re saying My time is what what prints more money? So I love that. Okay well thanks for being on the show man this is awesome tons of value guys. Have you not heard of them? They’re an awesome app. They’ve been around for a long time. They’ve got a lot of deep in depth into their into their technology for you know, a sales enablement tool and tracking and dashboarding and all this stuff so yeah, thanks a ton traders, man.

35:39
Well done Sam. Thank you

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