 I'm gonna ask everybody a question. Somebody walked in here right now and just slapped you across the face. Okay, do what the hell? If they came back around again and did this, would you guys be ready? Yeah. Well, why aren't salespeople ready when somebody hits them with an objection twice? What are people sick of? Amateurs, am I right? You walk into most companies and all you see is amateurs. That's why today I wanna build leaders. My hands stable, I feel able to turn the tables, I could do this. Just keep moving, keep your hands up, stupid. We've got to make an agreement today. Number one, we're gonna get information, okay? And you're gonna go to every other sales event like you did before your training and you leave the exact same. Or today I can give you the cold hard truth and we can have a transformation. Which means when you leave, you'll actually think different, you'll act different, you'll believe different, you'll do things different. Nobody's gonna do anything different until they think different. Would you agree? Yes, I would. You know, I sit back sometimes, I see people sit on the sidelines and that's not me. I don't care what anybody thinks about me, I know what I want. I've painted the picture in my head and I'm going to attack it viciously. And people aren't gonna like that. There's a lot of people that some of you right now, the reason why you don't have anything, you don't have the dream life you want, you don't have the checking account, you don't have the dream girl or your marriage isn't on fire, your children don't look up to you as their hero. Again, your team doesn't admire you, you're not their leader and you look in the mirror and at the end of the day you don't like who you see. It's because a lot of you worry about what other people think. And a lot of you, you don't have a clear vision in your head of who you wanna become. And if you can't see who you wanna become, I assure you'll never become it, okay? I get judged all the time, people wanna try to figure out how everybody's doing something great, they gotta be a bad person, they're just waiting for you to mess up. I'm gonna mess up. So are you, so is everybody. I can tell you so many times in my life when I've decided to go all in and by the way, when did I change? Usually in rooms like this. Usually when I wanted to go to another level, what I did is that I got around people that were on another level and proximity just changed me. You know, it's like, what do you guys want? You want your boyfriend, girlfriend, husband, wife to admire you? You want them to look up to you? You guys wanna look in the mirror and get better every day? You want if you're a leader in this room. By the way, sales and leadership will have you dominate the world. The two most important things you'll ever learn in your life, sales and leadership. You learn sales, you don't learn leadership, you'll be broke. Today is about a couple different things. I'm gonna teach you to sell and close. That's easy. I'm gonna teach you word tracks, but word tracks aren't enough. I'm gonna teach you tonality. I bet a lot of you in here think if I could just know what to say at the time I need to say it, I'd be rich. Well no, actually the tonality you use with the words that you say is actually more important than the words. The mindset which you carry into the deal is actually more important than the tonality. And we keep preaching mindset and you don't wanna learn it. Wonder why you're broke. Wonder why you can't get through an obstacle. Wonder why you can't scale fast enough. Mindset sucks. Okay, once you develop a nine figure mindset, nine figures come. And I know that because I've built a nine figure business in three years from zero. And so can you. And you can do whatever you want. I don't want you to be me today. What I want you to do is I want to wake you up today. Okay, you wanna go back a different person. You wanna go back to the standard. And really in a world where nobody has standards anymore, I hear everybody talk a lot about goals. I got goals. Who gives a shit? What's your standards? See because what you're getting in life now is in direct to your standard. I can grab organizations right now that literally are making less money than last year, but yet they still haven't trained their team. Their team still can't overcome common objections. Simple stuff. I need to think about it. I gotta get back with you. I gotta talk to my wife. Same stuff happens every day. I'm gonna ask everybody a question. Somebody walked in here right now and just slapped you across the face. Okay, do what the hell? If they came back around again and did this, would you guys be ready? Well, why aren't sales people ready when somebody hits them with an objection twice? No standards. Where do they get that from? The leaders. You know, like I can grab all you guys right now and I can say is your education budget higher than your entertainment budget? I mean, for real, like you guys really wanna learn, you really wanna become as successful as you want. Let's pull your bank statement. Let's go look at how much money you're spending on yourself and investments. I'll be willing to bet the entertainment budget stood the roof. Clothes, food, bullshit, going to the store, anything. But the education budget, you guys gotta really think about that. My wife sits down with me for the first time we're in our 20s. She goes, we're gonna pay off our house. $800,000 house she was gonna pay it off in two years. I said, that's physically impossible. She goes, your limited beliefs is what's hurting us. Your false beliefs are what's hurting us. Andy, you're in the automotive business. You understand you're in a vehicle that's a level 10 earning opportunity. Do you get that? I said, yes. She goes, okay, you're earning 300, 400 grand a year. You can make 800 grand a year, but you're not. You know why? Because you don't want to. Because if you wanted to, you wouldn't be. That's how this works. She goes, there's internal and external. External, I support you. What's your problem? Okay, most wives won't support their husbands to go all in. Hey, I want to be included, but I'll support you to go hard. I'll support you in training. I'll support you in building a team. I'll support you in whatever we need. Internally, we have an issue. Hey guys, what's going on? It's Andy. A lot of you leave comments telling me that you need help. Do me a favor. I'm gonna tell you the best way to get a hold of me. Shoot me a text message right now, 918-210-0254. 918-210-0254. I'll help you with whatever you need. I got your back for life. Let's get back to the video. And I'm gonna tell you, man, my mom left when I was two. This is no victim story, okay? I don't know what y'all's story is, but I'm gonna tell you this. Your story dies today and you're gonna write a new one. Now it doesn't mean that it's gone. It means that you're going to write a new one. And my mom's a loser. She's a loser, right? And I hear people like, you don't understand what I've been through. Dude, if my mom was a piece of shit, wouldn't I be the best parent ever? I hear some people that are like, man, my dad was a asshole and that's why I'm an asshole. Dude, what a dumb ass, man. Like you got beat, so like you beat your kids? Like how stupid is that? I hear people say, oh, you understand alcohol's running my family forever. What? How stupid? Have you heard yourself? Like, listen, like, you know what I know? I know the real leaders in this room, the shit they didn't have as a kid, they wanna give to other people as an adult. Number one, I didn't have any love as a kid. Which is number two, why as an adult, I give people a lot of love. So as I talk to you today, I want you to understand, if somebody gets their feelings hurt, it's because you don't understand where my heart's at. My heart is I wanna change you. Today as I talk to some of you, I want you to understand, I wanna protect you. I want you to get your dreams. I want you to get your goals. I want you to quit making false promises to your family. A lot of you in here have made a lot of false promises to your family. You've said, babe, give me three years, you'll have us in a better situation, I promise. You know, I know the kids are young now, three years they'll be older, we're gonna be here and you, let three years go by, you're still not there. That's what losers do. We're gonna get our shit, we're gonna get it fast. I'm gonna tell you a little secret about me. I like to compress time frames. I'm not patient, I have very aggressive patience. People tell me shit takes time, I say you don't want it bad enough. That's an excuse. You've already failed to get it quick. Because I don't think it takes time. Oh yeah. I think I can get it right now. I think if I'm broke, I think go out today and I make 100 grand. I think I go out today and make a million and you can too. I'm gonna explain something to you. If you don't train yourself, how in the hell can you get a different external life? How can it happen? You know the shit you know in here is what happens out here, right? You guys get that? So again, I'm gonna go back to a manager. A manager sees that an inventory of market has shifted. He goes, damn, got a market shift. What does he do? He says, my guys need more information to be ready for this next market shift. They need to be ready. In a world where nobody's prepared and everybody's an amateur, my people ain't gonna be amateurs. You wanna take over the world? It's simple. What are people sick of? Amateurs. Am I right? You walk into most companies and all you see is amateurs. That's why today I wanna build leaders. That's why today, if you are a salesman, I need you to understand, I'm gonna teach you how to sell but I'm gonna teach you leadership is about self-leadership first. Which means if you can't lead yourself, no one else is gonna be led by you. Notice my wife, she's here with me. You know why? Because I'm gonna tell you something. I was told when I was young that you can't have it all. My manager, the only mistakes that he told me is he goes, Andy, listen to me. You can't afford to have relationships in this business. They don't last. They get in the way. I'm just being truthful. You can make a lot of money but to say you can get in a relationship, you're gonna get comfortable and guess what? You're gonna lose. So everybody that I was around, I just freaking treated them like crap because I didn't wanna be around anybody. Guys, how many times do you see families get divorced because of entrepreneurship, sales, and leadership? All the time, dude, is that what you wanna show your people? You wanna show your people how to go home and be your family? No. So my wife, when I met her, she goes, listen, I'm gonna tell you the number one thing and I need you guys to all know this. If you'll learn from me, I'm gonna teach you how to have it all. I want you to be fit. Why? Because you have to have a good self-image. Nobody's gonna say yes to you and they're not gonna buy from you if you don't have a good self-image. And I'm not fat shaming anybody. Okay, I just need you to understand how important it is. Secondly, you wanna live a long time? You wanna make a lot of money and then die early and let somebody else take care of your family and your money? No. This is what I want with you guys. Number one, mindset, skill set, habits. When you leave here today, what I want you to do is see a new you. We're gonna take a lot of notes. But my number one thing is this, what's written will be retained. I want you guys to embed in your mind who you wanna become. I want your image to change the way that you see yourself. I want it to shift. I don't care where you came from. I don't care how broken you are. I know this, hurt people, hurt people, or you can turn your woods into your weapon. And I decided that all the shit that I've been through, the mistakes that I've made, I decided it's time for me to change and I'm gonna become dangerous. And you know what I'm gonna do? I'm gonna have heaven on earth. Everybody say heaven on earth. Heaven on earth. That means get rich and help everybody along the way. You're either gaining ground or losing ground. You're either getting better, you're getting sharper, you're getting duller. That's the way it works. Guys, you wanna coast? The only place you coast is down. Guys, this is the time right now where the unfair advantage is to train. Okay, it's to self-develop. The greatest advice I could ever give anybody in this room is this. Most of you, you'll develop to a certain point where you make a certain amount of money. And once you get there, you're gonna stop and you're gonna slow down. And I'm gonna dissolve you. You will no longer compete with me no more. That's what I want you to do. I want you to realize that everybody that's in your industry, all of them, they're going to stop at some point. It may not be today. It may be next year. But I will dissolve them. I won't beat them. I will perish them. They will not exist. They cannot compete. They are not like us. People don't have business problems. They have personal problems. If you don't like who you are in the mirror, I assure you you're gonna bring shit to work. I will teach you that whatever you want, you can have. Period. And it ain't no bullshit. This is real life. This is how this thing works. This is why physically we get fit, okay? Mentally, we become stronger instead of mentally breaking. We break records. In a world full of people becoming mentally screwed up every day, why? Because of the food we eat, nobody's exercising, nobody's taking care of themselves. And they wonder why they crack on problems, okay? We're made to suffer, dude. Most of you, due to 1,000 years ago, we were freaking out in battles, killing people. You guys are made to be killers, not made to be soft. Now we don't kill people. Now we dominate in business. And as we become adults, our new sport is business. Our new sport is our family, okay? And I take it very seriously. And I don't want to lose to anybody. But that's what a leader does. And then he sets the standard for everybody else in the company, men and women. You want to get close to God? You want to have your wife or husband admire you? You want your children to look up to you as your hero? You want to look in the mirror and be proud of you? You want to be physically fit and lead your team? Well, today's the day. And by the way, you don't have to agree with me. But I'll show you, if you'll follow this blueprint, it's over. How would you like every time somebody met you? They said, every time we meet, we haven't even done business yet. It's exceptional. I said, we haven't even done business yet. See, some of you, you won't get people your best until they prove to you that they're gonna buy. Okay? And I mean it. Hey, I'm just telling you the truth today. A lot of you guys, if you don't think somebody's gonna buy some today, somebody called, they're just getting, hey man, I'm six months out. I'm gonna buy, you know, when I'm next year. Hey, you've never committed to me to buy something? I didn't need you to. You know what I knew? I knew how you viewed other people that were in my space. You know what I was gonna prove to you? Whether you do business or not with me, I was gonna show you how I rep this new deal. I'm different than anybody else you see. So how are people gonna think after they meet you? You know what I did? I got a lawn chair. I looked over, everybody's sitting inside, reading the newspapers. 1999, grab a lawn chair, I go out to the gate. Put it right in the middle of the gate. I sat there all day long, burnt. Every time somebody pulled in, how you doing, Andy Elliott? Cells are service. Service? Nice, come on. I'll show you where it's at. By the way, Johnny, amazing service advisor over there, you can go see him. By the way, can I give you my card? For some reason, if they give you a bill, it's too high, I don't know, anything. If you need me, you're tired of waiting, you need a cup of coffee. You just call me, I'll be right over. So many of those people found their way back to me. You know why? Those are my people. They weren't ready today, but they were gonna be ready at some point, and I was gonna be their guide. I wish you guys would realize that everybody, everywhere you go is your next customer. I treat everybody that I run into that I wanna make an impact in which they'll never forget me for the rest of their life. That's what I wanna see you do from now on. Guys, if you work for a company right now, if you work for a company and you wanna kill it, look, I sometimes go home at 11 o'clock at night. I don't want to, I said I was gonna be home at eight. Stuff happens. I hate it, it's part of the business. But when my wife knows, when I come home every night, and I'm like, oh man, babe, you should've seen all the families we helped today. You was crazy. Life's absolutely unreal. Number one, our company, the culture's through the roof. I love it. Super fired up, give her a big kiss, say, baby, you're number one to me. Thank you for supporting me, let me work these long hours. I know one day all this is gonna pay off and we're not gonna have to do this. But right now, dude, I'm just telling you, you're the best, I miss you today. You know what, I'm gonna put my phone down. Let's go spend an hour together. She'll let you work till 11 o'clock every night. Am I right? She don't care. You know what she cares about? Are you where your feet are? When you're at work, you work 10 hours, you work 20 hours, she don't care. When you come home, do you cut it off when you're at home with them? My wife taught me a lesson when we were younger. She goes, listen, I don't care how hard you work, I don't care how much you make, I need to be number one when you come home. You wanna know where your greatest superpower lies? Right here. Your partner at home, the reason why I said you should grow with them. See, this self-development journey that you are on, a lot of you are here today, but I'm gonna challenge you the next time that you go to something which you need to go all the time, take them with you. You think your family don't understand? They understand. More than you think. But I want you to understand some. Write this down, master communicator. All right, so a master communicator is how you're gonna close every client, and I'm gonna tell you how you're gonna do it. Number one, you're gonna make it easy to say yes to. Okay, so whatever words we learn, we're gonna learn how to make it easy to say yes to. Like your words are gonna flow like water and people are gonna wanna say yes quickly. What industries do we have in this room? Solar. Solar, what else? Solar. What? Mortgage. Mortgage, roughs, pools, automotive. Construction. All right, all right, all right. Solar guy, get up here. Come on, okay. All right, what's up baby? All right, you do solar? Just started, 30 days. Okay, so have you knocked the door yet? No, I'm new virtual. Okay, you doing on the phone? I'm on the phone. Okay, cool. All right, what about you? Manager. Okay, but you know how to sell it, right? Okay, get over here, come on. I literally flew out to a large, large automotive company and we were talking about training their team and what I learned is I said, hey guys, you obviously want your team better. Would you mind if I skill tested you guys for a minute? And they're like, us? I'm like yeah, like you guys, right? Because like, why would my people wanna do something that I can't do? You know why my sales guys look up to me? You know what I look at them up to me? It's the best part. I'm still the best. In the second I'm not the best, I'll no longer be their leader. Just so you're aware, you can lean into your title as much as you want. Okay, I'm gonna be unkillable. I'm not getting replaced. That's a decision you make and that's why we self-develop, okay? Rule number one, rule number one, don't ever let anybody else know your business better than you, ever. Rule number two, try to figure out how to kick your own ass every day. I'm gonna start with you, Jackson. Okay, now Jackson, do you go to people's doors? Okay, all right, Jackson, speak into the mic. So here's what I want you to do. Everybody write this down. Flunk or pass? You got whistles. Everybody see the whistle? Two rules about the whistle. Don't blow your neighbor's whistle. Okay, cause that's weird. Okay, all right, number two, hey, hey, hold on, don't be an ass today but if somebody gets triggered, we guys might hit that whistle. That's why we have whistles, yeah. That's how we hit them. Now are you ready? Guys, here's what we're gonna do. Does everybody understand what solar is? Okay, here we go. He's gonna knock on my door. I'm gonna knock, I'm gonna open it and he's gonna pitch me, is that cool? And when he's done, you're gonna say, flunk or pass, okay? And speak into your mic, cause I need him to hear you. Yeah, yeah, you knocked on the door, I open it. I open the door, go. I was going, is this the Elliott residence? Yes. Awesome man, my name is Jackson. How you doing today? I'm doing good, what's up? Good man, the reason I'm stopping by today, I'm not sure if you're paying attention to it. Last month, Tico, they said I don't notice it was on the backside of your bill, it was in regards to net meter. Do you recall seeing that? No. All right man, well this is what's going on. 80% of the people, a lot of people have just moved to Florida, they're pulling 80% of their power now from Georgia. It costs money to move energy, you're paying for it. Everyone's bill went up in April, did you see the rate increase that happened in April? I don't even pay attention. That's all right man, no worries. It also happened in January too, so everyone's bill's going up, I have to go too, my bill's going up just to say. Do you remember three to four years ago they came and switched out your meter to the digital meter, it used to be the old analog one, do you remember when they did that? Were you at this house like three years ago? Yeah, I don't know what you're talking about. Yeah, no worries, so they came and switched out your meter, what they were doing, man, they were prepping your home for somebody called net meter. It used to be analog, now it's digital, it can actually go backwards. What that means to you. If your home was a good fit for Tico's net meter, you're able to do three things. The first thing is you can cut your bill down 40%. Second thing is- Listen, number one, I'm really not interested. Of course, man, no worries. I'm not here to gauge interest, I'm here to give you information. It pertains directly to you. I'm sure you've noticed the bill's going up. Everything has gone up, chicken, food, gas. Have you noticed gas going up? Yeah, so what are we trying to do here? So with your bill increase, this is the way you can lock in your rates, you never have to pay for the rate increases again. Ms. Mary down the street. Okay, stop, hold on. Do you guys understand what he's talking about? Okay, everybody write this down, you ready? Rule number one, confused mind does nothing. Just write it down, a confused mind does nothing, okay? Now I want you to understand, I know what he wants to do. Now by the way, listen to me, I'm not judging him. You guys get to decide, if he knocked on your door, would you guys be interested, yes or no? Why not? Too long, too much information, don't understand. Does that make sense? Hey guys, what's going on, it's Andy. A lot of you leave comments telling me that you need help. Do me a favor and tell you the best way to get a hold of me. Shoot me a text message right now, 918-210-0254. 918-210-0254, I'll help you with whatever you need. I got your back for life. Let's get back to the video. All right, let's have you wrong. Come on, let's roll. Hey by the way, I want to see. All right, here we go. All right, knock on the door. All right, knock on the door, ready, go. Hello? How's it going? How are you doing? My name is Christian. I'm studying at Metering, I'm sure you've probably never heard of that, right? Right. Absolutely, so I'll take you, you've looked here for. There you go, just speaking to it, yeah. So I'll take you to look here for two, three years. Yes. Absolutely, so I'm following up on the Metering program. Again, sure you've probably never heard of that. Anyway, so FPL, I came around and sought out your old analog meter, it was out of your home. It's a new digital one. And so I mean since then a lot of the neighbors on here that notice their higher rate increases, sure you notice the same, right? Okay. Yeah, absolutely. So anyway, so I'm not sure if you know Ms. Janice, few years down, she's been seeing the higher rates. Her bill's been about 120, what's your highest bill at? I'm not even sure, I'll have to look it up. You're not sure? Yeah, no, I mean, absolutely. So I mean, everyone's in the realm of 120. I'm sure you're right around there. This is a big home. And so I mean, with that being said, it's like what I'm doing for hers, I'm taking her higher 120 bill. So I'm now for a lower fixed rate through solar. And I'm sure you've probably looked in the solar in the past, right? Yeah. Yeah, absolutely. And I mean, I don't see any panels on your roof. So I'm sure, what? Just cost too much out of pocket. 10, 15 grand. I didn't really look into it. Oh, you didn't really look into it? Okay, awesome, man. So I mean, what was the reason you didn't look into it? I'm not interested in it. You're not interested? Yeah, no, I mean, absolutely. So there's always a reason why. And it's really that simple. It's like, dude, all we're doing is saying your high 120 bill, that's gonna keep going month to month. Okay, okay, all right, hold on. Okay, do you guys hear him? Now listen, I wanna ask you something. What's a master communicator? Read it back to me. Did I say yes to anything? Hard to say no, easy to say yes. Yeah, but did I say yes to anything yet? No. No. Okay. Do people need more information or they need a transformation? Transformation. Okay, are you gonna help people or are you gonna sell people? Help. Does it sound like you're selling me? Yes. Okay, I'm not being negative. You know what I'm gonna do? I'm gonna challenge the way he sells. Is that cool? I've never sold a solar panel in my life. Okay, you know what? If I did, I'd probably knock on bread store. I'd say, hi Brett, how you doing? My name's Andy Elliott. My company's been allocated to this area because research shows in the next 12 to 18 months utility bills are gonna double or triple. Look, I got two quick questions to ask you and I'll be on my way. Question number one, do you believe you'll use energy all the days of your life? We always have it or do you ever see yourself running your house off candles? Probably energy, right? Okay. Number two, do you believe inflation's real? Yes or no? Things cost more money. Well since you answered yes to the first two questions, energy, you're gonna have it all the days of your life. Number two, inflation is real. I'm gonna ask you a third question. If your current energy company raised your bill to $5,000 a month, if you didn't pay it, you would have to run your house off candles, which you said you'd never do. Am I right? So if there was a secondary energy option that was available, which I'm sure you bought this house, you probably only had one to plug into and get. If there was a second energy option, which was available, which would keep you inflation proof no matter what energy costs went up to and it would save you money, would you wanna know about it, yes or no? Sir, my name is Andy Elliott. My name is Andy Elliott. I'm with ABC Solar. My jobs get the information from the people who have it, which is ABC Solar to the people who need it, which is you, the homeowner. That's how I'm gonna start the conversation. What did I do? Made it easy to say yes to. Was it easy for you to say yes to me? I made it hard to say no to. Was it hard to say no to the secondary energy option? I'm gonna ask you a question. If you qualified for secondary energy option, which would keep you inflation proof and save you money, would you mind if I gave you that information, would that be okay today? Because you probably didn't know there was one. Would you agree? Cool, that's all I wanna do is give you the information and in the end it's completely your decision. Is that fair? Easy to say yes to, hard to say no to and I made up the client's idea every single time. What has I made? I made it his idea to get more information from me. You know what I'll tell you? I do things different than everybody else in the world. I don't talk like anybody, do you guys wanna talk like everybody else? No, no. You guys wanna get different results than everybody else? Word play, find some new language, find a new way to speak, stop pitching people. People are gonna buy everything you have if it helps them. Do you guys understand that? Does everybody in the world need to know about a secondary energy option if you sell solar if they qualify, yes or no? Do you think they would wanna know? Brett, tell me you're not interested. I'm not interested, I totally understand. Most people aren't because they don't understand it. Look, I'm gonna make a simple parallel and then if you don't want any more information I'll be on my way. Notice how I keep saying I'll be on my way? Why? So I can take it out of his head to think about me being on my way. I constantly keep putting them back to peace and then I'll be on my way, okay? Look, all I wanna do is give you the information and then in the end it's completely your decision. Is that fair? What did I do? I re-wrapped his, you know why? Common sense. Everybody say common sense. Common sense. Closers, the hard close era is gone. Sell like a lion, act like a lamb. Everybody knows enough information. People understand common sense, how things work. People have access to a computer. You don't need to geek out on product knowledge. I don't even know how solar works. I don't need to know. You know what I know? I know if it helps people. I know if it's a great product. I know that I can get people interested in it. Guys, can I ask you a question? Are you gonna get anybody's business if you're not an interesting person? You know what I know? Cool people go broke. I know people that aren't afraid to go out and make new friends, shake hands and say hi to people and smile and give first. I know this is the new era, this is the new winners. Okay, everybody in this world seems so afraid if there's nothing in it for them to go out and say hi to someone else anymore. We literally, I told you, people have to, you have to almost prove that you're gonna buy before people give them their best. And by the way, what is rejection? Rejection is something you get when you're an amateur. Listen to me, if you're gonna come to my store and you're gonna buy a car, you're gonna buy a car because you're gonna buy it from me. Whether I have a car or not, you're gonna buy it from me because you like me. Okay, you're gonna be more scared that you're gonna not go find me at the next store so you're gonna buy what I have then more scared that there's a better car at another store. I'm gonna be the person that they never believe existed. You think people get treated great at work every day? No. Do you think most people feel important and significant? No. What's everybody want? Feel important. Who's gonna make sure that happens? Me. I know that nobody else in my industry, my space that's gonna come against me is gonna treat anybody better than me. And by the way, in life sometimes we tend to think that we're better than other people. We ain't better than nobody else. We'll have access to the same resources. Question is who's using them? You're gonna decide who you wanna be. You're gonna envision it, which is why I like to train live in person. And you're gonna alter your identity. Like you're literally gonna have an identity shift in this room if you pay attention today. And then when you leave here, you know what you're gonna do? You're gonna do everything you can to protect it every second of the day. In all the people around you, they'll never leave you. And they'll get better because you're getting better. Does that make sense? The problem with companies now are people aren't getting better. See, I believe in human capital, okay? There's inventory, there's marketing, there's buildings, and then there's people. Everybody tends to focus on the marketing, the inventory, the expenses, but not the people. I watched a company spend more money on tulip paper than they spend on training their teams. Can I ask you a question? Is it the customer's job to pay for your team's training? Go look at your training budget right now and I'm willing to bet. If you looked at how much money that you're making now and how much money you wanna increase, I bet the training budget with your team isn't increasing. The goal is to make it easy to say yes to, hard to say no to, and make it the client's idea every single time. Listen to me, when I go to somebody's house and they got shit going on and I knock on their door, like they ain't got time for me. Unless I say something that they wanna make time for me. Am I right? So what do I say? Hi, my name's Andy Elliott. By the way, what do I do? Put my hand on my chest. Hi, my name's Andy Elliott. Like that. Hi, how you doing? Why? Because I'm respectful. Are most solar guys in their 20s? Most? Yeah. How old are most homeowners? In their 40s, 50s? When they see someone that comes up to their door talking to them about saving money that's the same age as their children, what do you think they think? Get off the porch. So what do you gotta do? You gotta impress them very quickly. Does that make sense? That's why I say, hi, how you doing? Hey, sir, how you doing? My name's Andy Elliott. My company has been allocated. Why say allocated? Like, dude, we've been brought in. My company's been allocated to this area. Research shows in the next 12-day team months. Did I say now? No. Do I want them to go, hey, your utility bill just went up? I said, I didn't pay attention. Well, where am I going with that now? But I don't pay attention. Now your point's going nowhere. Does that make sense? So what am I gonna sell? Future expectations. Hey, research shows in the next 12-day team months utility bills are gonna double or triple. Listen, I got two quick questions to ask you then I'll be on my way unless you want some additional information. Question number one, do you believe you'll use energy all the days of your life? See all the instances getting powered? It's all by energy, the lights and everything. Do you believe you'll use it forever or do you ever think you'll run your house off candles? Probably not, right? Cool, you'll have energy. Question number two, do you believe inflation's real? Do you think things are costing more money? Yes or no? Absolutely. Cool, so if you're gonna use energy forever and you believe inflation is real, let me ask you a third question. If your energy company, which you probably don't have any other option, right? You accept to go with them because that's who you signed up with when you bought your house. They probably told you that's who to use. If they raised your energy bill 3X, if you didn't pay it, you would have to run your house off candles, which you would never do, which means you have no control of your energy bill and they could take advantage of you, am I right? As you the homeowner, if there was a, if there was a second energy option, a secondary one in which you could save money and be inflation-proof and you couldn't get taken advantage of, would you wanna know about it? What do they say? Yes, I've gotten to say yes, four times in 30 seconds. At that point in time I'm gonna say hi. My name is Andy Elliott. I'm with ABC Solar for the first time I do a real introduction. My name's Andy with ABC Solar. Once I shake his hand, we make a real connection now. See, I'm not gonna shake his hand at the door yet. I'm gonna get a couple yeses in. I'm gonna go for the handshake after he says I can, I see I've earned the right to give more information. And if they say they're not interested, just say, hey, I totally understand. Most people are because they either got some information from an amateur or they don't have enough information. You know what I'm saying? Listen, I'm gonna ask one question and then I'll be on my way. What do I keep saying? Then I'll be on my way. If I'm at their door, I know that they want you to be on your way. So I'm gonna say it first and then I'll be on my way. Do you like to be in control of your money? Yes or no? Well, you're currently not. Would you like to have the option too? Yeah? Hi, my name is Andy Elliott. Bam! I'm going back in on him again. Do you guys feel me? But I know the odds. If I can get people to say yes early on, I'm gonna do well, okay? So everybody give it up for these guys. Come on. Everybody give it up for these guys. All right. Okay, give me another industry. Okay, moving. Come here. Come on, give me a moving. But this is gonna take two seconds. I'm gonna ask him a simple question. Okay? All right. Hold on, come here. I'm gonna borrow you. Come here, what's your name? Tyler. Okay, Tyler. Okay, give Tyler the mic. Give Tyler the mic. All right, Tyler. Tyler, what's the number one objection again? Come on, simple. Give me the number one objection. Let me talk to my wife. Okay, cool. My husband. Okay, cool. Ready? I'm gonna hit you with a first. Hey, Tyler, I appreciate it, but I gotta talk to my wife. You just gave me an estimate. Go. Sure, one thing that we can do is I can get them involved right now. We can get them on the phone and talk to them. See if- We're talking to me. Okay. I gotta talk to my wife. All right. That sounds good. Yeah, I can completely understand you. That's a common thing in our industry. We wanna make sure that we address that. But what we can do is we can go ahead and call your wife right now and we can talk to her with you. That way she can understand the estimate. She can understand what we're gonna provide to you for your service, for your upcoming move. And you guys can understand that together and we can address any questions that you may have now. Okay, listen, I'm gonna make it simple. If I was to talk to your wife right now, I know the number one question she's gonna ask. She's gonna say, hey, this is my house. I love the home. You probably don't pick out everything in the house she does. Am I correct? Yeah. Okay, her number one concern is gonna be make sure that everything gets there properly without being broken. It gets moved in properly and everything's a smooth system. Because no matter what you pay, if it's not a new system, she's gonna be pissed off. Am I right? Right. So hypothetically, if we already talked to your wife and she said, let's do it. Would we do it? Okay, so if I tell you that I may get everything there on time, I'm gonna get everything moved in. We're not gonna break nothing. Everything's insured and the liability is higher than any other moving company in the world. We already know she's gonna say yes. Would you agree? Yeah. Okay, listen, so you're gonna be the hero that's gonna take all the headache out of the deal. I'm gonna get this wrapped up. You're gonna call her and tell her that you did the research. You made sure that all of her stuff that she loves gonna get there safe and you can guarantee it. And if you can guarantee it, that'd probably take a lot of headache out of her. She's probably doing a lot of their heavy burden stuff right now and getting ready for this move. Would you agree? Yeah. I don't want to frustrate her anymore. If I can guarantee this and insure this, we wouldn't have any reason not to move forward. Would you agree? Yeah. Okay, then let's wrap this up. What card do you wanna put it on? No, push through. Here's my deal. Listen to me, push through. Hey, what do wives care about? What do wives care about? Don't mess with my shit in my house. Right? Don't mess with my stuff in my house. What did he do? He said, let's call her. We don't need to call her. We already know what she's gonna say. She's gonna say, honey, is this company gonna get my stuff for their own time? Is this company gonna get this stuff moved into the right place? So I don't have to worry about it being stressed out because I know how stressful moving is. Is this company gonna insure that when they say they're gonna do something, we know that 99% of moving companies that say they're gonna do something, they end up late, stuff ends up broken, and then I end up very disappointed. Can you insure me that there'll be no disappointment at all? That's what she's gonna say. And if I can insure all that right now, why would we move forward? Would you agree? Yeah. He didn't have enough confidence. He didn't have enough confidence. He doesn't believe in the product enough. He's more laid into the objection, eating out of their hand instead of having them eat out of his hand. Whose moving company is this? His. Whose customer is this that he's taken care of? His. What's his job? His job is to put the customer at peace and say, dude, no big deal. Listen, man, this isn't about money. This is about everything getting there right, being stress-free. This is about one of the most stressful things in the world for a consumer is a move. This is about a one call, get everything done. Y'all don't have to worry about nothing. Y'all head there, we'll meet you there, it's good. Would you agree? And the first person that can provide that, they'll grab a credit card, you'll get yourself set up right. It'll be the best decision of your life and it'll keep all stress away from you and mama. And I know that taking care of your wife is extremely important. Listen, I've seen these moves go south. I've heard a lot of nightmares about other moving companies and that's not us. That's why I know from having a wife because I've got one, I know this, if it doesn't show up right, it shows up late and things aren't done right, she's gonna be pissed and since you called, you're the one that's gonna take the heat. So if I can ensure and I can guarantee that there won't be a problem here, we don't have a problem, am I right? Sir, I put my word, you know what iron clad handshake is? That's why I reach out my hand, you shake it and I give you the old gentleman's agreement and I promise you have nothing to worry about. I'm reaching through the phone and give anyone right now, can you see it? Give me a shake back. All right, what card do you wanna put it on? Do you guys see it? Yes or no? Some of you right now, you don't get it. Who needs to believe in his company more than anybody else? This isn't an objection, they don't believe in you yet. Dude, you guys get so lost in objections like some word tracks gonna close this stuff. Number one, I created uncertainty and I created certainty. I created uncertainty and I said, hey listen to me, 99% of problems, the biggest stresses in people's lives come from a move. So I understand why this is so important, which is why I'm gonna iron clad handshake, reach my hand through the phone, I'm gonna tell you how this is gonna work. Okay, and you're gonna take this deal because I'm a man and I'm gonna back up my word. And when it comes to taking care of your wife, I know this, you're not gonna know any moving company you reach out to, so you're gonna have to have somebody that firmly believes that they know exactly what you're gonna go through, this doesn't go right. She's gonna be pissed, but I'm not gonna let that happen and I got your back and I'm gonna make sure this goes smooth and easy. Do me a favor, you got a pen on you? Write this down, smooth and easy. Write down no problems, write down mama's happy. Draw a smiley face, you see that? All right, cool, my name's Andy Elliott, write that down, this is my personal cell phone number, I'm gonna take care of this right now for you. Do you see that? Guys, that's how you sell, is that how you sell? That's how you sell. 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