Latest / The Rookie On Fire / Jeramie Rose | Door to Door Will Open All the Doors
Transcript
- speaker-0: That's some advice I would have loved to get early in my career. Like don't touch your override. speaker-1: Go get your buddies. The odds of them having their life figured out and having an opportunity that's better than door-to-door sales is pretty dang low. speaker-0: The same ten hours in a day, twelve hours in a day, this dude's doing twenty of these? What's he doing? I do remember this, and this is key for rookies. This door-to-door thing will open, no pun intended, open all the doors. speaker-1: What's up everybody? Welcome back to the Rookie on Fire podcast. I'm so glad to be back. Today we've got an awesome guest, Jeremy Rose, who has been in the solar game and probably some other cool stuff that we don't know about yet, but we're gonna dig in. And so just wanna say welcome to the Rookie on Fire, man. speaker-0: Thanks. You know, in when it comes to door to door, I'm I'm a the beard'll tell ya, you know, I almost shaved it off today, but I wanted to let people know there's some wisdom in here. Yeah. I've been doing this over twenty years. Yes, I've sold several products when I'm still in solar. I started the solar when it was a theory and I'm still in it thirteen years later. So yeah, whatever questions, man, I love talking about this door to door stuff. I love talking to rookies, you know, I've I've done a lot of it, so I'm excited. speaker-1: Dude, yeah, I'm pumped to have you on. You know, the the thing about door to door that's so cool is that, you know, door to door's been around since Adam and Eve, but really it became like I think a bigger thing, like the mid nineties, you know, or some of the people I know that started like super early. And now their kids are knocking doors, you know, and it's becoming this thing where it's like it's not this taboo thing, like, dude, you're knocking doors, like is everything okay? Like I knocked doors for a little bit and ran into a buddy from high school way back when I just got home from my mission. And this dude was like I ran into this old buddy and he he was like, Hey, like, is everything okay? Like he thought like I had like freaking fallen off the planet and was like into drugs or something because I I had knocked on his door and tried to sell him pest control. So it is so funny how it's just come so far and people's kids are doing it now. Like you th these old like and now my son, he's fourteen, like he's already knocked some doors for high school fundraising and it's like Is he gonna do it? Most likely. Like he'll get to choose, but he just is like, Dad, like th why not? You know, and it's it's kind of a cool thing to be like this generational thing and it's not just like speaker-0: I'm telling you, man, it's you know, these million dollar opportunities get stepped over because they look like hard work, right? And I think that defines door to door. speaker-1: Yes. speaker-0: Everyone wants to dismiss it as like this this like below them thing. And I can't tell you my whole door-to-door career, people tell me to get a real job. And and I've done pretty pretty fine for for a time, 20 years. So I'm still waiting for the real job to come up. And and I'll be honest, I did take a corporate legit position, one you would love to get out of college. You know, that kind of climbed the ladder position and I could I stayed there about a year and I could not. I had to get out of there. It was killing me slowly. Yep. You know, and jumped right back into the doors. And it you know, it's like you when you find the progression it leads you right back to where you were. So it's it's very fortunate if you get involved early. speaker-1: Yes, dude, a hundred percent. So, you know, I jumped in at twenty-one, but I wanna hear from you. This is about you. I wanna hear your how'd you get recruited into sales or door to whatever it was, like tell us about that initial phone call, the lunch meeting. We wanna hear all the good, bad, the ugly about like how you got recruited into into sales. speaker-0: So not a lot of good, bad, ugly, man. I I'm pretty open about my faith. A lot of guys that knock doors come from the the LDS church, right? Church of Jesus Christ Latter day Saints. So I did that. I served a two year mission. I came home and I ran into some old buddies and they're like, dude, we just go knock doors just like the mission and we can make money. I was like, Are you kidding me? So I kid you not. You have to be a real OG to remember this. There was a company called Eclipse Marketing back in the day. They were selling orchids. This is dates me. This is way back. so I was like, really? I kid you not. I found out where their office was. I put on a suit and I walked in their office with a resume. And I found this first guy I could find and I applied for that sales position with all the confidence of the world wearing my suit. And believe it or not, Brad, they hired me. Right on the spot. speaker-1: You can walk and chew gum, you are in. speaker-0: And they, you know, they played me a little bit. They're like, you know, we'll we'll give you c some consideration. We only take top talent and I was sweating it and they called me and said I could go. and and I went. And you know, that is how I got into it. But I can say later in the years, the pizza parties, you know, which company are you going to? Are you gonna do alarms or pest control? Like that all still played out. You still got recruited into other sales opportunities every you know, all throughout speaker-1: Every off every off season it was like a you're back on the you know, on the scene. yeah. So what I'm shot here speaker-0: It was speaker-1: were any of those guys in that office, the Seaver brothers, the guys that started Bull Work, do you remember those guys at Eclipse? speaker-0: I remember the name but no it wasn't. the actually you asked what would we change about rookie year and I went out as a speaker-1: We'll dig into that towards the end of the podcast, but yeah. speaker-0: Okay, we'll we'll get there. But I I went out to an office where i it was the it was at like eight people. It wasn't a strong one. they were like, Go out to this office, they they need someone. So I went to an office where I didn't know anyone. I jumped in my car, drove from Utah to Florida, Tampa. Long drive. and I got out there and I just hustled hard, man. I was not good at sales. I was doing it missionary style. I would knock the door, Hey, I'm a representative orchin. Do you want pest control? They're like, No. I'm like, okay. And I just w was speaker-1: You didn't bear your pestimony right there? Huh? You didn't bear your pestimony and just tell like they're gonna freaking die from scorpions if they don't speaker-0: I'm like, listen, if you get this from me, your life is never gonna be the same. That's how amazing pest control is. speaker-1: Solar. speaker-0: It's the same as winning the lottery, literally the exact same thing. Yeah. but no, so that that office failed and I was the only one with sales, so they shipped me to another office where I actually my friends were there. And then we just crushed and you might remember a name, Tim Starks. That's the guy that was in there. He was the only guy I knew at the time doing twenty, thirty in a day. And and being exposed to that changed everything. But but yeah, that's that was the beginnings. speaker-1: Let's go. Awesome, man. So you get in, you I've never heard that dude where you go in. My my recruiting flow was was similar i where I was kind of a l just total lay down, just ready to go. Didn't like wasn't really looking to negotiate anything, which is I think a blessing in hindsight. for for my own little reasons. But but dude, to full suit, walk in, they play you like they're gonna consider it and kick it around and see if you fit. It's like, dude, come on, man. So Do you remember any of the thoughts you had driving from Utah to Florida? Do you remember distinctly remembering like, what am I doing? Or was it just all hype or do you do you remember anything about that drive? speaker-0: You know, I was young a and I still carry this. I think a lot of guys that are gravitated to this industry just have this desire to have adventure. So for me, I'm like I'm going on this adventure. I've never driven a three day drive. Like that was already an adventure. And listen, this was different times. That again, it's dating me. I had my Thomas guide, right? My Mapbook. There was no like GPS, like I was writing it down on paper, get off on this exit and and so just the drive out there and then this'll show you how far training has come, man. They gave me a a C D, right? I had a C D thing in my car and I put that in and it just would go over like some door approaches and it would play like motivational music. And I just literally practiced door approaches for three days as I drove. Like I was like, I'm gonna get out there and crush it. Th there was no overcoming objections. That dude, you get there, you think everyone is just gonna sign up. 'Cause you're like, I'm the orchard guy, I get it. So you think that's gonna speaker-1: I thought that with the mission too. I'm gonna be like, dude, families here forever and they're just gonna be like, How do I get that? you know, like and nowadays, you know, we built Saucy, our AI coach, like you can now be driving down the road and be practicing role plays and getting feedback and it's all like it's a whole different world where you can be using an app speaker-0: That's what I mean. But i hey, everyone watching this, check that thing out. I I just brought on a new guy and and I'm putting him on there and I'm like, dude, we you the C D thing that's way old. The other old way is now now the other old way is hey, I'm having a rejection. I need to text my manager, or we'll go over it in the meeting tomorrow and get my feedback. Now you get it right now. I think the learning process of these guys is gonna be insanely fast. Just on the doors, hey, you should have said this. I know. I mean, it's like having your manager with you twenty four seven. That's the best learning. So I think it's genius. I mean, great job. Hats off to you guys for that one. speaker-1: Yeah, appreciate it, man. it's come from everybody's feedback. People tell us what they want, we just make it come to life. But let's jump into the rapid fire questions. Here I'm gonna ask you if I've got ten questions I'm gonna throw at you. Okay, you ready? Okay. speaker-0: Let's go. speaker-1: Would you rather close the close the deal over a two hour lunch or over text? speaker-0: Text. speaker-1: Love it. Would you rather a full pipeline or a full head of hair? speaker-0: Pipeline all day. speaker-1: Yeah. Okay, dude at this point. Would you rather sell ice to Eskimo or sunscreen in Phoenix? speaker-0: Sunscreen and Phoenix. speaker-1: Love it. would you rather your CRM crashes or your car dies on the way to the biggest pitch of your life? speaker-0: C R crash. speaker-1: Would you rather only ever sell to your in laws or only ever sell to people who ghost you? speaker-0: man. I have no problem selling to my in laws. We'll do that. Yeah. speaker-1: Yeah, it's easy. My in laws are awesome too. Would you rather take a pay cut but never cold call again or double your pay but only cold call? speaker-0: Option number two, I'll double in cold call. speaker-1: Dude, bet on yourself. Let's go. Would you rather speaker-0: That one was actually an easy one for me. speaker-1: would you rather pitch to a room of a hundred or to one grumpy gatekeeper that then get speaker-0: Take the room. I'll take the room of a hundred. speaker-1: Let's go. Would you rather have your biggest speaker-0: Go over a an Africa story with you later. Yeah. speaker-1: Yeah. Would you rather have your biggest deal fall through or have your funniest blooper go viral? speaker-0: Man, nothing's more painful than that big deal falling through. That blooper can can hit the airwaves. speaker-1: Yeah, dude, that'll bring you more business. That'll that'll bring you some good stuff. Would you rather commission paid in cash under the table or or like a trophy and a handshake in front of everybody on stage? speaker-0: Listen, the the young me, the early me loved the the the attention be in that. But today, g give me the money and and I'll I'll speaker-1: Chill in the night. Onto the night. Okay. Got you. Got you. Would you rather relive your rookie year or run the last year? Like this last year was a was amazing, or would you rather have gone back to your rookie year? speaker-0: my goodness. Last year was a special case in my industry. My rookie year was easy compared to last year. So that's a toss up, man. Dude, I'll relive my rookie years. You know, ignorance is bliss. You're just running from house to house, sucking at sales, still grinding out. I'll do that again. speaker-1: Yes. Okay. I love it. So let's dig into that. Let's dig into your rookie year. You know, the one of my favorite parts about the podcast is talking to people like you that have so much experience. You've been doing this twenty plus years and it's like looking back at your rookie year, there's probably a thing or two that you're like, I would totally change this. I would never do this again. And there's probably things that maybe you did right on purpose or even on accident. And you're like, If I went back, I would not change a thing. And so let let's talk about that. What's one or two things on either side of the fence that's like things you wouldn't change or things that you would change that that you're passionate about and that you'd love to tell to people listening to the listeners that are either rookies or maybe experienced sales guys that need to be reminded of, you know, a truth, an evergreen truth. speaker-0: So I would have gone to the area I wanted to go to. Remember I told you I went in a suit and I was applying for my position my rookie year. They used that on me. They were like, Hey, your friend's office is full. You got we'll take you, but you gotta go to this office, right? So I ended up in my friend's office anyways, because it was the stronger office. So I would have changed that I just would have started there. I probably would have done quite a bit more my first year. so I would have changed that. And and it was it was it was a lot more fun when everyone was producing and you're seeing guys do well. So I would say knowing where you're going and and having a good system around you, man, being the only guy like doing anything is tough. And I remember that as a rookie. I'm like, this is hard, but I'm just gonna do the thing. and had I gone to my office with all my buddies it from the get go, it would have just been like pure momentum from day one. And and you can't momentum is so big. So that's one thing I would change. what I would not change is literally the same thing. I'm glad I went through those harder things. You know, I I'm kind of glad I had to I had to feel alone and do it myself for a while. I think that builds some sort of resilience that that's the only way you can get it. So, you know, the answer is the same answer on both sides of the fence. I would have loved to join the Momentum Fast, but also I know I grew. From being the only guy like working. I want to answer that like post rookie year, just n new in the industry again. One thing I would say I would do different for long term is somebody did this and I did not. if you know Shane Hall, I think he's cool with me dropping his name. I really, really love him. He's a good friend. But what he did ever since he was new, when he became a manager, he k he used his own sales commissions for bills and living and buying things. But there was such an easy separation between that money and overrides. So he never touched a single override in his life. He invested every penny of it. And man did that set him up for later. So that's some advice I would have loved to get early in my career. Like don't touch your override. And it's an easy w it's a cut line that like you don't mix up the money. Those overrides come later on a back end. Invest it So that set him up big time. So that's some advice I would give to everybody that he actually lived, that I didn't. so that's a big one. speaker-1: Dude and sometimes you learn and learn through other people's mistakes and failures. I mean, people say take the shortcut or don't take shortcuts or whatever. I'm like the shortcuts aren't there to be to to cheat the system. It's just like learn from other people's successes and failures and that's I've never heard that spin on it. You know, I can have my spin on the finances of the early days, but I love that 'cause it's so it keeps you accountable as well to show up and produce as an individual and be, you know, a top performer and be, you know, leading from the front and all the good that comes with that. But then also to be like, cool, I'm gonna also grow this other revenue stream, which is my investment portfolio. And that dude, that's that's phenomenal. I also want to go back to your first point. speaker-0: W one more thing on that. I was getting taught to do things early in that time, right? But it was like instead of investing, I was being told go buy the cool stuff. Get get the rattest car you can get. That's gonna help you recruit. You're investing in yourself. And these are the messages I was getting early. And I drove the sickest cars. But speaker-1: Yeah. speaker-0: you know, that other advice I think would have treated me better down the road. But you know, so I would definitely want that to get out. speaker-1: But tell me about that momentum. Like tell me why that's so valuable. Cause I think there's there's a parallel to the audience of like, hey, when you're going out to sell your first summer, if even if you're a rookie, you're a year two, year three listening to this, go get your buddies. The odds of if you're young, especially if you're under twenty five and you're listening, the odds of them having their life figured out and having an opportunity that's better than door to door sales is pretty dang low. Like go rally them. Go be go be valiant and be like, dude, come do this with me. Give it a shot. Like blame this podcast. Like blame something. But like have an excuse to go get them because of what you're gonna say. but but share with the audience the value of having that momentum with your buddies and and what you felt in that journey. speaker-0: It's huge, man. I I I was setting my own pace in the first office, right? And it was like kind of a downer and people like I can't sell and I said I was the only one that went to that office, but I lied. I think there was two other kids that went too. But but for the most part everyone w just wasn't tracking. So what that does to you mentally is it's like, this is really hard. You know, I'm getting one, maybe two in a day, because I'm not The amount of doors I was knocking was off the charts. I was and and I just was fit. Like I was literally running all day, every day, as many doors as I could hit, just to run into that person that was like, yeah, I was been looking at pest control. And like those were the only sales I was getting. Hundreds of doors. Like I was flying. You know, there there was no segues. I was just running. speaker-1: Okay. speaker-0: All day long. as many doors as I could hit. My pitch was fast. Like people were probably just like, Whoa, what's up? So speaker-1: What should happen? speaker-0: you know, so I'm thinking that's what it takes to get one sale in twelve hours. And that became the process. And then they shut everything down. I went to the other office. I show there, day one, I watch a guy throw down like twenty deals. I'm like, what is going on here? And everyone else is doing four, three to four. His name is Tim Starks. speaker-1: Yeah. speaker-0: D yeah, he's he's he was the man. he still is the man. I talked to him not too long ago. We keep in touch, but and we laugh about it how we're still involved in this kind of stuff. This many years later. But I will say that just being around knowing that like, the same ten hours in a day, twelve hours in a day, this dude's doing twenty of these? What's he doing? I didn't even know that was a thing. And then my friends were doing like four a day. So, you know, along with some training and going along with them and kind of figuring out what the little things I was missing, pretty soon now I'm doing four a day and we're going. unfortunately it was only the second half of the summer, right? So but the difference was big, like knowing what can be done is a big deal. So that just feeds into get with the people that are doing it good, right? Find the people that are succeeding and and roll with them for a bit. You know, go go let them, you know, sh do some sales with you and give them the sales because you're getting a an education and then and then it turns into more, right? So it was just a place to grow. You need to be a place where you can grow. speaker-1: First of all, love all that. So as you were there, do you remember ever reaching out to Tim or asking your buddies for help and did they help you or were they kinda like snobs? Like, dude, like no, dude, I'm I'm not gonna tell you my secrets. speaker-0: No. Yeah. I remember the f after the first day I was there and I saw what numbers he did. I didn't know him at all. But I grabbed him and I'm like, hey, do you mind if I just follow you around for a little while? And he's like, Yeah, cool. He was totally cool about it. The way he sold was a total mystery to me. I'm like, how are all these people signing up? I don't know what you're doing. I couldn't see it as a young sales guy. But he was just really good at asking questions, redirecting, get him to sign. That's a pest control sell. And I'm like, why are these people like predetermined to sign up? It's kinda how I felt. Right. But I did catch all the little things, questions he would ask and and and it helped me get to the point where I was at least doing like four in a day and that was a big improvement for me. speaker-1: Dude, that is that's dude, so many gems. So many gems that you've shared from you know, just asking for help, surrounding yourself with other people, getting that momentum early, being with your friends. Like there's so much goodness there. So speaker-0: I I do remember this and this is key for rookies. When he when he let me come with him, he was like, Yeah, no problem, but I have a rule which is don't talk. You're invisible. Like just be there and I'm like speaker-1: He turns around, you're like hiding behind a tree. speaker-0: So that was the deal. I remember just shut your face. You're not gonna help him sell. Don't think you gotta ch chime in and and just listen and take notes and watch. And that's what I did. speaker-1: Shout out to all those people that have ever trained a rookie and then you know, thirty seconds into the pitch, they try taking over, and you're like, dude, you're the guy that's asking for help. Like, stay in your lane, bro. Like, we'll talk after the pitch, but speaker-0: And then they totally derailed the sale. Yeah. Yeah. that first year, I didn't do that great. The second half was okay. And then I built ever up ever since then. So if you're in a rookie year or your first three years and it feels hard, that's good. It's supposed to be. Keep going. I promise you. Like, I've been able to start businesses now. I've I have taken a corporate job, but it was Very difficult and the pay was not as good as what we do. and I mean, some of the doors that open, guys, I've I've sold government deals overseas. I've sat with presidents of countries. It's all door to door. Evander Holyfield was on my payroll. You young guys don't know who that is, but he was a guy one of my sales guys for a minute. This door to door thing will open no pun intended, open all the doors. Stay stay going at it, keep moving and and The skills you get is the tough skin and and you can do whatever you want. speaker-1: Love it, dude. That was the best line ever. We're gonna be dropping that on the social. That this door-to-door thing will open so many doors. So, Jeremy, again, thank you. We'll talk soon, man. speaker-0: Thanks, bro.