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Inside Look In Our Inner Circle Coaching - Mack Bjorn
85 Plays1 year ago
Mack Bjorn, a member of our Solciety coaching program, is on today's podcast to share the growth he's made since investing on his education in solar. Being a man with a military background, Mack found his room for growth by constantly educating himself and accepting criticism from the program: making him produce even more as a result.
The SOLARPRENEUR podcast is here to help you close more deals in the solar industry, generate more leads and referrals, and hopefully, have a much better time and situation.
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Transcript
Taylor's Journey from $50 to Solar Success
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
00:00:08
Speaker
My name is Taylor Armstrong.
00:00:10
Speaker
I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
00:00:19
Speaker
I teach you how to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro, and closing more deals.
Defining a Solopreneur
00:00:31
Speaker
What is a solopreneur, you might ask?
00:00:33
Speaker
A solopreneur is a new breed of solopro that is willing to do whatever it takes to achieve mastery, and you are about to become one.
00:00:41
Speaker
All right.
00:00:42
Speaker
What's up,
Introducing Mac Bjorn
00:00:43
Speaker
everybody?
00:00:43
Speaker
We are doing a special, special episode today.
00:00:46
Speaker
This is actually something we've never done before.
00:00:48
Speaker
And that is we're bringing someone that is in our coaching program, our society inner circle, we call it.
00:00:56
Speaker
This guy, he's been working with us for like six months now in the program.
00:01:02
Speaker
And I've learned a lot from working with them.
00:01:03
Speaker
And then it's just been, you know, cool seeing your growth in the program and then just seeing you like constantly improve.
00:01:11
Speaker
So thanks for coming on the podcast with us.
00:01:13
Speaker
We got the one, the only Mac Bjorn saying that right, right?
00:01:16
Speaker
Hey, yeah, Bjorn, you got it, dude.
00:01:19
Speaker
Straight from Denmark.
00:01:20
Speaker
Thanks for having me on.
00:01:21
Speaker
I'm excited.
00:01:22
Speaker
Yeah, it should be fun.
00:01:23
Speaker
And this is our first time doing this.
00:01:26
Speaker
And you've had a ton of experience.
00:01:29
Speaker
So that's what's cool is it's not like you're not like a beginner solar sales guy.
00:01:33
Speaker
But I think we've been able to see some growth in you in like the past six months.
00:01:37
Speaker
And like I've learned stuff from you, too.
00:01:39
Speaker
It's been cool.
00:01:40
Speaker
But yeah, today's podcast, we just want to talk a little bit about what some of the things we've been able to work through in the past six months.
00:01:49
Speaker
I don't know, maybe share some of the growth growth you've seen.
00:01:51
Speaker
And then, you know, like we're going to highlight you too.
00:01:54
Speaker
So I know you got some you got some fire to share as well.
00:01:58
Speaker
But yes, do you want to give us just your little background readers digest
Mac's Background and Career Shift
00:02:02
Speaker
version?
00:02:02
Speaker
Mac, how'd you get into solar?
00:02:04
Speaker
Where are you selling at?
00:02:06
Speaker
Give us your background so our listeners know where you're coming from.
00:02:09
Speaker
Yeah, for sure, for sure.
00:02:10
Speaker
So I first started solar or door to door sales back in 2017.
00:02:16
Speaker
I'm from Utah just like you.
00:02:17
Speaker
So it's pretty much every semester of college, like you're getting recruited and stuff like that.
00:02:23
Speaker
I went out with my buddies, did a summer and then joined the military.
00:02:28
Speaker
Uh, did that for a few years, uh, came out and then I went to school for finance.
00:02:34
Speaker
I literally just Googled on the internet, like what degrees make the most money.
00:02:41
Speaker
Like number one was finance.
00:02:42
Speaker
So I went into that and then, um, um,
00:02:46
Speaker
Back when I got out of the military, I basically called all my old buddies that I sold satellite TV with and said like, hey, what's everyone doing now?
00:02:56
Speaker
And then they talked to me about the solar opportunity.
00:02:59
Speaker
And I think the thing that like attracted me the most was you're not trying to like get people to pay for something they're not already buying.
00:03:08
Speaker
Like they're already borrowing power.
00:03:10
Speaker
You're just showing them a way to pay less.
00:03:12
Speaker
And then after I did a internship of investment banking, hated it.
00:03:17
Speaker
Like it was just so boring, staring at spreadsheets all day.
00:03:21
Speaker
Decided to drive out and I had like 250 bucks in my checking account, 1999, Oldsmobile Alero.
00:03:29
Speaker
Pretty I was in Logan, Utah at the time pretty much packed my stuff and then drove out and started solar and then that was three years ago now.
00:03:38
Speaker
Oh, okay.
00:03:39
Speaker
Started my fourth year.
Military Discipline's Impact on Sales
00:03:40
Speaker
Yeah.
00:03:40
Speaker
Well, hey, you had you had more money than I had in my checking account when I first started.
00:03:44
Speaker
So yeah, you got like 50 bones, right?
00:03:48
Speaker
Let's go.
00:03:49
Speaker
Small beginnings.
00:03:50
Speaker
Yeah.
00:03:51
Speaker
Yeah, humble.
00:03:51
Speaker
Yeah, it's cool.
00:03:53
Speaker
But yeah, I think we talked about in solar, a lot of guys with military backgrounds.
00:03:58
Speaker
I think those guys tend to have success probably more than other backgrounds.
00:04:04
Speaker
So that's something I don't know if I've even asked you about that.
00:04:06
Speaker
But your military background being in it was army, right?
00:04:10
Speaker
Yeah.
00:04:10
Speaker
Okay.
00:04:11
Speaker
Yeah.
00:04:11
Speaker
Do you feel like that contributed to a lot of the success you have today or what?
00:04:15
Speaker
Yeah.
00:04:15
Speaker
What would you say that?
00:04:17
Speaker
How did that help you getting into door to door?
00:04:19
Speaker
Or if not, that's fine, too.
00:04:20
Speaker
But do you think that contributed a lot to, you know, maybe organization and helped you get into door to door, too?
00:04:28
Speaker
Oh, yeah, for sure.
00:04:29
Speaker
So we had this saying back when I was in, it was like discipline equals freedom.
00:04:34
Speaker
But basically, the biggest thing is like the days were so structured, like you got up at a certain time.
00:04:39
Speaker
The first thing you did was exercise, then you ate, then you did training all day, and then you came back and pretty much just rinse and repeat.
00:04:47
Speaker
And that's...
00:04:48
Speaker
something I applied to door to door to like discipline equals freedom.
00:04:52
Speaker
So I feel like a lot of it is just consistency.
00:04:55
Speaker
If you're constantly getting out there and you're talking to people and you have like a consistent routine of what you're doing, like there's no way you don't win eventually, you know?
Discipline Equals Freedom in Sales?
00:05:05
Speaker
That's good.
00:05:06
Speaker
Yeah, I love that.
00:05:06
Speaker
I think, I think Jocko talks about that and
00:05:10
Speaker
I think he has a chapter of that, Extreme Ownership.
00:05:12
Speaker
You read that book?
00:05:13
Speaker
Yeah, dude, I love that book.
00:05:14
Speaker
We studied that book my last year at Blue Raven.
00:05:17
Speaker
That was like our theme for the year.
00:05:19
Speaker
I'm all about Jocko.
00:05:20
Speaker
Yeah, he's a stud.
00:05:23
Speaker
But yeah, he talks about that too.
00:05:24
Speaker
And it's funny, like, yeah, you think about in solar too, the people that are disciplined
00:05:30
Speaker
getting their hours in.
00:05:31
Speaker
Like we're at this sales bootcamp right now, Sam Taggart.
00:05:34
Speaker
And it was funny.
00:05:36
Speaker
They were just talking about that.
00:05:38
Speaker
He was talking about like, he asked a question, Hey, how many of you have told your guys to get out on the doors at two?
00:05:43
Speaker
How many think your guys are actually on the doors at 2 PM every day?
00:05:47
Speaker
And then there's like one person,
00:05:49
Speaker
like one manager that raised their hand because most it's like they say get out at two and then they're showing up 30 minutes an hour later you know um but you think about that and the guys that are making the most money that i think have the most freedom is they're like taking that to heart they're super disciplined getting out when they say they're gonna get out like really it does create more freedom because if you if you have more money yeah then you can have more freedom to do the things you want
00:06:15
Speaker
It's like, then you're not one of the guys who 10 years later, you're like, oh, I can't afford to go to a weekend event because I got bills to pay.
00:06:22
Speaker
Like you're less free.
00:06:23
Speaker
So sounds like that was a big thing that they talked about in the military all the time is just being super, super disciplined and all the daily things and all that.
00:06:32
Speaker
Yeah, for sure.
00:06:32
Speaker
And like, um, like nowadays I'm actually able to like do 10 days on 10 days off.
00:06:40
Speaker
And like at the beginning, three years ago, when I got in that, that wasn't like the reality is the situation.
00:06:45
Speaker
So like, I feel like when you first get in, I would do like 10 AM to 8 PM, six days a week.
00:06:50
Speaker
Yeah.
00:06:51
Speaker
And then I did that for like the first six months or so, just kind of get the reps in.
00:06:56
Speaker
And then, um,
00:06:58
Speaker
as you get going, like your skills are going to increase.
00:07:01
Speaker
And so now it's pretty much just about the inputs.
00:07:05
Speaker
Like I know how many people I need to talk to.
00:07:09
Speaker
I know what percentage are going to convert to signings.
00:07:12
Speaker
I know what percentage are going to convert to installs.
00:07:15
Speaker
And then once you have that, and we were even talking about yesterday at Sushi of like, if you consistently do the inputs day in and day out, like life is crazy.
00:07:24
Speaker
Life gets busy.
00:07:25
Speaker
Stuff's going to come up.
00:07:26
Speaker
But then when stuff does come up because like you had the discipline prior, it opens up that freedom and you can like literally, this job's like whatever you want it to be.
00:07:36
Speaker
Yeah.
00:07:37
Speaker
Which is sick, dude.
00:07:39
Speaker
I do not want to go back to investment banking staring at a computer for eight hours a day.
00:07:43
Speaker
No, sir.
00:07:43
Speaker
Yeah.
00:07:45
Speaker
I know.
00:07:45
Speaker
Well, yeah, and like you're in Arizona and what's cool is, yeah, I know you work a lot in Nevada.
00:07:51
Speaker
Now you worked hard to close a bunch of deals in Nevada.
00:07:54
Speaker
Now you have more freedom to like you guys just got done mountain biking, you know, what, playing pickleball.
00:07:59
Speaker
You do all this stuff out here.
00:08:01
Speaker
I mean, this guy's the next machine gun Kelly over here.
00:08:05
Speaker
He's doing raps and stuff.
00:08:07
Speaker
So, yeah, like there's a balance.
00:08:10
Speaker
Like you can't take advantage of the freedom.
00:08:12
Speaker
But I know that's part of you going out and crushing on these blitzes.
00:08:16
Speaker
It's allowed you to be a little more flexible in other areas where maybe you, you know, a lot of people can't experience that.
00:08:23
Speaker
But yeah, I want to segue.
Importance of Tracking and Accountability in Sales
00:08:25
Speaker
So like we mentioned in the beginning, you've been in our coaching group for about six months, seven months or so we've been working together.
00:08:32
Speaker
And that's something we talk about a ton is just like the accountability aspect, tracking your numbers.
00:08:39
Speaker
And so part of it is we do these weekly calls and I always ask you, hey, like how many conversations did you have?
00:08:45
Speaker
How many sits did you have?
00:08:47
Speaker
And that's something that I think we are pretty serious about tracking in the program.
00:08:52
Speaker
But for you, how has that helped you?
00:08:54
Speaker
Just like the accountability, tracking the numbers more.
00:08:58
Speaker
How has that helped you over this past six months?
00:09:01
Speaker
What's that been like having just a little bit extra accountability and like digging in those numbers?
00:09:06
Speaker
Dude, it's helped me tremendously.
00:09:07
Speaker
Because the first company I was at, it was very systemized.
00:09:13
Speaker
They'd been in business for a while.
00:09:15
Speaker
Everything was pretty dialed.
00:09:17
Speaker
And then I thought I knew everything there was to know about solar after the first couple of years, probably like everybody else.
00:09:24
Speaker
And then when I transitioned to my next company,
00:09:30
Speaker
I didn't even know what PPW was.
00:09:33
Speaker
I didn't know that you could use different installers and banks.
00:09:36
Speaker
And so I knew I was out of my element pretty quick.
00:09:40
Speaker
And then that's when we linked up for the Solarpreneur program.
00:09:44
Speaker
And that helped me a ton, just like getting over the learning curve fast.
00:09:48
Speaker
And then tracking those inputs like because there's some days where I mean, there's probably some people that are freaks out there and they just like wake up and want to go knock doors.
00:10:00
Speaker
But I think for most of us, like out of six days, I maybe feel like doing it like two days.
00:10:06
Speaker
Yeah.
00:10:07
Speaker
And then, so a lot of it is just breaking it down to like the ridiculousness and after tracking numbers and knowing, like, for example, for me, it's like every eight people I talk to, that's going to turn into a deal.
00:10:20
Speaker
And so it's kind of like switching the focus from like deals to more of like, hey, I'm just going to talk to 10 people today or 15 people today and see what happens.
00:10:32
Speaker
And then from there, like,
00:10:34
Speaker
if you have the discipline to hit your inputs, you know, the outputs are always going to be there.
00:10:39
Speaker
And so then that's when you can really design like what your lifestyle is going to be like.
00:10:44
Speaker
And like, for me personally, I like going hard for like 10 days in a row.
00:10:48
Speaker
And then I feel like I, instead of like stretching it out over the month, I just go hard and hit the inputs within two weeks.
00:10:57
Speaker
And then that allows the rest of the two weeks to
00:11:00
Speaker
manage the projects and then have a little bit of fun and hang out with the wife and everything, you know?
00:11:06
Speaker
No doubt.
00:11:06
Speaker
She's there watching the podcast.
00:11:08
Speaker
Shout out to Sierra.
00:11:10
Speaker
Yeah, she says a bunch of deals for me too.
00:11:12
Speaker
It's awesome.
00:11:14
Speaker
That's the key.
00:11:14
Speaker
Was that part of the agreement before you got married?
00:11:16
Speaker
You're like, you're going to be my setter for the next 10 years.
00:11:19
Speaker
You have to go knock doors.
00:11:20
Speaker
Oh, absolutely.
00:11:21
Speaker
I actually made her sign in blood too.
00:11:23
Speaker
So there's like no way she can get out of it.
00:11:26
Speaker
Genius.
00:11:26
Speaker
I wish I would have thought of that.
00:11:27
Speaker
Yeah, dude.
00:11:30
Speaker
No, that's cool.
00:11:31
Speaker
What's cool about you, Mac, is you were already having a decent amount of success before you started in the coaching group.
00:11:38
Speaker
And I know now you're also in Noxstar.
00:11:41
Speaker
We went to the Noxstar events a couple months back.
00:11:45
Speaker
And so, yeah, it's something I really respect about you.
00:11:47
Speaker
And I think that's the guys that grow the most, that have a lot of success, is even though, like me, you, we already were having success, I think what takes it to another level is just...
00:11:58
Speaker
being just having that mindset of, hey, I don't know everything.
00:12:01
Speaker
There's still a lot to learn and there's power and having more accountability, just like being connected with other guys who maybe can poke holes in things you're doing, see things that maybe you couldn't see.
00:12:14
Speaker
So for you, even though you're having success, what made you decide to invest in, you know, our coaching group, stuff like Knockstars?
00:12:22
Speaker
Like what makes you want to keep growing even though you're already having like a pretty good amount of success?
00:12:27
Speaker
Yeah, that's a good question.
00:12:29
Speaker
So the first thing that sparked it was whenever I'd get into like offices, so I was kind of like the new market launch guy at my first company.
00:12:41
Speaker
So I launched four offices over the course of the two years.
00:12:45
Speaker
And then when you're managing offices and running teams, it feels like you don't get as much like training value.
00:12:53
Speaker
And so, um, actually my grandpa was like, uh, he was known for, he was like a big reader, grandpa Bjorn.
00:13:02
Speaker
Um, and he would always like read books and educate himself.
00:13:06
Speaker
He was always like super big on education and that's what my parents preach.
00:13:10
Speaker
And so I knew that like, um, if I was running the teams, like, um,
00:13:18
Speaker
eventually these guys are going to pass me up if I'm not trying to like fill my cup up too.
00:13:23
Speaker
So I need to learn twice as fast to be able to give them the value.
00:13:28
Speaker
And then I also learned that it was a tax write-off.
00:13:30
Speaker
So like, yeah, there's no reason anybody shouldn't be investing in their own education.
00:13:35
Speaker
Like it's just going to make you better, make you more money and it's a tax write-off.
00:13:40
Speaker
And so I think those two things are,
00:13:43
Speaker
like really sparked it of like, I didn't want the people in my office to outgrow me like I always wanted to provide them value.
00:13:52
Speaker
And then I needed accountability.
00:13:54
Speaker
And then it was a tax write off.
00:13:58
Speaker
And like, you know, the education is just gonna, like shorten the learning curve and make you more money for the same thing that you're already doing.
00:14:05
Speaker
Yeah, true.
00:14:06
Speaker
Yeah.
00:14:06
Speaker
And anyone that's having a lot of success, I think anyone, anytime I go in an event or like get coaching from someone else, like you see these people, you think, oh, they've made it.
00:14:18
Speaker
They never need to be coached by anyone else.
00:14:20
Speaker
But like there's always, you know, another level you can learn from.
00:14:24
Speaker
Like I still have my coaches.
00:14:26
Speaker
I'm at Sam Taggart's event right now.
00:14:28
Speaker
I know he still has coaches that he's learning from.
00:14:31
Speaker
So I think whatever level you're at, it's really powerful to have someone that can just like maybe see things you can't see, hold you accountable.
00:14:40
Speaker
Cause that's another thing.
00:14:41
Speaker
Like you invested money into this too.
00:14:43
Speaker
So do you feel like with you putting your money on the line, do you feel like that alone is like, you know, made you a little bit more committed when you're out there?
00:14:50
Speaker
Maybe when you didn't feel like knocking.
00:14:52
Speaker
Oh, absolutely.
00:14:52
Speaker
Because for me, when I'm spending money, I'm like, oh shoot.
00:14:55
Speaker
Like,
00:14:56
Speaker
Like if I'm being lazy, that means that all the advice I'm taking from my coach, it's kind of going down the drain if I don't actually go out and implement what he's talking about.
00:15:05
Speaker
So I don't know if you think like that.
00:15:07
Speaker
Yeah, absolutely.
00:15:08
Speaker
And we had this like saying in the military that was right time, right place, right uniform.
00:15:12
Speaker
And so like when I didn't hit KPIs, I knew that we were going to have a call no matter what.
00:15:17
Speaker
And then also like just practicing what you're preaching.
00:15:19
Speaker
Like if you're teaching solar and you're not learning yourself,
00:15:25
Speaker
And then you're expecting other people to like learn from you.
00:15:28
Speaker
The best leaders, like they always lead by example.
00:15:30
Speaker
And so that was one thing I respected a lot about you is even though, you know, you've been in the industry for a while, you're literally running a coaching program and you have like a huge podcast.
00:15:42
Speaker
Like you were the one that like took me to the knockstart retreat and stuff.
00:15:46
Speaker
And I was like, dude, like if this guy's been doing it eight years and he's still got stuff to learn.
00:15:51
Speaker
Solar is funny.
00:15:51
Speaker
It's like the more you learn about it,
00:15:54
Speaker
the more you realize you don't know.
00:15:56
Speaker
Yeah.
00:15:57
Speaker
Yeah.
00:15:57
Speaker
No, a hundred percent.
00:15:59
Speaker
I know.
00:15:59
Speaker
That's why I've been like, I'm at this sales summit right now.
00:16:03
Speaker
And I like, I probably over the years I've been to, I don't know, a couple of dozen of these.
00:16:08
Speaker
And it's like, yeah, sometimes there's stuff, but even stuff that gets repeated.
00:16:12
Speaker
It's like, sometimes it takes 10 times hearing something to actually like digest it and, um, you know, go out and apply it to.
00:16:20
Speaker
So yeah,
00:16:21
Speaker
I think it's powerful.
00:16:21
Speaker
But yeah, and then another thing we do in the program, so the last couple questions there, Mac, is we give you access to our CERO group, which is where you can record your own calls, you can record your appointments.
00:16:36
Speaker
Sorry, we got a truck driving by here.
00:16:39
Speaker
XPO.
00:16:40
Speaker
Edit this out.
00:16:41
Speaker
Dude, I was named after Mac Trucks.
00:16:43
Speaker
Did you know that?
00:16:44
Speaker
Oh, yeah.
00:16:44
Speaker
I think you told me that.
00:16:45
Speaker
Yeah, my dad was a trucker.
00:16:47
Speaker
Let's go.
00:16:48
Speaker
Got to get the freight to where it needs to go.
00:16:49
Speaker
Yeah, it's funny.
00:16:50
Speaker
This event, it's all outdoors.
00:16:52
Speaker
I think this is the first all-outdoor event I've been to.
00:16:55
Speaker
But we get ambulances driving by, Mike O'Donnell's out speaking, and we got fire trucks driving by, planes going over and all that.
00:17:03
Speaker
Keeps us on our toes.
00:17:05
Speaker
But no, so yeah, what I was going to ask is you've had access to our Ciro Group 2, and I think that's one of the most powerful ways where we've been able to see, like, okay, what's happening in your deals?
00:17:17
Speaker
Is this effective what you're saying to close and all that?
00:17:20
Speaker
And matter of fact, we actually featured you in one of our podcasts.
00:17:24
Speaker
We went and took one of your recordings and kind of broke it down.
00:17:27
Speaker
So that was really cool.
00:17:28
Speaker
But yeah, how has that helped you just having access to be able to record your deals and not only you listen to it, but then, you know, us be able to give you some feedback.
00:17:35
Speaker
Do you feel like that's been a thing that's helped you make a lot of progress these past six months?
Analyzing Sales Calls for Improvement
00:17:40
Speaker
Oh my gosh.
00:17:40
Speaker
Yeah.
00:17:41
Speaker
I freaking love zero.
00:17:42
Speaker
So like, I think at the beginning for me, um, first of all, like for you to hear what you sound like, cause, uh, we always, um, like expectations versus reality.
00:17:55
Speaker
Um, it's kind of funny because I feel like once you get in sales flow, you, it's almost like you forget what happened or like, I've even like blacked out a few times to where like, I've walked out of the home and I'm like, I don't even know what just happened.
00:18:06
Speaker
But, uh, when you listen to yourself back, like you'll just notice a lot of little things like, oh, I'm talking too fast or this is where it went wrong.
00:18:15
Speaker
Like a lot of the deals that I didn't close, you'll go back and hear them.
00:18:18
Speaker
And you'll like, you're like that thing right there.
00:18:21
Speaker
When I said that is kind of, yeah.
00:18:23
Speaker
I feel like where I lost them and then getting input like from your coaches to you just made it like super easy to where I was already out in the field anyway.
00:18:31
Speaker
So I would just record and then I was able to like listen on my way to area.
00:18:37
Speaker
It even has like a bunch of statistics like it'll have like your pace speaker share stuff like that.
00:18:45
Speaker
And so I would compare a lot of my statistics to like your closes.
00:18:50
Speaker
and some of the other closes you pass on there and just make sure that like I wasn't talking too much that my pace was right and then getting the feedback it was super convenient because like it would it would highlight the comments to where you would say one thing and you can give feedback of like something that was 20 minutes in yeah and then and to anybody that's like running teams like just know that
00:19:16
Speaker
whatever your setters are telling you what's happening on the door, like chances are it's probably something different.
00:19:23
Speaker
And so like giving them access and then being able to do like direct feedback to exactly like what they're saying
00:19:33
Speaker
helps a lot because I feel like a lot of times if you don't have stuff like that, you're really just kind of guessing.
00:19:40
Speaker
Yeah.
00:19:40
Speaker
And we used to have like this saying in finance or whatever, but it was like, why guess when you can measure?
00:19:47
Speaker
And so it's like, if you can measure it, just measure it.
00:19:51
Speaker
And then when you have a baseline, you can see if you're improving or not improving.
00:19:55
Speaker
yeah for sure and yeah that's definitely something we try to do in the coaching group is not go off of what we think is happening but hey let's track how many conversations are we having how is that converting and then second is just tracking the you know what we're saying in the clothes um you know tonality everything so yeah it spins and that makes it convenient for me too i can go in there and just
00:20:18
Speaker
leave your comments, leave your voice memos.
00:20:21
Speaker
And yeah, it's something that I've personally had a lot of growth with too, is just listening to my own recordings.
00:20:27
Speaker
So hopefully people listening to this, even if you're not using an app like Xero, I mean, it's super powerful to just be able to record yourself and
00:20:34
Speaker
Um, hear exactly what's happening.
00:20:36
Speaker
Cause probably happened to you too, Mac, but we think we're talking this way.
00:20:40
Speaker
We think we sound confident.
00:20:41
Speaker
And then we listen back and it's like, Oh, this didn't really go how I thought it was going in my head.
00:20:46
Speaker
Right.
00:20:46
Speaker
Absolutely.
00:20:47
Speaker
And like managing, you can literally be in two places at once.
00:20:50
Speaker
Cause sometimes like newer reps, they just want you to knock with them forever.
00:20:53
Speaker
Yeah.
00:20:53
Speaker
And it's like, well, dude, I'm commissioned only too.
00:20:56
Speaker
Yeah.
00:20:57
Speaker
And so a lot of times like,
00:20:59
Speaker
They can knock at the same time that you're knocking somewhere else.
00:21:02
Speaker
And then you're still able to train them like at night when you can't knock doors and stuff like that.
00:21:07
Speaker
Yeah.
00:21:07
Speaker
Just maximizes efficiency, baby.
00:21:09
Speaker
That's what we're all about.
00:21:12
Speaker
Makes it easier.
00:21:13
Speaker
Yep.
00:21:14
Speaker
So Mac, it's been cool hearing your experience in the program.
00:21:17
Speaker
And if anyone wants to potentially get in, in our soul society, inner circle, then we have, we actually capped this at five people.
00:21:26
Speaker
I don't know if you told it, just cause like,
00:21:28
Speaker
Obviously, we do our week calls and then we have, you know, the the syrup.
00:21:34
Speaker
We're going and giving you direct feedback.
00:21:37
Speaker
So we keep it pretty tight knits.
00:21:39
Speaker
We don't want a ton of people in there just because I get 20 people in there.
00:21:42
Speaker
Then that means I can't hang out with Mac as much and want to be giving my boy Mac as much attention as we don't want that.
00:21:48
Speaker
We don't want that.
00:21:49
Speaker
It's exclusive.
00:21:51
Speaker
So if you do want to get in, we do have a couple openings right now.
00:21:55
Speaker
But last question I wanted to ask you before we wrap up here, Mac, I know another thing we have talked about a little bit is just like solidifying deals, getting the deals to install.
00:22:04
Speaker
And hopefully there's been some things that have helped you in the program, but you've actually like taught me some things that you were, you've been doing for a while too, that have gotten your deals to install.
00:22:14
Speaker
I know I would say that's one of your strengths for sure.
00:22:17
Speaker
Where I've even learned from you is how you actually get these deals, not only assigned, but then to install.
00:22:23
Speaker
Cause we all know,
00:22:24
Speaker
The glass doesn't go to the roof, then you're not making a dime on the deal.
00:22:28
Speaker
And we see all these reps get stoked about sales.
00:22:31
Speaker
But then, you know, four out of five are canceling and no money's made.
00:22:36
Speaker
So for you, Mac, what's been some of your secrets to success for having the glass actually get to the roof and converting these deals to actually go to install?
Ensuring Successful Solar Deal Installations
00:22:44
Speaker
Yeah.
00:22:44
Speaker
So, um...
00:22:47
Speaker
Biggest thing is I do like future pacing at the end.
00:22:52
Speaker
So like if they talk about cancellation at all, I just basically put them past the point of decision.
00:22:58
Speaker
And this is the line I learned from TM.
00:23:03
Speaker
But basically like, hey, hypothetically, if I snap my fingers, the panels were already installed on the roof and everything checked out exactly how I said it would.
00:23:11
Speaker
The utility company knocked on your door and tried to convince you to rip the panels off and go back to running the power with them.
00:23:17
Speaker
What would you say?
00:23:18
Speaker
That right there, like, I feel like that's really powerful because in the close, like it's like one of those things to where when people get solar, they don't, it's not like, you know, we install them like that night or anything.
00:23:31
Speaker
And they just kind of get in their head.
00:23:33
Speaker
And so when you get them past the point of decision of like, hey, if this was already done and it checked out exactly how I had said, what would the utility company have to say to get you to go back to renting the power with them?
00:23:44
Speaker
Yeah.
00:23:45
Speaker
That like, it just kind of gets them past the point of decision.
00:23:48
Speaker
They're like, dude, I wouldn't do that.
00:23:49
Speaker
And you're like, yeah, exactly.
00:23:51
Speaker
What's the only reason that you're doing it right now?
00:23:53
Speaker
Oh, cause they're a monopoly.
00:23:55
Speaker
And then right after that.
00:23:56
Speaker
So I'll do that.
00:23:58
Speaker
And then the very next day within 24 hours, that's kind of like when the buyer's remorse kicks in or whatever, they're like, holy crap, honey, I just signed up a $20,000 loan.
00:24:08
Speaker
And then I drop off like a thank you card that reminds me of the value benefits.
00:24:13
Speaker
Like we just say something like, hey, thanks for trusting us with your business.
00:24:19
Speaker
Like some of the benefits of solar are fixed rate, equity and tax credits.
00:24:25
Speaker
And then I also get them talk about referrals early on.
00:24:29
Speaker
So like I'll seed referrals in the deal.
00:24:31
Speaker
I've been on the thank you cards.
00:24:32
Speaker
I'll put a PS.
00:24:34
Speaker
Our referral program's like 500 bucks or a thousand bucks, whatever you do.
00:24:39
Speaker
And then from there, a lot of it is from booking to install.
00:24:44
Speaker
It's just once a week tax.
00:24:46
Speaker
So I just do a pipeline review that you taught me.
00:24:49
Speaker
Basically, I just review the pipeline, give it an update every week.
00:24:53
Speaker
And then after install, three months and six months and then a year, I hit them up for referrals.
00:25:02
Speaker
And the referrals are the stickiest deals like we all know.
00:25:05
Speaker
And so a lot of them are referrals.
00:25:09
Speaker
And then...
00:25:10
Speaker
buy the thank you card, future pacing, and then once a week updates through like some automated system that you'll learn more about if you join solopreneurs.
00:25:21
Speaker
That's like that helped 70% of my deals go through last year, which allows us to live the dream, you know?
00:25:29
Speaker
Yeah, that's going.
00:25:30
Speaker
That's a great ratio.
00:25:31
Speaker
Like if you're getting 70% plus to install, then I'd say you're doing good because industry average is probably like 40, 50%.
00:25:39
Speaker
So that's the goal is you want to be getting these deals actually hit the roof, make the money on it.
00:25:45
Speaker
And then that's how you're going to get referrals from it too, like you're talking about.
00:25:48
Speaker
Yeah.
00:25:48
Speaker
And just being like real too, I feel like people, they get like too salesy and they just explain everything that's good about it.
00:25:55
Speaker
But like, if people ask me like, Hey, like, why don't people do this or whatever?
00:26:01
Speaker
Like you just tell them exactly the way it is no more, no less.
00:26:05
Speaker
And then they're not surprised later on.
00:26:07
Speaker
And then as long as you just like provide a good customer experience, there's no reason they'd go back to the utility company, you know?
00:26:13
Speaker
Yeah.
00:26:14
Speaker
Yeah.
00:26:14
Speaker
Love that.
00:26:15
Speaker
Yep.
00:26:15
Speaker
So it's been awesome having you on Mac and we appreciate you coming.
00:26:19
Speaker
I did not pay Mac to like, you know, give us a little testimony for the program, but we appreciate you, you know, sharing some of your experience so far in the program.
00:26:29
Speaker
And what's been your last thing?
00:26:31
Speaker
Like what's been your results over the past six, seven months working together?
00:26:35
Speaker
What do you feel like have been the benefits?
00:26:36
Speaker
What are some maybe results?
00:26:39
Speaker
Maybe more closed deals.
00:26:40
Speaker
What do you think you've gotten over the past six, seven months?
00:26:43
Speaker
If you had to like sum it up and I don't know, short version for someone potentially thinking about getting more coaching.
00:26:49
Speaker
Oh, dude, there's so much.
00:26:50
Speaker
So one, my referral business went way up, probably like as much as 40 to 50%.
00:26:59
Speaker
And then like, it's kind of hard to quantify it, but the amount of extra sales that I've made off overrides from like training other people.
00:27:08
Speaker
Yeah.
00:27:09
Speaker
That's a lot.
00:27:11
Speaker
I've increased deals like 20 installs.
00:27:15
Speaker
And then I went from 60 to 70 percent pull through and then just learning how to like think like an entrepreneur.
00:27:24
Speaker
Pretty much just like more sales, more installs, more money.
00:27:26
Speaker
And then I've also made like some great friends.
00:27:30
Speaker
Like your network is your net worth.
00:27:31
Speaker
And like, I kind of got invited to Rockstar or Knockstar through you.
00:27:37
Speaker
And I've met a lot of people and dude, I'm excited for your event.
00:27:40
Speaker
Yeah.
00:27:41
Speaker
In front of the shark tank, dude.
00:27:43
Speaker
I know.
00:27:44
Speaker
Yeah.
00:27:45
Speaker
No.
00:27:45
Speaker
So yeah.
00:27:45
Speaker
I mean, thanks for plugging that too.
00:27:47
Speaker
Yeah.
00:27:47
Speaker
We've got our event come April 17th.
00:27:50
Speaker
So 2024.
00:27:50
Speaker
So make sure you join us at that.
00:27:52
Speaker
Max is going to be swimming with the sharks at it.
00:27:55
Speaker
If he doesn't get 20 deals by then, we're throwing them in naked with the shark.
00:28:00
Speaker
So we're going to miss out on that.
00:28:04
Speaker
So yeah, hope we can see all the listeners at that.
00:28:07
Speaker
And Mac, thank you so much for coming on the show with us and just sharing your knowledge.
00:28:12
Speaker
I've been able to learn from you too.
00:28:13
Speaker
So it's been awesome having you in the program and being able to collaborate.
00:28:17
Speaker
If guys want to hit you up, maybe they're thinking about potentially joining the program, have more questions, or just want to connect with you.
00:28:23
Speaker
What's the best way to connect with you more, Mac?
Connect with Mac on Instagram
00:28:27
Speaker
So Instagram, probably it's Mac, M-A-C-K.
00:28:30
Speaker
the letter N like November and then cheese 97.
00:28:35
Speaker
So yeah, mac and cheese, baby.
00:28:38
Speaker
If you just type in mac and cheese on Instagram, send me a follow.
00:28:41
Speaker
That's probably the best way DM me.
00:28:44
Speaker
And then my phone number is not just kidding.
00:28:46
Speaker
I'm not going to give her out my phone number.
00:28:49
Speaker
Michael O'Donnell did.
00:28:50
Speaker
Really?
00:28:51
Speaker
Dude, that's crazy.
00:28:53
Speaker
If you want his number, yeah.
00:28:54
Speaker
I got you, bro.
00:28:55
Speaker
Yeah, yeah.
00:28:57
Speaker
But hey, we got a lot of listeners, so I know you'd be getting a million calls.
00:29:00
Speaker
Just kidding.
00:29:02
Speaker
So yeah, thanks again for coming on the show.
00:29:03
Speaker
Guys, go hit up Mac if you have any questions about potentially applying to join the coaching group or want more coaching.
00:29:10
Speaker
You can definitely ask Mac his experience.
00:29:13
Speaker
And yeah, we appreciate you coming on, Mac.
00:29:15
Speaker
Hopefully we'll have you on in the future.
00:29:17
Speaker
when you're crushing a hundred installs by the end of the year and all that.
00:29:21
Speaker
So yeah, I look forward to continue working with you and can't wait to see you at the referral event too.
00:29:26
Speaker
Heck yeah.
00:29:27
Speaker
Thanks for having me.
00:29:28
Speaker
And like, don't link up with solopreneurs if you want to make less sales.
00:29:33
Speaker
If you want to make sales, probably don't do it.
00:29:35
Speaker
That's right.
00:29:35
Speaker
If you want to keep sucking, stay where you're at.
00:29:37
Speaker
Yeah, seriously.
00:29:38
Speaker
All right.
00:29:39
Speaker
Thanks, brother.
00:29:40
Speaker
Yep.
00:29:41
Speaker
What's up, solopreneurs?
00:29:42
Speaker
Hope you enjoyed the episode.
00:29:44
Speaker
Before you run out and start selling more solar yourself, wanted to let you know about an exciting new cheat sheet.
00:29:51
Speaker
We created specifically for you in mind.
00:29:54
Speaker
One of the top questions I get asked on Instagram, on Facebook by our listeners is Taylor, where should I start?
00:30:02
Speaker
What episodes should I listen to in the podcast?
00:30:04
Speaker
You got too many podcasts, man, because now we have over 200 episodes.
00:30:09
Speaker
So what we've done, we created the top 10 most downloaded, most listened to, and I would say widely accepted, most useful podcasts that we've done here on Solrepreneur.
00:30:22
Speaker
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00:30:25
Speaker
So you can go, you can hit the ground running, especially if you're new, you do not want to not have this sheet.
00:30:31
Speaker
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00:30:33
Speaker
It's going to be at top10.solarpreneurs.com.
00:30:37
Speaker
Again, that's top10, the number 10,.solarpreneurs.com.
00:30:42
Speaker
Don't forget the S on solarpreneurs.
00:30:44
Speaker
We will have that in the show notes.
00:30:46
Speaker
Go download it right now.
00:30:48
Speaker
And especially if you have not listened to them, go listen to them and you can re-listen to them.
00:30:53
Speaker
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00:30:55
Speaker
So go download it and we'll see you on the other side.