Become a Creator today!Start creating today - Share your story with the world!
Start for free
00:00:00
00:00:01
The Secrets of Running a Successful Setter Closer Program - Tanner Williams
83 Plays3 years ago
https://solciety.co/ - JOIN SOLCIETY NOW!
Thanks to our sponsor Pi Syndicate for this episode!
DOWNLOAD THE CHEAT SHEET HERE!: TOP 10 MOST DOWNLOADED EPISODES OF ALL TIME
Recommended
Transcript
Introduction to the Solarpreneur Podcast
00:00:03
Speaker
Welcome to the Solarpreneur Podcast where we teach you to take your solar business to the next level.
00:00:08
Speaker
My name is Taylor Armstrong.
00:00:10
Speaker
I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
00:00:19
Speaker
I teach you to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro and closing more deals.
00:00:31
Speaker
What is a solopreneur, you might ask?
00:00:33
Speaker
A solopreneur is a new breed of solopro that is willing to do whatever it takes to achieve mastery, and you are about to become one.
Live at DoorToDorkon 2023 with Tanner Williams
00:00:42
Speaker
Okay, what's going on, everybody?
00:00:44
Speaker
We are here live at DoorToDorkon 2023.
00:00:47
Speaker
Got my man Tanner Williams in the house.
00:00:50
Speaker
Tanner, thanks for coming on the podcast with us today.
00:00:52
Speaker
Absolutely, man.
00:00:52
Speaker
Stoked to be here.
00:00:53
Speaker
Been watching the, well, I guess listening to the podcast for years now, so it's kind of surreal to be on it.
00:00:58
Speaker
Yeah, appreciate that.
00:01:00
Speaker
And yeah, one of my proudest moments came last year when we were on a knockstart call together, the group that we're in.
00:01:06
Speaker
Oh, yeah.
00:01:07
Speaker
Tanner was like, I think, leading one of the calls, asking you questions.
00:01:11
Speaker
And he actually like gave the podcast a shout out in one of your calls.
00:01:14
Speaker
Oh, yeah.
00:01:14
Speaker
Holy cow, this guy is actually shouting out something that I said on the podcast.
00:01:18
Speaker
I'm like, wow, that's freaking awesome.
00:01:19
Speaker
So I've got to thank you for giving me the shout out.
00:01:21
Speaker
Oh, absolutely.
00:01:22
Speaker
It's definitely one of my proud moments.
00:01:23
Speaker
Yeah.
00:01:24
Speaker
Yeah, you guys have been awesome.
00:01:25
Speaker
I remember I was out in Denver.
00:01:27
Speaker
We had just launched Aptive Solar and I had hardly any idea of what I was doing.
00:01:32
Speaker
I was trying to teach you guys as well and I would listen to your podcast over and over and every episode would come out and listen to it and listen to it and that's been awesome.
00:01:39
Speaker
So I owe you guys a lot.
00:01:42
Speaker
Appreciate that.
00:01:43
Speaker
But yeah, man, I've learned a lot from you too.
00:01:44
Speaker
And just being a knock star with you and seeing you take off.
00:01:47
Speaker
It's been pretty incredible what
From Pest Control to Solar: Tanner's Journey
00:01:49
Speaker
you've done.
00:01:49
Speaker
So for those that don't know, you do want to give a little bit of your background and Apt of Solar and kind of how that got rolling and everything you're doing over there.
00:01:57
Speaker
Cool.
00:01:58
Speaker
Yeah, so I got into Door to Door 2017.
00:02:01
Speaker
I did a little like four weeks summer with Hawk, switched over to Aptiv and did four years of Pest with them.
00:02:07
Speaker
And I was like, I wasn't a terrible rep.
00:02:10
Speaker
I wasn't like a god by any means.
00:02:12
Speaker
I just, you know, a little bit above average, I think.
00:02:14
Speaker
And then wanted to get into solar and
00:02:17
Speaker
and had buddies that were making just stupid money, watching them work way less than I was.
00:02:22
Speaker
And I was like a little jealous.
00:02:23
Speaker
So I started looking into some solar companies, looked around a ton, went on a blitz, and I was like, yeah, solar is definitely what I want to do.
00:02:31
Speaker
And at the time...
00:02:33
Speaker
Connor Ruggio, who was the president of sales at Aptiv, he had been thinking about how do we get involved in solar because he was seeing the economic trend as well and just how dominant of a space it was.
00:02:46
Speaker
And so he came to me.
00:02:47
Speaker
It was kind of right time, right place.
00:02:49
Speaker
It was me and a couple of the
00:02:51
Speaker
Guys that were either involved in solar already or who are thinking about getting involved in solar but had also worked at Aptiv.
00:02:56
Speaker
And we started Aptiv Solar then.
00:02:58
Speaker
And that was about two years ago.
00:03:00
Speaker
And yeah, now we're still just growing, chucking along.
00:03:02
Speaker
So it's been super fun.
00:03:03
Speaker
Yeah.
00:03:04
Speaker
That's cool.
00:03:04
Speaker
Did it get complicated?
00:03:05
Speaker
Because like, I know they probably didn't want to.
00:03:08
Speaker
be like oh you guys all do they obviously want to keep guys doing pest control and all that right yeah so how do they do that where it's like not bringing guys from pests right well because they want to avoid you know there was a lot of drama i think with the whole vivant thing and when that switched over right but um i think they wanted to definitely avoid that there were some guys that were just definitely going to do solo regardless and so the mindset was might as well do it here um but now we've kind of gone into a
00:03:33
Speaker
So, you know, in the early days, some people just kind of switched completely over into
The Hybrid Sales Model: Pest Control & Solar
00:03:37
Speaker
it.
00:03:37
Speaker
Now they kind of do it to where they do a pest hybrid and they allow pest reps to be involved in both solar and pest control, which is really cool for the reps.
00:03:45
Speaker
I just focus on purely solar.
00:03:47
Speaker
That's my thing, but to each their own.
00:03:49
Speaker
So they get to participate in all of it, which is cool.
00:03:52
Speaker
Nice, that's cool.
00:03:53
Speaker
Is it like they do pest in the summer and then solar after the summer?
00:03:56
Speaker
It's kind of more they go out and they sell pest control and then they can set a solar lead as well and then closers can go by and close it or now we're actually working with a lot of the team leaders of those pest control teams to be trained to close as well.
00:04:09
Speaker
So just lead generation essentially through the pest program as well.
00:04:14
Speaker
Maximizes their earning potential, they can sell some solar and still sell what they know and what they've done for a long time.
00:04:19
Speaker
Yeah, that's fire.
00:04:20
Speaker
That's cool.
00:04:21
Speaker
And yeah, you guys have grown out like crazy.
00:04:23
Speaker
And yeah, just seeing Noxstar, how many?
00:04:26
Speaker
Did you just, I can't remember, you won the Noxstar competition that one time, right?
00:04:31
Speaker
Yeah, the...
00:04:32
Speaker
Oh my gosh, was it the draft?
00:04:33
Speaker
No, I can't remember what it's called.
00:04:35
Speaker
Yeah, one of them.
00:04:36
Speaker
Back in the, it was like right in the beginning of the summer, it ended in June, won that one.
00:04:40
Speaker
That was super cool.
00:04:41
Speaker
Super high competition with like Austin, Melissa, all those guys.
00:04:44
Speaker
They were freaking thrown down.
00:04:46
Speaker
Super motivating when you have those guys to compete with.
00:04:49
Speaker
Yeah, those guys are dogs.
00:04:51
Speaker
Yeah, crazy to see the volume of deals you did.
00:04:55
Speaker
So right now with Optiv, do they do, like I know it's the summer program for pests and all that, but like how do you guys do this structure now for solar?
00:05:03
Speaker
Is it like Blitz or like guys doing year-round or how do you get structure now?
00:05:08
Speaker
We've gone away a little bit from the Blitz program just because Blitzes are, they're good, but they're hard, right?
00:05:15
Speaker
They're high margin and
00:05:17
Speaker
I guess low margin, high cost, right?
00:05:19
Speaker
So we have a summer program that, yeah, like you mentioned, Aptivist crushed the solar program for years, so we do a good job at that.
00:05:26
Speaker
But we've actually started opening up offices as well year round.
00:05:29
Speaker
So we have nine year round teams now too.
00:05:31
Speaker
Okay, cool.
Building Teams and Programs at Aptive Solar
00:05:33
Speaker
And so you've been out in Colorado the whole time doing it, right?
00:05:36
Speaker
Yeah.
00:05:36
Speaker
I actually live in Utah right now, though, helping build and grow the org.
00:05:42
Speaker
I'm technically VP of sales now at Aptive Solar, so that's been fun, really cool.
00:05:46
Speaker
And then I just help build the summer programs, and then I have teams in Colorado, Arizona, North Carolina as well.
00:05:54
Speaker
And then we'll have a couple other teams go out for the summer.
00:05:56
Speaker
Yeah.
00:05:56
Speaker
Okay.
00:05:57
Speaker
So yeah, for our listeners, tell them like, what were some of your struggles starting a team?
00:06:03
Speaker
And I guess like, tell us kind of what you grew it into and how they put you as VP of sales.
00:06:08
Speaker
Like how did that all go down?
00:06:09
Speaker
What do you think were some of your struggles in the beginning?
Overcoming Early Challenges in Solar Sales
00:06:12
Speaker
Yeah, I mean, I think the biggest thing was, you know, Aptiv had a ton of experience in door-to-door, but none in solar.
00:06:18
Speaker
And really the only people that switched, or I guess that helped start Aptiv Solar had only been doing solar for,
00:06:24
Speaker
a couple of months.
00:06:25
Speaker
So none of us had hardly any experience, which is why I joined Noxstar, actually.
00:06:28
Speaker
I was like, I got to get some experience, some training from the top dogs.
00:06:32
Speaker
So really, the learning curve was just the hardest part, for sure.
00:06:35
Speaker
It was, I believed in the product.
00:06:38
Speaker
Solar is obviously a great product.
00:06:42
Speaker
I loved selling it.
00:06:43
Speaker
And it was my type of sale as well, rather than just bulldozing through objections.
00:06:47
Speaker
I was never really good at that kind of sale, but
00:06:49
Speaker
relationship-based selling and just educating customers, that was my cup of tea.
00:06:54
Speaker
And so I picked it up semi-quickly, but getting people to pick it up quickly as well was really difficult in the beginning, right?
00:07:01
Speaker
So that's why I listened to your guys' podcast, I listened to
00:07:04
Speaker
the door knocking podcast, D2DU podcast, like I listen to everything, right?
00:07:08
Speaker
And then I just joined Noxstar United finally when I was like, yeah, it's just worth it to get and go from the culture.
00:07:13
Speaker
So getting that learning curve was the hardest part.
00:07:16
Speaker
Once we could start replicating the success that I was seeing, people started closing more deals.
00:07:21
Speaker
We learned how to get the setter closer model a little bit more nailed down.
00:07:24
Speaker
Last year, the volume was crazy compared to year one.
00:07:27
Speaker
I mean, the first year we had one little team in Denver, and I think we got like 120 installs from that little team.
00:07:33
Speaker
And then last year, like just my Denver team alone in Denver South, we installed like 450 accounts.
00:07:38
Speaker
So just that one team alone, like almost tripled our year one volume.
00:07:41
Speaker
So yeah, it was cool.
00:07:43
Speaker
It was really fun.
Achieving Growth and Personal Success
00:07:45
Speaker
Yeah.
00:07:45
Speaker
And so, yeah, we're at Door to DoorCon right now, and you're getting your golden door up there tomorrow.
00:07:51
Speaker
Okay.
00:07:52
Speaker
So how many deals did you do?
00:07:54
Speaker
132, so right at the line.
00:07:56
Speaker
Okay, made it by the Skinner T. Yes, sir.
00:08:00
Speaker
But that's when I got it, it was only at 100, so.
00:08:01
Speaker
There you go.
00:08:03
Speaker
And I need to get back up there.
00:08:06
Speaker
But yeah, so you did a ton, and I know most of that was just like in the summer.
00:08:10
Speaker
You were cranking like crazy, right?
00:08:12
Speaker
Yeah, I think I have like 16 or so installs from Blitzes before and after the summer, but everything else was summer, so.
00:08:19
Speaker
Yeah.
00:08:19
Speaker
Yeah, incredible.
00:08:20
Speaker
I think June was like 47 or 48 sales in June.
00:08:24
Speaker
Yeah.
00:08:24
Speaker
And then there's like 35 plus every other month.
00:08:26
Speaker
So it was nuts.
00:08:28
Speaker
It was a grind, but it was super fun.
00:08:29
Speaker
Super fun.
00:08:30
Speaker
Yeah, because I mean, well, yeah, those of you listening know how hard it is.
00:08:34
Speaker
Most guys don't do this in a year and you cranked out the majority of that in the summer.
00:08:38
Speaker
Yeah.
00:08:38
Speaker
Incredible.
00:08:39
Speaker
So for you, do you like, are you the type of person that likes going super hard for, you know, like summer?
00:08:45
Speaker
What's your thoughts on like doing this whole like summer game versus doing it year round?
00:08:49
Speaker
It's a lot.
00:08:50
Speaker
I've actually transitioned a little bit more to more year round.
00:08:53
Speaker
So living in Utah and selling in Utah is a little different.
00:08:55
Speaker
You got to get batteries involved, all that stuff, but it's,
00:08:58
Speaker
It's actually been semi-successful, so I'll do more of a year-round now, but I do love the summer grind.
00:09:03
Speaker
I feel like it's a little nostalgic for me.
00:09:04
Speaker
It's probably just better that I give my wife a break, you know, after, you know, going on year eight of summer, moving out to a different market, all that stuff.
00:09:11
Speaker
Everybody on our listening that has a spouse, you know what I'm talking about, but she's been awesome and really supportive, and so it's like, ah, we can maybe do the year-round model and not be so crazy, but I'll have to travel a ton this summer as well, so that'll be fun.
00:09:23
Speaker
But I do love the grind.
00:09:24
Speaker
I get obsessed.
00:09:25
Speaker
I'm a very obsessive person.
00:09:27
Speaker
So for me, it's like I can put the blinders on and just go really hard for four months and I enjoy it.
00:09:31
Speaker
Yeah.
00:09:32
Speaker
Well, I think that's a key trait of everyone I've seen at Noxterb, like produce at a super high level.
00:09:37
Speaker
And some that I try to do myself, but I'm learning from you guys is just, yeah, you got to be obsessed.
00:09:41
Speaker
Like, you know, Grant Cardone says be obsessed
Recruitment Strategies & Personal Success Stories
00:09:44
Speaker
or be average.
00:09:45
Speaker
Yeah.
00:09:45
Speaker
like for you you're talking about all the stuff you did like listening to this podcast listening to all the other ones and yeah I listen to all those podcasts too and um I think some people think I just do this podcast and I only listen to my own podcast but like I listen to all these guys podcasts oh yeah try to get in all these programs and it's like you take bits and pieces from all of it and I think it's part of being obsessed and then combining that with just like your work ethic it's yeah insane to see what you
00:10:10
Speaker
way to accomplish.
Mentorship and Continuous Learning
00:10:11
Speaker
So yeah, pretty incredible.
00:10:12
Speaker
And then as you're setting all this up, so what's what was like your recruiting?
00:10:17
Speaker
How did you recruit all these reps for the summer?
00:10:20
Speaker
Yeah, these guys coming on?
00:10:21
Speaker
Well, I kind of knew that, you know, once people kind of saw what was available in solar earnings wise or lifestyle wise, whatever,
00:10:28
Speaker
that they would be pretty intrigued.
00:10:30
Speaker
And so for me, it was, I really wanted to go out and like create the story of, Hey, I went out and figured it out.
00:10:35
Speaker
I went out and helped other people figure it out.
00:10:37
Speaker
Come work with me.
00:10:38
Speaker
Right.
00:10:39
Speaker
Um, and so that was a big motivating factor for me this last year.
00:10:43
Speaker
That was a big why of mine.
00:10:44
Speaker
Right.
00:10:45
Speaker
Um, and that works really well.
00:10:48
Speaker
If you go out and sell at a high level, I mean, we watched Drew Hanson, right?
00:10:50
Speaker
He's just crushing it in sales.
00:10:53
Speaker
Um,
00:10:54
Speaker
It's kind of unfathomable.
00:10:55
Speaker
It's hard to imagine what, how the volume that he actually does.
00:10:58
Speaker
But his organization did 20 million last year, which in pest control is ridiculous, right?
00:11:03
Speaker
So it just kind of goes to show if you can go out and prove yourself, couple that with some good recruiting effort, you'll definitely grow your organization because people want to be around others that can help them elevate, right?
00:11:14
Speaker
Yeah.
00:11:15
Speaker
So that was a big part of it.
00:11:16
Speaker
I think that helped a lot.
00:11:18
Speaker
I have awesome people that I work with who we create a cool culture.
00:11:22
Speaker
And so that makes it easier to recruit as well.
00:11:24
Speaker
But really just talking to everybody that you know about it.
00:11:26
Speaker
I feel like solar for me at least is an easier product to really be bought into.
00:11:30
Speaker
And I almost feel like an obligation to talk to people.
00:11:32
Speaker
Like I would hate to be the guy that is selling solar, making all this money, having an awesome experience with life.
00:11:37
Speaker
And then one of my buddies from high school is like,
00:11:38
Speaker
dude, I really wish you would have told me about solar, you know, at our 20 or 40 year reunion.
Training Setters: Building Conviction & Skills
00:11:43
Speaker
So for me, it's like, yeah, I heard Melissa on a podcast.
00:11:46
Speaker
I think it was like on Mikey Lewis's podcast.
00:11:48
Speaker
And she was talking about that same thing.
00:11:50
Speaker
She's like, I just want to take as many people with me.
00:11:52
Speaker
And that was inspiring for me.
00:11:53
Speaker
And I want to do the same thing.
00:11:55
Speaker
So yeah.
00:11:56
Speaker
That's awesome.
00:11:56
Speaker
Yeah, and that's true.
00:11:57
Speaker
I think guys forget about that.
00:11:59
Speaker
I think that's probably the number one thing, though, is producing at a high level yourself, especially if you're trying to bring people just watching and all that.
00:12:06
Speaker
For sure.
00:12:06
Speaker
Yeah, I mean, I just think of Ricardo.
00:12:09
Speaker
I don't know if you met Ricardo, but he's getting his golden door tomorrow.
00:12:13
Speaker
Oh, yeah, yeah.
00:12:13
Speaker
Ricardo Richie, yeah, he was on our team out in California, and he would get all the – he'd produce at a super high level.
00:12:19
Speaker
It's something ridiculous, like over 400 installs last year.
00:12:23
Speaker
That's so crazy.
00:12:24
Speaker
But it's like, oh, he has all these setters.
00:12:26
Speaker
Because, yeah, he did have a massive team of setters.
00:12:28
Speaker
But the reason he does is because all these guys see all the money he's making.
00:12:32
Speaker
Yeah.
00:12:32
Speaker
And then he brings in setters.
00:12:34
Speaker
They make awesome money.
00:12:35
Speaker
And then it's just like a snowball effect.
00:12:36
Speaker
And they all come in.
00:12:37
Speaker
And then he's getting appointments set for them all day.
00:12:39
Speaker
Yeah.
00:12:40
Speaker
I'm thinking like, man, he just did that.
00:12:41
Speaker
He gets all these leads fed to him.
00:12:44
Speaker
But we can all do the same thing.
00:12:46
Speaker
Oh, absolutely.
00:12:46
Speaker
We kind of produce.
00:12:48
Speaker
There's always a little bit of a negative, I don't know if stigma is the right word, but there's a negative connotation sometimes with like, oh, that guy doesn't really go out and self-gen as much.
00:12:57
Speaker
He sets and he gets all these leads.
00:12:59
Speaker
And if you look at it,
00:13:00
Speaker
What I've found is the guys who get the most appointments, it's because number one, they've either recruited the most setters or they're the best closers.
00:13:06
Speaker
And so everybody wants them to close their deals, right?
00:13:08
Speaker
And you either got to, in my short two-year experience in solar, you either got to, yeah, go out really hard and recruit a bunch of really good setters and then deliver for them.
00:13:17
Speaker
Or you got to be a lights out closer because I've even seen people who recruited setters, but if they weren't closing their deals very
The Setter and Closer Model
00:13:23
Speaker
well, then they're like, well, I don't
00:13:23
Speaker
I don't know if I want that guy closing my deals, right?
00:13:25
Speaker
So yeah, it's funny because same thing.
00:13:27
Speaker
I've found myself this summer.
00:13:29
Speaker
I had a kid on my team that was just crushing it.
00:13:30
Speaker
And there was a few times I was like, dang, I'm kind of jealous.
00:13:32
Speaker
He's getting a little more leads than I am.
00:13:35
Speaker
But he was a lights-out closer, and he had recruited a few more of them.
00:13:38
Speaker
And so yeah, it just goes to show.
00:13:39
Speaker
It's fun.
00:13:40
Speaker
What do I do?
00:13:40
Speaker
I got to go recruit more or I got to sell better.
00:13:43
Speaker
Got through yourself.
00:13:44
Speaker
Yeah.
00:13:45
Speaker
And, um, well, speaking of like recruiting all these people, when you get a bunch of new setters coming in, do you have any tips on like training all these guys?
00:13:52
Speaker
Kind of like, that's the other thing.
00:13:54
Speaker
People bringing all this, all these setters and they're all complaining, like, Oh, my setters aren't like producing.
00:13:59
Speaker
I'm not getting leads and stuff.
00:14:00
Speaker
So how did you, uh, like, I don't know, get all your guys trained and how do you balance that with like going out and like self-channing and stuff?
00:14:07
Speaker
Yeah.
00:14:07
Speaker
Advice on tips on, on that.
00:14:10
Speaker
Two things.
00:14:11
Speaker
First, I think one of the biggest mistakes that people make when they're getting their setters trained is they jump right into like, hey, here's the script, memorize the script.
00:14:20
Speaker
and just like become, you know, in a way they teach them to become a little bit of a robot.
00:14:25
Speaker
And obviously they need to memorize a presentation, they have to have a foundation, but the first thing that I found that help setters do well is I sell them on solar really hard and I make them believe in what they're doing.
00:14:35
Speaker
And I think that if you do a good job at selling your people on the product that they're gonna be selling, the conviction's there and then everything else that they have to learn afterwards, it comes a little bit easier, right?
00:14:45
Speaker
They understand the product.
00:14:46
Speaker
And I think that a lot of times we get lost in the fact that we've been in the industry for semi-new, but some people have been in solar for five, six, seven, eight years.
00:14:54
Speaker
They know it like the back of their hand, but these new guys, they really don't understand it at all.
00:14:58
Speaker
They're like a homeowner, right?
00:15:00
Speaker
And so once they understand it, now learning the presentation, learning how to overcome objections, it becomes really intuitive for them.
00:15:07
Speaker
That's the first thing that I think a lot of people overlook.
00:15:09
Speaker
That's good.
00:15:10
Speaker
And I really believe in killing two birds with one stone.
00:15:12
Speaker
So like if I'm gonna go out, I need to get my self gens in.
00:15:14
Speaker
I want to close deals that are self gens, not only because it proves a point that I still got it in me, right, but also they're more lucrative.
00:15:21
Speaker
Taking my reps out and knocking with them instead of just going out and self genning, I think is a great way as a manager to kill those two birds, right?
00:15:27
Speaker
I can go get my self gen deals.
00:15:29
Speaker
My reps are watching me.
00:15:30
Speaker
They're watching how it's done, teaching them a proper appointment, things like, you know.
00:15:34
Speaker
hey, we want you to get utility bills.
00:15:36
Speaker
Well, I'll show you how to get a utility bill, right?
00:15:38
Speaker
Things like that.
00:15:39
Speaker
Yeah.
00:15:40
Speaker
And I love that too, because especially for guys that have been in, like, you know, I've been doing this six years and easy for guys like myself to like get lazy and not want to go out there.
00:15:48
Speaker
But the way to not get lazy is like go train a rep because if you tell them to be here, like you're going to show up yourself.
00:15:54
Speaker
Definitely.
00:15:54
Speaker
So whenever I'm filmed, like not getting out there, that's one of the best ways I force myself to get out there.
00:16:00
Speaker
Yeah.
00:16:01
Speaker
I'm like, hey, come shout on me.
00:16:02
Speaker
And then, yeah, and then the five reps, their experience.
00:16:05
Speaker
I know I need to recruit more new people in and get them on the door.
00:16:08
Speaker
Absolutely.
00:16:09
Speaker
So,
Fostering Competition in Sales Teams
00:16:10
Speaker
yeah, I think that's fire.
00:16:11
Speaker
And then what about like clothes?
00:16:12
Speaker
And do you guys have a structure like people, sets, and then?
00:16:16
Speaker
Because I know some companies, they try to get people to stay setters forever.
00:16:20
Speaker
So what's your guys, what's been like your strategy with that, like balancing it?
00:16:24
Speaker
And
00:16:24
Speaker
helping guys feel like they can progress.
00:16:26
Speaker
How do you guys change this in like setter, closer and how you balance all that?
00:16:30
Speaker
For us, it's less about, I mean, I think there are definitely some benchmarks that they should hit before they should just go into closing.
00:16:37
Speaker
Like I think every good closer is first a really good setter.
00:16:40
Speaker
Especially if, you know, in the beginning of their closing career, they're going to be doing a lot of self-gens.
00:16:45
Speaker
Like they're not going to do that unless they're a good setter, right?
00:16:47
Speaker
I had this conversation with a kid yesterday.
00:16:49
Speaker
He's like, oh, I don't want to set.
00:16:50
Speaker
I'm just going to close.
00:16:51
Speaker
I'm like,
00:16:51
Speaker
Well, just so you understand, the best closers are the best setters, so we gotta teach you how to set first, right?
00:16:57
Speaker
But I do think that having a little bit more of an open mind as far as what's the best situation for that rep, rather than just like, hey, you need to close 25 deals before you can start closing.
00:17:07
Speaker
If it takes one kid
00:17:08
Speaker
Yeah.
00:17:29
Speaker
So as a manager, I try to be a little bit more like, hey, what's the best situation for this rep?
00:17:34
Speaker
Danny Pessy talked about it one time and it couldn't be any more spot on.
00:17:38
Speaker
But don't underestimate the job of a setter.
00:17:41
Speaker
If you look at the time between those two jobs, a setter should only take 15 to 20 minutes versus a closer 3 to 12 weeks sometimes, depending on how much time you have to spend babysitting that account.
00:17:52
Speaker
And so, but they can still make, you know, a lot of cases, either 50-50 splits or 60-40 worst case scenario.
00:17:57
Speaker
We had a girl on our team last year who absolutely crushed it.
00:18:00
Speaker
She was top rep in the company.
00:18:01
Speaker
And so shout out to all the female knockers out there.
00:18:03
Speaker
You guys have such a huge advantage on these boys.
00:18:07
Speaker
You just got to go crush them.
00:18:08
Speaker
Yeah.
00:18:09
Speaker
But she one time had myself, my brother, and our other top closer all in an appointment at the same time, closing three deals for her.
00:18:18
Speaker
And between that same period of 8 and 9 p.m., she set three more appointments, two of which also got closed.
00:18:24
Speaker
So in one hour, she's closing five deals, essentially.
00:18:27
Speaker
If she's out self-genning, there's no way that happens.
00:18:29
Speaker
So for her, she's so good at setting.
00:18:32
Speaker
And you see people like Matt Cruz out there with Pure Setting, ridiculous.
00:18:36
Speaker
And he's been in solar for like three years now.
00:18:38
Speaker
He's not like the egotist of, I have to be closing.
00:18:41
Speaker
Setting can be a phenomenal job.
00:18:43
Speaker
People sometimes have this, I have to close.
00:18:46
Speaker
But if they just nailed setting and mastered setting, those guys that are setting at the highest level are making a lot more than...
00:18:51
Speaker
most closers in the industry which is crazy i know so yeah so i think we got i think that's a stigma we got to get out of the industry is like setting is like the i don't know working at mcdonald's yeah it's like yeah there's setters making a lot of times more than closers and um and i think it's kind of like identifying what you're good at too because like yeah we have a similar guy on my team where he just knows that he's like better at setting and
00:19:16
Speaker
Yeah.
00:19:16
Speaker
He's making more money doing that.
00:19:18
Speaker
Exactly.
00:19:18
Speaker
And then like you can always test it.
00:19:20
Speaker
So I think, you know, you know, he's try it.
00:19:22
Speaker
But like you go try closing and a lot of times people like force it and then they're making less.
00:19:29
Speaker
Right.
00:19:29
Speaker
I've seen so many reps like fell in this industry is because they try to force closing.
00:19:32
Speaker
It's not going as well.
00:19:34
Speaker
And they're not making any money.
00:19:35
Speaker
So there's like, oh, well, slower must not be for me anymore.
00:19:38
Speaker
Yeah.
00:19:39
Speaker
Or it's like maybe if they would have stayed setting or at least setting longer and made a slower transition.
00:19:43
Speaker
Exactly.
00:19:44
Speaker
But yeah, is that something that you guys do is kind of like identify if someone's there?
00:19:48
Speaker
I don't know if you deal with that where guys like, oh, I want to close.
00:19:51
Speaker
I want to close.
00:19:51
Speaker
Do you have anything like to say no?
00:19:55
Speaker
Look, you're making all this money setting, but not make them feel like you're just trying to it.
00:19:59
Speaker
Right.
00:19:59
Speaker
Keep them demoted or anything.
00:20:00
Speaker
I think it's actually, it's crazy, but today I learned a great lesson from Jimmy Rex where he talks about if people feel like they, like you as a leader, care more about them than the dollar amount associated with them, like you can do anything as a leader essentially and like they trust you and you have to actually feel that way, right?
00:20:17
Speaker
And so I think if you actually do come across like I'm really trying to help you make the most money possible rather than I just want to keep you in setting, I think people can really feel the difference, right?
00:20:27
Speaker
Like if someone is crushing it in setting but you just don't want them to start closing because you want to keep staying off the doors, it's like that obviously is like they're going to see through that.
00:20:37
Speaker
But if it's someone that's like, hey, I just really want to close, you can kind of show them, well, you're crushing it in setting.
00:20:42
Speaker
I think there's some things that we need to work on before I feel super confident in you going out and closing.
00:20:47
Speaker
then it's more based on you looking out for them as a leader rather than just trying to keep them doing your job for you, right?
00:20:53
Speaker
Yeah.
00:20:54
Speaker
But it doesn't, like you said, it doesn't serve anybody to go from setting and making some money to then going and self-jetting and making zero dollars, and you'll probably end up losing that rep, which is a super sad situation because the opportunity was just tainted by a poor judgment on the leader's part, you know?
00:21:09
Speaker
Yeah.
00:21:10
Speaker
Yeah, that's a good point.
00:21:11
Speaker
Well, yeah, something I wanted to transition to before we kind of start wrapping up here,
Competitiveness in Sales: A Sports Background
00:21:15
Speaker
Tanner.
00:21:15
Speaker
Like I was talking about earlier, something I've seen in you and these high producers, you guys can just turn it on and do like, you know, 40 plus deals in a month and push super hard.
00:21:23
Speaker
And so how do you, and now you came from like a...
00:21:27
Speaker
didn't you do college wrestling and stuff like that a little bit yeah yeah yeah so you got that I got my uh black eye here from I know I was gonna say that that black eye looks nice on you dude for the listeners it's a it's a good shiner I keep telling people was uh on the doors but yeah there you go
00:21:43
Speaker
I guess I'm gonna get better at Jiu Jitsu.
00:21:46
Speaker
I keep getting beat up in there.
00:21:47
Speaker
I have to challenge you to a match.
00:21:49
Speaker
Absolutely, you gotta teach me a few things.
00:21:50
Speaker
Yeah, we'll throw it down here.
00:21:52
Speaker
I love it.
00:21:52
Speaker
There you go.
00:21:54
Speaker
But yeah, and so like for you, you got a sports background and that's something I've seen in a lot of hype producers too, is you got like super competitive sports background a lot of times.
00:22:02
Speaker
So are you a pretty competitive person, would you say?
00:22:05
Speaker
Super competitive.
00:22:06
Speaker
Yeah.
00:22:06
Speaker
I hate losing.
00:22:08
Speaker
Alex Romose talked about it.
00:22:09
Speaker
I've heard it before as well, but he talks about there's two people in competition.
00:22:14
Speaker
There's the people who just love winning more than anything, and so they pursue winning with all they have.
00:22:18
Speaker
And there's the people that hate losing more than anything, and so they just, you know, winning isn't even that satisfying for them.
00:22:22
Speaker
It's more of like a relief.
00:22:23
Speaker
They just hate losing, and that's definitely me.
00:22:25
Speaker
I just hate losing.
00:22:27
Speaker
Like getting this golden door, for example, I set out that I was going to do it, and I'm excited, obviously.
00:22:32
Speaker
I'm proud of myself, but it's more of like a
00:22:34
Speaker
It's a relief that I didn't lose.
00:22:36
Speaker
And I refused to lose in what I try to do.
00:22:39
Speaker
But obviously, I still take my L's every once in a while.
00:22:42
Speaker
But wrestling definitely helped me with that.
00:22:44
Speaker
And I think turning it on as well, just being able to tap into that competitive side.
00:22:51
Speaker
Every time I had a big month, we were in some type of competition.
00:22:54
Speaker
So those things worked for me.
00:22:55
Speaker
Yeah, well that's cool.
00:22:56
Speaker
And yeah, competition, it's something I think about all the time.
00:22:59
Speaker
Like how do you get people to be more competitive and all that.
00:23:02
Speaker
So it's like, I don't know, do you guys have anything you do overactive?
00:23:05
Speaker
Or maybe tips in running competitions or stuff to help guys be more competitive and
Planning Effective Sales Competitions
00:23:10
Speaker
get that?
00:23:10
Speaker
Because you notice some guys are just like, oh, I'm not that competitive a person.
00:23:14
Speaker
And it's like, yeah, maybe they shouldn't be in sales then.
00:23:17
Speaker
But I don't know if you have advice on how to make people more competitive or...
00:23:21
Speaker
Yeah.
00:23:21
Speaker
Run better competition, stuff like that.
00:23:23
Speaker
Take it back a step.
00:23:24
Speaker
I think that the first thing that I do is in my recruiting meetings or like my interviews with people, one of the questions I ask them every single time is the best sales reps and the people that we're looking for to fill spots on this team have three qualities.
00:23:36
Speaker
They're competitive, first and foremost.
00:23:39
Speaker
They're
00:23:39
Speaker
They're optimistic and they're hardworking, right?
00:23:42
Speaker
And so I go over those three things and I really actually do listen to, then I follow up the question with, what in your life has made you competitive, optimistic, and hardworking?
00:23:51
Speaker
And I like the hardworking and I like the optimistic side, but those two things, I can't really tell if they're 100% true until I actually know the person, right?
00:23:59
Speaker
But through experiences that they share with me about what has made them competitive in life, I usually can tell if they actually are competitive or not.
00:24:05
Speaker
And frankly, if there's someone that's like, I'm just not a very competitive person,
00:24:09
Speaker
I honestly don't have a huge desire to work with them.
00:24:12
Speaker
Just because that's not how I work.
00:24:13
Speaker
I don't have anything against them, but if I'm gonna work with them, it's hard.
00:24:17
Speaker
It's like I don't understand that person very well.
00:24:19
Speaker
And so that's one of the biggest things that I actually look for in filling as a team.
00:24:23
Speaker
But you know, you always have people that either
00:24:25
Speaker
You know, the competition just don't motivate them that much anymore.
00:24:28
Speaker
And I think that starting before the summer starts or, you know, as you're building your team and like kind of establishing your values on your team, like, hey, we want to go win the competitions that we have this summer, for example.
00:24:38
Speaker
These are them.
00:24:39
Speaker
Let's lay them out.
00:24:40
Speaker
We have goals as a team to go win these, like getting you guys bought in early.
00:24:44
Speaker
So that's not like a week before the competition.
00:24:45
Speaker
You're like, hey, let's try to spark something.
00:24:48
Speaker
And you kind of like keep it in the back of their head.
00:24:50
Speaker
You put up the poster in the office of like, hey, this competition is coming up in July, you know.
00:24:55
Speaker
And so last year, our team actually lost in the semifinals.
00:24:59
Speaker
And we were like dominating everybody the whole summer, but we lost in the semis.
00:25:04
Speaker
And we were like devastated.
00:25:05
Speaker
And that was actually my favorite thing about the competition is how devastated they were because it showed me that they cared.
00:25:12
Speaker
So, you know, but and it drove a lot of competition.
00:25:14
Speaker
So anyway, sorry to go on a tangent, but recruiting and like building a team off competitions and then just like reminding them and getting the team bought in on it.
00:25:22
Speaker
You create a culture where it's like it's not cool to not be competitive.
00:25:25
Speaker
Does that make sense?
00:25:26
Speaker
Yeah, that's good.
00:25:27
Speaker
And I think I think that's key.
00:25:29
Speaker
Just like planning it because I see all the time guys try to throw a competition like the day before.
00:25:33
Speaker
Yeah.
00:25:34
Speaker
But yeah, the most successful ones I see them like, you know, promote not in social media.
00:25:38
Speaker
They got the posters.
00:25:39
Speaker
I like talking about it.
00:25:40
Speaker
Oh, yeah.
00:25:41
Speaker
getting guys ready so i think that helps a ton and taylor released his competition schedule for like all of 2023 you know he's like boom here it is look forward to it you know i think that helped a lot so yeah well and then yeah when your whole team's bought in too it's like they're almost going to force the people who maybe aren't as competitive to be that way because like i remember like to be honest i was getting a little like not as competitive with the knock star stuff going on
00:26:03
Speaker
Yeah.
00:26:03
Speaker
And then like I was on the winning team.
00:26:07
Speaker
You're on Melissa's team?
00:26:08
Speaker
Yeah, that we won.
00:26:09
Speaker
And I was like, yeah, I mean, I should have cared more about it, but I'm just like, whatever.
00:26:13
Speaker
But then I saw that like they actually needed me to produce.
00:26:16
Speaker
They're like texting me like, hey, what do you got on the schedule?
00:26:19
Speaker
Like what's going on?
00:26:20
Speaker
I'm like, oh, shoot.
00:26:20
Speaker
They actually like need me to go.
00:26:22
Speaker
Yeah.
00:26:23
Speaker
I wasn't even really thinking about this before.
00:26:25
Speaker
And it worked.
00:26:26
Speaker
And so I'm like, oh, well.
00:26:27
Speaker
And then, yeah, maybe we still would have won, but I put in a deal.
00:26:31
Speaker
I was on West Coast the last possible hour and all that.
00:26:34
Speaker
I love it.
00:26:35
Speaker
And that ended up being the difference maker, even though there's people that did way more deals than me.
00:26:39
Speaker
But my one deal, that's another thing.
00:26:41
Speaker
Yeah, if you have your whole team bought in, then they're going to almost drag the other people by the feet probably and be like, no, let's go out there and win this thing.
00:26:48
Speaker
And there always will be that one or two people that just either don't really care that much or they're kind of burnt out or whatever else.
00:26:55
Speaker
But yeah, that team aspect of lifting up everybody, it helps.
00:26:58
Speaker
And yeah, then I'll send Taylor.
00:27:00
Speaker
I remember when you threw that deal and it was like super late and they sent a screenshot of the chat.
00:27:04
Speaker
They were just blowing it up.
00:27:05
Speaker
And so, yeah, they did awesome.
00:27:06
Speaker
Those two teams that week, they proved, I mean, it was like December.
00:27:09
Speaker
It was like the week before Christmas and you guys threw in like 57 accounts or something like that.
00:27:13
Speaker
It was nuts.
00:27:14
Speaker
That's insane.
00:27:14
Speaker
It proved to me, I was like, and a lot of those people were knocking in Colorado where it's snowing.
00:27:19
Speaker
And that was motivating for me to see that competition will really pull some crazy stuff out of people.
00:27:25
Speaker
All for a trip with Tom Hopkins, you know?
00:27:29
Speaker
I'm glad I'm going to be on the team.
00:27:30
Speaker
That's sick.
00:27:31
Speaker
Yeah.
00:27:32
Speaker
But yeah, man, well, no, it's been awesome having you on the podcast today.
00:27:34
Speaker
I'm excited to see you speak tomorrow.
00:27:36
Speaker
Absolutely.
00:27:37
Speaker
I'm going to hear a bit more, probably talk about that.
00:27:40
Speaker
But yeah, just to kind of like wrap up here, for guys that want to start like running setter closer model and like getting that cranking, like how do you, I guess some advice on like managing the team?
00:27:52
Speaker
How do you like get people to step into leadership and
00:27:55
Speaker
Do you have any tips on getting leadership cranking and not letting stuff kind of fall off, especially if you're doing summer?
00:28:02
Speaker
Because it sounds like you have some that are more summer and then summer.
00:28:05
Speaker
Yeah.
00:28:06
Speaker
Okay.
Structured Roles and Support Systems in Sales Teams
00:28:08
Speaker
One of the biggest things that I would give out as advice is don't underestimate the importance of an assistant.
00:28:15
Speaker
We hired an assistant just to help manage lead delegation, for example.
00:28:20
Speaker
Saved us so much time and headache that we could just focus on what we were really good at, which was recruiting new setters if we needed to, but mainly training and selling, right?
00:28:29
Speaker
And so I didn't have to worry about, oh my gosh, I gotta go delegate these appointments out to my closers and whatever else.
00:28:35
Speaker
That was all done, and so I could focus, and my leaders on my team could focus on the task that was more important for us, right?
00:28:42
Speaker
I think that assistant cost like $1,500 per month, or maybe it was like $3,000 per month or something like that.
00:28:49
Speaker
Easiest investment I'll ever make again, right?
00:28:51
Speaker
So huge, huge, huge having that assistant helped.
00:28:54
Speaker
And then I think just having clear roles as far as who people can go to for extra training, who people can go to for shouting on the doors,
00:29:03
Speaker
Making sure that the setters are just so taken care of and they know how to succeed brings up the whole morale of the entire team.
00:29:11
Speaker
Like we always would say that the setters were the lifeblood of the organization.
00:29:15
Speaker
You got to treat them like that.
00:29:16
Speaker
Like wine and dine them.
00:29:18
Speaker
Set up sweet incentives.
00:29:20
Speaker
Like our incentive budget this year on my team, like 95% of it was setters and like made 5% closer to you.
00:29:27
Speaker
Because, you know, closers were just stoked to be able to have deals that they could go close.
00:29:30
Speaker
And these setters, we just focused all of our effort on them as far as that goes.
00:29:34
Speaker
But then also, obviously, you have to have a healthy balance.
00:29:37
Speaker
Because if your setters are, you know, world-class setters, but they have terrible closers coming behind them, nothing happens.
00:29:44
Speaker
So we worked really hard on making sure that there was a high level, well, I guess a high standard for who could go close deals as well.
00:29:51
Speaker
Yeah.
00:29:52
Speaker
Once you have a good synchronization between really good setters and really good closers, yeah, like in four months, like I mentioned, that Colorado team popped off like 450 installs.
00:30:01
Speaker
And it's a phenomenal watch.
00:30:03
Speaker
It was really cool.
00:30:04
Speaker
But to get started, you know, you have to build a team that has a specific focus and goal.
00:30:09
Speaker
And that goal is to produce a ton of volume.
00:30:12
Speaker
And sometimes people have to be role players.
00:30:15
Speaker
Yeah.
00:30:15
Speaker
I think one of the things that was maybe a little bit difficult last summer was some of the guys on the team weren't closing that well during certain times and seasons.
00:30:24
Speaker
Like during competition, for example, like, hey, this week we're probably not going to have you closing deals like we're going to have you self-shenning.
00:30:28
Speaker
And they were like not offended by that.
00:30:30
Speaker
They were understanding because they had already been set beforehand like, hey, these are the standards, right?
00:30:35
Speaker
And as...
00:30:36
Speaker
that happened they weren't frustrated with the fact that they were no longer closing they were team players so yeah you're forming a different type of team but it's it's really rewarding and you can get a ton of volume if you do it right so yeah we're talking about more tomorrow I'll give you more secrets there come the door-to-door con yeah yeah
00:30:55
Speaker
But yeah, I love about the organization stuff though because I've been on teams where the setters are like there's confusion around who's going to their deals.
00:31:02
Speaker
There's confusion on like there's like distrust that they even showed up to the appointment.
00:31:07
Speaker
They're like, oh, that lead was super solid.
00:31:10
Speaker
That was like in the bag.
00:31:11
Speaker
And then the closer saying they went to it, but it wasn't there or whatever.
00:31:15
Speaker
And then just like fights back and forth.
00:31:17
Speaker
So like it creates, yeah, just a nightmare situation when the setters don't trust the closer and then not organized.
Importance of Appointment Confirmation Texts
00:31:24
Speaker
So I like that a lot.
00:31:25
Speaker
I think that's a huge key in all this.
00:31:27
Speaker
Trust is huge too.
00:31:29
Speaker
One thing actually really fast just to touch on that.
00:31:30
Speaker
I think one thing that helped a lot, people shy away from this and I think this is super important.
00:31:35
Speaker
A lot of people will shy away from like sending a confirmation text that day to confirm the appointment with the homeowner because they're like, oh, I'm just not going to text them because then they might cancel.
00:31:43
Speaker
And it's like, I looked at cancellations as a good thing because it opened up the opportunity for a same day or time where I could go knock with a rep and I'd rather find out
00:31:53
Speaker
beforehand that that customer is either not going to be home or like is not interested enough to do it.
00:31:58
Speaker
And obviously, you know, try to save the appointment.
00:32:00
Speaker
Don't just roll over and die, right?
00:32:02
Speaker
But it actually opens up the opportunity for higher quality and that actually helped maximize our volume.
00:32:07
Speaker
There were so many days when we had a full schedule and because we would text out all the customers to try to verify, maybe half of them fell off and we're like, shoot, that's crazy.
00:32:16
Speaker
But then we'd go get five or six same days and that is so much more valuable.
00:32:20
Speaker
So sometimes people are like, oh, I don't
00:32:22
Speaker
I don't want to text people because I don't want to lose the deal.
00:32:25
Speaker
It opens up another door for sure.
00:32:26
Speaker
So be strict with that, right?
00:32:28
Speaker
Make sure that that happens.
00:32:29
Speaker
And I think that helps, especially when you get into high volume situations where your schedule is packed.
00:32:33
Speaker
You got to trim some of the fat to open up opportunities.
00:32:37
Speaker
So is it always text or do you sometimes call them or you guys are always texting?
00:32:41
Speaker
Sometimes we call them, but I think we just set the expectation with the homeowner at the time of setting the appointment that, hey, we're going to text you that day just to make sure that you're still good.
00:32:50
Speaker
Because obviously, you know, we're working with a lot of homeowners out here.
00:32:52
Speaker
We want to make sure everybody gets, you know, gets visited.
00:32:55
Speaker
And then you do need to coach your reps on how to text because there's a right way and a wrong way.
00:33:00
Speaker
It's like, hey, do you happen to, you know, potentially, hopefully still, you know, want us to come over today?
00:33:06
Speaker
It's like, no, definitely don't text that, right?
00:33:08
Speaker
Yeah.
00:33:08
Speaker
Be strategic, assume the appointment still, but just more of like a, you know, send me a thumbs up, that that time still works for you, right?
00:33:16
Speaker
And if you do the correct text script, you'll actually get people that maybe were going to forget about their appointment, and they're like, oh, thanks for reminding me, yeah, I'll be there, right?
00:33:24
Speaker
Yeah, okay, that's good.
00:33:26
Speaker
And so all the reps, all the setters will text their customers, okay?
00:33:30
Speaker
Yeah.
00:33:31
Speaker
So I've heard some people doing it where they have like their office person like sending all the texts to them, they're sending the same ones.
00:33:37
Speaker
And then if they don't confirm, so you guys would still go to those appointments, but just kind of like prioritize the ones that confirm?
00:33:43
Speaker
Yeah, we definitely prioritize the ones that confirmed.
00:33:46
Speaker
And sometimes, like, if they never confirmed and we were double booked or triple booked, we'd just be like, hey, go back by the house today at some point and try to reset it.
00:33:54
Speaker
And that worked actually a lot.
00:33:56
Speaker
They'd go by the house and reset the appointment for the next day or whatever.
00:34:00
Speaker
And people are usually pretty understanding because...
00:34:03
Speaker
The rep was like, well, I told you I was going to text you and then we didn't get a confirmation so we couldn't come by today, but we can come by tomorrow, right?
00:34:09
Speaker
People are usually pretty chill.
00:34:11
Speaker
It's all about expectations, you know?
00:34:12
Speaker
Yeah, true.
00:34:14
Speaker
Good.
00:34:15
Speaker
Well, good stuff, man.
00:34:16
Speaker
Well, yeah, I can't wait to hear you speak tomorrow.
00:34:17
Speaker
And then for people that want to connect more with you from this podcast, Tanner, what's the best way to reach out and connect with you more?
00:34:24
Speaker
I'm super open.
00:34:25
Speaker
I love the abundance that the industry has taken on.
00:34:29
Speaker
People aren't afraid to go talk anymore and share their secrets and stuff.
00:34:33
Speaker
I love that we're all learning from each other.
00:34:35
Speaker
I remember listening to you be like, I went from having 50 bucks in my bank account to closing over 150 solar deals, and I was like, oh, I want to do that.
00:34:42
Speaker
And yeah, things like that helped me do it.
00:34:44
Speaker
So I'm super open to whoever.
00:34:46
Speaker
I mean, you can DM me on Instagram and get my phone number.
00:34:49
Speaker
I'm Tanner L. Williams on Instagram.
00:34:52
Speaker
I'm on Facebook, whatever.
00:34:53
Speaker
So...
00:34:54
Speaker
Okay.
00:34:54
Speaker
Okay.
00:34:55
Speaker
We'll hit them up.
00:34:56
Speaker
And then for our solopreneurs listening, shoot Tanner a DM and let them know you got some value from today's podcast.
00:35:02
Speaker
Shoot them a thank
Building Mental Toughness & Social Connection
00:35:03
Speaker
you.
00:35:03
Speaker
And then before we wrap up, any, I don't know, final advice or final words of wisdom you'd give to our listeners here, Tanner?
00:35:09
Speaker
Yeah, last thing I would say, the thing that I've seen make a huge difference in a lot of people's production or just leveling up in life in general right now is you see these big things about like everybody going doing cold plunges.
00:35:21
Speaker
I don't think you need to do cold plunges necessarily, but go do something that challenges you.
00:35:25
Speaker
Like find something that's scary and do it.
00:35:27
Speaker
I think over the last couple of years, I started doing like...
00:35:30
Speaker
triathlons and that you're doing it Ironman's yeah so I've done a few of those now and things like that just build your mental toughness and you know looking at Golden Door last year it's a pretty daunting task as if you're looking at like a big mountain right 130 installs but going and doing those things and then you know all sudden work becomes easy and that's the biggest thing that I think a lot of people in the industry do well that are high performers and that's like one key step that I think took my my sales game to the next level is challenging myself outside of just work and
00:36:01
Speaker
And it's super gratifying.
00:36:02
Speaker
So go do something hard today.
00:36:03
Speaker
Yeah, that's awesome.
00:36:05
Speaker
And I think even more important in solar because, well, yeah, you've probably seen so many, like, I think out of all the door-to-door industries, I think solar, there's more lazy people.
00:36:13
Speaker
Oh, yeah.
00:36:13
Speaker
It's like, let's be honest, we can go knock for a couple hours.
00:36:17
Speaker
And probably still make six figures in a year pretty easy.
00:36:20
Speaker
Complacency, man.
00:36:21
Speaker
It'll destroy a lot of people's careers if they don't look out for it.
00:36:24
Speaker
But on the flip side, if they just act with a little bit of urgency, they'll become millionaires.
00:36:28
Speaker
So it's crazy.
00:36:29
Speaker
Too much money in solar, I guess.
00:36:31
Speaker
Seriously.
00:36:31
Speaker
Stop paying so much.
00:36:33
Speaker
Well, Tanner, thanks again for coming on.
00:36:35
Speaker
Thank you, Taylor.
00:36:35
Speaker
And I'm hoping to follow a podcast someday again.
00:36:38
Speaker
And yeah, appreciate you.
00:36:39
Speaker
And we'll be in touch with everything.
00:36:41
Speaker
Absolutely.
00:36:41
Speaker
Thank you, man.
Free Sales Diagnostic Offer by Taylor Armstrong
00:36:43
Speaker
Hey, solopreneurs, are you sick and tired of spinning your wheels every month and not seeing your sales increase?
00:36:49
Speaker
Well, so was I, and the truth is I was never able to improve it until I figured out what was going wrong.
00:36:56
Speaker
So that's why I'm excited to announce for a limited time, we are doing a free sales diagnostic.
00:37:01
Speaker
We'll break down your sales process, figure out the holes in your business and see how we can help you improve.
00:37:08
Speaker
So at now we have six bucks for this month.
00:37:11
Speaker
So book a call now.
00:37:13
Speaker
Don't miss out.
00:37:14
Speaker
What you're going to do is send an email to taylor at solarpreneurs.com.
00:37:19
Speaker
That's taylor at solarpreneurs with an S dot com.
00:37:23
Speaker
I'll send you out a calendar link and we will figure out the time that works best.
00:37:28
Speaker
So shoot that email and let's increase your sales.