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105: Is Cali the best market for solar? - solar perspectives with Matt Crowther VSLR
46 Plays5 years ago
In this episode, we get to hangout with Matt Crowther and listen as he shares some valuable insights on how to learn and grow in the solar panel business.
#solarpreneurs #integratedmarketing #sandiegocaliforniasolarpreneurs #solarsales #entrepreneur #solarclosing
Facebook: https://www.facebook.com/taylor.armstrong.330 LinkedIn: https://www.linkedin.com/in/taylor-armstrong-3ba975139/ iTunes: https://podcasts.apple.com/au/podcast/the-solarpreneur-podcast/id1438556991 Spotify: https://open.spotify.com/show/5LDMDHyVB5iti1TwCrmMON Anchor: https://anchor.fm/solarpreneur/
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Transcript
Introduction to Solopreneurs
00:00:00
Speaker
What do you call an underground group of solar professionals on a mission to create a more sustainable world?
00:00:05
Speaker
We call ourselves solopreneurs.
00:00:08
Speaker
And while some might call us crazy, foolish, and dissatisfied with the status quo, we're the ones taking action to create a better future for ourselves and the world.
00:00:17
Speaker
Solopreneur is dedicated to give you, the solar professional, the tools, skills, technology, and mentorship to take the industry by storm and sell more solar with less effort.
Featuring Matt Crowther
00:00:30
Speaker
We are solopreneurs, and this is our story.
00:00:42
Speaker
What's going on, solopreneurs?
00:00:44
Speaker
We're here on another podcast.
00:00:46
Speaker
We've got the man, Matt Crowther, on, and I'm excited to have him on.
Matt's Solar Industry Journey
00:00:51
Speaker
I met Matt.
00:00:52
Speaker
This was, what, at Door to DoorCon?
00:00:54
Speaker
I think that's the first time we've talked today, Matt.
00:00:56
Speaker
Okay.
00:00:56
Speaker
Yeah.
00:00:56
Speaker
Yeah.
00:00:58
Speaker
And yeah, we were both in the VIP session listening to, you know, all the top dogs there.
00:01:04
Speaker
What was it?
00:01:05
Speaker
Ed Milat?
00:01:06
Speaker
Who was at the VIP session?
00:01:07
Speaker
I can't even remember.
00:01:08
Speaker
Tim Grover.
00:01:09
Speaker
Oh, that's right.
00:01:09
Speaker
Tim Grover.
00:01:10
Speaker
Yeah.
00:01:11
Speaker
Yeah.
00:01:12
Speaker
They're picking his brain.
00:01:13
Speaker
And yeah, we just got talking and that definitely caught my attention with what he's doing.
00:01:19
Speaker
He is a manager for the Riverside office of Vivint Solar.
00:01:24
Speaker
And anyone that knows Vivint Solar, to manage, you've got to have pretty high standards.
00:01:28
Speaker
You've got to be definitely top 1% in the industry, producing at a super high volume, and then also leading the team.
00:01:35
Speaker
So balancing the production with also leading the team.
00:01:39
Speaker
So I've got mad respect for these guys and excited to have Matt on the show.
00:01:43
Speaker
So thanks for coming on today, Matt.
00:01:45
Speaker
Absolutely.
00:01:46
Speaker
Happy to be here.
00:01:47
Speaker
Yeah.
00:01:48
Speaker
Excited to pick your brain.
00:01:51
Speaker
So we were talking before the show and Matt has a pretty interesting story of just kind of like how he got to where he is leading the Riverside office down there.
00:02:02
Speaker
So yeah, that's the first thing we wanted to hear, Matt.
00:02:04
Speaker
Do you want to tell us kind of how you got into the industry and your background?
00:02:09
Speaker
Yeah, totally.
00:02:10
Speaker
So, you know, it is a little bit of a long story.
00:02:14
Speaker
I'll try to give you the short condensed version, but
00:02:17
Speaker
So I've been doing solar for six and a half years.
00:02:22
Speaker
So I started in January of 2014.
00:02:33
Speaker
So at that time, I was in sales, but not in door-to-door, not in solar at all.
00:02:39
Speaker
And pretty much heard about the opportunity with solar and kind of jumped right into it.
00:02:46
Speaker
hit the ground running.
00:02:49
Speaker
Um, I had never knocked doors before, but I was like young, super ambitious.
00:02:53
Speaker
And so they just said, yeah, just go, just go work, like go work hard, knock a bunch of doors.
00:02:58
Speaker
And, uh,
00:03:00
Speaker
And so basically that's what I did.
00:03:03
Speaker
I remember I would be working eight, 10 hours a day on the door, sometimes more.
00:03:09
Speaker
And my first month I did over 10 welcome calls.
00:03:15
Speaker
So I had like 10 closed sales and I had no idea what I was doing.
00:03:17
Speaker
I did half of them wrong, but I started pretty fast in Colorado.
00:03:24
Speaker
And then there were some issues with the utility, Xcel Energy out there in Colorado.
00:03:30
Speaker
And I think it was only seven months or something like that.
00:03:35
Speaker
It wasn't that long.
00:03:37
Speaker
Like it was mid-summer and they just got super weird.
00:03:42
Speaker
The utility
Career Transitions and Challenges
00:03:43
Speaker
just started being...
00:03:45
Speaker
little bit difficult to work with and so the team basically was like hey honestly I'd say go somewhere else because this this is just not gonna be a great opportunity here for at least the next little bit so there are different opportunities I could have gone to you know California Arizona Vegas or New York and
00:04:12
Speaker
I pretty much decided to go to New York.
00:04:15
Speaker
We were open to that because me and my wife were, you know, no kids, young, ready for an adventure.
00:04:23
Speaker
And the manager who was my manager there, he really wanted me to go out there to New York and co-manage with him.
00:04:31
Speaker
And so I said, okay, like I'm open to it, but I kind of want a little bit of time to travel because it's
00:04:40
Speaker
I've always loved traveling.
00:04:42
Speaker
Like I've been to a lot of different countries and it's a little bit of a passion of mine.
00:04:47
Speaker
And so this is like the part of the story that a lot of people don't know.
00:04:51
Speaker
When I moved to New York, I actually made a deal with my manager.
00:04:55
Speaker
I said, Hey, I'll come there.
00:04:57
Speaker
If I can have like eight weeks off, I want two months off to just go travel.
00:05:02
Speaker
And if you're cool with that, I'll come to New York instead of these other places.
00:05:07
Speaker
And he was like, okay, we'll work it out.
00:05:09
Speaker
We'll make it work.
00:05:10
Speaker
So I still had a pipeline.
00:05:13
Speaker
I still had installs coming in.
00:05:14
Speaker
I got started really fast in New York, you know, was able to get a bunch of, you know, deals in the pipe.
00:05:23
Speaker
And so then we went that year, we went to Southeast Asia for like seven weeks.
00:05:30
Speaker
And traveled all over Southeast Asia, Vietnam, Thailand, Cambodia, Laos, all those countries.
00:05:37
Speaker
It was an amazing trip.
00:05:39
Speaker
So seven weeks.
00:05:40
Speaker
And then basically I was still getting paid.
00:05:45
Speaker
I was getting installs in while I was gone.
00:05:47
Speaker
And it was just, it was a cool opportunity.
00:05:50
Speaker
Like that was one of those things that kind of opened my eyes to the world.
00:05:53
Speaker
And so that's, that's how we ended up in New York.
00:05:57
Speaker
Okay, cool.
00:05:58
Speaker
So, and that was with SolarCity.
00:06:00
Speaker
I was with SolarCity, you know, and about a year and a half later, I kind of got a little, there was some issues with management, stuff like that out there.
00:06:11
Speaker
And so I looked at a different company, went to a company, a smaller company in New York that a friend was working with.
00:06:21
Speaker
And I
00:06:23
Speaker
and you know kind of switched there was one of the top reps of that company and then we were having a baby and my wife was kind of like hey I'm cool with like heading back west because we're really far from family family hardly ever visits us because her family's from Arizona mine is from Colorado and so they were maybe seeing us once a year and just flying from New York was hard so
00:06:52
Speaker
We ended up moving to Texas.
00:06:55
Speaker
I went back with SolarCity because a friend of mine was just crushing it.
00:06:58
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He did, I think, 130, 135 installs that year with SolarCity in Texas.
00:07:07
Speaker
And I was like, okay, maybe Texas is where I'm supposed to go.
00:07:11
Speaker
So moved to Texas.
00:07:15
Speaker
for the whole relocation just like all that stuff and then SolarCity shut down like eight months later.
00:07:23
Speaker
Oh my gosh.
00:07:26
Speaker
That's crazy.
00:07:26
Speaker
You've been everywhere.
00:07:28
Speaker
I went back with them.
00:07:31
Speaker
Yeah.
00:07:32
Speaker
Seriously.
00:07:33
Speaker
And then, so they shut down and like the day that they closed their doors, my friend who runs a dealer out in Arizona called me and was like, Hey, I heard about solar city.
00:07:43
Speaker
Like, what are you doing?
00:07:44
Speaker
And I said, I don't know.
00:07:45
Speaker
What do you, what are you thinking?
00:07:46
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He's like, come to Arizona.
00:07:48
Speaker
Like at least, you know, there's some weird stuff with Arizona's utility, you know, changes there, but like should be good for at least six months.
00:07:56
Speaker
So you can kind of get your feet on the ground.
00:07:59
Speaker
So we moved back with my wife's family.
00:08:01
Speaker
in Arizona that like happened super fast.
00:08:05
Speaker
We, from when SolarCity shut down, like said, we're done to when I was selling in Arizona, it was less than two weeks.
Joining Vivint Solar
00:08:16
Speaker
So just like, just did it.
00:08:18
Speaker
I've always been kind of someone who acts fast.
00:08:22
Speaker
And that's probably been a good thing for me in the industry, but a little, little crazy.
00:08:27
Speaker
So went to Arizona,
00:08:29
Speaker
uh like two weeks later ty williams called me um who's the vp of vivan solar west coast and was like hey what are you doing and i'm like yeah i'm already with a different company in arizona like it happened really fast and he said okay well you are you open to vivan solar and i said yeah i'd talk about it for sure
00:08:55
Speaker
So that's kind of how I ended up getting with Vivint Solar is right after that ended up out in California.
00:09:03
Speaker
Did you know Ty before that?
00:09:06
Speaker
Or how did Ty, he just hit you out of nowhere?
00:09:10
Speaker
He just hit me up.
00:09:11
Speaker
Yeah.
00:09:11
Speaker
Like he, he got my number from a director in Texas because I was a manager in Texas.
00:09:16
Speaker
Okay.
00:09:17
Speaker
And so like, it's crazy because everything happened for a reason.
00:09:20
Speaker
Like, I don't know if I would have been in a position or a place that
00:09:25
Speaker
to get the call from Ty at that very moment, right?
00:09:29
Speaker
And he just knew a couple people from Texas.
00:09:34
Speaker
And like, I think that I was the only one from like, at least the majority of his list from those guys that left Solar City, at least from Texas.
00:09:46
Speaker
And
00:09:47
Speaker
you know so he called me and randomly i picked up the phone and we talked and i really could tell that he was a great leader so that's how i ended up in california and uh yeah and and i was i was in temecula um and then there was some issues with the temecula office that um led me to riverside to the riverside team and uh working with dave mattson
00:10:14
Speaker
And so that is kind of the story of how I ended up in Riverside.
00:10:20
Speaker
And, you know, the rest is history.
00:10:23
Speaker
It's been a great run.
00:10:25
Speaker
Last year in 2018, well, I guess it was two years ago.
00:10:31
Speaker
2018, I had 92 installs, and then 2019, I had 90 installs.
00:10:36
Speaker
So pretty good numbers.
00:10:38
Speaker
I was mad that I didn't hit 100 both years.
00:10:41
Speaker
It just...
00:10:43
Speaker
I took too many vacations was the issue.
00:10:46
Speaker
I like to travel.
00:10:47
Speaker
And so I, I, I go to like two or three new countries a year.
00:10:51
Speaker
And so that was probably one of the reasons why I didn't.
00:10:56
Speaker
Yeah.
00:10:56
Speaker
Yeah.
00:10:57
Speaker
Still amazing though.
00:10:58
Speaker
Do you still, so do you, let me ask you, do you still take two months off then?
00:11:02
Speaker
Was that when your requirements to come to Vivint too?
00:11:04
Speaker
Like I need two months off at least.
00:11:07
Speaker
you know no not really but um but i have qualified for their trips and stuff so i went to fiji and to new zealand and um then we'll we'll have a couple other vacations so it's probably not that much i'd probably say i'm i'm taking four to six weeks off uh during the year and and still working to maintain my production and my team and stuff but um
00:11:33
Speaker
Not as crazy as that whole Southeast Asia trip.
00:11:39
Speaker
That was a trip of a lifetime, almost two months of just travel, just immersing in the culture
Leadership and Professional Growth
00:11:47
Speaker
and
00:11:48
Speaker
yeah we we'd love to go back i'd love to go back to thailand it was one of my favorite places i've been yeah that's sweet and that's probably before you guys had kids and stuff right just you and your wife yeah before we had kids and uh now i have two okay busy yeah no i understand you i just had my first kid so definitely makes it a little trickier to go on trips and everything for sure you gotta do that big trip that's awesome
00:12:17
Speaker
Hey, solarepreneurs, real quick.
00:12:19
Speaker
If you've been in the solar industry any amount of time, you know that in order to take it to the next level, you need to always be recruiting.
00:12:25
Speaker
What is it?
00:12:26
Speaker
ABR, always be recruiting.
00:12:29
Speaker
So if you need help with recruiting, I wanted to share with you something that helped me take my recruiting skills to the next level.
00:12:36
Speaker
We literally went from an office of less than 10 reps to 25 to 30 reps in less than three months.
00:12:45
Speaker
And we did this with reps that continue to sell with us.
00:12:49
Speaker
Two or three of them went on to become managers.
00:12:52
Speaker
Several of them were top producers in our office.
00:12:55
Speaker
And there are multiple reps that are still with us to this day, more than a year later.
00:13:02
Speaker
So what is it that helped me?
00:13:05
Speaker
I took up the services of Ryan Holman with Sells Recruiting University.
00:13:11
Speaker
He helped me develop a system to take my recruiting game to the next level.
00:13:16
Speaker
And he really helped me follow up with the recruits, schedule group interviews with them, get a huge pool of applicants coming in day after day.
00:13:26
Speaker
I wanted to share with you guys his link.
00:13:28
Speaker
If you are looking to take your recruiting skills to the next level, go to Calendly.com slash sru forward slash solarpreneur.
00:13:39
Speaker
Once again, that's Calendly.com slash sru slash solarpreneur.
00:13:48
Speaker
SRU is Sales Recruiting University.
00:13:50
Speaker
Ryan will help you take it to the next level.
00:13:59
Speaker
Well, cool, man.
00:14:00
Speaker
No, that's crazy.
00:14:01
Speaker
I don't think I've talked to someone that's been in that many different markets.
00:14:06
Speaker
Five states.
00:14:07
Speaker
Wow.
00:14:08
Speaker
Yeah, so you know all of them.
00:14:10
Speaker
Yeah, it's kind of easy seeing all the different utilities and how everything works.
00:14:17
Speaker
And yeah, I've got a lot of perspective in my sales career.
00:14:20
Speaker
And so I can kind of use that in my appointments and with customers.
00:14:26
Speaker
I can give them a lot of perspective, like relating things to how energy is used here compared to other places like Texas, where it's deregulated and all of this stuff.
00:14:36
Speaker
It just gives me really good perspective about the industry.
00:14:41
Speaker
For sure.
00:14:42
Speaker
So would you say that you like California the best?
00:14:44
Speaker
Is California your favorite market you've been in?
00:14:46
Speaker
100%.
00:14:49
Speaker
Yeah, I love it here.
00:14:51
Speaker
Love the market.
00:14:53
Speaker
Honestly, there's nothing like it.
00:14:55
Speaker
And there's a lot of really high producers all over the country, for sure.
00:15:02
Speaker
And there's a lot of great places to do solar.
00:15:06
Speaker
California just has...
00:15:08
Speaker
it's its own thing you know the way that power is delivered here the way that they charge with tiers and time of use and it's just it's a very interesting energy market and because of that like solar just makes a lot of sense so so that's one thing that i i really love about being here and selling in california yeah for sure um that's awesome so how how long have you been managing now for vim it
00:15:40
Speaker
Well, technically I was hired on as a district manager because I was a manager before in SolarCity.
00:15:51
Speaker
So really for almost three years.
00:15:54
Speaker
And, you know, I brought on people and had a team that
00:15:57
Speaker
that I, you know, brought with me to California originally.
00:16:01
Speaker
And then since then, I've kind of built, you know, built kind of my own squad.
00:16:08
Speaker
And so I've helped Riverside to grow and bring in new people, you know, over the past two and a half years since I've been there.
00:16:17
Speaker
Okay, gotcha.
00:16:18
Speaker
Cool.
00:16:19
Speaker
So we were talking a little bit just about, you know, the leadership.
00:16:22
Speaker
And I know that's one of the traits of Vivint.
00:16:24
Speaker
That's, I think, one of the best advantages you guys have is everyone knows Vivint is number one.
00:16:30
Speaker
And, you know, like,
00:16:32
Speaker
direct sales and everything.
00:16:34
Speaker
So you mentioned Dave Mattson, Ty.
00:16:38
Speaker
I know those guys are kind of the legends.
00:16:40
Speaker
I mean, we had Ty on the podcast a couple months back and yeah, that guy knows his stuff.
00:16:46
Speaker
He's pretty amazing.
00:16:48
Speaker
And Dave, isn't he the number one rep in Vivint Solar?
00:16:53
Speaker
Yeah, yeah.
00:16:54
Speaker
He, you know, he's consistently producing and he's a director.
00:17:00
Speaker
So he's over Southern California and then he also runs Riverside with us.
00:17:04
Speaker
So he does a lot.
00:17:07
Speaker
It's pretty incredible how he's able to produce at the level that he does.
00:17:11
Speaker
So yeah, he's, he's installing between 100 and
00:17:15
Speaker
50 to 250 a year uh so he's he's at 1100 installs at vivant solar which is top you know so i i don't know very many people maybe only a couple that are over a thousand installs in their career and uh yeah so he's he's got to be you know he's number one at vivant solar but probably in the industry's top three top five
00:17:40
Speaker
That's crazy.
00:17:41
Speaker
So yeah, I think you guys have a huge advantage and especially you being surrounded by guys like that.
00:17:46
Speaker
I mean, we all hear like you're the sum of the five people that you're around the most and I think you guys got a unique opportunity just being surrounded by guys like that that are consistently producing.
00:17:58
Speaker
They're super high level.
00:18:00
Speaker
So yeah, tell me about maybe like some lessons you've learned or...
00:18:04
Speaker
like, I don't know how their leadership style, how has that like helped you in advance just within Viv and Solar and like your self-development and everything?
00:18:13
Speaker
Totally.
00:18:15
Speaker
You know, yeah, Ty is one of the best leaders I've ever worked with.
00:18:19
Speaker
He just is really, he's really on top of it for himself.
00:18:25
Speaker
Like he has great
00:18:28
Speaker
you know, emotional intelligence and he's able to navigate issues, problems better than most leaders that I've ever worked with.
00:18:37
Speaker
And he just cares about people, you know, and he's helped me a lot in my journey.
00:18:43
Speaker
And it's been awesome having a leader like him.
00:18:47
Speaker
And especially just while I'm continuing to help build a team and, you know, he's a great resource to
00:18:57
Speaker
continue recruiting and being able to, to help really high level guys come in to the industry.
00:19:05
Speaker
So that's been huge.
00:19:07
Speaker
And then, and then Dave is, you know, by far the most inspirational leader I've ever worked with.
00:19:13
Speaker
He's pretty incredible.
00:19:16
Speaker
incredible with how much he does and you know he's actually pretty humble so he probably wouldn't say a lot of this himself but you know he just has this ability to engage exactly where he's at where he can go and be on the doors for four hours and get five sales.
00:19:37
Speaker
and just has so much intention behind it.
00:19:39
Speaker
And I've been on the doors with him hours and hours.
00:19:43
Speaker
And it's incredible watching him work.
00:19:45
Speaker
And he's got a huge customer base.
00:19:49
Speaker
So lots of other business coming in from referrals, but he's so committed to his art on the doors.
00:19:58
Speaker
By far the best door knocker I've ever worked with.
00:20:00
Speaker
And he's
00:20:02
Speaker
As a leader, he also just is constantly bringing out the best in me and in the people that we work with.
00:20:09
Speaker
And so I'm really a product of good leadership.
00:20:13
Speaker
And it's crazy because before I did solar, I actually did Cutco.
00:20:22
Speaker
And was one of those guys that kind of just fell into that when I was in college.
00:20:27
Speaker
And, you know, started off pretty fast with Cutco, had a good first year, was promoted to a manager.
00:20:35
Speaker
And my manager was in Denver, in Colorado, and is one of the greatest managers of all time at Cutco.
00:20:43
Speaker
His name is Drew Frank.
00:20:44
Speaker
Shout out to Drew, if he listens to us.
00:20:48
Speaker
He is one of the best leaders I've ever worked with.
00:20:51
Speaker
And that was the first leader I ever had, that he was my mentor.
00:20:56
Speaker
He literally took me under his wing.
00:20:58
Speaker
I helped run that South Denver team for a bit and just was able to really grow and develop under him.
00:21:08
Speaker
And he taught me how to be ambitious, how to have big goals, how to push myself, how to be an inspiration to others through work ethic and commitment.
00:21:20
Speaker
Like he taught me all those things.
00:21:22
Speaker
He also taught me how to love to read.
00:21:24
Speaker
he got me into reading books.
00:21:26
Speaker
I now read one or two books a month, if not one week, depending if I'm doing a lot of audio books, but I'm constantly reading and using that knowledge to help others on my team and, and to, you know, share positivity and new insights.
00:21:43
Speaker
And Drew taught me all that.
00:21:44
Speaker
And he was actually a groomsman at my wedding.
00:21:47
Speaker
So like, we're really, you know, so it's cool to have him.
00:21:53
Speaker
Recruit him to Vivint Solar, yeah.
00:21:55
Speaker
No, no, I haven't.
00:21:57
Speaker
We've talked about it, but it's cool.
00:22:00
Speaker
He's definitely told me that he's proud of me just for, you know, because he knew me when I was 21 years old.
00:22:06
Speaker
And I literally was so bad at sales when I started that he was getting calls monthly from my customers telling him how pushy I was.
00:22:17
Speaker
Like,
00:22:19
Speaker
I was 21 years old.
00:22:20
Speaker
So like, it took me a minute to figure this all out.
00:22:23
Speaker
Like, it took me a while to figure out how to sell something, the style that you need to have, how to treat people, how to talk to people, how to be assertive, how to give people kind of their space and be more patient, like,
00:22:37
Speaker
It was a hard journey.
00:22:39
Speaker
And Drew could have easily been like, this guy is like, you know, he's a pain.
00:22:43
Speaker
He's, he's causing me to do all this extra work.
00:22:46
Speaker
I'm having to, you know, manage him like, you know, a lot more than most people, but I needed that.
00:22:53
Speaker
And he like took me under his wing and, and mentored me.
00:22:56
Speaker
And so it's crazy.
00:22:58
Speaker
I talked to,
00:23:00
Speaker
a friend who was also at Vivint solar.
00:23:02
Speaker
And we were like kind of talking about, this is maybe a year ago.
00:23:06
Speaker
And I told him that I'm working with Dave in Riverside, helping run that team.
00:23:11
Speaker
And he was like, wait, so you were with drew.
00:23:15
Speaker
Cause this guy did cutco too.
00:23:17
Speaker
So he knew me back in the cutco days, like, you know, nine, 10 years ago.
00:23:21
Speaker
Um, and, and he was like, wait, so you were with drew Frank.
00:23:25
Speaker
Who's like the top manager ever.
00:23:27
Speaker
Uh,
00:23:29
Speaker
And got to learn from him.
00:23:31
Speaker
And then now you're with Dave and his team.
00:23:35
Speaker
How do you, how are you that lucky?
00:23:37
Speaker
Like literally.
00:23:39
Speaker
And, and that's, that's just part of my story.
00:23:42
Speaker
Like I've been a product of good leadership and I've recognized, okay, these are people that I can really learn from.
00:23:49
Speaker
And if I can provide value, if I can do more to, to benefit what they're building, because, you
00:23:58
Speaker
you know, a team is only as good as its leaders is the truth, you know?
00:24:03
Speaker
And so it's been really cool to have that as part of my story is just learning and growing because of the leaders that I've been blessed to work with.
00:24:17
Speaker
Yeah.
00:24:18
Speaker
I love that.
00:24:18
Speaker
And yeah, I think for our solarpreneurs listening, that just goes to show, even if you're not the best, like what you've done, I think it really catapults you into that success you've had.
00:24:29
Speaker
Because if you're hanging out with, you know, the LeBron James of solar, of Cutco, you're for sure going to get better.
00:24:37
Speaker
That's what the best people do is they make
00:24:39
Speaker
their teammates better.
00:24:40
Speaker
I mean, you look up Michael Jordan, any of the greats, they're always making the people, they're pushing their teammates, they're doing everything they can to make their team better.
00:24:49
Speaker
So for those that maybe aren't in the best opportunity right now, I talk to reps all the time that like, Oh, our company pays so good.
00:24:57
Speaker
We have like the best installers with this dealer.
00:25:02
Speaker
But then they're not even working and then there's no management.
00:25:05
Speaker
I'm like, okay, if you're with, that's great that you're,
00:25:09
Speaker
you know, make all this money, but like, who are you around?
00:25:12
Speaker
You're hanging out with guys that aren't knocking.
00:25:14
Speaker
You're just like hanging out in your apartments all day.
00:25:16
Speaker
Yeah.
00:25:18
Speaker
Oh, I think for those that are listening, if you're not having the success you want, that's one of the things you should look at.
00:25:24
Speaker
Who are you surrounding yourself with?
00:25:26
Speaker
What type of leaders are at, you know, whatever company deal or whatever you're at right now.
00:25:32
Speaker
And yeah,
00:25:33
Speaker
I mean, maybe you need to consider the Vivint Solars, consider going, hanging out with guys like Matt, like Dave, because I think that's a huge key to it.
00:25:43
Speaker
Yeah, well, you know, and I do believe that there are good leaders in every company, but finding great leaders, that's where you have to really search.
00:25:54
Speaker
And we have to be really careful of who you align yourself with because I had other opportunities.
00:26:00
Speaker
I've been recruited.
00:26:01
Speaker
I've met with other companies over the past few years just to see what's going on.
00:26:08
Speaker
And I could sense about leadership.
00:26:12
Speaker
I could sense when I was talking to a CEO from another company, the type of leader that they were.
00:26:18
Speaker
And I have a pretty high standard because Ty is, you know, he's one of the best of all time.
00:26:26
Speaker
And, you know, so finding the right team, finding the right leaders to surround yourself with is a huge part of what's going to allow you to be successful.
00:26:36
Speaker
Because, yes, you can work for any company and you can
00:26:42
Speaker
There's lots of opportunity in the solar world, but finding the right team, the right opportunity, the right time, and the right leadership is key to your success.
00:26:53
Speaker
Because if you're in a team that doesn't have a great culture, that doesn't have a great positive mindset as a collective, it's going to hurt you.
00:27:04
Speaker
And I've seen that firsthand with some teams
Balancing Personal and Professional Life
00:27:07
Speaker
that I've been in.
00:27:07
Speaker
I've been in seven different solar teams in my career.
00:27:12
Speaker
And so I've seen a lot of different cultures and dynamic and like, that's huge.
00:27:19
Speaker
It's huge to your success.
00:27:20
Speaker
And that's one of the reasons why I'm really grateful to be where I'm at and to be influencing the team that I'm on because I know that the more positivity we have and we've got about 50 reps on our team.
00:27:34
Speaker
So we've got a big team.
00:27:35
Speaker
It's one of the top installing teams in Vivint Solar.
00:27:38
Speaker
We're in the top three to top five every single quarter.
00:27:42
Speaker
And so it's cool to be in a very productive, great culture and really high producing team as well, because when a team is winning, you're going to be able to feed off of that momentum.
00:27:56
Speaker
Yeah, 100%.
00:27:58
Speaker
That's awesome.
00:27:59
Speaker
And so, yeah, now that you've kind of been able to learn from some of these top guys, how have you used it in like your own leadership?
00:28:07
Speaker
Do you have any times where you took reps that were struggling and helped them become kind of all-stars or any reps that have been under you that are now like managing or how have you seen?
00:28:18
Speaker
Yeah.
00:28:18
Speaker
Yeah.
00:28:19
Speaker
Yeah, I definitely do.
00:28:21
Speaker
I, you know, I've got a number of reps that are really stepping up and I spent a lot of time individually.
00:28:27
Speaker
Like most of my reps know that they can call me pretty much anytime.
00:28:31
Speaker
Like if I'm on the doors or on an appointment, I'll call them right back or whatever.
00:28:35
Speaker
But like they know that I'm, I'm available for them because I want
00:28:39
Speaker
their success.
00:28:41
Speaker
The thing that Ty taught me though is like you need to have a schedule that you're committed to and boundaries around that schedule.
00:28:50
Speaker
So if someone calls me at 10 a.m.
00:28:53
Speaker
on, you know, a Tuesday, that's my family time, right?
00:28:57
Speaker
Like I've got family time until like 12 or 1 Tuesday, Thursday, Tuesday, Thursday, Friday, like whichever days my meetings aren't on.
00:29:07
Speaker
And
00:29:08
Speaker
So, you know, I basically had this...
00:29:12
Speaker
you know, I've had this routine and this schedule and I share it with my reps.
00:29:16
Speaker
I say, hey, these are the times that, you know, email me during that time.
00:29:20
Speaker
I'll get to it when I can.
00:29:22
Speaker
Like if you really need to talk, then this is when I'll be available.
00:29:25
Speaker
And so setting boundaries around your own personal schedule as a leader is, it's essential.
00:29:32
Speaker
You're not going to be able to produce.
00:29:35
Speaker
You're not going to be able to hit the goals that you have and help your team
00:29:39
Speaker
hit the goals if you're always available, right?
00:29:43
Speaker
And so, like, I'm available for my team in my schedule.
00:29:48
Speaker
And my schedule is pretty nuts.
00:29:50
Speaker
I have stuff broken down to hour and 30-minute increments most days.
00:29:55
Speaker
And so...
00:29:57
Speaker
it's just, you know, you've got to, you've got to be able to manage that.
00:30:00
Speaker
And, and Ty taught me that, you know, when, when we were really working closely, when I was being recruited by him, you know, we, we got pretty close and, and then first year of being here, you know, he, he really took me under his wing.
00:30:13
Speaker
So it's been, like I said, it's,
00:30:18
Speaker
it's been cool to have leadership like that, which I've been able to then share with others.
00:30:23
Speaker
And I've got a couple reps that I've brought on that are doing really well.
00:30:27
Speaker
And one of them is, is now my, you know, my co-manager and my squad leader.
00:30:32
Speaker
And, and so, yeah, our, our team is broken into squads.
00:30:37
Speaker
So we have like four squads where it's, it's kind of like a decentralized command.
00:30:43
Speaker
I don't know.
00:30:44
Speaker
how many teams like run this, but that's, that's how we do it.
00:30:48
Speaker
And it really works well because instead of having 50 reps, we have four squads and it's just more manageable.
00:30:56
Speaker
So I've got like 10 or 12 reps on my squad that I'm their direct, like direct manager that they'll go to me before another
00:31:07
Speaker
manager, but we can, you know, we're all here for, for our team.
00:31:11
Speaker
It just keeps it a little bit more easy to manage.
00:31:15
Speaker
Yeah, no, for sure.
00:31:17
Speaker
Yeah, no, I think that's super true, though, sticking your schedule and boundaries.
00:31:20
Speaker
And I just realized we're talking now Thursday morning, probably during your family time.
00:31:25
Speaker
So, appreciate it.
00:31:27
Speaker
This is my meeting day.
00:31:30
Speaker
So, I'm on my way to my meeting.
00:31:32
Speaker
So, we're good.
00:31:34
Speaker
I just pulled over for a minute while I'm driving to work.
00:31:37
Speaker
Okay, it was good.
00:31:38
Speaker
I was hoping I wasn't going to get an angry call from your wife after saying...
00:31:42
Speaker
What are you doing?
00:31:42
Speaker
Taking away from my husband's time.
00:31:45
Speaker
No, you're good.
00:31:46
Speaker
We have meetings Monday, Thursday.
00:31:50
Speaker
Okay.
00:31:50
Speaker
Cool, cool.
00:31:52
Speaker
But no, I think that's so true.
00:31:53
Speaker
And I recognize that within your culture too, because I'm sure you listen to the Electric People podcast done by Ty and those guys.
00:32:04
Speaker
um but yeah the most recent one i remember i was listening to the other day and one of your other managers i can't remember the dude's name but he said he has like eight kids um do you know that guy um i don't well jason right kavanaugh yeah yeah yeah that's who it was i'm like holy crap eight kids and he's still doing this
00:32:27
Speaker
There's a few guys on the West Coast that have like seven, eight, you know, I think that eight is the most, but yeah, he's up to North Carolina.
00:32:36
Speaker
Yeah, that's crazy.
00:32:37
Speaker
So yeah, I remember him talking about that same thing, just obviously with eight kids, you, I mean, you got to be able to be around to help the kids and everything.
00:32:45
Speaker
So he just talked about how he breaks it down basically for the year, like what's his vacations going to be?
00:32:52
Speaker
What time is he taking off and what time is he committed to?
00:32:56
Speaker
I think especially having a family, yeah, you got to be set clear boundaries and have times when you're dealing with your reps and you're knocking out.
00:33:06
Speaker
And it's, it's tough to do that.
00:33:08
Speaker
Cause you know, like one thing that I've trained a lot of my guys on is like how to, how to live this life with being okay with the, the lack of balance that we have sometimes because it's,
00:33:26
Speaker
I think that it's the greatest job out there.
00:33:29
Speaker
You own your own schedule.
00:33:30
Speaker
You're your own boss.
00:33:32
Speaker
You have full control over everything that you're doing.
00:33:34
Speaker
But like, you also have to be committed to your schedule.
00:33:40
Speaker
And, you know, it's one of those things that like,
00:33:45
Speaker
it's hard because sometimes you will be out of balance in this job.
00:33:49
Speaker
It's just, it's just the fact, especially if you're selling and managing, like, like I've got two full-time jobs, essentially.
Personal Development and Achievements
00:33:56
Speaker
I'm a full-time manager and a full-time sales rep.
00:33:59
Speaker
And I,
00:34:00
Speaker
I'm in the top 20 in the company.
00:34:02
Speaker
So, so I, I'm really ambitious and trying to be one of the top installers.
00:34:07
Speaker
So I'm busy on the sales side, like with my own personal production.
00:34:13
Speaker
And so sometimes it's okay to be out of balance.
00:34:17
Speaker
Like I did a training about this a couple months ago where it was like called off balance and, and just how you can work in phases.
00:34:29
Speaker
And, you know, basically sometimes you're going to be a lot more balanced on your family side.
00:34:34
Speaker
And then sometimes you're going to be a lot more balanced on your work side and out of balance on
00:34:38
Speaker
you know, with the amount of time that you're spending with your family.
00:34:41
Speaker
Like if you're in a competition or if you're, if you're, you know, working really hard for your biggest month or your biggest week or something like that, like you're going to be doing a lot more time in that section of your life.
00:34:54
Speaker
Yeah.
00:34:54
Speaker
And it's okay.
00:34:55
Speaker
It's okay to be a little bit
00:34:57
Speaker
off balance sometimes because you have goals right and as long as you're setting priorities and having expectations with each area of your life whether it's family or or work or your physical goals or whatever like i'm i'm in the middle of a pretty crazy training i'm training for an iron man right now and
00:35:20
Speaker
that's crazy, right?
00:35:21
Speaker
Doing everything that I'm doing and adding on a triathlon training plan.
00:35:26
Speaker
I've done a marathon, tons of half marathons, triathlon last year in Malibu, and this year full Ironman.
00:35:36
Speaker
So I'm probably training eight to 12 hours a week right now with just my training plan for that.
00:35:45
Speaker
So like,
00:35:47
Speaker
It's pretty crazy.
00:35:47
Speaker
I wake up 5 to 6 a.m.
00:35:49
Speaker
every day, you know, just to do everything that I need to do and also have time and balance with my family and all that stuff.
00:35:56
Speaker
So I'm training from like 6 a.m.
00:35:58
Speaker
until 8 a.m.
00:35:59
Speaker
is most of my training days, six days a week.
00:36:04
Speaker
So it's like, you know, I can, it's cool though.
00:36:07
Speaker
I'm in the best shape of my life right now, which is, is actually, and at 31, you know, I'm, I'm happy about it.
00:36:14
Speaker
I feel really great and I'm doing bike rides and going on, you know, 40, 50 mile bike rides and doing it without stopping, like stuff like that.
00:36:23
Speaker
So it's cool to push yourself in different areas and be out of balance in certain areas of your life.
00:36:31
Speaker
As long as you have priorities and have a schedule.
00:36:34
Speaker
Yeah, no, it's true.
00:36:36
Speaker
And I think anyone great, you don't get to great by being perfectly balanced.
00:36:41
Speaker
I mean, something's got to give, as you said.
00:36:45
Speaker
Yeah, another thing I hear a lot of times listening to your Electric People podcast is just anytime you guys got a big competition going on, seems like all the top producers, they go to their wives first and say, hey, honey, are you okay if I compete in this competition?
00:36:59
Speaker
Yeah.
00:37:00
Speaker
Because basically they know that for the next month or however long the competition is, they're grinding for 12-hour days or whatever's going on.
00:37:09
Speaker
So it's like getting permission from the wife first to be out of balance because they know for the next month there's not going to be that family balance.
00:37:18
Speaker
Right.
00:37:19
Speaker
So yeah, I mean.
00:37:20
Speaker
That's expectations.
00:37:21
Speaker
Yeah, definitely.
00:37:22
Speaker
So yeah, it's just about, I mean, you're not always going to be out of balance, but it's just about making the shifts over time and
00:37:28
Speaker
I think in order to be great, you got to be having it in your schedule planned.
00:37:34
Speaker
Like, you know, cause if you always feel out of balance, then it's like, you're not going to have a good quality of life and you're going to be, you know, disappointed or unhappy.
00:37:43
Speaker
But if you can, if you can decide the times that you're going to focus on different things, then,
00:37:50
Speaker
you can sustain that.
00:37:52
Speaker
And for me, I love it because I can go and take off 10 days if I really want to and work hard before that.
00:38:00
Speaker
So I earn the time off and have an amazing vacation to a new place in the world or something like that.
00:38:07
Speaker
You know, I've been to 36 countries, so I've traveled all over the world.
00:38:11
Speaker
It's a little bit of an obsession of mine.
00:38:14
Speaker
It's
00:38:16
Speaker
And so, you know, that's a big part of why I do this job and why I'm pushing so hard is, you know, for having that freedom.
00:38:23
Speaker
Yeah, for sure.
00:38:25
Speaker
So, yeah, I want to kind of transition that.
00:38:27
Speaker
Speaking of schedule, you've been able to stay obviously super consistent in your own personal sales.
00:38:32
Speaker
And I think Vivint, in order to be a manager, don't you have to maintain a minimum of like, what, 15 installs a quarter?
00:38:39
Speaker
Yeah.
00:38:40
Speaker
Yeah, 15 installs minimum a quarter.
00:38:43
Speaker
Okay.
00:38:44
Speaker
So yeah, it's obviously a pretty high level once.
00:38:47
Speaker
Got to be definitely putting in the time, doing the work.
00:38:50
Speaker
So I know schedule is probably super important, but do you have any other, I don't know, secrets that you think have allowed you to stay so consistent and be one of the top reps while still managing and do all this other, do everything else you do?
00:39:06
Speaker
You know, consistency is about discipline.
00:39:11
Speaker
That's the bottom line.
00:39:13
Speaker
I do believe that I'm a very disciplined person.
00:39:17
Speaker
I had to learn how to do that.
00:39:19
Speaker
That was not easy for me.
00:39:22
Speaker
I'm not a early riser, really.
00:39:25
Speaker
If you ever talk to my wife about it, she'll tell you.
00:39:30
Speaker
first years of being married, I would love to sleep in to like 9 or 10 a.m.
00:39:37
Speaker
So I was never like 5 a.m.
00:39:40
Speaker
club, let's do this.
00:39:41
Speaker
Like, let's wake up early, be super productive, like have all these goals, have a morning routine.
00:39:47
Speaker
Like I wanted that to be in my life, but I wasn't disciplined enough for the first years of marriage.
00:39:56
Speaker
And I kind of had to learn that.
00:39:58
Speaker
And I said it for years.
00:40:00
Speaker
And honestly, it came to that point where I said, okay, if I want to level up, if I want to take my life to the next level and really make life-changing money, I'm going to have to do things differently.
00:40:14
Speaker
Like I haven't been there before.
00:40:15
Speaker
I haven't done it yet.
00:40:17
Speaker
And so in order to get there, I'm going to have to do things differently.
00:40:20
Speaker
And so the first thing that I committed to was a morning routine.
00:40:25
Speaker
and being crazy disciplined to that routine and it's it's about an hour hour and a half uh you know there's some reading involved there's i do yoga it is a really great form of meditation um and also you know my exercise and so um you know i i feel like gratitude is is key like that
00:40:52
Speaker
If I could give people one word of advice to how to change your life, it would be exercise gratitude daily.
00:41:00
Speaker
Like you can be a grateful person, but to actually practice gratitude, it's a different thing.
00:41:08
Speaker
So I have a gratitude journal.
00:41:11
Speaker
Literally, I write 10 things that I'm grateful for daily.
00:41:16
Speaker
And it can be super quick and it takes four minutes to do that.
00:41:19
Speaker
Some days I'll write like a ton, like, like journaling and I'll write for 15, 20 minutes about those things that I'm grateful for.
00:41:28
Speaker
And so like when you're feeling a certain way, when you're feeling unmotivated or disappointed, or you just had four cancellations or you just, you know, had 20 rejections, I'll do this, this thing where I recenter myself through gratitude.
00:41:46
Speaker
And you can get into that place where you close your eyes and think about five things that you're grateful for.
00:41:52
Speaker
And all of a sudden your mood changes.
00:41:55
Speaker
Tony Robbins calls it changing your state.
00:41:58
Speaker
And it's a very powerful practice if you can learn how to do it the right way.
00:42:04
Speaker
And that's been something that has really helped me is, you know, basically having more emotional stability through practicing gratitude every single day.
00:42:16
Speaker
And there's like really great meditations out there where they're like gratitude meditations.
00:42:20
Speaker
They'll guide you through it.
00:42:22
Speaker
thinking about times that you were really grateful and really put you into that zone, into that state.
00:42:30
Speaker
So that's like a, that's, I guess, a secret that I've used now for a couple years.
00:42:36
Speaker
And it's been a pretty big game changer for me.
00:42:39
Speaker
Gotcha.
00:42:40
Speaker
I love that.
00:42:41
Speaker
Yeah, I think it's crazy because especially like newer reps and everything, they're probably expecting you to say, oh, it's this like sales thing I do.
00:42:49
Speaker
It's this like cool thing I say on the doors and just everyone buys from me because of it.
00:42:54
Speaker
But I think as you've been into it and you get experience, you just realize more and more that so much is the mindset of what you're doing.
00:43:02
Speaker
It's the inner game, right?
00:43:05
Speaker
Outer game is one thing.
00:43:07
Speaker
What you say, how you say it, your confidence that you have on the doors, your confidence that you have in an appointment, your knowledge of the product, your ability to, you know, bring someone through the process.
00:43:20
Speaker
Like that's all the outer game.
00:43:23
Speaker
The inner game is what you're doing inside.
00:43:25
Speaker
It's what you're practicing yourself in the quiet hours that no one is watching, where you're getting to know yourself and actually becoming the person that is capable of going out and knocking 50 doors and getting 15 rejections and still sticking it out to get to that 16th person that says yes and is your sale.
00:43:48
Speaker
Yeah, I it's like you wouldn't have the emotional stability or the fortitude to go through that if you weren't strong personally.
00:43:57
Speaker
And so the reason I love a morning routine is because you're winning from the get go.
00:44:03
Speaker
you're already winning.
00:44:04
Speaker
You're winning your day.
00:44:05
Speaker
You're, you've got so much confidence because you've won the morning.
00:44:10
Speaker
You're on track.
00:44:11
Speaker
You, you lived up to your commitments that you made and by seven or 8 AM, you've already won.
00:44:17
Speaker
And so you just, you're just, you're just in a good place.
00:44:20
Speaker
And so then those days that you sleep in until nine, it's like, well, you know, I, I'm kind of behind on the day.
00:44:27
Speaker
Right.
00:44:28
Speaker
And so having discipline and being confident,
00:44:31
Speaker
fully committed to that, I think is so huge.
00:44:36
Speaker
Working on that inner game.
00:44:37
Speaker
100%.
00:44:38
Speaker
Yeah, I know we talked a lot before just about like personal development and you've done a ton of that.
00:44:45
Speaker
I mean, we met at Door to Door Con, so obviously we went there for something to learn.
00:44:51
Speaker
And I think that's another key trait of the top guys.
00:44:54
Speaker
They're always hungry to be learning.
00:44:56
Speaker
I mean, you talk about just listening to audio books, reading every day.
00:45:00
Speaker
So it's just being hungry to learn more and always improve yourself.
00:45:04
Speaker
And do you want to talk a little bit about that?
00:45:06
Speaker
I know you spent quite a bit just in like mentoring and personal development last year.
00:45:11
Speaker
So how is it?
00:45:12
Speaker
Was it 40 grand you were saying?
00:45:15
Speaker
Oh, yeah.
00:45:16
Speaker
Yeah.
00:45:16
Speaker
The past 12 months, I spent about $40,000 on personal development, conferences, Tony Robbins stuff, coaching.
00:45:25
Speaker
I have a coach.
00:45:26
Speaker
Every two weeks we talk and I've been doing coaching now for two and a half years.
00:45:33
Speaker
So, you know, I think that investing in yourself is a really hard thing to do.
00:45:40
Speaker
because it's, it's you betting on yourself, right?
00:45:44
Speaker
And you'd think that that's easy, but it's actually a lot harder than, than you really understand until you do it.
00:45:52
Speaker
And so, you know, I, I went to two Tony Robbins conferences last year and one of them was his big date with destiny, which is like a $7,000 conference.
00:46:03
Speaker
And he,
00:46:07
Speaker
It's pretty pricey.
00:46:08
Speaker
It's for six days.
00:46:09
Speaker
It's full immersion.
00:46:10
Speaker
It's like 12 hour days for six days in a row.
00:46:14
Speaker
It's pretty intense.
00:46:15
Speaker
It's like a marathon to be totally honest.
00:46:18
Speaker
talk to anybody who's ever gone to one of his Date with Destiny events, it's life changing.
00:46:24
Speaker
It really is.
00:46:26
Speaker
And I was doing coaching before that.
00:46:30
Speaker
I had an amazing experience with a group, it's called Abundant.
00:46:35
Speaker
And they are a smaller mastermind coaching group.
00:46:39
Speaker
And I was with them for a year before I started doing more Tony Robbins focused stuff.
Investing in Personal Growth
00:46:47
Speaker
And I went to Costa Rica with them for, I think it was a seven or eight day immersion, you know, retreat.
00:46:56
Speaker
And, you know, that was life changing for me too.
00:47:01
Speaker
Having experience and really digging deep every day, you know, writing in my journal, listening to inspirational speakers for seven days in a row.
00:47:11
Speaker
you know, outside of the world, we were literally, it was like glamping where we were like in a tent that kind of had like AC in the middle of the jungle in Costa Rica.
00:47:21
Speaker
And that experience, you know, it gave me some of the tools that I use to this day to keep myself motivated and strategies of, of high performance.
00:47:33
Speaker
And I'll just share one last thing about Tony Robbins.
00:47:38
Speaker
So yeah,
00:47:39
Speaker
At Date with Destiny, I had like probably two or three major takeaways.
00:47:45
Speaker
And, you know, so I spent all this money to get there.
00:47:49
Speaker
I was really investing heavily in myself.
00:47:52
Speaker
And I realized a couple things about myself.
00:47:57
Speaker
One thing that he talks about and...
00:48:00
Speaker
I'm a huge fan of his.
00:48:02
Speaker
You know, his events were pretty intense.
00:48:04
Speaker
I will say that for anyone that hasn't been to one, like he's intense.
00:48:11
Speaker
Yeah, I've seen him speak for four hours.
00:48:13
Speaker
Knit wore me out just after four hours.
00:48:16
Speaker
I'm like, imagine six days of that.
00:48:18
Speaker
Six days, that's crazy.
00:48:20
Speaker
Yeah, and it was worth every penny.
00:48:23
Speaker
Like I actually, I absolutely loved it.
00:48:25
Speaker
And since then, I've had a Tony Robbins coach who has also been really good.
00:48:30
Speaker
And so one of the biggest things that I learned there is my primary question.
00:48:37
Speaker
Okay, now this is like, everyone has this, everyone has a question that they're asking themselves every day.
00:48:45
Speaker
This is kind of like one of these reoccurring things.
00:48:48
Speaker
Now, the sad thing is that most people's primary question is negative.
00:48:53
Speaker
It's like, why am I not enough?
00:48:56
Speaker
Or why am I not good enough?
00:48:58
Speaker
Why am I not pretty enough?
00:48:59
Speaker
Why am I not smart enough?
00:49:01
Speaker
And they ask themselves this question over and over again.
00:49:04
Speaker
And it's not positive.
00:49:07
Speaker
If you ask yourself that question, your brain is going to tell you the answer.
00:49:11
Speaker
And it's not going to be a good answer.
00:49:13
Speaker
It's not going to be the answer that you want.
00:49:15
Speaker
And so Tony teaches you have to ask the right question.
00:49:19
Speaker
And so my question, and this is going to make a lot of sense after you've kind of heard my story, my question that I kept asking myself, and this has been ever since I've been a little kid, and I never knew, I never knew this until I went to this event.
00:49:35
Speaker
My primary question was, what's next?
00:49:39
Speaker
Hmm.
00:49:40
Speaker
It was what's next.
00:49:42
Speaker
I did that.
00:49:43
Speaker
What's next?
00:49:44
Speaker
I've always been super into lots of different things, lots of different hobbies.
00:49:48
Speaker
You know, I rock climb.
00:49:50
Speaker
I play music.
00:49:51
Speaker
I play guitar.
00:49:52
Speaker
I went to college for music.
00:49:53
Speaker
Like I do all these different things.
00:49:56
Speaker
And it was because I was always looking for what's next.
00:50:00
Speaker
That's why I've lived in five states in six and a half years.
00:50:05
Speaker
Because of this question, what's next?
00:50:08
Speaker
Now, it's not necessarily a bad question.
00:50:11
Speaker
It's actually kind of open-ended.
00:50:14
Speaker
It's like, okay, what's the next opportunity?
00:50:16
Speaker
What's the next thing that I'm going to challenge myself with?
00:50:18
Speaker
Whatever.
00:50:19
Speaker
But it constantly kept me looking for the grass that was greener.
00:50:24
Speaker
It was always making me look for what was next and not be okay with where I was.
00:50:30
Speaker
Not be okay with who I was or the position that I was in.
00:50:34
Speaker
And so that was a pattern that had been going on in my life for a very, very long time.
00:50:41
Speaker
And when I realized this and it changed my primary question, I was able to start making a lot of huge positive changes in my life.
00:50:52
Speaker
And this was just six months ago that I discovered this.
00:50:55
Speaker
It's crazy.
00:50:56
Speaker
You know, I'm 31 years old and this primary question has been, you know, leading my life for so long.
00:51:02
Speaker
And so I,
00:51:04
Speaker
I changed the question to how can I find the opportunity that is in front of me right now?
00:51:15
Speaker
How can I be here now?
00:51:17
Speaker
How can I find the possibility in the opportunity in front of me right now?
00:51:22
Speaker
Right?
00:51:23
Speaker
Like instead of looking for more,
00:51:26
Speaker
of what was coming, how can I be here now?
00:51:29
Speaker
And it's made me so much happier.
00:51:32
Speaker
I've been so much more fulfilled since I discovered this about myself.
00:51:36
Speaker
And, you know, it was, it was thanks to this personal development thing that I went to.
00:51:40
Speaker
And so I feel like invest in yourself.
00:51:44
Speaker
You can't go wrong betting on yourself, especially in sales, especially in solar, especially with our job.
00:51:52
Speaker
Like,
00:51:53
Speaker
I would highly recommend it.
00:51:54
Speaker
Get a coach.
00:51:56
Speaker
Having a coach, it motivates me.
00:51:58
Speaker
It keeps me more focused.
00:51:59
Speaker
It keeps me more centered.
00:52:00
Speaker
Like when you do those couple things, it just makes you that much better because you've got someone in your corner.
00:52:07
Speaker
You've got someone on your team that's there for you.
00:52:10
Speaker
And I absolutely love having a coach because he'll tell me things that I don't want to hear and that I need to hear.
00:52:18
Speaker
So, you know, my personal development has definitely shaped me over the past few years.
00:52:25
Speaker
And it's been a huge part of, you know, who I am and my journey that I've been on.
Episode Reflection and Closing
00:52:31
Speaker
Yeah, I love that.
00:52:32
Speaker
And, you know, that's another key trait of anyone greats.
00:52:35
Speaker
I mean, Tim Grover, we heard him at DoorDorkon.
00:52:39
Speaker
He was Michael Jordan's coach, you know, besides like Bill Jackson or whatever.
00:52:45
Speaker
So yeah, I think anyone great, they have someone in their corner, they have those people they can go to, here are the tough things.
00:52:51
Speaker
And then especially with personal development, I think it's important to take, I don't know, take 10, 20% of what you're making, invest it into personal development.
00:53:00
Speaker
So that's how you're going to grow.
00:53:01
Speaker
And then as you make that, it's your money on the line.
00:53:04
Speaker
So you're taking it way more seriously.
00:53:06
Speaker
If you're getting coaching, someone's telling you what to do.
00:53:08
Speaker
You're like, okay, well, if I just spent 10 grand for this coach, then I better listen.
00:53:14
Speaker
Even if I don't like it, I better at least try what he's saying.
00:53:17
Speaker
Cause it's my money on the line.
00:53:18
Speaker
Right.
00:53:19
Speaker
So.
00:53:20
Speaker
Exactly.
00:53:21
Speaker
Awesome.
00:53:22
Speaker
Well, nah, I wish we could go.
00:53:24
Speaker
I wish we'd go another hour.
00:53:27
Speaker
Cause yeah, we dropped some, definitely some knowledge bombs on us and yeah, I've got a full couple of pages of notes.
00:53:33
Speaker
So hopefully guys are taking notes as they listen to this, but appreciate you being on the show.
00:53:39
Speaker
So as we wrap up here, where can guys connect with you?
00:53:41
Speaker
Is it, they want to reach out and I don't know.
00:53:44
Speaker
Victor Bain Morris, catch up on social media anywhere that you're active.
00:53:48
Speaker
Yeah, you can find me, you know, on, on Instagram or on Facebook, like, you know, I'm, I'm pretty easy to find there and it has district manager Vivint Solar on it.
00:54:00
Speaker
And yeah, no, I love connecting with people.
00:54:02
Speaker
That's something I've really learned about myself is,
00:54:05
Speaker
You know, I love connection and relationships and meeting new people and helping people however I can.
00:54:13
Speaker
So, yeah, feel free to hit me up, you know, if you want to dive more into kind of what we talked about today or even just to have another friend in the solar world.
00:54:25
Speaker
Awesome.
00:54:26
Speaker
Well, thanks again for coming on the show and I'm sure we'll have you on in the future, hopefully a future date, but yeah, anything we can do to help you out, let us know and keep crushing in the industry.
00:54:38
Speaker
Thanks for listening on the show and we'll talk soon.
00:54:40
Speaker
Thanks, Matt.
00:54:42
Speaker
Thanks, man.
00:54:43
Speaker
Wow, what another value-packed episode of The Solarpreneur.
00:54:47
Speaker
Guys, if you couldn't tell, we spend a lot of time and energy to put these episodes out to hopefully give you just one strategy, one golden nugget that's going to launch your solar career to the next level.
00:54:57
Speaker
And we do it all for free.
00:54:59
Speaker
And if you found any value in this episode or it's helped you in any way, all I ask in return is that you just take 30 seconds of your time and leave us a review on iTunes so that we can help more solopreneurs like you to change the world.
00:55:12
Speaker
And as a gift for leaving us a review, we have a special training package exclusive for solopreneur listeners over at solopreneurs.com.
00:55:21
Speaker
Remember, you need to leave us a review on iTunes to qualify for the training package.
00:55:25
Speaker
So take care of that now and we'll see you on the next episode.