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From Door-to-Door to Solar CEO: Rabbit on Hustle, Leadership, and Betting on Yourself
247 Plays2 months ago
Rabbit the CEO is on today's podcast to share the process and results of his genuine and organic hustle in the sales industry. Coming from humble beginnings, he puts honesty and ethics first in every step of the deal: creating a transparent and communicative work environment that keeps both his employees and the end customers involved.
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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. My name is Taylor Armstrong. went from $50 in my bank account and struggling for groceries to closing 150 deals in the 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.
00:00:31
Speaker
What is a solopreneur you might ask? 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 Rabbit, CEO from Fresno
00:00:41
Speaker
All right, what's going on, everybody? Welcome back to another podcast. We've got the one, the only Mr. Rabbit, the CEO, on here with us today. And this guy, he's doing some incredible things. He's in the best market in the world right here, just north of me, up there in Fresno, California.
00:00:58
Speaker
And I know you're blowing up on social media. Your company's doing awesome things. So thanks for coming on a podcast with us here today, Rabbit. No, absolutely, man. i appreciate the invite.
00:01:08
Speaker
I've definitely been watching you guys do your thing with the solopreneur, you know, shining a light on the individuals that are here working hard every single day, doing what we need to do. So I appreciate you for inviting and keep up the good work, man. You're definitely doing something big.
00:01:21
Speaker
Yeah, thank you. Appreciate that. And yeah, it's a cool seeing you camera. You got the swag, man. i never seen anyone swagged out in so much green. And ah you know you got the green energy power. So do you do that on purpose. You always rocking the green at your favorite color. yeah Yeah. I mean, not my favorite color, but as far as for work, this is definitely like the color that we do. So for bright eyes, we go heavy with the green. Yeah. So we're in the green room right now. Give you guys a quick little. Nice.
00:01:49
Speaker
Wow. You're not kidding. That's good. Yeah. So we're in the green room where it goes down. But ah yeah, we're all about green energy, renewable, just making it happen. Green for money, green for you know ah you know just for promoting the the life and the joy. That's where it's at.
00:02:06
Speaker
Yeah. Love that. That's awesome. Is ah that, is that a, like an office you have at home or you guys got like a physical office up there too in Fresno? Yeah, it's a physical office. Yeah. I'm here in the office right here. So this is, uh, it's not the home.
00:02:19
Speaker
ah this is, a yeah. Corporate right here. Okay. Sweet.
Rabbit's Sales Journey
00:02:24
Speaker
oh Cool. So yeah, um I know you're you're big on social media and everything, Rabbit, but for those people that ah maybe don't know you as much, you want to get into your your background, how you got started in ah solar energy and and what you've been up to up to this point?
00:02:40
Speaker
Yeah, absolutely. um Yeah, so, I mean, I'm originally from New York City, ah the Bronx, uptown. Started doing door-to-door sales almost 20 years ago. So I've been in this space for a very long time.
00:02:54
Speaker
Started knocking doors, doing what we call like small ticket items. So I was on always doing... my first probably door-to-door job was selling like of empty that you would find maybe in uh the dollar store or in five and below we would go out and sell those door-to-door uh for five dollars for ten dollars um man and that is that is that um is that is that uh is that vacuum killing them The audio?
00:03:26
Speaker
That should be fine. i mean, you can hear it a little bit in the background where we can do some editing. Yeah, let me close this. For sure. But yeah, I'll start from the beginning. So 20 years in door-to-door. I started off in Bronx, New York.
00:03:38
Speaker
ah First job I had was pretty much going door-to-door. We were selling like um Actually, like handheld novelties that you could do, maybe like perfumes, watch sets, coloring books, knife sets, flashlights, cool little pens, little gadgets that you would find around the house. We sell them for $5, $10, maybe $15. Commissions that i was making was $1, $2, $3.
00:04:01
Speaker
ah sales We would have to sell literally thousands of pieces a week to make $2,000, $3,000. So that's the type of sales I came from, a real hustle and bustle.
00:04:12
Speaker
ah Eventually, I transitioned into what they call deregulations energy. On the East Coast, we do a lot of that where it's like um the people have a supplier that they can choose as an alternative from the utility company.
00:04:27
Speaker
And that's usually like an average ticket sales for 60 bucks to maybe 120 for a commission. So again, small ticket sales. And I did that for about maybe five, five six years, um even 10 years almost at the end of my my career. um And with that, i was big on volume. You had to sell you know thousands of units a week in order to make some good sales. I was running about 11 locations throughout the country.
00:04:56
Speaker
It was literally coast to coast. So we had a bunch of locations throughout the United States. And then COVID hit And when COVID hit, obviously, we couldn't go door to door. We couldn't be out there, you know, communicating with people the way we used to. So the whole industry changed.
00:05:12
Speaker
A lot of guys that I was working with started getting on unemployment and getting lazy and PPP loans, and everyone started going a different route. A lot of guys that I was working with weren't into door-to-door sales anymore.
00:05:24
Speaker
And I remember at the end of COVID, I started thinking about, um I want to change my
Transition to Solar Industry
00:05:30
Speaker
career. I want to jump into something else. You know, I was doing this for 10 years. i was a veteran in it, but I was thinking about COVID was a big change for the the whole entire world. And I figured at the end of COVID, I would come out. I want to do something way different.
00:05:43
Speaker
I went to um um my first ever convention um for like personal growth and development. It was with Grant Cardone. And I remember when I went there, I took my last $5,000 that I had um to pay for a ticket to go to this event. And I figured when I go there, I'm going to get an opportunity to meet individuals that would introduce me to something new. I went in there with the mindset, I'm going to find my next plug, my next big gig, my next opportunity.
00:06:10
Speaker
And when I went out there, um I mean, I had a great opportunity to meet Rick Ross, DJ Khaled, Tommy Hilfiger, Derek Jeter, Jessica Alba. um I mean, the list goes on with all these celebrities that was there.
00:06:23
Speaker
But the one person that I met, and I never, ah I always tell this story. The one person I met was a guy from Brazil. He was 31 years old. His net worth was $3 billion. dollars And I asked him, I said, man, what do you do?
00:06:36
Speaker
And he told me that he, he sells, um, customizable swimming pool floors. So when I say customizable swimming pool floors, not only could he put the company logo or your family emblem on the bottom of the floor of the pool, but he would also say if you wanted your kids to swim in the pool, the pool would come up three feet so the kids could swim. And if you wanted to go scuba diving in your pool, it would drop down and go to 300 feet and you could swim in the backyard in your pool. And he says it's it's he says, if you wanted to put your helicopter and land it in the backyard, the pool would come all the way to the top with no water so you could land your helicopter there.
00:07:16
Speaker
I said, okay, thanks so your customers have helicopters, right? Because my customers are renting apartments in the Bronx, New York, and they have a utility bill, and they're about to get their water cut off, and they have food stamps and things like that. So at that point, I kind of realized that if I wanted to make more money I would have to sell to wealthier people.
00:07:36
Speaker
I would have to switch from dealing with the renters of, you know, the industry of electricity and deregulation and switch over to homeowners, people that were had an investment mindset and were, you know, owning homes and people that were more of a wealthy class. And I happened to run into a bunch of guys at the real estate convention for Grant Cardone that were doing solar.
00:07:56
Speaker
And they were telling me how they go door to door and they're doing solar and they're making $10,000 a sale. And I'm like, $10,000 a sale? We're making 70 bucks a sale for energy. And it sounds very similar as they were explaining it to me. And I was just like, so you're telling me,
00:08:10
Speaker
$10,000 you're making for knocking on one door. And we were making 70 bucks for knocking on the door. I couldn't even wrap my head around it. So I remember after COVID, I flew out to Vegas and I interviewed with the company. Then I flew out to LA, interviewed with a company. And then I kind of moved through California, meeting with different companies.
00:08:28
Speaker
just to find out who would be the best fit for me. And one of the things that kind of scared me away in the beginning with solar was like the first company I sat down with, they were like, yeah, if you make a sale, we'll install it in four months, you'll get paid 60 days after that. And I'm like, five months to get paid? I can't even i can't i can't wait five weeks right now. you know I was in ah and not the best possible situation. um But I ended up linking with a company that was doing fast installs, that was doing quick pay.
00:08:53
Speaker
And um I jumped into the solar game heads down. And you know when I first came in, um i was going out there really grinding out as if I was doing the same hustle I was doing before.
00:09:04
Speaker
As if I was you know making $70 a sale, as if I was making $5 a sale. So I came with that hustle bustle mentality of trying to do... 60 sales a week. And had never done 60 sales a week, but I would say within my first three months, I hit a peak of 17 sales in one week. I was averaging at least two to three sales every single week. um And within my first three months in the industry, um I broke a quarter million dollar month.
00:09:29
Speaker
had my biggest week of $98,000, my first three months in the industry of solar. And um from there, I just never looked back. And I just been ah going out here killing it, man, as a super fly solar guy himself.
00:09:42
Speaker
Wow, that's awesome. Incredible, man. Cool story. Congrats on your six success so far. And I was just saying, I've been to Grant Cardone events before, but I'm like, man, I didn't i didn't get to meet any of those people.
00:09:54
Speaker
No, it was pretty cool, man. yeah You must have got the VIP ticket because i didn't have that ticket. that Let me meet all those. And you know what's crazy, too, is that ah with the ticket, man, I bought the $5,000 one, right? That's all I had. I had $5,000. I bought that. And then my boys, they
Challenges in the Solar Industry
00:10:10
Speaker
were all, you know, doing unemployment, and they all had a little bit more money than me at the end of COVID.
00:10:15
Speaker
And ah they all had got the $20,000 VIP platinum passes. They were going to the yachts and everything. And they chipped in and got me the $20,000 ticket for my birthday.
00:10:25
Speaker
So I ended up in that room, um you know, meeting all those big people, man, which is pretty crazy, because I definitely was supposed to be in the nosebleed section for the $5,000 ticket. But yeah God was good. And I worked my way into the the big room, man. So I was excited. Yeah, that's awesome. Well, that's cool. And, um you know, you you took a risk and looks like it paid off. So like looking back, because there's people that, you know, maybe they haven't made a big, big yet. And we're still looking for that breakthrough. But maybe they do need that extra training, that extra connection. And that could be the one thing that propels them into the success. What was it that they made you like, I imagine you were kind of nervous betting all that money. If that was sounds like you didn't have a lot of money at the time. And you're basically putting the chips on red and hoping it pays out. Was it was a pretty nerve wracking, like putting your last bit of money?
00:11:13
Speaker
It really was. I'm going be honest with I was like, you know, like, I didn't know which way to go at this point. And I was like, you know, my direction was and my vision was for the first time in my life, very unclear. You know, before that, I always had a clear path. I always was the leader of a huge team. I was running a huge organization. i had organizational managers, regional managers under me. I had, you know, a bunch of regular managers and an endless amount of team of leaders and representatives. I was always the the head front man and making all the right decisions. Through COVID, I really lost my footing and I really didn't know my direction. This was definitely a Hail Mary pass that I threw out there just with the hopes and the wits that if I could put myself in the right room around the right people, smile, shake hands, and just introduce myself to enough people, that one person in the room would be that direction that I'll be able to find my next big gig. um And it worked out really good. Funny thing is, all the guys I met there that were doing solar, none of them have I ever worked with. But at least they still introduced me to the industry and opened my eyes to the possibilities on this. So that was a big thing for sure.
00:12:17
Speaker
Yeah, that's awesome. Well, I'm glad I paid off. I've never spent that much on an event, but I've been to some events where I'm like, man, maybe I should have just stayed home and worked. Yeah.
00:12:29
Speaker
Um, you know, cause I think there's that side to some people in, in beginning of my solo career, I would go to too many events, I think. And yeah they call it like a success zombie, just be always wanting to go to events and, you know, not actually playing stuff.
00:12:45
Speaker
No, that's true. Yeah, yeah. But yeah, it sounds like you you went more for like the connections. Absolutely. I think some sometimes you got to look at it like that. like What are the networking possibilities? And that's good. You had a goal in mind that you're looking for connections, looking for that next business opportunity. i There's people that go to events without a goal in mind. They're just going and...
00:13:04
Speaker
Just kind of, I don't know, hoping for something to happen. But you actually had a goal in mind and made that connection. So that's awesome. Yeah, for sure. Yeah. Appreciate that. I mean, I think that's anything, right? Like if you go out there and you're just, ah I mean, i always say like life is like, um it's like a game of football.
00:13:21
Speaker
Right. And it's like, um or or let's say basketball i'll go on basketball. Life is like a game of basketball. And it's like, you know, there's five people on this team. There's five people on that team. We're bouncing a ball. We're passing the ball. And it's like, imagine playing basketball and there's no backboard. There's no hoop.
00:13:37
Speaker
there's no net. It's like, you're just running around with no purpose, with nothing to shoot for. You're never going to score and you're definitely not going to win like that. So it's like, if you don't have something to shoot for, you don't have a direction, you don't have a goal, um then you're just kind of just running around five guys getting sweaty, passing the ball around and dribbling for nothing.
00:13:55
Speaker
um That's kind of what it's about for sure. Yeah, that's good. That's good way to put it. Yes. Well, so from then on, so you got your taste of success in solar. So now that was at a different company and then now you have your own company, right? So what did it look like?
00:14:12
Speaker
Yeah. So how did that go? How did you ah um get started with your company? And you know what did that look like transitioning from working for another company, starting your own company and everything?
Company Principles and Integrity
00:14:23
Speaker
Yeah, absolutely. So, I mean, you know, one of the things about the industry that we're in, unfortunately, one of the, I want to say the the things that a lot of us turn our shoulder to is just how shady the industry is and how unpredictable it is.
00:14:35
Speaker
um And unfortunately, it's a thing where a lot of us have actually become accustomed to it, you know, not getting paid. not having transparent pay, installers not going through, installers not taking good care of the customers. A lot of bad examples of that, of just systems not getting turned on, not getting PTO'd, customers just having problems and issues and never getting results. The installer with the finance company, a lot of these things come into play and just kind of moving around throughout the industry and going to a couple of different companies and, you know, learning from the great companies, seeing a lot of good examples, and then also just seeing a handful of bad examples too as well. You know, eventually I got to a point where i decided to kind of, you know, branch off and kind of
00:15:16
Speaker
create the opportunity that I believe that the individual that worked with me deserved and that they needed. We kind of built a foundation around, you know, integrity, around leadership and around kind of doing what's right.
00:15:27
Speaker
You know, understanding that there's enough money in the industry. There's no reason to do shady work. You can do things the right way. you can do things by the book. You can sell honestly. You can pay your people correctly. And it's still enough money to to be more than successful and to be in a good situation for you and for the the customer as well.
00:15:45
Speaker
Yeah. So how many how many people now are at your company? How many guys you got? ah We keep a small, man. I'm not in a huge ah ah situation like I was before. um ah Total all between setters and closers. We got about 30 guys. So nothing too crazy, nothing too outstanding. We are looking to grow and expand a little bit more in 2026. But 2025 was about developing that core, getting the foundation ready so we can start branching off to other avenues and kind of building ah more of a leadership team, and then now getting these guys to start leading and developing the right way.
00:16:19
Speaker
So I'm curious to hear, because something we've struggled with a little bit, I know it's probably hits most of the industry, but you know just the big, beautiful bill stuff. Like you said, a lot of uncertainty in solar. There's always something that guys are saying, oh, solar is dead, or we're not going to make it.
00:16:34
Speaker
And you know like the guys that stick it out, you you and I, we know that um yeah we're going to be rewarded, the people that stick it out. But ah newer reps and people that haven't seen a ton of money in this yet, sometimes it can be hard just instilling that certainty in them to stick it out and um not jump ship with everything going on.
00:16:54
Speaker
So what have you done, Rabbit? Anything you do to help your guys see that, hey, it's like we're going to weather the storm and it's just part of the process. um I don't know if you've seen some of your guys come and go and have some ah struggles during all this craziness, big, beautiful bill and everything. But...
00:17:11
Speaker
Yeah, what what do you say to that? um I mean, I definitely think it's scary, you know. um You know, I'll be honest with you, you know, if you're not ah if you're not really a seasoned vet, you can't get scared in situations like this. You know, I've been through NEM 2.0, 3.0, you know, so I've seen the changes in the industry. I've watched things grow, um you know, but I've also learned just through history, like obviously it repeats itself. You know, i would look at this kind of as a similar situation to like, you know, the Great Depression, right? You know, things go down, but then that's where it also forms the most millionaires. That's where the people that actually strive in chaos are developed and they make a legacy for themselves. You know, so for all you guys that are, you know, you're not really built through it and you're not really going to be true to it. You're right, man. This is scary. Solar's dead. you guys should leave right now. You know what I'm saying? and but Especially you guys in my area, in California, go start selling ah life insurance or, you know, go...
00:18:07
Speaker
Go jump into one of those other industries, no shade. um you know what I'm saying? But leave solar for the big dogs, the guys that can't really go out there make it happen. But no, all jokes aside, um I think that when chaos happens like this and there's a shake in the industry, um this is really where, ah you know, growth takes place. This is where it takes really being what they call a solopreneur, right? You're able to be an entrepreneur and strive in the adversities because ideally what an entrepreneur is an individual that solves a problem that's going on. And right now, when you have a problem like this in the industry, as a leader, you got to be able to solve that problem for your guys, whether it's changing your pitch, whether it's switching up your commission structure, whether it's innovating the way you guys are marketing your system and trying to get more of a volume um and put yourself in a situation where sitting in more rooms, interacting with more people and getting more homeowners exposed to what's going on.
Solar Industry Growth and Challenges
00:18:53
Speaker
But one thing I do know, too, is that in this economy that we're in, we're in a battle with the utility company. And when the utility company constantly raising their rates and they have this comparison with solar, where now solar is probably going to be a little bit of a different game for the industry. I can see the utility company taking advantage of that and using that as a reason to have more rate hikes to increase their volume of of sales with the homeowners. And that's going to give us a huger margin eventually. It might not happen January 1st, but I think we're going to see a huge increase in the utility companies and that's goingnna give us a space and a place to kind of develop. Now, I am hoping to, and if anyone's out there with the finance companies, I hope that you guys kind of move a little bit of the margins with some of the dealer fees and some of the back end so we can make some more wiggle room so we can still have the product very sexy, very obtainable, and very affordable for the homeowner as well. Because one thing I do love about solar, and I've sold so many things in my life, but that the one beautiful thing about solar is that it's beneficial for the homeowner, it's beneficial for the sales team is beneficial for the environment. It's just a win-win for everybody. And I hope and and pray that moving into this new market and this new day and age with the big, beautiful bill, that this will still stay a beautiful sale for the homeowner and for the sales rep so we can all strive through this. i agree. 100%. And yeah, it's true. I think, ah you know, especially for those listening, the guys that stick through all this, we're going to be the ones that are kind of like the rocks, the future leaders of the industry. um I've already seen that. we've I've had guys that are on my team now that have come from other companies, come from other opportunities because they're seeing that people are leaving solar.
00:20:23
Speaker
they're They're seeing that they thought solar was dead. And then, a you know, few guys on my team, they see me still posting sales, still having success. And guys notice that. And it might not be like today or tomorrow, but as you keep grinding through it and as you keep having success and if you keep getting out there, people are going to notice that. And um yeah, I think it makes it even easier for for us to build our teams and to attract other people to grow our organizations um as we keep you know going through the hard stuff and coming out on the other side. and But yeah, so so ah Fresno and that's... Have you guys been in Fresno the whole time? How's Fresno been for you guys up there? Yeah, Fresno's been good. now We've been here for a while. um We definitely put our for you know our flag down and we kind of just made it a home and we stayed here. I mean, I've i've explored out. We've done a couple blitzes, you know, South California, North California. We kind of moved around, but this is the foundation. This is the head base. We've jumped down to a couple of other cities and states too over time. So, you know, I've been in Nevada. I've been in Houston. I've been in Dallas. I've been in um a couple other spots in Texas. um Missouri was pretty cool, too. So we did that for a little bit. So we kind of moved around a little bit. But, you Fresno's been the home base. It's the foundation of it. And i mean, it's been good to us for sure. no and i know it's good. Every time I go blitz these other places, I'm just like, man, most the time when I got done blitz and I'm like, man, I'm happy I'm coming home to California because just the gift that keeps on giving. Always going to be sales out here and you know, whatever happened during the blitz, I know I can come back and get sales in California. So yeah, it's, it's, it's good to market for sure. It sounds like you had success pretty quick coming out of the gate rabbit. And so for people that are listening that maybe they're struggling, maybe they haven't had that ton of success. What do you think you did different that allowed you to like come into this and have a lot of success? um And I'm sure, like you said, it was a lot of work. He worked at like, you're still selling things for a dollar. Maybe it What are some other factors you think that ah helped you have success coming out of the gate for ah for newer people listening to this?
00:22:21
Speaker
I mean, I think even to this day, I think one of the biggest things that worked for me is um I never count my commissions until it hits the bank. you know I think a lot of people, they set an appointment and they're already adding up. Like, you know how much could this possibly be? And that's a subconsciously that's sending you to take your foot off the gas because you're already kind of counting on the money. I think I went out there with a blind faith and I still do it to this day. I'll go out there, I'll close four or five, six deals for the week. And I'm not sitting adding it up. You know, I'm not putting in this is this, this is that. You know, i even tell my guys when the glass hits the roof, you know, then we'll add it up. Then we'll see what it is. Until then, keep your head down, keep grinding and keep pushing towards it. um There's this crazy thing called ah the solar coaster, which is a real thing where, you know, obviously we get paid these huge commissions. And I feel like it's a. It's a situation where a lot of individuals, whether it's reps, managers, leaders, whatever it is, we take our foot off the gas. um I'm still in the field every day. I'm still knocking doors. I'm still setting appointments. I'm still closing appointments. So I'm still out there putting my pedal to the metal and still pushing myself forward. it doesn't matter how much I made this week or what goals I've already accomplished. I kind of just push the pole a little bit further and strive for the next goal. And if I get close to that one, then I just push it back a little bit more and strive for the next one there.
00:23:33
Speaker
I think that's kind of what it comes down in the play is that a lot of a set a goal. We get want that car, we want that house and we get it, we hit it. And then we kind of just take the foot off the gas and we wait a little bit. It's more about kind of resetting every chance you get it to get to have that new goal to push yourself a little bit harder. um and that's just going to kind of keep you you know in the grind. And I think that's really what's big about this industry is that you have the opportunity to really make what they call life-changing money. um And this is really where it's at. So, i mean, if you're not really taking advantage of this opportunity that we have right now with solar, I mean, I call it the California gold rush, right? We're selling liquid sunshine. um
00:24:07
Speaker
If you're not taking advantage of that, then, ah you know, you're're you're slacking on yourself, you know, put the pedal to the metal, go out there, man, all gas, no brakes. Yeah, for sure. And love that you're still getting out there because most people in your position, rabbi it it's like president is president of sales, they take that title and they're like, ah I'm just going to make a few calls. And a lot of guys, they you know I talk to other companies all the time where they have their president of sales, their regionals come in and they do trainings and they're like they're like, yeah, these guys, they're not even knocking anymore. So it's tough for guys to like take... uh, trainings and, you know, feedback advice and everything from guys that aren't there on, on the daily. So it's cool. You're still getting out there. You're still closing, still setting. And I think that's what it takes. Cause yeah, you draw the respect, um, and people respect your leadership a lot more when they know you're out there grinding yourself and, uh, putting in the the work every day.
00:24:58
Speaker
yeah there it goes. I mean, for all the big dogs that are out there, you know, and you're in this position, right? Are you really a leader if you're not on the leaderboard? Yeah. Right. A lot of these guys haven't been on the leaderboard in a year, two years, three years. You know what Get out there, make it happen. I mean, there's really no money like the field money anyway. It doesn't matter how much your overrides are or how much you're benefiting from the percentages and things like that. You're still not going to make that same money that you made if you close that deal.
00:25:22
Speaker
You know, if you set that self-in, if you go out there and make it happen for sure. Definitely. Yeah. And speaking of getting it to the roof, like you said, that's the most important part. That's when we're getting paid. um So you guys, your company, about are you guys doing your own installs or you got a company that installs for you up there? No, yeah, we do everything in-house. So first floor is all sales. Second floor is all install team. So we got everybody right upstairs. They're they're building out the blueprints, putting together the the engineering and the system in the permits and everything. And then right downstairs, we're running the sales meetings and the training. So everything's in-house. We have a full roofing slot as well, too. So we roofs as well. On 2026, we'll be doing HVAC and heating and all that as well. So everything will be in-house 100%. We'll be able to take care of everything that a customer needs for sure. So what do you do? what are What are some things maybe you do different? You mentioned you were working with other companies before you started your own business there. So what have you taken? Maybe things you didn't like from other companies. What do you feel that you guys do better to help these things get to roof? Because as you know, this one of the biggest reasons people quit in this. um We've seen a lot of guys on our team where they're crushing it in sales, but they're just like, they're not managing their projects. And you know some of it is their fault. Some of it is the installer's fault that they... we have a really hard time getting these things to the roof. So what do you do to help your team? And maybe as as a close yourself, closing and deals, how do you work with your installer? And
Communication and Team Success
00:26:46
Speaker
um yeah what are some things you do to get the projects to the roof instead of just getting a lot of sales? I mean, one thing I've learned throughout the industry is that whether it's whether it's personal, whether it's business, whether it's solar, whether you're in any other type of a field, it's all about communication. I think the thing that works the best for us here is the amount of communication that we have from the center to the closer, the to the engineers, to the install team, to the payroll department. Everything is very well transmitted. Everything is transparent. I'm sorry. Everything is very well communicated. There's a streamline of ah communication on every deal. so it's like It's not a guessing game of what's going on. We really keep everything within a tight niche. We definitely jump on projects very quickly. We're not biting off more than we can chew. um So, you know, we're doing, ah you know, the timelines are very rapid and relatable for the reps so that they can have a clear understanding of what's going on, especially when you're brand new in the industry. If you don't see things moving in the right direction, direction in a week or two, especially when you come from, you know, a different, you know, background or a different field of an industry, you might not really understand how construction works, right? And how, ah you know, installation and funding for projects go into play. So it's very important that we communicate this to these guys that they have a clear understanding of the funding that goes into it, the different departments that come into play, the install team, the sales, the funding from the bank. And these things got to be, you know, sometimes they're releasing, you know, different percentages 70s, 30s, 60s, 40s, 50s, sometimes 100%, 80s, 20s. So there's different amounts of funding in the way the projects go. And it's important that, you know, the install team understands what the sales team is doing out there and the sales team understands what the install team is doing. Just as important as the setter understanding what's going on with the closer and vice versa. So I think if there's a clear line of communication,
00:28:34
Speaker
if people are explaining things thoroughly, if you have an opportunity to ask questions, you know, I think this is a big one too. A lot of times I've seen in certain organizations, people ask questions and it's either they get the runaround, they pushed off to somebody else, they don't get a clear answer. um What happens is when you don't get a clear answer and there's confusion, you start to think either the worst case scenarios or you create a scenario in your mind. And usually nine out of 10 times, it's not what's really going on is what you're thinking in your mind. especially if you've never been in the industry or if you already had bad examples or bad experiences in the industry from other places. It's going to raise a red flag with you and you're gonna assume that's what's going on here. So, you know, one thing we do breed ourselves on is communication, whether it's one-on-one with guys, whether there's explaining this whole process to individuals when they start out. And it kind of repeating it too, as well, because it's not something you just need to hear one time, kind of go over step by step by step. And that goes both ways.
00:29:26
Speaker
Also explain the operations, what the sales guys go through. So they have clear understanding as well, too, what the work they're putting in and what the work is putting in here, too, because it's a whole village that's putting together to get one project on the roof.
00:29:37
Speaker
So true. And you're right. If there's not that communication, it's where things fall off. um I had a company I was working with couple years ago on a project. And um yeah, it was like perfect example of zero communication. I thought the project was good. we had the funding all secured. um we were emailing back and forth, had an install date.
00:29:56
Speaker
And then a couple days before the install, I logged into the... We're using Everbright.com. for this project, I logged in on Everbyte and it said that the project hadn't even progressed to M1. So I'm like, that's weird. What's going on here? and then I emailed this company back and I'm like, why is this showing this? And they're like, oh yeah, you know what? We're going to need a new contract in place.
00:30:16
Speaker
And there's ah just this total lack of communication that and they... like They didn't scrub the project. and yeah I don't know. they didn't They didn't submit what they needed to do to get it to the M1. And then I had to try to go back to the customer. day you know had been in And had been some delays too.
00:30:32
Speaker
So this was like three months later, I go back to the customer and I tell him that we have to basically start from scratch and re-sign a new deal. And he's like, you know what? no. I'm not going through this again. I'm not going through this again. I'm on the spot. Oh my gosh. So yeah, it's true. And there's bad communication, man. It's just like so much money lost, way higher risk of cancellation and just become a nightmare. But yeah, like, so is there anything in speaking of cancellations, I know some guys struggle with it. We've implemented some things to kind of help our guys um reduce cancellations.
00:31:04
Speaker
We've kind of experimented with sending gifts to customers. I think doing like weekly updates for for the customer helps. But anything you guys do that's different or unique to reduce customer cancellations and and i help as far as that goes, Robit.
00:31:18
Speaker
Man, knock on wood right now. I'm going to knock on wood. But um so far, this year has been my best year for cancellations. I've had a total of three cancellations this year. And I'm i'm sitting over almost 150 installs. So personal signing docs. So I got three out of those that have canceled. So my cancellation ratio has been really good. And one thing I've learned over the years um with cancellations, because it wasn't always like this. you know I used to... i used to um It's what I call selling dash, right? um And now what I've learned to do is spend a lot more time with the customer after the sale than before the
Reducing Customer Cancellations
00:31:55
Speaker
sale.
00:31:55
Speaker
I think one of the biggest things that we do is that we sign docs, we take pictures, and we're gone. um We spend maybe two hours with the customer before we make actually make the sale. And you know what I've done is um after we sign documents, I've taken another hour to just sit there and still talk to them.
00:32:10
Speaker
still, you know, make them feel human, still put a little bit more time into it, still get to know them a little bit more. um I've never done the gift giving, um but I do give the gift of charisma, of charm, of getting to know them, you know you know, almost becoming part of the family, you know. um yeah This year I've gotten a lot of muffins made, a lot of cupcakes baked, a lot of, you know I'm saying, dinner, let's cook dinner for this guy because like, hey, he's obviously not going nowhere, where the sale's over, let's just start making it some spaghetti and things like that where, um you know, i kind of make myself more of a presence in the home. I definitely pop back.
00:32:44
Speaker
um you know, a swing by within the first three days so that I can kind of touch base with them again one more time, review a couple of things and also give them like an update. You know, hey, I just want to swing by and let you know um today was a great day. We submit submitted the permits. We did this. We did that. I also just got to take a couple more pictures of the back, whether I do or I don't. Right. I just kind of go back there and let them know that I'm in the progress of working on their project and letting them know I'm putting the work in to make sure we're doing everything exactly the way that they asked for it.
00:33:11
Speaker
um And I think that's some of the biggest things too, is that a lot of guys, um or at least I know that I was doing it the best, I would make a sale and then I would just kind of just wait for it to get installed and not realize that it's still my job to continue relationship and to maintain it.
00:33:24
Speaker
And the second thing that I found out that happens with this is that when I do swing back in three days and I swing back in four days or i speak to them again in a week, it's like, okay, yeah, my son came by and he had questions about this. And now it's a good time for us to jump on the phone and talk to the son before that becomes the cancellation.
00:33:40
Speaker
And then I've also realized that I've gotten a lot more referrals because when I swing back through and I talk to them, they say, okay, i spoke to this person and they're having a true up and they said this about soul and okay, well, let me go talk to them. And then this kind of pushes me into another category where I'm sitting down with somebody else at a table and turning that into a possible sale as well too. So I think that customer retention is actually what makes a really good closer.
00:34:05
Speaker
um and the things that kind of happen with those things that go into play. And you know I learned that from um um like a restaurant I had went to one time. went to this restaurant, nice restaurant out here in Fresno called Saison. you guys are ever out here, stop by Saison, check them out, tell them Rabbit sent you. All right. um But yeah, place we go very often. um And when I sat down with them, great customer service, great food. um But they hit me up like two days later.
00:34:27
Speaker
and they asked me how was you know our service, how was our thing? I was just like, wow, it they really hit me up two days later to ask me about how my food was and how I liked And I was like, they didn't have to. already paid the bill, i already gave a nice tip, and I left. But i was like, that little bit right there made me already start thinking, you know when should I go back to Saison? And I think that's a big thing right there. So when I seen that, I kind of stole that little from them, and I started going back to customers and popping back up and um you know just kind of making myself present snow. Even right now, sometimes when I'm in the area and it's lunchtime, you know, i'll hit up one of my old customers and I'll be like, hey, what are you doing? I got a pie a pizza. Can I swing by for lunch? And I'll just come sit down with him and his wife and then bring a pie of pizza and kind of just kick it with them and just kind of keep that customer retention, keep myself relevant in their eyes. So anytime anyone does mention a utility bill, anytime um someone mentions uh, the high rates or someone mentions that true up, Hey, you know what? Let's give Josh, the solar guy, a call for sure. now
00:35:23
Speaker
Yeah. That's so good. Yeah. I love that. And that, that took me a really long time to learn just the piece about, um, staying after the cell. Cause you know, i came from pest control and it's just like, you get, you get the cell, you leave quick. yeah And i think I think that caused a lot of cancellations because people could see is like, oh this guy got his signature on the dotted line. Now he's out of here.
00:35:44
Speaker
then I think they would like overthink it and be like, yeah, you know, I don't want to do this. So just having that time to kind of like deescalate things, just get back on, hey, let's talk about some common grounds and ah forget about the solar after. i think super important. And it's something I've noticed. Yeah.
00:36:01
Speaker
all the top guys do is just have that, you know, five, 10 minutes after just even if you have an appointment after, cause that was, that was, I think that was a big reason I was not doing it early in my solar career is cause I would have, we had a team of setters and we'd have appointments back to back to back.
00:36:17
Speaker
So i'm like, oh, I got to get to the next appointment. So right after they sign, I'm out of here. But then it was just like pouring water in a bucket with holes into it. Like so many people were canceling. So yeah finally, I started hearing it from top guys that they were taking that time after the sale to kind of like talk about common ground, deescalate the situation. And I'm like, you know what? Even if I have an appointment that I'm late to, I'm still going to take that five, 10 minutes minimum after to just talk about something else. And absolutely yeah, it for sure helps. And and that every time i I don't do that, it's like one one sign that you didn't do a good job with that. i don't know if this has ever happened to you, Rabbit, but when the customer calls the funding company to cancel, they don't call you.
00:36:59
Speaker
i'm like, man, if if they're not even calling me to cancel, that's when I know I did something wrong. Like, why are they calling? why they calling good leave for everybody to cancel? Like, why wasn't I their first call? So that's when I know I did a bad job at not like building the relationship. If they know to you if they don't even have my number or don't feel like they can call me to cancel, I'm like, all right, something's wrong.
00:37:17
Speaker
Absolutely. No, that's definitely a sign right there that you need to kind of work in that relationship building. And I think that's ah that's a key thing. And, um you know, one thing that I actually use when when you say that, because you just brought it up to me, one of my my little ah tricks on my sleeve that I give to my guys, right? When they're closing the deal. And you do close the deal, right?
00:37:36
Speaker
And you're taking those extra 10, 15, maybe half an hour afterwards, you're just kicking it with the customer. And you know you have an appointment very soon coming up, especially if it's in the same neighborhood.
Enhancing Customer Service with FaceTime
00:37:47
Speaker
What I always do is I FaceTime my customer.
00:37:49
Speaker
And I FaceTime and I'll say, hey, um you know, Mr. James, I'm running a little bit late. I apologize. I'm about five minutes away. I'm here with John and Suzanne. They just finished going solar. Guys, say hi. And they're like, hey, hey. And i'm like, yeah, we're going to finish up some documents here. I apologize. These guys are, they just made me some muffins. We're just having a great time. I was talking a little bit past schedule, but I'll be there very shortly. Please don't leave. I'll be there soon.
00:38:13
Speaker
And then I kind of hang out. And then now when I go over there, they're just like, wow, man, like you were just, and you know, sometimes they know them, sometimes they don't, you what saying? But it gives them real life, real time. Like, you know, look, we're signing up your neighbors. um You know, i wasn't just bullshitting around. I was actually involved in a sale, communicating with them. It's a beautiful family right around the corner. I'll be right there, you know? So it gives that extra. And when I walk into that next customer, you know, they're not upset that I'm late. They understand. And they're even more engaged in my presentation now, what you got going on for sure. Wow.
00:38:42
Speaker
That's so good. That's fire. going to steal that one. Do people answer? Do you like this? I don't know. Some people might know. Most the time, they and they'll actually answer a FaceTime. Well, one thing I learned, and another trick too right here. So like a lot of people, like you know, i was in front of the customer's house. I'm calling them, right? um You know, when you're calling someone and it's a number you don't know, do you think it's a spam call.
00:39:06
Speaker
Yeah. But someone's not going to FaceTime you if they don't know you. That's true. Yeah. Right. Okay. So I FaceTime all my customers, right? Because I'm calling. you're not going answer if you know the number. one But a FaceTime? Well, who's FaceTiming me? You're going see who it is. going pick up the FaceTime every single time. And if I'm right in front of your house, I'm right in front. Yo, I'm right here. What's up?
00:39:23
Speaker
Where you at? Oh my God, I'm so sorry. I forgot. I'm at the supermarket. I'll be right there. No worries. And then i just just wait in there. They're on their way. Yeah. So yeah, I don't call no more. FaceTime. FaceTime. FaceTime. FaceTime is the key.
00:39:36
Speaker
Wow. Another trick up the sleeve. I got you. Yeah. Hopefully everyone has iPhones out there. Yeah. Yeah, there's a couple that don't. That's for sure. You'll find it. But most people do have iPhones. I think most people do for sure. Yeah, that's fire. That's good. going use that. That's good. Bring in the sauce. Love it.
00:39:55
Speaker
Well, that's awesome. And so I want to get in for some people that are primarily setting appointments. do you have any ah keys to success? Maybe some, ah i don't know, secret sauce that you do for setting too. California, as we know, it's a saturated place. Yeah.
00:40:11
Speaker
you know Especially for those coming from other states, they always say, oh, man, how do you deal with these neighborhoods that have been knocked like crazy? And so any ah strategies on setting that you can leave to our listeners before we start wrapping up here of it?
00:40:24
Speaker
Yeah, before we wrap up, man, I'm going to drop it to some major sauce for you guys right now. So I've
Master Setter Assessment Form
00:40:29
Speaker
developed... um a master setter, what they call assessment form. um I mean, this is like the key, the bread and the butter to knocking in saturated areas, um to knocking even in brand new areas and just to knocking with anyone with a doorknob. I mean, this works every single time. So I designed this up with this form right here, right? We call it the bread and butter, right? um So what this is, it's basically like a crazy form. It comes with a form that we sell out, the customer gets their copy, and we do like a full assessment on the property. And what this does is, um it kind of creates what they call a chaos with the homeowners.
00:41:04
Speaker
and it lets them know exactly what the problems are that's going on in their home it sparks an interest for them to move forward to do solar and more importantly what it does is it separates ourselves from every other solar company out there that we're doing something totally different than every other solar guy that came by i mean the solar area is so saturated that the pitch is very very um uh it's repetitive right so they look through the doorknob We all got a polo shirt on. We all got a hat. We all look like a duck. We sound like a duck. We quack like a duck and we walk like a duck. So like this got to be a duck, right? And we've kind of shoot ourselves in the foot before we even get there. So I've designed this unbelievable assessment form that helps you to kind of go with a clipboard, look totally different than any other sales agent out there. Present yourself with a question-based selling 100% where you're not informative, You're not giving them any information, but you're asking a lot of questions to create chaos within the homeowner that makes them very urgent for them to sit down with a closer.
00:42:03
Speaker
So I want you guys to jump in my DM today. going to set you guys up with this brand new form to get you and your team rolling in the next direction to create more urgency with the homeowner, to create chaos so you can get inside more doors, close more deals, and get more glass on the roof.
00:42:18
Speaker
did you wow Wow. Wow. Wow. There you go. How's that for a pitch? Love it. Yeah, I'm going to be in your DM chat after this podcast. Let's go. I got you, bro. Let's make it happen. I got you. No worries. yeah Okay. Well, love shot everyone go ah yeah shoot shoot Rabbit a follow and send him a DM and he will get you a copy of what they're using. Okay. Because yeah, i love that. Anything that you can appear different, especially in saturated markets like California, that's the number one thing you got to do is look different.
00:42:47
Speaker
um And that's how you're going to get the attention. And so many guys make the mistake of just sounding the same as everyone else. And they they wonder why they get the door closed in the first 15 seconds. So um love that. Definitely ah probably the biggest secret of ah breaking that pre preoccupation when you first go to a door.
00:43:05
Speaker
So ah cool. Thanks for ah having that abundance mindset and being willing to share some, some secrets. Cause a lot of guys would be like, Oh, this my company stuff. I'm not, I'm not talking about any of that. So we appreciate, appreciate you being abundant with that.
00:43:18
Speaker
It's all good, man. I mean, at the
Personal Branding and Podcasting
00:43:20
Speaker
end of the day one thing I learned is that, you know, my light is shining bright. And if I take my light and I light another candle, my light's not going to shine any less. We just got to shine together. hundred percent. hundred percent.
00:43:30
Speaker
Well, last couple of questions, Rabbit. I know you got a podcast yourself and I know you've done a I think a first season of it. um I know you're working on dropping a second season. So just speaking of, of like personal branding, I know you're pretty big on social media. You do a podcast. Yeah.
00:43:46
Speaker
So what's been your ah driver behind that? What's, what's, a you know, what why do you focus on the personal brand stuff and doing a podcast and all that too? What's what's been the benefit of doing that?
00:43:57
Speaker
um I mean, I think the personal brand is, you know, is it's me, it's my legacy. It's where I'm at. do You know, I'm Rabbit and I think that's really big with everything that we do. ah You know, um Obviously, the podcast is ah the room of inspiration. Shout out to my co-host, my partner, my brother, the funny salesman, Kenny Brooks. All right, I want to give him his props for sure. um The man, myth, the legend, that's him right there. um But yeah, we started the podcast. Season one is out right now. the Excuse me. Season one is out right now, The Room of Inspiration. Season two coming soon, 2026. We'll be putting that together. So I'm excited to see where that goes. um But it's just about inspiring other individuals. It's about getting back into the room. Remember I told you guys my story before about going to the convention, putting myself in the room, networking. you know building my own brand and putting myself in the room with the other people that inspired me to step into this industry. Very similar to how me and Kenny Brooks met. We met at another convention. We met up. We both was in the room, you know, put ourselves in the room. We got inspired by each other's stories, by the past, and they created us to create something for the future. So, you know, working on my brand is just kind of me sharing my story so that I can
00:45:05
Speaker
give inspiration to other individuals and let them know that there's another way um to be out there. And more importantly, it's about being myself. um You know, one thing that I know for a fact is that everybody else is taken. So the only person I'm going to be good at is being myself. So that's what I do. But yeah, I'm the rabbit and the reason why they call me the rabbit is that I'm a leader. I'm a leader of all leaders. And I want to use the metaphor for a second and talk about a greyhound race. Like as a leader um and a manager or a CEO or an industry tycoon or guru or even a closer who's, you know, you know, running as couple setters, you know, you're the man that's got to have the direction. You got to have the visual. So let's just say it's a race.
00:45:46
Speaker
And we have a bunch of Greyhound dogs and they're in this race. And it's like the off-track betting. There's a referee, has a gun. He's about to blast it in the air. And every dog is a representation. Maybe it's a guy in your organization. maybe it's some guys in your leadership team. Maybe it's just goals that you have personally. i want to get a car. i want to get a house. I want to save a certain amount of money. i want to invest. These dogs all represent something that's in your team and your organization. And that's part of your vision.
00:46:14
Speaker
When the gun goes off, the dogs are all racing for the finish line. You as a leader, you as the manager, you as a CEO, you as the entrepreneur, you as the brains of the operation, you can't just be another dog in the race competing with your team, competing with your goals, competing with your own aspirations.
00:46:31
Speaker
You got to be the rabbit that's the ahead of the race. Them dogs got to chase the rabbit to the finish line. Your job and your only obligation is to get them to the finish line to win, to get that goal to be
Ambitious Goals for 2026
00:46:42
Speaker
accomplished, to get your guys and the pit individuals on your team, your management, your reps, your setters to reach their goal and to get to the finish line. And that's why they call me the rabbit because I'm at the race. Let's do it.
00:46:53
Speaker
Love it. Love it. Love it. Mic drop. Let's go. That's awesome. No, love the name and love what you're doing. And um yeah, like I mentioned, go, go shoot a rabbit, a follow on. It's just rabbit, the CEO, right? on social media.
00:47:08
Speaker
Rapid CEO, yeah, social media, all platforms, tapping on Instagram, hit my DM. I got some sauce for you guys. um We'll definitely make it happen, but I'm looking to see some big success from every individual watching this right now. I hope that I drop some gems. If you have any questions about anything that we spoke about today on Solar Entrepreneur, jump in. i would love to communicate with you guys.
00:47:27
Speaker
ah Let's jump on a Zoom. Let's jump in the DMs. Let's make it happen. Go out there. 2026, this is your year, man. Solar is not dead. It's just getting started. Let's go. You heard it here first. That's right, baby. Let's go. Let's go. Well, Rabbit, thank you so much. We appreciate you coming on. Can't wait to see you ah do some awesome, some big things in 2026. So we we will drop his social media in the show notes. Go shoot him a follow. And um yeah, I mean, last question, Rabbit. What's some of your ah goals, aspirations? We got 2026 right around the corner. So what's next for you and your company? What do we got to expect?
00:48:05
Speaker
2026 is going to be major, man. It's screaming nothing but expansion, right? We started off where we're at right now at 30 guys. We're looking at 2026. We're going to 10X and take it to the next level, 300 reps. We're trying to 10X the installs, trying to get everything to the next level. But more importantly, we're trying stay closer to God. We're trying to make it happen, be better positions for our family. We're trying to create a legacy. And then we're just here to do it like we do it for TV, man. Every single day, we're having fun while we do it. And that's what it's about, baby. Let's go. Let's go. Let's go. Okay. Well, thank you so much for coming on today. And yeah, can't wait to see what you guys do next. We'll have to do a second episode for sure. Coming next year or the year after. And yeah, man, congrats on your success and keep it going, baby. Thanks again for coming on the show. appreciate it, man. All right, man. Thanks for having me, man. This was a lot of fun. It was a pleasure. I'll see you guys soon, man. Until next time. So some you already know that I run my own door-to-door sales team here in San Diego. And as we are gearing up for the summer, I realized if we do the same thing we always did, we're going to get the same results.
00:49:04
Speaker
But if I want to increase my deal flow, I need to do something different to get an advantage. Then we discovered an app called Solar Scout. But it's not a door knocking app. It's a data platform that shows us who is likely to go solar in our market. It shows us who has previously applied for solar but later canceled the deal, who has moved in recently, and even how much electricity the homes are using in a given neighborhood.
00:49:28
Speaker
It's been working for a lot of teams across the country and now I'm on board too. I'm going to be one of the first to use SolarScout in San Diego so I decided to partner up. But I told them, hey, I'm going to talk about SolarScout on my show, you need to give my listeners a great deal. And they did.
00:49:43
Speaker
So go to solarscout.app forward slash Taylor and book a demo with them and you'll get 10% off your first month when you sign up. That's solarscout.app forward slash Taylor.
00:49:55
Speaker
Okay, back to the show. Hey, solopreneurs, quick question. 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?
00:50:09
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. 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. And it's called Solcite.
00:50:34
Speaker
This learning community was designed from the ground up to level the playing field and give Solar Pros access to proven mentors 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
00:50:53
Speaker
Currently, SoulCity is open, launched, and ready to be enrolled. So go to SoulCity.co to learn more and join the learning experience now.
00:51:07
Speaker
This is exclusively for solopreneur listeners, so be sure to go to SoulCity.co and join. We'll see you on the inside.