Transcript
Speaker: Welcome to the Solarpreneur Podcast where we teach you to take your solar business to the next level.
Speaker: My name is Taylor Armstrong.
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.
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.
Speaker: What is a solopreneur you might ask?
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.
Speaker: Okay, what's going on, everybody?
Speaker: I am stoked for today's podcast because we have someone that is, I would say, definitely one of your top dudes in the industry, just rocking a ton of deals.
Speaker: And if you follow Legacy Power specifically, you have undoubtedly heard of this dude because he's won pretty much every award in the book that they've created at that company.
Speaker: And safe to say, he's definitely one of the poster boys of Legacy Power over here.
Speaker: So we have the one, the only, Sets and Sofer joining us today.
Speaker: What's up, my man?
Speaker: How you doing?
Speaker: Good, good, good.
Speaker: Yeah, happy to be here.
Speaker: Super stoked.
Speaker: I've heard a lot about the Sorpreneur over the years and to now finally be on the podcast.
Speaker: This is just like another notch in the cap, another feather in the cap.
Speaker: I love it, man.
Speaker: So stoked to be here.
Speaker: Yeah, it'll be fun.
Speaker: Yes, sir.
Speaker: So, yeah, we're going to talk about just running, setting, closing.
Speaker: He runs a super successful setter-closer program here, and it's cool how he integrates that within Legacy.
Speaker: So we jowin on all that and his story, and I'm excited for it.
Speaker: Yes, sir.
Speaker: But, yeah, so first things first, I mean, yeah, like we just mentioned, you've won a ton of awards, sales rep of the year, multiple times at Legacy Power.
Speaker: I know it's back and forth between you and Jack Pastrana, like, you know, top rep at Legacy.
Speaker: He's a kid.
Speaker: Oh, my goodness.
Speaker: Yeah, man, Jack keeps me up at night.
Speaker: No, I'm just kidding.
Speaker: Love competing against that guy.
Speaker: We do go back and forth.
Speaker: He's a phenom.
Speaker: Yeah.
Speaker: Both of you are crushing insane amounts of deals.
Speaker: But yeah, so we'll get into that.
Speaker: But let's hear what's your background sets and how did you get into solar?
Speaker: Do you want to tell our listeners the backstory behind all that?
Speaker: Yeah.
Speaker: So I got into solar in 2019.
Speaker: Well,
Speaker: Funny enough, back in 2013, just like right out of high school, it was a year or two out of high school.
Speaker: Me and my buddy, we actually worked for my friend's dad's solar company just for a summer.
Speaker: We went out, no training, no nothing.
Speaker: They threw a polo on us and they're like, hey, go knock some doors.
Speaker: Go see who wants solar.
Speaker: This is 2013.
Speaker: Solar is still super brand new.
Speaker: Safe to say that didn't work.
Speaker: We did it for a couple more.
Speaker: they would pay us, you know, a hundred bucks of a deal closed or something like that.
Speaker: And they'd pay us hourly to knock doors.
Speaker: Um,
Speaker: That was my first introduction to solar.
Speaker: Knocking on doors, no training, nothing.
Speaker: Me and my buddy did it.
Speaker: And we were like, nah, this is not for us.
Speaker: Fast forward six years, 2019, my then girlfriend, now wife, she was talking to some of her friends that she knew that were in solar here at Legacy.
Speaker: And she was like, you need to recruit Stetson.
Speaker: You need to get Stetson into solar.
Speaker: And he kind of just brushed it off.
Speaker: There's actually a whole little video that Exit Power posted about this.
Speaker: But long story short, I ended up meeting with one of the managers at the time.
Speaker: He explained it to me.
Speaker: He said, hey, this is different than whatever you tried six years ago.
Speaker: The money is real.
Speaker: He showed me a couple of pay stubs and it was kind of like the Wolf of Wall Street scene where Jonah Hill is talking to Leonardo DiCaprio.
Speaker: He's like, if you show me a pay stub for $50,000 or whatever, like I'll put my job right now.
Speaker: It was one of those moments for me.
Speaker: He showed me some pay stubs and I was like, okay, I can give this a shot.
Speaker: Yeah.
Speaker: I had done like basketball coaching, basketball refereeing, I had worked as a valet, I had done Uber Eats, DoorDash, up until I got this sales job working inside different Costco's.
Speaker: And I would travel all over the country doing sales for different food products.
Speaker: So that's what kind of introduced me to sales.
Speaker: So I knew I liked it.
Speaker: It's totally different than knocking on doors doing solar, but I knew that I kind of liked that sales atmosphere.
Speaker: And so doing that job, along with being a coach and being a referee, I think kind of prepped me into stepping into a sales job.
Speaker: Because a lot of coaching and being a ref in basketball is a lot of, like, telling people, hey, like, this is what it is.
Speaker: Especially reps.
Speaker: Like, they're selling you, basically, that, like, they made the right call.
Speaker: Yes.
Speaker: every time they make a call.
Speaker: So I was, I kind of used all of that to my advantage.
Speaker: Stepping in, um, in 2019, I was a setter my first six weeks, um, at legacy, like sucked.
Speaker: I didn't get a single lead.
Speaker: It was really hard knocking on doors.
Speaker: Um, I was this close to quitting.
Speaker: Um, and luckily enough,
Speaker: I get paired up with my now co-manager, Mal Downey.
Speaker: He was like, hey, dude, let me take you under my wing.
Speaker: Let me show you a couple things.
Speaker: And six weeks of nothing.
Speaker: And then our first week working together, we got like six deals.
Speaker: And it was during this big competition.
Speaker: And it was like the light bulb went off.
Speaker: And I was like, yo, I get it now.
Speaker: Like, I can do this.
Speaker: And then kind of the rest is history.
Speaker: I was a setter for a couple months and then turned into a closer.
Speaker: And then I felt like a big shot.
Speaker: And I was like, yo, I got this.
Speaker: And then COVID hit.
Speaker: And it took all the wind out of our sails and basically had to relearn how to do this during that whole COVID transition time.
Speaker: Do we knock on doors?
Speaker: Do we not?
Speaker: Yeah.
Speaker: From there, it was really tough to kind of get things cranking again.
Speaker: And then in June of 2020, so I almost quit after my first six weeks, then became a really good setter, then became a decent closer for a couple months, then COVID hit, and then I was about to quit again in June of 2020.
Speaker: Yeah.
Speaker: And I remember that entire month wearing a mask on the doors.
Speaker: Some people were in gloves and I was pushing through.
Speaker: I said every single day I'm knocking five to six hours.
Speaker: No questions asked.
Speaker: Just solo dolo.
Speaker: Nobody's coming with me.
Speaker: I did it for an entire month.
Speaker: And this is back when people didn't want to open the door, right?
Speaker: but we're scared still, right?
Speaker: And I pushed it that entire month.
Speaker: And I remember it was the last Tuesday of the month in June.
Speaker: And I pulled up to this random neighborhood and I ended up getting this two spot from these two neighbors right across the street from each other.
Speaker: And that was the final like light bulb moment where like I proved that I could do this and maybe like I felt like I could get lucky.
Speaker: Right.
Speaker: That was the moment where I was like, I can create my own luck.
Speaker: That's just the harder I work, I can kind of create it.
Speaker: That was the moment for me where like it really took off.
Speaker: And I was like, yo, I can go and do this every single day.
Speaker: I'm a hunter.
Speaker: Like, I'm in control of my destiny.
Speaker: I know I hear Danny Pesce say this all the time.
Speaker: If it's meant to be, it's up to me.
Speaker: That was kind of like my moment.
Speaker: And the rest is history, man.
Speaker: From there, I went from like,
Speaker: five, six, seven, eight deals a month, and nine, 10, and then 20, and then after I'd signed 20, I was like, I'm never looking back.
Speaker: That's awesome.
Speaker: That's cool.
Speaker: Yeah.
Speaker: Well, there's so many cool lessons there.
Speaker: Like, if our listeners didn't notice, number one, you had to find the right company.
Speaker: Yeah.
Speaker: You said you were with, what is it, Dad's Buddies?
Speaker: Dad's Buddies, yeah, the mom and pop shop solo company.
Speaker: Yeah, yeah.
Speaker: Didn't work out.
Speaker: And then number two, it's like you had to find the right mentor.
Speaker: You had to team up with a Malik and someone like a coach properly.
Speaker: So I think so many people I see, they're quitting solar.
Speaker: They're saying solar is not for them, but they don't figure out just those two things.
Speaker: They're the company that's maybe it's, they don't have good training.
Speaker: And then they're with, they don't have any mentorship.
Speaker: They don't have someone showing them the ropes.
Speaker: So it's sad to see that just cause those two things alone, people throw in the dough.
Speaker: Totally.
Speaker: And what's funny is, um,
Speaker: joining a solar sales team like this, like when I, like, I remember my first correlation and I remember Ashton, Buzz, I always brag about like Ashton and John and these leaders at legacy, but like Ashton and John were the ones running the correlation.
Speaker: And the, my first couple of minutes I was like, Oh, this is like, this is kind of weird.
Speaker: Like what everyone's here.
Speaker: Like they're all super nice.
Speaker: Like I wasn't used to that.
Speaker: Like I come from like a football basketball background where it was like, everyone's trying to like beat the other person.
Speaker: Everyone's trying to outdo the other person.
Speaker: And there wasn't like a real like community.
Speaker: And when I came in and I, and I heard these guys be leaders the way that they are, it just kind of like changed my whole perspective on like, you know, humbling yourself and like, you know, helping others win and the mission statement at legacy as corny as you, as you want to call it, right?
Speaker: Like, you know, become the best version of yourself and help others do the same sounds corny, but it's, but
Speaker: It's true.
Speaker: And when you live that out, you will see your life slowly but surely start to change.
Speaker: And yeah, man, I can just say from a genuine perspective, you do have to find the right fit.
Speaker: Like I said, football, basketball, I remember being on the most toxic teams where it's like, I don't want to pass the ball to this guy because I don't like this guy and whatever.
Speaker: And you come to a team like this and it's the opposite.
Speaker: Yeah, 100%.
Speaker: Yeah.
Speaker: Yeah.
Speaker: And that's definitely what's, you know, attracted me.
Speaker: Coming over, working with Legacy too.
Speaker: It's been awesome to see.
Speaker: And then the third thing I heard you say is just like prove to yourself that you can do it.
Speaker: Cause I think there's a lot of reps that maybe they have a little bit of success.
Speaker: Maybe they're closing a couple of deals a month, making decent money or whatever.
Speaker: Yeah.
Speaker: But I was in those same shoes.
Speaker: It's like I was making okay money, but I, you know, wasn't going to college anymore.
Speaker: Yeah.
Speaker: My parents were getting out for me.
Speaker: They're like, dude, what are you doing?
Speaker: You got a real job.
Speaker: So I'm like, all right, I need to go prove to myself that I can actually make like, you know, a career out of this.
Speaker: Just go balls to the wall, see what happens.
Speaker: So to speak.
Speaker: And so it's cool to hear you did that too.
Speaker: Cause I think, yeah, if you, if you don't have that breakthrough moment, then there's always probably going to be those seeds of doubt.
Speaker: Okay.
Speaker: Go back to coaching.
Speaker: Go back to doing other things.
Speaker: You know, it is once it gets tough out there.
Speaker: If you haven't tasted that elite level of success, then definitely want to get you.
Speaker: When doubt creeps into the mind, it's one of the most dangerous things, especially in a job like this.
Speaker: And I know I always talk about, people that know me, people that don't always talk about the phases, right, that you can kind of go through in this job.
Speaker: And I always say phase one is realization.
Speaker: You've got to realize that you are in control of the outcome.
Speaker: What you get, right, what you give is what you get.
Speaker: And the harder that you work and that burn the boats mentality of like, no, I'm making this happen.
Speaker: And then seeing the fruit, seeing the successes, realizing that like, no, this is a real career.
Speaker: I can do this for a really long time and generate wealth.
Speaker: It's not just this thing I'm doing because I don't want to have a nine to five job.
Speaker: Like it's real.
Speaker: It's super powerful.
Speaker: Super powerful.
Speaker: And I love this now as a, not just a sales rep, but as a manager, like getting to see it happen for other people.
Speaker: Yeah.
Speaker: 100%.
Speaker: Love that.
Speaker: So yeah, anyone listening, if you haven't had that breakthrough moment, I think it's super important.
Speaker: Maybe you go do a blitz.
Speaker: Maybe you just challenge yourself like Stetson did.
Speaker: Go knock by yourself five, six hours a day and just see what happens.
Speaker: Just see what happens.
Speaker: Yeah, most people, a lot of reps haven't experienced that and gone to actually see what would happen if they couldn't.
Speaker: All right.
Speaker: Worked a full-time job.
Speaker: Straight up, yeah.
Speaker: Yeah, I think so many reps, like, I think they think they're going hard because this job can be hard, right?
Speaker: You know, you're knocking on doors, people are, you're facing a bunch of resistance and rejection, but like, are they actually working hard or is the job hard?
Speaker: And I think that's a question a lot of people got to ask themselves.
Speaker: Yeah, for sure.
Speaker: Love that.
Speaker: So yeah, I want to shift gears a little bit, Stetson.
Speaker: What's cool to see you guys run really cool setter closer model here.
Speaker: And like we talked about crushing a lot of deals.
Speaker: But something that's interesting is legacy.
Speaker: We're just talking before we hit record.
Speaker: Legacy, they're not, I wouldn't say they're not necessarily set up as like a,
Speaker: setter closer company for the whole company.
Speaker: So it's all a bit, I don't know, maybe kind of a hybrid type thing because some companies are like, okay, we're all setter closer.
Speaker: We're not really going to let setters progress or make super high standards for them to progress.
Speaker: People just kind of end up staying setters forever.
Speaker: And not that it's a bad thing.
Speaker: It's just, you know, different way of doing it.
Speaker: So for you here at Legacy, like kind of fitting within their framework of people still progressing as closers and all that,
Speaker: What has it been like for you running a center closer program within Legacy?
Speaker: Yeah, yeah.
Speaker: So I think Legacy, the one cool thing is there's a lot of autonomy.
Speaker: So one office might run it one way, another office might run it another, which I think is really cool.
Speaker: What we have found that works best
Speaker: um here at this office and like especially with my guys is like you come in as a setter unless obviously you have like a lot of experience as a closer with with another another team or something like that you come in as a setter um we have a like a requirement of like just hit 10 deals you know what i mean which some guys some reps can do in two months right one month some reps it might take them five six months whatever yeah
Speaker: But that's like the requirement that we have.
Speaker: If someone shows like really high level and like they show a lot of promise and like, hey, no, I want to start closing.
Speaker: We do, like we can maybe make tweaks or exceptions here or there.
Speaker: But what we have found is that if you at least have 10 deals, you've seen enough closes, you've sat in enough closes.
Speaker: And if you're ready to then take the closer test, you got to close myself and one other manager, then you're probably well equipped to like go and close on your own.
Speaker: We don't want setters just to, oh, I want to be a closer.
Speaker: And then they just fall on their face.
Speaker: And then a month later, two months later, they just quit.
Speaker: We don't want that.
Speaker: Right.
Speaker: We also don't want people just being super entitled and being like, oh, no, I can set an appointment.
Speaker: I know how to close deals.
Speaker: Probably not.
Speaker: There are two totally different things, getting someone's electric bill and then getting someone to agree to a 25 year agreement to have solar panels on their roof.
Speaker: Right.
Speaker: Two totally different things.
Speaker: Yeah.
Speaker: And so what I tell my guys is, hey, let's like, if someone really wants to be a closer, I tell them, hey, let's get you 10 deals as fast as possible.
Speaker: Let's get money in your bank account as fast as possible.
Speaker: Let's teach you to close.
Speaker: Let's make sure you can do it.
Speaker: If there's a rep that's like, you know, 20, 21 years old, you know what I mean?
Speaker: They maybe don't have that sense of authority yet to really be like a quote unquote closer.
Speaker: Yeah.
Speaker: cool let's let you let's let you bake in the oven for a little bit longer you know what i mean get your get your skills get your skills honed in if it's got to be six months or years etc like and you're comfortable with it and you're and you're getting paid and you're staying happy there's also nothing wrong with that either yeah yeah that's good
Speaker: Yeah, because I think, like, I'm sure you've seen some people probably shouldn't progress super quick into closing.
Speaker: Yes, and we've probably seen a ton of reps just fall on their face, quit the industry, just because they felt like they were at, like, an entry-level job setting.
Speaker: And I don't know, I've seen companies where there's a ton of, like, I get shame around that.
Speaker: They're like, oh, I suck at this, but I don't progress into closing in like a month.
Speaker: Yeah.
Speaker: It's like, dude, should have stayed.
Speaker: What I would say is like, for any setters out there listening to this, if like you want to be, first of all, get to a company that like can help you progress.
Speaker: Like if you do want to be a closer, get to a place where like they can help you become a closer, right?
Speaker: Like it would have totally demotivated a guy like me if I couldn't progress from a setter to closer.
Speaker: Right?
Speaker: They told me back in the day, five deals.
Speaker: That's what it used to be.
Speaker: Five is maybe not enough.
Speaker: Um, cause I did, I did six in that, in that first week of me getting any deals.
Speaker: Um, so I ended up getting, uh, believe it was 11.
Speaker: I got 11 deals with my, with my closer Malik at the time.
Speaker: But like those last two deals we got together as me as a setter, I knew like I was sitting there in the clothes and I was like, I can be doing this.
Speaker: And I think that is the point you want to get to.
Speaker: Like, like you almost want, like once you feel like you should be a closer, go set one or two more.
Speaker: Yeah.
Speaker: one or two more for your closer and, um, and just make sure like, yeah, no, like I could have totally buttoned this whole thing up myself.
Speaker: Yeah.
Speaker: Yeah.
Speaker: I like that.
Speaker: Yeah.
Speaker: And what about like, how soon do you have them sit in deals?
Speaker: Cause some people it's like, in my opinion, they shouldn't be sitting in deals for a minute.
Speaker: Like they could be upset in 10 more deals that could close.
Speaker: Totally.
Speaker: Totally.
Speaker: So for you guys, do you wait till they get to, I don't know, maybe five to 10, then start sitting in them or what's your opinion on that?
Speaker: For me, it's honestly like it depends on the homeowner and on the set.
Speaker: Okay.
Speaker: Yeah.
Speaker: So if there's an appointment that gets set by one of my guys and he tells me, dude, we had a really good rapport.
Speaker: You just got to come in and close them, whatever.
Speaker: I would just have him sit in on the appointment.
Speaker: You know what I mean?
Speaker: And he's maybe not even necessarily learning the clothes during that time.
Speaker: He's just maybe building rapport with the husband or the wife or the brother, whatever it is.
Speaker: Yeah.
Speaker: So for me, it's really dependent on the set.
Speaker: Yeah.
Speaker: in a perfect world that say we're on a blitz and they're setting appointments.
Speaker: No, they're not.
Speaker: the appointment unless they want to learn how to close and so there's not really a number per se that i have but it's like if if you're if if your head is not like i want to be learning how to close right now i just want to be setting and like set the appointment you know what i mean maybe do an introduction like hey this is sets in my design specialist he's going to take care of you and then i'm i'm going right back to the doors okay i like that yeah
Speaker: Okay.
Speaker: And then the other thing is some people, some setters I see, they get five, 10 deals, but then almost all of them cancel.
Speaker: Yeah.
Speaker: Matter of fact, I have one that's probably at about 10, but that's a lot cancel.
Speaker: Yeah.
Speaker: No, that's not really on the setter.
Speaker: It's like, I don't know.
Speaker: There's always things that can be done.
Speaker: So if, if you're saying, okay, 10 deals to a setter and they get 10, but like three, four, some cancel, you have them keep sending or what's your take on that?
Speaker: No,
Speaker: no i don't like i like if someone tells me like hey i want to be a closer you know and and then they hit their 10 deals and i'm like all right let's take the test then i'm like but just know like especially if they're struggling for money i think that is really like where you kind of got to gauge it if a rep is struggling for money i had some reps last year that were and i was like dude like just let's set for me let's get a couple let's get a couple accounts under your name i know
Speaker: you can close but let's just get you paid and then dude just go and crush it i had a couple guys like that last year it's they there's just a certain level of confidence that they have when they go into the home when they know that their bank account is nice and healthy versus when they have that when when they're hurting and they're feeling that commission breath it's just it's just a different vibe yeah that's a really good point yeah yeah because yeah clothes i hate that closing under stress and just feeling the desperation for a person you have money feeling like you have to get this next close yeah
Speaker: And what's funny for me is like, I have caught myself because as a closer, like I like in my wife is sometimes like gotten mad at me for this, but like sometimes even when I'm doing good, but I know my setters aren't, or even my reps aren't, it like will affect me.
Speaker: So I'm like, I know I'm good, right?
Speaker: But like, I want my people to be doing good.
Speaker: And, um,
Speaker: And yeah, man, it sucks.
Speaker: Like if I have a solo deal that cancels, it sucks.
Speaker: Yeah, sure.
Speaker: But I'm like, all right, on to the next one.
Speaker: But sometimes when it's one of my setters deals and it's like a juicy one and I knew they were going to get paid and it cancels because they talk to their cousin that does solo and they're going to do it with him.
Speaker: And yeah, man, I've had to teach myself on how to navigate through those moments more so than even my own solo closes.
Speaker: Fun fact, my first 20 solar deals all got installed.
Speaker: All got signed and installed as a setter and as a closer.
Speaker: So I didn't even know what a cancel was.
Speaker: I was like, wait, what?
Speaker: People cancel?
Speaker: Like, that's a thing?
Speaker: Yeah, and then I had to learn the hard way.
Speaker: Like, yeah, it's definitely a thing, you know what I mean?
Speaker: So, yeah, man.
Speaker: Yeah, the cancels for your setters definitely suck.
Speaker: Coaching them through that, navigating them through that, and understanding, like, there's so many factors at play in this game.
Speaker: Yeah.
Speaker: And, obviously, as a closer, always trying to be better, like, and realizing, okay, I could have done this or I could have done that to prevent that.
Speaker: Yeah.
Speaker: is definitely something I don't take lightly.
Speaker: Yeah.
Speaker: Yeah.
Speaker: Yeah.
Speaker: And I think just communication with the setters, because I have some guys that I coach right now through the podcast.
Speaker: Yeah.
Speaker: Sometimes I hear that they don't even hear about their cancellations.
Speaker: They're expecting to get paid.
Speaker: And then a day they thought it was going to get installed.
Speaker: They're like, oh yeah, by the way, that one bit canceled like months ago.
Speaker: Yeah.
Speaker: So like, dude, I think it's important to communicate with the setters and set the expectations with them.
Speaker: Hey, yeah, cancelers are going to happen.
Speaker: This could happen.
Speaker: I'll let you know for sure when, if, and when it does, we'll do everything possible to save it.
Speaker: Totally.
Speaker: But yeah, cause I just see so many setters lose confidence when they hear months after they should have.
Speaker: And, um, or when set or when closers don't give them the details, like why it's canceling.
Speaker: Yeah.
Speaker: What happened with it?
Speaker: Like sometimes they're all just forget about that.
Speaker: They'll move on to the next one.
Speaker: It's like, okay, we'll tell, at least tell us why, like what happened with it.
Speaker: i try to have full transparency with my setters like you know what i mean like where it deals at if it canceled for whatever reason whatever i do because when i was a setter i would have wanted that yeah i just my main thing as a mentor and as a closer for for my people is like i'm i'm trying to be like the the person that that i knew that i needed when i was in their shoes and that's always where i'm trying to operate from and yeah like
Speaker: There's certain there's certain accounts in the pipeline that like I'll have a setter.
Speaker: They'll be the one in communication getting it from from sign to install.
Speaker: Right.
Speaker: So they're kind of the ones on top of it.
Speaker: And then I'll have others where I'm the one communicating with the homeowner.
Speaker: And that's just kind of based on the relationship.
Speaker: You know what I mean?
Speaker: Between us and the in the homeowner, whichever one makes more sense.
Speaker: But yeah, always, I just show full transparency to the setters.
Speaker: Like, Hey dude, like this, this guy canceled because he thinks he's going to move or he talked to his cousin or whatever it is, just because it shows reassurance to them that like, it also makes them understand the game a little bit, a little bit better.
Speaker: Yeah.
Speaker: Yeah.
Speaker: That's good.
Speaker: Yeah.
Speaker: And I like what you said, getting, getting the setters involved, because this was something that was new to me, but when I came to legacy, I heard,
Speaker: Some closers were getting their setters involved with, like, I've heard dropping off gifts to them, like, communicating to them later down the road.
Speaker: Do you do anything like that?
Speaker: You said it's just kind of case by case.
Speaker: It's kind of case by case.
Speaker: I'm not a big gift guy for the –
Speaker: homeowners or anything like that when they when they sign up to go solar nothing against it I think it's a great idea yeah but yeah case by case and I do have just depending on the relationship you know what I mean sometimes it's me with the homeowner the whole time communicating from sign to install sometimes it's sometimes it's a setter yes that's awesome
Speaker: Yeah.
Speaker: Cool, man.
Speaker: I also like a group chat.
Speaker: Group chat is great.
Speaker: Sometimes me, the setter and like the husband and the wife, whatever, I'll just put us on a group chat.
Speaker: You know what I mean?
Speaker: And maybe send an update here or there, whatever.
Speaker: Just keep it light and fun.
Speaker: Yeah.
Speaker: Yeah.
Speaker: That's good.
Speaker: That's good.
Speaker: I like that.
Speaker: That's cool.
Speaker: So yeah.
Speaker: And then something else I wanted to ask you about now, you kind of talked about how you progressed from setter to closer, some of the challenges you ran into.
Speaker: What about now you're managing a team?
Speaker: You guys are what?
Speaker: Like,
Speaker: 102 teams.
Speaker: Yeah, it's 110 guys or something like that right now.
Speaker: So massive team.
Speaker: And I know you got other managers and all that, but what was it like for you going from closer to managing?
Speaker: Maybe your team was a lot smaller back then.
Speaker: I'm actually, I'm pretty lucky.
Speaker: So the way I went from, from setter to closer and then mentor, right.
Speaker: I actually recruited one of my, one of my good buddies that I used to do valet with, shout out to dash Martinez.
Speaker: I sent him my first big check Friday.
Speaker: I was like, Hey dude, like, come on, this is way better than parking cars.
Speaker: And he was like, okay, I'll give it a shot.
Speaker: So I recruited him and then, um,
Speaker: My wife's best friend's husband, and at the time it was boyfriend, shout out to Johnny DeLegge, he's also part of the team.
Speaker: So it started with me just mentoring these two guys.
Speaker: There's another dude, Chow, that was with us.
Speaker: So it started with me just kind of mentoring these guys.
Speaker: And then from there, just kind of naturally, I went from man, like,
Speaker: just kind of mentoring three dudes.
Speaker: So like stepping into a manager role when, when the Vista team that I, uh, uh, managed was small, there was like 15 of us.
Speaker: And so it was me and, and, and Malik and Jake.
Speaker: And so it was, there's three of us managing 15 dudes.
Speaker: So then it was just kind of like this slow, but like kind of organic, uh, progression.
Speaker: So it went from being a mentor of a few dudes to being a manager of a few more guys to them being a manager of a bigger team.
Speaker: And so I've been lucky that the progression is just kind of slowly, but organically built and grown.
Speaker: Yeah.
Speaker: that I've been able to kind of step into it.
Speaker: It is definitely challenging when like, hey, I'm trying to go get a freaking three spot today and I'm on the phone the whole time helping this person get a login, helping this person navigate this deal to get installed, helping this person get onboarded.
Speaker: That has been challenging.
Speaker: But I've been a coach.
Speaker: I've coached basketball teams.
Speaker: I've been a team captain growing up.
Speaker: with football teams and basketball teams.
Speaker: I used to be, I played wide receiver on the football team and I was kind of one of those like, you know, give me the ball kind of guys, maybe not the best leader that I could be.
Speaker: And through good coaches that I've had back in the day, I kind of was able to learn that like, hey, if you want people to follow you, you can't be a me guy, you got to be a we guy.
Speaker: And, and that's just always something that I keep at the forefront of my mind when I'm leading my people.
Speaker: And that makes it easier when I'm taking a phone call to help someone do whatever, right?
Speaker: Any of my people need help.
Speaker: In the solar industry, there's a lot of things that come up.
Speaker: get a login, help someone with a cancel, whatever it may be.
Speaker: And when I have that team mentality and that like, it's not me, it's we, it helps me navigate through those situations way better.
Speaker: But yeah, it's tough managing a hundred people and still trying to go sign up.
Speaker: two, three, 400 accounts this year.
Speaker: Yeah.
Speaker: No, it's cool.
Speaker: Yeah, it's incredible to see what guys like you, what Jack do.
Speaker: You're running massive teams, but still producing.
Speaker: Yeah.
Speaker: And I think that's why people respect you.
Speaker: It's probably, you know, makes you a better leader.
Speaker: You're leading from the front.
Speaker: Yeah, totally.
Speaker: You guys are definitely listening to what you're saying.
Speaker: It's like, hey,
Speaker: If I can do this while I'm taking 20 calls a day and 20 games, you guys should be able to figure it out.
Speaker: Totally.
Speaker: Totally.
Speaker: So it's cool to see that.
Speaker: It's fun.
Speaker: Yeah, I don't think I've had anyone on that had a sports coaching background.
Speaker: That's cool.
Speaker: Do you feel like that's helped you quite a bit, being a coach of...
Speaker: Definitely.
Speaker: These different sports?
Speaker: Yeah, definitely.
Speaker: Coaching.
Speaker: So I coached like a sixth and seventh grade team.
Speaker: I was with them for like two and a half years.
Speaker: Actually, as I was working at Legacy, I kind of transitioned out of it only because I couldn't give those kids my full undivided attention.
Speaker: I was focused more on this, obviously.
Speaker: So I had to step away.
Speaker: But yeah, I would say...
Speaker: coaching definitely helped me.
Speaker: And then past that, growing up playing football and basketball, I knew what it was like to be a bench warmer and I knew what it was like to be the team captain.
Speaker: And to be on both ends of the spectrum, I feel like a lot of people probably don't know what it's like.
Speaker: You know what I mean?
Speaker: To feel like a kid that no one cares about on the team and then to be the best player.
Speaker: And
Speaker: Through that, I've kind of learned how to navigate different perspectives and talk to someone that's maybe struggling or talk to someone that's freaking popping off and know how to have those conversations and know how to, like, you know, if I need to uplift someone, cool.
Speaker: Or if it's someone that's doing great, how to show them praise.
Speaker: I feel because of that, it's really helped me understand different perspectives in a team environment like this.
Speaker: That's really cool.
Speaker: Yeah.
Speaker: It relates to other people.
Speaker: Yeah.
Speaker: Yeah, and I've seen you run trainings, and yeah, I can see that now, you being a coach.
Speaker: Yes, yes, yes.
Speaker: The shout, and getting people fired up.
Speaker: Yeah, yeah, yeah.
Speaker: I don't know any other way to be.
Speaker: So that's motivating, man.
Speaker: It's motivating.
Speaker: You know, some people talk trash on this, like, you know, who Ross stuff and get people huddled up.
Speaker: It's like the proof's in the pudding.
Speaker: It's like you go to Tony Robbins events and guys are jumping, shouting, physical and all that.
Speaker: So, yeah.
Speaker: You know, I,
Speaker: I look at this as like where like it's almost like a sports team.
Speaker: You know what I mean?
Speaker: I guess this is a sport that we play in my opinion.
Speaker: Yeah.
Speaker: And we got to get the people fired up.
Speaker: And it's a lot easier to get the people fired up like when you truly are yourself and when you're out there in the trenches with them.
Speaker: You know what I mean?
Speaker: So, yeah, I love it.
Speaker: I love it.
Speaker: Yeah.
Speaker: That's awesome.
Speaker: And so something I always like to ask high producers, top producers like yourself, Setson, is a lot of guys ask me, like, what are these guys doing different?
Speaker: How many hours are they working?
Speaker: What's, like, the schedule?
Speaker: So for you, when you're cranking and, you know, on your ideal schedule, what does your perfect schedule look like for producing?
Speaker: Yeah.
Speaker: Yeah, so perfect schedule.
Speaker: You know what I mean?
Speaker: It's like me and three, four guys, whatever, whoever I'm knocking with.
Speaker: I'm always knocking with different people and stuff.
Speaker: We're probably getting to the hood, call it 10 a.m.
Speaker: You know what I mean?
Speaker: We'll go from...
Speaker: go from 10 to 12, you know what I mean?
Speaker: Take a lunch break, whatever it is, something like that.
Speaker: I'm probably doing one or two or three, however many phone calls in between then.
Speaker: 10 to 12, take a break, and then maybe go one to three, take another little small break, and then just go from like four to six.
Speaker: If I'm like, hey, I want to sign 20 accounts this week, that's what I'm doing.
Speaker: Yeah, yeah, yeah.
Speaker: That's the schedule I'm on Monday through Saturday.
Speaker: Yeah, yeah, yeah.
Speaker: With me and my guys.
Speaker: Now, am I on that schedule every week?
Speaker: No.
Speaker: Right?
Speaker: And there's certain weeks where it's like, hey, knocking two hours is better than knocking no hours.
Speaker: Right?
Speaker: You know what I mean?
Speaker: But if I'm trying to crank, if I'm on a blitz, or if I'm just trying to get after it, that's what I'm on right there.
Speaker: Okay.
Speaker: I like it.
Speaker: And what about, do you have any morning routines you go through?
Speaker: Like, are you a gym guy?
Speaker: I'm a gym guy.
Speaker: You know, this is funny.
Speaker: And people always laugh, like, when they ask me these kind of questions.
Speaker: I'm not a big morning routine guy.
Speaker: I'm not one of those kind of guys.
Speaker: I do like it.
Speaker: And me and my wife actually are trying to get on, like, a morning routine of, like, it's funny.
Speaker: She actually just mentioned this yesterday.
Speaker: She was like, we should do morning yoga and, like, get the blood flowing.
Speaker: And then we should...
Speaker: We should take our dog Chevy for a walk, and we should do all that.
Speaker: And we could still handle emails or whatever, but at least we're doing something together in the morning.
Speaker: We got our dog with us.
Speaker: So I will get back to you on that morning routine that I want to start with my wife.
Speaker: It was her idea.
Speaker: I can't take the credit.
Speaker: But I am a gym guy.
Speaker: If I don't go to the gym, and I've been slack, and I used to be in way better shape.
Speaker: I used to play basketball three, four times a week.
Speaker: Now I'm lucky to play once or twice a month.
Speaker: um but still going to the gym lifting um if i go less than three times a week i feel like i'm literally like like deteriorating i'm like i gotta go at least three times a week um now beginning of the year trying to take a little bit more serious i have this new uh uh lifting schedule that i'm following push pull legs you know the the bro split but i'm trying to stay on that i want to get back into the best shape that i've ever been in um i want to i want
Speaker: I wanna get shredded, I wanna challenge myself in the gym.
Speaker: Cause you just feel better, you know what I mean?
Speaker: You feel better when you're in better shape.
Speaker: So I'm gonna be taking it a lot more serious this year.
Speaker: These last two years, I've definitely taken my foot off the gas in the gym.
Speaker: Yeah.
Speaker: Well, I think part of being like a top producer, um, I don't think like some people want to have the balance, the, you know, equilibrium, but especially if you're cranking, like, you know, I thought, you know, Ricardo, Richie and some of these other top guys, I talked to them when they're all like blitzing and sales mode.
Speaker: Some of them just, they don't have time to go to the gym.
Speaker: It's true.
Speaker: I, it's funny.
Speaker: We go on these blitzes and it's like, all right, we're going to, um, uh,
Speaker: we're going to knock from this time to this time, whatever, all these appointments, and we're going to hit the gym at night.
Speaker: And then, you know, 8 p.m., 9 p.m.
Speaker: rolls around, and it's like, I got to go to the gym right now.
Speaker: Like, you know what I mean?
Speaker: It's like, it's the hardest thing.
Speaker: Sometimes we get it done, but it is tough.
Speaker: But yeah, that is definitely one thing.
Speaker: That's on my 2024 list of goals that I want to crush, is I want to hit the gym minimum four times a week, and I'm trying to do five.
Speaker: Yeah, that's good.
Speaker: Yeah, and I think
Speaker: morning or some people take it extreme with morning routines.
Speaker: It's like, that's another thing.
Speaker: Yeah.
Speaker: I'm sure there's a couple of things that help, but you hear those gurus, it's like an hour meditation, 30 minutes gratitude journal.
Speaker: Hold your breath under a cold trench for 30 seconds or whatever.
Speaker: You know what I mean?
Speaker: I think all that stuff is great.
Speaker: It's maybe not for me, you know?
Speaker: I think for me, like,
Speaker: I just like to get it.
Speaker: I just like to get after it, you know?
Speaker: All that other stuff helps, and it's good for you, but it's never been the foundation for me.
Speaker: My foundation is like my whole life.
Speaker: People told me I was kind of like a waste of talent.
Speaker: I could have done this in football.
Speaker: I could have done this, but because I didn't want to take full ownership, I...
Speaker: Maybe I didn't show up to practice the way I should have or I didn't get my grades in order the way I should have.
Speaker: And so for me, and one thing I'll say to that, I don't let that be like something that's holding me back.
Speaker: I'm like at peace with it.
Speaker: You know what I mean?
Speaker: Like all those people that like talk crap to me back in the days.
Speaker: I don't think about that anymore.
Speaker: That kind of gave me the fire initially when I started in solar and with legacy.
Speaker: But then I just, I took that.
Speaker: And I was like, okay, I can make something of myself.
Speaker: And then I just let it be this thing where I'm like, no, no, no.
Speaker: I'm on it now and I'm just letting it roll through.
Speaker: And it's pushing me forward.
Speaker: Yeah.
Speaker: Got your team out there.
Speaker: This is the longest I've ever had to be without me in there.
Speaker: I love it.
Speaker: Let's go.
Speaker: Let's go.
Speaker: Yeah, but no, I love that.
Speaker: And yeah, just like, I don't know if you follow like Alex or Mosey, you know, but I think that's something he talks about too, is people ask him what his morning routine was.
Speaker: He's like, I just go to the gym, then I go straight to work.
Speaker: That's me about it.
Speaker: Incredible things.
Speaker: Yeah, I think sometimes we just got to go all in and, you know.
Speaker: not worry about the hour meditation.
Speaker: Totally.
Speaker: I can't help.
Speaker: Totally.
Speaker: Yeah.
Speaker: Um, but yeah, so last, I think last kind of topic I want to touch on before we start wrapping up here, Stetson is, um, I know you're closing an insane volume of accounts.
Speaker: Your best year was what?
Speaker: Like 200 plus?
Speaker: I did 300 plus in 2022.
Speaker: Yeah.
Speaker: So yeah, yeah, yeah.
Speaker: Yeah, absolutely incredible.
Speaker: There's only a few people ever that I've had on the podcast that have done similar numbers to that.
Speaker: Yeah, yeah.
Speaker: Super impressive.
Speaker: So just to touch on closing, I know a lot of people are probably curious about that.
Speaker: What are some, I don't know, maybe like high-level perspective?
Speaker: What are some of the most important things or biggest things you would say that maybe other closers jump the ball on?
Speaker: Yeah.
Speaker: What do you think is setting you apart from?
Speaker: I would say...
Speaker: Number one, every time I'm going into the home, and I'm sure the high-level guys you spoke to as well, it's the same thing every single time.
Speaker: It's the same process every single time.
Speaker: but we can kind of mold it to the person we're speaking to.
Speaker: If you're talking to grandma Betty or you're talking to like, you know, Mr. Lawyer guy, right?
Speaker: It's like we have the same process, but we're speaking or we're saying things just slightly differently.
Speaker: That's number one is like, I'm always truly myself, but I'm able to,
Speaker: adapt to the environment and to the customer appropriately.
Speaker: Not by being fake, but just by adjusting the way that I'm speaking, the way that I'm saying certain things.
Speaker: I would say that's number one.
Speaker: And then number two, just like truly listen to the person sometimes, like with your heart and like listen to what they want.
Speaker: And then give them what they want.
Speaker: You know what I mean?
Speaker: I think that's a lot of times like that kind of goes overlooked.
Speaker: I'm literally just truly listening to the homeowner.
Speaker: And I'm going to let them tell me like, hey, like why am I sitting down here?
Speaker: Oh, it's this or it's that.
Speaker: And I'm truly listening.
Speaker: And then I'm just going to give them like exactly like kind of what they're asking for.
Speaker: You know what I mean?
Speaker: Like whether it's a cheaper bill, they want to be able to use more power, whatever it is, right?
Speaker: The product solar itself is a no-brainer for most people.
Speaker: um i would say that and then also like i i i will walk away from uh a deal um that i think isn't a good fit for the homeowner if they have bad sun hours if if whatever whatever it could be their roof is bad they're gonna be moving in like two months i don't know there's there's there's certain times they're on a million discounts and we're gonna end up taking their bill higher than what it is and like they really don't need to be paying that um i'll walk away from a deal um if i know it's not like uh
Speaker: a great deal for them.
Speaker: And I find that that gives me a lot of conviction when I am in the home explaining to them how this process works.
Speaker: So that's what I would say.
Speaker: And that's hard to find in California, by the way.
Speaker: Yes, it is.
Speaker: It is very hard to find.
Speaker: Yeah.
Speaker: Definitely.
Speaker: Yeah, because compared to other markets, you know, you look up Florida where they got trees and all that.
Speaker: Totally.
Speaker: So, yeah, I think even more so for people in other markets outside of California.
Speaker: That's something I see a lot, knowing when to walk away from the deal.
Speaker: Yes.
Speaker: You can find them out here, too.
Speaker: It's a lot more rare.
Speaker: It's definitely rare.
Speaker: Definitely rare.
Speaker: Also, I'll know when I walk away if I feel someone's not respecting me or is just trying to be a shopper.
Speaker: You know what I mean?
Speaker: It's like...
Speaker: Yeah, I don't have time to shop.
Speaker: You know what I'm saying?
Speaker: I'm not here so you can shop me.
Speaker: That's not something I kind of let.
Speaker: I feel like that gives a homeowner the upper hand on you.
Speaker: And there's one thing, if you know setters that work with me or knock with me, I don't ever let somebody get the upper hand.
Speaker: Yeah, that's good.
Speaker: Yeah.
Speaker: Yeah, one lesson I had to learn, too, is just I think in the beginning, I would get in these deals that were, you know, Grandma Betty that has a $40 bill on 10 discounts.
Speaker: And I would, like, feel like I'm like, okay, well, maybe there's a small, tiny chance.
Speaker: It's like, you know, dumb and dumber.
Speaker: You tell me there's a one in a million chance.
Speaker: I'm going to sit in this.
Speaker: It's impossible.
Speaker: Yeah.
Speaker: Next thing I know, I'm three hours in this deal.
Speaker: It hasn't gone anywhere.
Speaker: It hasn't gone anywhere.
Speaker: Even if you sign on their son calls for the next day, and he's like, did you sign my mama?
Speaker: I know.
Speaker: Yeah.
Speaker: So yeah, I think just especially if you're trying to produce at a high level, just from a time perspective, like there's no way you're going to have time to sit in all these deals.
Speaker: It's like a 1% chance maybe you do close them.
Speaker: Yeah.
Speaker: And then, you know, but more than likely you're just going to waste time.
Speaker: Totally.
Speaker: Totally.
Speaker: Time is money.
Speaker: Time is money in this job.
Speaker: You do not want to be wasting your time on the doors with someone talking to you about cats.
Speaker: Right.
Speaker: You don't want to be wasting your time in home with someone that's never going to end up actually getting installed.
Speaker: Yeah.
Speaker: Yep.
Speaker: That's fire.
Speaker: Yeah.
Speaker: So do you have any good lines?
Speaker: Maybe because that's something from the podcast.
Speaker: A lot of people do like to hear top guys like, hey, what are some of the one liners you're using?
Speaker: It's like your best closing line.
Speaker: And I know like, you know, you go through the process.
Speaker: It doesn't really matter what you say.
Speaker: They're close.
Speaker: Yeah.
Speaker: But do you have any maybe like creating you talked about, you know, just kind of creating the frame that you're the experts, not letting the homeowner get the upper hand.
Speaker: Yeah.
Speaker: What are some lines you maybe say as you're kind of like fact-finding or saying, hey, trying to like not come across as like a dick, but be like, hey, I'm in control here.
Speaker: I'm the one handling this.
Speaker: Do you have any, I don't know, maybe examples or lines?
Speaker: So one of my favorite things to do with a homeowner is,
Speaker: that's like, you kind of get those homeowners sometimes that are like confused and they're like, they're not understanding and they're like, wait, I don't understand, but how does your company make money?
Speaker: That's like one thing that we always hear, right?
Speaker: And one thing that I like to do is I'll pause and I'll be like,
Speaker: here, let me say this one more time.
Speaker: And I just stop like that.
Speaker: And then I'll say, we make our money the same way Edison makes their money, right?
Speaker: You buy electricity.
Speaker: But I pause and I say that, here, let me say this one more time.
Speaker: Just like that.
Speaker: And you see the homeowner saying,
Speaker: you see their body language change and they sit back.
Speaker: And so I don't know if that's really a one-liner, but it's just maybe the way that I drop my tone down.
Speaker: And it does work like a charm with those homeowners that are kind of squirrely.
Speaker: And they're like, they keep asking the same question over and over again.
Speaker: pausing, dropping your voice down here, let me say this one more time.
Speaker: And then just explain whatever it is that you're, that you're saying.
Speaker: I love to do that.
Speaker: And in a lot of, a lot of closes.
Speaker: Yeah.
Speaker: Nice.
Speaker: So what, what is your, how do you explain it to them?
Speaker: If they're like, Oh, it sounds too good to be true.
Speaker: You just kind of repeat the same thing or.
Speaker: Yeah.
Speaker: So yeah.
Speaker: So these people are like, but nothing is free.
Speaker: and this and that.
Speaker: Yeah, totally.
Speaker: I'm not saying this is free.
Speaker: The same way these power lines get put up and you don't pay for the power lines, you just buy electricity from it, right?
Speaker: This is the same concept.
Speaker: We're not doing this for free.
Speaker: We still profit from this, right?
Speaker: We're going to put these panels up.
Speaker: They're our panels.
Speaker: So we'll monitor, we'll maintain, we'll ensure them.
Speaker: You just buy energy from these panels instead of buying all of your energy from the utility.
Speaker: So we still make money.
Speaker: Don't, this is a win, win, win more clean energy on the grid for Edison or for SDG and E you're getting a cheaper power bill and then we're gaining a customer.
Speaker: Right.
Speaker: So that's how I explain it.
Speaker: Yes.
Speaker: That's good.
Speaker: That's good.
Speaker: Okay.
Speaker: And then as you're going into the clothes, how do you transition into like, you know, application documents?
Speaker: You just say, okay, now let's see if the home qualifies pull up or what's like you're lying into the application and all that.
Speaker: So that's,
Speaker: Sign documents.
Speaker: Yeah.
Speaker: Yeah.
Speaker: Cool.
Speaker: So we got you approved.
Speaker: Yeah.
Speaker: So now we just need to do the paperwork, get everything, cross the T's and dot the I's.
Speaker: And yeah, then we'll set up your site so we're going to get out of your hair.
Speaker: But I just transitioned like this.
Speaker: This is just the paperwork.
Speaker: Yeah.
Speaker: Just fill this out really quick.
Speaker: Nice.
Speaker: If I do have a homeowner that wants to read it word for word, we can read it.
Speaker: That's no big deal.
Speaker: But nine times out of ten, yep, this is just the paperwork you got to fill out.
Speaker: Nice.
Speaker: Yep, and I'll go through the first page with them.
Speaker: This is your price.
Speaker: This is the amount of production.
Speaker: This is the amount of panels, whatever, stuff like that I'll go over.
Speaker: You know what I mean?
Speaker: But other than that, yep, they're saying that we own the panels.
Speaker: They're stating that, you know, we're not going to put a lien against your property, stuff like that.
Speaker: I go through it as if it's just a formality.
Speaker: Nice.
Speaker: Yeah, love it.
Speaker: Yeah.
Speaker: Yep.
Speaker: So yeah, that's big grade there is just the way you think of it.
Speaker: It's going to be reflected on the homeowner.
Speaker: Exactly.
Speaker: I think I made that mistake.
Speaker: I'm like, oh, this is a huge step.
Speaker: They're signing their life away.
Speaker: This 25 year contract has all this legal stuff in there.
Speaker: And then, yeah, it's going to freak the homeowners out.
Speaker: Yeah.
Speaker: It's just the paperwork you got to fill out.
Speaker: Yeah.
Speaker: Yeah.
Speaker: That's, that's literally how I go, go about it.
Speaker: And if they want to end up
Speaker: Yeah, this will be in your email if you want to read it later.
Speaker: If you want to have a bedtime story, by all means, you can read yourself to sleep.
Speaker: Nice.
Speaker: I love it.
Speaker: That's awesome.
Speaker: Well, Stetson, it's been awesome having you on.
Speaker: We've been through it a lot, and I know we could probably go on for hours, but you've got your guys in a meeting next door, so don't want to keep you too long.
Speaker: But yeah, just to wrap up here, if people want to connect with you more or maybe hear about hopping on with Legacy, what's the best way to connect with you?
Speaker: Reach out.
Speaker: Yeah, sure.
Speaker: I'm on Instagram at Stetson Sofer.
Speaker: Shoot me a DM if you want to come see, whether you're in Southern California market, Northern California market, whether you're in Vegas, Texas, anywhere in Nevada, Florida, or in any other state.
Speaker: Shoot me a DM.
Speaker: Let's talk.
Speaker: I truly feel that Legacy Power has the best culture and best platform to grow and succeed in this industry.
Speaker: And I feel I'm one of the best in the game.
Speaker: And we can prove it to you.
Speaker: So shoot me a DM.
Speaker: 100%.
Speaker: Yeah.
Speaker: And we've seen so many companies disappear in California.
Speaker: And that was a big reason that led me to Legacy, just because all my companies were going out of business.
Speaker: Yeah.
Speaker: And you wasn't getting paid.
Speaker: Yeah.
Speaker: So yeah, you want to be with a company that you feel confident about.
Speaker: It's sad to see so many people leave the industry just because they don't have confidence that they're going to get a paycheck or that they're going to be with leaders to, you know, have their best interests in mind.
Speaker: So definitely hit myself for setting up if you want to, you know, great story opportunity.
Speaker: If you want to grow, if you want to make life-changing money and you want to have fun along the way,
Speaker: Hit us up.
Speaker: Let's go.
Speaker: Let's go on it.
Speaker: Okay.
Speaker: And then last question, Stetson, if you were to leave one piece of advice for maybe something you wish you would have done.
Speaker: I know we talked a little bit about that, but things you would have done sooner, maybe struggling rep in the industry, want a parting piece of advice here, what would it be?
Speaker: I would say to work harder.
Speaker: And I know that sounds maybe cliche or like super basic, whatever, but like the moments it gets hard in your mind, that's when you have to go harder.
Speaker: And so when it gets hard, go harder.
Speaker: That would be my piece of advice because that's what I did when it did get hard for me, when I was thinking about quitting, when it was, when it was a, when it was a rocky couple of weeks, couple of months.
Speaker: And that's what pushed me through it.
Speaker: And yeah,
Speaker: I know that there's so many people in this industry where they think they're working hard, but maybe it's just that the job is hard and they're not pushing hard enough to get through it.
Speaker: Yeah.
Speaker: Love that.
Speaker: So, yeah, I think it goes back to what we talked about in the beginning.
Speaker: Just put yourself through more than you thought was possible.
Speaker: Yep.
Speaker: Maybe have your team going on a blitz or get in a different environment.
Speaker: I think that's, you know, sometimes I get complacent being at my house with my wife and all that.
Speaker: Yeah.
Speaker: maybe try and blitz and just push yourself harder than you thought was possible and see what happens yeah and then if you still suck yeah then maybe you can but chances are you'll probably do a lot better than you had before yeah but more time so burn the boats leave no stone unturned and go all in if you want to find out if this industry is for you you have to go all in you can't tiptoe
Speaker: around.
Speaker: You can't just feel the water at first.
Speaker: You got to fully submerge yourself.
Speaker: And that's going to give you the answer if this is right for you.
Speaker: And if it's not, no worries, but at least you'll know.
Speaker: Yeah, for sure.
Speaker: Yeah, we can send you the pest control boys.
Speaker: There we go.
Speaker: But it's for professionals.
Speaker: Well, thanks again, Stefan.
Speaker: Stetson's been awesome having you.
Speaker: Thank you.
Speaker: Hope to do another one in the future.
Speaker: Can't wait to see you next.
Speaker: Let's go.
Speaker: Let's go.
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