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From Basketball Coach To Closing 300+ In A Year - Stetson Soffer
92 Plays2 years ago
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The SOLARPRENEUR podcast is here to help you close more deals in the solar industry, generate more leads and referrals, and hopefully, have a much better time and situation.
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Transcript
Introduction to Solarpreneur Podcast
00:00:03
Speaker
Welcome to the Solarpreneur Podcast where we teach you to take your solar business to the next level.
00:00:08
Speaker
My name is Taylor Armstrong.
Taylor's Journey to Success
00:00:10
Speaker
I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
00:00:19
Speaker
I teach you to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro and closing more deals.
Defining Solopreneurship
00:00:31
Speaker
What is a solopreneur you might ask?
00:00:33
Speaker
A solopreneur is a new breed of solopro that is willing to do whatever it takes to achieve mastery and you are about to become one.
00:00:42
Speaker
Okay, what's going on,
Meet Stetson Sofer
00:00:43
Speaker
everybody?
00:00:43
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.
00:00:53
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.
00:01:02
Speaker
And safe to say, he's definitely one of the poster boys of Legacy Power over here.
00:01:07
Speaker
So we have the one, the only, Sets and Sofer joining us today.
00:01:10
Speaker
What's up, my man?
00:01:10
Speaker
How you doing?
00:01:11
Speaker
Good, good, good.
00:01:12
Speaker
Yeah, happy to be here.
00:01:13
Speaker
Super stoked.
00:01:15
Speaker
I've heard a lot about the Sorpreneur over the years and to now finally be on the podcast.
00:01:19
Speaker
This is just like another notch in the cap, another feather in the cap.
00:01:23
Speaker
I love it, man.
00:01:23
Speaker
So stoked to be here.
00:01:25
Speaker
Yeah, it'll be fun.
00:01:26
Speaker
Yes,
The Setter-Closer Program at Legacy Power
00:01:27
Speaker
sir.
00:01:27
Speaker
So, yeah, we're going to talk about just running, setting, closing.
00:01:33
Speaker
He runs a super successful setter-closer program here, and it's cool how he integrates that within Legacy.
00:01:39
Speaker
So we jowin on all that and his story, and I'm excited for it.
00:01:43
Speaker
Yes, sir.
00:01:43
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.
00:01:51
Speaker
I know it's back and forth between you and Jack Pastrana, like, you know, top rep at Legacy.
00:01:56
Speaker
He's a kid.
00:01:57
Speaker
Oh, my goodness.
00:01:58
Speaker
Yeah, man, Jack keeps me up at night.
00:02:00
Speaker
No, I'm just kidding.
00:02:01
Speaker
Love competing against that guy.
00:02:04
Speaker
We do go back and forth.
00:02:05
Speaker
He's a phenom.
00:02:06
Speaker
Yeah.
00:02:07
Speaker
Both of you are crushing insane amounts of deals.
00:02:11
Speaker
But yeah, so we'll get into that.
00:02:12
Speaker
But let's hear what's your background sets and how did you get into solar?
00:02:15
Speaker
Do you want to tell our listeners the backstory behind all that?
00:02:18
Speaker
Yeah.
Stetson's Solar Journey
00:02:19
Speaker
So I got into solar in 2019.
00:02:21
Speaker
Well,
00:02:23
Speaker
Funny enough, back in 2013, just like right out of high school, it was a year or two out of high school.
00:02:31
Speaker
Me and my buddy, we actually worked for my friend's dad's solar company just for a summer.
00:02:37
Speaker
We went out, no training, no nothing.
00:02:39
Speaker
They threw a polo on us and they're like, hey, go knock some doors.
00:02:42
Speaker
Go see who wants solar.
00:02:44
Speaker
This is 2013.
00:02:45
Speaker
Solar is still super brand new.
00:02:47
Speaker
Safe to say that didn't work.
00:02:48
Speaker
We did it for a couple more.
00:02:50
Speaker
they would pay us, you know, a hundred bucks of a deal closed or something like that.
00:02:54
Speaker
And they'd pay us hourly to knock doors.
00:02:57
Speaker
Um,
00:02:58
Speaker
That was my first introduction to solar.
00:02:59
Speaker
Knocking on doors, no training, nothing.
00:03:01
Speaker
Me and my buddy did it.
00:03:02
Speaker
And we were like, nah, this is not for us.
00:03:06
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.
00:03:17
Speaker
And she was like, you need to recruit Stetson.
00:03:19
Speaker
You need to get Stetson into solar.
00:03:21
Speaker
And he kind of just brushed it off.
00:03:22
Speaker
There's actually a whole little video that Exit Power posted about this.
00:03:27
Speaker
But long story short, I ended up meeting with one of the managers at the time.
00:03:31
Speaker
He explained it to me.
00:03:32
Speaker
He said, hey, this is different than whatever you tried six years ago.
00:03:36
Speaker
The money is real.
00:03:37
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.
00:03:45
Speaker
He's like, if you show me a pay stub for $50,000 or whatever, like I'll put my job right now.
00:03:50
Speaker
It was one of those moments for me.
00:03:52
Speaker
He showed me some pay stubs and I was like, okay, I can give this a shot.
00:03:55
Speaker
Yeah.
Overcoming Challenges and Finding Success
00:03:57
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.
00:04:09
Speaker
And I would travel all over the country doing sales for different food products.
00:04:13
Speaker
So that's what kind of introduced me to sales.
00:04:15
Speaker
So I knew I liked it.
00:04:16
Speaker
It's totally different than knocking on doors doing solar, but I knew that I kind of liked that sales atmosphere.
00:04:23
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.
00:04:31
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.
00:04:38
Speaker
Especially reps.
00:04:39
Speaker
Like, they're selling you, basically, that, like, they made the right call.
00:04:41
Speaker
Yes.
00:04:41
Speaker
every time they make a call.
00:04:43
Speaker
So I was, I kind of used all of that to my advantage.
00:04:47
Speaker
Stepping in, um, in 2019, I was a setter my first six weeks, um, at legacy, like sucked.
00:04:54
Speaker
I didn't get a single lead.
00:04:55
Speaker
It was really hard knocking on doors.
00:04:58
Speaker
Um, I was this close to quitting.
00:05:02
Speaker
Um, and luckily enough,
00:05:04
Speaker
I get paired up with my now co-manager, Mal Downey.
00:05:08
Speaker
He was like, hey, dude, let me take you under my wing.
00:05:10
Speaker
Let me show you a couple things.
00:05:12
Speaker
And six weeks of nothing.
00:05:14
Speaker
And then our first week working together, we got like six deals.
00:05:17
Speaker
And it was during this big competition.
00:05:19
Speaker
And it was like the light bulb went off.
00:05:21
Speaker
And I was like, yo, I get it now.
00:05:23
Speaker
Like, I can do this.
00:05:26
Speaker
And then kind of the rest is history.
00:05:27
Speaker
I was a setter for a couple months and then turned into a closer.
00:05:31
Speaker
And then I felt like a big shot.
00:05:33
Speaker
And I was like, yo, I got this.
00:05:34
Speaker
And then COVID hit.
00:05:35
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.
00:05:44
Speaker
Do we knock on doors?
00:05:45
Speaker
Do we not?
00:05:46
Speaker
Yeah.
00:05:48
Speaker
From there, it was really tough to kind of get things cranking again.
00:05:51
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.
00:06:04
Speaker
Yeah.
00:06:05
Speaker
And I remember that entire month wearing a mask on the doors.
00:06:08
Speaker
Some people were in gloves and I was pushing through.
00:06:11
Speaker
I said every single day I'm knocking five to six hours.
00:06:13
Speaker
No questions asked.
00:06:14
Speaker
Just solo dolo.
00:06:16
Speaker
Nobody's coming with me.
00:06:17
Speaker
I did it for an entire month.
00:06:19
Speaker
And this is back when people didn't want to open the door, right?
00:06:25
Speaker
but we're scared still, right?
00:06:26
Speaker
And I pushed it that entire month.
00:06:29
Speaker
And I remember it was the last Tuesday of the month in June.
00:06:35
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.
00:06:42
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.
00:06:50
Speaker
Right.
00:06:51
Speaker
That was the moment where I was like, I can create my own luck.
00:06:54
Speaker
That's just the harder I work, I can kind of create it.
00:06:57
Speaker
That was the moment for me where like it really took off.
00:07:02
Speaker
And I was like, yo, I can go and do this every single day.
00:07:07
Speaker
I'm a hunter.
00:07:08
Speaker
Like, I'm in control of my destiny.
00:07:10
Speaker
I know I hear Danny Pesce say this all the time.
00:07:14
Speaker
If it's meant to be, it's up to me.
00:07:15
Speaker
That was kind of like my moment.
Importance of Mentorship and Company Culture
00:07:19
Speaker
And the rest is history, man.
00:07:20
Speaker
From there, I went from like,
00:07:22
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.
00:07:27
Speaker
That's awesome.
00:07:28
Speaker
That's cool.
00:07:29
Speaker
Yeah.
00:07:29
Speaker
Well, there's so many cool lessons there.
00:07:31
Speaker
Like, if our listeners didn't notice, number one, you had to find the right company.
00:07:35
Speaker
Yeah.
00:07:35
Speaker
You said you were with, what is it, Dad's Buddies?
00:07:38
Speaker
Dad's Buddies, yeah, the mom and pop shop solo company.
00:07:40
Speaker
Yeah, yeah.
00:07:42
Speaker
Didn't work out.
00:07:43
Speaker
And then number two, it's like you had to find the right mentor.
00:07:46
Speaker
You had to team up with a Malik and someone like a coach properly.
00:07:50
Speaker
So I think so many people I see, they're quitting solar.
00:07:53
Speaker
They're saying solar is not for them, but they don't figure out just those two things.
00:07:56
Speaker
They're the company that's maybe it's, they don't have good training.
00:08:00
Speaker
And then they're with, they don't have any mentorship.
00:08:02
Speaker
They don't have someone showing them the ropes.
00:08:04
Speaker
So it's sad to see that just cause those two things alone, people throw in the dough.
00:08:08
Speaker
Totally.
00:08:09
Speaker
And what's funny is, um,
00:08:12
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.
00:08:25
Speaker
And the, my first couple of minutes I was like, Oh, this is like, this is kind of weird.
00:08:29
Speaker
Like what everyone's here.
00:08:30
Speaker
Like they're all super nice.
00:08:31
Speaker
Like I wasn't used to that.
00:08:33
Speaker
Like I come from like a football basketball background where it was like, everyone's trying to like beat the other person.
00:08:37
Speaker
Everyone's trying to outdo the other person.
00:08:39
Speaker
And there wasn't like a real like community.
00:08:41
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?
00:08:56
Speaker
Like, you know, become the best version of yourself and help others do the same sounds corny, but it's, but
00:09:01
Speaker
It's true.
00:09:01
Speaker
And when you live that out, you will see your life slowly but surely start to change.
00:09:07
Speaker
And yeah, man, I can just say from a genuine perspective, you do have to find
Coaching and Leadership Style
00:09:12
Speaker
the right fit.
00:09:12
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.
00:09:20
Speaker
And you come to a team like this and it's the opposite.
00:09:23
Speaker
Yeah, 100%.
00:09:24
Speaker
Yeah.
00:09:25
Speaker
Yeah.
00:09:25
Speaker
And that's definitely what's, you know, attracted me.
00:09:28
Speaker
Coming over, working with Legacy too.
00:09:29
Speaker
It's been awesome to see.
00:09:31
Speaker
And then the third thing I heard you say is just like prove to yourself that you can do it.
00:09:34
Speaker
Cause I think there's a lot of reps that maybe they have a little bit of success.
00:09:37
Speaker
Maybe they're closing a couple of deals a month, making decent money or whatever.
00:09:40
Speaker
Yeah.
00:09:41
Speaker
But I was in those same shoes.
00:09:42
Speaker
It's like I was making okay money, but I, you know, wasn't going to college anymore.
00:09:48
Speaker
Yeah.
00:09:48
Speaker
My parents were getting out for me.
00:09:50
Speaker
They're like, dude, what are you doing?
00:09:51
Speaker
You got a real job.
00:09:54
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.
00:09:59
Speaker
Just go balls to the wall, see what happens.
00:10:02
Speaker
So to speak.
00:10:03
Speaker
And so it's cool to hear you did that too.
00:10:05
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.
00:10:11
Speaker
Okay.
00:10:12
Speaker
Go back to coaching.
00:10:13
Speaker
Go back to doing other things.
00:10:15
Speaker
You know, it is once it gets tough out there.
00:10:18
Speaker
If you haven't tasted that elite level of success, then definitely want to get you.
00:10:23
Speaker
When doubt creeps into the mind, it's one of the most dangerous things, especially in a job like this.
00:10:29
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.
00:10:35
Speaker
And I always say phase one is realization.
00:10:38
Speaker
You've got to realize that you are in control of the outcome.
00:10:44
Speaker
What you get, right, what you give is what you get.
00:10:47
Speaker
And the harder that you work and that burn the boats mentality of like, no, I'm making this happen.
00:10:54
Speaker
And then seeing the fruit, seeing the successes, realizing that like, no, this is a real career.
00:10:59
Speaker
I can do this for a really long time and generate wealth.
00:11:03
Speaker
It's not just this thing I'm doing because I don't want to have a nine to five job.
00:11:07
Speaker
Like it's real.
00:11:09
Speaker
It's super powerful.
00:11:10
Speaker
Super powerful.
00:11:11
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.
00:11:17
Speaker
Yeah.
00:11:17
Speaker
100%.
00:11:17
Speaker
Love that.
00:11:18
Speaker
So yeah, anyone listening, if you haven't had that breakthrough moment, I think it's super
Hard Work vs Job Difficulty
00:11:22
Speaker
important.
00:11:22
Speaker
Maybe you go do a blitz.
00:11:23
Speaker
Maybe you just challenge yourself like Stetson did.
00:11:26
Speaker
Go knock by yourself five, six hours a day and just see what happens.
00:11:30
Speaker
Just see what happens.
00:11:31
Speaker
Yeah, most people, a lot of reps haven't experienced that and gone to actually see what would happen if they couldn't.
00:11:37
Speaker
All right.
00:11:38
Speaker
Worked a full-time job.
00:11:39
Speaker
Straight up, yeah.
00:11:41
Speaker
Yeah, I think so many reps, like, I think they think they're going hard because this job can be hard, right?
00:11:47
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?
00:11:57
Speaker
And I think that's a question a lot of people got to ask themselves.
00:11:59
Speaker
Yeah, for sure.
00:12:00
Speaker
Love that.
00:12:01
Speaker
So yeah, I want to shift gears a little bit, Stetson.
Progression from Setter to Closer
00:12:04
Speaker
What's cool to see you guys run really cool setter closer model here.
00:12:07
Speaker
And like we talked about crushing a lot of deals.
00:12:11
Speaker
But something that's interesting is legacy.
00:12:13
Speaker
We're just talking before we hit record.
00:12:15
Speaker
Legacy, they're not, I wouldn't say they're not necessarily set up as like a,
00:12:20
Speaker
setter closer company for the whole company.
00:12:23
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.
00:12:29
Speaker
We're not really going to let setters progress or make super high standards for them to progress.
00:12:34
Speaker
People just kind of end up staying setters forever.
00:12:37
Speaker
And not that it's a bad thing.
00:12:38
Speaker
It's just, you know, different way of doing it.
00:12:41
Speaker
So for you here at Legacy, like kind of fitting within their framework of people still progressing as closers and all that,
00:12:48
Speaker
What has it been like for you running a center closer program within Legacy?
00:12:52
Speaker
Yeah, yeah.
00:12:54
Speaker
So I think Legacy, the one cool thing is there's a lot of autonomy.
00:12:58
Speaker
So one office might run it one way, another office might run it another, which I think is really cool.
00:13:03
Speaker
What we have found that works best
00:13:06
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
00:13:28
Speaker
But that's like the requirement that we have.
00:13:30
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.
00:13:37
Speaker
We do, like we can maybe make tweaks or exceptions here or there.
00:13:40
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.
00:13:47
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.
00:13:57
Speaker
We don't want setters just to, oh, I want to be a closer.
00:14:01
Speaker
And then they just fall on their face.
00:14:02
Speaker
And then a month later, two months later, they just quit.
00:14:04
Speaker
We don't want that.
00:14:05
Speaker
Right.
00:14:06
Speaker
We also don't want people just being super entitled and being like, oh, no, I can set an appointment.
00:14:09
Speaker
I know how to close deals.
00:14:11
Speaker
Probably not.
00:14:11
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.
00:14:19
Speaker
Right.
00:14:19
Speaker
Two totally different things.
00:14:21
Speaker
Yeah.
00:14:22
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.
00:14:30
Speaker
Let's get money in your bank account as fast as possible.
00:14:32
Speaker
Let's teach you to close.
00:14:33
Speaker
Let's make sure you can do it.
00:14:35
Speaker
If there's a rep that's like, you know, 20, 21 years old, you know what I mean?
00:14:40
Speaker
They maybe don't have that sense of authority yet to really be like a quote unquote closer.
00:14:43
Speaker
Yeah.
00:14:44
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
00:15:00
Speaker
Yeah, because I think, like, I'm sure you've seen some people probably shouldn't progress super quick into closing.
00:15:05
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.
00:15:14
Speaker
And I don't know, I've seen companies where there's a ton of, like, I get shame around that.
00:15:18
Speaker
They're like, oh, I suck at this, but I don't progress into closing in like a month.
00:15:22
Speaker
Yeah.
00:15:22
Speaker
It's like, dude, should have stayed.
00:15:24
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.
00:15:33
Speaker
Like if you do want to be a closer, get to a place where like they can help you become a closer, right?
00:15:37
Speaker
Like it would have totally demotivated a guy like me if I couldn't progress from a setter to closer.
00:15:43
Speaker
Right?
00:15:43
Speaker
They told me back in the day, five deals.
00:15:45
Speaker
That's what it used to be.
00:15:46
Speaker
Five is maybe not enough.
00:15:48
Speaker
Um, cause I did, I did six in that, in that first week of me getting any deals.
00:15:52
Speaker
Um, so I ended up getting, uh, believe it was 11.
00:15:55
Speaker
I got 11 deals with my, with my closer Malik at the time.
00:15:58
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.
00:16:05
Speaker
And I think that is the point you want to get to.
00:16:08
Speaker
Like, like you almost want, like once you feel like you should be a closer, go set one or two more.
00:16:13
Speaker
Yeah.
00:16:14
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.
00:16:21
Speaker
Yeah.
00:16:21
Speaker
Yeah.
00:16:22
Speaker
I like that.
00:16:23
Speaker
Yeah.
00:16:23
Speaker
And what about like, how soon do you have them sit in deals?
00:16:27
Speaker
Cause some people it's like, in my opinion, they shouldn't be sitting in deals for a minute.
00:16:33
Speaker
Like they could be upset in 10 more deals that could close.
00:16:36
Speaker
Totally.
00:16:36
Speaker
Totally.
00:16:37
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?
00:16:42
Speaker
For me, it's honestly like it depends on the homeowner and on the set.
00:16:48
Speaker
Okay.
00:16:48
Speaker
Yeah.
00:16:49
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.
00:16:54
Speaker
You just got to come in and close them, whatever.
00:16:56
Speaker
I would just have him sit in on the appointment.
00:16:58
Speaker
You know what I mean?
00:16:59
Speaker
And he's maybe not even necessarily learning the clothes during that time.
00:17:02
Speaker
He's just maybe building rapport with the husband or the wife or the brother, whatever it is.
00:17:06
Speaker
Yeah.
00:17:07
Speaker
So for me, it's really dependent on the set.
00:17:10
Speaker
Yeah.
00:17:11
Speaker
in a perfect world that say we're on a blitz and they're setting appointments.
00:17:15
Speaker
No, they're not.
00:17:18
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
00:17:40
Speaker
Okay.
Handling Cancellations and Maintaining Morale
00:17:41
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.
00:17:48
Speaker
Yeah.
00:17:50
Speaker
Matter of fact, I have one that's probably at about 10, but that's a lot cancel.
00:17:54
Speaker
Yeah.
00:17:55
Speaker
No, that's not really on the setter.
00:17:57
Speaker
It's like, I don't know.
00:17:58
Speaker
There's always things that can be done.
00:18:00
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?
00:18:09
Speaker
No,
00:18:10
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
00:18:34
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
00:19:02
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.
00:19:19
Speaker
So I'm like, I know I'm good, right?
00:19:21
Speaker
But like, I want my people to be doing good.
00:19:23
Speaker
And, um,
00:19:24
Speaker
And yeah, man, it sucks.
00:19:26
Speaker
Like if I have a solo deal that cancels, it sucks.
00:19:29
Speaker
Yeah, sure.
00:19:30
Speaker
But I'm like, all right, on to the next one.
00:19:32
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.
00:19:42
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.
00:19:51
Speaker
Fun fact, my first 20 solar deals all got installed.
00:19:56
Speaker
All got signed and installed as a setter and as a closer.
00:19:58
Speaker
So I didn't even know what a cancel was.
00:20:00
Speaker
I was like, wait, what?
00:20:01
Speaker
People cancel?
00:20:02
Speaker
Like, that's a thing?
00:20:03
Speaker
Yeah, and then I had to learn the hard way.
00:20:04
Speaker
Like, yeah, it's definitely a thing, you know what I mean?
00:20:07
Speaker
So, yeah, man.
00:20:09
Speaker
Yeah, the cancels for your setters definitely suck.
00:20:12
Speaker
Coaching them through that, navigating them through that, and understanding, like, there's so many factors at play in this game.
00:20:16
Speaker
Yeah.
00:20:16
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.
00:20:22
Speaker
Yeah.
00:20:22
Speaker
is definitely something I don't take lightly.
00:20:24
Speaker
Yeah.
00:20:25
Speaker
Yeah.
00:20:25
Speaker
Yeah.
00:20:25
Speaker
And I think just communication with the setters, because I have some guys that I coach right now through the podcast.
00:20:31
Speaker
Yeah.
00:20:32
Speaker
Sometimes I hear that they don't even hear about their cancellations.
00:20:35
Speaker
They're expecting to get paid.
00:20:36
Speaker
And then a day they thought it was going to get installed.
00:20:38
Speaker
They're like, oh yeah, by the way, that one bit canceled like months ago.
00:20:42
Speaker
Yeah.
00:20:43
Speaker
So like, dude, I think it's important to communicate with the setters and set the expectations with them.
00:20:47
Speaker
Hey, yeah, cancelers are going to happen.
00:20:49
Speaker
This could happen.
00:20:49
Speaker
I'll let you know for sure when, if, and when it does, we'll do everything possible to save it.
00:20:54
Speaker
Totally.
00:20:54
Speaker
But yeah, cause I just see so many setters lose confidence when they hear months after they should have.
00:20:59
Speaker
And, um, or when set or when closers don't give them the details, like why it's canceling.
00:21:04
Speaker
Yeah.
00:21:05
Speaker
What happened with it?
00:21:06
Speaker
Like sometimes they're all just forget about that.
00:21:08
Speaker
They'll move on to the next one.
00:21:09
Speaker
It's like, okay, we'll tell, at least tell us why, like what happened with it.
00:21:14
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
00:21:37
Speaker
There's certain there's certain accounts in the pipeline that like I'll have a setter.
00:21:41
Speaker
They'll be the one in communication getting it from from sign to install.
00:21:45
Speaker
Right.
00:21:45
Speaker
So they're kind of the ones on top of it.
00:21:47
Speaker
And then I'll have others where I'm the one communicating with the homeowner.
00:21:50
Speaker
And that's just kind of based on the relationship.
00:21:52
Speaker
You know what I mean?
00:21:52
Speaker
Between us and the in the homeowner, whichever one makes more sense.
00:21:56
Speaker
But yeah, always, I just show full transparency to the setters.
00:21:59
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.
00:22:12
Speaker
Yeah.
00:22:12
Speaker
Yeah.
00:22:12
Speaker
That's good.
00:22:13
Speaker
Yeah.
00:22:13
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,
00:22:20
Speaker
Some closers were getting their setters involved with, like, I've heard dropping off gifts to them, like, communicating to them later down
Involving Setters in the Sales Process
00:22:27
Speaker
the road.
00:22:27
Speaker
Do you do anything like that?
00:22:29
Speaker
You said it's just kind of case by case.
00:22:32
Speaker
It's kind of case by case.
00:22:33
Speaker
I'm not a big gift guy for the –
00:22:38
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
00:22:58
Speaker
Yeah.
00:22:58
Speaker
Cool, man.
00:22:59
Speaker
I also like a group chat.
00:23:00
Speaker
Group chat is great.
00:23:01
Speaker
Sometimes me, the setter and like the husband and the wife, whatever, I'll just put us on a group chat.
00:23:05
Speaker
You know what I mean?
00:23:06
Speaker
And maybe send an update here or there, whatever.
00:23:08
Speaker
Just keep it light and fun.
00:23:09
Speaker
Yeah.
00:23:10
Speaker
Yeah.
00:23:10
Speaker
That's good.
00:23:11
Speaker
That's good.
00:23:11
Speaker
I like that.
00:23:12
Speaker
That's cool.
00:23:14
Speaker
So yeah.
00:23:14
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.
Transition to Team Management
00:23:22
Speaker
What about now you're managing a team?
00:23:24
Speaker
You guys are what?
00:23:26
Speaker
Like,
00:23:26
Speaker
102 teams.
00:23:27
Speaker
Yeah, it's 110 guys or something like that right now.
00:23:31
Speaker
So massive team.
00:23:33
Speaker
And I know you got other managers and all that, but what was it like for you going from closer to managing?
00:23:39
Speaker
Maybe your team was a lot smaller back then.
00:23:42
Speaker
I'm actually, I'm pretty lucky.
00:23:45
Speaker
So the way I went from, from setter to closer and then mentor, right.
00:23:50
Speaker
I actually recruited one of my, one of my good buddies that I used to do valet with, shout out to dash Martinez.
00:23:57
Speaker
I sent him my first big check Friday.
00:23:58
Speaker
I was like, Hey dude, like, come on, this is way better than parking cars.
00:24:03
Speaker
And he was like, okay, I'll give it a shot.
00:24:04
Speaker
So I recruited him and then, um,
00:24:08
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.
00:24:14
Speaker
So it started with me just mentoring these two guys.
00:24:17
Speaker
There's another dude, Chow, that was with us.
00:24:19
Speaker
So it started with me just kind of mentoring these guys.
00:24:21
Speaker
And then from there, just kind of naturally, I went from man, like,
00:24:24
Speaker
just kind of mentoring three dudes.
00:24:26
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.
00:24:33
Speaker
And so it was me and, and, and Malik and Jake.
00:24:35
Speaker
And so it was, there's three of us managing 15 dudes.
00:24:37
Speaker
So then it was just kind of like this slow, but like kind of organic, uh, progression.
00:24:42
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.
00:24:48
Speaker
And so I've been lucky that the progression is just kind of slowly, but organically built and grown.
00:24:53
Speaker
Yeah.
00:24:54
Speaker
that I've been able to kind of step into it.
00:24:56
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.
00:25:09
Speaker
That has been challenging.
00:25:12
Speaker
But I've been a coach.
00:25:14
Speaker
I've coached basketball teams.
00:25:16
Speaker
I've been a team captain growing up.
00:25:20
Speaker
with football teams and basketball teams.
00:25:23
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.
00:25:34
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.
00:25:43
Speaker
And, and that's just always something that I keep at the forefront of my mind when I'm leading my people.
00:25:48
Speaker
And that makes it easier when I'm taking a phone call to help someone do whatever, right?
00:25:53
Speaker
Any of my people need help.
00:25:55
Speaker
In the solar industry, there's a lot of things that come up.
00:25:58
Speaker
get a login, help someone with a cancel, whatever it may be.
00:26:01
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.
00:26:08
Speaker
But yeah, it's tough managing a hundred people and still trying to go sign up.
00:26:13
Speaker
two, three, 400 accounts this year.
00:26:15
Speaker
Yeah.
00:26:15
Speaker
No, it's cool.
00:26:16
Speaker
Yeah, it's incredible to see what guys like you, what Jack
Balancing Production and Leadership
00:26:20
Speaker
do.
00:26:20
Speaker
You're running massive teams, but still producing.
00:26:22
Speaker
Yeah.
00:26:23
Speaker
And I think that's why people respect you.
00:26:25
Speaker
It's probably, you know, makes you a better leader.
00:26:27
Speaker
You're leading from the front.
00:26:28
Speaker
Yeah, totally.
00:26:29
Speaker
You guys are definitely listening to what you're saying.
00:26:31
Speaker
It's like, hey,
00:26:32
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.
00:26:38
Speaker
Totally.
00:26:38
Speaker
Totally.
00:26:39
Speaker
So it's cool to see that.
00:26:41
Speaker
It's fun.
00:26:41
Speaker
Yeah, I don't think I've had anyone on that had a sports coaching background.
00:26:45
Speaker
That's cool.
00:26:46
Speaker
Do you feel like that's helped you quite a bit, being a coach of...
00:26:48
Speaker
Definitely.
00:26:49
Speaker
These different sports?
00:26:50
Speaker
Yeah, definitely.
00:26:52
Speaker
Coaching.
00:26:53
Speaker
So I coached like a sixth and seventh grade team.
00:26:55
Speaker
I was with them for like two and a half years.
00:26:57
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.
00:27:05
Speaker
I was focused more on this, obviously.
00:27:07
Speaker
So I had to step away.
00:27:08
Speaker
But yeah, I would say...
00:27:10
Speaker
coaching definitely helped me.
00:27:13
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.
00:27:22
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.
00:27:27
Speaker
You know what I mean?
00:27:28
Speaker
To feel like a kid that no one cares about on the team and then to be the best player.
00:27:34
Speaker
And
00:27:34
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.
00:27:50
Speaker
Or if it's someone that's doing great, how to show them praise.
00:27:54
Speaker
I feel because of that, it's really helped me understand different perspectives in a team environment like this.
00:28:01
Speaker
That's really cool.
00:28:02
Speaker
Yeah.
00:28:02
Speaker
It relates to other people.
00:28:04
Speaker
Yeah.
00:28:04
Speaker
Yeah, and I've seen you run trainings, and yeah, I can see that now, you being a coach.
00:28:09
Speaker
Yes, yes, yes.
00:28:10
Speaker
The shout, and getting people fired up.
00:28:12
Speaker
Yeah, yeah, yeah.
00:28:13
Speaker
I don't know any other way to be.
00:28:16
Speaker
So that's motivating, man.
00:28:17
Speaker
It's motivating.
00:28:18
Speaker
You know, some people talk trash on this, like, you know, who Ross stuff and get people huddled up.
00:28:24
Speaker
It's like the proof's in the pudding.
00:28:28
Speaker
It's like you go to Tony Robbins events and guys are jumping, shouting, physical and all that.
00:28:33
Speaker
So, yeah.
00:28:34
Speaker
You know, I,
00:28:35
Speaker
I look at this as like where like it's almost like a sports team.
00:28:38
Speaker
You know what I mean?
00:28:39
Speaker
I guess this is a sport that we play in my opinion.
00:28:41
Speaker
Yeah.
00:28:43
Speaker
And we got to get the people fired up.
00:28:44
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.
00:28:50
Speaker
You know what I mean?
00:28:51
Speaker
So, yeah, I love it.
00:28:54
Speaker
I love it.
00:28:54
Speaker
Yeah.
00:28:55
Speaker
That's awesome.
Stetson's Ideal Schedule
00:28:56
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?
00:29:04
Speaker
How many hours are they working?
00:29:05
Speaker
What's, like, the schedule?
00:29:07
Speaker
So for you, when you're cranking and, you know, on your ideal schedule, what does your perfect schedule look like for producing?
00:29:14
Speaker
Yeah.
00:29:14
Speaker
Yeah, so perfect schedule.
00:29:16
Speaker
You know what I mean?
00:29:17
Speaker
It's like me and three, four guys, whatever, whoever I'm knocking with.
00:29:21
Speaker
I'm always knocking with different people and stuff.
00:29:24
Speaker
We're probably getting to the hood, call it 10 a.m.
00:29:29
Speaker
You know what I mean?
00:29:30
Speaker
We'll go from...
00:29:31
Speaker
go from 10 to 12, you know what I mean?
00:29:33
Speaker
Take a lunch break, whatever it is, something like that.
00:29:36
Speaker
I'm probably doing one or two or three, however many phone calls in between then.
00:29:40
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.
00:29:48
Speaker
If I'm like, hey, I want to sign 20 accounts this week, that's what I'm doing.
00:29:53
Speaker
Yeah, yeah, yeah.
00:29:54
Speaker
That's the schedule I'm on Monday through Saturday.
00:29:57
Speaker
Yeah, yeah, yeah.
00:29:58
Speaker
With me and my guys.
00:29:59
Speaker
Now, am I on that schedule every week?
00:30:01
Speaker
No.
00:30:01
Speaker
Right?
00:30:02
Speaker
And there's certain weeks where it's like, hey, knocking two hours is better than knocking no hours.
00:30:07
Speaker
Right?
00:30:07
Speaker
You know what I mean?
00:30:08
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.
00:30:13
Speaker
Okay.
00:30:14
Speaker
I like it.
00:30:15
Speaker
And what about, do you have any morning routines you go through?
00:30:17
Speaker
Like, are you a gym guy?
00:30:19
Speaker
I'm a gym guy.
00:30:20
Speaker
You know, this is funny.
00:30:22
Speaker
And people always laugh, like, when they ask me these kind of questions.
00:30:25
Speaker
I'm not a big morning routine guy.
00:30:28
Speaker
I'm not one of those kind of guys.
00:30:32
Speaker
I do like it.
00:30:32
Speaker
And me and my wife actually are trying to get on, like, a morning routine of, like, it's funny.
00:30:37
Speaker
She actually just mentioned this yesterday.
00:30:39
Speaker
She was like, we should do morning yoga and, like, get the blood flowing.
00:30:42
Speaker
And then we should...
00:30:43
Speaker
We should take our dog Chevy for a walk, and we should do all that.
00:30:46
Speaker
And we could still handle emails or whatever, but at least we're doing something together in the morning.
00:30:50
Speaker
We got our dog with us.
00:30:52
Speaker
So I will get back to you on that morning routine that I want to start with my wife.
00:30:58
Speaker
It was her idea.
00:30:59
Speaker
I can't take the credit.
00:31:01
Speaker
But I am a gym guy.
00:31:04
Speaker
If I don't go to the gym, and I've been slack, and I used to be in way better shape.
00:31:08
Speaker
I used to play basketball three, four times a week.
00:31:10
Speaker
Now I'm lucky to play once or twice a month.
00:31:13
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
00:31:40
Speaker
I wanna get shredded, I wanna challenge myself in the gym.
00:31:45
Speaker
Cause you just feel better, you know what I mean?
00:31:47
Speaker
You feel better when you're in better shape.
00:31:49
Speaker
So I'm gonna be taking it a lot more serious this year.
00:31:51
Speaker
These last two years, I've definitely taken my foot off the gas in the gym.
00:31:55
Speaker
Yeah.
00:31:56
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.
00:32:15
Speaker
Some of them just, they don't have time to go to the gym.
00:32:18
Speaker
It's true.
00:32:20
Speaker
I, it's funny.
00:32:22
Speaker
We go on these blitzes and it's like, all right, we're going to, um, uh,
00:32:26
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.
00:32:30
Speaker
And then, you know, 8 p.m., 9 p.m.
00:32:32
Speaker
rolls around, and it's like, I got to go to the gym right now.
00:32:34
Speaker
Like, you know what I mean?
00:32:35
Speaker
It's like, it's the hardest thing.
00:32:36
Speaker
Sometimes we get it done, but it is tough.
00:32:40
Speaker
But yeah, that is definitely one thing.
00:32:42
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.
00:32:51
Speaker
Yeah,
Routine and Fitness
00:32:52
Speaker
that's good.
00:32:52
Speaker
Yeah, and I think
00:32:53
Speaker
morning or some people take it extreme with morning routines.
00:32:56
Speaker
It's like, that's another thing.
00:32:57
Speaker
Yeah.
00:32:57
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.
00:33:05
Speaker
Hold your breath under a cold trench for 30 seconds or whatever.
00:33:10
Speaker
You know what I mean?
00:33:11
Speaker
I think all that stuff is great.
00:33:12
Speaker
It's maybe not for me, you know?
00:33:15
Speaker
I think for me, like,
00:33:20
Speaker
I just like to get it.
00:33:21
Speaker
I just like to get after it, you know?
00:33:25
Speaker
All that other stuff helps, and it's good for you, but it's never been the foundation for me.
00:33:30
Speaker
My foundation is like my whole life.
00:33:33
Speaker
People told me I was kind of like a waste of talent.
00:33:35
Speaker
I could have done this in football.
00:33:37
Speaker
I could have done this, but because I didn't want to take full ownership, I...
00:33:40
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.
00:33:46
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.
00:33:55
Speaker
I'm like at peace with it.
00:33:56
Speaker
You know what I mean?
00:33:56
Speaker
Like all those people that like talk crap to me back in the days.
00:33:59
Speaker
I don't think about that anymore.
00:34:01
Speaker
That kind of gave me the fire initially when I started in solar and with legacy.
00:34:06
Speaker
But then I just, I took that.
00:34:09
Speaker
And I was like, okay, I can make something of myself.
00:34:12
Speaker
And then I just let it be this thing where I'm like, no, no, no.
00:34:14
Speaker
I'm on it now and I'm just letting it roll through.
00:34:17
Speaker
And it's pushing me forward.
00:34:19
Speaker
Yeah.
00:34:19
Speaker
Got your team out there.
00:34:20
Speaker
This is the longest I've ever had to be without me in there.
00:34:23
Speaker
I love it.
00:34:24
Speaker
Let's go.
00:34:25
Speaker
Let's go.
00:34:27
Speaker
Yeah, but no, I love that.
00:34:28
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.
00:34:37
Speaker
He's like, I just go to the gym, then I go straight to work.
00:34:41
Speaker
That's me about it.
00:34:42
Speaker
Incredible things.
00:34:43
Speaker
Yeah, I think sometimes we just got to go all in and, you know.
00:34:46
Speaker
not worry about the hour meditation.
00:34:49
Speaker
Totally.
00:34:49
Speaker
I can't help.
00:34:50
Speaker
Totally.
00:34:51
Speaker
Yeah.
00:34:51
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.
Keys to Sales Success
00:35:02
Speaker
Your best year was what?
00:35:03
Speaker
Like 200 plus?
00:35:03
Speaker
I did 300 plus in 2022.
00:35:04
Speaker
Yeah.
00:35:04
Speaker
So yeah, yeah, yeah.
00:35:08
Speaker
Yeah, absolutely incredible.
00:35:09
Speaker
There's only a few people ever that I've had on the podcast that have done similar numbers to that.
00:35:14
Speaker
Yeah, yeah.
00:35:15
Speaker
Super impressive.
00:35:16
Speaker
So just to touch on closing, I know a lot of people are probably curious about that.
00:35:20
Speaker
What are some, I don't know, maybe like high-level perspective?
00:35:23
Speaker
What are some of the most important things or biggest things you would say that maybe other closers jump the ball on?
00:35:28
Speaker
Yeah.
00:35:29
Speaker
What do you think is setting you apart from?
00:35:32
Speaker
I would say...
00:35:34
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.
00:35:44
Speaker
It's the same process every single time.
00:35:48
Speaker
but we can kind of mold it to the person we're speaking to.
00:35:52
Speaker
If you're talking to grandma Betty or you're talking to like, you know, Mr. Lawyer guy, right?
00:35:57
Speaker
It's like we have the same process, but we're speaking or we're saying things just slightly differently.
00:36:02
Speaker
That's number one is like, I'm always truly myself, but I'm able to,
00:36:08
Speaker
adapt to the environment and to the customer appropriately.
00:36:12
Speaker
Not by being fake, but just by adjusting the way that I'm speaking, the way that I'm saying certain things.
00:36:18
Speaker
I would say that's number one.
00:36:20
Speaker
And then number two, just like truly listen to the person sometimes, like with your heart and like listen to what they want.
00:36:28
Speaker
And then give them what they want.
00:36:31
Speaker
You know what I mean?
00:36:31
Speaker
I think that's a lot of times like that kind of goes overlooked.
00:36:34
Speaker
I'm literally just truly listening to the homeowner.
00:36:37
Speaker
And I'm going to let them tell me like, hey, like why am I sitting down here?
00:36:41
Speaker
Oh, it's this or it's that.
00:36:43
Speaker
And I'm truly listening.
00:36:44
Speaker
And then I'm just going to give them like exactly like kind of what they're asking for.
00:36:48
Speaker
You know what I mean?
00:36:49
Speaker
Like whether it's a cheaper bill, they want to be able to use more power, whatever it is, right?
Client Interaction Strategies
00:36:54
Speaker
The product solar itself is a no-brainer for most people.
00:36:59
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
00:37:27
Speaker
a great deal for them.
00:37:28
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.
00:37:35
Speaker
So that's what I would say.
00:37:36
Speaker
And that's hard to find in California, by the way.
00:37:39
Speaker
Yes, it is.
00:37:40
Speaker
It is very hard to find.
00:37:41
Speaker
Yeah.
00:37:44
Speaker
Definitely.
00:37:45
Speaker
Yeah, because compared to other markets, you know, you look up Florida where they got trees and all that.
00:37:48
Speaker
Totally.
00:37:50
Speaker
So, yeah, I think even more so for people in other markets outside of California.
00:37:53
Speaker
That's something I see a lot, knowing when to walk away from the deal.
00:37:58
Speaker
Yes.
00:37:59
Speaker
You can find them out here, too.
00:38:00
Speaker
It's a lot more rare.
00:38:01
Speaker
It's definitely rare.
00:38:02
Speaker
Definitely rare.
00:38:03
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.
00:38:08
Speaker
You know what I mean?
00:38:09
Speaker
It's like...
00:38:11
Speaker
Yeah, I don't have time to shop.
00:38:13
Speaker
You know what I'm saying?
00:38:15
Speaker
I'm not here so you can shop me.
00:38:17
Speaker
That's not something I kind of let.
00:38:19
Speaker
I feel like that gives a homeowner the upper hand on you.
00:38:22
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.
00:38:28
Speaker
Yeah, that's good.
00:38:28
Speaker
Yeah.
00:38:29
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.
00:38:40
Speaker
And I would, like, feel like I'm like, okay, well, maybe there's a small, tiny chance.
00:38:45
Speaker
It's like, you know, dumb and dumber.
00:38:46
Speaker
You tell me there's a one in a million chance.
00:38:48
Speaker
I'm going to sit in this.
00:38:50
Speaker
It's impossible.
00:38:51
Speaker
Yeah.
00:38:52
Speaker
Next thing I know, I'm three hours in this deal.
00:38:53
Speaker
It hasn't gone anywhere.
00:38:55
Speaker
It hasn't gone anywhere.
00:38:56
Speaker
Even if you sign on their son calls for the next day, and he's like, did you sign my mama?
00:39:00
Speaker
I know.
00:39:00
Speaker
Yeah.
00:39:01
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.
00:39:08
Speaker
It's like a 1% chance maybe you do close them.
00:39:10
Speaker
Yeah.
00:39:11
Speaker
And then, you know, but more than likely you're just going to waste time.
00:39:15
Speaker
Totally.
00:39:16
Speaker
Totally.
00:39:17
Speaker
Time is money.
00:39:18
Speaker
Time is money in this job.
00:39:20
Speaker
You do not want to be wasting your time on the doors with someone talking to you about cats.
00:39:23
Speaker
Right.
00:39:24
Speaker
You don't want to be wasting your time in home with someone that's never going to end up actually getting installed.
00:39:28
Speaker
Yeah.
00:39:28
Speaker
Yep.
00:39:29
Speaker
That's fire.
00:39:30
Speaker
Yeah.
00:39:30
Speaker
So do you have any good lines?
00:39:32
Speaker
Maybe because that's something from the podcast.
00:39:34
Speaker
A lot of people do like to hear top guys like, hey, what are some of the one liners you're using?
00:39:38
Speaker
It's like your best closing line.
00:39:40
Speaker
And I know like, you know, you go through the process.
00:39:42
Speaker
It doesn't really matter what you say.
00:39:43
Speaker
They're close.
00:39:45
Speaker
Yeah.
00:39:45
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.
00:39:53
Speaker
Yeah.
00:39:54
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.
00:40:02
Speaker
I'm the one handling this.
00:40:04
Speaker
Do you have any, I don't know, maybe examples or lines?
00:40:06
Speaker
So one of my favorite things to do with a homeowner is,
00:40:11
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?
00:40:19
Speaker
That's like one thing that we always hear, right?
00:40:21
Speaker
And one thing that I like to do is I'll pause and I'll be like,
00:40:26
Speaker
here, let me say this one more time.
00:40:29
Speaker
And I just stop like that.
00:40:30
Speaker
And then I'll say, we make our money the same way Edison makes their money, right?
00:40:35
Speaker
You buy electricity.
00:40:36
Speaker
But I pause and I say that, here, let me say this one more time.
00:40:41
Speaker
Just like that.
00:40:42
Speaker
And you see the homeowner saying,
00:40:44
Speaker
you see their body language change and they sit back.
00:40:46
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.
00:40:51
Speaker
And it does work like a charm with those homeowners that are kind of squirrely.
00:40:55
Speaker
And they're like, they keep asking the same question over and over again.
00:40:58
Speaker
pausing, dropping your voice down here, let me say this one more time.
00:41:03
Speaker
And then just explain whatever it is that you're, that you're saying.
00:41:06
Speaker
I love to do that.
00:41:07
Speaker
And in a lot of, a lot of closes.
00:41:08
Speaker
Yeah.
00:41:09
Speaker
Nice.
00:41:09
Speaker
So what, what is your, how do you explain it to them?
00:41:11
Speaker
If they're like, Oh, it sounds too good to be true.
00:41:14
Speaker
You just kind of repeat the same thing or.
00:41:16
Speaker
Yeah.
00:41:16
Speaker
So yeah.
00:41:18
Speaker
So these people are like, but nothing is free.
00:41:20
Speaker
and this and that.
00:41:22
Speaker
Yeah, totally.
00:41:23
Speaker
I'm not saying this is free.
00:41:25
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?
00:41:30
Speaker
This is the same concept.
00:41:31
Speaker
We're not doing this for free.
00:41:32
Speaker
We still profit from this, right?
00:41:33
Speaker
We're going to put these panels up.
00:41:34
Speaker
They're our panels.
00:41:35
Speaker
So we'll monitor, we'll maintain, we'll ensure them.
00:41:38
Speaker
You just buy energy from these panels instead of buying all of your energy from the utility.
00:41:43
Speaker
So we still make money.
00:41:44
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.
00:41:51
Speaker
Right.
00:41:52
Speaker
So that's how I explain it.
00:41:53
Speaker
Yes.
00:41:54
Speaker
That's good.
00:41:54
Speaker
That's good.
00:41:55
Speaker
Okay.
00:41:56
Speaker
And then as you're going into the clothes, how do you transition into like, you know, application documents?
00:42:01
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.
00:42:07
Speaker
So that's,
00:42:08
Speaker
Sign documents.
00:42:08
Speaker
Yeah.
00:42:09
Speaker
Yeah.
00:42:09
Speaker
Cool.
00:42:10
Speaker
So we got you approved.
00:42:11
Speaker
Yeah.
00:42:11
Speaker
So now we just need to do the paperwork, get everything, cross the T's and dot the I's.
00:42:20
Speaker
And yeah, then we'll set up your site so we're going to get out of your hair.
00:42:23
Speaker
But I just transitioned like this.
00:42:25
Speaker
This is just the paperwork.
00:42:26
Speaker
Yeah.
00:42:26
Speaker
Just fill this out really quick.
00:42:27
Speaker
Nice.
00:42:28
Speaker
If I do have a homeowner that wants to read it word for word, we can read it.
00:42:31
Speaker
That's no big deal.
00:42:32
Speaker
But nine times out of ten, yep, this is just the paperwork you got to fill out.
00:42:35
Speaker
Nice.
00:42:36
Speaker
Yep, and I'll go through the first page with them.
00:42:38
Speaker
This is your price.
00:42:39
Speaker
This is the amount of production.
00:42:41
Speaker
This is the amount of panels, whatever, stuff like that I'll go over.
00:42:45
Speaker
You know what I mean?
00:42:46
Speaker
But other than that, yep, they're saying that we own the panels.
00:42:49
Speaker
They're stating that, you know, we're not going to put a lien against your property, stuff like that.
00:42:53
Speaker
I go through it as if it's just a formality.
00:42:55
Speaker
Nice.
00:42:55
Speaker
Yeah, love it.
00:42:56
Speaker
Yeah.
00:42:57
Speaker
Yep.
00:42:57
Speaker
So yeah, that's big grade there is just the way you think of it.
00:43:00
Speaker
It's going to be reflected on the homeowner.
00:43:02
Speaker
Exactly.
00:43:03
Speaker
I think I made that mistake.
00:43:04
Speaker
I'm like, oh, this is a huge step.
00:43:05
Speaker
They're signing their life away.
00:43:06
Speaker
This 25 year contract has all this legal stuff in there.
00:43:11
Speaker
And then, yeah, it's going to freak the homeowners out.
00:43:13
Speaker
Yeah.
00:43:13
Speaker
It's just the paperwork you got to fill out.
00:43:16
Speaker
Yeah.
00:43:16
Speaker
Yeah.
00:43:16
Speaker
That's, that's literally how I go, go about it.
00:43:18
Speaker
And if they want to end up
00:43:20
Speaker
Yeah, this will be in your email if you want to read it later.
00:43:21
Speaker
If you want to have a bedtime story, by all means, you can read yourself to sleep.
00:43:25
Speaker
Nice.
00:43:26
Speaker
I love it.
00:43:28
Speaker
That's awesome.
00:43:28
Speaker
Well, Stetson, it's been awesome having you on.
00:43:30
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.
00:43:39
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?
00:43:46
Speaker
Reach out.
00:43:47
Speaker
Yeah, sure.
00:43:48
Speaker
I'm on Instagram at Stetson Sofer.
00:43:51
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.
00:44:03
Speaker
Shoot me a DM.
00:44:04
Speaker
Let's talk.
00:44:05
Speaker
I truly feel that Legacy Power has the best culture and best platform to grow and succeed in this industry.
00:44:13
Speaker
And I feel I'm one of the best in the game.
00:44:16
Speaker
And we can prove it to you.
00:44:17
Speaker
So shoot me a DM.
00:44:18
Speaker
100%.
00:44:19
Speaker
Yeah.
00:44:20
Speaker
And we've seen so many companies disappear in California.
00:44:23
Speaker
And that was a big reason that led me to Legacy, just because all my companies were going out of business.
00:44:28
Speaker
Yeah.
00:44:28
Speaker
And you wasn't getting paid.
00:44:29
Speaker
Yeah.
00:44:31
Speaker
So yeah, you want to be with a company that you feel confident about.
00:44:33
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.
00:44:43
Speaker
So definitely hit myself for setting up if you want to, you know, great story opportunity.
00:44:48
Speaker
If you want to grow, if you want to make life-changing money and you want to have fun along the way,
00:44:55
Speaker
Hit us up.
00:44:56
Speaker
Let's go.
00:44:57
Speaker
Let's go on it.
00:44:58
Speaker
Okay.
00:44:58
Speaker
And then last question, Stetson, if you were to leave one piece of advice for maybe something you
Perseverance in Solar Sales
00:45:04
Speaker
wish you would have done.
00:45:04
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?
00:45:14
Speaker
I would say to work harder.
00:45:19
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.
00:45:29
Speaker
And so when it gets hard, go harder.
00:45:32
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.
00:45:42
Speaker
And that's what pushed me through it.
00:45:44
Speaker
And yeah,
00:45:46
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.
00:45:56
Speaker
Yeah.
00:45:56
Speaker
Love that.
00:45:57
Speaker
So, yeah, I think it goes back to what we talked about in the beginning.
00:45:59
Speaker
Just put yourself through more than you thought was possible.
00:46:02
Speaker
Yep.
00:46:03
Speaker
Maybe have your team going on a blitz or get in a different environment.
00:46:07
Speaker
I think that's, you know, sometimes I get complacent being at my house with my wife and all that.
00:46:11
Speaker
Yeah.
00:46:12
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
00:46:33
Speaker
around.
00:46:34
Speaker
You can't just feel the water at first.
00:46:36
Speaker
You got to fully submerge yourself.
00:46:38
Speaker
And that's going to give you the answer if this is right for you.
00:46:41
Speaker
And if it's not, no worries, but at least you'll know.
00:46:43
Speaker
Yeah, for sure.
00:46:45
Speaker
Yeah, we can send you the pest control boys.
00:46:47
Speaker
There we go.
00:46:50
Speaker
But it's for professionals.
00:46:52
Speaker
Well, thanks again, Stefan.
00:46:53
Speaker
Stetson's been awesome having you.
00:46:55
Speaker
Thank you.
00:46:55
Speaker
Hope to do another one in the future.
00:46:57
Speaker
Can't wait to see you next.
00:46:58
Speaker
Let's go.
00:46:59
Speaker
Let's go.
00:47:03
Speaker
What's up, solarpreneurs?
00:47:04
Speaker
Hope you enjoyed the episode.
00:47:06
Speaker
Before you run out and start selling more solar yourself, wanted to let you know about an exciting new cheat sheet we created specifically for you in mind.
00:47:17
Speaker
One of the top questions I get asked on Instagram, on Facebook, by our listeners is, Taylor, where should I start?
00:47:24
Speaker
What episodes should I listen to in the podcast?
00:47:26
Speaker
And
00:47:27
Speaker
You got too many podcasts, man, because now we have over 200 episodes.
00:47:32
Speaker
So what we've done, we created the top 10 most downloaded, most listened to, and I would say widely accepted, most useful podcasts that we've done here on Solopreneur.
00:47:45
Speaker
We put them together all in one sheet.
00:47:47
Speaker
So you can go, you can hit the ground running, especially if you're new, you do not want to not have this sheet.
00:47:54
Speaker
So go download it right now.
00:47:55
Speaker
It's going to be at top10.solarpreneurs.com.
00:47:59
Speaker
Again, that's top10, the number 10,.solarpreneurs.com.
00:48:04
Speaker
Don't forget the S on solarpreneurs.
00:48:07
Speaker
We will have that in the show notes.
00:48:08
Speaker
Go download it right now.
00:48:10
Speaker
And especially if you have not listened to them, go listen to them and you can re-listen to them.
00:48:16
Speaker
That's going to show you how.
00:48:17
Speaker
So go download it and we'll see you on the other side.