are you sick of not hitting the numbers
you're supposed to hit making the money
you want to make door to door is a
professional collaboration to uplevel
and bring honor and dignity to direct
sales you are the teacher
I like the polkadot one pretty solid
it's a conversation starter an
icebreaker because the second they
looked down they're like dude your socks
you're like I know people aren't gonna
want to come out to the meter house
another way we can break their pattern
talk about their and feel like it's like
mystifying like I wanted to miss the
firehouse but just be different like use
it as a conversation starter so I like
just the pattern just like hey man
obviously we wouldn't be wasting our
time out in the rain if we didn't have
something legit okay
look at that will ATP we got him out
here selling solar Wednesday Sun roofs
Friday so more solar than a violin music
I gotta say a lot of people ask what do
you do absorb all the cameras you know
like you knock up like a lot of times I
won't even knock the global game I'm
just like come on they can't really they
don't think they go to the phone and do
it do you know where you stand
so I'm in type of thing
the door opens here this way
hum I stand here but then they got the
storm door so what you do when there's
no line that don't open that storm door
your first 30 seconds I don't you pay
attention but I'm always trying to point
out something I can relate to them like
hey I got notice your little thing looks
like look at this cool Reed you leave
that up from Easter or you know I pay
attention to the flags you know this
probably older person that a lot older
people in his neighborhood you know they
do their yard there well trim so I'm
kind of prepping myself for like older
person mode right what are the jokes
they all the people like you know like
that last one it was like is it your dog
are you that hey door-to-door people
more like you know she laughs and it
lightens them up so just make sure
you're doing things for like lighten the
mood because if you're that dry
door-to-door guy you're just the same
guys everybody else so just don't be
that same guy I mean people are like oh
I can look in the room put a cone on
your dick
we got this like it's weird they got
like a front porch but no like sidewalk
look at like what do you walk off to Oh
muddy that's nice little Yukon we're
gonna go to close this one yeah you got
a deal with the dog use that as like
your eyes paper they mean you're not
gonna ring the doorbell first but don't
assume the door goes her you always got
a mount down there so if they don't
answer their dog is taking away their
doorbell right now but okay now you got
a gig people watch this watch I handle
the kids it's super important go grab it
previous person trying to give
I don't really pay for you come on
country knocking look at this you just
kind of walk up hit sometimes you're
just gonna pull up like right in their
driveway you know what I mean
amazing there's some fire 105 or one
there's so these are really hot what
that means is I'm gonna save you a lot
of money
well that's pregnant well you know what
I can do is help you out the ecobee we
do an energy audit where we'll check
like window ducts and we'll check like
attic ductwork and insulation all that
kind of stuff
if you guys qualify we hope with like a
lot of energy upgrades and one thing is
the Eco B which has little sensors you
can put in different rooms so you put
one of the basement where the main sites
measure the temperature all sorts of
everything so it's not just like that
one spot where it's like you know what I
mean yeah there's some cool solutions
that we kind of come with help you with
finding little tip on area management
that I've been experimenting with so
you've got like and it's been
interesting I just did a podcast with
Bryce Jones you'll see it in a minute
but basically talked about like pepper
in your hair Indian soldiers so let's
say you have a neighborhood where
you go get a sale well then you like you
get like one or two sales on that street
and then you leave it once you've sold
one or two deals leave that straight
don't knock anymore doors on the street
and then what you end up doing is you
end up waiting till that deal gets
installed and then going back you know
those two days get installed then going
back and selling that you know maybe
sell three or four more on that street
and then kind of leave it alone for a
minute then go back in a month or two
once those were installed
so you've kind of played this game of
like knock a couple doors here not a
couple doors here and a couple doors
here and then kind of circle back around
and you really go slow through your
neighborhood so maybe have 1015 streets
but you know how to like really pepper
them so there's an element of your
capacity to be the entertainer
comboed with the cell does it make sense
yeah where your personality isn't so
much entertainer that means you need to
be much more bulldog so like your
selling style has to be a little bit
more like I'm the authority I'll move it
as I move it you'll listen to me because
I can catch your attention through my
authority where me I'm like I can drag
them out a little longer because it's
like I'm the comedian they're like
you're gonna encore me just because you
enjoy the conversation I know that make
sense where they weren't like sitting
there like oh like you know there wasn't
it there wasn't this natural like I'm
having so much fun but that's totally
fine which is 25 like be you don't try
to pretend to be me I draw this line I'm
like okay so you have a friend zone and
then like the deal zone like two salesy
and then there's a line in the middle
right you want to ride the line in the
middle you never want to go too far on
the friend zone like I'm here to do
business and you need to be the guy to
do business but yeah I care about your
life and your kids but if they're gonna
talk to you again so it's like which
group would you be part of would you be
more than one that's like yeah the
future technology the one that's like do
these things are the ugliest things on
the planet and you kind of like almost
like qualified them which I thought was
a kind of a cool way I sped up myself by
picking the poor the important pieces of
myself and I fluffed
I took the fluff out you know I mean
there's pieces that I'm like I don't
need to spend ten minutes on my free
frame I could spend four minutes on my
pre frame and still accomplish the same
thing
okay does that make sense and then I can
use that six minutes longer in my
clothes which is probably more you know
what I mean if you could have had
another five to ten minutes in there
that's a deal
but you wasted that five to ten minutes
and fluff somewhere else yeah they only
had a tolerance of this much time mm-hmm
and you said I'm gonna waste that time
with some fluff and some lolling here
and so the Overlord would have not been
as much of a problem exactly the lady
thing I take a long time with people who
already know and are already interested
in solar those are the people that's
easy to do it so it's checking for
ecology is the word it's what it means
is you're saying okay do we get each
other
so it's check it's like are you
following mm-hmm good move on mm-hmm
like it's it's you have to check are
they in check with me like are you with
me or are you like in the clouds like
who knows what we're doing so think of
tone is like a wave right and you have
moments of like yeah enthusiasm then you
have moments of like like it's kind of
that curious like oh ah interesting tell
me more about that
you're like the counselor and then
sometimes like dude you hear about that
like let me and then it's like this boom
I'm attacker and you play the dumb
counselor question right so you're
playing this rollercoaster of tones and
emotions you you create a mirror for
them as much as they create a mirror for
you okay
does that make sense so we all just kind
of like you all just yeah I have
everything deflated in the room exactly
everybody's a deflated balloon in there
you can raise their energetic level by
your enthusiasm energy and your passion
they automatically want to raise to Mary
you know yeah that make sense
ideally can I have a guy who wrote a
book on the power of storytelling and I
purposely went out for the
kino because that's what we are it's
like his whole books his whole speeches
are all in storytelling and and that's
the emotional certainty that you're
gonna create with these people right you
need to always be selling that's it make
sense
like always be selling them always be
putting in plugs and you even said
you're like that's why you'll do solar I
love that you used my line and I was
like here we go yeah there's the plug so
it kind of turned it created an
objection it was unnecessary but then
how you handled it I was like boom like
you smooth that over pretty well cuz you
pull back you're like yeah and it might
not even be a good fit solar might not
work for you
and you held your chords which I was
like wow most people would have caved
not held their cards my yeah my my how
the hook was that they like if they're
on the ball if they're getting
everything that I'm saying I get to the
numbers and they're like wait wait it's
less than what we're paying exactly you
have your cards out you know I was
hoping for which was smart know that
that's why I was like oh he held his
cards and so that he had the ACE when
they're like wait it's less any like
that's your ace that you're like boom
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