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How To Create A Positive Culture For Your Solar Team - JAKE RANSOM
72 Plays2 years ago
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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
Introduction to Solarpreneur Podcast
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 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.
What is 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.
Meet Jake Ransom of Legacy Power
00:00:41
Speaker
Okay, what's going on, everybody?
00:00:43
Speaker
We are back in the studio with the one, the only CEO and co-founder of Legacy Power.
00:00:50
Speaker
Just kidding.
00:00:52
Speaker
But with the one, the only Mr. Jake Ransom, thanks for coming on the show with us today.
00:00:57
Speaker
Absolutely.
00:00:57
Speaker
Thanks for having me on, bro.
00:00:58
Speaker
Honored to be here.
00:00:59
Speaker
Honored to spend some time with you.
00:01:00
Speaker
Yeah, it's going to be a good time.
00:01:02
Speaker
And Jake, we've been friends for a while now over here working at Legacy.
00:01:07
Speaker
If you want an opportunity, hit us up for the best job in town in San Diego.
00:01:13
Speaker
But I'm excited for this because Jake, he is really the experience I've had working with this guy.
00:01:19
Speaker
He's kind of the lifeblood of the organization.
00:01:22
Speaker
He gets people fired up.
00:01:25
Speaker
He's like, if you go out and knock doors with this guy, it's a trip.
00:01:29
Speaker
It's an experience.
00:01:31
Speaker
He's like all over the place jogging door to door.
00:01:33
Speaker
So today we're going to be just jamming on like how he's been able to develop such a strong culture, how he just incorporates a lot of fun into this job where a lot of us, I think, sometimes complain a lot of negativity at times.
00:01:45
Speaker
So I'm excited for it.
00:01:47
Speaker
But yeah, do you want to kind of introduce how you got into Solar Jake and tell us about your experience so far in the industry?
Jake's Journey into Solar
00:01:54
Speaker
Totally.
00:01:54
Speaker
Well, thanks again, Taylor, for having me on the podcast.
00:01:58
Speaker
I seriously am stoked to be on this podcast.
00:02:01
Speaker
That's actually how I first heard of you was through your podcast.
00:02:05
Speaker
And when you...
00:02:07
Speaker
came to Legacy and I realized I had the opportunity to partner with you and work alongside you, I was pretty thrilled.
00:02:13
Speaker
That's been fun.
00:02:15
Speaker
Because I had known of all your experience and all your leadership abilities that you have in the door-to-door industry.
00:02:24
Speaker
And so I was pumped that I got to work.
00:02:28
Speaker
When I found out I get to work with...
00:02:31
Speaker
The solopreneur himself.
00:02:34
Speaker
So, but yeah, yeah, man.
00:02:36
Speaker
And I'm excited about this podcast and I know we're going to, I'm sure to talk a lot about solar and sales, specifically door-to-door sales.
00:02:46
Speaker
But with that being said, I'm open to...
00:02:50
Speaker
going wherever, whatever you want to talk about.
00:02:52
Speaker
I love just getting deep and having deep conversations and talk about whatever.
00:03:00
Speaker
So wherever you want to go and however you want to navigate this conversation, I'm down.
00:03:05
Speaker
Yeah.
00:03:05
Speaker
And before that, I forgot to mention, Jake, he is the, what are you, regional manager?
00:03:11
Speaker
Senior janitor.
00:03:12
Speaker
Senior janitor, okay.
00:03:14
Speaker
Assistant to the regional manager.
00:03:17
Speaker
No, my role is director.
00:03:20
Speaker
So I'm a director in the Valor division with Legacy Power.
00:03:25
Speaker
That's right.
00:03:25
Speaker
That's right.
00:03:26
Speaker
Okay.
00:03:27
Speaker
So yeah, he's running, like, San Diego, I think, is the biggest office in Legacy, right?
00:03:32
Speaker
Yeah.
00:03:33
Speaker
It is definitely the hottest office.
00:03:35
Speaker
I can tell you that.
00:03:37
Speaker
And people wise, it's definitely up there as far as roster wise.
00:03:42
Speaker
Yeah.
00:03:44
Speaker
Yeah.
00:03:44
Speaker
San Diego.
00:03:45
Speaker
And then I oversee Pioneertown as well.
00:03:48
Speaker
And earlier this year, we launched a new team in Vegas called the Sunrise Team.
00:03:52
Speaker
Nice.
00:03:53
Speaker
Yeah.
00:04:09
Speaker
Sorry to cut you off, but yeah, let's hear how did you get into solar?
Personal Growth and Taking Chances
00:04:13
Speaker
Yeah, so I've been in solar for about five and a half years now.
00:04:18
Speaker
And it's been such a blessing.
00:04:19
Speaker
Solar, I tell people this all the time, solar has literally changed my life.
00:04:25
Speaker
And I mean that when I say it.
00:04:27
Speaker
If I had not discovered this opportunity, I think my life today would look completely different.
00:04:34
Speaker
And how I discovered solar...
00:04:37
Speaker
So I was getting plugged in at a new church.
00:04:43
Speaker
I discovered a new church that I was going to, and I had met a couple people there.
00:04:53
Speaker
One of my friends that was going there was like, hey, we're doing this thing, and it's solar.
00:05:00
Speaker
And I was kind of seeing it from the distance, and so him alongside with –
00:05:05
Speaker
Two or three other guys were into it.
00:05:10
Speaker
And I, at the time, I was an Uber driver.
00:05:16
Speaker
And this was in a season of my life when I was kind of getting on my feet.
00:05:24
Speaker
I was newly sober.
00:05:25
Speaker
Okay.
00:05:26
Speaker
I had just transitioned out of a treatment center and I was living in a sober living.
00:05:32
Speaker
And I was actually the house manager of that sober living house and also working for the treatment center that I had just went through.
00:05:41
Speaker
And then so doing that and then also driving for Uber kind of like during the nighttime and whenever I could, you know.
00:05:48
Speaker
So I was doing that and I was in this kind of chapter of my life where
00:05:52
Speaker
I was kind of getting more and more into personal development and more and more into just growth overall and trying to become a better version of myself.
00:06:03
Speaker
And then started going to this new church and met a couple guys there.
00:06:07
Speaker
And yeah, they were like, hey, we're doing this thing.
00:06:09
Speaker
It's solar and like solar panels.
00:06:14
Speaker
And we're making like a ton of money.
00:06:15
Speaker
Like we're crushing it.
00:06:17
Speaker
And I was like, cool.
00:06:18
Speaker
I was like, okay, like, interesting.
00:06:21
Speaker
Tell me more.
00:06:23
Speaker
And they were like, yeah, it's solar.
00:06:24
Speaker
And, you know, solar is like, I feel like most people, they see solar and it's like, it's pretty sexy.
00:06:28
Speaker
You know what I mean?
00:06:29
Speaker
It's like kind of new.
00:06:30
Speaker
It's new technology.
00:06:31
Speaker
It's cutting edge.
00:06:32
Speaker
It's like newer type of thing.
00:06:34
Speaker
It's pretty sexy.
00:06:35
Speaker
I think that's kind of the general perception towards it.
00:06:38
Speaker
Yeah.
00:06:39
Speaker
So I was like, okay, solar, cool.
00:06:41
Speaker
And then they're like, yeah, we're making like the money in it is sick.
00:06:45
Speaker
Like we're making fat paychecks.
00:06:48
Speaker
And I'm like, word, okay, tell me more, tell me more.
00:06:50
Speaker
And they're like, oh yeah, by the way, it's door to door.
00:06:53
Speaker
Like it's door to door sales.
00:06:57
Speaker
And so when I heard that at that moment, I was like, hey, I don't think –
00:07:03
Speaker
I'm going to be into that.
00:07:04
Speaker
Like, to be real, I was like, that sounds lame.
00:07:07
Speaker
Like, that sounds whack.
00:07:08
Speaker
I don't want to be a part of that.
00:07:10
Speaker
Right.
00:07:10
Speaker
So I kind of put it on pause, still getting down in the Uber game.
00:07:15
Speaker
And I was still kind of, you know, friends with them and still kind of watching them from a distance, seeing them do their, you know, the solar thing.
00:07:22
Speaker
And then, yeah.
00:07:25
Speaker
I'll never forget.
Realizing Potential in Solar
00:07:27
Speaker
There was a kind of an epiphany moment that I had.
00:07:30
Speaker
And I don't know if you have had any of these moments in your life where there were like significant happenings or a significant day where you had like a realization or a moment of clarity that like sparked something inside of you to want to make a change in some area of your life.
00:07:50
Speaker
So for me, it was when...
00:07:54
Speaker
At the time, I was living in a little studio.
00:07:57
Speaker
Honestly, the studio was probably about the size of this room.
00:08:00
Speaker
Not very big at all.
00:08:02
Speaker
And I was getting home from driving Uber.
00:08:05
Speaker
I drove Uber like all night.
00:08:07
Speaker
I was getting home at like – it was like 3 in the morning.
00:08:10
Speaker
And I would pick up drunk people like from downtown because on the weekends when you're driving at that time of night, that's usually who you're picking up is like people that are like drunk from downtown and like Pacific Beach and stuff like that.
00:08:23
Speaker
So I was getting home and I parked my car and I was walking into my – I'll never forget.
00:08:31
Speaker
I was walking back to my studio, this tiny studio I was living in, and I had this moment of clarity, this realization where I realized that, man, I am capable of so much more for my life.
00:08:44
Speaker
Yes.
00:08:45
Speaker
And like I said, I was just getting involved and learning more about personal development and finding different books and speakers and podcasts, honestly, and stuff like this that were kind of getting my mind churning, you know?
00:08:58
Speaker
And so...
00:09:00
Speaker
It's a pretty heavy thing to think about.
00:09:03
Speaker
When you realize that you're worth more and that you know that you're capable of earning more for yourself income-wise, there's something I think that happens in many of us, including myself, where I'm like, hey, I know I'm capable of more, so I'm ready to do something new.
00:09:23
Speaker
And at that time, I had heard about, to bring it full circle, I had heard about the solar opportunity.
00:09:27
Speaker
It was kind of lingering in the back of my mind from my friends and kind of seeing them.
00:09:32
Speaker
So I'm like, hey, you know what?
00:09:35
Speaker
I don't know anything about sales.
00:09:36
Speaker
I didn't have any sales experience.
00:09:38
Speaker
I don't know anything about solar, but let me take a risk on myself.
00:09:41
Speaker
Let me take a leap of faith.
00:09:43
Speaker
And so I just dove into it.
00:09:44
Speaker
I dove into it headfirst.
00:09:46
Speaker
No experience.
00:09:47
Speaker
Definitely no door-to-door experience.
00:09:50
Speaker
And I just kind of dove in and figured it out from there.
00:09:53
Speaker
That's cool.
00:09:54
Speaker
So was it a couple people at your church?
00:10:00
Speaker
Yeah.
00:10:01
Speaker
John Soriano and my friend Jordan Metesius.
00:10:05
Speaker
Yeah.
00:10:05
Speaker
And then there was another guy, Michael Goochman.
00:10:10
Speaker
Yep.
00:10:11
Speaker
They kind of meeting them and they were kind of the ones that brought me into the business.
00:10:16
Speaker
Yeah.
00:10:17
Speaker
yeah well uh congrats on getting sober by the way thanks bro heard that part of the story so yeah it's really cool thanks bro yeah i'm coming up on this year i'll celebrate uh nine years sober that's so cool yeah that's awesome thanks man yeah one i think i don't know but i've seen a lot of people in solar in door-to-door sales specifically specifically like we all got add a lot of people you know struggle with addiction things like that
00:10:41
Speaker
That's what's really cool is people take this job seriously.
00:10:44
Speaker
They're not only making really good money, but it's really awesome to hear life-changing stories like that.
00:10:50
Speaker
I know you started getting sober before solar, but I'm sure that's personal development, probably increasing being in solar.
00:10:59
Speaker
I'm sure those things probably help just as you've...
00:11:02
Speaker
like had that mind shift and everything too, right?
00:11:04
Speaker
Definitely.
00:11:05
Speaker
And I was actually hesitant to go into door-to-door sales and further into entrepreneurship because I knew it was, especially in your first year or two, it's tough.
00:11:17
Speaker
Like, I mean, still to this day, it's a hard business to be in, you know, just being an entrepreneur.
00:11:22
Speaker
And in my first year in door-to-door, there was these times where
00:11:29
Speaker
uh, it was, I was super challenged and I'm like, ah, it was just like so difficult for me.
00:11:34
Speaker
Cause it took me a while to learn everything.
00:11:37
Speaker
And at a certain point I was, I was kind of in a way fearful that I was going to jeopardize my recovery.
00:11:43
Speaker
You know what I mean?
00:11:44
Speaker
And I was like, man, is this, am I taking too much of a risk?
00:11:46
Speaker
Because I, I know, and still even now my, my, um,
00:11:51
Speaker
my recovery is the most important thing in my life, you know?
00:11:54
Speaker
So I, I've always done my best to preserve it and to protect it.
00:11:57
Speaker
Um, so I was hesitant about going further into, to door to door because I knew that it was going to be very difficult and, and stressful.
00:12:09
Speaker
And so I was like, oh man, is that going to, you know, jeopardize my recovery?
00:12:12
Speaker
But what I've actually learned is that, and I'm so glad I continue to persevere because what I've learned is that it's been a good thing.
00:12:22
Speaker
And me practicing the mental endurance to not quit and to not give up, a lot of the principles that you learn in door-to-door, and I think in entrepreneurship in general, a lot of those are the same principles that we learn in recovery.
00:12:37
Speaker
Mm-hmm.
00:12:38
Speaker
Learning how to take inventory of kind of what's going on in our mind and understanding how to treat people well and practice integrity and always do right by people and honesty and focusing on spiritual health.
00:12:59
Speaker
A lot of parallels that I've learned.
00:13:00
Speaker
And if anything, I think being in what I've learned in door-to-door has strengthened my recovery.
00:13:07
Speaker
That's awesome.
00:13:08
Speaker
To kind of bring it to summarize that, that's kind of how I view it.
00:13:15
Speaker
And so, yeah, I just want to share that with you.
00:13:16
Speaker
Yeah, no, that's cool.
00:13:17
Speaker
Yeah, no, I got a lot of respect.
00:13:19
Speaker
I've talked to people and a lot of people in recovery.
00:13:21
Speaker
And it's like to get where you're at a point of staying sober and go with, you know, they got like the 12 steps, Alcoholics Anonymous and all that.
00:13:29
Speaker
Yeah, I definitely agree.
00:13:31
Speaker
It's like a lot of parallels in that, that if you can master those things, it's going to help a lot in what we do.
00:13:36
Speaker
So even if you're not like struggling in addiction or anything, I think that's almost a good thing for any person in door to door sales to like explore and figure out how to, you know, kind of master your emotions and...
00:13:47
Speaker
Totally.
Self-Leadership as a Key to Inspire Others
00:13:48
Speaker
Sometimes, unfortunately, people, they get taken out by the stressors of being enough people that are sober that get into entrepreneurship.
00:13:55
Speaker
They get taken because either it's either the stress of having to deal with all the rejection and all of the battles that are involved in the marketplace as an entrepreneur.
00:14:06
Speaker
or also that they get taken out because they start earning the money and they lack the stewardship of what to do with the money.
00:14:14
Speaker
And so they had their bank account starts getting stacked and then they're like, Oh, I got a ton of money in the bank.
00:14:20
Speaker
So now I can kind of like, I can go party and like, I have the money to party even more now.
00:14:24
Speaker
You know what I mean?
00:14:24
Speaker
Which is, uh, uh, not the, not the ideal mindset to have, but yeah, thankfully I've just chosen to
00:14:32
Speaker
to continue to stay focused and like be able to appreciate and stay grounded both in my recovery life and in, in my business life as well.
00:14:40
Speaker
That's awesome.
00:14:41
Speaker
That's awesome.
00:14:42
Speaker
Well, cool.
00:14:42
Speaker
So I want to shift gears a little bit, Jake.
00:14:44
Speaker
And, um, as we were talking in the beginning, what I've really learned from you and, um, you know, respected a lot is you've been able to like lead a lot of people and you just always know how to like inspire people, motivate them.
00:14:57
Speaker
And anytime I bring in my own personal recruits, um,
00:15:01
Speaker
like the first person I introduce them to is you, because I know you're going to like make them feel part of the family.
00:15:05
Speaker
And like, yeah, same lines you used on me when I first walked in the door.
00:15:10
Speaker
I'm like, man, this guy, this guy makes me feel like we've known each other for years already.
00:15:14
Speaker
And I think your lines every time is like, hey, I want to, you're like, thank you so much for partnering with us.
00:15:22
Speaker
You know, something along those lines that you make people feel like really good about stepping in the room.
00:15:28
Speaker
So, yeah, what have you been, what are some strategies or what are some things you do to maybe like in recruiting, just help people like make them feel part of a family, part of the culture?
00:15:39
Speaker
Like what are your thoughts around that?
00:15:41
Speaker
And what do you try to do with new people that you bring into legacy and what's helped you in recruiting and all that?
00:15:47
Speaker
Yeah, love those questions.
00:15:48
Speaker
So I think first and foremost, I strive to keep my cup full.
00:15:52
Speaker
Yeah.
00:15:54
Speaker
Because if my cup isn't full, then I can't pour into others.
00:15:56
Speaker
And if I'm not training myself and if I'm not constantly growing my own capacities, then I'm not going to be able to effectively lead others.
00:16:07
Speaker
So what I've discovered is that leadership really starts with leading me.
00:16:10
Speaker
It starts with leading my own life.
00:16:12
Speaker
Yeah.
00:16:13
Speaker
And I think when we're able to successfully do that, then our people skills just come naturally.
00:16:21
Speaker
I think sincere leadership, it can't be faked.
00:16:23
Speaker
When people have that genuine ability to touch people and have an impact on people and be a helper and serve people,
00:16:33
Speaker
I think those people understand this philosophy that it all starts with how I view me.
00:16:39
Speaker
If I view me like a dirtbag and I view me like I'm a piece of crap and I'm not worthy, I'm not worthy of the success, I'm not capable of winning, I don't have what it takes and I'm beating myself up up here, then when I interact with others,
00:16:55
Speaker
they're going to get that version of me.
00:16:57
Speaker
And that's going to come, that's the stuff that's going to come across, you know?
00:17:00
Speaker
But if I'm constantly edifying myself and constantly pushing myself and getting myself out of my comfort zone and speaking life into myself, then it's when I get around other people that it's just infectious.
00:17:11
Speaker
And it's just a byproduct of,
00:17:12
Speaker
of me continuously encouraging myself.
00:17:15
Speaker
And I'm not the, I'm sometimes I'm not the best at it.
00:17:18
Speaker
Um, it's still something that I'm working on is, um, you know, my, my, how I view myself.
00:17:25
Speaker
Um, and I think it's a constant, uh, exploration and a constant journey really of how we view our own identity, you know?
00:17:33
Speaker
Um, but also, yeah, to answer your question, um, when, um,
00:17:40
Speaker
I view it like this.
00:17:41
Speaker
When you meet someone, I'll say it like this.
00:17:45
Speaker
When I meet another person, I can tell when they either added to my life, and I'm not saying anything physically or... You can just tell when you meet someone for the first time, let's say...
00:18:02
Speaker
or just around anyone really, you can tell when they're contributing and they're bringing life and more life into the atmosphere or if they're draining the atmosphere, if they're lowering the vibration or if they're bringing negativity.
00:18:18
Speaker
Right.
00:18:19
Speaker
It's either a plus or a minus, you know?
00:18:21
Speaker
So having this awareness, dude, I want to be a plus.
00:18:24
Speaker
When I shake someone's hand, whether it's, like I say, a brand new recruit or there's a new dude in the office, I want to be that guy that goes out of my way to... And sometimes, by the way, we do have to go out of our way to be a blessing to others and to serve others.
00:18:38
Speaker
Yeah.
00:18:39
Speaker
But let's say there's a brand new recruit in the office.
00:18:41
Speaker
I have no idea who he is.
00:18:42
Speaker
I just saw him come in.
00:18:43
Speaker
He's an unfamiliar face.
00:18:44
Speaker
You can kind of tell he's there for the first time.
00:18:46
Speaker
I also try to put myself in the shoot, like in his shoes.
00:18:50
Speaker
And it's like, dude, if I'm in a brand new office and I don't know anyone here and I'm the newest – I'm the new guy, like how refreshing is it if someone –
00:19:01
Speaker
came up to me, someone took initiative and been like, Hey, what's up?
00:19:05
Speaker
I'm Jake.
00:19:05
Speaker
Like, good to meet you.
00:19:07
Speaker
Like, welcome.
00:19:08
Speaker
I'm glad you're here, you know, and sincerely gave them that greeting, which by the way, that's how you can find the leader.
00:19:14
Speaker
The leader is typically the one that's adding the most life.
00:19:18
Speaker
And, um,
00:19:19
Speaker
contributing with a spirit of encouragement the most, which by the way, you asked about leadership.
00:19:25
Speaker
When someone, when someone walks into the room, they should be able to find the leader.
00:19:31
Speaker
And a lot of times it's not even by the leader saying anything.
00:19:36
Speaker
The leader doesn't even have to say something.
00:19:38
Speaker
You can kind of just know you can be in a brand new room or walk into a new building and see a group of people and
00:19:46
Speaker
And the leader should be able to be identified.
00:19:49
Speaker
And having this awareness, I want to be easily found and seen as the leader.
00:19:56
Speaker
And so the more I can do to show the newest people that I'm there to serve them, the better.
00:20:04
Speaker
And also in my situation there, because there was people that did that for me over my life, you know, in my life.
00:20:13
Speaker
in my community, in my experience in sales.
00:20:18
Speaker
When I was the newest guy, the newest recruit, there was some dudes that took some time out of their day to pour into me and to teach me best practices on the door, to teach me, hey, let me help you critique your... Hey, let's meet up after correlation.
00:20:32
Speaker
It's the extra added stuff.
00:20:33
Speaker
After correlation, dude, I want to meet with you and sit down with you.
00:20:36
Speaker
We'll grab a coffee and I'll help critique your pitch a little bit and stuff like that.
00:20:40
Speaker
That kind of stuff...
00:20:42
Speaker
uh, goes a long, goes a long way.
00:20:43
Speaker
You know, there's, there's a lot of dudes that have done that in my life.
00:20:47
Speaker
So a lot of it is understanding the impact that others have made on my life.
00:20:52
Speaker
I feel an obligation to return the favor to the other guys, the other new guys.
00:20:57
Speaker
You know what I'm saying?
00:20:57
Speaker
That's really good.
00:20:58
Speaker
Is that why you shave your head?
00:20:59
Speaker
Just so people like recognize you right away.
00:21:05
Speaker
This guy's different somehow.
00:21:06
Speaker
Yeah.
00:21:08
Speaker
No, I just, yeah, I started, my hair started thinning.
00:21:10
Speaker
So that's why I started to just buzz it off.
00:21:13
Speaker
Well, you look good.
00:21:13
Speaker
You look good.
00:21:14
Speaker
Thanks, man.
00:21:16
Speaker
Well, no, but yeah, what's really cool is it kind of reminds me.
00:21:19
Speaker
So, you know, I did like a two-year mission for my church and everything.
00:21:22
Speaker
And like one of, we had a mission president that would like lead us and, you know, tell us what to do and all that.
00:21:28
Speaker
So one of his big things is in order to get people to actually stay, because we have baptized all these people, but I was down in Columbia.
00:21:34
Speaker
So it's like a lot of people would say yes and get baptized, but then they would just kind of fall off or stop coming to church and everything.
00:21:41
Speaker
So one of his big things is he would say you got to basically create like a friend circle for these people.
00:21:47
Speaker
So they need to have like kind of a responsibility, a calling, and then a group of friends too.
00:21:53
Speaker
And that way they're going to stay active.
00:21:55
Speaker
So a lot of what you do kind of reminds me of that is you make people feel like so comfortable and feel like they're part of something bigger, feel like they have a friend in there.
00:22:04
Speaker
And I think that goes a long ways towards just getting people to stick.
00:22:08
Speaker
Obviously, they got to make money too.
00:22:09
Speaker
But I think there's something to be said about getting people to feel good.
00:22:13
Speaker
And that's what you did to me.
00:22:15
Speaker
I remember when I was because I was pretty hesitant to join Legacy.
00:22:18
Speaker
And you were calling me and that definitely played a part in me coming over too.
00:22:22
Speaker
I felt comfortable in all that.
00:22:24
Speaker
So, yeah, I respect it.
00:22:26
Speaker
Thanks for sharing that.
00:22:27
Speaker
I think people need community.
00:22:29
Speaker
Yeah.
00:22:30
Speaker
People are starving for community.
00:22:31
Speaker
A lot of times I see people try to figure out life on their own, make decisions on their own.
00:22:38
Speaker
And sometimes that can be a scary thing.
00:22:40
Speaker
It can be daunting to be in a new place or a new environment or a new ecosystem and not know people or not know what you're doing.
00:22:50
Speaker
And so when we're a part of a community, we're around other like-minded people that can help us to feel like we're a part of a group.
00:23:02
Speaker
We were designed, by the way, I believe God designed us to be a part of a tribe.
00:23:07
Speaker
Right.
00:23:08
Speaker
And when people isolate themselves, speaking for me, it's the times when I've isolated myself and I'm just, I want to distance myself from people for an extended period of time.
00:23:17
Speaker
By the way, it's okay to distance yourself from people from time on occasion to kind of do self-reflection and do all that.
00:23:23
Speaker
That can be healthy.
00:23:24
Speaker
But I'm saying for an extended period of time.
00:23:26
Speaker
You know, there's, I think it's the times when I've done that for too long and
00:23:33
Speaker
Um, I've tried to find solutions on my own and haven't been resourceful through other people or through a community, uh, that I've made stupid decisions and, uh, just haven't had any growth.
00:23:45
Speaker
You know, it's, it's, it's how we learn it's everything in life.
00:23:47
Speaker
I feel like most of.
00:23:49
Speaker
life is, life is all about relationships.
00:23:52
Speaker
You know what I mean?
00:23:52
Speaker
It's all about who you know.
00:23:53
Speaker
It's all about who can share with you the next opportunity, who's going to open the next door, who's going to give you some guidance or some direction to help.
00:24:03
Speaker
Dude, one person could change, forever change the trajectory of your life.
00:24:07
Speaker
You know, so it's like you never know who you're going to meet that can completely change and revolutionize the way that you think that can set you on a different course.
00:24:16
Speaker
You know, I'm fascinated by that.
00:24:18
Speaker
Yeah, definitely,
Maintaining Intimacy and Accountability in Large Offices
00:24:19
Speaker
definitely.
00:24:19
Speaker
Yeah, and I want to, before we're out of time, I want to touch a little bit on just like culture.
00:24:24
Speaker
So here over in San Diego, I remember something that I was a little like maybe concerned about when I first came in is like we got a huge office here.
00:24:33
Speaker
It's like, I don't know, I don't even know what 100 people maybe.
00:24:36
Speaker
Yeah, it's poppin'.
00:24:37
Speaker
It's a big office, but I'd always been part of smaller teams.
00:24:41
Speaker
So I was hesitant.
00:24:42
Speaker
I'm like, man, if I join this, I'm just going to be another face in the crowd.
00:24:46
Speaker
There's not going to be maybe as much accountability.
00:24:49
Speaker
And I guess those are some of my concerns.
00:24:51
Speaker
And maybe some people will listen to this.
00:24:53
Speaker
are with us, small offices, big offices.
00:24:56
Speaker
But I think I've been surprised at like how well, even though it's a big office, you know, we're kind of divided up into squads and we got like a group chat that's popping, things like that.
00:25:08
Speaker
So what are maybe for our listeners, what are like some strategies being a part of like a bigger office?
00:25:14
Speaker
How would you say that you've been able to help create a really good culture and still kind of have that element where you feel like you're part of a smaller group and have accountability?
00:25:25
Speaker
Maybe some stuff you do in the group chat.
00:25:27
Speaker
Can you speak to that for our listeners?
The Role of Communication in Team Engagement
00:25:30
Speaker
Absolutely.
00:25:30
Speaker
That's a great question.
00:25:32
Speaker
And I definitely... It's intentional.
00:25:35
Speaker
We want to have...
00:25:37
Speaker
What we don't want to have is people on the team feeling like they're a small fish in like a giant ocean of people.
00:25:46
Speaker
Because if that happens, people just get lost in the sauce.
00:25:51
Speaker
And it's harder to track people where they're at and hold people accountable to making sure that they're doing well and living a solid life like inside of – on the team and like in their personal life as well.
00:26:06
Speaker
And so we – and this is kind of a valor philosophy is we do want to grow.
00:26:12
Speaker
We want to grow massively and accelerate this thing and blow this thing up.
00:26:17
Speaker
But as we're growing, we don't want to lose sight of the intimacy and the tight-knit feel.
00:26:25
Speaker
I think when you get to –
00:26:27
Speaker
a group of like, let's say 50, 50 people.
00:26:32
Speaker
If you have an office of 50 people, I feel like that's like a, a solid group.
00:26:37
Speaker
You know what I mean?
00:26:37
Speaker
I feel like that's a pretty,
00:26:39
Speaker
Just overall, like when you think of like a door-to-door sales team, like 50 people is like a healthy number, you know?
00:26:46
Speaker
So we're at the – so the San Diego team is – there's like 100 people on our roster.
00:26:52
Speaker
When it starts to get above 100 people, I think that's when it gets more and more difficult.
00:26:57
Speaker
Now, you can have one office of 100, 150, 200 people.
00:26:59
Speaker
It's possible.
00:27:00
Speaker
Yeah.
00:27:04
Speaker
Um, but it's, it could be wise to eventually start, begin to thinking of some type of break, break off group at that point.
00:27:11
Speaker
Um, thankfully we, we, we have our structure with the squads and the squad system, which, which will help.
00:27:18
Speaker
You can have one pretty big team and there's still accountability through the, through the squads.
00:27:23
Speaker
But I think in general, if you have a team, once you get past a hundred reps, it truly does, um, become more and more difficult for, uh, for you to,
00:27:34
Speaker
maintain that tight knit feel.
00:27:36
Speaker
Um, but yeah, I think that, and then to answer your question about communication, I've always, I've always been an advocate of, um, how I've always been an advocate of over communicating.
00:27:47
Speaker
I think a lot of the downside, the, the, a lot of the downfall of teams and leaders who are leading teams is just simple miscommunication, um, or the leaders just straight up don't communicate enough.
00:27:59
Speaker
Yeah.
00:27:59
Speaker
So sometimes I feel, okay, am I over, is this too much that I'm telling the leaders and myself to like continue to do these announcements or reminders or encouragements and stuff like that?
00:28:11
Speaker
But I always lean more towards over communicating.
00:28:14
Speaker
Yeah.
00:28:15
Speaker
And I think this is a good nugget right here, especially for people who are leading and developing teams.
00:28:21
Speaker
I think over-communication most of the time is a good thing because if there's a constant announcements, constant reminders of happenings and stuff like this, then that's going to be – the team is going to constantly be hearing from the leader and from the other people on the team.
00:28:43
Speaker
I've firsthand seen, for example, we have our group me, that's our main thread of communication amongst the team.
00:28:48
Speaker
So every single time, if the group me is dead and there's not a.
00:28:55
Speaker
pretty consistent activity in the, in the group me, that's a reflection that the team is, is dead.
00:29:02
Speaker
You know what I'm saying?
00:29:03
Speaker
But on the contrary, if you have a group me or your, whatever your group, a group chat is, if that thing's constantly popping off, that's a direct reflection that you have a healthy team because where there's consistent communication,
00:29:16
Speaker
There you have a healthy team.
00:29:17
Speaker
And it's just, I've been doing this for long enough where I've been able to see that.
00:29:22
Speaker
You show me a team who their communication threads are not very active.
00:29:27
Speaker
That's a huge red flag.
00:29:28
Speaker
And that's most of the time an indicator that you don't have a healthy team.
00:29:32
Speaker
If you have chat, your communication threads that are constantly turning and burning, that shows that people are active, they're engaging, and they're wanting to grind and grow.
00:29:43
Speaker
Yeah.
00:29:44
Speaker
Yeah, it'd be interesting to go back and, I'm sure you've done this, but go back and look at the numbers and correlate it to the amount of messages in the group meet.
00:29:54
Speaker
I'm sure it would match up.
00:29:56
Speaker
100%.
00:29:57
Speaker
Where there's the most messages, there's probably the most deals being closed.
00:30:00
Speaker
Totally, totally.
00:30:01
Speaker
And yeah, I didn't like understand that.
00:30:03
Speaker
Like, you know, I knew that it's good to be active and all that.
00:30:05
Speaker
But until I got here and saw how much you guys focus on that, I'm like, okay, I see that there's
Celebration and Respect in Team Growth
00:30:11
Speaker
a big difference.
00:30:11
Speaker
Having a culture of honor is so important.
00:30:14
Speaker
Yeah.
00:30:14
Speaker
That's why we're so big on if anyone gets, you know, let's say a closer gets a boom, gets a deal.
00:30:21
Speaker
Like the expectation is that every single person on the team like shouts them out and shows them love and celebrating one another is so huge.
00:30:29
Speaker
Because where you lack honor...
00:30:31
Speaker
you lack a sense of respect.
00:30:33
Speaker
And as soon as you, that sense of respect diminishes amongst the team, it's really hard to build momentum.
00:30:40
Speaker
What honor does is it creates a foundation for, for massive growth because when you have that spirit of celebration and honor, people want to be a part of that.
00:30:50
Speaker
Um, people want to be around people who are, uh, congratulating and celebrating one another.
00:30:55
Speaker
So, um,
00:30:57
Speaker
Everything from if you get an install, like everyone's showing you Matt to a deal.
00:31:01
Speaker
If it's a, this is the even better yet.
00:31:03
Speaker
This is the best.
00:31:04
Speaker
If it's a brand new guy, like we're talking about the new guys, right?
00:31:06
Speaker
Brand new guy setter setter gets his very first bill.
00:31:10
Speaker
Like do got his very first bill to me.
00:31:13
Speaker
That's badass.
00:31:14
Speaker
And I, as the leader, I, I want to see every single person on the roster showing.
00:31:21
Speaker
Cause how good is that going to make that brand new guy feel?
00:31:23
Speaker
Yeah.
00:31:24
Speaker
All these people like are showing me mad, mad love because I got my first bill.
00:31:28
Speaker
That's a huge milestone to get your first bill by yourself.
00:31:31
Speaker
Like you went up to the door, you pitched it and you got a bill, set a clean appointment.
00:31:36
Speaker
That's a huge milestone and that deserves to be celebrated, you know?
00:31:39
Speaker
And all that's going to do is just continue to feed into that culture of celebration and culture of honor, which again is so important.
00:31:45
Speaker
Yeah, 100%.
00:31:46
Speaker
And yeah, I've seen it with guys I brought in too.
00:31:48
Speaker
Like one of my guys, Logan, for example, he's like, I know you've helped me work a lot with him.
00:31:53
Speaker
And he's a guy that it took a lot longer to, you know, find deals, find success.
00:31:57
Speaker
I love Logan.
00:31:58
Speaker
Yeah.
00:31:59
Speaker
And he's been so patient.
00:32:00
Speaker
He's such a good example of someone who just has refused to give up and stay determined and...
00:32:07
Speaker
keep his eyes on the prize and, and stay focused.
00:32:10
Speaker
And yeah, now he's just now starting to see more and more results, which is, which is killer.
00:32:15
Speaker
I think half the battle in this business is literally just not giving up.
00:32:19
Speaker
If you don't quit sooner, eventually you'll be at around for six months and then you're on the team for a year.
00:32:24
Speaker
Once you hit that, if you hit that year milestone, it's,
00:32:28
Speaker
very likely that you're like on a good path to, to be making some killer income and be crushing it, you know?
00:32:33
Speaker
Yeah.
00:32:34
Speaker
Yeah.
00:32:34
Speaker
But yeah, something I've learned from you is like, if you see that the group me isn't active enough, slowing down, like every time without fail, Jake's in there texting us.
00:32:43
Speaker
I'm like, y'all better wake up the group me.
00:32:45
Speaker
Like that thing's looking dead.
00:32:46
Speaker
Like what's going on?
00:32:47
Speaker
You know what I mean?
00:32:48
Speaker
Cause again, that's a huge red flag.
00:32:49
Speaker
Cause what's that, what, what that's showing is like, if your communication threads aren't popping, you're,
00:32:55
Speaker
It shows that there's a lack of care.
00:32:58
Speaker
And when there's an increased sense of care and respect and really at the end of the day, it's just love.
00:33:04
Speaker
It's teammates loving on each other and having each other's back.
00:33:09
Speaker
I think that's been a huge...
00:33:12
Speaker
That's been one of the main factors that have led to the fruit of our division of valor.
00:33:20
Speaker
We just have a sincere identity of love.
00:33:24
Speaker
Like we just want to love on each other and continue to pour into each other because we know that's just going to lead to more fruit in our bank account and not just in business, but also in our personal lives.
00:33:35
Speaker
So again, we need community.
00:33:36
Speaker
We need people.
00:33:36
Speaker
We need...
00:33:38
Speaker
peers and friends in our life that are speaking life and speaking love into us.
00:33:44
Speaker
This is what I love about you, bro, is because since I met you, you've been nothing but kind.
00:33:49
Speaker
and genuine and just an overall, your spirit is so authentic.
00:33:54
Speaker
And for how much experience you have in solar, you're not puffed up at all.
00:34:00
Speaker
And you're not braggadocious.
00:34:01
Speaker
You're not full of ego.
00:34:03
Speaker
You're someone who's a student.
00:34:04
Speaker
That's why you run your podcast because you're always wanting to learn.
00:34:08
Speaker
And I have so much admiration for the way that you operate because mainly of your humility and your student mindset.
00:34:16
Speaker
Thank you.
00:34:16
Speaker
Yeah.
00:34:17
Speaker
So I want to tell you that, bro.
00:34:18
Speaker
Appreciate that.
00:34:18
Speaker
Thank you, brother.
00:34:19
Speaker
Yeah, no, I tend to, that's something I struggle with is almost being like not believing in myself enough.
00:34:24
Speaker
Cause I've always been a student, but something I personally struggle with is just like, you know, believing that I can be like really good.
00:34:31
Speaker
And that I do know a lot.
00:34:33
Speaker
Yeah.
00:34:33
Speaker
Cause I get it a lot sometimes too.
00:34:36
Speaker
So I'm right there with you.
00:34:37
Speaker
I'm working on that too.
00:34:38
Speaker
Yeah.
00:34:38
Speaker
Yeah.
00:34:39
Speaker
Well, Jake, it's been awesome having you on.
00:34:41
Speaker
Unfortunately, our producer behind the camera here.
00:34:44
Speaker
Already?
00:34:44
Speaker
He's got a soccer.
00:34:46
Speaker
Dang, we were just getting warmed up.
00:34:47
Speaker
I know, I know, right?
00:34:48
Speaker
We're going to have to schedule part two or something.
00:34:50
Speaker
Oh, okay.
00:34:51
Speaker
Yeah, stay tuned.
00:34:53
Speaker
But our producer's got soccer practice or something here.
00:34:56
Speaker
He's got to go, too.
00:34:58
Speaker
But no, we'll definitely do another part.
00:35:01
Speaker
But before we wrap up here, just to end, if people want to reach out more or hear more, you know, dimes from you, possibly join the team, where's the best place to connect with you, Jake?
00:35:13
Speaker
Yep, I'll tell you right now.
00:35:15
Speaker
And it has to be specifically FaceTime.
00:35:17
Speaker
It has to start with the FaceTime.
00:35:20
Speaker
So don't start with the text.
00:35:22
Speaker
Don't reach out.
00:35:22
Speaker
Hey, this is so-and-so.
00:35:24
Speaker
It has to begin with the FaceTime.
00:35:26
Speaker
And even if it's obviously going to be an unknown number, I'll still answer it.
00:35:30
Speaker
So my number is 619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619-619
00:35:33
Speaker
573-3152.
00:35:33
Speaker
Like I said, don't text me and don't call me specifically a FaceTime.
00:35:40
Speaker
And even if it's, I know it's from an unknown number, I'll still answer it.
00:35:43
Speaker
So that's going to be the best, the most ideal way to reach me.
00:35:47
Speaker
In other words, if you, if you reach me like that, then you're automatically in.
00:35:51
Speaker
Okay.
00:35:51
Speaker
Yeah.
00:35:51
Speaker
You don't know, you're already on the team.
00:35:53
Speaker
Exactly.
00:35:54
Speaker
Hired.
00:35:54
Speaker
You're hired.
00:35:54
Speaker
Okay.
00:35:55
Speaker
Okay.
00:35:55
Speaker
All right.
00:35:57
Speaker
So don't spam them too much, but definitely reach out.
00:35:59
Speaker
And then if maybe on Instagram, people want to follow your content and all that.
00:36:03
Speaker
Yep.
00:36:04
Speaker
At Pluto Tectonics.
00:36:05
Speaker
Pluto Tectonics.
00:36:06
Speaker
That's me.
00:36:06
Speaker
Follow me.
00:36:07
Speaker
And yeah.
00:36:09
Speaker
Okay.
00:36:09
Speaker
Would you like love space or something?
00:36:11
Speaker
I've never heard the story of you in Pluto.
00:36:12
Speaker
Yeah.
00:36:12
Speaker
Pluto is my nickname.
00:36:14
Speaker
Okay.
00:36:14
Speaker
A lot of my friends call me Pluto.
00:36:16
Speaker
Nice.
00:36:16
Speaker
Like it.
00:36:16
Speaker
Yeah.
00:36:17
Speaker
Cool.
00:36:18
Speaker
All right, man.
00:36:18
Speaker
Well, thanks again for coming on.
00:36:19
Speaker
So guys, go shoot Jake a DM.
00:36:22
Speaker
Let him know you appreciate him.
00:36:23
Speaker
Shoot him a FaceTime.
00:36:24
Speaker
And start to implement these things in your team.
00:36:27
Speaker
Make sure you have a group chat.
00:36:29
Speaker
Build the culture.
00:36:30
Speaker
Love your people.
00:36:30
Speaker
And those are all things that are going to help your team for sure.
00:36:33
Speaker
So thanks again, Jake.
00:36:35
Speaker
It's been fun.
00:36:35
Speaker
Love you, bro.
00:36:36
Speaker
We'll talk to you soon.
00:36:37
Speaker
All right.
00:36:37
Speaker
Okay.
00:36:39
Speaker
Hey, solopreneurs, quick
Introducing Solciety: A Solar Learning Community
00:36:41
Speaker
question.
00:36:41
Speaker
What if you could surround yourself with the industry's top performing sales pros, marketers, and CEOs and learn from their experience and wisdom in less than 20 minutes a day?
00:36:51
Speaker
For the last three years, I've been placed in the fortunate position to interview dozens of elite level solar professionals and learn exactly what they do behind closed doors to build their solar careers to an all-star level.
00:37:03
Speaker
That's why I want to make a truly special announcement about the new learning community exclusively for solar professionals to learn, compete, and win with top performers in the industry.
00:37:14
Speaker
And it's called Solciety.
00:37:16
Speaker
This learning community was designed from the ground up to level the playing field and give solar pros access to proven mentors,
00:37:23
Speaker
who want to give back to this community and help you or your team to be held accountable by the industry's brightest minds for, are you ready for it, less than $3.45 a day.
00:37:35
Speaker
Currently, SoulSightly is open, launched, and ready to be enrolled.
00:37:41
Speaker
So go to solcity.co to learn more and join the learning experience now.
00:37:49
Speaker
This is exclusively for solopreneur listeners.
00:37:52
Speaker
So be sure to go to solcity.co and join.
00:37:56
Speaker
We'll see you on the inside.