“You Don’t Mistakenly Become Great”-W/ John Taylor

John Taylor has won multiple Golden Door awards, and has guided dozens of others to do the same. John is the acting CEO and one of the partners at the GRIT Marketing, and has cracked the code on how to continuously win bigger and bigger. John shares his experiences of how he was able to take things to the next level, and goes through the mindset and thought process of how to reach your full potential in sales and in life. 

You know how they say "It's lonely at the top?" Well, that doesn't apply to the Grit Marketing. 

Connect with John and show support on instagram @johntaylor10.
Follow the podcast to see highlights and takeaways @summersalespodcast.
Follow the host @Andythesolarguy.

Leave a review and subscribe to the podcast, and get ready because 2024 has the potential to be your best year yet.

Transcript

0:00

thanks for tuning in to another podcast episode. We're actually changing the name of the podcast from the goat guide to the summer sales podcast. The main reason being it's just a little bit more self explanatory. I do have one of the goats uh, John Taylor, in the studio he has two golden door awards in pest control. he's one of the founding partners at the grit marketing, he helped the grit get to almost a hundred million dollars in one year revenue. And that was with 720 reps, 37 of which have already hit a golden door for the year 2023. In this episode, John talks about the importance of leadership and surrounding yourself by other people who can help uplift you. One of my favorite things that John says in this episode is you don't mistakenly become great John, thanks for coming in. For anyone who doesn't know who you are, who's John Taylor? guys, my name is John Taylor. I'm managing partner and acting CEO of the grit from Kaysville, Utah. I have 10 siblings graduated from BYU and finance have won a couple of golden doors. We now run a big sales organization. We did just under a hundred million this last year. And super excited to be here and chat with Andy. Yeah, no, you guys have been super impressive and it's been incredible just watching your leaders and seeing like your top 50. Was better than everyone else's top five, like the guy in 50th place at the grit was way better than almost anyone at any other company. How have you guys been able to cultivate your leader so well? It's actually kind of a blessing and a curse if you're in that right because the advantage all ships rise with the tide So you don't get you know, 37 golden door winners without 37 golden door winners, right? Like it's the group that pushes everything But because of that it's often easy to feel like I'm just another you know, I'm just another million dollar guy. There's eight of us Which at most companies you're like The hero, the guy, huge posters everywhere. But if you take, you know, kind of ego out of it and just look at your experience and your earnings we, we, I say all the time we, we really do work with incredible humans people that care, you know, we don't, we don't attract kind of greedy, like super self interested them first, them over everything, people that, and if we do, they kind of weed themselves out. You know, we're about impact and people and, and so we attract those type of humans and then they hopefully develop and grow and, and then we turn, we kind of spit out these, these amazing people that come in and we all grow and make adjustments and learn together. So it's been awesome. I tell everyone we hire how lucky they are to work at the grit. I feel this the same way. Yeah. Is that because you guys hire that way? Is that because you create them in a certain way? We've hired some, we've like switched over some like top reps that have gone on to, you know, two X, you know, I think about like Adam Clark and Bailey Stanley, they switched over from a company this last year, you know, Adam had sold. 400, I think his first three summers, it's like super legit. 400 accounts, 400 accounts had done like 700 K of revenue over this first three years. And this year went and did the same. Like he did as much revenue this last year as he did his first three years. So I think it's, you know, bring what you got. You know, we try to attract, you know, highly talented people and then. Make them, make them better. I think one of the best compliments you can get is being a man or woman of adjustments and improvement. Yeah. And so, yeah, we, hopefully it's a bit of both. You said that he did the same amount this last year that he did his last three or four years combined, combined. Yeah. What was the difference? Think a couple things. Primarily people like he was surrounded by. He was in an office with Zach Seeger. Zach Seeger sold 1. 5 million. So he, you know, he went out and had a massive summer. Adam did 700k and he wasn't even half as much as his leader, right? Like if you're going out and trying to compete with Seeger, he's going and doing, you know, 15k. He's going having a massive days. I was listening to your podcast this morning and prep for this, right? And. Who you're surrounded by with like really matters. The idiom and the, you know, the, the cliche of you become like the five people you surround yourself with. And my experience is, is really true. You start to dream as big as they dream. Your vision is kind of as big as, as their vision. And you can push past that. It's just, it's just really hard to be the one, the front runner. It's, it's much more doable to kind of pick a group and people and, and kind of thrive together, you know, Ed Milet talks about, I'm not a, I'm not a self made millionaire, right? I'm a team made millionaire. He has brought amazing people around him and mentors and leaders and books. And so, yeah, I think it's, you know, for Adam this last summer, I think it was plugging into a system, being surrounded by people who he was inspired by and competed with. He worked way harder than he ever had, he said this summer. But that's easier when the people around you are, you know, working really hard. They're working till 10 30, they're working till, you know, 10 on Saturday. So it's like, well that's like kind of what we do. yeah. when you outwork the competition, you tend to succeed more than the competition for sure. No secret to success, you said that. Your guys have a lot higher of a vision and that's partly to do with you guys having so much success. Like 37 golden doors is insane. How many golden doors do you think the next best company, not just in pest control, but in. The summer sales industry will get I think seven is the numbers I posted something. We had eight guys do a million this year. And I think that was more than the next company had golden doors. I think it was seven. Which is filthy, which is a lot. Right? Like, like, like you said, back when, you know, I won a golden door in 2018, 2019, I think there was like five or 10. So the whole industry has just leveled up in a massive way, which is super exciting, you know, to be a part of. Yeah. But I mean, when you were winning your golden doors, a golden door was like a very rare thing. How have you guys been able to, Raise your vision in your belief so much. I think you know, I talk about the process of success and for me, right, the process of success goes as follows. It's first, figure out what you want, right? Like, okay, I want to do a golden door. I want to build a business. I want to have, very specific, cool. This is what I want. And that continues to develop and grow. And, and it's all part of the process, right? Okay. I know what I want. I know why I want it. Cool. I want to do a golden door because of X, right? Like, understand y so that you can lean on that as, as you know, right? The third step is believe it. I show a clip pretty much time. I talk about this of Draymond Green, you know, I think it's five years ago now. He did an interview where he called himself the best defender in the league. Sounds like Draymond, right? Like, and the, the interviewer, asked him, well, don't you think it's kind of arrogant to call yourself the best defender? You know, I think he said the best defender ever. And Draymond goes, look, if, if you don't believe it, you don't have a chance of it becoming so. You know, the book As a Man Thinketh, you know, all things are created in two parts. First spiritually, then physically, right? Like, you have to believe that you actually can accomplish your goal, like truly believe it. And you give yourself a chance of doing it, right? If I ask you, you know, do you believe you're in solar? Do you believe you're going to go out and close five deals today on a Saturday, on a Tuesday, whatever it is. If your answer is no, then like you won't, you're not going to outdo your own belief. Draymond says you don't mistakenly become great. So that's the next part of the process, right? Is believing it. There's no secret to success. You go out, you grind, you work really hard. And if you do those things, you're gonna start to get results. Those results are gonna lead to an increase in belief. You know, before I had ever done a thousand pest control accounts, you know, just like you, I'd never done it. And so, You go out, you, understand what you want, why you want it, believe you can do it, work really hard, you get results. Those results will lead to an increase in self belief. Your vision will expand. You know, I have goals and dreams and visions today that I would have just never thought possible or even thought of three years ago. And I hope I feel the same way in three years, right? Like I'm going and trying to accomplish and do and... You know, become and close the gap between my performance and potential so much that, that just continues to expand. So, When you do that, and you have a group of people doing that, inevitably your vision's just gonna expand. We had 11 Golden Doors, and then, you know, 14 Golden Doors. And then 37, and next year we, you know, are we gonna have 50? Like, I don't know. I, but that. That would be amazing and it's, that's going to take 50 people having that process, committing to the goal, and then doing it no matter what. We had a guy hit a golden door, you know, a week ago, right? Like November 10th or 40, right? Like that's commitment. Look, I'm going to do this no matter what. Yeah. That's an extra two and a half months after when the summer is supposed to end, everyone else has gone. You're out there by yourself. It's cold. It gets dark now at like six, you know, it's, that's like, that's gritty. Yeah. That's like, I'm going to get the job done no matter what. My goal is bigger than anything else. Yeah. I want to talk to the rep who's been doing this for one year, two years, three years, who has done okay. Who's done well, like is still in sales, but doesn't believe that they can go do Like How did you go from a good rep? Like, what'd you do your first couple of years? Yeah, I was going to use myself as, as an example. I, I started at Vivint my first summer, like my first six days I sold nine. So I like with a hard worker naturally had some success year two, I did half a summer in pest year three, though, my first like real, you know, full summer I did 545. And then the next year I did a thousand. So I went, what you're describing, like I went through personally. Yeah. Cause you went, you literally doubled like 545 to a thousand accounts. I want to highlight one thing you said. You said, what was it? You don't mistake greatness. You don't mistakenly become great. You don't become great by accident. You don't mistakenly become great. You didn't accidentally hit a golden door. How did you get there mentally? How did you believe that you could hit a golden door when you'd only done 545 the year before? Somebody else believed in me before I believed in myself. In 2018 I went out To do 720 accounts. That was my goal. I was gonna do 40 accounts a week for 18 weeks and hit 720. I go out my first week, sold 43. Next week, 42. But in that week, a couple guys, Ben Egan, Parker Anderton, had switched from another company. And they sold like 56 and 58 that week or something like that. So you were used to being the top dog yeah. Like I wasn't the best. In fact, I believe that Landon Hart, a good friend of mine, he's still in the space. I thought he was the best, but yeah, they, these guys come out and they do 56, 58 and I'm like, well, like if they can do it, you know, so can I. So I go out the next week and I do like 56 biggest week ever. And in that, Mason Bodie who was the president. I was going to be the VP of sales right after that summer. So I was super involved in competitions. We were going to do a competition weekend where, you know, head to head competition and I said, cool, Mason, you know, Ben's crushing it, put him up against Landon. And they'll have like a really good competition this weekend. Mason said, no, Ben wants to go against you. Ben thinks you're the best. That's sick. And that was it. Yeah, like that was all it took for me to be like, oh Like if Ben thinks I'm the best, why don't I believe that like I'm actually the best? And so from there, right? Like I went on to you know, hit my goal, you know, I expanded my goal Okay, if I can be at 400 by the end of you know, June and even then I had limiting beliefs Like what was possible? I can be 800 by the end of August. I did that I stayed until like September 26 and hit a thousand for the first time The next year, you know, expanded on that. And so for me, it, it took somebody else. And not that it has to be this way, right? Of somebody believing in you more than your vision for yourself, somebody sees that bigger than what you even see. It expands your vision. And so it goes back to, you know, leadership and the people you work with really matters, the books you read, the podcast you listen to, the things that you're putting in your life really matter. For yourself, for your vision, for your dreams and goals. Yeah, I 100 percent agree with that. You said that once Ben believed that you were the best, you started to believe that you were the best. What changed after you started to believe that? Like, did you just keep doing the same old thing? What did you adjust and do differently after you started to believe that you were the best? Just my belief of what was going to happen that day. You know, the manifestation of like, okay, I'm going to go out and I'm going to sell six versus no, I'm going to go out and I'm going to sell 10. And so if you, that's the vision for yourself, inevitably you will do things differently throughout the process to get to where you believe, right? Like our minds are the most powerful things in the whole world. Like whatever we believe we give us, we create that spiritually and then naturally. As we work hard, like, things will just start to line up so that we can accomplish our goals. And so yeah, I just changed my goals just kept working way hard. But just what I expected of myself grew. And you see that all the time, right? Like, with our reps. Of, you're putting yourself in the, I'm a, I'm a two a day guy, right? Like, as soon as you change the vision and can truly believe, like, no, like, I'm a five a day guy. I'm gonna sell 30 to 40 a week instead of 15 to 20 Like it just starts to happen Right exact Zack Seeger talks about manifesting all the time and drew Hanson talks about You know he believed he was gonna go so 10 so he'd sold you know 8 and 9 and 11 and 12 and 10 and Then all of a sudden switch flipped. Oh, I think I'm gonna go sell 20 every day And so then he or I think 15 so he started doing that like whether you're in pest control or solar like the pitch matters for sure. Like what you say matters. But we all say like fairly similar things. We all get like pretty drastically different results. So like, clearly what we're saying is not the indicator of like success. To me, it's the belief it's the work ethic, it's your energy and passion. For like what you're doing, like, that's really what like separates good sales reps from, from great. Yeah. you know how when you get a balloon the first time you start blowing it, it has a lot of resistance. Totally. The more you stretch it out, it's easier to fill that space. And so as far as belief goes, I think it's really important that reps. Can start to visualize and start to believe that they can actually accomplish what they are shooting for or what they're going for Because once you've stretched it out, it's easier to fill. You know what I'm saying? Totally agree like I can I guarantee that you started working harder. You started working longer hours you started being more dedicated more focused once you change your goal for a higher number totally and It was because you stretched out your mental balloon, I guess That you were able to actually fill it up more. Totally agree. And I, the analogy actually is a good one of, you know, you have this tight balloon. I think that's the hardest step of getting somebody, whether they're working, you know, like a nine to five or they're, they see themselves as an employee their entire life and they just have this tunnel vision of like what they think is possible for them. To your point, right? Like once they break out of that, now you have momentum. Now it's much easier to dream even bigger and bigger and bigger Versus getting out of like the, you know, if you're third, fourth, fifth year rep and you've gone out and sold very similar the first two, three, four years The hardest thing is gonna be but doable is breaking that first gap once you've done it now you've done it now You've proven to yourself. No, look I can improve like I've done what I'm trying to do I just now need to go do it at a bigger level It's the first gap of like, okay, can I actually improve? Do I believe I can, okay, let me put in the work. Let me get the results. Oh yeah, no, I can. Okay. Let's go, let's go parlay that into more, more wins. Yeah. How important is momentum in summer sales? You know, people talk about like slumps, right? Like I'm going through a slump for me. I don't, I don't buy into that. I don't believe like you're in a slump. As far as like, you know, if you're a golfer, like you may actually be in a slump where like your swing is fundamentally different. Like you have to get back into the lab to like fix that with cells. Well, whether you're in a slump or not, you're saying something similar. It literally is just your energy and belief, which you can change. I remember talking to a rep years ago, he was really, really good. He'd sold in golden or a 40 to a thousand accounts year before and was something like two and three. Yeah. And I called him, I'm like, it was McKay Roberts. All right, McKay, do you believe that you're going to sell 10 tomorrow? And he's like, honestly, no. I'm like, cool. Then you won't, like you won't outproduce your own belief system. Talked to him for a long time, built up his belief in himself. I'm like, look, dude, like you should believe this. Like you've done it. You've done it at a high level, like go out and sell, and he went out and did 11 the next day. But again, Every door is unique the person you talk to they don't know if you're at ten on the day one on the week Seven years into the industry one year into the industry If you're Drew Hansen and you've sold millions and millions of revenue if you're Andy Holmes and you have how many golden doors? They have no idea. You know, I use the example. It's not like you knock a door somebody answers and goes Oh my gosh, Andy Holmes. I've watched your podcast Right? Like, has this, has this ever happened? Maybe? No, dude, you know how sick it would be if somebody was like, Yeah, I was waiting, for Andy Holmes to sell me solar. Yeah, you, you would just stack. But that's not what happens, right? Like, they don't know you, they don't know who you are, they don't know how much success you've had or not. But what they can feel is your energy. Your, your own confidence. People want to work with people that believe in themselves. And so you knock a door and they fill all those things and like, Oh yeah, this is, this is a guy that I could buy from. They buy you first and then it's okay. You're selling solar. Okay. Let's go through the process and, and make it make sense. Yeah. Okay, so with McKay... You asked him if he believed he was gonna hit 10 the next day. I don't think most reps do believe that. Like if somebody's doing 15 or 20 a week, 2 or 3 a day, how do they just go to 10 and not just have it be wishful thinking? Yeah, you don't have to, right? Like I didn't go, you know, I sold in 2018 I sold a thousand, 2019 I sold a thousand, but I did it in four months. So I went from selling. You know, the year before like five to six a day to like seven and a half to like nine. And then the last time I sold a full month, I went and did 344 accounts that month. I sold 13 and a half on average a day. Yeah, but you're John Taylor. But it was a progression, right? Like before I was, you know, to use your words, before I was John Taylor and really elite at selling, I wasn't. Like if you're listening to this podcast and you're not, none of us were. Before we were, we weren't. So what do you say to the rep that isn't? Expand your belief. What if they don't, what if they don't believe that they can? That's their own decision. And they won't. Like, if they don't believe that they can, they won't. But all it takes is believing that you can. I'm not saying you need to go from selling, you know, 3 solar deals a week to 20. But like, you can sell 6. Why not you? Why not now? Why not in 2024? There's nothing special about you or me. Or top performers, there's no like, you know, gene that like, okay, like, you have to look a certain way in this job. That's what I love, right? Like, in the NBA, like, it is way hard to make it at 5'10 Like, it's doable, and Chris Paul has like, done it, you know? maybe he's 5'10 But like, if you're LeBron, like, it's easier, for sure. But you still have to go out and do it. In sales, it's not that way. Like, Drew Hanson, for example, is like, literally 5'8 Like, Corbin and his little brother, who's like 5'6 Like, they're not tall. Then there's guys who are like, you know, Brigham Lindsey, who's crushed it for years, he's really tall. sizes, shapes, like, it doesn't, it doesn't matter in this job. What does matter is your confidence, your belief, your work ethic. All things that totally you can control. So yeah, if you're a rep you don't have to be great. You don't have to reach your potential. But by believing you can, you give yourself a chance and then you have to go do all the things, but it's, it's believing that in yourself and anyone listening to this, like has greatness inside them. We all do to me, and I've said this a million times, right? Success in this life is closing the gap between your performance and your potential. We all have a different potential in different things. it's totally individual. My potential is not your potential. You don't have to hit mine. I don't have to hit yours. But like we can all chase that yeah one one theme that keeps coming up is Just surrounding yourself by others who believe others who uplift like Benny again believing in you Yeah, you believing in McKay Roberts Like if you don't believe that you can do a ton better That means that you probably aren't in the right spot you either need to surround yourself by others who can lift you up whether that's hiring a sales coach whether that's Gosh, I'm always hesitant to say, consider switching companies, but Going and finding leaders that believe in you and, or, go, you know, everyone is like, Oh dude, I want, I want to have great mentors. Who wouldn't love to have Steve Jobs as a mentor, Elon Musk, Tom Brady. You can go listen to all those guys on podcasts and on books. You know, oh dude, I'd love to have Casey Ball as a mentor. Go to Spotify, search Casey Ball. There's like 20 podcasts. Like his biggest nugget. So like, yeah, you can, you can switch companies. You can go seek those people out and maybe you should. You also can just look them up on on podcast. You can go search out those mentors, whether they know you or not. You know, some of my biggest mentors in my life are dead and they'll never know who I am. You know, Stephen Covey or Clayton Christensen but they've had so much impact in my life. They don't have to know you, you don't have to know them on a personal level for them to be your quote unquote mentor or leader. Yeah. Why are reps at The Grit so bought in? I think it goes back and it's funny, we have this amazing American flag. Sitting next to us when I think about your question, the answer is, is in this Ben Egan, he really is to me, the heart and soul of the great. He's the most inspiring leader I've ever been around. So many times in my life, he's seen me for more than I, than I see myself. He tells a story about how he was in high school history class. And the professor, the teacher asked, why does a side win a war, you know, the, the civil war, why, why did the USA who was undermanned understaffed underarmed when the civil war. And everyone was like, Oh, you know, generals or ammunition or strategy or this or that. And the correct response was the cause, right? Culture, each strategy for breakfast. I think that we have such high buy in at the grit because we stand for something. The cause that we're about is something that people can buy into what is that? And that, and the causes impact like. We truly actually make decisions based around we want to positively impact as many individuals and families both current and future as we can. That includes our own, and that for sure includes financial impact, but that's just a part of it, right? Like, we want to create better humans, create better leaders, we want to give more, we want to be kinder we want to have bigger vision and goals as a group, we want to make more money as a group for people, you know, so that we can magnify What we're about. And so, like, if your manager is. Trying to get off the doors. Like, you're not going to go to war for that person because that's not that exciting to you. If you can buy into like, Oh no, like I love my manager. I love, I love his family. He loves me. He's trying to better my life. I'm trying to better his, like that's where you get the magic of like people actually caring about each other. Yeah. But as a team leader, as a manager, how do grit managers and team leaders? Throw down while not neglecting their reps. I Believe in, in culture, right? Like, we believe in leading from the front. The example, and it wasn't always this way, but lately when I've started talking about this, I think about Maximus Aurelius in Gladiator. Like, there's a boss who's at the back, with a whip, like telling people where to go, and then there's leaders in the trenches, in the front, doing all the things that you're asking your people to do. And that doesn't mean, right? Like I had it knocked in three years. I knocked this last summer on charity day, right? Like that was awesome. And there's seasons for all things, right? Like you need to focus on different parts of the business, but at its core, right? Like, are you still willing to do what you're asking your people to do? And if you're leading, in my opinion, like everyone uses the crutch of, Oh, I'm a manager. I'm going to like take calls all day. That's actually not what's best for your reps is sitting there and talking to them while they're sitting on the park bench and you're sitting on the, you know, electric box, which is dangerous. But the best thing that you can do is like, show them, like, don't, don't tell me, show me, you know, instead of going and telling you how to sell like four accounts, you've been bageling, like, let me go sell 12 and then because of that, like. You're gonna believe that you can at least go do three like if I'm going out and I'm putting on ten a day Like you can go put on two or three So you'll just sell way more which inevitably is gonna get you what you actually want as opposed to me telling you You know how to do it. Yeah, you weren't gonna be able to tell Adam Clark how to do 700k this year, but because Zack Seger went and did 1. 5 million, he was able to show him how to do it. Totally. Every day, you're going out, like you're leading from the front, and that doesn't, again, I tell the story, right? Like, Zack Seger last year had a day where he bageled. Like, went out all day, like, bageled. I called him, we were laughing about it. I'm like, dude, like, go throw up in a bush or something so you can be like, Oh, like, I threw up. He's like, no, dude, I, I was fine. I wasn't sick. I worked the entire day. I just, like, bageled. But what did he do the next day? He went out early and he did 20k, right? Like, he went and bounced back and then all this. So, again, you know, show me. Like, show me how to do it. You know, don't just tell me. Okay. So Adam Clark, he switched over from this other company. He'd been there for three years. Walk me through how you get a new rep who's switching over to 2x, 3x, 4x. Yeah. like, this is like what we do. You guys have done this a lot. Like, you guys do this time and time again. yeah, to your point, right? We have dozens now of examples of, look, this is what this rep did, you know, I think about Zach Kinzel, went out, crushed his first year, year two, started his own company, came with us year three, golden door, this last year, million dollar. It, it goes back to who you're surrounded by. It's not something that like, I sit and I tell them once, it's Every single day they have access to these guys that have done the same thing. Like, they're looking at them saying like, Oh, like, you did this. And they're no longer like these Instagram post names, you know, Zach Seeger, like this mystical, magical, you know, character. It's like, oh, that's like, that's Seeger. He's like totally normal. Like, oh, yeah, and they're like, I hung out with John and he's like... Super underwhelming, right? Like he's way normal. And you look at Kayleen Johnson, you go, I was with her for an hour yesterday. Oh, like she, you know, went did, 300 K, whatever, then does 700, whatever breaks the all time female record in pest control. And she's like normal, super nice. And so as you start to rub shoulders, as you start to like interact with people and like get closer to people that are doing what you want to do, you realize like, Oh, everyone's just humans. They're, they don't have anything that I don't have. And then you plug into the systems and you do the training and like you learn more techniques and ways to do it. And, but again, like that is all just. Law of attraction, proximity matters as far as what you're wanting to do. Yeah, in learning from somebody who's already done it. Yeah. Yeah. I'm going to do a few rapid fire questions, I just kind of want to ask about generalities in, in the pitch and just what you guys do at the grit. How long should a typical pitch be for pest control? Are like my average cell was around 10 minutes. I knew I was doing a really good job. Like, and again, some cells are way longer. You want all of them, right? Like you want low hanging fruit. You want the gritty, gritty, gritty deals that all of a sudden you grind for a deal, 45 minutes or like calling husbands and doing this and calling wives and like scrapping all of a sudden, because you got that deal in a cul de sac, like you ended up selling all like, you just never know. Yeah, like when I'm doing really well, you know, my segway starts beeping at the very end and I'm back on it So that's like five minutes. Yeah, pest control is quick. Yeah, but what I love about that is in pest control So many people think that you need 25 or 30 minutes to get the sale. Yeah, it takes 15 minutes just Going from asking what their name is to leaving the door, you know, total like total time That is one thing that I've seen top reps in pest control, especially do is they're efficient. They're quick They can build trust quickly Yeah And therefore they can just they can make it seem like it's not a big decision if it takes a half hour 45 minutes for pest control. It feels like a big decision you know, same thing with solar. If you're just like hounding them too much, or if you're trying to make it sound too good, then it feels like something's off, you know, but as big as you make it. Exactly. Yeah. How do you gain trust so quickly on the doors to be able to close deals in five to 10 minutes? Yeah, I think, and this is on the doors, this is in relationships in general, I think the thing that I love the most when interacting with other humans is when they're authentic. If I'm trying to control the way you think about me, if I come into this podcast and my goal is for you to think a certain way about me, it's going to be really hard for me to be authentic because I'm no longer thinking about like, What I care about, my values, like what I hold dear, being like genuine and kind. I'm trying to be like, oh, like I hope Andy thinks I'm cool. I hope Andy thinks I'm X, Y, or Z. And so I'm trying to come across that way. It's gonna be really hard for me to come across as genuine, and when you're not genuine, there's gonna be lack of trust. You can feel something's off. But how do you So on the doors, I try to be genuine. I try to be myself. I try not to Come across as somebody I'm not. We all sell differently. And so when I'm on the, you know, when I'm on the doors, I, I go up, I try to make a connection, you know, whether it's, you know, cool. What's your name? Awesome. Where you, you know, this is okay. Obviously, I'm not asking where they're from, but on the way up, I saw that they had a Pittsburgh Pirates. You know, car logo and, you know, cool, you from Pittsburgh. What the heck are you doing out here in Indiana? Oh, no way. I'm from Utah. Oh, you, you live in California. Okay, cool. Did you know any Mormons? I don't know why I'm more, you know, like whatever it is. Yeah, and that's not, that's not an every door thing though. Like you're not just shooting the breeze with every single person. No. Because oftentimes people can see through that, but you're trying to be you. Yeah, it's authentic. As long as it's authentic. Right. If you don't like hockey. Yeah, I'm not trying to like, but, but I am trying to know a lot about a little things on the, on the doors and now I've sold and worked in so many places. So like, I can connect with basically anyone, but when you meet somebody, anyone, like not on the doors, you meet some friends and you're like, cool, where are you from? And they say... Where are you from, Andy? South Jordan. South Jordan, cool. Beatdiggers? Nope. Where'd you go? Miners. Okay, Miners. Do you know Taren Meier? You you say yes. Yeah, you know Taren Meier. And I say, Cool, Taren's a stud. That's it. Why do we do that? Humans long for connection. Yeah. Like, that's what we all do. In any conversation, you'll be like, Oh, cool, where are you from? Oh, do you know this person? Okay. Oh, did you do this job? Oh, no way, I did this job. Now, all of a sudden, you know Taryn, I know Taryn, there's a connection. There's a human connection. You like Tampa Bay Buccaneers? No way, I like Tampa Bay Buccaneers. Now there's a connection. Yeah. So going back to your original question, I try to do that as much as possible with, with other humans. Yeah, you try to be authentic, but how can you be authentic on the doors and still build interest, still build curiosity with somebody who is not expecting you? Yeah, it goes back to I think like people want to work with people that are confident, you are skittish or not telling whole truths, like they'll feel that. And so if you're confident and you're assumptive and you're knocking their door to sell them, like I'm not knocking doors, like give out information, my time's super valuable. Like if I'm knocking your door, I'm, I'm trying to sign you up for pest control. So I'm saying, Hey, sorry to bother you. I'm John with Romex. I'm sure you've noticed our trucks here. I did 12 of your neighbors yesterday. I don't know if you know, again, this person, this person, this person trying to build connection, trying to build credibility. People that I actually worked with or signed up or a Romex customers. Cool. Yes, you do. Awesome. We took care of them yesterday. We do the pest control forum. Most people I take care of already have a company. Some of you guys don't yet. Do you guys have a company or not yet? Okay, now we're, we're into it. I made some connections. I'm super confident. And then you go from there. And... And it was quick. It didn't have to be this... No. Ten minute shooting the breeze. I'm quick. In general. In my life. Like, with the conversations, with everything, right? Like, it's, it's, it's straightforward. There's not a lot of fluff. I want to highlight that. Top reps, golden door reps, the guys who the listeners know their name, they're quick. Like they just are, because if you're not, it seems like you're trying to hoodwink them. Totally. You have to be authentic and help them to have confidence in you. But there's a very fine line between building confidence and actually. Making it so they don't have any confidence in you. It's being authentic. It's the same, it's the same way if you reach out to like, recruit a buddy and you're like, Hey man, I haven't talked to you in seven years, how are things? And you're like, okay, like, what do you, yeah. It's like, hey man, I hope things are well. Haven't talked to you in seven years and it looks like you're crushing it. I'm actually reaching out to you because I have this awesome opportunity. Right, like, yeah, totally to your point. Fluff and hoodwinking, like, I'm not about straightforwardness. The other thing too, if you want to sell a lot, like, there's only so many. Hours of the day like you have to be quick if you're spending if you're spending 35 minutes a day when I'm spending 10 I'm just gonna knock way more doors Yeah, and I do like and I knock when I knock I knock a ton of doors Yeah, deals are quick. My nose are quick Like I'm not there to like talk to somebody who's not gonna like my I'm selling yeah away from my wife and kids Like I'm selling So I'm interested because last night I was literally editing a solo podcast that I haven't dropped yet. How do you, like, if somebody's not interested, if they're kind of just being standoffish gazing off in the distance, like not giving you the time of day, but also not like slamming the door in your face, are you, are you trying to maximize every part of the service? Like, what are you doing? I'm going to, I'm going to, if they're not engaging with me, I'm going to ask them a question. Cool. So how long have you guys been here for? I'm gonna try to re engage them. Awesome, so have you guys ever had a pest control company before? Never, you've never tried it ever. Cool, well you should. Now, if they're like this, right? Cool, well you should. It's super straight forward. We do six things every single time we come out for you. We spray around the house, we do the interior. Boom, boom, boom, boom, boom. If you were to call us to come out, it's usually way more expensive. It's usually since we're out here. We come out every quarter for just 159. Since we're out here though, we're taking 100 off, doing the whole first one for just 2. 99. If you ever see anything in between treatments, you give us a call, we come back out for free. Are you interested? Yeah. Like, does that sound good? Is what I actually asked, right? Does that sound good? No, I'm not interested at all. Cool, have a good day. Boom. And I'm gone. K, K, yeah. that was one of the things that I talked about. it's asking a question and it's closing. Yeah, totally. Hard to close. Oftentimes, rookies. Or people who have been doing this for a few years that haven't produced at a high level. They think that you make the sale in service, you build so much value that they just can't turn it down. No, it's actually asking for their business. You ask for their business. And what happens is they'll either say no. And you're like, Hey, peace, or, or the opposite is, Whoa, Whoa, Whoa. Why do you guys have to come out quarterly? Or, okay, well, how much exactly now we're in the process. You started the process so often reps don't start the process. They think that they can just keep talking and keep building value and build so much rapport. And then they wonder why they're not. Selling 10 a day. Totally. Love that. Okay. How do you deal with a saturated area or a saturated market? I believe that I'm the best door to door rep to ever knock the door. That's funny cuz my brother John he sold for four years before I got into it and he stopped right when I started and literally, he's always telling me like you're the best this neighborhood has ever seen the most interesting thing That's gonna happen to him that day that week by the way When you knock a neighborhood when I knock a neighborhood I don't talk to everybody even when I do you might not catch you on the right time like it just doesn't matter I went to Austin for Charity Day Texas in June like super knock saturated I went to two, you know areas that were like knocked the week before like I was the 16th guy That summer I was way rusty, like way rusty, but I did, I think eight and seven so I still like sold well. Yeah. But yeah, same thing, right? Like, Oh, you're a 17 guy, right? Like, Oh yeah. Like those guys weren't as good looking as me. They weren't as funny as me and they're not having as much fun as me. I've tried. Anyway, what was your name? John, right? Like. It just doesn't matter like I'm blown by it and I'm gonna try to go through my process. Yeah. Oh cool Yeah, that company was here. That's awesome. Yeah, a bunch of those guys like a bunch of people talk to those guys What we're doing is just really different. My name is John by the way, what's your name? Cool So what it is and I'm just gonna go into it anyways Or there might be like no seriously dude, like I'm not interested like I'm not okay That's one thing that I love reps will try to do role plays and they'll be like, okay how do you respond to this? And we'll do a role play and they'll be a total douche. Hey, I'm not, I said, I'm not interested. I don't have a good day. Exactly. And they're like, wait, why didn't you try to sell that guy? I don't need to sell him. It's not, there's not a limited supply. You know what I'm saying? It's, it's about getting as many quality shots up. Like the way you score a lot of points isn't by making every single basket. It's by making a lot of baskets knocking a lot of doors and again, that doesn't mean you're out knocking looking for laydowns Yeah, I like if you're doing that you're not you're gonna sell one or two a day It's it's taking people through the process as much as you can cool. They're not interested boom here. You're gone yeah, then you're gonna go talk to the next person the next person and then if you go out and you knock on your 50 doors and you have a 5 percent success rate and you go sell seven or eight like that's a really good day Love it. Okay. How should a rookie prepare for the summer? We're currently in November, this'll probably drop beginning of December. How can a rookie prepare now to kill it this summer? Yeah, I would say like the biggest thing actually that I believe in in doing pre-summer is doing hard things. Like, that's the thing that I think will give you the highest chance for success. Why, every year we have reps that, like, train for months. And they have the pitch dialed. And then they go out and they quit in two days. I was about to say, the reps that you think are going to do the best are the reps that quit within the first week. You literally never know in this job. Like, which is so cool. Again, going back to like, you don't have to look or be a certain way. You don't have to be like, The high school, you know, QB and captain. I believe that doing hard things prepares you best for this job because it's a really hard job. So if you've gone out and you've done the four by four by 48 with, you know, that Goggins does, you've done a marathon, you've done cold plunges, you've lifted every day, you've done Murph's like. Whatever it is, right? Like you've, you're 250 and you got down to 220 before the summer. You just went and proved to yourself that you can be disciplined and you can do hard things. So all of a sudden, when you're day three of your first summer and you have no sales, you're like, Oh yeah, no, this is, this is just another hard thing. This is really hard. But I know I'm the type of person that figures it out. If you can learn that, and that's what I love about this job. So much is the people that have success in the in this job believe that they are an asset that they figure things out So by doing hard things you're starting to prepare that like you'll you'll you'll have a successful life Because you've succeeded at other hard things. So why should this be any different? 100 percent Casey connected me to this this kid that he grew up with. He's a senior in high school I total stud they him and all his buddies are gonna come sell with us this year And they asked the same thing, right? Like, what do we do first week, come run a half marathon with us. They came out and like, they ran a half marathon. They'd only ever ran three miles before and they're football players. Right. And now they, since they run three to five miles every day, I'm running a marathon as long as my calf holds up in two days and like, I'm going to go pick up one of the kids on the way and run 10 miles with them, like, and because of that, again, you're building up the muscle of like, no, I'm a grinder. I like, I do hard things. Like I'm a baller. Like I can figure this out. Yeah. I love that. One of the last questions I'll ask you tips or strategies for immediate improvement. Anything come to mind just as far as like the one or two things that a rep can do Right now to go do way better tomorrow. Yeah be a sponge. I like be a sponge go pick brains I think about again Casey. I listen to a podcast from two weeks ago I this is the first time I ever heard him talk about this, right? But when he switched to vivid he went and he interviewed the top five reps And then he went and interviewed the top five managers and now all of a sudden because you have a relationship with them, right? You can when the summer is grindy, right? Like you call somebody, right? Like, hey, dude, like I'm struggling with this All of a sudden you get a couple nuggets. Cool. You're re motivated. You go out you go get results Now that motivation turns into discipline and consistency. So no, I like what you said like doing the pitches going and working out eating better like Going on a date, you know, late Saturday night or on a Sunday, right? Like having, like enjoying your life, trying to be happy. If you're happy, you'll have more success. It's a cycle. Yeah. If you could go back and give advice to yourself right before your first summer, what would that advice be? Dream bigger, like don't box yourself. It's easy to say that now, right? Of like, okay, now, like I've done more and hopefully I continue to do more. But yeah, I think, you know, we all have limiting beliefs and I learned this on my mission and I've re learned it and re learned it and re learned it. Like, nobody actually is thinking about you a fraction of how much you're thinking about you. Nobody actually cares about you the same way you care about you. Like, you think about your life and your family and you more than anyone else thinks about you. tHat doesn't mean people don't care about you, but it just means like, forget about yourself. Like, people don't actually care. Like they're not thinking about you. Everyone's thinking about themselves and everyone's trying to do their best. And so you can kind of like drop your ego and reputation again, like, and quit like worrying about like what people were thinking about you. So like go out and do your best and care about people and. Don't stress about how you're being perceived. Yeah, love that. How can listeners learn more from you? Should they go to Instagram? Yeah, Instagram, johnPTaylor10. J O H N P T A Y L O R 1 0. On Instagram, I do, you know, I try to do as many podcasts as I can and, and then a lot of people reach out to me on Instagram and. I try to add as much value as I can, so if you want to come on a run with me, if you want to, you know, shoot me a DM and let's connect, like, I want to add value to the world, and so happy to help in any way that I can. Awesome. Okay. Thanks so much for coming on, John. Andy, thanks for having me, brother. It was a lot of fun.