 Hey guys, what's going on? It's Andy. Here we are. We're backstage SolarCon Day 2. Bradley speaks tomorrow. Today we're going to bring the heat on how to build an unrecruitable sales team. This is something that nobody in the world can produce. And I'll tell you because I've seen it with my own eyes that a lot of people, they just talk about money and then their employees get recruited out by other people. In this training, in this event, this speech today, I'm going to give a keynote on how to build an unrecruitable sales team tactically. So if you're a leader, get ready to have your mind blown. One question. Do you want an unstoppable sales team? Yes or no? An unrecruitable team? Yes or no? I ain't seen one other than mine, and I'm going to tell you why. So I'm going to tell you a little story about once upon a time how to compress timeframes, how to take what most people take literally a lifetime to do, and how to do it in a year. If I can tell you, would you do it? Yes or no? Yes. Well, I'm going to tell you, but I'm going to ask for a couple of things. Number one, I'm going to ask for your mind. Because I always tell people that they're never really where they are. And as you're watching me right now and as you're listening, your freaking mind is somewhere else. And that's your problem. And if you want to become freaking a badass and leave a legacy and have your wife or your husband admire you and have your kids look up to you and you're their hero and lead a great team and build an unbelievable business, unbelievable, and dominate. And by the way, my competitions are relevant. I can bury them. I will tell you, you're going to need to do it with the team. Am I correct? Yes. So number one, I'm going to ask for a little participation today. Number two, I'm going to ask for your mind. We build leaders. Leaders make leaders, not followers. Every one of you are a leader here. And I'm going to tell you today, every one of you are qualified to be worth 100 million, a billion. What do you want? You're going to need to become a leader because if you're not, you're going to be all by yourself. And all this shit and solar I keep hearing about and it disgusts me. People say, oh my guys, I train them up and I build them up and they leave and go work for my competition. I say, who's in charge? Who's in charge? Who's the leader? Is anybody aware that it's 2023 and that everybody's on their phone and they're looking for somebody to look up to and influence them? Yes or no? Yes. Well, leaders, is that you? No. Don't tell me that's you. If you don't have a close marriage, if you're not good to the people you love, because they're not going to look up to you, they're going to find somebody who is. If you're not taking care of yourself in fitness and health, the game is to win at it all. Am I right? Yes. And so many of you are one dimensional. You get it in money, but your marriage is falling apart. You get it in money, but guess what? You look in the mirror and you're disgusted with yourself. All that can change. I'm not giving a keynote. I want to talk to your heart. And I want you to realize that everything you want in your life you can have and you are qualified to have it. You're just going to need to pay attention and use your mind. So before we start, I built a team of leaders. I brought some of my team with me from Scottsdale, Arizona. We have the fastest growing sales training company in the world. And you know how we did it? We did it by building a team. And you know how else we did it? We did it by being real, which doesn't freaking exist anymore. I do business with one man everywhere I go. It's Brad Lee. You guys like Brad Lee? Raise your hand. You know why? Because he's real. Brad asked him a question. We're in the elevator and the guy lied to him. And Brad knew the guy lied to him. So when Brad got on stage, Brad goes, hey, after I'm done doing my keynote, he goes, by the way, they're going to do an upsell here in a minute. And I want to tell you, it says that I'm going to be a part of it, but I'm not. I'm not. You know why? Because I'm not. And he walked off the stage and he said, I love you guys. And he walked away from 500 grand to a million. And I'm going to tell you, we don't have enough real people in this world. If you work for a company that don't care about you, build one or you do the leading inside your company. And then by the way, you will be the one that will grow something beautiful. Every one of you in here, all you want to do is have a fulfilled life and kick ass and die in legend. And that's what I want to do. And I'm telling you, you make the decision in this room today. You know what your life looks like today? By the decisions you made yesterday. So today you're going to make a decision that's going to shape your future from this conversation I'm going to have with you. But before we go, and I start telling you how to build an unrecruitable team, I'm not going to do sales training today. You know what I'm going to do? I'm going to show you how to build a bad ass team. One that will never leave you. If any of you in this room, I'll make a deal with all of you. If anyone can recruit someone for my team to come work for you, for any bribe, for any amount of money, I will give you 10 million cash. And see some of you are laughing because you have no idea what loyalty and trust means. You have no idea. You have no freaking idea. And it's sad. It's sad because that's all that you want. And it's all that your team wants with you also. The first to provide it bankrupts the rest. I don't give a shit about your marketing. I give a shit about human capital. Is that what matters? Yes or no? Yes. It ain't going to sell itself, folks. Who's in charge? So, we start every day with the sales creed. God, by the way, you may say, Andy, I don't like your sales creed. I don't give a shit what you like. You know what I like? I like something that my team gets together and every morning, before we freaking kill it, we all fire each other up, right? And by the way, if you've walked by our booth over there, you know what our culture looks like. And if you've watched me on social media, you know this is the way we live. Okay? We're not fake. And by the way, you guys are going to level up today. I promise you and I hope to inspire you to reach for more. So, Evan Macklin, let's lead it. Guys, here's what we're going to do. Everybody up on your feet. Let's go. Does this take far? Wait, everybody, you can have a seat if you want or you can stay standing. Matter of fact, I like it because I want to punch somebody in the face all day long, so I stand on my feet. By the way, do me a favor. I want you to do me a favor. Grab your phone and I want you to take some notes. I don't want you to get in your text messages. But I want you to take some notes. And I want you to write this down. To build an unrecruitable team. Okay? To build an unrecruitable team. To create something that nothing, that no one else in the world has. I'm going to show you how to do it. Ready? Write this down. Be where your feet are. Listen, I want to tell you something. Why does this matter? Because at the end of the day, I remember making a lot of money and killing it and going home and realizing that I brought freakin' leftovers to my family. And some of you are young in here and you're 20 years old and you're 22 and you're making more money than you know what to do with. Dude, you want to listen to me. You want to listen to me. You're creating yourself to be a battle so you can have all this in life. But listen to me. You're going to want it all. You're going to want to share your life with somebody. Become a good person. Become a real battle. This world is missing freakin' leaders. The reason why the solar industry, everybody's quitting everybody to go to the next red line to make more money to go over here, to discover for even more. And they're so unloyal is because the leaders are missing. We're teaching people to make money but we're not teaching them how to be leaders. Am I correct? Dude, what happened to trust? What happened to loyalty? Hey, Jacqueline, you want a job? You want to sell? Listen to me. My name's Andy Elliott. Look, you're going to meet someone in your life one day that's going to be the person of your life. And you're going to want to spend the rest of your life with them. When you find that person, are you going to stay with them and be loyal or are you going to cheat on them? You're going to be loyal. That's right. What if somebody better comes along later? What are you going to do? You're going to stay loyal because that person committed to you and that's what you've wanted your whole life. It's the saving business. I want you guys jumping around. Knock it off. I want you jumping around and you leave somebody for money and this and that. Listen to me. The person, when I hire my team, I say, listen to me. It's really simple. If you get the job, welcome to the family. You're dying with me. We are dying together. You know why? Just like everybody wants to find somebody that they want to be with their whole life, everybody's looking for somebody that they can do life with. A team, a family, a brotherhood. Some say it's a cult. Could be. I don't know. We'll figure it out. Probably is. Hey, the news is a cult that brainwashes people, right? To be scared and afraid, I brainwashed people to feel powerful. I brainwashed people to believe that, listen to me. Once you find something good in your life, you take care of it until you die. So the first thing that we do is we hire right. And I say to you, if I can provide these things, is solar a level 10 earning opportunity? Yes or no? Yes. Level 10. I broke every record in the United States for the most money made as a car salesman when I was younger. And I'm going to tell you something. Had I sold solar? Oh my God. It didn't exist back then. But you know what? You had to have a level 10 skill to do that. You know what I've learned in solar? No disrespect. We have a level 10 earning opportunity and most of the time we have a level 2, level 3 skill. Am I correct? What would happen if we had a level 10 skill? What would happen? What would happen if we trained our people to communicate and we taught them to be different than all these freaking amateurs that are everywhere? Where are the pros at, man? This isn't about making money. This is about being a badass, about being a pro. Having integrity, having pride. And some of you don't get turned on by this and that's why you're going to get burned, man. You're always making bad deals with the wrong people because you're chasing the dollar. You care about people, you'll always have enough money. I guarantee it and you'll last in the long game. So I hire Jacqueline, I tell her, I say, listen to me, our company, when we do business together, we're doing life together. This is a two-way street. We're going to die together. We're going to die together forever. You know why? Because I'm going to make sure you're fulfilled, which is what 99% of people in solar are not and in all industries are not fulfilled. You know why? They give up the person they love to go chase money. And then when you get the money and then the person you love is no longer there, your heart's empty. Also on top of that, what else do you give up? What have we commonly noticed in the room? Who in here used to play sports when you were younger? Raise your hand. Go look in the mirror right now. You used to play sports? A lot of you, it doesn't. You guys are athletes and you gave it up to chase the money. Did you know you could have it all? Don't be one-dimensional. My team has to work out every day. Everybody say physical. Mental. Business. You want your team to be bad? You know what you do? You're going to train them physically every day and they're going to break records. And they're going to crush everybody. And they're not going to get caught up in this bullshit in the world like everybody else. You know why? Because you protect them. How many people run a team and they babysit people all day? You're not a leader, bro. We need leaders. Every one of you in this room right now I want you to make a commitment and a decision to from now on decide to be a leader. For yourself? The way that you operate? The way that you run? How can I expect them to run like elite warriors when I run like a fraud? Every decision I make, they're watching. And by the way, I want to say something. You guys better start mastering your mouth. I hear a lot of bullshit coming out of people's mouth. That's why your team gets weak and soft. You're breaking. I believe you can have a close relationship with God. I believe you can make all the money in the world you want more than you can spend. You guys are an industry, you do it. I believe that you can have the relationship with the people you love. Do you guys know the term be where your feet are? I'm in this room right now with you guys. I'm not thinking about my three children. I'm not thinking about going and spending time with my wife tonight at dinner. I'm not thinking about being with my team. I'm not thinking about being at the gym. I'm thinking about being with you right here where you are. Let's just see if you guys do this. Last night when you guys ate dinner with whoever you're eating dinner with, was your cell phone on the table? If it was, I would have slapped that freaking phone off the table. No, I mean it. If you're going to have dinner with me, you're going to sit down and you're going to put your phone up. You know why? Because it shows me I'm important to you to have a conversation with. You know what I know how to do? I know how to grow people quick. It's called a level up. You know how you level up? Number one, you start to be respectful. You know how you know when you find a leader? They make you feel powerful. They make you feel strong. They make you want to do more. They make you want to reach for more. Let's say you're a sales rep. I do not have a team. Listen to me. You're going to have a team if you're going to make it. So you know what you're going to start doing right now? You're going to start operating as if you had a team and you're going to start raising your standards. You know what you're going to do? Wherever you're at, you're going to be all there. When you're at work, you are going to work unlike anyone else. You will be known as the hardest worker in the company and you will never slack. We're doing real business. But you know what we do? We love what we do. I'm so freaking passionate about this. I don't do this for money. I can't believe I get to do this. There are a few of you in this room. A few. There's only a few. And I pray that it's you. And it could be all of you, but it's a decision that are lucky enough to have purpose in life. A few of you. A few of you are lucky enough in this life to know what you really want. You know what I want to do? I want to be great. And I want to be a winner. And I want to make everybody else around me a winner. I don't even record training. I record my beliefs. You know why our sales training company has smoked the industry? Every industry we've got in, we teach sales skill, but I teach a belief. Guys, sales training isn't role play. Repetition is the mother of skill. I'm taking my team with me. At the end of the day, who do you guys want to do life with? The people that you love. Am I right? How much love you guys got in your life? A lot of you don't have much of it. If you go home at the end of the day and you have stress and you have anxiety and you are unfulfilled, you're not winning. That's not success. You've been duped. So we're going to decide for everybody here, wherever you are, you're going to be all there. And I will explain to Jacqueline if she was going to work for me that when she's at work, she is going to work. She is going to be a savage. And I'm going to show her what she's doing skill. But Jacqueline, when you go home, you're going to put your phone up and you're going to pay attention to your kids. And you're going to be good to your husband because if you don't, I'm going to fire you. I swear to God in my life I'll fire you. If you're not good, my coaches, if they don't take care of the people they love, they're fired. Get out of here. I'm not going to be around you. I don't want to come to work and be around people that are like that. I'm so, I'm out. Is this your life? Yes or no? Can you guys call the shots in your own life? That's the problem. We got a bunch of freaking crowd pleasers. We got a bunch of crowd pleasers, dude. It's your freaking mind. What do you think is right? You know what I think is right? I think do whatever the hell you think you want to do is right. You know what I think? Dice is in the Bible without freaking love. You're bankrupt. I love being around love. I love being around good vibes. I love being around positivity. I love it. Don't you guys? You got a buddy that's negative? Ditches. I mean it. You got a company that's negative? Ditch it. Peace. You know why? You're going to have to hire 10 bad ass positive people to hopefully offset one negative 10 positive for one negative. It means all these people would have to come on because I've decided to keep this person in my life. No ways. Guys, I have made a living out of humbling people who have doubted me. You're going to do the same. And you're going to call your shots from now on. You're not going to live for anybody else anymore. You're going to live for yourself. You're going to do what's right. You're going to take other people with you. Every day I make her fight more, fall more in love with me. I fight for that. As being a dad, every day I'm trying to figure out how to get closer to my kids. I want them to choose me as their hero. With my team. Dude, listen to me. We're going to give a test here, okay? So if I was to walk into your company and I was to say, all right, so I mean I always say who's in charge? Danny, where's your team at? There's your team? Cool. Bring your team in here. Let's go. All right, team. So I was just talking to Danny and Danny wants to start looking up and seeing who you guys look up to in life and who are your mentors. Everybody grab a pen, grab a piece of paper. Don't write your name on it. Just write down who you look up to on the piece of paper. Just write it down. Who's your mentor? Fold it half. Hand it to me on the way out. Guess what happens? They all leave. I open the papers and open them up on the table. I say, Danny, come here. Where's your name? Where's your name? Your name ain't on that paper. You know why? They don't want to be like you, dude. And I'm going to tell you if you want to build an unrecruitable sales team, I will be 44 years this year. 44 years old. I run with guys that are 20. They don't get on Instagram and try to be like other people. We try to be like us. We're recreating our DNA. We're recreating what we think life should look like. And you know what? It's working. And we don't let anything in our mind. Nothing. We guard our mind at all times. You come around me, you're negative. I'm done with you. Forever. I don't care how much money you'll pay us. We're out. We've canceled accounts left and right for people that are losers. We don't need your money. We're past that now. You know what I want for all of you? I want you guys to all decide to set the tone, set the standard, set the pace and set the example for what winning looks like, and I want you to keep your word. From now on, when you say you're going to do something, we're going to do it. And I know that a lot of you have worked for the wrong people that has told you to lie and you can make money. Do you know you can be the best in the world at your skill and you'll never have to lie? Don't be a crowd pleaser. And I mean this as I tell you guys this, I know what's going to happen when we all leave SolarCon. I'm going to go take over the world and you are too. And my team is also. And I want us all to do great. The difference between people who are happy and successful and people who aren't are resources. Our company has been a resource for individual salespeople and companies to plug into. For us to press and push a belief into the people that operate in that company. Because we've learned the neighbor effect that I tell my kids don't cross the road. You know what I mean? And they cross. Well I would die for them. I've changed their diapers. I've spent my whole life taking care of them. And they cross. But the teacher on the first day of school says don't cross the road. And they don't cross. I don't get it. I don't get it why someone else needs to say it. So we're always saying exactly what you want anyways. And that's why our training is work but it's beliefs. It's not just tactical. Now listen here's my biggest deal. Be where your feet are. You're here with me right now. How many of you are still with me? Say aye. Okay. Has anybody right now in this room identified a hole in their life that they would like to fix that they think would take them to another level? Yes or no? Raise your hand. Okay. Who's got someone at home they share their life with? Raise your hand. Girlfriend, boyfriend, husband, wife, whatever. Okay. Can I ask you a question? If the person you love if you hurt them but you make all the money are you still broken in here? Okay. Can you have it all? Yes or no? Can you have your health? You can make a ton of money and also be healthy and live a long life. Am I correct? When you're healthier and you take care of yourself what happens? You bring good home to your family. You bring good to your clients. When I'm knocking on a door I'm going to someone's kitchen table, man. I'm freaking happy. Dude, I'm not going to deliver information, man. I'm the product. Everybody needs solar but not everybody needs some jackets or some information. They need the elite. The world's missing the one percenter. We've got one percenters, 99 percenters. We've got the amateurs over here we've got the pros over here. What do the pros look like? The pros of the future and by the way, are you all influencers? Yes or no? Yes, you are. Yes, you are. A leader is an influencer for everyone else around them. That's what a leader is. So do me a favor. The people, and by the way, Bradley he's funny, I know he's going to be here tomorrow with my brother. He's our team. You know what he says? He says his word. It's allodoxophobia. You've heard him talk about it. If you follow him it's the fear of what other people think about you. Most of you in here you can't get what I'm telling you about right now because the person to the left and to the right of you already knows who you are and you won't freaking change. You guys need to make a decision in this room and make it right now. You guys have a level 10 earning opportunity. I would have given my legs when I was young to be in solar. Do you guys know anybody that's leading a team when you're leading a 20 year old or a 25 year old you do not lead them to just chase money. You lead them to be a great example for everybody in the company. You know if I was to hire a setter in my company my company would know the setter is one of the most important people and we will honor our setters we will serve our setters we will let our setters know how important they are and how much we love them and we will tell the setters that the setter is where you start but it's not where you end you end with the team so we're going to teach you from day one Mr. Setter that you are going to be a leader the way you communicate with the rest of your company and your team nobody is better than anybody without trust without loyalty everything is going to crumble I want to tell you guys about something real quick let's say you have somebody on your team that is underperforming who's in charge you whose problem is it yours master your mouth you say some shit about that guy we should fire your ass you know why I thought you were about us people do what they do because of what they think about themselves I'll be willing to bet my life that if I spend an hour with that person explaining to them what I saw do you know what sales and closing is it's closing somebody on your beliefs and they stop believing in their own beliefs and they become sold that's what a leader does a leader explains that I don't care if you have experience I don't care everything I do I play with my heart you know what I do love don't lie you know what that means I love you so I'm not going to lie to you we're going to start being direct with each other I saw a guy in the training deal yesterday and training is a couple grand he's like I don't know I said dude your team is worth it he goes yeah but you don't know you know sometimes that's the problem man that's the problem dude you're the freaking problem you know but it's really hard to tell somebody that when they got money you know why because they're not thinking about the other people that don't have any money you guys get it I don't give a shit about your Lamborghini how many of your guys are rolling lambos dumb ass also on top of that you know where a leader is he ain't up there he's right here he's right there leader will never leave that front door you say well I'm working on my business not in it somebody's going to be the leader and if you're not then who we're ready to go to war every freaking second and you guys can have the same shit but you're going to need to build them into leaders and just like Evan grabbed the microphone and led the creed and our company every morning the person that's not on fire is who says the creed not the top guy we're like dude let me see oh you look a little soft you look quiet this morning grab his ass you're saying the creed and you're going to lead us you know why because you're a leader we never leave anybody behind we never leave anybody behind you know what I see a lot of companies doing and tell me if you feel this the top 20% is producing the bottom 80's not so you know what a lot of companies do they lean on their top 20 and they say we need more I need more of you I need more from you and you know what your top 20% do that are producing amazingly you pressure them so hard they give up their family for you and then due to any year from now they burn out you know why because people don't burn out they lose their purpose you f***ing made them lose their purpose idiot but these other 80% that are not performing well those are the people you need to be training I can walk into any company I can say where's the top 20 guys good job good job take care of your families where's the guys not producing okay come here listen guys number one we do what we do because of what we think about ourselves first of all you're qualified you guys are qualified to be just as good as them or better first thing we gotta do is focus on your mindset we'll get your mind right by the way we're gonna go exercise together we're gonna go work out I'm gonna get to know you guys we're gonna get close okay I'm your brother I'm not your teacher I'm not a vendor I'm your brother when we get out of the way we're close I'm gonna start teaching you guys how to talk how to be a master communicator close anybody anytime any place I'm gonna show you how to do it you gotta start with your eyes I can look into somebody's eyes it's the windows into their soul I can see everyone of y'all soul every one of them when you guys walk by you see me looking right into your eyes you see that crazy stare I'm looking right into your freaking head I can see in people that are broken and I know that they need someone to believe in them but most people count them out and say they suck did I say anything in this conversation that you can see that is a hole that you could fix in your life yes or no okay we need to make a decision right now in your phones I want you to make a decision you're gonna make you're gonna start doing X right now come on most of you you won't do this you know why cause you don't take action there's two rules to business and write it down in your phone number one don't ever let anybody else know your business better than you I'm gonna know my business better than anybody if you're gonna compete with me I'm gonna take you out by human capital and then yeah technology and all that we're gonna add that but everybody has access to that nobody can build this you guys can build it every day everybody pride ego and entitlement is death it's death man do listen to me you're all replaceable you guys know that so am I you know there's other men that want my wife I'm gonna freak it level up dude okay she's gonna choose me every day okay I'd like you to do the same for your family and the same for your team what does an unrecruitable sales team that means this somebody walks up because they want to take me on and they say hey man Ryan come here Ryan what if I were to give you ten million dollars to come work for me I'll take care of you thank you Annie but get hey would you like your team running around like that yes or no alright I'm gonna tell you how to do it and we're done you're going to start being the example right now you're gonna walk different you're gonna talk different and you're gonna stay plugged in listen listen your mind in this room right now is thinking a certain way and you've aligned this is how I need to be this is it this is why because you're plugging into this you need to plug into stuff like this every freaking second of the day I'm either I'm doing three things all day long selling something looking for something to sell or I'm trading to get better that's it I don't do anything else and then when I go home I'm with my family does that make sense okay guys listen my name is Andy Elliott this is part of the Elliott group right as you can see they love their lives you know why because of demand that they take good care of it you guys be the example in your own family you know I thought about coming up here today and handling some objections I thought that'd be cool and I thought no I don't think that's the issue I think we have a leaderless environment nowadays in the solar industry and I think you guys would agree with me so I'm asking you to step up and I'm asking you to be the influencer for other people and I'm asking you to be real I'm asking you to fight like hell and give it all you got and prove that this is United States you can have whatever the hell you want but you have to fight for it don't be here let's go