401: From D2D Sales Rep to D2D Experts CEO: how Sam Taggart is transforming door-to-door sales training and how it helps you make more money | The D2D Podcast

In this podcast episode, we explore the inspiring story of Sam Taggart, the founder of D2D Experts and a leader in the door-to-door sales industry. You'll learn about his background and the key experiences that shaped his journey, leading to the creation of D2D University, to help people improve their door-to-door sales skills and grow their businesses. 

Additionally, you'll hear success stories from clients who have benefited from D2D Experts, while you explore valuable tips and techniques to take your sales to the next level and overcome common challenges faced by door-to-door professionals (Reps, Salesman, Managers, and Business Owners) on sales, recruiting and leadership, such as: What are the best techniques for door-to-door sales, How can I increase my door-to-door sales, How can I stay motivated in door-to-door sales, How to train for door-to-door sales, How to start a door-to-door sales business, and How to build a door-to-door sales team.

In addition, you'll find answer to D2D Experts related questions, such as:

• What does the D2D University teach?
• What do D2D Experts do?
• Who is Sam Taggart?
• What is D2DCon?
• Where should I start my door-to-door sales training?

And to wider industry questions, such as:

• What should I do to improve my door-to-door sales performance?
• What is a mastermind and how this can help my business and my personal growth?
• What obstacles do entrepreneurs face when building online communities?
• How can success be measured in sales and business?
• What impact does community have on sales training and development?
• How can competition and collaboration coexist in a business environment?

Ready to make more money in door-to-door sales? Schedule a discovery call with us visiting: https://thed2dexperts.com/ 

Be sure to share this episode with someone in the door-to-door sales community who could benefit from these insights, to improve their sales performance and make a positive impact in the door-to-door sales industry! 

Thank you for listening! Don't miss out on future episodes! Subscribe to The D2D Podcast on Apple Podcasts and Spotify.

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You may also follow Sam Taggart on Facebook, Instagram, and TikTok for more nuggets on D2D and Sales Tips.

Transcript

00:00
it's that conviction that helps you be the best salesperson. I was like, if we can get you 10 reps, we could double your company. And they're like, what the heck? I just didn't like seeing reps suck. I didn't like reps turnover. I didn't like managers doing it the wrong way. It was- Which I actually had to call you and ask you to shut it down. Yeah. But it was crazy as it gave me this idea to start D2D University. So for me, like human trophies matter, right? Whether you're a sales rep and you have a vision of doing something, you're a business owner.

00:27
It all starts with a vision. I had a vision day two, it was like, you should start a conference and bring the door-to-door space together. People who come to D2D Experts, they should outgrow us. Yeah, door-to-door is not easy. Recruiting is not easy. Running a business is not easy. Selling is hard. That's what truly what motivates us is to, and I've never cashed in on anything, but the point is we wanna create an experience here that keeps you coming back.

00:59
All right, hey everybody, I'm here with Sam Taggart, the founder of the D2D Experts. Sam, when I started working here about eight or 10 months ago, I was amazed at what I didn't know about what you did. And so I always thought we needed to get on a podcast and reset the world on Sam and the D2D Experts and what we do here. So let's start with, for those of you who haven't followed Sam, this is a refresher for those of you who have. Tell us why you started.

01:26
or how you came about the whole idea of D2D experts and this journey you've kind of started. First off guys, big shout out to JP Arlie. If you haven't got to know him, he has been an integral role in our team, running our experts, BizDev, a lot of other systems and stuff we do at the company and has been a big asset. So he's gonna be hosting a lot of future podcasts. You guys are gonna be seeing a lot more of him. He hosts our recruiting bootcamp, recruiting summit.

01:54
other things like that as the former VP of Training and recruiting at Vivint. So 32 years in the industry, which is crazy. So I got to give him some love. Awesome new pickup on the D2D Experts team for those that have not met JP. But to answer your question, and first and second off, really cool to be interviewed for the first time on this show. Guys, those that have listened to this podcast regularly, I think we're close to 400 episodes in.

02:24
This was one of the very first things I started in 2017. So kind of rewind, at Vivint I was, we both worked at Vivint. Do you remember the first time we met?

02:35
Trafermatics. So you were coming over. We were in, I had brought a big group to Utah for, it might've been the Klondike or remember that big old. Oh yeah, yeah, yeah. It was, I had a whole group come in and you being Sam had to meet with me, right? And I said, Sam, the only time I have like 7 a.m. or 7.30 a.m. at the hotel. So we're in this little shitty hotel lobby at the Holiday Inn or whatever. And I remember this little.

03:01
Like it had one of those TVs and those little cubicles and this little round table. And you sat and you interviewed me about recruiting. You probably don't even remember this, but. That is awesome. That was the first time I'm like, who's this Sam Taggart? You just come back after 400 account summer or whatever that was, your biggest summer. And so they wanted a lot of those bodies I was bringing and we needed help to go get them out trained. And so you were one of the people they kind of teamed us up with, but you had to meet with me early, super early in the morning. So I'm like, all right, let's do 7 a.m. And you're like, all right, and you showed up. That's awesome. So yeah.

03:31
I was a seam at that. What's that? Was a seam there. Yeah, yeah. Yeah, I do remember that in the hotel lobby. Yeah, yeah. So guys, those that don't know, I knocked doors since I was 11. I did curb painting, magazines. I had a successful business all through high school. 2008, I did alarms. Did that through end of 15.

03:59
Summer of 2014 when I finished number one at Vivint and guys like you would come up to me and all your guys would be Like how do you do it? Right? And so I started a Facebook group that year called can't knock this and I said hey Why don't we share our tips and tricks? Well shortly after I started that and people posting in there people are you know Vivint corporate was like no shut that down And I was like what why they're like well cuz I don't know legal or whatever well being being on that side of Vivint corporate years later is

04:27
is all compliance, right? When you are the biggest guy on the block, every attorney general, everybody is looking for a reason to make an impact and we had to protect ourselves. Which I didn't know that. I mean, Skyline just had a lawsuit. I mean, I just went to dinner with Safe Home. They just had, you know, they spent millions of dollars in just dumb thing. You know what I mean? AG's, Mumio has an AG right now. So I didn't get that, you know, for me, I'm like, I just want to help the reps, right? And...

04:57
I didn't feel like Vivint had, despite how big they were, I was like, man, a lot of their content was very compliance-based, which took away some of the authenticity of like, you know, not that it's teaching bad practices, just they toed on the very, very conservative side. And so I got shut down twice. And then I left, started doing solar and did that for two years. And it was about 18 months in that I was like, oh yeah.

05:25
I could start this Facebook group up again. And we revamped it, it had six, 700 people in it, and started sharing tips and tricks. I started the D2Dpodcast. When did you join that first mastermind or that mastermind with Ben? Oh yeah, so we have a mutual friend, Ben Skumper. Who actually came over as part of that group way back in the day. Yeah, he came over to Vivint, and then shortly after that left and started, I think he went to Tony Robbins Platinum membership, and he was like, man, this coaching thing's really cool.

05:55
So the year after I finished number one at Vivint, I said, maybe there's more to this, I should join a mastermind. No, no, no, it was two years after. So I was always top five, top 10 at Vivint. And that's a big deal. For those that don't know that, that's thousands of sales reps and a multi-billion dollar company. But I always believed you should always be learning. And the second I joined that mastermind, I think a lot of people were like, what the heck?

06:24
you're already really good. Why would you need outside training? And other people would always kind of throw rocks. And I was like, this is really cool. So I actually then switched to Solstice, brought a lot of my Solstice guys over to, we had Ben come out, we had Jake Herrmann come out and train and I was always looking for outside, a slight edge essentially, and believed in that. Where I think a lot of people in our industry are like, they put all their...

06:52
everybody under their wing and like, don't look anywhere, don't learn from anyone, don't, you know, and I'm like, that's kind of a scarcity mindset, but whatever. Yeah, because if that guy's a better trainer than me, then I look bad. Exactly. It's like, well, it's stupid. And again, everybody's like, why are you sharing your tips and tricks on the Facebook group? Why do you want to do a podcast and help people when that's what makes you competitive? Like that, like, and I was like, cause I think rising tide lifts all ships. And I always had the mentality and.

07:20
You know, I was always willing to share with training or give, or I was in Vivint's training videos. It's like, they didn't pay me to do that. Like, I just didn't like seeing reps suck. I didn't like reps turnover. I didn't like managers doing it the wrong way. And anyway, so about 18 months in, I started doing this podcast and I started to realize, like, people needed, and I opened up. Here's the second thing. I built my own training at Vivint.

07:49
on a Wix website and it was... Which I actually had to call you to actually shut it down. So I'm like 18 months in and I was like, oh yeah, I have that website thing. And I open sourced it and I had hundreds and hundreds of hits from all over the country of different companies, not Vivint people, where I built like my own internal alarm training. So JP being compliance calls me.

08:13
and was like, hey, shut that down. I was like, okay. Shut what down? I was like, shut what down? I forgot about it. Like I had forgot that there was like rogue Vivint training on the web, on the interweb. I was like, oh yeah, forget, I didn't even log into the thing. And I go in there and I was like, oh. But what was crazy is it gave me this idea to start D2DUniversity. And I was sitting on a rock in the desert on a mastermind trip, which I'm a firm believer, like we have multiple masterminds now, but.

08:41
I'm going to a mastermind in a week. This week I'm going to a mastermind too. But like, I sitting on a rock three day fast, three day meditation by myself, which I'd highly recommend people do. And I had a vision day two, it was like, you should start a conference and bring the door to door space together. And it was kind of like that when Moses, God tells Moses he should like circumcise himself and he's probably sitting there going,

09:11
Wait, what? Like we must have a misconnection here. You're telling me, you know, you're telling me I have to cut the tip of my penis off. I was like, wait, you're telling me there's door to door convention, like, no, everybody's gonna kill each other. That's a bad idea. Like no one will support that. And I start, you know, kind of putting feelers out there. And it was like a 50-50, it was like a Biden Trump scenario. It was like half the people were like, no, that's a terrible idea, Sam. And have to be like, yeah, I'd go to that. And I was like. So from the outside looking in, right, you have this

09:41
high performing, I mean, the D2Dspace, especially in Utah, is a lot of ego driven, high performance. And so you take a guy like yourself that's just dominating on the sole contributor, leader level, and all of a sudden you want to go create a following of people. And I think some people looking in, don't understand how somebody could have a heart where you wanna help, but be fueled by being a

10:10
Because I mean, you are the second fastest go-kart driver in the office. And I know that bothers you, right? Very good. So he knows how to get it under my skin. So I wanted to bring that out, because I know you're fiercely, fiercely competitive. And you're going to have that title forever. But how does one understand Sam Taggart, if they know you and see that you're fiercely competitive, and then you're going to give up this, I want to be number one in sales, to go to create this community of following?

10:39
Right? Because I think people looking from the outside in, there's a disconnect. They don't understand why a man who is dominant all of a sudden wants to go give away this knowledge. Right? So, have you ever taken the Strengths Finder test by Gallup? I've taken enough tests. I know my independence, it's like 7% of my personality is independent.

11:07
So I can't work alone, I have to be on teams, which is probably why I haven't done something like this on my own and I'd rather come in and work with you is because I need team, I need teammates. So we take this one that gives you your top five of 54 strengths as a family, and my number one was competitiveness, believe it or not. My brother's number one was competitiveness, my brother-in-law. And we read the descriptions, completely different descriptions though. I was like, oh, I thought like it would just populate the same generic answer as competitiveness.

11:37
My brother-in-law looked like a terrible person after reading mine. So his was like, I want to win at all costs and make sure everybody loses. And they're just like kick ass. Mine was like, I want to win at all costs and make sure that I'm beating myself. And it had nothing to do with everyone else losing. It just had, I'm so competitive with myself and I want everyone else to win as well. So it was like in the StrengthsFinder's description and-

12:03
it started to help me understand like, oh, I like to compete, but I also like everyone to win. And so, you know, I have 100 sales reps, I just spent 18 months building from the ground up as the VP. We started with zero, and we're in six states. And it's not like I'm just like, oh, let's just like walk, you know, but I realized it was going to be really hard for me to serve two masters, like run VP as sales of a big solar company, or be doing training and agnostics.

12:32
and Newtroll in Switzerland and throw this conference and build everybody's trust. So I came to a fork in the road of like, what are you gonna do? And I had to go, my heart, and as much as my bank account, like it was like I was finally making like really good checks, finally had things on autopilot. And then it's like, let's burn it to the ground. It's like that sucked. So I had to leave. And it's not like it took everything. I didn't mean to burn it. I just said, I'm leaving. I put in my resignation. I'm gonna go.

13:00
start this, I'm gonna go full-time this. And I remember the owner of Solstice, he's like, we'll see you in three months. You know, it's like, what are you gonna do, make money on a podcast? I don't think I've still made any dollars on a podcast, by the way, so anybody that's like, I'm gonna be the next Joe Rogan, good luck. I got 400 episodes and pretty good following, zero dollars, and lost 50 grand on our first event. But I still had this competitiveness, like you tell me that you can't, see you in three months.

13:28
That is just stoking my fire. I'm like, don't, I'm like, you know how to play second place in go-kart, you know how to stoke Sam's fire. So I was like, bet. And I picked up a couple of consulting clients, I was doing some private work, online training, it started to grow, D2DUniversity. We started to put on 10, 20 companies a month, adding to that platform and that slowly started to grow. Now we've onboarded over 750 companies to our white labeled.

13:56
built out training system, which is really cool. So you look at, if I had to categorize somebody to ask me, how does Sam compete? I believe you compete and your trophies are the number of people and companies you've had a positive influence on. Yeah. Right, and my personal vision is to positively impact lives of others and change the course of history, which is why I felt this was such a great fit for me. When I called you back last October.

14:21
when I was back in the job market. Guys, that's why you're gonna see way more JP coming. He's easy. Yeah, so I get it, right? I get like, you know, I coach my kids in baseball when I can and I got a text from my mom yesterday and with a video of her son and he's nine, right? So it's not like he, you know, but he's influenced enough to say, hey, coach said this, right? And then he ripped a double. And so she sent me the video, right? And...

14:49
She was watching with her kid. And so for me, like human trophies matter, right? Memories matter, influence matters. So I think it's important people understand that while Sam is fiercely competitive and you may have remembered, Sam if you've known him from his days of selling, of always winning or wanting to beat you, but from where we sit, like you count how many people and how many companies you've helped. And I think that's important for people to know on why D2DExperts is having such a positive influence in the industry.

15:19
And it still has its oppositions. I think the problem is people, when they look at it from a lens of ego, they're like, I should be doing it. So like what I would get, especially from the Utah world, is what makes him better than me to be doing that? And I say, I'm not saying I'm better. Hence why I've interviewed hundreds of guests on a podcast, tons of different people on the training platform, tons of different speakers at our events. I think the problem is people see it as like me versus them versus I'm just neutral trying to help.

15:48
Everyone. Yeah, what the world needs to understand, there's coaches that are a different level. Like this particular son that I had an influence on this last weekend, I think his dad was drafted by the Asteros. Like, I am not that guy, right? But when your dad is a competitive athlete and coached at the D1 level, and you're the youngest of kids, that's a hard way to learn where I don't have the knowledge, but I have the way to have my opportunity to say something.

16:17
that will positively influence this child. And I think the same thing. And so people who come to DDE experts, they should outgrow us, right? Because that would challenge us to be better, right? And if they come in and they learn from you and then they go out and build their business and all of a sudden we don't have anything to provide to them to take them to the next level, they're gonna go find that from probably one of our competitors and you know, good on you for having the courage to go do that. Well, it's so funny, I've been asked the question because like I kind of like pioneered this. Like I didn't...

16:47
I didn't know much about conference. I'd never been to a conference. I just had to throw a conference. Now I'm on year eight with DDDCon. Every January we throw a big event for those that don't know. But I remember 2019 we held our first sales summit and a guy named Hunter Bilio came and I remember sitting at the back of the room with him and he was like, man, I'd love to throw events and like be able to like train like this. This was so cool. Well, he started RoofCon.

17:14
And then you have guys like Josie Parks, who was in my mastermind. He was at that same sales summit, goes to Porto Verde. He was in our inner circles, he owned mastermind. He owns Wind The Storm. You have guys like Danny Pessy, who was like, hey, I wanna do this with you initially, and never did. But now runs his thing, and you have Brandon Hall, and they worked here for a little minute. And like all these spinoffs. What does that do? It makes everybody be better.

17:41
If you're the only player in the game, you can be complacent and lazy. But what has RoofCon done for the industry? More vendors, right? And so now it's like, well, we spent money on DDDCon, we gotta try RoofCon too, right? And so more money put into the door to door. Now those vendors then have to, they show up to an event and their booth is subpar, but then they go to an event where somebody's booth is great, now they get up their booth game, right? Like everything, there's a saying from when, nothing happens till someone sells something.

18:10
Right? And you sell something, somebody's got to make the box, somebody's got to make the tape, somebody's got to make the postage label, somebody's got to drive it to the post. Like all those things happen because somebody sold something. And same thing happens here from starting DDDCon. 100%. And so like I spent meaningful time with Andy Elliott, for example, and we co-hosted two Closer School Lives together with Brad Lee. And I got to go spend time with him in his office and this and everybody's like, oh, he's your competitor. And I was like, we're so different and we're so...

18:39
Like we teach different, we speak different, and I love what he's doing, you know what I mean? And I got so competitive when going there in a good way. Does that make sense? I was like, damn it, we were playing so much smaller than we could. And that, I think where a lot of people don't see competition as such a benefit, I like love it. Well, people are, you know, they're afraid, or it's the scarcity mindset of the industry, and you can't have a win-win, but you look at

19:09
We'll talk about our masterminds in a minute. Some of our most successful mastermind members, one of the things that shocked me is they spent a decent amount of money to be in our mastermind. And I'm having conversations with one of them. We're one of three, right? They're in three different ones. They're spending three X. I was like, wow, these people are really looking for for an edge. And let's talk a little about the Avatar. When we first hooked up in standard Sam way, we had a conversation and you're like, hey,

19:38
What are you doing on Thursday? Why don't you come and train? So that's my best way of recording. I just brought on another guy who's going out on the 29th. So I show up to the office here and you're running to some kind of bootcamp. And I'm now I'm like, I don't even work here. And I'm just I'm just giving away my lifetime value to these people because Sam asked me to. And then my first day in the job was to loom. Right. So I'm going to loom and you're like, hey, come speak to our CEO mastermind about recruiting. And I'm on the flight thinking.

20:07
what am I going to teach a bunch of CEOs on recruiting? And you said, hey, I think you have our avatar, of what our ideal client or our typical client, I think you have the avatar wrong. So maybe explain, sure we have some larger couple hundred million dollar companies that use like DDDU, but people that are getting consulting for us or that are using our.

20:32
events like describe an avatar of a business CEO that we work with here or a business owner that we work with here. So disgruntled sales rep or manager leaves starts his own dealer starts his own roofing company. You know what I mean? Think about it. Like that's like think of how many like children have come off of even Vivint. It's like i'm leaving and I'm going to go start my own thing. Cool. That doesn't make you a CEO that makes you you know how to sell possibly know how to recruit. Doesn't know how to go scale. Doesn't know how to go put pay scales together and

21:01
structure. And so we tend to find that like two to, you know, $50 million company, you know, really our main bread and butter. And there for every one $100 million company, there's probably a 500, two, three, four, 10 million, 20 million. And it's so easy for us. Like, it's so funny, like, take Tidal, for example, or guys, JP has done some amazing work with Kaizen, they're a window company or Tidal, a retail company out of San Diego.

21:31
Like taking these companies, like Jordan has helped one, Rose at a Maryland roofing company, they came to us with five million. They came to our business bootcamp, didn't really know door to door because they're from Maryland. They come in and they were like, you know, we've heard this door to door thing. We say, let us teach you the way. And they sign up for our mastermind, they get some consulting. And that year they did 17 million. They increased from March to the end of the year. This year they're on track to do 50 million.

21:58
and they've added solar as another vertical. But to go from five to 50 million in two years, for me, it isn't like ludicrous, but for the average guy that's been doing it 20 years, which I just got on a phone call yesterday with a guy who runs like an energy installation company in New Jersey. And he's like, I don't have two days to go to your business bootcamp. And I work seven days a week. And I was like, how long have you been in the US? It's 20 years. You said you work seven days a week and you're still small, you said? And I said, oh, okay.

22:28
Because the guys I like to work with, I just took 35 CEOs on a 10 day yacht in Mediterranean. I'd taken a hundred of them to Croatia this fall and they're not tripping. They're not like, I can't leave. Like, I hope that you're one, like maybe what you've been doing, you're working, but it's not working. Does that make sense? And I think those CEOs that are like drowning or owned by their business aren't really CEOs. They're operators. They're sales guys with a team. They're juggling everything. And it's like,

22:57
How do we help them automate, delegate, eliminate, streamline, organize, systematize their business? So there's a movie, what is it, with Jack Nicholson and Tom Cruise, You Can't Handle the Truth, Few Good Men, right? And there's a scene in Few Good Men where they're trying to prove something and they're like, well, show me in this military manual where the mess hall is.

23:24
And the guy's like, it's not in the manuals. Like, well, how do you know where to eat? Well, I just follow the crowd at lunchtime. And I bring that analogy up all the time because there's things that happen in door to door, especially out of Utah, which is kind of like the mothership of door to door sales that you just learn through generations and generations, almost in your DNA on how to do certain things. And then, you know, one of the things I do here is I run all the consultants and the experts and anybody who pays us to consult with them, I do a discovery call with them. And...

23:53
They've built five, $10 million businesses. So they're really smart and they are successful for the most part, but they've never known where like, it's almost like they have this mansion and they still go out to the outhouse to go to the bathroom. They don't have plumbing. And this is nobody's told them how to put plumbing in a house before this. Because they weren't, it's not inbred in them because they have to do from the outside looking in. So a lot of our customers.

24:19
have got built a business like Tidal for example. Those are two really, really sharp dudes. They're here by the way. Oh, are they good? Yeah, they came in a day early to hang. Because I'm on my last call with them and I was like, they have a van, they bring up like 12 guys out to market every day, it's 40 minutes each way and I'm like, hey, how do you guys control the car ride? They, it was like, the earth is flat. Like they didn't understand, I go, no, no. So.

24:44
your manager in the car, do you give them things to train on the way out and the way back that there were questions to ask? They had like, it was just, oh my God, oh my God. And they've already grown from whatever, they're doing a million dollars a week now or whatever it is. And the other piece was they didn't have a goal board up on the wall to run their meetings. Things that we just did. Things we just, it's not in the manual, right? And so many times we have really successful companies that are just missing one or two things. It's like that old man who has to go fix the...

25:14
fixed the thing and he sends them an invoice for $10,000. They want an itemized invoice and it says, $9,997, where to hit with a hammer, $3 with a hammer, right? It's really, they're paying us to know where to hit their business. Yeah, and I think that's where when JP says, you're missing the avatar, it hit me my first day speaking at an IRE conference. It was year one, so 2018 is when we launched this and I get invited to speak at this big roofing conference and there's probably.

25:43
a couple hundred CEOs that are running roofing companies. And I said, how many all have more than 100 reps? Nobody raised their hand. How many all have more than 50 reps? Nobody raised their hand. I was like, what the heck? How many have more than 20 reps? A few people raised their hand. 10, five, and everybody starts raising their hand. I was like, oh my gosh. So what I was gonna train on was so different than, I was like, if we can get you 10 reps, we could double your company. And they're like, what the heck? And like, it wasn't, like some of the most basic stuff, I spoke at an HVAC conference just recently,

26:13
You know, I thought maybe instead of just leaving at the truck after going to a customer's home, knock the six doors around the home. They're like, oh my gosh, that was, oh my gosh. And I was like, oh, I thought that was like an obvious, you know, like in my own head. And so sometimes I didn't realize how good we had it when we come from a multi-billion dollar, several thousands of sales reps, they spend $5 million on uniforms.

26:38
a year. You know what I mean? Like it's not like, like just uniforms. Like that's more than the revenue that our average avatar makes. You know, and I was like, oh, so the sophistication of what we come from Cutco, they had thousands of reps, you recruited 40,000 people and you're like, wait, you just need to recruit three hires? Like, hold on, hold on. We get to three people. By lunchtime, right? Yeah. And I remember it was, it was early, it was second year in, I'm out in South Dakota consulting a roofing guy.

27:07
He has two sales guys and he's like, if I can get two more this year, that would be awesome. We go to lunch and I recruited two people at the restaurant, told them to come out the next day with us and they started working for us. I was like, there you go. He was like, oh my gosh, he was freaking out. And so, I mean, if you're a, you know, Utah, Idaho, you know, you come from the Sunders, the Vivint, the Vitals, the Ions, and you're listening to this, you're like, oh, duh, like, but here's the other side of things.

27:34
I watch these big companies now that I've been in several hundred different industries and companies and scenarios that all pull something from Smart Circle and from Vivint and from Sunder and from what these guys do. And I'm like, man, if you just tweak this, what happens to your retention? And when you're big and you have a 2% increase in retention, that is lots of dollars. Does that make sense? And what's crazy is sometimes we get the traditions of our forefathers almost as like, because we've always done it this way.

28:04
then you get in your own way. And so I've watched unwinding some of these bigger ones to be like, hey, maybe we've gone down, like we were 2% off on a degree and now we're two years down the road in the wrong direction. How do we course correct that? So back to this Tulum, right? So I'm sitting there watching day one and I'm still like, I mean, you said 32 years in this space and I've realized that I have forgotten a lot about stuff that most people do, like more than people know.

28:31
And just this weekend something popped in my head. I was like, I haven't thought about that in a long time. But I'm sitting there watching day one, I'm like, oh my God, these people literally are like bunny ears on their shoes. And so I open up my laptop and I find something that I used to train like 17, 18 year olds on. I'm dealing with like CEOs of 20 million dollar companies. And I trained that morning on, the next morning on, what I call path of preparation.

28:58
It's how to take a rep from onboarding to recruit, train, retain, repeat. And that first message training at D2DExperts has then turned into a multiple six-figure consulting contract for us. And then we've taken their business from $400,000 a month five months ago, and we did $2 million this past month. And I look at the four or five things that I've implemented. It's like...

29:26
And we're talking about really, really smart people. Like this is backed by a billionaire that runs really large organizations. They have really, really good people. They just didn't grow up in this industry. Yeah, they didn't grow up this much. And they didn't, they just like, they again, mansion with an outhouse, right? And so if you're listening to this and you're like, I'm listening out of spite. Oh, JP's with Sam now? That's like, and it's almost like sometimes people listen because they're like, I wonder what they're really doing and trying to find a flaw. I was like, I'm okay with that. But instead look for a way.

29:56
Are you stuck? Are you too proud to spend? I got a message on LinkedIn the other day from random sales rep. I said, hey, I have an interview with some executives at Vivint about bringing and recruiting to Vivint. Can I pick your brain? So I said, sure. I said, yes. I gave her my calendar link. She jumps on it. We spent an hour on it. And she sent me a message this weekend and said, well, they turned down my proposal, but I just want to let you know that I think it was amazing that I'm a no-name sales rep and no acculades. You didn't know.

30:25
I messaged you on LinkedIn, you said yes, and you gave me an hour of your time. That's truly like when you're dealing with the two of us, that's truly what motivates us is to... I've never cashed in on anything, meaning if I ever went to Saudi Arabia, for example, I'd never have to buy a meal or get a ride. There's some people I've kind of coached with through the HBS program through there, they would treat me like family. I'm never going to cash in on that. I do it because I love to help people.

30:54
So back to D2Dexperts here, I want you to tell a story about door-to-door Con one, right? You were telling a story about paint and stuff at midnight or your sister running. Like it's funny stories. And then this last D2DCon seven, right? And from a proud father moment, you had to have some emotions through that growth process from one to seven. So maybe walk through how those events have changed. Yeah, and I think for anyone listening to this, like whether you're a sales rep and you have a vision of doing something, you're a business owner.

31:23
It all starts with a vision. Like in my head, it's like I had an idea of what it could look like, right? But then where, like anything, you're running a five million dollar company, you're like, I know I could be a 20 million dollar company. It's in my head, but the execution piece is like, oh, shit, it's like, do I know all the little ins and outs? And fourth quarter coming door to door con, you realize, oh, we don't have anything for the stage. So we had to go print foam lettering that is like six feet tall. Oh, shoot, we gotta paint that. And I'm in the Jonah's basement.

31:53
like garage things, airbrushing things. And we made this thing called the Golden Door. So you may have seen this on social media, but it's an industry award for every category. Well, I'm like, I got my sister spray painting these Home Depot plaques, and I ordered these heads from Alibaba, screwing them on. You know, like just super rickety. And we still do that by the way. But like, I didn't know.

32:18
how to do registration. I didn't know vendor setup. I didn't know working with unions. And I remember they set the chairs up one way and I was like, guys, I don't like the chairs like this. And so we just start moving them. Salt Palace comes in, they're like, what are you doing? We're moving the chairs? No, you can't touch the chairs. Like, what do you mean? We have to touch the chairs. There's like 30 of us here. Can we not just move them? They're like, no, we'll call our people. And it's gonna be 1200 bucks. Like what? $1200 for me? We're right here. I just wanna move the chairs.

32:47
And so that learning curve of like, oh my gosh. And so we, all the setup, all the late night, I think it was like three in the morning that we got done setting up. My mom, my dad, my sisters are all running registration the next morning. We're all tired, we're all beat up. I hadn't even had time to set up my own speech, right? And it was day one. I'd gotten a call the week before, or Monday, the day of the, or the week of the event.

33:16
and by an old friend and he's like, Hey, just so you know, we're throwing an event down the hall at the same time as your event and Grant Cardone's come in and it's going to be free. And I was like, wait, I have an event and it's not free. And it's taken me six months of me beating my head against the wall. I'm like dying right now and we're losing money. And you're throwing a free event that you could throw. You could lose a hundred thousand dollars just like that, which it probably cost him knowing events, probably seven, 800 grand. And I'm like, for free?

33:46
Like, what? They're like, well, that's for recruiting. And I'm like, I don't have $700,000 to throw a free event to throw away, dude. And I was like, just bring him here, bring Grant Cardo. And he's like, no. So I've got the stress of this free event down the hole. I got all this stuff going on. And I remember it was day one, and one of the speakers, Dan Clark, comes to me and he's like, hey, what are you selling? And I was like, what do you mean, what am I selling? He's like, you just threw this event, why don't you sell him something?

34:16
And I was like, oh yeah, good point. And he's like, well, did you make money on the event? I was like, no, I lost telemoney. He's like, well, maybe we put a package together and you can make your money back. And I was like, what's that look like? And he's like, so this is where the circle was born. Was on a napkin Friday night. We drew up the circle, which is our CEO mastermind. And the day two, I was like, hey, anybody wanna join? We had like six or seven people join it the second day. And I.

34:43
made more than I lost because of that. It's like 30 grand. And that kind of gave me the hope of like, oh, okay, we didn't lose, and we started this mastermind, and I didn't have a speech prepared, I didn't have a slide prepared for it. I was meditating on the stage five minutes before getting on stage and just spoke from the heart. And I think at that point, when people saw the speech,

35:12
It was shortly after the other event, half the room went to Grant Cardone, then they flood back because the energy there was like, look at us, look at us, let me like- Grant was not great that day. Grant was not great that day, Todd was not great that day. Like the energy and the polarity of like, what I was trying to create was like, unify, up level, bring honor, integrity. And that didn't really support that mission. And I think naturally people feel the difference between selfishness, scarcity, abundance.

35:42
And it actually only catapulted our event more, meaning we had more of the outside industry being like, let's support Sam, like, shame on them. Like, we see what he's trying to do and his authenticity. And I think people forget that piece. You know what I mean? Like, I think people over the years are like, oh man, Sam's more videos and this and that. And I'm like, guys, nothing's changed.

36:08
So year two, year three, it just kept getting bigger. How many people at that first event? So we had about 800 something people. And how many, we had 2,800 at? Yeah, close to 3,000 at this last one. So it's been fun to watch it grow. But the cooler part is I wasn't spray painting letters till 3 a.m. on this last one, you know what I mean? And I think just to run a big conference where it's a million dollar budget, plus, where you have the biggest keynotes of John Maxwell's of the world and Jordan Peterson's.

36:38
people don't realize the amount of logistics that go into that. And it was just cool to be like, I just kinda had to show up this year and to see that scale has been really cool. What's up guys, Sam Taggart here. I know I'm just jumping in right in the middle of your freaking podcast and don't be alarmed or fast forward this, cause I got something important for you. First off, shout out for listening. Second off, shout out for being a student of the game. Third off.

37:03
If you're ready to take your game to a whole other level, it's about investing, not just getting the free stuff, but getting the paid stuff to where we spent meaningful time, money, and energy, giving step-by-step tackle training right there on how to sell, how to close, how to overcome objections, how to get referrals, all the nuts and bolts, industry-specific on solar, pest, alarms, HVAC, real estate, all sorts of different industries. We've gone and found the experts, giving you the number one sales training platform in our space. Go to thedddexperts.com and book your demo today.

37:33
I promise the investment is worth it. Now, get back to listening to your show, but before you forget, I promise you, it's worth the time just to get on the phone with one of our guys. So let's talk about, you just mentioned the mastermind. You can tell you have daughters, Sam. You have your toenail painted. Heck yeah. So great, yeah. So, let's talk about the D2Dexperts and what we do, right? So you just mentioned a few things, right? So we, yes, we sell a ticket for Door to DoorCon.

38:02
And so we run a business to make money. If you come to door-to-door con and you spend seven, 800 bucks to come to an event, and I know you, like if you didn't, and you showed up and you sat through the meetings and you sat through the breakouts and the speeches, and if that didn't increase your business to generate $800 of revenue, you would give them their money back or you'd give them a ticket to an event. Like anybody who shows up because of a money back guarantee is looking for, they're just looking for free information and want their money.

38:30
That's just cheap. That ain't gonna happen. And nobody will do that if you take the time and invest to show up. Okay. Well, I think, well, can I say something on that too? I get so many reps that are like, I want my manager, my owner to pay. I think that's the piece they're missing. Like I was the 400 account rep. I was the top guy. I paid 30 plus grand for Mastermind. Like I didn't go to my manager and say, I'm out producing everybody. Can you pay for my education now? It's like, dad, can you pay for my college and I'll just go party? It's like.

38:59
Think about that. I think the skin in the game actually plays. I look at my mom, she's like, do you wanna go to the guy that's giving you a free haircut or do you wanna go to the guy that's giving you a $100 haircut? So years ago, we're talking almost 20 years ago, when I was with Cutco, they gave us like, I don't know, 3,500 bucks or something to go do some kind of personal development. And so I looked at all the options for 3,500 bucks 20 years ago, and I'm like, eh. I ended up spending 10 grand, so I matched it with 6,500 bucks by O-Money and I went to coaching school.

39:29
I went to a two-year, learned how to be a sales coach school, not because I was one of the career as a sales coach, because I was one. I wanted to learn the science behind it, the psychology behind the 20 years of experience that I've already had. Fast forward, how that has served me beyond that. It's perpetuating forever. Maybe the best investment I've made in myself. People come to an event. You come to an event and yes, there are...

39:59
Vendors at our show, ourselves, we're going to try to sell you something of more value. When you think about a restaurant, I come to your restaurant for the first time and I say, hey, what's good here? You're gonna tell me the best thing on the menu, so I want to come back and have it be, my kid asked me yesterday, what's your favorite restaurant? I give him my favorite restaurant. What's your second favorite? It's nonstop, right? Tell him to do 100 favorite restaurants. But the point is we wanna create an experience here that keeps you coming back. So you come in door to door, calling you like, wow, this was really, really good.

40:28
And then they hear a stage pitch or, hey, join our mastermind or, or DDU. Well, cause we think that's even better. And if you thought your $800 ticket to door to door column was great, wait until you got a $1,500 single user for DDU. If you watched all those videos or you don't go make 10 X 1500 bucks, then you brought like shame on you. Right. Like, so our business model, let's talk about that. So we have, we have the masterminds, which you mentioned this kind of go in order. It started with kind of like.

40:55
the DDU piece, right? What is DDU and the different packages that we have? So think of it as like, if you're an individual, you can buy one login for the next, you know, and log in yourself. If you're a team, let's say I have a manager of 10 guys, I can buy a team account, or a corporate company, I can custom white label, we've come out and film, we edit, we actually make your training system, because most people, they're like, oh, buy my course. I'm like, I didn't want that. That's why I said we've done this for 750 companies.

41:24
where we fly out, we film, we customize, we produce, we make your training system, and we just couple it in with our content, because every Tuesday we're adding new content. And as a business owner, especially small medium business, you have a cool content machine that's always adding new stuff, is really hard to do on your own. And so we've partnered with these companies to help them build out their own custom training platform. Right, and on this note, right, I get asked all the time in the consulting piece, I need help onboarding a rep, and one of the things I helped do when I was at Vivian is build a onboarding training.

41:53
a whole LMS from a new hire, all the compliance training, all the product training, all the user tools training, and then at that point they show up to a manager and they have some knowledge about the industry and the knowledge about, they're much easier to train once they get out on the doors. And so DDDU is basically that for companies who aren't institutionalized, they don't have, right? A whole media team, a whole training department. Exactly. Yeah. So, and then the second piece is,

42:21
Now they're a rep that's doing well, how do you make them a better rep? And then we've even created content for the manager. How do you, you know, I wanna make this rep a manager. Okay, what training did he go through? So we have coaching training, how to coach a rep out of a slump, how to run sales meetings. Then what makes a business owner? So we have business in a box training, we have recruiting training, you know, all of that stuff. We have, it would take you, we did the math, over two years, 40 hours a week, full-time job watching videos.

42:50
to get through all of the content we have on the platform. Right, and you wanted to watch, had me watch all that before I showed up. Yeah, I was like, good luck. Yeah, watch your watcher. And we're revamping. I think the piece that people don't realize is I just filmed for the last eight hours of new content that's coming out, refreshing old content. Like we're constantly making ourselves better. Again, I'm competitive. I don't like to see stuff that was eight years old that's not as relevant. So I'm always, you know, our team, we're always finding what's the slight edge, what's the.

43:18
new and greatest sales tactics to go add to it. So back to the finish up on the DDU piece, right? So this corporate piece we have, if you have multiple teams or more than 10 reps, we will come out and we will film your people and we will integrate that with what we already have. Now, I can tell you, like, we don't charge for the flight to go out and do that. We cover the cost of our film team to do that. That is not a profit center for us to go sell a corporate account. But what we're trying to do,

43:47
is when a lifetime customer. We're trying to get something that's so good, right, that your onboarding piece is there, right? And once we deliver on that, then maybe you come to one of our events, right? So we run probably 25 or 30 live events. So let's talk a little bit about what we do here. For time's sake, we're not gonna have the time to talk about basement to building, right? But you ran us out of a basement, now you bought this building that we're in with the training classroom and this podcast studio.

44:14
but talk about the events that we run here live and what they are and what we do for people. So like my logic here was simple. It is like, DDDU would be like, put a gallon of gas in the tank every day. You know what I mean? It keeps you moving, it keeps you sharp. There's new information. Because if you think about like, I know how that creates confidence for you to go do, right? Well, like we have a business boot, or we have a sales boot camp tomorrow and the next day. We have a recruiting boot camp this weekend. Then we have

44:44
a business bootcamp August 12th and 13th, every other month. And the bootcamps are designed to be like tactical systems. We have an 80 page playbook for sales. We have a 90 page playbook for recruiting. We have an 80 page playbook for business, like systems. And I think there's so many motivational events, even door to door con I'll say is bite-sized pieces. You get a 45 minutes of this, 45 minutes of this, a cool keynote here.

45:08
where this is like, let's give you tactical take home where you've got 30 pages of notes. It's two days, right? We do two days, yeah. Not a ton of speakers, it's very intimate, 30, 40 people, and we just pack in tactics. Because I think that there's David Goggins of the world that you're gonna be like, I didn't take a thing of notes, and it was motivating, but I didn't take a thing of notes. There's information, there's transformation, right? Yes, exactly. So this is a combination. So the business bootcamp, sales bootcamp, and recruiting bootcamp, it'd be either send your guys, you come.

45:38
Those are happening regularly. Then we have our sales summit and recruiting summit. Those are once a year. And this September we have a recruiting summit in Miami. Spring is a sales summit. And those are like three day intensives where I do bring in other speakers. It's more experiential. And then we have our internal events, which we'll call for our Just Mastermind members. Like I'm taking CEOs to Croatia this year. We've gone to Guatemala, Switzerland, Tahiti. You know, we went to our manager and rep mastermind, which we call the elite.

46:08
Everything in our mastermind is called the league. And for us, there's some different variation of like how you're involved in the league, whether you're a partner, you're a business owner, you're a rep, you're a manager, we have different categories for everybody. And we take the elite to Mexico this year, but those are internal circle or elite or league events, we'll call those. And then we do private events. So like we've gone out and done corporate trainings or we'll go do...

46:36
Hey, you host your own private recruiting bootcamp for your company. We'll come in and do that for you guys. And then we have... By the way, those are the most powerful because... So cool. We do a recruiting bootcamp here in Utah. People fly in. I can't say, okay, let's all go shoulder tap or let's all go to a camp because where are the recruits gonna go? But if we come out to Texas and we know when we're coming and you wanna do a recruiting bootcamp, then we'll set up a day at UT or we'll set up a...

47:04
Like we'll go get, we'll go, we'll go. You know, one of the favorite things that I did, I did a two day bootcamp once where I brought the whole group in and we trained basically door approach. We should have shoulder tap and we taught all the systems of training and onboarding somebody. And then that afternoon they went out and they shoulder tapped different parts of the city and they got, then we had a recruiting event signed up for the next day. So everybody they talked to, they invited to the next day. They like 80 people from zero to 80 people at a recruiting event and it took a two day. Now.

47:33
I don't know what we charged for that, but we should have charged 5X. Because that's like transformational information because every one of those people were like, oh my God, now I know how to fish instead of people giving me a fish. And that's the piece. So think of it as like the tank. You come into an event or us coming to you would be like a fill the tank event. It's like you will leave 100% transformed and that will then last you three weeks, six weeks, however long, right?

48:01
and eventually it'll start to, you know, you'll start to move into empty. And so usually we have events happening on a regular basis. So it's either come back and fill up the tank, make sure you're adding a gallon so it lasts longer by watching and consuming the content. We have virtual calls every other Tuesday, we have a leadership call, we have, you know, different calls that we do that are just another gallon that you're interacting. And so we looked at this thing as like, door to door is not easy, recruiting is not easy, running a business is not easy, selling is hard. Like, so why not have a community of high like-minded people?

48:31
that are all working towards a similar cause, that have an abundance way of thinking, and why don't we create this league, we could call that, if you wanted to be part of the community, and, or you could just come to one event, and it's like, hey, just come try out our sales bootcamp, and then if you like more, then have accountability showing up on a consistent basis. So we go from DDDCon, you're like, well, this is pretty cool, it was a great event, what if I got into this two-day bootcamp, so I go to a bootcamp.

48:59
Our goal, like if DDDCon was the first time at the restaurant and I told you to have the Porter house, you're like, this was great. And you come back the next time, you're like, what's next? Hey, what's next? Just come to an event. You come to an event, you got to spend some money. Now, in my opinion, if you come for free, you'll be late in the morning, you'll take a longer lunch. You leave early. You leave early, you'll change your flight. And this happened actually a few months ago where a company invested to have four or five people come. And...

49:24
They're the ones that stayed out a little longer. They're the ones who had probably won too many drinks. They were late showing up. And then I find out on day two that they had changed their flys to get home early. And I didn't email the owner because I didn't know, you know, it's not my responsibility to rat them out. But I'm like, man, if they would have put a little skin in the game themselves, they would have stayed. I know every time I invest in myself, I'm like the first one there. How do I get all my money? Yeah, how do I get my money? Right, so you come to an event and our job at one of our internal boot camps is to give you everything we possibly can. And we're sweating by the time we're done.

49:54
So you're like, wow, what's next? What do they have to offer? Which leads us to what you just touched a little, it's our mastermind and our consulting. Not every single person that comes to one of our events should probably join our mastermind, right? Not every single person that comes to one of our events should probably get consulting. But one of those two things, and by the way, sometimes they're not even ready for either because they're so new, they haven't done enough revenue, they don't have enough systems, they're just too immature in the business to join the mastermind and they don't even know what they don't know, so we can't really consult them.

50:23
And I told the company yesterday or on Friday, I just said, I won't sell you anything other than just coming to our business bootcamp. Until I lay the foundation and get to know you, then it would make no sense for me to even like start with you on other things. I had a discovery call and the individual bought two calls. I'm like, oh boy, I got to get a lot of value in two calls. And my goal is always to win a lifetime customer. And so after the first call, I said, okay, why don't we do this? I emailed him. I said, you should.

50:52
send me your three month business plan and how you're going to attack this particular challenge over the next three months. The email back was, do you have a template? How do you do that? And I'm like, wow, this person is doing $70,000 a month and they don't even know how to do a business plan, right? That person is not ready for our mastermind, right? Now I'll be able to help them consulting why it's gonna do the business plan.

51:15
So you come to our event and you have basically two paths. Sometimes they take both paths. Sometimes they join the mastermind and they do the consulting because those companies are doing volume. They have the revenue. They have the, usually the support system to sustain the growth that we're gonna drop on them. So talk a little bit about the two masterminds we have. We have the Circle mastermind for CEO business owners, which redefine that avatar. And then we have the Elite mastermind for sales reps and sales managers. So talk a little bit about those two and how they're different.

51:44
So when you go to a room, being a business owner is hard. It's lonely. It's, you can't go to your reps and managers and complain. You can't complain down essentially. So how do you get advice or vent or ask questions and not look vulnerable too bad in front of your people? Like, you know what I mean? And so when they can simply ask a question in a chat and say, hey, does anybody have a pay scale for this? Or does anybody have a lawyer for this? Or does anybody have a rep agreement for this? And be able to...

52:14
kind of source resources with a hundred other business owners that are in the same industries. It is just instant like share instant like you'll get three people responding here. Here's mine. Here's my onboarding process. And you're just like, how much time energy did you just save by not having to go reinvent the wheel? And so I think like a community like first and foremost, it's not about how many calls, how many events, how many

52:40
I think people miss that. Those are obvious value adds, but I think people are missing the point of, a mastermind is when you put two minds together, it creates a third mind. This is what Jim Rohn said. The third mind is a mastermind. Well, when you put 100 business owners that all have different backgrounds, networks, community, and you put them in a room, all of a sudden it creates magic. They're helping each other. It's not about me. I call it the circle because I'm just part of it, and I just facilitate.

53:09
but I have them speak, I have them training, I have other speakers come in just because it's like, how do we answer and solve your problems? And so we meet quarterly, we call it deep dive, and we'll pick a topic, like last one was mindfulness, the next one's finance, where I bring in private equity, bring in accountants and bookkeepers and investment opportunities, you know what I mean? Talk money. Where the rep and the manager one, they have different problems. Like the CEO that's running a $30 million company,

53:39
doesn't want to go hang out with a bunch of reps that are still trying to figure out how to buy their first house. You know what I mean? It's just a different conversation. So how do we put the same kind of energy and frequencies together? And so most of the people that jump into the elite are aspiring golden door winners. Golden door winners are a lot of them in there, running big teams, regional managers. There's a few business owners that aren't ready for the bigger one. You know what I mean? But it's that I'm making six figures, but I want to make multiple six figures.

54:08
I'm making 400 grand and I want to make 800 grand. And it's like, it was me, it was me as a manager at Vivint. I said, I'm doing all this, but I'm also not fulfilled. I think people are missing that piece where it's like, money isn't always the answer. It's, we coach on life, fitness, spirituality, relationships. We'll bring in health and biohacking coaches to relationship therapists.

54:36
And people were like, why do you do that? We involve the wives where the wives all came to Puerto Rico, Tahiti, you know, things like that. And why? Because you can make all the money in the world and be unhappy. And that's where I found myself. And I was like, I want to give back to these young men or women and empower them in a unique way that I wish I would have had that lesson learned younger. Because I think too many people obsess over just money, money, money, top, top, the leaderboard.

55:06
When I'm like, wait a minute, how do we help you in life? And that's what the mastermind's more so about. So we had somebody join the mastermind and bought a bunch of consulting. So he wrote a pretty big check to come here and he shows up to that first deep dive that I was at. And I trained on whatever I trained on, but I talk a lot about where I am in my life right now. I got married at 38, my first kid was at 40. And if you give me the choice of, I'm getting emotional thinking about it, if you give me a choice of

55:36
of work or family. Peace out, I can go find work anywhere else, right? I'm not missing, by the way, I'm missing two, four baseball games on Friday for the recruiting boot camp. I found that last night when I was doing my calendars, like, shit, right? That tournament wasn't in my calendar when I made these, because I try to control my calendar and it is what it is, right? I did the math, so we did almost 200 baseball games this year, right? And obviously I can't watch them all because there's three kids, but my point is, I teach and talk a lot about being a dad that is in business.

56:05
not being in business and also a father, like family first. And this, I know you know who I'm talking about, this particular person comes up to me afterwards and he said, I'm on day two here and I don't care what happens in the next 360 days. I just got my value when I go home, when I fly back and I get out of my truck, I'm leaving my cell phone in my effing glove box because I'm not going in the house again and have my daughter ask me, dad, when are you gonna put your phone away? Dad, can I have some of your time?

56:34
That piece right there, like here's somebody that had the money to write the check and we influenced his life in a way that it wasn't about business. From that, they run a roofing company that, or sorry, a solar company that wanted to get into door-to-door and since then, they became a full service EPC for others and they've built their door-to-door business through other people selling and them doing the installation.

57:01
But the value to him was the fact that both of us, because he got it from both of us, family first mentality. And so people join our masterminds, not for what we think they want. Maybe they want the weekly calls. Maybe they want the accountability. Maybe they want the deep dives. Maybe they want to travel. Maybe they want the community. But everybody listening to this is on some kind of Facebook group, right? I'm on a bunch of dad Facebook groups. Like if you want to know about baseball bats, hit me up, right? Like, because I follow these Facebook groups that educate me. Well, all this is is a...

57:30
is a Facebook group on steroids, because now you have our access to our chat, where you put in like, hey, W2 verse 10 to 9, what are the pros and cons? And you don't have these random dummies on Facebook being stupid. You have people like, I made this decision last year, here are my thought process. Can I, hey, just hit me up, here's my phone number. All right, and so you have a pest control company from Washington texting and talking to a pest control company from.

57:57
from Florida and they're sharing best practices. And that is truly what the masterminds do is they bring those people together and give them like a cleaner access to knowledge versus public access to knowledge. That's kinda... And I think there's like a lot of people that need competitiveness too. Like, you know, I think we run three tournaments a year. You may have seen them on social. Let's talk about that. Yeah, because in the league, hence we called it the league, we're like, why don't we compete each other?

58:22
So we have the Grit, which is 2v2, National Knocking League, 5v5 in the summer, and Survivor in the fall. And we've been running these for years. And what's not surprising, but we've seen an average of four or 500% return or increase in sales. And so the owners will be like, I get my whole mastermind paid for just in my guys being competitive because of the increase in sale. And we learned this at Vivint. It's like you throw a tournament, you'll see increase. And you do it right. Like there's a wrong way to do a tournament, and there's a right way to do a tournament. And

58:51
we watch these guys fight tooth and nail to go win. And a lot of times when you're running a 10 man company, a 30 man company, the same three guys are gonna win all your prizes. And it's just boring. They have nobody to fight against. You put those three guys against industry, all of a sudden watch what comes out of them. They're already competitive, but they're sitting at the top complacent. But they're not on the top of the industry. They're not on the top of like what they think is good. They don't even know it's good. You introduce them to really good, all of a sudden they're like, oh.

59:20
and watch him triple, quadruple. And we've seen, I remember Adam Hurley, who's in our elite, he's been in it two years now, and he joins, and 60 days later, he was doing eight a month on average in solar. This second or third month in, he did 48 accounts because he joined the grit. 48 in a month, do the math on commissions. Eight on average goes to 48 in one month. And I think most people don't realize like,

59:48
it can happen like that. Had he not paid the whatever he paid, to be in the mastermind, he would have never known that he had that in him. So some people that might be like, oh, I'm great, I'm doing great. I'm making good money. I'm like, eight a month is good money. Like he's living a good life. He's making, that's like life-changing money when you go make a six figure check in one month. And I think, for him to come back and be like, oh, had I not been in that competition, had I not been in those community, I would have never had that. I would have never.

01:00:18
unlock that. That's the institution. Coming from Cutco, we had 400 to 600 offices every year across the country and our standings are reporting. It was never wrong. We call them tabs. Tabs are tabs to the dollar and the competitiveness. I remember nobody had ever done a million dollars in an office before. So if somebody went out and did it, the next year there was four, the next year there was 16. Right? And the whole Roger Bannister four, same concept.

01:00:46
Right? And same thing in Vivid, you do 300 accounts and then the participants 400 accounts. If you, some of you are like, I don't wanna join the mastermind, I don't want, okay, fine. Let's talk about like golden door and what grit has done with the golden door. It's just an idea that you had and yeah, if you can see it there, it's an ocker there. And they go out and I don't know how, how many golden door winners do they have? They had 37 this last year. Okay. Well, we had, it was funny. I'm at Mitch Matthews house on Monday night.

01:01:16
last Monday and he was one of four on Door to Door Con 2 stage. Think of that in Pest Control. So Mitch is one of four Pest Control reps that won the Golden Door at a thousand accounts. We then added 650,000 in contract value and to think we had 70, almost 70 Pest Control Golden Door winners and 37 of them came from one company at Door to Door Con 7. Just in Pest Control alone.

01:01:45
We've already had nine window Golden Door winners this year alone. You know what I mean? I didn't even know Windows was a category. So this is for people who were like, how do I grow my business? So I went from Cutco to Vivint and we had, we spent millions of dollars at fulfilling on prizes at Vivint, millions, right? And we had a film crew. Everything we did is create this just amazing culture of competing to go dominate. Okay, well, if you're not.

01:02:13
a $2 billion, $5 billion company, it's for free. Find out how to qualify for a Golden Door. We'll probably even do some training, or we'll get on a call. We'll just get on there and help you educate you on how to go win a Golden Door for your company, your industry, and use Door to DoorCon as your platform. Have your annual year-end meeting in Utah, at Salt Lake in January is awesome.

01:02:40
have it at a different hotel, come over, get your guys on stage in front of the, like there's so many ways to grow your business. Even if you have five reps, get three of them to win a golden door and have them be presented in front of 2,500 people. Watch how many people in your company want to go do that next year. So take Grit active. Grit was like maybe 100 sales reps when I first kind of started. They all left the company and went and started their own. And now I think they had 800 sales reps four years later.

01:03:09
Their average commission has just been unbelievable. They had 37 people on that stage. We're active, not throw rocks, like they finally turned the corner. They took a Vivint approach. None of our guys go to door-to-door con. No, we have the best training. They had about 1200, 1500 reps at the time. You know, very Vivint-esque. The biggest pest control in door-to-door for those that are listening out there. And what's crazy is I get a call last year, two years ago.

01:03:38
from the VP and the president. And they're like, okay, Sam, maybe there's something to this. Because they're watching all their reps flock to Grit. They're watching people be like, hey, how do we do what they're doing? We're not doing it even close. And I said, Grit doubled down on D2DCon. They sent everybody, they sent, and they preached you should be on that stage. They used the platform. And they watched what it did to their performance and their name and all of the things.

01:04:06
and Aptiv hit under a rock and was shrinking while these guys were just dominating. And so finally they committed, you know, they had 50 something people there last year. They're like, we're gonna have 60 golden door winners this year, you know what I mean? Like they literally committed and watch what they're doing on social media now and they've countless golden doors already hitting it. And it's so fun to watch the competitiveness even within two companies and say, we wanna have more golden door winners than that guy. And I'm like, guys, it's funny and petty, but at the end of the day,

01:04:35
the commission's earned several hundreds of thousands of dollars per rep, if they go hit that, the retention, the clout, the inspiration to every other rep that it's possible, all of the benefits. So Mitch is looking at me, this is funny because you don't know the story, this is last week. Mitch comes up to me and is like, dude, I don't think you realize what you have done by doing that. Like they're giving testles away to anybody that wins a Gondor. Lo and behold, right across the fire pit, the chick for the last four years that's run the social media for smart home pros.

01:05:05
And she's like, oh, I know who you are. And I was like, oh, I don't know who the social media manager is, right? She just happens to be right there at his house. And I was like, oh, that's cool. I was like, how come none of you guys do this golden door thing? Still head in the sand. And she's like, I don't know. I was like, do you have anybody that's done over 400 alarms? And she's like, yeah, we have quite a few, actually. How come you're not doubling down just like they did? Because I don't know him. Nobody knows about him. Hence why nobody's talking about it. So I'm a little biased on this because I was I did a lot at Smart Home.

01:05:35
And one of the things you were talking about was thinking, there are some companies that are, they're gonna have 2,000 people at their own event. And you can keep, there is some exclusivity in keeping it internal, but there are some people who are outside the box thinkers that will grow even more. Like look, if you're Goliath and you're just pounding away, you need to go,

01:06:04
look for somebody that makes you look like David, right? So you could be the best at the biggest company. Well, then you need to go find somebody who is running a mom and pop shop in Portland, Maine that's putting up 800 alarms a year and go find that online and go compete with that guy. It's exactly what happened to me. So any sales rep listening, this is so critical. I'm kicking ass. I was number six in the company at Vivint.

01:06:33
and I meet a guy, Adam Shantz, that was recruiting me. And he did 1,000 in a year. And I did 300 and something that year, 350 that year before. I was like, what? Little company, just killer. He's like, yeah, I'll do 20 in a day. I'm like, 20 in a day? Like, that's not even humanly possible. And that year I didn't go reform, I stayed at Viment, I did 400. I was in a loan rep. Because in my head every day, I'm thinking about going out there, I'm like, well, there's that guy that's doing 20 in a day, I could do five.

01:07:03
You know what I mean? But he didn't have to work internally. It's that element of I just now know that there's other people. So I did this with a little pest control company called Turf Badger. Dude's sitting in the back of a room at boot camp, 25 year old little CEO. He signs up for consulting, our mastermind. He gets seven of his reps to Door Door Con, shows them what the golden door is. We do some private consulting. He had two golden door winners the next year out of seven. Just because now he's like.

01:07:30
I need them competing at this pace. What's crazy is you get a random pest control guy that starts a company and recruits random dudes out of Michigan, there's no way they're just naturally going to go sell a thousand accounts. Right. Just out of, you know, but the consultant I had go out there, 34 in a day, 25 in a day, and they watched him do that. I'm having Andy go out to a pest control company next week and I'm like, he's won two golden doors in pests and a golden door in solar.

01:08:00
and they're this little pest control company out in North Carolina. I'm like, he's like, how do I know the guy won't slack off? I'm like, his slacking off would be 10 times better than your good guy, sorry bro. So that's a good transition for time sake because we could probably go all day. This has been great. The last piece that we haven't really talked about is our consulting, right? And so we have obviously standard packages like a 12 call package, executive coaching package where we just get on every two weeks, every three weeks and we just have a call to create.

01:08:28
action items to go move your business. And then we have what do we call onsites. And you know, the I had a call last week where somebody somebody paid money for some recruiting consulting and I was talking, I was listening and like you they had a sales manager has been there for a couple of years and I'm like, I honestly think the money is better spent. You know, I even discount it right because it's a little more expensive since somebody out to send one of our guys out and show your salesperson how to do it right.

01:08:57
Right? And, and we have stories upon stories upon stories of like, Oh, we've been, we've been knocking, you know, storm, storm roofing for years. We know what we're doing. And then, you know, there's, there's 12 people on the team and their best day they ever had is 18 and we're 25 by lunchtime. Right. Yeah. And they're like, Oh, we don't even, we don't even, they don't even know. Well, you take one of our experts who's been knocking for 12 to 15 years that, that are just savages on their worst day.

01:09:24
Right? They could be like sick and they go out there and they're crushing. It's the work ethic. It's the hours. It's, you know, I remember the first time I shouted some of the doors. Shout out to John Bankett. I'm chasing the man. He's running across the street. I'm like, where the hell he's trying to win. Right. And I'm like, I'm sweating. I'm 30 minutes in and we're literally sweating, running. But, you know, it's like a robot vacuum vacuuming and like all over the place. And the same with the bike. Why don't we knock on that door? Like and that's what happens when we send somebody out.

01:09:54
And when we send somebody out to you, when we go knock whatever your product is, we don't keep the sales. We don't guarantee sales, but I came in the last time we sent somebody out, they haven't .. They recouped all their costs in some, most of the time. And depending on the product, it's a little harder with some, but in most, just the culture, we had a consulting call where they were averaging a roofing client 3.2 roofs per day. My first call with them was on a Friday, and they were averaging 3.2 roofs per day.

01:10:24
we had, that was actually the discovery call. And then on Monday we had our first actual call and we created the plan. And Tuesday they had their sales meeting and they put the plan in place. And for the next five or seven days, they averaged 10 roofs a day. Right? Stupid. Right. And so you just, and then we even have how many roofs they needed to do to make a sale. I'm like, just those five days alone, right? Paid for the entire. Let alone the next two years. Right. Because the mindset of like, we thought three was a lot. And just how I ran my meeting.

01:10:52
how I incentivize the inputs and they went to 10 plus roofs per day. And so if you're at a point where you think you know what everything's going, and you have the ceiling, sometimes you just need new eyes. Sometimes you're like, hey, you don't have a goal board, or hey, you don't control the car right, or hey, you don't talk about the inputs on what you wanna drive. And that's what we do on the consulting side is you really, and it's frustrating sometimes for business owners because when I get off a phone call with them, especially on a discovery call,

01:11:23
And they're like, damn it, that was so easy. The puzzle piece was under the table on the ground and I couldn't find the last piece and there it is. And their business goes. It was so funny, I'm training an expert. He came out to Denver with me on an onsite one time. It was the day was over, we're walking out to go to the airport and the guy looks at me and he's like, hey, you want one of my hats to go? Said, I would never wear that hat. And I walk out and he looks at me and he's like, that was rude. And I was like, well, I just.

01:11:51
I told him straight up, I was like, I would never wear that hat, it's ugly. Why would I wear that hat? Your swag should be cool. And he goes, yeah, I guess you're right. And I said, what's funny is now that guy runs a coaching company helping tons of business owners three years later, and I remember him telling me, he's like, dude, it was that time when you kind of called me out on my swag, that was just ugly. That really made a difference. And I'm like, such a dumb little aha, that I was like, I wouldn't wear the hat.

01:12:19
that made a huge difference. And it's sometimes the littlest things that make a big culture difference. It's sometimes the littlest tweak in a pitch, the littlest tweak in a meeting, the littlest tweak in accounting, whatever that thing is, they could make millions of dollars of difference. So I owe everything, I mean everything in my life to Cutco, right? I got the start when I was in college. One of the best guys, one of the best. I met my wife in the job, right? Like my knowledge, everything that's come from my life was because of the...

01:12:47
leadership development program that was in place that I helped perfect that that helped grow and I and I say this because Every single meeting I ever went to where they hand me a piece of swag. I would bring it home. My wife would throw it away She's like you're not wearing that you're not wearing that you're not wearing that and then I my first year at Vivint I come home and I'm wearing this. I still we still have this green this green jacket

01:13:11
And I walk in the house expecting her because I don't have any style. All right, she's here. I try something on I'm like, does it does it look good and I walk in with this jacket. I think looks pretty pretty cool I walk I walk in I take it off. I hang it out. She goes. Hey, do they make those in women's? That's awesome, right and shout out to You know, Stephen Anderson Jake Jake Larson old school Kevin Swiss David Price shout out because I've been playing in poker tournaments I went to I went to MGM for an event and I played one day and I

01:13:39
I go back the next day and a guy comes up to me and goes, hey, that stuff you were that clothing we're wearing, what brand was that? I was just wearing Viv and Jogger. Right? And I'm like, oh, that's funny. I'm actually in an alarm companies or like, and I've had multiple people and every time it happens at techs, Kevin or Damon, I'm like, dude, I just got hit up again. People want to know where they can buy this jacket. Right? And so it absolutely 100% matters on how you make your reps feel. And. 100%.

01:14:04
depending on the size of your company, you may not be there yet. If you have three reps, it don't really matter as much as if you have 300 reps. But Sam, I hope people watch this all the way to the end and they learn and understand what truly motivates the desire that we have here to impact others in the door-to-door space. I think the whole industry owes you a bit of gratitude to uplevel and change the way people think about door-to-door and it's only gonna get better from this time, this day forward, so we appreciate you. Thank you. And guys, like...

01:14:31
JP was the one that encouraged this whole podcast. And it's funny, if you don't believe in what you sell, it's hard to push it. And sometimes I've had to have these like, just even when I sold Alarm, sold Solar, it's that conviction that helps you be the best salesperson. And I don't know what other thing I'd be more excited to sell than transformation in people. And sometimes it's like, yeah, we charge. And I had a guy goes, how much to get you out here? And I was like, you know, it's...

01:15:00
lot of money and he goes, good for you. You know, and I told him and he was just like, good for you. And I didn't feel guilty at all telling him, because I know that I will make you 10 times more money back. So the last thoughts that I had to do was like, BFE Florida, I'm like, next time I'm charged up twice, I don't want to go out there. I want to be away from my family, right? But we do that because we know the value we would provide. And I don't feel any shame in what we charge. I don't feel any shame. I've never felt, man, I did want, I did a disservice by charging what I charge.

01:15:30
Just like I hope if you're selling a roof or pest or a window or whatever, I hope that you would never feel I'm doing you a disservice by charging a thousand dollar contract value when there's other pest control companies that might charge you 400. Because I know that what we've done and built from, we have our own sales tech, we have our own customization, we spent eight years perfecting tools, playbooks, research data that is literally like, if you do this, this will happen.

01:15:58
We're nobody, and I can say this with 1000% confidence, nobody in our industry has researched, found, done as much homework in this space and tools built and reps trained, teams trained, and companies trained in this space than us. And so like when there's other competitor, I'm like, great, like they'll pop up and they're gonna be good, but nobody's had the tens of thousands of people at their events, the tens of thousands of people go through their trainings.

01:16:27
and perfected like we have. And so I don't feel guilty at all because the amount of work we spend perfecting that craft and bringing in expertise and are we perfect? No, we're always growing. I'm like innovation is one of our core values, but I'd encourage you to reach out. I'd encourage you to the dddexperts.com schedule like a consultation where we can do a discovery and say, what is it that you need? What is it that you're struggling with? Whether you're a new rep.

01:16:54
and you're like, man, I'm getting my face kicked in right now and this is hard, or you're a business owner that's doing a hundred million dollars. We've have programs and systems and that's what makes us so unique is it's not, we're not a one trick pony that has a course that you can buy, that's it. Like, no, we've got many different courses, too many onsite, like all the different things we just talked about. And so I'd encourage you to reach out and say, can we put a custom plan together to take you to another level that you don't even know exists and believe in yourself? I think the biggest fear is people have a fear of believing in themselves.

01:17:24
But if you have belief in yourself, it's just now who is the guide that can help you get there? And we've just acted as the guide to so many different people. And it's having the humility to say, maybe I should have a guide. Maybe I should have some people that hold my hand a little bit and walk me through this to success and shortcut and save dummy tax and avoid pitfalls and things like that. Yeah, and do the industry a favor and send this podcast to somebody in the space and get this out there because I think we can do and provide a lot of value to everybody. So thanks, JP, for.

01:17:54
interview. That's good. Cool. All right. Much love guys. See you guys.