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103: Why Marketing is MORE Important Than Sales
35 Plays5 years ago
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Transcript
Introduction and Guest Welcome
00:00:01
Speaker
Hey, hey, Taylor Armstrong here again, back with another episode.
00:00:05
Speaker
Just wanted to give a little intro.
00:00:07
Speaker
Brent Attaway is our guest for today's episode.
00:00:10
Speaker
He is a marketing genius.
00:00:12
Speaker
He's going to be talking about what processes he's set up in his teams and what systems he's developed in order to retain customers, get more referrals.
00:00:21
Speaker
And also he's going to talk about just marketing in general.
00:00:24
Speaker
Why is it important?
00:00:26
Speaker
So if you haven't delved much into marketing in your solar company,
00:00:30
Speaker
This episode might change your mind.
00:00:32
Speaker
Check it out, see what you think, and enjoy the show.
00:00:35
Speaker
What do you call an underground group of solar professionals on a mission to create a more sustainable world?
00:00:41
Speaker
We call ourselves solopreneurs.
00:00:44
Speaker
And while some might call us crazy, foolish, and dissatisfied with the status quo, we're the ones taking action to create a better future for ourselves and the world.
00:00:53
Speaker
Solopreneur is dedicated to give you, the solar professional, the tools, skills, technology, and mentorship to take the industry by storm and sell more solar with less effort.
Summer Interview Series Introduction
00:01:06
Speaker
We are solopreneurs and this is our story.
00:01:10
Speaker
What's going on, solarpreneurs?
00:01:12
Speaker
We're back with another episode.
00:01:14
Speaker
And I know you've heard from me a lot the past couple of weeks.
00:01:18
Speaker
We're starting up our summer interview series and we're going to get some bomb guests on the show.
00:01:23
Speaker
I'm stoked here today because we're in the studio here with my man, Brent.
00:01:28
Speaker
And Brent is a marketing mastermind, marketing genius.
00:01:33
Speaker
He's going to challenge probably some of the sales beliefs that we have here.
00:01:36
Speaker
We're just talking a little bit before the show.
00:01:38
Speaker
So excited to jump into it.
00:01:39
Speaker
Brent, thanks for coming on the show with us today.
00:01:42
Speaker
Yeah, you bet, bud.
00:01:43
Speaker
Excited.
00:01:43
Speaker
Yeah,
Innovative Marketing Strategies
00:01:44
Speaker
good.
00:01:44
Speaker
It's going to be a good time.
00:01:46
Speaker
So we've been working together a little bit now, Brent and I. He's taught me a lot about marketing, just in some of the sales we've done together.
00:01:54
Speaker
He's getting a lot of leads, and some of the conversations we're having is...
00:02:00
Speaker
Like we're talking about door to door and he was saying, why, why would you go door to door?
00:02:04
Speaker
I'm getting leads that I don't have to be good at selling.
00:02:07
Speaker
I'm just showing up and doing a phone call and they're buying solar.
00:02:11
Speaker
I'm like, well, shoot, that is true.
00:02:13
Speaker
I'm knocking, I'm grinding doors and Brent's passing on leads that,
00:02:17
Speaker
You know, sometimes our laydowns.
00:02:18
Speaker
So it got me thinking about it.
00:02:21
Speaker
But we'll get into that here in a minute.
00:02:22
Speaker
Before that, though, Brent, do you want to tell us kind of how you got into the solar side of things?
00:02:27
Speaker
And I know you've got a lot of other businesses, a lot of marketing things you've done.
00:02:31
Speaker
But how did you get
Brent Attaway's Business Journey
00:02:32
Speaker
into solar?
00:02:32
Speaker
What made you decide to jump in the solar game?
00:02:35
Speaker
Yeah.
00:02:36
Speaker
Oh, wow.
00:02:37
Speaker
So 90-second history is –
00:02:42
Speaker
I mean, I started off my first official business when I was like 21, went on one of those Mormon missions, you know.
00:02:50
Speaker
And so I guess I had a business.
00:02:51
Speaker
I've always been entrepreneurial.
00:02:52
Speaker
I thought I was selling like drawings door to door.
00:02:54
Speaker
Yeah, drawings door to door is definitely when I was a kid.
00:02:57
Speaker
I mean, that was the first thing if you want to call that a business.
00:02:59
Speaker
But like an actual, I had to make money and pay taxes on it.
00:03:03
Speaker
Yeah.
00:03:04
Speaker
You know, that was my window washing company.
00:03:06
Speaker
And that was when I was 21.
00:03:08
Speaker
And then painting.
00:03:12
Speaker
So just standard stuff.
00:03:13
Speaker
And then I worked for a crew and earned enough money to do that.
00:03:16
Speaker
And so just hard work, right?
00:03:18
Speaker
And going to college at the same time.
00:03:20
Speaker
Married when I was 21.
00:03:22
Speaker
So just a lot of.
00:03:23
Speaker
Once you get married, you're just obligated to do all kinds of shit.
00:03:26
Speaker
I'm just joking.
00:03:28
Speaker
I love my wife, by the way.
00:03:29
Speaker
We've been married 19 years now.
00:03:31
Speaker
But, yeah, the point is that's the first.
00:03:34
Speaker
And then from there, we bought a sign company.
00:03:37
Speaker
I went out and got a loan, like an SBA loan for a sign printing company.
00:03:41
Speaker
And that's when I really started understanding marketing and watched these owners –
00:03:49
Speaker
I bought a previous company.
00:03:50
Speaker
So, like, it was already operating.
00:03:52
Speaker
I was managing it while I was going to college, printing, and I thought I'd go into graphic design because I loved art growing up.
00:03:57
Speaker
So I was like, just logically, just go into that.
00:04:00
Speaker
And I did.
00:04:02
Speaker
I enjoyed the sign company.
00:04:03
Speaker
To this day, I think it was probably one of the funnest business I've owned.
00:04:06
Speaker
Not great profits, but profitable, just not great profits.
00:04:10
Speaker
And, yeah, that's kind of what got me into it.
00:04:14
Speaker
It was a franchise called Signs by Tomorrow.
00:04:17
Speaker
It's like a Fast Signs or a Signs Now or all the other ones you see around.
00:04:20
Speaker
You can order vehicle wraps and all that stuff.
00:04:23
Speaker
So we got into that, and then I quickly became marketing.
00:04:27
Speaker
Like I learned, wow, I'm going to go network, but mostly we're going to market to these people in education.
00:04:33
Speaker
Then eventually 2008 hit and it's like the equivalent of chaos going on right now.
00:04:41
Speaker
And yeah, we ended up, I would call that a short sell, the equivalent of a short sell on our business.
00:04:48
Speaker
Like we're going to either go out of business or sell it as fast as we could.
00:04:50
Speaker
One of the two.
00:04:51
Speaker
So we sold it.
00:04:52
Speaker
Not profitably, but sold it.
00:04:54
Speaker
At least we got something, you know.
00:04:56
Speaker
And then...
00:04:58
Speaker
That was 2008.
00:04:59
Speaker
And that's when I got introduced.
00:05:00
Speaker
I was at the time being coached by Dave Crenshaw.
00:05:03
Speaker
Shout out to Dave.
00:05:05
Speaker
Who, if you look him up, he's like a freaking genius now.
00:05:08
Speaker
He wrote a book called Myth of Multitasking.
00:05:12
Speaker
And a few others now.
00:05:13
Speaker
But
00:05:14
Speaker
The point is, is he was coaching me at the time.
00:05:16
Speaker
That's when he's getting his coaching career started.
00:05:17
Speaker
And I was like, what's this coaching world about?
00:05:19
Speaker
Like, what is this?
00:05:20
Speaker
And I started looking into it and I got into like Mike Koenigs, Frank Kern, Tony Robbins.
00:05:27
Speaker
And then also I'm like, what is all this stuff?
00:05:29
Speaker
These guys are making money with knowledge and information.
00:05:32
Speaker
You know, that was where I got started.
00:05:33
Speaker
So marketing for me, I had to learn that quick.
00:05:36
Speaker
got into Infusionsoft and learned that like the back of my hand.
00:05:40
Speaker
That's, I can speak Infusionsoft and do all that.
00:05:43
Speaker
I'm not a programmer at all.
00:05:44
Speaker
I can't stand programming.
00:05:46
Speaker
Um, but that's kind of where I got started.
00:05:48
Speaker
So I was just, um, those were my heroes, you know, like at that point I was like, these guys are phenomenal, you know, phenomenal.
00:05:55
Speaker
I can't even say it.
00:05:56
Speaker
These guys are amazing.
00:05:58
Speaker
So that's where that started for me.
00:06:00
Speaker
And from there, um,
00:06:04
Speaker
There's some transitions.
00:06:05
Speaker
Christy, my wife, is a fitness and nutrition expert.
Entry into the Solar Industry
00:06:10
Speaker
And so I just like, hey, let's build an info product.
00:06:12
Speaker
Let's do this.
00:06:12
Speaker
Let's do that.
00:06:14
Speaker
And we did.
00:06:14
Speaker
And it took off right off.
00:06:15
Speaker
Like, what business can you start?
00:06:17
Speaker
And it just first try goes.
00:06:20
Speaker
Besides solar.
00:06:22
Speaker
Solar is one.
00:06:24
Speaker
I'm in it.
00:06:25
Speaker
But, man.
00:06:27
Speaker
But, you know, we're making $50 a pop.
00:06:30
Speaker
off of these infos.
00:06:32
Speaker
Yeah, yeah.
00:06:33
Speaker
Well, it's like an info book type thing, meal plans.
00:06:36
Speaker
And at the time, this is 2009, so now that seems old news.
00:06:39
Speaker
But 2009, that's new.
00:06:41
Speaker
That's not very common.
00:06:43
Speaker
It was around, but no one doing it well.
00:06:46
Speaker
Especially in Utah, where we're at.
00:06:47
Speaker
We're like Salt Lake City area, basically.
00:06:49
Speaker
So we're doing that, and it takes off.
00:06:53
Speaker
A company buys that.
00:06:54
Speaker
Nothing crazy.
00:06:55
Speaker
When I say buy, they just bought it.
00:06:59
Speaker
It was Zango.
00:07:01
Speaker
Bought it out to be their nutrition program.
00:07:03
Speaker
So I can say that now, I guess, because there's no non-compete at this point or non-disclosure.
00:07:08
Speaker
But yeah, they turned it into whatever their program was.
00:07:12
Speaker
So that's where I cut my teeth on marketing is learning that way.
00:07:16
Speaker
It had nothing to do with solar.
00:07:17
Speaker
It had nothing to do with sales, like door-to-door, nothing.
00:07:22
Speaker
Then eventually came around my – I promise there's a reason I'm telling you these things because it actually comes full circle, and it's crazy.
00:07:31
Speaker
of how it's working in solar now.
00:07:35
Speaker
So then I'm getting going.
00:07:36
Speaker
I started an agency, marketing agency.
00:07:38
Speaker
I mean, this is back before everybody's like all in the solar world.
00:07:41
Speaker
It's funny to me.
00:07:41
Speaker
I'm like, you guys are talking about ClickFunnels like it's God.
00:07:44
Speaker
ClickFunnels is okay.
00:07:46
Speaker
Yeah.
00:07:47
Speaker
Like it's okay.
00:07:48
Speaker
Russell Brunson is amazing.
00:07:49
Speaker
I don't mean people.
00:07:50
Speaker
I mean the software.
00:07:51
Speaker
It's okay.
00:07:52
Speaker
It's amateur software.
00:07:53
Speaker
Okay.
00:07:54
Speaker
Like I'm used to using the bad-ass, really complicated stuff that gets results like so well.
00:08:01
Speaker
Right.
00:08:02
Speaker
And so I look at click.
00:08:03
Speaker
I've never even had a click funnels account.
00:08:05
Speaker
I got it and I was like, cancel.
00:08:06
Speaker
No, no, thanks.
00:08:07
Speaker
That just doesn't do what I need it to do.
00:08:09
Speaker
So I'm trying to give you an idea.
00:08:10
Speaker
It's not because I'm good at it.
00:08:11
Speaker
It's just because I'm used to doing more advanced stuff.
00:08:13
Speaker
Does that make sense?
00:08:15
Speaker
Like ClickFunnels will do what you need to, by the way.
00:08:17
Speaker
Get a subscription, do whatever you need to.
00:08:18
Speaker
I'm just saying don't cancel your account today.
00:08:20
Speaker
I'm just saying that's how I look at marketing and online stuff because I've just been doing it too long to settle for amateur stuff at this point.
00:08:27
Speaker
So that's what that's where I was.
00:08:30
Speaker
And so we had an agency.
00:08:31
Speaker
We got going.
00:08:32
Speaker
And sure enough, within like a couple of years, the short story is, is my hero, Frank Kern, and I partner up and he invites me to come speak on a stage.
00:08:41
Speaker
We're doing cruel stuff.
00:08:42
Speaker
He and he I mean, I'm building funnels for Frank's clients.
00:08:48
Speaker
We're partnering on that and sharing revenue on that.
00:08:51
Speaker
And he's so cool.
00:08:53
Speaker
Frank's a goofball and really weird at the same time.
00:08:57
Speaker
And I don't know what he would, hopefully one day he hears this.
00:09:00
Speaker
It'll be funny.
00:09:01
Speaker
Like, he's so welcoming.
00:09:02
Speaker
He welcomed me in my house.
00:09:05
Speaker
I'll have to tell you that story another time.
00:09:07
Speaker
Like how that went down.
00:09:08
Speaker
It was weird.
00:09:10
Speaker
Like how it came to, like how that came about.
00:09:14
Speaker
So anyways, we partner up and it goes really well.
00:09:17
Speaker
And that takes
Customer Care and Retention Strategies
00:09:19
Speaker
off.
00:09:19
Speaker
Obviously, when you say, yeah, we do funnels with Frank, everyone wants to do funnels with you.
00:09:23
Speaker
So it just takes one celebrity to get you others.
00:09:26
Speaker
So then that took off and we build a multi-million dollar business in marketing funnels and agency type work over like in 18 months.
00:09:35
Speaker
It was just like boom, boom, done.
00:09:37
Speaker
And then we moved to Tonga, lived there a little while for a summer, tried that out.
00:09:43
Speaker
loved it, but we just stayed for the summer and then came back.
00:09:47
Speaker
And now I'm just doing consulting at that time.
00:09:49
Speaker
That's 2016.
00:09:49
Speaker
And I'm thinking, what am I doing next?
00:09:52
Speaker
Consulting, consulting, high-end stuff.
00:09:54
Speaker
And then that got into marketing more and more.
00:09:56
Speaker
And then Bennett, my brother, my younger brother is how I got into solar.
00:09:59
Speaker
Bennett Maxwell, we're officially half brothers, but we grew up together.
00:10:03
Speaker
I didn't even know what a half brother was.
00:10:04
Speaker
My last name's Attaway, so Brent Attaway and Bennett Maxwell.
00:10:07
Speaker
But we're partners in our company, and we like to rock and roll.
00:10:12
Speaker
It's good.
00:10:12
Speaker
So Bennett's been in sales, like, door-to-door since, like, Cutco Knives.
00:10:16
Speaker
Yeah.
00:10:17
Speaker
So, like, he's been in it.
00:10:18
Speaker
And he's only 27.
00:10:19
Speaker
He's your age, right?
00:10:20
Speaker
Yeah.
00:10:21
Speaker
So, anyways.
00:10:22
Speaker
So I know that hopefully everyone listening gives you an idea, like, everything I'm about to tell you, I'm not just –
00:10:30
Speaker
saying BS, okay?
00:10:31
Speaker
This is coming from somebody, I'm 40, so I've done all this, been through all the hoops, have plenty of failures to come, but certainly I've had plenty of failures now and lots of successes as well.
00:10:43
Speaker
More failures, but plenty of successes.
00:10:47
Speaker
So when we go through this, just be patient.
00:10:49
Speaker
Yeah.
00:10:50
Speaker
Well, I love it.
00:10:51
Speaker
I love it.
00:10:52
Speaker
Yeah.
00:10:52
Speaker
Most people I have on the show, it's like, how'd you get into solar?
00:10:56
Speaker
He's like, oh, did the mission, sold alarms three years, sold some pest control, and now I'm doing solar.
00:11:02
Speaker
So it's cool to hear from.
00:11:04
Speaker
marketing guys.
00:11:05
Speaker
I call it the Vivint churn.
00:11:06
Speaker
They came through the Vivint churn and they ended up on the end of it in solar.
00:11:10
Speaker
Not that they all go through Vivint, but that's just how I say it.
00:11:14
Speaker
No, it's cool to hear it.
00:11:15
Speaker
And I don't even know half this stuff.
00:11:16
Speaker
That's Frank Kern.
00:11:17
Speaker
I mean, anyone that knows marketing, he's a big deal right there.
00:11:20
Speaker
Oh yeah.
00:11:20
Speaker
You don't know marketing if you haven't heard Frank Kern's name.
00:11:23
Speaker
If you're, if you're listening right now, you're like, who's Frank Kern?
00:11:25
Speaker
You're like,
00:11:26
Speaker
Yeah, you know, you haven't looked into marketing yet.
00:11:28
Speaker
I know.
00:11:29
Speaker
That's pretty cool.
00:11:30
Speaker
And, yeah, I mean, I was talking to Brent, too, and I was telling him, like, oh, we should have used this software in your marketing.
00:11:36
Speaker
Use ClickFunnels.
00:11:37
Speaker
And he pretty much told me the same thing.
00:11:39
Speaker
He's like, bro, ClickFunnels doesn't work for what we're doing.
00:11:42
Speaker
I was telling him.
00:11:44
Speaker
I forgot about that conversation.
00:11:46
Speaker
I was telling you about this high level like CRM thing I use and he's like, yeah, man, just for the volume of leads we're getting, it doesn't cut it.
00:11:53
Speaker
We would break that thing.
00:11:54
Speaker
Yeah.
00:11:55
Speaker
Okay.
00:11:56
Speaker
Yeah.
00:11:56
Speaker
So, so Brent knows his stuff.
00:11:58
Speaker
He's a, yeah, hardcore marketer knows what he's doing here.
00:12:03
Speaker
And, yeah, I just want to hear from you.
00:12:05
Speaker
We talked to Bennett.
00:12:06
Speaker
If anyone hasn't listened to that episode, that was, I think, a month or two ago we had Bennett on the show.
00:12:11
Speaker
And he kind of talked about his side of things, more probably on the sales aspect, but also some of the processes that you guys have thought up together.
00:12:19
Speaker
And it just blew me away when I heard Bennett talking about this.
00:12:23
Speaker
I'm like, man, no one's doing this stuff in solar.
00:12:25
Speaker
Like, they got this whole plan.
00:12:26
Speaker
They're sending out customer gifts.
00:12:28
Speaker
They've got a whole process, a system put together.
00:12:30
Speaker
When you guys get a cell, this happens.
00:12:33
Speaker
And even now, as we're knocking doors, it's been cool to see the way that Brent kind of integrates both the worlds together.
00:12:39
Speaker
We book appointments.
00:12:41
Speaker
You've got processes that are getting set up where reminders are going out, a whole team of virtual assistants, things like that.
00:12:47
Speaker
So I want to hear kind of your side of Brent.
00:12:50
Speaker
How did you guys come up with all these processes and systems?
00:12:53
Speaker
And is it stuff that you kind of were doing in other businesses?
00:12:57
Speaker
Or did you just kind of think of it?
00:12:58
Speaker
Yeah, you know, it's stuff that I've learned to do in other businesses.
00:13:01
Speaker
It's mostly from failures and then regrets.
00:13:05
Speaker
And I believe in regrets.
00:13:07
Speaker
I don't think there's anything wrong with regret.
00:13:09
Speaker
Guilt's a different thing, but I regret a lot of decisions.
00:13:12
Speaker
Guilt, who cares?
00:13:12
Speaker
You know, you don't need any of that.
00:13:14
Speaker
But a lot of regrets in business, right?
00:13:16
Speaker
Dang, I left a lot of money on the table doing that way.
00:13:19
Speaker
One example why we do gifting and treating our customers like gold, because they are, is if you don't, good luck getting a referral.
00:13:28
Speaker
Good luck getting a review.
00:13:29
Speaker
Good luck getting a, I mean, everything.
00:13:31
Speaker
And why do you want those?
00:13:33
Speaker
Well, it'll double your sales.
00:13:35
Speaker
Do your first year getting customers.
00:13:37
Speaker
Try your second year getting referrals and you'll double your sales without marketing, without spending an ad, a dollar on ads.
00:13:43
Speaker
Now, it would be dumb not to keep spending money on ads.
00:13:45
Speaker
I'm just saying you literally could go pull referrals out of all your customers the next year if you treated them like gold.
00:13:51
Speaker
And you spent an extra few hundred bucks getting them cool stuff while they're waiting to get solar.
00:13:58
Speaker
What if they buy their new home?
00:13:59
Speaker
This comes from real estate world.
00:14:01
Speaker
Real estate...
00:14:02
Speaker
I had a couple of clients I was consulting with and doing funnels for, and his biggest thing was that like in real estate, and some guys maybe be like nodding their head because they're in real estate too or have been.
00:14:14
Speaker
And I mean, real estate makes their money from people.
00:14:17
Speaker
If you sell a home for somebody, well, guess what?
00:14:20
Speaker
They stay in touch with them.
00:14:21
Speaker
They don't let go of them.
00:14:22
Speaker
Why would they do that?
00:14:24
Speaker
The person just bought a home.
00:14:25
Speaker
They're not going to buy another house, are they?
00:14:26
Speaker
Yeah, they are.
00:14:27
Speaker
The average American moves every six years.
00:14:30
Speaker
So six years later, you got another sell.
00:14:32
Speaker
That's how real estate works, dude.
00:14:34
Speaker
It's like, and they build that up.
00:14:37
Speaker
And so they build up their portfolio.
00:14:39
Speaker
So now it's just about reaching out to their portfolio and saying, you ready to sell your home again?
00:14:43
Speaker
You know, so what happens when somebody moves and they want solar again?
00:14:48
Speaker
instant customer unless you're a jackass the first time you sold them now you got an instant somebody who's going to post something on your yelp yelling
Creating Efficient Sales and Marketing Systems
00:14:57
Speaker
at you because that's what people do on yelp they should have named it something else yelp just ask for people to go yelp you know but yeah anyways yeah no that's cool um and yeah something we're doing now that i had never really i don't know if this was yours or more bennett's idea but like add-on systems nothing's bennett's idea it's all mine
00:15:19
Speaker
That's the same thing you said in his podcast.
00:15:20
Speaker
Yeah, yeah.
00:15:21
Speaker
I bet it's a stud.
00:15:21
Speaker
I'm just joking.
00:15:23
Speaker
But, yeah, like even add-on systems, this is something that I had never done.
00:15:27
Speaker
I've been selling solar for four years, and I thought, okay, you sell them solar once, and then you never have contact again.
00:15:33
Speaker
And that came from pest control, so maybe it's from that because that's what we did in that too.
00:15:37
Speaker
But, like, now –
00:15:38
Speaker
We're getting so many sales just off people that need add-on systems.
00:15:42
Speaker
They're already sold solar, but now they need more panels.
00:15:45
Speaker
And everyone's skipping those doors.
00:15:47
Speaker
Everyone's skipping those homes.
00:15:48
Speaker
I'm probably giving away a golden nugget right now.
00:15:50
Speaker
So hopefully everyone doesn't start doing this in San Diego here.
00:15:53
Speaker
That's all right.
00:15:53
Speaker
We'll just do it better.
00:15:54
Speaker
Yeah, exactly.
00:15:56
Speaker
But, like, some of that stuff and then just keeping track of, you know, all the data that you have on customers.
00:16:01
Speaker
You've helped me see more of that.
00:16:02
Speaker
Like, if you can't book an appointment, get their email, get their phone number, and then send it to Brent.
00:16:07
Speaker
Because they hit him up after that.
00:16:09
Speaker
Yeah, yeah.
00:16:09
Speaker
We...
00:16:11
Speaker
The follow-up system is key, and that is what will double our sales next year all the way.
00:16:16
Speaker
So, one, if you're young, I get it.
00:16:18
Speaker
You're 21.
00:16:19
Speaker
Let's say you're listening.
00:16:19
Speaker
You're 21.
00:16:20
Speaker
Let's say you're 25.
00:16:21
Speaker
Now, once you hit 30, you start having to think long-term because suddenly you're like, I mean, unless you're just slow, I guess, but, like, that's fine.
00:16:30
Speaker
I'm slow.
00:16:31
Speaker
But, like, suddenly you're like,
00:16:33
Speaker
I probably better build a little portfolio going now because I don't want to go look for a job again.
00:16:38
Speaker
Right.
00:16:39
Speaker
So I get it.
00:16:40
Speaker
You're 21.
00:16:41
Speaker
You're trying to make a buck or a lot of bucks in the summer.
00:16:44
Speaker
Fine.
00:16:45
Speaker
But you might as well do a good job.
00:16:47
Speaker
You might as well help your customers out because who knows?
00:16:50
Speaker
Maybe you'll get into real estate.
00:16:51
Speaker
And guess what?
00:16:51
Speaker
Now you have like whoever you sold in solar, go back to them.
00:16:55
Speaker
Yeah.
00:16:56
Speaker
Get them to buy a house from you.
00:16:57
Speaker
They like you.
00:16:58
Speaker
But if you don't treat people well, that's the first key.
00:17:01
Speaker
Just be nice.
00:17:02
Speaker
You know, be good to them.
00:17:03
Speaker
Overdo it with them.
00:17:05
Speaker
So that's the first key, I think, for us.
00:17:07
Speaker
And so that's where that whole process came from.
00:17:09
Speaker
I mean, we can go into the details of that.
00:17:10
Speaker
I don't know if that would waste people's time because they're probably, I mean, likely, everyone listening –
00:17:15
Speaker
If 100 people listen to this, maybe one will go do it.
00:17:18
Speaker
Maybe one.
00:17:19
Speaker
Maybe a half.
00:17:20
Speaker
Half percent.
00:17:21
Speaker
Unfortunately.
00:17:22
Speaker
Hopefully you do.
00:17:22
Speaker
Hopefully five of you do.
00:17:23
Speaker
Go do it.
00:17:24
Speaker
Yeah.
00:17:25
Speaker
Right?
00:17:25
Speaker
I know.
00:17:26
Speaker
That's why I've had a couple guys on.
00:17:28
Speaker
They are almost like afraid to share what they're doing and
00:17:31
Speaker
I had one guy that he was just going on like, I think it was Zillow and looking for new homes and that was a strategy.
00:17:36
Speaker
And he's like, dude, I don't really want to share this.
00:17:39
Speaker
I'll share the whole playbook, dude, but it'll take me a month.
00:17:43
Speaker
You know, like I learned this from my football coach in high school, Randy Rarer.
00:17:48
Speaker
So he taught me with a playbook.
00:17:52
Speaker
He would teach us like, how would he put it?
00:17:56
Speaker
Basically, we had our playbook, and he didn't care.
00:17:59
Speaker
Something came up.
00:18:00
Speaker
I forget what triggered that conversation.
00:18:01
Speaker
But overall, he said, we were asking, well, what if the team sees our plays?
00:18:07
Speaker
Because we're practicing from other teams or something on a camp.
00:18:10
Speaker
And he's like, do you think I care if they – I would hand him my playbook.
00:18:13
Speaker
All we got to do is execute it better.
00:18:15
Speaker
Yeah.
00:18:16
Speaker
I was like, good point.
00:18:17
Speaker
And that has stuck with me ever since.
00:18:20
Speaker
So I'm happy to share.
00:18:21
Speaker
One, there's a wealth of knowledge and abundance out there that you don't need to worry about.
00:18:26
Speaker
I can compete with you.
00:18:27
Speaker
I'm probably going to win anyways.
00:18:29
Speaker
But you might as well compete.
00:18:31
Speaker
I don't care.
00:18:32
Speaker
I can give you the whole playbook.
00:18:34
Speaker
The chances of you doing this, it's taken me...
00:18:37
Speaker
15 years to learn.
00:18:38
Speaker
Well, if you haven't done it for 15 years, you're probably not going to do it in three.
00:18:42
Speaker
You might be able to shortcut it and do it in eight, but that means I got an eight-year head start on you even if I give you my plan.
00:18:48
Speaker
Does that make sense?
00:18:49
Speaker
Like, good luck.
00:18:51
Speaker
Even if you do it in three years, I got a three-year head start on you, bud.
00:18:54
Speaker
So, like, it doesn't really matter.
00:18:56
Speaker
I can shortcut it for you, but, like, I'm still going to be ahead.
00:18:58
Speaker
So as long as – and it's not about me being ahead of you.
00:19:01
Speaker
I'm just not worried about it.
00:19:02
Speaker
That's what I'm saying.
00:19:03
Speaker
Yeah.
00:19:04
Speaker
anyways yeah well it's true because I was before I kind of hooked kind of connected up with you guys I was already trying to start that process because I heard her from Bennett I'm like sweet I'm going to start using that in my own cells and doing it yeah and now look where I'm at no I'm just working with these guys and
00:19:20
Speaker
Come join us.
00:19:22
Speaker
Join the dark side.
00:19:24
Speaker
They can do it better than I tried to set up, so I'm just going to come have them do it.
00:19:29
Speaker
That's awesome.
00:19:30
Speaker
So that definitely made my life easier.
00:19:33
Speaker
I know we talked a lot about that in Bennett's podcast, so if you want to hear the specifics on that, go listen to his podcast.
00:19:38
Speaker
But yeah, they're sending out gifts.
00:19:40
Speaker
They're sending them out pizzas, dinner.
00:19:42
Speaker
They're sending them out action figures.
00:19:44
Speaker
It's pretty entertaining.
00:19:45
Speaker
Yeah.
00:19:46
Speaker
I had never heard of stuff like that.
00:19:48
Speaker
It gets better and better, too.
00:19:49
Speaker
Since Bennett's talked, I think that was like when you record it, it was probably December, I think, or January, somewhere in there.
00:19:56
Speaker
And it's now July.
Challenges in Solar Marketing
00:19:59
Speaker
We've already improved it probably five-fold.
00:20:02
Speaker
And not necessarily more stuff, just better ways of doing it and easier.
00:20:07
Speaker
Let me give you an example, guys.
00:20:08
Speaker
Here's a gold nugget.
00:20:10
Speaker
When somebody gets mad at an install going wrong
00:20:15
Speaker
damaging the stucco on their home around the MPU or the MPU, the, the, the main panel.
00:20:23
Speaker
Like, Oh no.
00:20:24
Speaker
You know, in our minds, we're like, it's all right.
00:20:26
Speaker
It's okay.
00:20:27
Speaker
It's just the stucco.
00:20:28
Speaker
But to them, it's their house.
00:20:29
Speaker
Like before there was nothing.
00:20:31
Speaker
Now that you just scratched it, you didn't scratch it, but somebody did.
00:20:35
Speaker
And you're the point of contact.
00:20:38
Speaker
Instead of just saying, oh, man, I got to save the cell.
00:20:40
Speaker
I got to save the cell.
00:20:41
Speaker
And oh, no, no, no.
00:20:43
Speaker
It's like send them some wine.
00:20:44
Speaker
Send them a cake.
00:20:45
Speaker
Send them some cookies.
00:20:46
Speaker
Send them something.
00:20:48
Speaker
That's all they care is that you show you cared.
00:20:52
Speaker
And then fix the problem, of course.
00:20:54
Speaker
But as long as the problem gets fixed.
00:20:57
Speaker
And you show that you care.
00:21:00
Speaker
That's all you got to do.
00:21:01
Speaker
So we and then give your team, if you have one, permission to do that for you.
00:21:06
Speaker
And you don't have to worry about it ever again.
00:21:08
Speaker
So Jamil on our team, she sends a or a client is having a good time and she sounded frustrated.
00:21:16
Speaker
It wasn't even about us doing a bad job.
00:21:17
Speaker
Mm hmm.
00:21:18
Speaker
And I might botch this story a little bit, but the point will come across.
00:21:23
Speaker
The customer is just not having a good day or a good week.
00:21:25
Speaker
And Jamil heard that in the conversation with her, checking in on the updates of the installation.
00:21:29
Speaker
So this person's already signed but waiting for install.
00:21:33
Speaker
And she hears that it's her birthday.
00:21:35
Speaker
And seriously, an hour later, a birthday cake shows up at the customer's house saying happy birthday from switch to solar.
00:21:42
Speaker
Wow.
00:21:43
Speaker
That's awesome.
00:21:43
Speaker
Like, what do you do when you're that customer?
00:21:45
Speaker
Like, what the hell just happened?
00:21:47
Speaker
Yeah.
00:21:48
Speaker
Like nobody's done that ever.
00:21:51
Speaker
No one's done it for me.
00:21:51
Speaker
I mean, I've never had that happen in my life.
00:21:54
Speaker
No one's sent me a birthday cake on my birthday from a company when I just expressed that I'm like.
00:21:59
Speaker
So we learned that from Tony Hsieh and Zappos.
00:22:03
Speaker
If you haven't read Delivering Happiness from there, that's great.
00:22:07
Speaker
And then also the old school book, man, I forgot who it's written by now, but Raving Fans.
00:22:13
Speaker
So those two books are what influenced this whole model of what we do.
00:22:16
Speaker
Okay.
00:22:17
Speaker
So that's it.
00:22:18
Speaker
I mean, you can make up anything.
00:22:19
Speaker
You don't have to do what we're doing.
00:22:22
Speaker
But that's what influenced the whole thing.
00:22:24
Speaker
And so now that we have that down now, yeah, let's just market and sell the hell out of this stuff.
00:22:28
Speaker
Let's go.
00:22:29
Speaker
Yeah.
00:22:29
Speaker
Right.
00:22:30
Speaker
Well, it's huge.
00:22:31
Speaker
Cause I mean, yeah, it got me thinking how many cancels have I had where it's just been something little that customers frustrated about.
00:22:38
Speaker
And maybe if I would have sent them that bottle of wine or cake, whatever, like changes thing.
00:22:42
Speaker
Even now, since I've sold some deals, um, yeah, even there's been delays cause of COVID whatnot.
00:22:49
Speaker
I mean, permits take longer generally cause all that stuff.
00:22:52
Speaker
And, um,
00:22:53
Speaker
um it's like we have customers frustrated about it so deals that would have canceled because of that for sure i think send them that happened to me too yeah one of my deals uh jamil sent him a bottle of wine i didn't even ask her to do anything no you don't have to yeah you don't have to that's how it should be sales men or women sell that's all you need to do that's my opinion
00:23:13
Speaker
If you can focus on selling and not like, oh man, I hope they're doing good.
00:23:17
Speaker
Hope they're going to stick with me after the permitting.
00:23:19
Speaker
And I hope, oh, the permitting, well, I hope they still go to the install.
00:23:23
Speaker
Like if you're hoping and crossing your fingers, man, you're doing it the wrong way.
00:23:27
Speaker
So, and everybody that's been in this long enough, you're just like, it's that grueling pipeline game you're playing where you're like, okay, for every 10 I sign, maybe X percent will get installed and
00:23:38
Speaker
Hopefully they go through and no mistakes happen.
00:23:40
Speaker
Oh, man, this installer sucks.
00:23:41
Speaker
I'm always getting cancellations.
00:23:42
Speaker
Because, like, all those stories, you don't have to rely on them anymore.
00:23:46
Speaker
Just have a good process.
00:23:47
Speaker
Yeah.
00:23:48
Speaker
That makes sense.
00:23:48
Speaker
It's huge.
00:23:48
Speaker
Sorry.
00:23:49
Speaker
Let me turn this off.
00:23:50
Speaker
But, yeah, I know it's so important, especially for newer reps.
00:23:53
Speaker
Like, guys have been doing this a long time.
00:23:55
Speaker
They already have deals in the process.
00:23:56
Speaker
But...
00:23:57
Speaker
Newer reps, anyone that's leading teams, anyone that's recruiting newer reps, how powerful would that be to say, hey, you're coming on, the system's already there set up for you.
00:24:06
Speaker
When I first started, I had X amount of deals cancel.
00:24:11
Speaker
But how powerful is it bringing them into a system where you already know if they sell a deal, then most deals are going to get installed.
00:24:18
Speaker
Where like when I came in, I think I had four deals, had to close four deals to get one installed.
00:24:22
Speaker
So many would cancel and all that and think about it.
00:24:25
Speaker
So I think it's super powerful.
00:24:27
Speaker
But I think one of the main things I wanted to ask you, Branch, we were talking before the recording a little bit, just kind of why you think it's important to have marketing.
00:24:37
Speaker
We talked to so many guys that are on the show and even companies that I worked with that they're all just door-to-door guys, that that's all you're doing is hitting the doors.
00:24:46
Speaker
Just like alarms, that's all you need to do is hit the doors and get leads.
00:24:50
Speaker
There's no marketing involved, though.
00:24:51
Speaker
There's no follow-up, really.
00:24:53
Speaker
So why do you think it's, and I don't think most companies, well, I don't know about most companies, but a lot of companies that are just started by guys that have been in door-to-door, they're not following up, they're not, like, setting up systems like this.
00:25:05
Speaker
So why do you think that's important, and I don't know, do you think these people even can be successful just, like, if you're door-to-door?
00:25:14
Speaker
Oh, yeah.
00:25:14
Speaker
Yeah, well, first of all, yes, they are being successful, right?
00:25:17
Speaker
So it's not about that.
00:25:18
Speaker
You're being successful before that as well, right?
00:25:21
Speaker
And now, even if you stop doing everything we just talked about, you're still going to make money if you call that successful.
00:25:28
Speaker
If you want a long-term play, no, you're not going to be successful.
00:25:31
Speaker
You're going to burn out.
00:25:32
Speaker
You're going to want something else.
00:25:34
Speaker
That's just how it is.
00:25:36
Speaker
Wait until you get three kids and a wife or spouse or whatever, and now try moving around every summer.
00:25:43
Speaker
Yeah.
00:25:44
Speaker
See how that goes for you.
00:25:45
Speaker
Like, it's not going to work.
00:25:46
Speaker
You got to establish yourself.
00:25:48
Speaker
You got to have a long-term play.
00:25:50
Speaker
And that's called long-term thinking.
00:25:52
Speaker
So it depends on your stage of life.
00:25:53
Speaker
Obviously, I'm at a different stage of life than some people listening, right?
00:25:57
Speaker
But not many.
00:25:57
Speaker
I think, I don't know your listeners, but a lot of these guys have been in this for years, right?
00:26:02
Speaker
And second and third year selling whatever they're selling.
00:26:05
Speaker
So now it's like, how do you do that?
00:26:07
Speaker
So...
00:26:08
Speaker
My opinion on marketing.
00:26:11
Speaker
Let's just quote other people instead of mine.
00:26:13
Speaker
Is that okay?
00:26:15
Speaker
So first of all, everything I've learned in marketing is not mine.
00:26:18
Speaker
It is, I've learned it from like every, I definitely credit Frank Kern, Mike Koenigs, all these online people.
00:26:26
Speaker
So I'm just, all I'm doing is bringing an online world to an offline world, to a door-to-door world.
00:26:33
Speaker
And that's not new though, right?
00:26:34
Speaker
Like man, how many times do I get hit up
00:26:38
Speaker
somebody trying to run my ads per week, ask me three or four, three or four a week.
00:26:44
Speaker
Hey, we'll run your ads and you can buy leads and you only have to pay per lead and, or per appointment and qualified appointments.
00:26:52
Speaker
Solid.
00:26:52
Speaker
I'm like, guys, you're just bugging me.
00:26:59
Speaker
Hey Solarpreneurs, real quick, if you've been in the solar industry any amount of time, you know that in order to take it to the next level, you need to always be recruiting.
00:27:07
Speaker
What is it, ABR?
00:27:09
Speaker
Always be recruiting.
00:27:11
Speaker
So if you need help with recruiting, I wanted to share with you something that helped me take my recruiting skills to the next level.
00:27:18
Speaker
We literally went from an office of less than 10 reps to 25 to 30 reps in less than three months.
00:27:27
Speaker
And we did this with reps that continue to sell with us.
00:27:32
Speaker
Two or three of them went on to become managers.
00:27:34
Speaker
Several of them were top producers in our office.
00:27:38
Speaker
And there are multiple reps that are still with us to this day, more than a year later.
00:27:45
Speaker
So what is it that helped me?
00:27:47
Speaker
I took up the services of Ryan Holman with Sells Recruiting University.
00:27:53
Speaker
He helped me develop a system to take my recruiting game to the next level.
00:27:58
Speaker
And he really helped me follow up with the recruits, schedule group interviews with them, get a huge pool of applicants coming in day after day.
00:28:08
Speaker
I wanted to share with you guys his link.
00:28:11
Speaker
If you are looking to take your recruiting skills to the next level, go to calendly.com slash sru forward slash solarpreneur.
00:28:22
Speaker
Once again, that's calendly.com slash sru slash solarpreneur.
00:28:30
Speaker
SRU is Sales Recruiting University.
00:28:32
Speaker
Ryan will help you take it to the next level.
00:28:41
Speaker
Like, keep doing your job, keep selling.
00:28:43
Speaker
I just took an online course last week.
00:28:45
Speaker
Yeah, they sound like everybody else.
00:28:46
Speaker
They went to, you know, ClickFunnels annual event.
00:28:50
Speaker
They went to Funnel Hacking Live, and they got excited and started an agency and started selling.
00:28:55
Speaker
And they looked at, I want to target solar.
00:28:58
Speaker
And now everybody's targeting solar to sell this agency stuff.
00:29:01
Speaker
Do they have any history?
00:29:02
Speaker
No.
00:29:03
Speaker
Do they have any success?
00:29:04
Speaker
No.
00:29:04
Speaker
They're just quoting things.
00:29:05
Speaker
I already know this game.
00:29:06
Speaker
I used to do it.
00:29:08
Speaker
So like it's not a problem that that's happening.
00:29:11
Speaker
I'm just saying marketing for me online is not new.
00:29:15
Speaker
And it's not new to solar anymore.
00:29:18
Speaker
But relatively speaking, it's brand new.
00:29:20
Speaker
And that excites me.
00:29:22
Speaker
Um, marketing online in solar is how I told Bennett last year.
00:29:26
Speaker
We started this a year ago, dude.
00:29:27
Speaker
It's been one year and we're just barely, barely getting started.
00:29:32
Speaker
This is about to take a whole new turn, man.
00:29:35
Speaker
Like it's gonna, this is gonna, we're not even to an exponential hit yet.
00:29:39
Speaker
Once we hit exponential growth, it's going to be all hands on deckless roll.
00:29:44
Speaker
Um,
00:29:45
Speaker
So it's exciting for me, but it's like stealing candy from a baby.
00:29:50
Speaker
Literally that.
Vision for Future Sales Techniques
00:29:51
Speaker
I'm like, how simple can this be?
00:29:54
Speaker
This cannot be that I just made 10 grand off of this.
00:29:57
Speaker
I didn't even do anything.
00:29:58
Speaker
I was making $150 off the same effort.
00:30:02
Speaker
And now it's 10 grand.
00:30:03
Speaker
I'm like, this can't last.
00:30:05
Speaker
And I know it won't.
00:30:05
Speaker
It won't be like this forever.
00:30:07
Speaker
But it still will be $1,000 a pop in 10 years.
00:30:10
Speaker
Like 10 years from now, you're still going to make $1,500 a pop.
00:30:12
Speaker
Will you make 15 grand?
00:30:13
Speaker
No.
00:30:13
Speaker
Yeah.
00:30:16
Speaker
We make six, probably not.
00:30:17
Speaker
You'll still make two and three thousand bucks a pop for selling these things.
00:30:21
Speaker
So it's like, why not get good at marketing it?
00:30:25
Speaker
So anyways, marketing, I learned from Chet Holmes, Tony Robbins, Frank Kern.
00:30:30
Speaker
Chet Holmes, Tony Robbins, I say that because Chet Holmes is dead now, first of all.
00:30:36
Speaker
I've worked with his daughter, Amanda Holmes, as well now because she kind of took over for him on his stuff.
00:30:42
Speaker
And we've done a few things together.
00:30:44
Speaker
And Ted Miller was his head sales director, one of the head sales directors that worked directly with Chet Holmes.
00:30:49
Speaker
And Ted and I are good buddies.
00:30:51
Speaker
I mean, I've been to his house for Thanksgiving type thing.
00:30:53
Speaker
So he's a stud.
00:30:55
Speaker
And he's come to our house for snowboarding when we lived in Park City.
00:30:59
Speaker
Oh, cool.
00:31:00
Speaker
I learned a lot from him too, right?
00:31:02
Speaker
And the insides of what happened there and how that worked.
00:31:05
Speaker
But Chet Holmes, if you don't know, Chet Holmes and Tony Robbins started a thing called the Ultimate Business Mastery System.
00:31:10
Speaker
And you buy their course and buy the big box.
00:31:14
Speaker
I mean, it was gigantic.
00:31:15
Speaker
It was DVDs, dude.
00:31:17
Speaker
It doesn't feel that long ago, but it was a while ago.
00:31:18
Speaker
It was 2010.
00:31:19
Speaker
Wow.
00:31:20
Speaker
I mean, that's 10 years ago.
00:31:21
Speaker
DVDs back then?
00:31:22
Speaker
DVDs still.
00:31:24
Speaker
Streaming was happening, but it was still.
00:31:27
Speaker
expensive um internet so it was like do i want to waste my it's like when minutes were happening on your phone yeah you probably you don't even know what that is like we paid per minutes you know like so you're like should i use my minutes or not you know well i lived in columbia two years they did there you go okay they still do that yeah yeah that's true so the point is is um that's that's where i've learned all this um
00:31:52
Speaker
Peter Drucker, I learned this from the Business Mastery and going to Business Mastery and learning from Chet Holmes and Tony Robbins.
00:31:58
Speaker
I just love information.
00:32:01
Speaker
But what makes it powerful is I think everyone listening acknowledges nothing without applying it, right, and doing it and getting results.
00:32:08
Speaker
Not getting success, just doing it and being like, shit, I failed at that.
00:32:13
Speaker
And then, oh, do it again, do it again, do it again, and then reiterating.
00:32:16
Speaker
And finally, you're like, I can do this in my sleep and be successful 99 out of 100.
00:32:22
Speaker
If you can get that repetition, that's what I learned.
00:32:25
Speaker
Chet Holmes taught me pick ahead of discipline.
00:32:27
Speaker
Tony Robbins taught me to change my state and not get frustrated when I fail.
00:32:32
Speaker
Frank Kern just taught me to market the hell out of anything and sell anything.
00:32:35
Speaker
You know what I mean?
00:32:36
Speaker
Online.
00:32:37
Speaker
And he just taught me to be chill.
00:32:38
Speaker
Like he does not have, he doesn't stress over anything.
00:32:42
Speaker
I don't think.
00:32:42
Speaker
Yeah.
00:32:43
Speaker
I mean, he would text me every day and be like, hey, what's up, boo?
00:32:46
Speaker
I was like, who's boo?
00:32:47
Speaker
And I had to learn what that term was later.
00:32:50
Speaker
Anyways, but the point is all these people have influenced me heavily, and that's how this is coming out.
00:32:56
Speaker
Peter Drucker, though, taught me, or what I learned was, Tony Robbins kept quoting this over and over, business is two things.
00:33:03
Speaker
It's marketing and innovation.
00:33:05
Speaker
Now, let me ask you, did you hear the word sales in there?
00:33:08
Speaker
No.
00:33:09
Speaker
Okay, now, if you go do your research, guys, and look up Peter Drucker, let me just challenge you to see who Peter Drucker is, the god of business and business consulting, okay?
00:33:21
Speaker
And Tony Robbins, one of the top-rated business minds of all time right now, although he's a motivation guy, they look at it, or, you know, he doesn't like being called that.
00:33:31
Speaker
I don't even call him that, but I'm just saying, people look at him like that.
00:33:33
Speaker
Yeah.
00:33:35
Speaker
He quotes Peter Drucker.
00:33:36
Speaker
So just challenging you there.
00:33:38
Speaker
Sales isn't even in that term.
00:33:40
Speaker
Marketing and innovation.
00:33:42
Speaker
And then he says this, Peter Drucker, you can go look up this quote too, is the purpose of marketing is to make sales superfluous.
00:33:49
Speaker
I didn't know what superfluous was.
00:33:51
Speaker
I had to go look that up.
00:33:53
Speaker
In short, pointless.
00:33:57
Speaker
What?
00:33:57
Speaker
You tell me sales are pointless, Brenton?
00:34:01
Speaker
Yep, sales are pointless.
00:34:02
Speaker
No, I don't think Peter thinks sales are pointless.
00:34:05
Speaker
I think he thinks chasing people, a.k.a.
00:34:09
Speaker
door-to-door, is pointless.
00:34:11
Speaker
I would say that.
00:34:12
Speaker
I wouldn't say you shouldn't do door-to-door.
00:34:15
Speaker
I would say if you're going to do door-to-door, put something in front of them before you go to their door.
00:34:21
Speaker
Yeah.
00:34:21
Speaker
Get them warmed up.
00:34:22
Speaker
Mark it to them.
00:34:24
Speaker
Make it almost pointless that you're even knocking.
00:34:27
Speaker
Well, let me ask you this.
00:34:29
Speaker
What if you were in front of an audience for solar and you went into this massive neighborhood with an average of $300 plus bills?
00:34:40
Speaker
They're all, every home, south-facing roof, everything.
00:34:44
Speaker
And they said, we're going to have a conference for you, Taylor, and you can stand on stage, and they're all going to listen.
00:34:50
Speaker
What are you going to tell them?
00:34:52
Speaker
Do you want to buy solar?
00:34:54
Speaker
Well, probably not that, but give them my pitch.
00:34:57
Speaker
Yeah.
00:34:57
Speaker
And so what do we tell them?
00:34:59
Speaker
What's our pitch?
00:35:00
Speaker
I'm not going to challenge you right now.
00:35:01
Speaker
I'm just trying to say, everyone listening, like, think about that.
00:35:04
Speaker
Yeah.
00:35:04
Speaker
Would you start giving the same pitch at that point that you do on their door?
00:35:09
Speaker
No.
00:35:10
Speaker
No.
00:35:11
Speaker
Because why?
00:35:12
Speaker
Everybody else is doing that.
00:35:13
Speaker
Because, by the way, I didn't tell you there's a line of 12 people behind you about to give their pitch, and they're going to choose one.
00:35:20
Speaker
So now what?
00:35:22
Speaker
Yeah.
00:35:22
Speaker
You see what I mean?
00:35:24
Speaker
Now imagine doing the best pitch
00:35:28
Speaker
to them and everybody comes and signs up with you most people right now what does that have to do with marketing and sales well marketing's education sales is enrolling like says what's the job of sales is just to get them enrolled yeah if if they could if they could just find a way to sign up online by the way when people are trying to do that it's just hard because it's a home improvement project and we have about it's like trying to buy shoes online 20 years ago no one did
00:35:53
Speaker
It's weird.
00:35:54
Speaker
Yeah, I don't buy shoes.
00:35:55
Speaker
I want to turn them on first.
00:35:56
Speaker
I want to do this.
00:35:57
Speaker
Well, solar is a home improvement project.
00:35:58
Speaker
Don't come get on my roof.
00:36:00
Speaker
And I signed up online.
00:36:01
Speaker
They want to talk to somebody.
00:36:02
Speaker
Right.
00:36:03
Speaker
So that's the only reason we still exist right now, door to door or just having to enroll somebody.
00:36:08
Speaker
You still have to get on the phone with them or online and Zoom meetings or in person to enroll them.
00:36:13
Speaker
Right.
00:36:14
Speaker
And there's a lot of regulations around that because people have been ripped off.
00:36:18
Speaker
So I'm just trying to say those are the types of things you think about.
00:36:21
Speaker
And if you think about your pitch now, going back to that audience, you'd totally change your pitch.
00:36:26
Speaker
You wouldn't even go for the sell.
00:36:28
Speaker
You'd say something like, did you know that one of the worst investments you can make is buying solar?
00:36:38
Speaker
and get their attention.
00:36:40
Speaker
You'd say something like, instead, you could do XYZ and get solar for zero down, zero this, zero this, zero this, zero this, zero this, zero this, zero this, and then choose to buy it out later if you want.
00:36:51
Speaker
And did you know that you might have the average American moves every six years?
00:36:54
Speaker
So why would you buy solar and then not get any ROI anyways if you're moving?
00:36:59
Speaker
So you start educating them, and now they're like, well, Taylor knows his shit, so we should just go talk to him.
00:37:06
Speaker
So like they've already seen you.
00:37:07
Speaker
Yes.
00:37:08
Speaker
Yeah.
00:37:09
Speaker
And now and now pitch them later.
00:37:12
Speaker
Right.
00:37:13
Speaker
Yeah.
00:37:13
Speaker
So that's how I look at it.
00:37:15
Speaker
And that's what we're doing.
00:37:16
Speaker
We're about to change door to door is our new method now.
00:37:19
Speaker
It just takes time.
00:37:21
Speaker
I say change the door.
00:37:21
Speaker
I don't mean this revolutionary thing that we're going to take out door to door.
00:37:24
Speaker
I want I like door to door.
00:37:26
Speaker
I think it's great.
00:37:26
Speaker
I think we do it.
00:37:28
Speaker
But marketing's job is to make door-to-door sales pointless.
00:37:32
Speaker
It should be door-to-door enrolling.
00:37:33
Speaker
Does that make sense?
00:37:35
Speaker
I love it.
00:37:36
Speaker
And so that's what I want to do, if that makes any sense at all.
00:37:41
Speaker
Yeah.
00:37:41
Speaker
I mean, I can't talk too much to this either, Taylor, because there's a lot of people that could challenge me, say, hey, Brent, have you ever sold door-to-door?
00:37:48
Speaker
Do you know what my answer would be?
00:37:50
Speaker
No.
00:37:51
Speaker
I haven't.
00:37:52
Speaker
I haven't had to.
00:37:52
Speaker
Yeah.
00:37:53
Speaker
You've never sold door-to-door.
00:37:55
Speaker
Yeah.
00:37:56
Speaker
Like...
00:37:57
Speaker
I mean, I went on a mission, I guess, so I've sold God.
00:38:00
Speaker
You know, like, that's what I always tell people.
00:38:03
Speaker
I've had to make, like, I've had to, like, get people to actually talk about Jesus with me on a door.
00:38:09
Speaker
That's hard.
00:38:10
Speaker
But, like, you know, solar is simple compared to that.
00:38:14
Speaker
I know.
00:38:14
Speaker
Well, even, I mean, you have no excuse.
00:38:16
Speaker
I talked to one of my marketing buddies.
00:38:18
Speaker
He did that for missionaries
Overcoming Challenges and Strategic Ad Investment
00:38:20
Speaker
even.
00:38:20
Speaker
He took a Facebook.
00:38:22
Speaker
He took a video of the missionaries, made a Facebook ad out of it, and targeted the neighborhood where they're going to go.
00:38:28
Speaker
Like knock on doors.
00:38:31
Speaker
These guys are coming by?
00:38:32
Speaker
Yeah.
00:38:33
Speaker
They said, hey, you probably saw us on Facebook there.
00:38:36
Speaker
And even that, so it's crazy.
00:38:37
Speaker
That's so good.
00:38:38
Speaker
Free Book of Mormon, sign up now.
00:38:40
Speaker
Free Book plus shipping and handling.
00:38:42
Speaker
Oh, man.
00:38:45
Speaker
So we're running short on time here.
00:38:48
Speaker
But last question I wanted to ask you, Brent.
00:38:50
Speaker
I know it sounds like it's all been smooth selling and easy and all that.
00:38:54
Speaker
But what's been your biggest challenge of setting up the solar marketing that you do?
00:38:59
Speaker
Oh, man.
00:39:00
Speaker
Your biggest challenge?
00:39:01
Speaker
There's so many right now.
00:39:04
Speaker
So the biggest one I would say is, I don't know if I have one.
00:39:11
Speaker
Let me think.
00:39:12
Speaker
So just solar specific, do you think?
00:39:14
Speaker
I can give you some.
00:39:15
Speaker
I'm just trying to be helpful.
00:39:19
Speaker
For me, or let's say as a company, and maybe as me, as a company, it was really dialing in what we want to focus on.
00:39:26
Speaker
We're still doing that.
00:39:27
Speaker
We're constantly, I mean, again, back to it's innovation and marketing and innovation, right?
00:39:32
Speaker
That's business.
00:39:32
Speaker
Yeah.
00:39:33
Speaker
Innovation, if you're not sure what that means, it means constantly improving, constantly staying ahead of the curve, innovating.
00:39:41
Speaker
So we're constantly doing that.
00:39:43
Speaker
As we're doing that, the biggest challenge I've run into is getting caught up.
00:39:50
Speaker
buy shiny objects like anybody else and trying to the worst thing you can do is go after cheap leads so if you're you are going in and you're doing online because online you should be doing both you probably are if you're listening at this point or you're buying leads you should be trying it out and you're thinking man i'm getting oh man i'm probably losing like fifteen hundred dollars a deal on this out of my ten grand commission wow it's like you guys are such whiners
00:40:14
Speaker
I should never met more whiners in solar about their commissions.
00:40:18
Speaker
And like, do you have any experience at all?
00:40:20
Speaker
Well, no, but I want my 10 grand.
00:40:23
Speaker
just laugh i'm like take the 85 dude just buy just go sit on your couch while somebody gets them for you and take a 1500 hit per deal it's gonna be okay you know what i mean we were complaining about the other day because you wanted to send them a gift before we met up for the appointment yeah yeah some of us were like but brin but brin it's gonna cost us 25 i'm like oh my gosh you're making my brain hurt
00:40:47
Speaker
But yeah, I get it though.
00:40:49
Speaker
I get why.
00:40:50
Speaker
I get it.
00:40:50
Speaker
You just got to see a bigger picture.
00:40:52
Speaker
But the hardest thing has been not getting caught up in some of that and doubting myself as I get into solar, which I don't know that game.
00:40:59
Speaker
But thank goodness, you know, I was taught
00:41:03
Speaker
Well, to change my state, change what I'm doing and think, no, no, no, no.
00:41:06
Speaker
You know what you're doing.
00:41:08
Speaker
Just keep going.
00:41:09
Speaker
Keep plugging away.
00:41:09
Speaker
And now we have.
00:41:11
Speaker
And the other challenge you run into with online leads, cash flow, dude.
00:41:16
Speaker
Like you can turn through leads.
00:41:18
Speaker
So we're generating 100 leads a day interested in solar and then trying different campaigns to do that, right?
00:41:28
Speaker
This is just for us.
00:41:28
Speaker
That's not anything phenomenal.
00:41:30
Speaker
We're not a marketing agency.
00:41:31
Speaker
This is our small team that started a year ago.
00:41:33
Speaker
We can generate 100 leads a day in solar.
00:41:36
Speaker
Okay.
00:41:37
Speaker
And in California only.
00:41:38
Speaker
So it's not bad.
00:41:40
Speaker
And then from there, we're like, but the challenge is like, wow, you got to pay all this up front.
00:41:45
Speaker
And it's 45 days later that you're finally getting your ROI off of that.
00:41:49
Speaker
So you got to have cash, right?
00:41:51
Speaker
So what I would say to people, if they're going to do online, go close 10 deals, door to door, self-gen, anything.
00:41:57
Speaker
Okay.
00:41:57
Speaker
Go close your first 10 deals, get paid on your first five or however many they trickle in, but only spend 30% of that, whatever you make.
00:42:07
Speaker
Like flip it.
00:42:08
Speaker
You're probably spending 80% and saving 20 if you are saving.
00:42:12
Speaker
You need to flip that.
00:42:14
Speaker
I'd say save 30%.
00:42:15
Speaker
You make 10 grand off of a deal, spend three for your house, for gifts, fun, everyday living.
00:42:25
Speaker
Take seven and put it back into ads.
00:42:27
Speaker
Not all at once, but put it in savings.
00:42:29
Speaker
Put it right there in your ad spend.
00:42:32
Speaker
What will happen is eventually...
00:42:34
Speaker
you'll start overtaking all your hard work and that those dollars on ads will start working for you.
00:42:41
Speaker
Okay.
00:42:42
Speaker
And then you're good.
00:42:43
Speaker
Now you're like, sweet.
00:42:45
Speaker
By the way, how long does that take?
00:42:47
Speaker
Six months.
00:42:48
Speaker
You're telling me you're 21, 25, 28 years old.
00:42:51
Speaker
Okay.
00:42:51
Speaker
You're 27.
00:42:51
Speaker
Let's do yours.
00:42:53
Speaker
An example, Taylor.
00:42:54
Speaker
If I told you, Taylor, start today,
00:42:57
Speaker
With your current knowledge.
00:42:59
Speaker
But let's imagine you don't have any knowledge in solar.
00:43:01
Speaker
This is your first summer and now you're just good at it.
00:43:03
Speaker
Okay.
00:43:04
Speaker
Okay.
00:43:05
Speaker
Great.
00:43:06
Speaker
Sweet.
00:43:06
Speaker
You're probably going to close how many deals?
00:43:08
Speaker
Tell me.
00:43:08
Speaker
Wait.
00:43:09
Speaker
So I'm already good at it.
00:43:11
Speaker
How many are you going to get paid on on your end?
00:43:13
Speaker
Let's just say how much.
00:43:14
Speaker
Yeah.
00:43:15
Speaker
One deal pays on average how much for you?
00:43:18
Speaker
Just give it round numbers here.
00:43:19
Speaker
Five grand.
00:43:20
Speaker
Okay.
00:43:20
Speaker
Five grand.
00:43:21
Speaker
So five grand.
00:43:22
Speaker
And how many will you get paid on in a six-month period?
00:43:27
Speaker
Um, six months.
00:43:27
Speaker
Average per month.
00:43:29
Speaker
Let's say, 515.
00:43:29
Speaker
Uh, let's call it.
00:43:34
Speaker
How many deals are you going to do per month?
00:43:36
Speaker
Do you think paid on after they roll in, you know?
00:43:38
Speaker
After they're installed.
00:43:39
Speaker
I don't know.
00:43:40
Speaker
Let's say, let's say six months, 20 deals.
00:43:43
Speaker
Okay.
00:43:43
Speaker
So 20 deals times five grand.
00:43:45
Speaker
Yeah.
00:43:45
Speaker
So what are we at?
00:43:46
Speaker
A hundred?
00:43:46
Speaker
Is that two times five?
00:43:48
Speaker
Yeah.
00:43:48
Speaker
A hundred grand.
00:43:49
Speaker
So you're going to make a hundred grand.
00:43:51
Speaker
So in six months, how much can you live on?
00:43:54
Speaker
Without, you know, still dating your wife and not going broke.
00:43:58
Speaker
Yeah.
00:43:59
Speaker
Does it have to be $100,000?
00:44:02
Speaker
We can make it work for less than $100,000.
00:44:04
Speaker
Okay.
00:44:05
Speaker
So you see what I'm saying?
00:44:07
Speaker
Getting to though, right?
00:44:08
Speaker
Yeah.
00:44:08
Speaker
So either one, increase your closes.
00:44:11
Speaker
Go knock more.
00:44:12
Speaker
Go self-gen more.
00:44:13
Speaker
Do whatever you need to do.
00:44:14
Speaker
Get more.
00:44:14
Speaker
Yeah.
00:44:15
Speaker
But end up saving $25,000.
00:44:17
Speaker
Not for your savings.
00:44:19
Speaker
Yeah.
00:44:20
Speaker
But for advertising.
00:44:21
Speaker
Yeah.
00:44:22
Speaker
And then take that 25 grand and gradually give it to somebody who knows what they're doing with it.
00:44:27
Speaker
Yeah.
00:44:28
Speaker
Kind of like financial investing.
00:44:29
Speaker
Like don't go do your own trading unless you know what you're doing.
00:44:32
Speaker
Yeah.
00:44:33
Speaker
And they'll charge you for it, but wouldn't you rather have leads that are good compared to you wasting your money on those leads?
00:44:40
Speaker
That's true.
00:44:41
Speaker
And so they'll charge you for it, and now you're going.
00:44:44
Speaker
You're moving.
00:44:45
Speaker
And the next six months, you will sell double that from online.
00:44:50
Speaker
Double.
00:44:51
Speaker
So would you not trade six months of sacrificing some money to double your sales the next six months without working so hard?
00:44:59
Speaker
Who would not do that?
00:45:01
Speaker
I'll tell you who.
00:45:02
Speaker
Almost everybody because no one's doing that.
00:45:04
Speaker
That's true.
00:45:07
Speaker
It's like, but just stop and think about that.
00:45:10
Speaker
In one year, as an amateur salesperson, not you, but somebody that's 22 right now, just got back from wherever.
00:45:16
Speaker
Let's say they were on a mission, but it doesn't have to be any of those.
00:45:20
Speaker
And there's a lot of people that are not returned missionary Mormon dudes, right?
00:45:24
Speaker
So wherever you're at, you're 22.
00:45:27
Speaker
Don't you think that it's worth working six months hardcore, saving that money?
00:45:32
Speaker
You're probably not even married.
00:45:33
Speaker
You probably don't have any obligations.
00:45:35
Speaker
You can get some cheap apartment and live off of $2,500 a month and make $10,000 a month.
00:45:41
Speaker
Close two deals, in other words, that $5,000, right?
00:45:44
Speaker
Close two deals a month, and at the end of that six months, you're going to have $100,000.
00:45:49
Speaker
And you're going to save at least half of that.
00:45:51
Speaker
And you now have the power to change your world the next six months and the six months after that.
00:45:57
Speaker
Yeah.
00:45:58
Speaker
Why wouldn't you do it?
00:46:00
Speaker
Yeah.
00:46:00
Speaker
Can you think of a reason?
00:46:02
Speaker
Right off on your taxes after two years.
00:46:03
Speaker
Yeah.
00:46:04
Speaker
It's like business expense.
00:46:06
Speaker
Like do not touch that.
00:46:07
Speaker
Don't go buy a damn Tesla.
00:46:10
Speaker
Don't do the dumb stuff that people do just so they can take their pictures on social media and be like, I got a Tesla.
00:46:16
Speaker
Solar's paying for my life.
00:46:18
Speaker
And yet I don't run ads.
00:46:19
Speaker
Yeah.
00:46:21
Speaker
You know what I mean?
00:46:22
Speaker
Like, what are you guys doing?
00:46:23
Speaker
It's okay.
00:46:24
Speaker
You don't have to go live this luxury lifestyle.
00:46:27
Speaker
You're going to live another 20 years after this.
00:46:28
Speaker
What are you going to do then?
00:46:29
Speaker
Yeah.
00:46:30
Speaker
You know, like, so like, I'm just trying to say, have some kind of enjoyment, but don't think so stupid and short-minded, and then you'll be great.
00:46:40
Speaker
You'll be great.
00:46:41
Speaker
Solar is the biggest opportunity probably there is in the world, I would say, in my opinion, for amateur starting out salesman.
00:46:49
Speaker
And by the way, amateur is not a bad word if you're taking
Conclusion and Marketing Strategy Summary
00:46:52
Speaker
that.
00:46:52
Speaker
I don't know.
00:46:52
Speaker
I took that bad when I heard amateur.
00:46:54
Speaker
Amateur just means you're learning.
00:46:56
Speaker
You don't know it yet.
00:46:56
Speaker
You're not a pro.
00:46:59
Speaker
I mean, you've got to have 10,000 hours in something before you're a pro.
00:47:02
Speaker
So you're going to be an amateur for the next 10 years.
00:47:05
Speaker
So while you're learning, save.
00:47:08
Speaker
While you're learning.
00:47:10
Speaker
have the advantage over your competition that isn't willing to save.
00:47:13
Speaker
Because if they don't, if your competition is spending it on a Tesla and you're not, you already have the advantage because you're going to put it in ads.
00:47:21
Speaker
Yeah.
00:47:23
Speaker
And put it with somebody who knows what they're doing too.
00:47:25
Speaker
And don't think I'm advertising ads.
00:47:27
Speaker
I will not run your ads.
00:47:28
Speaker
We have a company.
00:47:29
Speaker
I'm not an ad agency.
00:47:30
Speaker
There's plenty of them though.
00:47:32
Speaker
Right.
00:47:32
Speaker
So the one thing I won't tell you, by the way, is who we use.
00:47:36
Speaker
Only because people will go steal them.
00:47:42
Speaker
Yeah.
00:47:43
Speaker
But yeah, because we don't do our own ads.
00:47:48
Speaker
You know who we use.
00:47:49
Speaker
I was the one they introduced you to.
00:47:51
Speaker
Yeah, yeah, yeah.
00:47:51
Speaker
Shush!
00:47:52
Speaker
You already give it away?
00:47:53
Speaker
What's your problem?
00:47:54
Speaker
No, it's okay.
00:47:55
Speaker
They can use whoever.
00:47:56
Speaker
But I've just learned that my lesson on those is you've got to have diversity in your ads too.
00:48:02
Speaker
So at first, hire one person, but you probably want two ad agencies running for you because one will get your damn ad shut down, and then you got nothing.
00:48:10
Speaker
So there's a lot of strategy we can go into.
00:48:12
Speaker
That would be another podcast.
00:48:13
Speaker
But that's, I mean, dude, marketing, in summary, I would say this, Taylor.
00:48:17
Speaker
Everyone listening, whether you're advanced, mediocre, amateur, brand new, think long-term marketing in somebody's head.
00:48:26
Speaker
Get inside of the head of that homeowner and ask what they want.
00:48:32
Speaker
ask what they're struggling with, and then talk to them that way in advance before you ever offer to give them solar.
00:48:40
Speaker
attach it to solar attach that conversation in their head with solar like what will solar do for me if i did this is that gonna pay my bills okay gosh what if i could lower my bills how would i do that oh through solar that's easy does it cost me anything no yeah like if you can get that conversation going in their head and meet them there by the time you're on their door they're like oh i've been thinking about solar well i know you have i've been mailing you stuff been doing this dropping stuff at your house i already know what i'm doing yeah i just is here to get you enrolled
00:49:08
Speaker
So does that make sense?
00:49:09
Speaker
Like if you can start like that, that works online.
00:49:11
Speaker
That works door to door.
00:49:12
Speaker
It works anything in marketing.
00:49:13
Speaker
And that's a strategy and a principle that lasts for eternity.
00:49:17
Speaker
Yeah.
00:49:17
Speaker
So you can't beat that.
00:49:19
Speaker
Yeah.
00:49:19
Speaker
Well, I definitely agree 100%.
00:49:21
Speaker
I mean, that was me for probably two years.
00:49:23
Speaker
I'd heard of people spending ads, but I'm like, I'm going to take money in.
00:49:26
Speaker
I have to pay money to do this.
00:49:27
Speaker
I don't want to spend.
00:49:29
Speaker
Because it does, in the beginning, you know how it is.
00:49:31
Speaker
You have to spend.
00:49:32
Speaker
Maybe you're spending $1,000 just mostly testing stuff, not getting great results.
00:49:37
Speaker
And that's how it was for me.
00:49:38
Speaker
I'm like, freak, I just dropped a grand and I got not that many leads and haven't even had one close.
00:49:43
Speaker
But then when you get it rolling, it's just a numbers game, you know?
00:49:46
Speaker
So here's the nugget.
00:49:47
Speaker
You ready?
00:49:48
Speaker
So everybody that does this, save up 10, plan on getting one deal.
00:49:52
Speaker
from your 10 grand in ad spend.
00:49:55
Speaker
Now I'm setting you up for failure right here, okay?
00:49:57
Speaker
So like you can't do worse than that.
00:49:59
Speaker
If you do, you got the wrong person to do your ads, okay?
00:50:02
Speaker
So go save 10 grand.
00:50:04
Speaker
Spend that 10 grand knowing that your ROI will probably be break even.
00:50:08
Speaker
And don't cry about it, you big freaking baby, okay?
00:50:11
Speaker
Like, oh, you guys drive me crazy if you cry about this.
00:50:15
Speaker
You lost $10,000, but I only made $150,000.
00:50:16
Speaker
It's like $150,000 I'm talking about.
00:50:20
Speaker
Like, come on.
00:50:21
Speaker
Okay, so now you did that, right?
00:50:24
Speaker
You know that in advance.
00:50:25
Speaker
That's the expectation to set for yourself.
00:50:27
Speaker
As long as I get one deal closed or two at five, but I get my $10,000 back.
00:50:32
Speaker
What will happen the next month with the next $10,000?
00:50:34
Speaker
Probably two deals.
00:50:37
Speaker
Two and three, probably four.
00:50:40
Speaker
And then the next month, you keep reinvesting another $10,000, $15,000, $20,000.
00:50:43
Speaker
Now you've got 10 deals in a month when you're doing two.
00:50:48
Speaker
You see what I mean?
00:50:48
Speaker
Like you're 90 days in, and now you're just like, oh, I'm glad that I listened to Brent telling me to just don't cry about my $10,000 because now I've got $200,000.
00:50:57
Speaker
You see what I mean?
00:50:59
Speaker
Like there's a big difference in that.
00:51:00
Speaker
So anyways, that's the golden nugget is doing.
00:51:05
Speaker
Going in with the right expectation of ad spin.
00:51:07
Speaker
I mean, Gary Vaynerchuk said it great.
00:51:08
Speaker
He's like, if you're crying about 10 grand on your ads, you don't know what you're doing.
00:51:13
Speaker
Like, stop worrying about that.
00:51:15
Speaker
You're just testing.
00:51:16
Speaker
Yeah.
00:51:17
Speaker
You know, but still getting ROI.
00:51:18
Speaker
Still get the sales.
00:51:19
Speaker
Like, you're still going to have leads from that, everyone listening.
00:51:21
Speaker
I'm not trying to say you won't get a lead.
00:51:23
Speaker
You just won't get great leads.
00:51:25
Speaker
And they'll be expensive.
00:51:26
Speaker
They'll be like, wow, why is this costing so much money?
00:51:28
Speaker
I can't do this.
00:51:29
Speaker
I can't do this.
00:51:29
Speaker
I can't do this.
00:51:30
Speaker
If it's always going to be like this.
00:51:31
Speaker
Well, it's not going to always be like that.
00:51:33
Speaker
Yeah.
00:51:34
Speaker
That's the key.
00:51:36
Speaker
So if you can do that, you're good.
00:51:38
Speaker
That's all we're doing.
00:51:40
Speaker
All we're doing is just like, man, we turned through money, and Ben and I looked at it, and we're like, dude, man, we just upped our ad spend, but we didn't increase our sales.
00:51:47
Speaker
I was like, give it 90 days.
00:51:48
Speaker
It's okay.
00:51:50
Speaker
You know, like, it'll next, and then all of a sudden we're doubling it.
00:51:53
Speaker
So eventually there's this point where it's a tipping point.
00:51:57
Speaker
Read that book if you haven't.
00:51:58
Speaker
I think it's Malcolm Gladwell's tipping point.
00:52:01
Speaker
Eventually there's a tipping point.
00:52:03
Speaker
where it won't matter.
00:52:05
Speaker
You're just going to start making a lot of seven figure numbers hitting your bank account monthly.
00:52:11
Speaker
And then why do you care?
00:52:13
Speaker
Yeah.
00:52:14
Speaker
You know, definitely true.
00:52:16
Speaker
Awesome.
00:52:17
Speaker
Well, Brent, thanks for sharing your golden nuggets with us.
00:52:20
Speaker
Obviously Brent has one of his biggest secrets, I think is having mentors.
00:52:24
Speaker
That's another thing.
00:52:24
Speaker
Don't be afraid to invest in coaches.
00:52:27
Speaker
I mean, Brent's,
00:52:28
Speaker
You probably spent, what, 100 grand at least probably in coaches.
00:52:31
Speaker
Oh, yeah, yeah.
00:52:32
Speaker
I would say triple that, yeah.
00:52:33
Speaker
Okay.
00:52:34
Speaker
So he knows his stuff.
00:52:36
Speaker
He knows his mentors.
00:52:37
Speaker
Don't be afraid to do that.
00:52:38
Speaker
Invest in yourself and then invest in your ads.
00:52:41
Speaker
Invest in your leads and invest in your customers, most importantly.
00:52:45
Speaker
So Brent, thanks for coming on the show.
00:52:46
Speaker
We'll wrap it up here.
00:52:48
Speaker
Last thing, where can people connect with you on social media or anything?
00:52:53
Speaker
Smoke signals are the best way or how do people connect with you?
00:52:56
Speaker
Smoke signals are great.
00:52:57
Speaker
Here's my phone number.
00:52:58
Speaker
Just joking.
00:52:59
Speaker
Um, uh, what, what's best?
00:53:03
Speaker
What do people give?
00:53:04
Speaker
I mean, what, what can I be valuable to people?
00:53:06
Speaker
I can give them stuff too.
00:53:07
Speaker
Yeah.
00:53:08
Speaker
Well, then you hit you up on, I don't know, Facebook, wherever you're most active.
00:53:11
Speaker
You go on Facebook.
00:53:12
Speaker
You on?
00:53:13
Speaker
Yeah.
00:53:13
Speaker
Hit me up on Facebook.
00:53:14
Speaker
I'm on Facebook.
00:53:15
Speaker
That's fine.
00:53:16
Speaker
You have some dance videos on you.
00:53:17
Speaker
Oh, TikTok's getting shut off still, isn't it?
00:53:20
Speaker
Um, yeah, no, Facebook's fine.
00:53:22
Speaker
Okay.
00:53:22
Speaker
I'm not always on there.
00:53:23
Speaker
Don't expect an immediate response, but certainly reach out.
00:53:26
Speaker
Um,
00:53:27
Speaker
What I am happy to do is give them something if whatever they need so I can drop like a little infographic and give them something.
00:53:35
Speaker
I come from that world, dude.
00:53:36
Speaker
I'm going to get you to opt in.
00:53:38
Speaker
You know, I'm not going to sell you anything.
00:53:40
Speaker
But if you're going to get in my world, then I want to communicate with you.
00:53:43
Speaker
Awesome.
00:53:44
Speaker
And I don't have anything to sell.
00:53:45
Speaker
I sell solar.
00:53:46
Speaker
So unless you buy solar from me, maybe that's how good the test, if I can get a solar guy to buy solar from me.
00:53:55
Speaker
Okay, there you have it.
00:53:56
Speaker
Anyways.
00:53:56
Speaker
Well, if you want to prefer something, we'll throw in the show.
00:53:58
Speaker
Yeah, if you get on Facebook to answer your question, Brent Attaway.
00:54:01
Speaker
Okay.
00:54:01
Speaker
And you'll, I think, I'm the white dude.
00:54:05
Speaker
I think there's a black dude on there.
00:54:06
Speaker
That's Brent Attaway.
00:54:07
Speaker
Okay.
00:54:08
Speaker
Good to know.
00:54:08
Speaker
We should become buddies.
00:54:09
Speaker
Black lives matter, though.
00:54:10
Speaker
Yeah, yeah.
00:54:11
Speaker
You got it.
00:54:12
Speaker
Hashtag.
00:54:12
Speaker
All right, awesome.
00:54:14
Speaker
Well, thanks for coming on the show, Brent.
00:54:15
Speaker
We'll probably have you on in the future because I know we're just scratching the surface, but I'm sure people will hit you up and we'll be in touch.
00:54:21
Speaker
Thanks for dropping the knowledge with us today.
00:54:23
Speaker
Yeah, you bet.
00:54:23
Speaker
All right, peace.
00:54:25
Speaker
Wow, what another value-packed episode of The Solarpreneur.
00:54:29
Speaker
Guys, if you couldn't tell, we spend a lot of time and energy to put these episodes out to hopefully give you just one strategy, one golden nugget that's going to launch your solar career to the next level.
00:54:40
Speaker
And we do it all for free.
00:54:41
Speaker
And if you found any value in this episode or it's helped you in any way, all I ask in return is that you just take 30 seconds of your time and leave us a review on iTunes.
00:54:50
Speaker
so that we can help more solopreneurs like you to change the world.
00:54:54
Speaker
And as a gift for leaving us a review, we have a special training package exclusive for solopreneur listeners over at solopreneurs.com.
00:55:03
Speaker
Remember, you need to leave us a review on iTunes to qualify for the training package.
00:55:07
Speaker
So take care of that now and we'll see you on the next episode.