How a 24-Year-Old Built Success in Solar & Credit Repair - Osman Licea

At just 24 years old, Osman has already achieved record-breaking success in solar sales while co-owning a credit repair company. In this interview, he breaks down the mindset, discipline, and strategies that helped him rise from local roots in the Tri-Cities to becoming a top performer in business.

Transcript

SPEAKER_00 0:00

Welcome to the Mono Mentality Podcast, where we cultivated cultural success, empower the underdogs, and give a real game from people who actually did it. This platform is built for the 99%, the overlooked, the doubted, the underestimated. But today we're interviewing the top 1%. Tune in. Welcome to the Mono Mentality Podcast. I'm your host, Modekay. Today we have a special guest. Excited to talk to this guy. Some accomplishments on this guest speaker that's coming on. One of the biggest things he's been most proud of is moving out of his hometown, Sunnyside. Correct. Buying his dream car at the age of 24. 24. Buying his dad a top-notch instrument, being one of the top closures at Centria. And then most importantly, making sure you can support his parents financially. Welcome to the show, Osman Lycia.

SPEAKER_01 0:48

Thank you. Thank you. I appreciate it. Osman, introduce us.

SPEAKER_00 0:52

Who is Osman?

SPEAKER_01 0:53

So, my name's Osman. I was, you know, this, but I was born and raised in Sunnyside, Lower Valley, lived my whole life there. Um, come from a musician background, so music's in my blood, right? I've been a musician in Mariachi for about nine, eight, nine years with uh with my dad. And uh so parents came from the field, field workers came from Mexico. What part of Mexico? Uh Jalisco. Jalisco.

SPEAKER_00 1:15

Yep. Okay. So were they born and raised in Jalisco? Yeah. And then when did they migrate here to Washington?

SPEAKER_01 1:21

I'd say might be a couple years off, but I think about 30 years ago.

SPEAKER_00 1:25

30 years. Okay. And then mariachi, how did the mariachi roots come about? Was that something they did back in Meiko?

SPEAKER_01 1:30

Yeah, my dad. My dad's dad, my grandpa. Uh, he was a musician. All my uncles' grandparents are musicians, so it came just from the lifeline, you know, the bloodline, and it's just like we all just expanded from there. We have almost no every instrument in the mariachi band.

SPEAKER_00 1:44

Uh, what age did you get introduced to mariachi? Was that at a young age? Like what were you were you?

SPEAKER_01 1:48

Honestly, yeah, my dad would have me practicing since I was like five years old. We have little videos of me playing guitar, you know, him playing trumpet. It's it was honestly playing music was just kind of ingrained in me at the end of the day. I hated it as a kid, if I'm being honest. It wasn't the funnest thing, right? Getting out of school, having to go home and practice two or three hours on a trumpet or whatever, but it paid off at the end because it allowed me to not only learn a source of income at a young age, but also learn a skill that I can take anywhere in the world realistically.

SPEAKER_00 2:16

So, five-year-olds, you do a maria mariachi. Um, did you get paid for it, or was it something that your parents just told you, like, hey, we gotta go do this?

SPEAKER_01 2:24

So, no, I didn't get paid until I was 14. I was when I officially joined the mariachi as an actual musician member, and that's when I started getting paid.

SPEAKER_00 2:32

Was the mindset always income doing it, or is it just a passion for the family?

SPEAKER_01 2:35

It was more a passion. It wasn't really the income. I mean, when I was a kid, I mean, imagine 14 years old making$30 an hour, you know, for five, six hours a week. It was cool for me, you know? Yeah. Because I loved music at that time. So it wasn't really for the money, it was more of a passion.

SPEAKER_00 2:47

When you got into the mariachi side, because I want to talk about music for a second. When you first uh got into that realm of the business, crowds, how many people were you guys performing in front of?

SPEAKER_01 2:58

So right before I joined, they were performing for like artists, like you know, Jenny Rivera, when she was here, they performed with her, Maribel Guardia, a bunch of uh Hispanic artists. Uh-huh. And then, but typically weddings, you know, ceremonies, events, anywhere from 50 to 200 people.

SPEAKER_00 3:13

And then what was your biggest crowd that you ever performed?

SPEAKER_01 3:17

Biggest crowd in front of. I personally didn't get to play with any artists, but we did play with a lot of well-known people here in like Washington State. I would say probably like 300 people. 300 people? Yeah, 300-400 people.

SPEAKER_00 3:30

So your parents, they start, they come from Malisco. Uh, what got them to move out here to the lower valley sunny side?

SPEAKER_01 3:37

I think it was just looking for a better life. My dad actually had moved to California. So he went to California. Uh, I believe it was like Sacramento area. Okay. He played music there and then um migrated down here. I think it was more for like the opportunity for work, like in the fields here, and that's what they moved down here for.

SPEAKER_00 3:52

For people who are listening to this field work, typically how much are you getting paid?

SPEAKER_01 3:55

Dude, it's pennies. Okay. Pennies. You know, they either pay you hourly or they pay you per like bucket that you do of fruits.

SPEAKER_00 4:01

So, like an ideal, like growing up as a kid, seeing your parents work on the fields, what was their weekly paychecks?

SPEAKER_01 4:07

A couple hundred bucks. That's why my dad, you know, he built the mariachi group from the ground up here. Everyone's local. Wow. That he met here, and that was the main source of income, but obviously he needed more taxable proof of income, right? Which is the fields.

SPEAKER_00 4:19

And your dad's name?

SPEAKER_01 4:20

Antonio.

SPEAKER_00 4:21

Satan Antonio. Yeah. Talk to me about your parents. Uh you got your parents here, your your dad's Antonio.

SPEAKER_01 4:26

Mom, Norma. Norma. And yeah, how many siblings? Two siblings, two sisters. Okay.

SPEAKER_00 4:30

So they're doing that to provide for you and your two siblings. Um, what was life look for you guys at a young age in Sunnyside?

SPEAKER_01 4:39

Honestly, man, it was it was good. My dad was a hard worker, you know. I remember days when they would be in the asparagus. They would wake me up at 2 a.m. I sleep in the car. So when school time came, I just change in the car and go to work so they can keep working. You know, so it wasn't hard. I'm really grateful for it. You know, they always provided for us, they did what they could, and um, they're the reason I'm here today. They're reason my family's here, my sisters are here because of the work that they put in early on, you know, and he he taught me a lot of stuff when it comes to income and financial.

SPEAKER_00 5:05

How did that shape you to the person you are today?

SPEAKER_01 5:08

Oh, it definitely shaped me because I noticed what hard work is. I realized what what it is to actually work hard and to only make pennies, and it made me realize I don't want to live that life, right? Uh like I'm grateful for them, but I know I can do more and I want to provide more for my family, my parents, my sisters, you know, and just my family to come as I grow older. So it made me realize pretty much that you don't always have to work hard, you just have to work smarter, right? But they taught me that hard work, so I knew that worst case, I got that grind in me.

SPEAKER_00 5:38

You know, that's one thing I do notice about you, Osmi, when I first met you, you you always been like a natural hustler. I think when we first jumped on a recruiting call, um you're like on the go. I think Antonio put us on the on the three-way call.

SPEAKER_02 5:49

Yeah.

SPEAKER_00 5:50

And I remember like talking to you, but you're like, dude, I'm in a rush right now. Like, hey, shoot it to me straight. I got I got some things that I'm doing. What are some things that you saw your dad do or your parents do at a young age to go hustle? And how did that translate into the mentality you have right now as a hustler?

SPEAKER_01 6:06

My dad, man, he would hustle every day. Like, I would see him get up, go to the fields at 4 a.m., come back home, be home by 2, 3 in the afternoon. He'd have a gig, he'd just eat, shower, change, go play till you know 11 at night, come back and do it again on the weekends. So he always was looking for ways to make money. He never stopped. Like, if he had one job, he'd work at one field and go to the next field the next, like the next couple hours, right? Until eventually, you know, he was able to get a piece of land, and now he was managing his own little field, and you know, we were selling to restaurants here locally, you know, fruits, vegetables, and I would do the same thing with him.

SPEAKER_00 6:39

So you guys are from Jalisco, Mexico. Um, being part of his the Hispanic culture, how has that been an impact on you and your family? And has that been something that you guys had? Um, I guess you know, going into because typically the workforce is in Lower Valley, is you're working for the field. What else is like the job force like in the uh mainly fields, that's the biggest thing.

SPEAKER_01 7:03

We're surrounded by fields.

SPEAKER_00 7:04

So humble beginnings. So when you guys grew up in in Sunnyside, uh, what's living situation looking like?

SPEAKER_01 7:12

Honestly, dude, it was it was it was it was good based off my parents. You know, like what I seen is I I lived a pretty, I wouldn't say like a crazy food on the table. Food on the table. I was able to go to school, I was able to, you know, work and see my parents enjoy life, have family gatherings. Like it wasn't just work, work, work. Like we were able to live, you know, what it is like a Hispanic life where you get together with families, everyone does their work, but you can still enjoy time overall.

SPEAKER_00 7:36

Heck yeah, and I think that's one of the coolest things about your story, and that's what I want to share with a lot of the listeners. So, 14, you you you finally get a little bit of a paycheck for doing mariachi, right? Um, what was the moment for you that you decided, like, okay, see my parents go hustle every single day. I gotta go do this for myself. When was that aha moment that you figured out, all right, Osman's gotta put the big boy pants on and go do this?

SPEAKER_01 8:02

Honestly, it was probably when I was about 19, 20 years old, right? I played in the mariachi until about like 22 is when I got out. So I was playing in the mariachi, obviously, when high school, college. Um, I started working at Dutch Bros. I was doing Dutch Bros. in Mariachi. I didn't know that. And I and I, yeah, I worked there for like six months. But the biggest thing was I realized like, dude, like I'm not going anywhere with this. I need to do something to get myself ahead and build towards my future. I started getting to started getting into like stocks and stuff, learning like trading, lost thousands of dollars and that, you know. But it made me realize that there's more potential out there, there's more ways to make money and grow and develop my skills, and then I got presented with the opportunity of sales, and that's where everything came out.

SPEAKER_00 8:42

So, what were like your biggest influences in life and business growing up?

SPEAKER_01 8:47

Growing up was mainly my dad. There was there wasn't a lot of people that I knew or that were in my family that were business owners, it was more just working part of the workforce. So it was just it was just more the hustle that I seen in my dad. And then as I got into sales, that's when I started meeting more, you know, entrepreneurs, business owners, people at a higher level, at a higher level, making more money where I can, you know, I can say, hey, I gotta pick this person's brain and grow.

SPEAKER_00 9:09

So dad, pops gave you a lot of game. What's some of the game he gave you at a young age, especially when it came to business?

SPEAKER_01 9:15

One of the biggest lessons that I learned, even though I was hard-headed at first, was to save money and invest it. He always taught me, always have money set aside in case the opportunity comes to invest it or to do something with it to where you can grow and get to that next level. You know, he would he embedded in that in me, and it was hard for me to learn the first four or five years. I mean, I made money, I like to spend it, right? I was in high school, felt good making money, but you know, that's one thing that he did teach me that I should have done a little better of was saving money for when opportunities came, I could invest that money and put myself ahead.

SPEAKER_00 9:44

Big time. What age did you get into sales? What was your introduction into business and sales?

SPEAKER_01 9:50

My first sales job was actually at a car dealership here in the Tri-Cities. So I was a car salesman for like six months. Honestly, didn't do the best.

SPEAKER_00 9:57

What kind of cars were you selling?

SPEAKER_01 9:59

Uh, just normal economy cars, you know, some luxury cars, but that was my first actual sales job. But I just kind of got thrown into the water. I didn't know what I was doing. I kind of just like learned as I went. So that was my first sales job was car sales for about six months.

SPEAKER_00 10:13

What drew you into it?

SPEAKER_01 10:14

Um, honestly, I just wanted to try sales. I loved cars, right? I've always been a car guy. So I said, you know what, let me just try this out. I've known the owner of the dealership too for a couple years. He's known my family. So I decided to take it a shot, take a shot at it, and uh yeah, that's where I started in sales with some cars.

SPEAKER_00 10:27

So you go six months into the car realm, and we we both know car sales is not as easy as it looks. Um, because I mean I've never worked at a car a lot, but you're typically just waiting for someone to just come with a lot, right?

SPEAKER_01 10:39

Nine to ten hours a day. How much money did you make in that six months? I think I made maybe like two thousand a month.

SPEAKER_00 10:44

Two thousand?

SPEAKER_01 10:45

This was back in it was right after I graduated high school, so it was college. It was uh, I mean 2019, right before college.

SPEAKER_00 10:50

How many hours were you putting in?

SPEAKER_01 10:51

Like nine hours a day, five days a week. I was still doing mariachi on the weekends.

SPEAKER_00 10:54

You doing mariachi on the weekends and you're doing nine hours, so you're doing what 40, 50 hours a week on the car lot, and you're only making two grand?

SPEAKER_01 11:00

Yeah.

SPEAKER_00 11:00

Wow, okay. So you you go six months, you go six months doing that. Um, what was your next job after that?

SPEAKER_01 11:06

After that, I actually got into PR sales, public relations. Good friend of mine here in Tri City. So pretty much like kind of like marketing. He helped people get on like Forbes, entrepreneur, all this stuff. And he actually taught me a little bit more about sales. Like he he made me go through a course, actually had to like have a one-on-one call with him on what I learned on the course, you know, and I was competing with like 20 other people that wanted the spot. So I put my mind, I was like, I'm not gonna lose. I'm not gonna lose. And yeah, like compared to 20 other people that were older than me, and I was at that time I was what 19? She I was competing with people that were 25, 30, wanting this position, and you know, he ended up giving it to me. And so what got you into solar? Solar was actually a good friend of mine that um he's been in solar for a while now. Yeah, long story short, I was at the gym and he was there and he shows me, like, oh dude, look, I made four thousand dollars in in one day on a sale. And I was like, How? He's like, Oh, knocking doors. I was like, I said disappointment, you know, they closed it, made four thousand dollars. And I was like, dude, if he can do this, why can't I? Like, with all due respect, I was like, but if he can do it, there's no way I can't do this, right? So I had him connect me with uh the manager of the company, and uh I couldn't get it, couldn't get him to sit. It was like three weeks back and forth, hey man, I'd love to sit with you, like you know, with opportunity. Yeah, yeah. And so finally they gave me a call, and the first thing he says, why do you want to do this? Why do you want to knock doors? Why do you want to do this and potentially have no money? You know, like right away off the bat, I was like, Because I know I can do it. You know, he just kept testing me, like trying to break me to make me not want to do it, but that made me want to do it more, you know.

SPEAKER_00 12:31

Gotcha. And that's that's crazy because when most people think about door to door, right? They typically have the negative perspective of it of like, is that a real job? You know, yeah, it's commission-based, like how you know you're gonna get paid, how can you trust these people for you? None of that crossed your mind.

SPEAKER_01 12:51

No, so here's the thing, and you see that all the time on social media. People they like slam on the idea of door-to-do commission only, but it's like it's all a mindset thing. You have to have the mindset, you have to have the you have to have the confidence and the belief that you know you can make it happen. Because it is commission. You're not gonna make money by just going out there and you know, winging it, trying to see what you can do. Like you have to have the mindset, you have to have the belief, you have to know what you're doing in order to make it happen.

SPEAKER_00 13:15

So, what was the learning curve? I mean, so you know, he hits you back three weeks, he's like, Why do you want to do this? And you're like, Well, I've seen someone make four grand, so I'm doing two grand working 50 hours, yeah, give it a shot. What was the biggest learning curve for you coming into solar?

SPEAKER_01 13:30

Honestly, the biggest learning curve was uh just the psychology of it and talking to people, you know, and just building that strength of taking no.

SPEAKER_00 13:38

So let's let's let's talk about that for a second because I want to get high level with this because that's one of the things is your high-level closure. Psychology, what is the biggest barriers that you're having to face when you're going and sitting down with prospects and overcoming their objections?

SPEAKER_01 13:53

The biggest, the biggest thing you have to face psychology psychologically wise, um, for me would be just having the homeowner open up, building that trust with them, and letting them know that you're there to help them, you're not there to just sell them, right? Like that's the biggest thing. Like, people buy off of people they like, right? So if they have that trust in you and they like what you're doing and they like you, they're they're gonna go, they're gonna go ahead and move forward with you.

SPEAKER_00 14:15

Okay, so every door-to-door person always has that first customer. You get you get into you get into solar, you still remember that first customer you closed.

SPEAKER_01 14:24

Oh yeah, I was so happy. As a as a door knocker, it was insane. Like I was What's the story?

SPEAKER_00 14:29

Tell the story.

SPEAKER_01 14:29

I was literally dry. So I was already in solar for a month, made zero money. I started with a good friend of mine, he already made money like two weeks in. But so I started solar and I had a leaf for everybody. Actually, that was in California for a week and a half. So I only knocked for a week, had to tell him, hey, I have to take a week and a half off. My buddy got his first sell, made three grand. I was like, damn, over here in California for four days to make eight hundred dollars. Crazy. You know, so I came back, didn't make no money for like about a month. I was driving a hood actually here in Richland, and I just get the notification, boom, sell, and I seen that I got mentioned, dude. It was such a rush. I made literally it was four thousand dollars on my first sale. No way, so it felt so good, and it just woke up my eyes like dude, like I gotta take advantage of this opportunity.

SPEAKER_00 15:07

And then from there you just dialed in.

SPEAKER_01 15:08

Oh, yeah, dialed in, dude. Like my days, I was still in the mariachi for the first year I was in solar. I would literally wake up, come knock doors like on the weekends, I would bring my mariachi suit in my car, I'd come knock from like 10 a.m. to like one, change into my suit, go play at a wedding, whatever, from one to seven, come back, change into my shorts, my polo, and go out and knock again for another hour and a half because I knew that the potential was there and I knew that I could make it happen.

SPEAKER_00 15:30

Dial process, as you're talking about, what does a dial process look like for you on a day-to-day basis when it comes to sales?

SPEAKER_01 15:38

Repetition is the name of the game, honestly. Like, I want to keep repeating my sales script, my skills, my objection handling, all that stuff because I have to embed it in myself. So when I actually get, you know, presented these opportunities or presented these objections, I'm prepared. Right. So I feel like when it comes on a day-to-day basis, is talking to people is the biggest thing, right? Continuing to talk to new people, new appointments, new families, new clients. It just keeps that repetitive process growing. You just you you stay on that flow, that momentum, right? Because once you have that flow going, you got to keep it going. Yeah.

SPEAKER_00 16:10

So it's all about momentum. Yeah. That's one of the things I see with a lot of uh new reps that come into the solar industry is they just think it's just gonna happen like that, which we know it's not gonna happen. Um what are some things that you did early on in your career to get better? Because part of that is you got to be tracking, you got to figure out okay, where's my conversions? How am I getting better? If I'm talking to X amount of people, how many people are actually converting and how many people are falling off? Like for you, what was your process when it came to conversions?

SPEAKER_01 16:43

Honestly, I think you just named it was tracking your stats, you know, and also learning, like always be on the road, learning. Like I would listen to podcasts, I would read a lot of books, right? Like psychological books, more in like the art of selling, mastering the art of selling, all that stuff. It's just always wanting to learn and adapt because sales is a game that you can always learn more. There's never there's not a limit to how much you can learn in sales. There's always new things you can learn, there's always better, there's always ways to strengthen your skills and develop them so you can become a better closer, a better salesperson, and obviously, you know, grow your income as well and help more people along the way.

SPEAKER_00 17:14

So, my question to you, Osman, is why are conversions the livelihood of any business?

SPEAKER_01 17:22

That's what helps to grow at the end of the day. Conversions, like if you're not converting, then you gotta you gotta find out what the what the what's going on with your business, right? Conversions is the biggest thing because that's how you know where you're at, where you're headed, and what you need to do to get to that next level. Like, if you have a certain amount of people you're talking to and only 20% are converting, you're missing out on a whole 80%. Yeah, what's causing you to miss out on that 80%? And now you have to dial that down, reduce that 80% down to 40.

SPEAKER_00 17:46

Now you have a 60% conversion, and that's one of the things that I that I love working with you, Osmi, because when we have our one-on-ones, you sit down, you talk about look, this is what I'm gonna do, this is how I'm gonna do it. I gotta do XYZ, and this is the time I gotta go do it. And every single time you find a way to go figure it out and get it done, and you you have, I mean, you got other things you're working on, but you still make it a priority. So just hearing that you did mariachi and then doing this, like you can put a lot on your plate. I think another thing I want to I want to touch on, especially for our for our listeners, is retention. I think retention is a big thing in business. That's like a secret weapon, right? If you can get all the conversions you want, but if they're not retaining, right, you're not getting paid fake sales. Um talk about that. Like, what what's your why what's your biggest focus when it comes to retention and why is that really important to you?

SPEAKER_01 18:36

It's important because I don't like false hope, right? I don't like believing that I got a sale and it's not gonna go all the way through, so it's fake money, right? Until it hits your account, it's fake money. That's how I see it. So the way I try to, you know, the way I keep my retention so high is because I build enough value and I let the client know that I'm there for them. Because at the end of the day, the more you chase money, the faster it runs, right? You gotta be able to you gotta be able to focus on just building value with the people that you're talking to. The money will come. Focus on helping the people that you're there with, and the rest will come with it. So I just focused on building value with with the people that I'm talking to, letting them know that I'm there for them, and also letting them know that I'm gonna be there along the whole process as well. So they don't they don't feel like they're alone, right?

SPEAKER_00 19:15

What's the process look like? Because it's not solar, it could be like a realtor, it could be any type of sales profession. What's the process that you typically have in setting communication um for someone that you're actually like closing?

SPEAKER_01 19:28

After it's all done in the ever every day.

SPEAKER_00 19:30

Yeah, like let's say you close the deal, you know. I think this is some game that people can like take away, especially if they're they're they're struggling retention-wise. What are some things that you do to number one initiate the sale, but then also making sure that they don't cancel?

SPEAKER_01 19:43

Yeah. So I make them realize, hey, like it's a done deal now, like we're moving forward. You know, first off, I'm not gonna waste my time or your time. No, no, there's no time to think about it. We're good, yeah. Yeah, but after that, I communicate with everyone, no matter what type of sales I'm doing, because obviously there's multiple. Um, I communicate with them within the next 48 hours, and then I always keep that line of communication every week, giving them updates, right? Because they want to, like, you got to think as a consumer, they feel iffy, they feel skeptical, they don't hear from you from two weeks, they don't know what's going on, especially if it's something they're not familiar with. So you have to just build that trust and let them know, hey, I'm here with you. Here's the update. Here it is, here it is. We're almost there to the finish line. Congrats, you made it, right? And then building that trust with them because you know, sales, referrals is a big thing.

SPEAKER_00 20:25

Yeah, cost communication. I think that's one of the things you're really great at is referrals. What do you do when it comes to a customer wanting to cancel? How do you handle those?

SPEAKER_01 20:33

Honestly, I've learned to I'll drive to them, I'll meet them in person, no matter where it is, right? Like if they want to cancel, it's because of mainly I think of as one of two things. Maybe the money side of it, they can't afford it, right? We just did a really good job of closing them. Or two, is they just they don't have enough information, right? They don't feel confident in the decision they're making. So my job is to show up, talk to them, see what's going on, why they want to cancel, what information are they missing to not to make this decision feel good, right? I always tell everyone the last thing I want is for you to do for you to lose sleep over this, right? So meet them in person, find out what's going on, find that pain point that that's that's hurting them, that's making them feel skeptical or indecisive, and just let them know hey, it's totally fine to feel that, right? There's a lot of people in your shoes with a lot of people in the same situation. Here's what they've been able to see after doing the process, and here's how we can do this for you.

SPEAKER_00 21:22

So you know, we we see a lot of reps, sales reps in general, close a lot of deals, but they just can't retain them. For you, Osman, what separates uh a rep that can keep deals to a rep that loses deals?

SPEAKER_01 21:36

A rep that sells honestly, a rep that builds confidence, builds value, and uh stays in communication. Communication, I feel like, is the biggest thing, right? Because if you know that you're not providing them something that's gonna help them, you're not gonna want to reach out. You're gonna feel like, I don't wanna call them, what if they cancel? You know, it's like you can't have that type of feeling. You have to be confident in what you're doing, knowing that you're helping them. Because sometimes they will hit you with like, hey. I have a question about this. But if you're confident that you know that you're helping them and you know the answer to that question, they're gonna feel good, right? If if you feel if you feel uneven, they're gonna feel uneven. That's how it is, right?

SPEAKER_00 22:10

The mirror aspect of it. Exactly. So so I think with your success coming in last year, um, I think you've had one of your PRs, especially in the solar industry, which is pretty cool to just witness firsthand. I had I had fun just sitting back, front row seat, and eating popcorn, like man, this guy's retention 80 plus percent. He's walking the stage, you know, wearing cowboy, you're getting awards. It's a pretty cool feeling. Um, your girls there to witness it and then just to see those things. For you, as all good as that sounds, there were definitely some hard times last year, right? So, what do you think was the hardest part of the season last year, especially going through the industry and being able to weather through it last year? Because last year a lot went on. For you, we how did you handle it?

SPEAKER_01 23:01

Honestly, man, it's one thing is just having that positive mentality, but also having a good mentor. Like, you know, having you there as well helped me gain that peace of mind that, like, hey, like, if you're okay, if you say everything's good and you're you don't show any signs of like stress, then I know we're good. The same thing with homeowners. Like, if you show stress, they're gonna see and they're gonna get stressed out, right? So it's like knowing that you were like, dude, we're good. It made me feel like okay, if he says we're good, right? He's he's an expert in this, then I know we're good.

SPEAKER_00 23:26

What was one of those times? Because that there was there was times last year like we're gonna lose Osmond.

SPEAKER_01 23:31

Yeah, yeah. There was uh when we lost uh a couple banks, you know.

SPEAKER_00 23:34

A lot of the banks went to bankruptcy, tax credits going away. Yeah, that kind of that kind of shook you a little bit.

SPEAKER_01 23:38

Oh yeah, because I had like you know, 10 jobs are saying, hey, we're not gonna fund them. I'm like, dude, what am I gonna do? That's 10 jobs, that's not a not a couple grand, it's a lot of money, you know? Yeah, I can't lose these jobs, and um just fighting through it and realizing there's other ways around it, you know. Like if you're a dog, you're gonna make it happen at the end of the day.

SPEAKER_00 23:53

And I think that's one of the things that comes back to the mentality of just understanding resilience. You you embodied that last year, and just understanding that, hey, my goals are this, it doesn't matter what happens, I'm gonna stay the course, figure it out. Exactly. You could be straight up with me, but did you ever feel like quitting last year? And what kept you going?

SPEAKER_01 24:12

Yeah, I did feel like quitting. You know, at that time when all the bank stuff happened, I thought it was the end of the world in regards to solar, and I was like, you know what? Like, it's not gonna work out. I need to figure something out, you know? And that's the the worst thing I could have done because I started pivoting, started focusing my mindset on other things, and my production dropped, right? But I realized like we're good, we're the best in the game. We know what we do, we know what we provide. It's just time to pivot, right? That's how every business is, and nothing's ever gonna be sunshine and rainbows, especially in business. You gotta figure out and learn to pivot because, like I said, there's always there's gonna be ups and downs.

SPEAKER_00 24:43

And I I think it's not pivot, you gotta definitely pivot, but you just gotta go put into work. You know, action kills anxiety. And so the more and more you sit around and you analyze analysis, paralysis, you tend to just analyze and then you just paralyze yourself. I've just learned that if you just keep working, put one foot in front of the other, things just figure it itself out. Yep. Um, what's what have you had to sacrifice that people don't see on the outside?

SPEAKER_01 25:09

A lot of time, a lot of freedom. Um, in regards to like things that weren't benefiting me, right? Like not going out on the weekends, not spending money riding and need to spend it, family time sometimes because I had to run lead, you know, got to make money. So I feel like those some of the things that you had to sacrifice, and it's just like people don't see that on the outside, right? They just see, oh, he's making this much money, he's tearing it up. Social media, you know. But social media, the way social media works is the way I see it, and I learned this when I did PR, is if you can control what they see, you can control what they think. So I only let people on social media see what I want them to see, right? They don't know what I'm doing on the back end, they don't know where I'm at, where when I'm at, they don't know where I'm at, what time I'm there, or any of that, because I let I control what I want them to see, right? They don't see the work we put in, the hours, the driving we have to do, you know, hour this way and hour this way to get to help clients all the back end stuff, because that's just stuff that we have to do, it's part of the business, right?

SPEAKER_00 26:00

Yeah, and I think a lot of people when they see guys making the type of income, I mean, you've you've had 50,000 plus months, which is you look at like what people make in a in a year, you're able to go clear that in a month. Be honest with me, but what's some of the mistakes you've made that you had to learn from? Especially in the sales game.

SPEAKER_01 26:20

A couple mistakes I've made, honestly, is not leveraging that money, is spending it, you know, and thinking that it's gonna keep coming, think that's that's it's all gonna be constant, but that's not sales game, it's like you know, you have a good month, you get complacent, next month drops. It's happening to me all the time, right? It's just knowing that like once you have that momentum, as much as you want to relax, celebrate, you have to keep going because the momentum can drop, and when it drops, it's 10 times harder to get that momentum back up than if you're already there and you can just keep it going.

SPEAKER_00 26:51

Takes a lot to get that snowball effect.

SPEAKER_01 26:52

Exactly.

SPEAKER_00 26:53

Pushing, pushing, pushing. So I want you to give some game to the culture, man. You're Hispanic. What would you give to, especially the Latin community? I think in your in that community, work ethic is is everything, right? 100%. And that's one of the things that I think that's what my culture is the same way. We we don't come from much, we come from humble beginnings, you just gotta go figure it out. But for you, what game would you give to someone that's starting out at ground zero, and what advice would you give them as they are probably looking into getting into business or sales?

SPEAKER_01 27:26

The biggest thing I would say is just have that consistency. Consistency is key. You know, people say it all the time, mine sound annoying, but it it really is the the name of the game is consistency. Like, if you want to do something and you're starting from ground zero, like you have to push, right? Like if you have a nine to five, you're working a normal job, but you want to start your own business, use that those after hours to start building that business, right? Action is the biggest thing, like you said it too, right? Analysis, paralysis. Like, you think about it too much, nothing's gonna get done. Thinking about it doesn't do anything, right? Taking action, like there's a saying that says don't bite off more than you than you can chew.

SPEAKER_00 28:02

Yeah, I see that a lot.

SPEAKER_01 28:03

I see bite off more than you can chew and figure out how to chew it on the way. You know, like just figure it out. At the end of the day, that's when you'll know like how much you can push yourself, your mentality to to get to that next level.

SPEAKER_00 28:14

What does success mean to you and define it?

SPEAKER_01 28:18

Success to me is financial and time freedom.

SPEAKER_00 28:21

Because you because you've had you've you've you you've had the money, you've seen the money, you've seen those deposits, the cars, the lifestyle, right? Yeah. But having all that and being able to actually physically touch it, right, compared to back in the days you dream you dreamt about some of these things. What does that mean for you now in this stage of your your career?

SPEAKER_01 28:40

Honestly, and it's it's crazy because like people ask me, how do you feel now that you got your supercar, your dream car? Honestly, like I'm blessed, I'm grateful for it, but for me, it was just like a stepping stone. I knew in my mind a while before that I wasn't gonna have that car. So I already envisioned myself, manifested me feeling it and trying to. Probably about like two years ago. I had pictures of it. Like I would, you know, when I would manifest, meditate, I would imagine myself driving it, the feeling of it. So when I got the car, it was just like I did it. What's next? So you not in car wife.

SPEAKER_00 29:14

You had a picture of an Audi R8?

SPEAKER_01 29:15

Yeah, oh yeah, yeah. Wallpaper, had it in my room, like everything, you know. I even have a video actually of me saying that I'm gonna be driving one in the next year.

SPEAKER_00 29:24

So if you can go back to 18, 90 Osman, what would you tell yourself?

SPEAKER_01 29:31

To keep going. Okay. To keep going. Honestly, like I wouldn't change anything about my past because I'm grateful for where I am now. And I would just tell him, like, hey, like, you're on the right path. Kill that doubt because the doubts will tend to stop you.

SPEAKER_00 29:43

And I think this is something I I want to I want to jump into a bit when it comes to you know, the mindset is obviously about consistency. You know, anyone can do it once, but what makes you great in the lead is if you can do it every single day. You get the success, you start seeing the the wins, but then you got some haters. Let's talk about that for a second. Have you noticed that? Have you dealt with that especially? You know, because you get a lot of people that, man, this guy has the cars, this guy's doing the things that I wish I could go do, and then you start, you you know, you you think people would be happy for you, but then you all you start seeing that like, man, I thought this guy was.

SPEAKER_01 30:22

You start hearing stuff. Hearing stuff.

SPEAKER_00 30:23

And you would what what was that like and how did you deal with it?

SPEAKER_01 30:27

But it's still art. Yeah, I just ignore, I wish them the best, dude. Like, there's a saying, like, if you don't have haters, you're not doing something right. Like, people want to see you doing good, but they don't want to see you doing better than them. And you realize that as you level up, you'll see what people are true, what people in your life are truly happy for happy for you, and which ones aren't, right? Like when I when I got my supercar, there was a lot of friends that I thought would be happy for me, never received a text from them. And from then it's been just kind of silence, right? And it's like, dude, like I, me as a person, I could never hate on someone doing better than me. And you've seen it, like, I like to pick people's brain. If you're doing better than me, how can I learn from you? What can I do to develop my skill or the skill that you have so embedded into me so that I can learn and go to the next level? Right? It's just for me, that people that that hate, it's just like I really just hope they've they can get over that because it's like it's not gonna affect me in any way. It means you're doing something right, that's what they say, right? Exactly.

SPEAKER_00 31:22

Who's someone that counted you out on your upcome and your grind, and how did that feel you?

SPEAKER_01 31:30

Like that forgot about me or something.

SPEAKER_00 31:32

Yeah, you know, there's always that person, you know, for me, I'll you know, I'll I'll share my story. You know, I I I got into the game um straight out of a basketball, you know, want to go play pro ball. And uh I didn't necessarily fit the description of what a a solar salesman looks like, especially because uh I come from LA and I'm surrounded by a bunch of Pro Bowl Utah guys that are typically blonde hair, blue eyes, and they see me, I'm six foot five, six six, and this guy's like, you're not doing this. And I just remember, you know, hearing those, you know, hearing the chatter and like, oh, this guy probably won't last longer than two weeks. But I remember for me, it was just I woke up every single day with this like killless. Like Kobe, you know, like, okay, who's the top guy? Let me look at this leaderboard, and I'm going at I'm going at you every single day. For you, has that ever happened?

SPEAKER_01 32:25

I'd say in two scenarios, one is just hearing outside noise of people saying, Oh, what is this kid think? Who does he who does he think he is? Why is he doing this? He's not gonna do anything, he's from the valley, he's you know, he's just another kid with fake dreams or like just huge dreams not gonna do nothing. And for me, it was like, okay, watch me do it. Watch me do these things, and you're just gonna watch from the sidelines as I do these things and I accomplish these things, and not as like a I'm better than you, way more of like I can I know I can do this, and I'm gonna prove to you that I can do it, just to show you that it's possible.

SPEAKER_00 32:53

You ever heard of the crap in the in the bucket mentality?

SPEAKER_01 32:58

Pulling down.

SPEAKER_00 32:58

Did you feel like that was a big thing where you grew up?

SPEAKER_01 33:03

100%. And it was like, and it's not even more like of a negative thing, it's because the people I was around, they didn't know better. They didn't know anything different, right? My parents didn't know anything different. When I got into sales, they were like, Are you sure? Like my one of the funniest things my dad would always ask me, Are you sure you're making money? Like, are are you doing good? Are you okay? Are you are you actually making money? You know, like he would ask me that like every two weeks, and it got to a point where like it would be my fuel, it'd be like, dude, yes, like you know, but I just I can't say yes, I have to go and do it and show him, you know. So that was probably one of my biggest fuels coming from my dad, you know, because I love him and I want to make him proud. So hearing like from him and other people in my family or like close friends, like, what is he doing? Are you making money? You know, you're doing you're knocking on people's doors, like what sales, what is that?

SPEAKER_00 33:46

What are you doing? I mean, you know what's crazy, Osman is uh, you know, my my mom, she thought I was she thought I was nuts. Um, she wanted me to take over my my dad's trucking business. And you know, my brother's doing Bitcoin at a time, and I'm doing trucking business at a time. I'm working literally, dude, like 6 a.m. to to midnight, and I'm getting paid like 300 bucks. And opportunity comes in my lap, like, hey, you can go make, like you said,$4,000. I tell my mom that, and she's like, and my dad, and my dad's like, dumbest decision you can ever go make. And here's what's crazy I go make six figures in my first month, and I I remember they're like, Are you okay? You doing away, you're doing okay, and I'm like, Yeah, I'm doing good. And I remember just hitting up my sister on my birthday, hitting up my mom and my dad, and I tell them, hey, open up your email, and they open it up, and it's plane tickets. I flew them all out to the bay. I was actually working in Stockton, California. Nice uh running out of Airbnb. I think I spent like 10 grand, but it felt great. Um I think that's one of the things when you look at not proving to people, but it's just understanding that it's fill. You gotta it's filled to the fire.

SPEAKER_01 34:56

It's fuel, yep, 100%.

SPEAKER_00 34:58

When did the the fear of other uh other people's opinions start going away for you?

SPEAKER_01 35:02

Where you just stopped giving a Yeah, where I just stopped giving a damn, honestly, was realizing that they weren't gonna do nothing for me. Like these these opinions aren't gonna affect me, they're not gonna better my life, they're not gonna do anything specifically to help me grow. So it's like, why am I paying attention to these people? Why am I even taking time out of my day to acknowledge these comments and acknowledge what they're saying? You know, at the end of the day, all it is is just fuel for me. So it's like, and that's one of the things that a lot of people I feel like they struggle with, is they care too much about what other people think. If you care too much about what people think, you're never gonna get anywhere because you always have that little voice in the back of your head holding you back. Yeah. Oh, what what does this person think? Or what does this person think? It's the when if. Yeah, it's screw that. It's like do it now. It's when when I just when, yeah, exactly. 100%.

SPEAKER_00 35:45

So I think that I think what's pretty cool about your story, and that's one of the things I I I wanted to get you on this pod is just to share. But you've had a dominant year, um sales, commissions, you've done a really phenomenal job investing your money, making sure as fast as it comes in, it's just as important to making sure you keep it. And then you're also working on some other things that are okay, how do I grow my money? I think that's the that's the name of the game, right? It's okay, let me go figure out how to make money. That's a skill set. The second skill set is okay, how do I go invest it? Because if I spend it all, what do you gotta go do? Make it again. Gotta go make it again. Now it's okay, how do I make my money work for you? You've you've transitioned into getting into credit. You know, what value did you see in in that industry, and why did you feel like it was important to go provide service in the industry?

SPEAKER_01 36:38

Honestly, um, you know, my business partner in it, he started it, and um realistically, it started with me. I just you know had a couple stuffs on my credit I wanted to get removed, like simple things. And I was like, What did you have on your credit? I just had heart increase, literally, like a ton of heart increases. I was like, let's get these removed, let's see what you know what you can do, right? And then obviously I had like a family member that had like bad, bad credit, like 400s, right? And I was like, okay, let's get them on board, let's see how you do this, how we can make this work. And I started realizing like dang, like 400 to 690 days, people like usually deal with their credit for the rest of their lives, you know, not being able to get anything. I was like, dude, we can provide value in this, like we can help people, most importantly, give people a second opportunity at credit. Yeah, right.

SPEAKER_00 37:18

And from there on just started promoting what are some things that cause a person's credit to go down to freaking 400?

SPEAKER_01 37:24

A lot of things. I mean, the main things are collections, late payments, repos, um, any derogatory marks on their credit, right? Because history makes up 40% of your report. So if that 40% is negative, because you have one one late payment can drop your credit over 100 points. Collection can drop your credit 150 points, right? So it's like it's crazy because you can be on time, you can have great credit for seven years. One little mistake, one little life choice, you start you completely just goes to the ground.

SPEAKER_00 37:50

And I think that's one of the things when people start seeing because your credit is your credibility, because people people just want to know like, is this person a consumer that can actually make follows with the payments?

SPEAKER_01 38:02

Can we trust them?

SPEAKER_00 38:03

Um, there's a lot in my opinion, I think there's a lack of education when it comes to it on understanding number one, like, hey, what's your credit utilization, right? I think I that's one of the things I'm talking to reps right now, is like, hey, if if if you're living off principal, you're living in a dangerous place because you're living pretty much paycheck to paycheck. And you we all know like when you see that account start going up from 10,000, 20,000, 30,000, naturally you're just like, oh, let me just spend out of it. But credit, in my opinion, I've actually changed it. My mindset is like it's actually great if you understand how to utilize it.

SPEAKER_01 38:34

Yeah, credit is king if you know how to utilize it.

SPEAKER_00 38:36

What's what's some of the things, some game that you would recommend to people that are maybe they effed up their credit, their credit's not that great. Like, what are some things that they need to be focusing on to get it back up?

SPEAKER_01 38:48

The biggest thing if they messed up their credit is fixing it. 18 year olds. Like you got you got a lot of 18 year olds, I mean all starting fresh with credit? Starting fresh. Yeah. Brand new. Yeah. What advice you got? The best thing you can do is go get a credit card with whatever bank you have an account with, right? If you have all your savings in Hoppo or any local bank, pull out a credit card from there so you can start building that trust. What do they typically uh approve you do? Like$500,$500 to$1,000, right? Authorized users. If your your mom, your dad, your sister, your brother has you know a seasoned credit card that has good age on-time payments, it's a perfect credit card. Have them add you as an authorized user because now you get that history on your file now. So, what does it look like? We had an 18-year-old, his brother added them to his card. So at 18, he had a four-year credit history, on-time payments, everything a$750. Was able to get a brand new car for literally no money down at the city.

SPEAKER_00 39:33

So you're just saying just being able to jump on someone else's credit history can give you that credibility.

SPEAKER_01 39:39

Yeah, it strengthens your file, and that's what banks want to see. They want to see history, a strong profile, and obviously no negative history, no derogatory marks.

SPEAKER_00 39:46

Yeah. What's would be some of the strategies when it comes to getting more funding? Like let's say, for instance, you said$500, right? For a first one. What's the what's the hack when it comes to getting approved for more on credit lines?

SPEAKER_01 40:00

One income, but two is keeping using that credit card and keeping under 30% utilization, right? If your limit's$500, you're using$200, pay that off every two weeks. The banks like to see, hey, we can trust this person with this amount. If he applies again, we can trust them with more now, right? So they just want to see that they can trust you. And as you build that trust, they start giving you more and more and more. Soon enough, you'll be at a$15,000,$20,000,$30,000,$50,000 credit card, right? Because you've built that trust.

SPEAKER_00 40:26

But you know, I think one of the things about credit, it's a it's it's a mentality, but credit can be dangerous because very dangerous. Well, you get in that habit of just swipe, swipe, swipe, swipe, swipe. You know, you you you can you can accumulate a lot of debt. What are some of the things is that what you're recommending? Is if you are going to spend it, pay it off as quickly as possible?

SPEAKER_01 40:44

Yeah, 100%.

SPEAKER_00 40:45

Because I see people, they just get they drown themselves in a lot of debt.

SPEAKER_01 40:49

And that's the scary side, is some people they don't they don't watch that side of things, and it can, you know, you can go into a deep, deep hole.

SPEAKER_00 40:55

And when you look at goals, right, you look at okay, if I'm really trying to go grow my actual income, um they're they're playing the they're playing the leverage game. Like, okay, may they make my make my money, and then I'm gonna go pay off my credit. What's the uh what about someone that's actually I don't know, mid-40s, mid-30s right now, and they you know had a repo or bankruptcy. What are some strategies there?

SPEAKER_01 41:20

The first thing would be to get it removed because these items stay on your credit, they're designed to stay for seven to ten years. So you can be on time after having a repo. You can say, Oh, I'm on time for the next five years. It's still gonna hold your credit back because the negative history, think of it as like a brick wall. So you can be on time, but if you have that repo holding you back, you're never gonna be able to pass that 600 credit score or 650. And the banks, all they're gonna see is, hey, you weren't able to make payments on time based off your history. We can't trust you, so we're not gonna approve you. Or we're gonna give you an insanely high interest rate, which of course nobody likes. So it's first things first is taking care of that negative history, remove that so now you have a clean file and you can build off a clean file.

SPEAKER_00 41:55

And then obviously we're in solar, but what about someone that's looking to get solar and they need their credit up? You know, they're dealing with like a 600. What are some of the things that typically like most homeowners have to go through if they want to get the credit up?

SPEAKER_01 42:06

It depends what they're at. They're like right under our threshold. Um, sometimes there's like a simple credit boost paying off a couple cards. Like I think we had someone that had like you know high utilization. I was like, look, you're literally right under our threshold. Pay some of this off, lower that utilization. We can get you approved in like two, three weeks, right? Soon enough, they did that, came back, got them approved. So sometimes if they're typically if you're above a 600, like 600, 650, it's some minor stuff that you can just do, like paying off your cards, right? Getting maybe some hard increase removed, and you can get to that level to get approved for the things you want.

SPEAKER_00 42:36

So, what advice would you give to to someone right now that's looking to number one, level up their their sales game, but then also level up their credibility in the same in the sales game because it goes hand in hand.

SPEAKER_01 42:48

To level up your sales skills, the biggest thing I'd say is um create more opportunities for yourself, right?

SPEAKER_00 42:53

It's not all about making money, it's about how do I go grow it.

SPEAKER_01 42:56

Exactly, yeah. And I think one of the biggest things is network, build your network because that's how you'll be able to have more opportunities, not only to invest your money, but also to make more money, right? When you network with someone and you provide value to them, you can provide a service to them. And now that's another form of income that you have. Leverage the credit, right? If you're already gonna spend this money anywhere at the store, gas station, leverage the bank's money and get rewarded for it. There's bonus points, there's rewards, all this stuff. So now you're getting some money back, right? But obviously, level up your income so that you can be able to do that, right? Because you said if you drown yourself in credit and you're not growing your income, you're not gonna go anywhere, brother. Yeah, let me follow you.

SPEAKER_00 43:31

Yeah, like I got$50,000 in debt right now. Um, I only make like$25 an hour. Yeah, no. So with that said, I mean, huge shout out to you. I mean, give you your flowers, Osman. It's been pretty cool to just sit back and just see your success. Um, I love seeing you seeing you win. I love seeing you get your sports car. Um, I love the the success that you have around the people you're hanging around with. I mean, you got you got buddies with a Lambo, and you got the Frimy. You guys are one of the only ones in Tri Cities with uh those type of cars. So in my opinion, it's it's pretty cool to see what's the goal for you. What's the long term goal for you?

SPEAKER_01 44:06

Honestly, long term goal is build more businesses. Okay. At the end of the day, I want to build that that um I'd rather invest my money into businesses that'll create me more more income. Um long-term goal is you know five businesses by 30, you know, have my wife retired, my family, my parents are no longer working, you know they're and if they are working it's for me, you know, because I've been able to provide for them and give them an opportunity. And mainly time freedom. Time freedom is the main thing I'm after right now. It's no longer the money.

SPEAKER_00 44:33

Why is that?

SPEAKER_01 44:34

Time's the one thing we can't get back, right? I believe this and I say it all the time you can make all the money in the world. It's not going to bring back time. Right? Time and location freedom I feel I feel like it's now that I've been able to make you know somewhat of good money right not insane amount I realize okay I have the skill to make money now how can I use this to gain more of my time back. Right? I mean I know I'm not I'm I'm 24 years old but the sooner I can learn that skill 24 dude sound like I was 24 holy crap. Yeah man it's like the sooner I can develop that skill and learn time freedom and be able to get to time freedom is like when I know you know it's made it what's your biggest whys what's your biggest whys on why you're doing all this honestly my parents okay seeing them in their you know 50s now say early 60s still working is like dude they don't need to be doing that right I want to be able to provide for my family. You want to do this I got you you need this you said you said one of the the most important things for you the five most things you're proud of is supporting your parents financially what are some things you've you're doing for your parents now that you weren't able to go do years ago if they want to go like on a trip or something like I'll cover it right if they want to my like my mom wants something she's getting it bro like whatever I got to do I'm gonna make it happen right my dad needs help I'll do my best to help him too you know whether it's business wise or funding wise for something he's trying to do right because he likes the the cattle game right if he needs some advice what instrument do you buy him? A trumpet. Yeah I bought it him uh a few like two years ago it was like one of them that he really wanted and right now I'm actually focusing on getting him another one that's it's super hard to find it's like right under$10,000 but it's like it's hard to find it so I'm just trying my best.

SPEAKER_00 46:13

Give it to him for like his uh um I think it's like his 60th 65th birthday coming up that's one of the things I just saw my parents last week and uh you know can't take it for granted you know they get older and older and I feel like it's our responsibility making sure we take care of them. Yeah exactly with that Osman I appreciate you jumping on the sh on the pod I'm excited to roll this out to the listeners um where can people find you or follow you?

SPEAKER_01 46:37

Uh Instagram Osmotion with two ends TikTok Osmotion Snapchat Osmotion it's all the same thing right there so follow me there you guys can learn sales credit uh mentorships anything you guys need you know we're happy to provide the value and help everyone out and any final words for the people one thing that I've focused on lately and I've said all the time it's a simple sentence it isn't easy but it is simple don't overcomplicate it's put one foot after the next keep going you'll figure it out as you go come on you heard it live and direct thanks for tuning in to the Monumentality podcast we're excited to roll this out appreciate it