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Industry Record!? Closing 500+ Deals in a Year - Jason Tisdale and Raul Velazquez
152 Plays1 year 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 the Solarpreneur Podcast
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
00:00:08
Speaker
My name is Taylor Armstrong.
00:00:10
Speaker
I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fail.
00:00:19
Speaker
I teach you how to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro, and closing more deals.
00:00:31
Speaker
What is a solopreneur you might ask?
00:00:33
Speaker
A solopreneur is a new breed of solopro that is willing to do whatever it takes to achieve mastery and you are about to become one.
Meet the Guests: Jason Tisdell and Raul Velasquez
00:00:41
Speaker
All right, what's going on?
00:00:42
Speaker
So we're here live in the studio and we've got someone that's just set some insane, I think records for the industry, two guys here.
00:00:50
Speaker
And we got Jason Tisdell, Raul Velasquez.
00:00:54
Speaker
They are the founders over at TSG, right?
00:00:57
Speaker
Yep.
00:00:57
Speaker
Okay.
00:00:57
Speaker
What does that stand for?
00:00:58
Speaker
The Spartan Group.
00:00:59
Speaker
The Spartan Group.
00:01:00
Speaker
Okay.
00:01:00
Speaker
Yeah.
00:01:01
Speaker
Love it.
00:01:01
Speaker
Anyone that has the name Spartan in it, it has to be a good company.
00:01:05
Speaker
Okay.
00:01:06
Speaker
But yeah, so I'm excited to have you guys on, talk to you guys.
00:01:09
Speaker
You know, Raul made the connection with me.
00:01:11
Speaker
We both do jujitsu and we're both coming off injuries right now.
00:01:15
Speaker
So I'm hobbled up to the office today.
00:01:19
Speaker
I'm over 30 now.
00:01:21
Speaker
So, you know, injuries happen.
00:01:23
Speaker
But yeah, excited to pick your guys' brains and just hear how you've been able to hit some of these insane numbers and have a lot of your reps too.
00:01:31
Speaker
Just do 100K months, make insane money, close a ton of deals.
00:01:37
Speaker
So yeah, do you guys want to give maybe a little bit of your intro, how you started the company and a little bit of your background for the listeners?
00:01:44
Speaker
I mean, dive into the juicer.
00:01:46
Speaker
Yeah, yeah, for sure.
00:01:47
Speaker
Do you want to take that off first?
00:01:49
Speaker
I think the man himself.
00:01:50
Speaker
Yeah.
00:01:52
Speaker
All right.
Transition to Solar During COVID
00:01:53
Speaker
So we're fairly new to solar.
00:01:55
Speaker
Three years ago, three and a half years ago, we, you know, we've worked, Raul and I have worked together for a decade.
00:02:02
Speaker
And, you know, when the COVID pandemic, plandemic, whatever you want to call it, started, our current industry, things shifted.
00:02:11
Speaker
And so we were talking like, man, what are we going to do?
00:02:13
Speaker
What's the next, what's the next, you know, path that we're going to take?
00:02:17
Speaker
And we had a rep that worked with us for years that was crushing it in solar.
00:02:23
Speaker
It was first that we had really heard about it was making 20, 30,000 a month.
00:02:26
Speaker
And we said, man, if he's making 20, 30 grand a month, we're going to make millions.
00:02:31
Speaker
So we dove into the industry, started here in California.
00:02:36
Speaker
And we wanted to do it right.
00:02:39
Speaker
From the beginning, our vision was to build the Spartan Group, to build TSG, as we call it.
00:02:45
Speaker
You know, we'll talk about this more later, but to build the biggest organization solar has ever seen as sales reps, killers across the country.
00:02:51
Speaker
We knew to do that.
00:02:52
Speaker
We had to master and learn this industry from the roots, learning how to close a deal, learning objections.
00:02:58
Speaker
I still remember in the beginning, I didn't really have somebody that was training me to sell.
00:03:02
Speaker
I would go on like some of the Facebook groups, some of these podcasts like yours and, you know,
00:03:06
Speaker
Like Facebook, Solar Objections, and start learning all these different things.
00:03:10
Speaker
And then, you know, we've been in sales for a decade, putting that into practice here.
00:03:16
Speaker
So we, you know, my first year, I sold over 100, and then that company bankrupted.
00:03:21
Speaker
And as you know, that's kind of like a common thing I see with a lot of these people not doing it the right way.
00:03:26
Speaker
Yeah.
00:03:26
Speaker
So I realized, you know, it's not just
Vision and Challenges of The Spartan Group
00:03:28
Speaker
about sales here.
00:03:28
Speaker
It's about being with a company that's going to install, being with companies that have the right priorities and ethics.
00:03:35
Speaker
So we went on a quest with this whole goal in mind to build a sales team, but we have to have, you know, everything in place for that to work.
00:03:42
Speaker
So it's been a long time coming.
00:03:44
Speaker
It's been three years now.
00:03:45
Speaker
We started TSG about a year and a half ago and yeah, we're fired up.
00:03:49
Speaker
Wow, that's awesome.
00:03:51
Speaker
And yeah, before we started recording, I mean, you told me that your first week, you like, how many deals you close your first week?
00:03:57
Speaker
Yeah, yeah, man.
00:03:58
Speaker
So we, and those deals are like freebies, you know, when you start, like, shout out to my mom and dad.
00:04:05
Speaker
They're one of my first customers.
00:04:07
Speaker
You know, it's how it is, you know.
00:04:09
Speaker
You're learning how it goes.
00:04:10
Speaker
Shout out to myself, you know, my house.
00:04:12
Speaker
But yeah, I got like six deals in the first 24 hours.
00:04:16
Speaker
And I remember in that company,
00:04:18
Speaker
they're going nuts.
00:04:20
Speaker
Like, what's going on?
00:04:22
Speaker
Who's this guy?
00:04:23
Speaker
And it's because it's so interesting how we did it.
00:04:26
Speaker
You're going to get to hear more from Raul, but he's like, yeah, man, tell these people who you are, what you've done, your track record, you're a vice president, and this and that.
00:04:35
Speaker
And I'm like, yeah, I want to sell and learn it this way, too.
00:04:39
Speaker
So we're like, let's pause on the expansion.
00:04:42
Speaker
So believe it or not, we did not expand
00:04:45
Speaker
For two years, for two years, I mastered how to sell, going in homes.
00:04:51
Speaker
And my first pitch is I would close the deals, but sometimes it would take me three hours.
00:04:54
Speaker
I didn't know how to, you know, really get to the point quicker and create enough value and pain and different things.
00:05:00
Speaker
But yeah, my first few customers were my parents.
00:05:02
Speaker
I remember my first check was close to 30 grand.
00:05:05
Speaker
You know, when you get in solar and you hear these numbers, it blows your mind, especially when you're in other industries.
00:05:11
Speaker
Like, this isn't real.
00:05:12
Speaker
People aren't making that type of money.
00:05:14
Speaker
So I still remember joining and people telling me you're going to make $5,000, $10,000 on a deal.
00:05:21
Speaker
And it's like, yeah, I don't believe it.
00:05:22
Speaker
And then I closed the deal.
00:05:23
Speaker
Yeah, I still don't believe it.
00:05:25
Speaker
And then you're like, you see the pay stub of the check that's going to come.
00:05:28
Speaker
And you're like, yeah, I don't believe it.
00:05:30
Speaker
And then it hits your bank account and you're like, oh, hey, this is real.
00:05:33
Speaker
So yeah, that was the first week.
00:05:35
Speaker
And like I said, I worked in that company for 10 months.
00:05:38
Speaker
And, you know, there's some crazy people.
00:05:40
Speaker
At the time, I thought it was a lot.
00:05:42
Speaker
We made 800 grand in those 10 months with that company.
00:05:44
Speaker
Yeah.
00:05:45
Speaker
But a lot of headaches, you know, that company bankrupted a lot of deals weren't getting installed.
00:05:49
Speaker
A lot of pains.
00:05:51
Speaker
But yeah, that was kind of the beginning stages for
Navigating Industry Challenges
00:05:53
Speaker
what we did.
00:05:53
Speaker
That's cool.
00:05:54
Speaker
Yeah.
00:05:54
Speaker
Well, it's like, you know, we're talking about all these companies going out of business.
00:05:58
Speaker
We just had like the Titan closure and all that.
00:06:01
Speaker
And I did a podcast on this too.
00:06:03
Speaker
But for me, that's like part of why I'm still in solar, even though we've seen all these companies close, because it's like, where else can you go and make 30 grand in a week?
00:06:13
Speaker
I'm just thinking, man, even though I've lost down all the commissions, like the checks I have seen.
00:06:19
Speaker
Um, you know, they, I still make far more doing that even with companies closed and they're not getting paid out than I think anything else that I can think of right now.
00:06:28
Speaker
So like, man, I'm just gonna keep doing it until the wheels fall off this thing and
00:06:33
Speaker
go from there, I guess.
00:06:34
Speaker
Dude, we can't agree more.
00:06:36
Speaker
The industry's nuts.
00:06:37
Speaker
When you compare it to anything, it's like unreal.
00:06:40
Speaker
Like it's, we, it's cliche, but we call it the current gold rush.
00:06:44
Speaker
Like what's going on, how people can make money.
00:06:46
Speaker
We have new guys come in and they're like earning as they learn, they're figuring out how this all works.
00:06:51
Speaker
And they, by accident, make 10 grand for the week.
00:06:53
Speaker
And you're like, Hey, that's solar.
00:06:55
Speaker
Yeah.
00:06:56
Speaker
That's crazy.
00:06:57
Speaker
But yeah, so I want to hear from your side of the story, Raul.
00:07:01
Speaker
Like, did you come in same time as Jason?
00:07:03
Speaker
And did you have the same success as him?
00:07:05
Speaker
Or is this guy just like the freak, freak of nature?
00:07:08
Speaker
For sure.
00:07:10
Speaker
So because of what Jason had mentioned, the world changed.
00:07:14
Speaker
We were doing phenomenal in another company.
00:07:16
Speaker
We have great relationships in that company.
00:07:18
Speaker
But because of the shift.
00:07:20
Speaker
That's when solar became the target.
00:07:22
Speaker
My target and goal from the beginning was to build the biggest organization solar has ever seen.
00:07:27
Speaker
Because from my understanding, the biggest org right now, Sunrun, is just under 3,000, 4,000 representatives.
00:07:32
Speaker
We've recruited tens of thousands of people in our previous company.
00:07:36
Speaker
So I said, okay, cool.
00:07:37
Speaker
Let's learn it.
00:07:38
Speaker
I wanna understand how to do it, put some deals up, but I wanna scale.
00:07:43
Speaker
And Jason, to his credit, said, I need to learn the game inside and out, and I wanna become the best, not in our company, I wanna be the best in the world of solar.
00:07:51
Speaker
It was his obsession.
00:07:52
Speaker
So me, on the back burner, was like, we need to find another company, because this one, we saw the writing on the wall, it ended up bankrupting, like Jason said.
00:08:01
Speaker
meeting owners from different parts of the country to see which one was aligned with what we were looking to do long term.
00:08:06
Speaker
So my objective from the beginning was to scale.
00:08:10
Speaker
I don't want to be the biggest team within this company.
00:08:13
Speaker
I want to be the biggest team that solar has ever seen.
00:08:15
Speaker
I want to be a billion dollar company within the next five years with what we build.
00:08:19
Speaker
That's the objective.
00:08:21
Speaker
And in order to do that, you need numbers.
00:08:22
Speaker
You can make millions individual selling, but you're not going to make a billion on your own.
00:08:26
Speaker
So I think that solar as an industry is very similar to, for example, UFC one, we had jujitsu.
00:08:32
Speaker
You know, I'm a jujitsu guy, I'm a black belt, but we both know that hoist, all due respect would get smashed right now because MMA evolved.
00:08:39
Speaker
I feel like the industry of solar has not evolved.
00:08:42
Speaker
It's in the beginning phases of what it could be.
00:08:45
Speaker
If you look at industries like real estate, insurance, look at the difference and the amount of professionals that do those industries that are less lucrative than the one that we're in.
00:08:55
Speaker
So I think that solar as a whole is kind of like Ray Kroc when he took on the system of the McDonald's brothers.
00:09:01
Speaker
The
Scaling and Untapped Potential
00:09:02
Speaker
McDonald's brothers were, God bless them.
00:09:04
Speaker
They created something that was beautiful, but they did not scale it out.
00:09:07
Speaker
Yeah.
00:09:07
Speaker
I feel like we understand different ways to acquire a customer clearly by the results.
00:09:12
Speaker
Who puts up 520 deals in a year by themselves?
00:09:16
Speaker
Even when we say that to people, when we're onboarding people, they don't even believe it.
00:09:19
Speaker
We send them screenshots showing them the numbers that he put up, and they're still in disbelief of it happening.
00:09:25
Speaker
Now, when you hear Jason pitch, and when you see him do a close, and when you see how effective he is, nobody questions it at that point.
00:09:32
Speaker
So my objective was always that.
00:09:35
Speaker
I want to be the biggest in the game.
00:09:37
Speaker
I want to create history by doing this.
00:09:40
Speaker
I'm not in this just to make some money.
00:09:41
Speaker
I already know how to make money.
00:09:42
Speaker
I want to make what's never happened happen.
00:09:45
Speaker
And I believe that we, 1000%, what we've already brought to the table, two decades worth of experience of building sales organizations in multiple countries, not just the US, we're bringing that skillset to solar.
00:09:58
Speaker
And that's why we've scaled to...
00:10:00
Speaker
800 plus people since October.
00:10:03
Speaker
We have people that call us every day wanting to align with what we have going on and we're max at capacity.
00:10:10
Speaker
So we're looking for leaders constantly because it's a law of the lid.
00:10:12
Speaker
You can only attract what you are.
00:10:14
Speaker
So based on the fact that we have the capability to attract incredible people,
00:10:18
Speaker
based on real life results, that's why the scaling has happened.
00:10:21
Speaker
So I think more than anything, I have the utmost respect for him.
00:10:25
Speaker
He's my brother.
00:10:25
Speaker
He's my business partner because he did exactly what he said.
00:10:29
Speaker
And he has never once put himself in a position where he requested something that he did not earn.
00:10:35
Speaker
He's never said, it's like jujitsu.
00:10:36
Speaker
He didn't walk in and say, hey man, I'm a black belt in Taekwondo.
00:10:39
Speaker
Could you just hand me a jujitsu black belt?
00:10:41
Speaker
Because I feel
00:10:41
Speaker
like in the industry of solar, it's pretty common.
00:10:43
Speaker
People wanna be given, hey, this is what I did in XYZ.
00:10:47
Speaker
Yesterday's home runs don't win tomorrow's games.
00:10:49
Speaker
So why don't you come in here the way that Jason has, earn your way, and then people can, then you're undeniable.
00:10:55
Speaker
So I feel like right now, he's in the prime of himself as a salesperson like Jordan.
00:11:00
Speaker
When he was winning championship after championship after championship, that's where the season that he's in.
00:11:05
Speaker
And what we're going to do as an organization, I've never been this excited.
00:11:08
Speaker
I mean, I live in Chicago, which is in the Midwest.
00:11:11
Speaker
I'm in California.
00:11:12
Speaker
We've been on 60 flights.
00:11:15
Speaker
Yeah, that was like the...
00:11:16
Speaker
The last quarter of last year, beginning of this year.
00:11:19
Speaker
Yeah.
00:11:19
Speaker
Now that we have the headquarters here in Orange County, we've been trying to get people- So just to give an idea, 60 plus flights just this year alone focused on expansion.
00:11:28
Speaker
That's the objective.
00:11:29
Speaker
We're not, this isn't like something part-time, we're all in.
00:11:32
Speaker
We're 1000% all in.
00:11:34
Speaker
So I think based on what's already been done, we're on track to doing exactly what we set out to do, which is be a billion dollar company within the next five years.
00:11:43
Speaker
We're sold out to doing it.
Sales Strategies and Achievements
00:11:45
Speaker
I love it.
00:11:45
Speaker
Well, you guys got the vision, got to have big plans, and that's super important.
00:11:50
Speaker
Was this always the plan from the beginning?
00:11:52
Speaker
Did you guys get in solar thinking you're going to like wanting to grow up and all that?
00:11:55
Speaker
Yes.
00:11:55
Speaker
Okay.
00:11:55
Speaker
Yes, from the beginning, before we even knew what a solar panel really was and what inverters were.
00:12:01
Speaker
That was the objective.
00:12:02
Speaker
And again, it's because of our background.
00:12:05
Speaker
What we built for 10 years for me, I think 15 years for Raul, was that.
00:12:10
Speaker
We were all about leverage.
00:12:11
Speaker
We were all about J. Paul Getty's statement of, I'd rather have 1% effort of 100 people than 100% of my own.
00:12:17
Speaker
Scaling this out, helping people.
00:12:19
Speaker
So that's when we came into this model, we were playing chess.
00:12:23
Speaker
We had the end in mind.
00:12:25
Speaker
And we knew to scale that, we need to be able to bring value to the people we recruit.
00:12:29
Speaker
We need to be able to have a home that people don't have the rug ripped out from underneath them, that companies don't bankrupt.
00:12:35
Speaker
I even experienced it here.
00:12:36
Speaker
I didn't know that was a thing until we started selling.
00:12:38
Speaker
And so it's exciting.
00:12:40
Speaker
Like Raul talks about the numbers that I did last year.
00:12:43
Speaker
It gets addicting, you know, as you sell solar, like you sell a deal, like the dopamine hit you get, you're like, oh man, I'm sure it's the same of you guys like to do jujitsu, like you tap somebody out.
00:12:53
Speaker
But it's the same thing, like you close the deal.
00:12:55
Speaker
Yes, we're helping the homeowner, they're saving money, they're putting them in a better position.
00:12:59
Speaker
But then you also made a ton of money and you're like, oh, this is one more on the list and it gets addicting.
00:13:04
Speaker
So, you know, I still remember in the first company I was with,
00:13:08
Speaker
I had a $70,000 a month and I had never made that money, even as a VP in our other company.
00:13:14
Speaker
And I remember telling my wife, it's close to a hundred.
00:13:17
Speaker
Let me just do a hundred next month.
00:13:19
Speaker
And so then my wife, she made this sheet, this tracker, this thermometer, a hundred K thermometer.
00:13:25
Speaker
I would come home.
00:13:26
Speaker
I wouldn't even care about the deal or the commission.
00:13:28
Speaker
It would be about that tracker.
00:13:30
Speaker
We'd fill it in and it'd go up and up and up.
00:13:32
Speaker
And then I hit the hundred K and it's like, I made a hundred K in a month.
00:13:35
Speaker
And then it got to the point where I would fill out two thermometers in a month.
00:13:38
Speaker
And then three thermometers, like working on getting one filled out.
00:13:42
Speaker
And then you look up, you're like, oh, I sold 100 deals for the month.
00:13:45
Speaker
And you're like, dude, this is nuts what's happening.
00:13:47
Speaker
But it just gets addicting.
00:13:48
Speaker
So last year, the objective was to be the standard, to be the bar, because we know respect is earned.
00:13:54
Speaker
It's not given.
00:13:55
Speaker
I feel a lot of leaders in the industry, they're like, I'm a regional.
00:13:58
Speaker
Like you were asking before, like, are you a regional?
00:14:00
Speaker
Like, I feel like people...
00:14:02
Speaker
are like, this is my title and respect me.
00:14:06
Speaker
And it's like, no, it's earned.
00:14:07
Speaker
So go out and drop the deal.
00:14:08
Speaker
That's why we named ourselves a Spartan group.
00:14:10
Speaker
We said like the king is in the front lines of the battlefield showing the reps.
00:14:15
Speaker
Hey, let's go do it.
00:14:16
Speaker
Not you go do it.
00:14:17
Speaker
Let's go do it.
00:14:17
Speaker
Let's go drop these deals.
00:14:18
Speaker
Let's teach people how to do it.
00:14:20
Speaker
So like we were so proud of our squad, the amount of killers we have in our organization.
00:14:26
Speaker
is what gets us the most fired up, man.
00:14:28
Speaker
Like I was bragging about some of our dudes before we started.
00:14:30
Speaker
I was introducing you to some of them.
00:14:32
Speaker
Like we have people that are making a hundred grand in a month on our squad with the deals that they're dropping.
00:14:36
Speaker
Like, of course we have to wait till they all get installed, but it's amazing to see people.
00:14:40
Speaker
Like we have guys that have dropped 30, 40 deals in a month, five deals in a day consistently.
00:14:46
Speaker
And those are things that get us going.
00:14:49
Speaker
That's the whole vision of the Spartan group.
00:14:51
Speaker
We say, we want to build an organization so strong.
00:14:54
Speaker
You don't know who the leader is.
00:14:55
Speaker
because everybody's a leader, everybody.
00:14:57
Speaker
And we're all partners.
00:14:58
Speaker
We don't say you're a manager, you're a sales rep, you're a setter, you're a regional.
00:15:02
Speaker
It's we're all partners.
00:15:03
Speaker
We're all here.
00:15:04
Speaker
And then we actually train them not out of a book or not out of what somebody taught you how to do.
00:15:11
Speaker
One of our mentors growing up, he talked about being the source.
00:15:16
Speaker
He said, when you're the source,
00:15:19
Speaker
you have wisdom and you give this wisdom, this training to, and think of it as like a big bucket of water.
00:15:25
Speaker
Like that's the source or a well, a well of water.
00:15:28
Speaker
And that well fills a bucket.
00:15:30
Speaker
And that bucket is kind of the source, but it's not the exact source.
00:15:33
Speaker
It has wisdom.
00:15:34
Speaker
So that bucket is successful.
00:15:36
Speaker
They can help people, but that bucket can only pour into like maybe a pitcher.
00:15:40
Speaker
And then that pitcher of water pours into a cup and then that into a little teacup.
00:15:44
Speaker
We have a lot of teacups running around telling people, oh, this is how you do it.
00:15:48
Speaker
And they're training and it's not as effective with their reps.
00:15:51
Speaker
So the Spartan group, we're great because everybody gets trained from the source, from the person that's actually doing it.
00:15:57
Speaker
And the results show that.
00:16:00
Speaker
That's so good.
00:16:01
Speaker
Well, yeah, as Tony, that's part of the reason why I still sell every day with doing this podcast.
00:16:06
Speaker
Because for me, I respect people more when they're actually doing the thing.
00:16:09
Speaker
They're not just talking about it.
00:16:10
Speaker
It's not something they did 10 years ago, but they're actually out there doing it on.
00:16:14
Speaker
daily basis and they can like prove their results and prove what they're teaching I mean yeah but yeah for you do you think that was important like was that your plan for the meeting I'm gonna go out and crush a ton of cells so then I can build easier cuz exactly yeah so we we plan that out and you know it reminds me of like Taylor McCarthy too which is well known in the industry he still goes out and does it too he's a trainer but he does it because we know there's there's that saying those who can't they train
00:16:40
Speaker
Like he disproves that too by going out and working.
00:16:42
Speaker
That's why he's so successful as well.
00:16:44
Speaker
We had that mentality.
00:16:45
Speaker
We said, all right, we got to learn these objections.
00:16:48
Speaker
We got to learn how to pitch.
00:16:49
Speaker
We have to learn how to close.
00:16:50
Speaker
We have to understand all the different programs.
00:16:52
Speaker
You know, I've sold not just in California, but I've sold out in Texas and in Illinois and in Florida and in Arizona, wherever we build teams, we fly in and I'll drop deals there to learn, you know, what programs are there.
00:17:04
Speaker
It's different.
00:17:04
Speaker
You know, people say, oh, well, hey, the kilowatt rate is high in California.
00:17:08
Speaker
And of course you sell deals.
00:17:09
Speaker
there haters you know or oh you know it's so easy out here it's like dude like no a winner is a winner wherever they go they're gonna figure it out yeah so yeah we had that we we did it the
Training and Leadership
00:17:20
Speaker
right way we said let's be the example because you can't duplicate something or not i'll use your guys's jujitsu as an example you can't have a white belt train somebody to be a black belt it doesn't exist you gotta be the black belt first if your vision is to have black belts around you you gotta be it so yeah
00:17:35
Speaker
That's how we built it.
00:17:36
Speaker
We've been patient with it.
00:17:37
Speaker
And now the floodgates have been opened.
00:17:40
Speaker
We, our team, man, like I literally lose sleep over it of how many deals like they're dropping and the success they're having.
00:17:48
Speaker
We live vicariously through the successes of our squad.
00:17:50
Speaker
Like they're out there working day in, day out, seeing those numbers drop.
00:17:55
Speaker
It's, it's all part of the plan.
00:17:57
Speaker
And, you know, we,
00:17:59
Speaker
We really believe that it's not about the money.
00:18:01
Speaker
It's about our vision and what we're doing.
00:18:03
Speaker
And the money comes.
00:18:04
Speaker
Like when you're helping enough people get what they want, you're gonna have what you want.
00:18:07
Speaker
And we have that abundant mentality.
00:18:09
Speaker
So like, you know, Raul mentioned, like people come in and they ask for certain things.
00:18:14
Speaker
It's so perfect how we built it.
00:18:16
Speaker
Cause I joined an organization with zero overrides, zero dollars, nothing.
00:18:21
Speaker
I was just an entry-level sales rep.
00:18:23
Speaker
And then I, like, even, you know, we talk about regionals.
00:18:27
Speaker
I did not get a regional override until my thousandth account as an organization was dropped.
00:18:32
Speaker
Then I was given a regional override.
00:18:35
Speaker
And like, you know us, we could have probably finessed getting hooked up.
00:18:39
Speaker
Oh, here's these overrides, earn into it.
00:18:42
Speaker
None of that.
00:18:43
Speaker
None of it.
00:18:43
Speaker
We, oh, to be a manager, get manager overrides, you need to do a hundred deals a month.
00:18:47
Speaker
Boom.
00:18:47
Speaker
A hundred deals a month done.
00:18:48
Speaker
Once you have your thousand deal, you can get this.
00:18:50
Speaker
And we did it.
00:18:51
Speaker
So we did it the right way.
00:18:52
Speaker
And it just feels different.
00:18:53
Speaker
Like when you earn the black belt, like, Hey, I put in the dues.
00:18:55
Speaker
I did it.
00:18:56
Speaker
We're all talks about like some of these different places where they don't respect that and they give them quicker or whatever.
00:19:03
Speaker
You could probably more talk about that, but.
00:19:05
Speaker
We did it the right way.
00:19:06
Speaker
So like we, the foundation is built and, you know, people can tell like when we meet people and I'm sure we'll get into it here, like on even some of the tactics we use to close deals, to help our team close deals.
00:19:19
Speaker
And, you know, it's all, you just can't deny the truth on what's happened.
00:19:24
Speaker
That's so good.
00:19:24
Speaker
Well, I love that too, just because I see in myself that I think I let ego get in the way and tons of people do it where they're letting the title at maybe,
00:19:34
Speaker
You know, company that's not doing great.
00:19:37
Speaker
Like for me, I was running these smaller teams at dealers and just like I mentioned that we had some install issues and all that.
00:19:44
Speaker
But I like kind of overlooked all that.
00:19:47
Speaker
So I'm like, no, no, I'm a manager here.
00:19:48
Speaker
So I'm hanging on to this title.
00:19:51
Speaker
So I was like so resistant to looking at maybe better opportunities because I'm like, oh, I'm not going to go with this company where these guys are having way more success because I'm going to be like bottom of the barrel.
00:20:02
Speaker
I'm not going to be a manager there.
00:20:04
Speaker
And then now I am in a better situation.
00:20:06
Speaker
I'm actually not technically like a manager.
00:20:08
Speaker
I run my squad of guys, but I'm not technically considered a manager right now at my current company.
00:20:15
Speaker
And but like I'm making more money and I'm building my team's already like.
00:20:20
Speaker
I think about the same size.
00:20:22
Speaker
They're a little bit bigger than these management positions I had at other companies.
00:20:27
Speaker
So I think I was kind of like blinded by that.
00:20:29
Speaker
I'm just like, oh, I want to stay.
00:20:31
Speaker
I have all this experience.
00:20:32
Speaker
I run a podcast.
00:20:34
Speaker
I've been in the industry seven, eight years.
00:20:37
Speaker
But like at the same time, I think guys need to look at, okay.
00:20:40
Speaker
Are you surrounded by other guys that are having the $100,000 months?
00:20:43
Speaker
Are you surrounded by other guys that are the killers, the Spartans?
00:20:48
Speaker
Because if you're not, then maybe you should take a look and, okay, is this my ego or is this maybe I should jump into a better situation?
00:20:56
Speaker
But no, I love that.
00:20:57
Speaker
So yeah, for you, Raul, have you been selling from the beginning too?
00:21:01
Speaker
Have you been doing a, did you do 500 deals your first year too?
00:21:05
Speaker
No, not at all.
00:21:05
Speaker
Jason is, to your question earlier, is a, he is a freak.
00:21:10
Speaker
He is.
00:21:11
Speaker
And, you know, he always because.
00:21:14
Speaker
So the objective for us, the way I've always looked at it, I looked at it from a business perspective on the macro level.
00:21:19
Speaker
That's what I want.
00:21:20
Speaker
I want to scale.
00:21:21
Speaker
So, again, because of our background, because of being mixed martial artists, I always view things in that lens.
00:21:27
Speaker
I don't know if you're the same way where, like, all conversations, like, start directly back.
00:21:30
Speaker
It's like, oh, thank you.
00:21:32
Speaker
Dude, it can't help it, you know?
00:21:34
Speaker
Dude, a hundred percent.
00:21:35
Speaker
Like, I mean, I love it.
00:21:37
Speaker
I trained five, six days a week.
00:21:38
Speaker
Like it's an obsession for me because it's a personal responsibility, but I look at solar and I say, okay, they've gotten
Recruitment and Diversity
00:21:45
Speaker
this one aspect of how to build business down, but they're missing all these other elements of it.
00:21:51
Speaker
They're missing the striking.
00:21:53
Speaker
They're missing the submissions.
00:21:55
Speaker
They're missing the tie boxing.
00:21:57
Speaker
They're missing the dirty boxing.
00:21:58
Speaker
They're missing the whole complete packages of business.
00:22:01
Speaker
That's where my obsession is.
00:22:02
Speaker
That's where I'm all in.
00:22:04
Speaker
And because we know how to recruit, if you take a salesperson, right?
00:22:07
Speaker
Any salesperson, and then you could teach them how to build a squad of 50 people, let's use the solar term, setters.
00:22:13
Speaker
They have 50 setters that are now feeding
00:22:16
Speaker
them as the closer that that person can now eat and exponentially grow his business within our organization.
00:22:23
Speaker
And we're supporting it every step of the way.
00:22:25
Speaker
And the fact that solar is not bigger gives me the instant feedback that they don't know how to master the recruiting side of it.
00:22:31
Speaker
Not only the recruiting, but the training.
00:22:33
Speaker
And I have Michael Jordan to train everybody that gets recruited into the Spartan Group.
00:22:37
Speaker
The entire system, all the flights that we've been on, traveling all across the country, recruiting the best, not just solar people.
00:22:43
Speaker
That's another thing that separates us.
00:22:45
Speaker
I go after people who own their own businesses, traditional businesses, roofing, real estate people, insurance brokers, anybody who's already crushing it in life.
00:22:53
Speaker
We say to them, based on your prior success, past success is a good indicator of future performance.
00:22:57
Speaker
We want you to come work with us.
00:22:58
Speaker
Here's what's available in solar.
00:23:00
Speaker
So my conversations cater to business.
00:23:02
Speaker
And then I tell them on the back end, this is the vehicle that we're going to make the money with.
00:23:06
Speaker
Do you want to align with us?
00:23:07
Speaker
This is what we're looking for.
00:23:08
Speaker
They come in.
00:23:11
Speaker
We don't recruit one person.
00:23:12
Speaker
We recruit teams.
00:23:14
Speaker
We're bringing 40 people, 50 people, 75 people.
00:23:17
Speaker
We're not going to a market to close a deal.
00:23:19
Speaker
We're going there to build distribution in that state.
00:23:22
Speaker
We did an event in Florida, the most recent one that we went on, they had 55 people in the room the second we got off the plane.
00:23:28
Speaker
These are all traditional business owners that are crushing it.
00:23:31
Speaker
They weren't existing solar people.
00:23:33
Speaker
And you want to know what I love about it?
00:23:34
Speaker
In my personal opinion, you get to train them the right way from the beginning.
00:23:38
Speaker
They don't come with their preconceived ideas of how it should look or here's what I did here.
00:23:42
Speaker
It reminds me of those guys who come in, I'm a undefeated street fighter and then you beat the shit out of them and it's like,
00:23:48
Speaker
Dude, congratulations, you're an undefeated street fighter, but I just made you tap so many times that your hand is raw.
00:23:55
Speaker
So I'm not impressed with what you did.
00:23:58
Speaker
I'm telling you here, when you're brand new and you have already a killer mindset, you're bringing that skillset of being a raw wrestler going into Jiu Jitsu, for example, those are the best people to work with.
00:24:08
Speaker
In my experience, it's actually not people who already come with their preconceived ideas and they're coming like Jason says with their, this is what I've done.
00:24:16
Speaker
Bro, so what?
00:24:17
Speaker
It doesn't matter.
00:24:18
Speaker
And just like the mats, the mats don't lie.
00:24:21
Speaker
That's the beauty of jujitsu.
00:24:22
Speaker
Somebody could tell me how great they are, how this, and Joyce Gracie said it.
00:24:26
Speaker
All a black belt does is cover two inches above your butt.
00:24:28
Speaker
That's it.
00:24:29
Speaker
It is.
00:24:30
Speaker
Belt doesn't matter.
00:24:31
Speaker
That's the same thing here.
00:24:32
Speaker
So what we base everything on is numbers.
00:24:34
Speaker
Let's see what your numbers say and reflect.
00:24:36
Speaker
And if people come in here, they're humble.
00:24:38
Speaker
This gentleman goes in and trains them on how to be the highest level killer.
00:24:43
Speaker
Like.
00:24:44
Speaker
This is such a beautiful situation that we've created and a symbiotic relationship with everybody we align with.
00:24:50
Speaker
We don't just want people to come in and close solar deals.
00:24:52
Speaker
If they have an existing business, we will 10X their existing business as well.
00:24:56
Speaker
That's the objective.
00:24:57
Speaker
If they have a roofing company, watch how many more roofing deals you get by working with us.
00:25:02
Speaker
Whatever they do, they will see value in aligning with us.
00:25:05
Speaker
We have an entire system that we go into on how we do that, but we do keep it exclusive to the Spartan Group.
00:25:10
Speaker
We do nationals every 90 days or so, the next one coming up in Vegas in August.
00:25:15
Speaker
It's by invite only, and we do work with our specific team.
00:25:18
Speaker
He's been asked, no exaggeration, bro, people to do a ride along willing to pay him 25 grand for a ride along.
00:25:25
Speaker
And Jason says, no, the only people that Jason will spend time with are the people who work directly with us.
00:25:31
Speaker
That's it.
00:25:32
Speaker
And that just goes to show it's not about the money.
00:25:35
Speaker
They've offered him vacations.
00:25:36
Speaker
I've seen all this real time, like what they're willing to do so they can learn how he's doing what he's doing.
00:25:41
Speaker
And our objective is simple.
00:25:42
Speaker
If you want to learn the way that it's getting done, you work with us.
00:25:47
Speaker
No different than jujitsu.
00:25:47
Speaker
Imagine somebody coming into your academy and saying, can you teach me everything, but I don't want to work with your specific academies.
00:25:52
Speaker
We don't view it that way.
00:25:53
Speaker
Join the academy.
00:25:54
Speaker
We will tell you everything that we know.
00:25:56
Speaker
We'll pour into you and make you a world champion.
00:25:58
Speaker
No problem.
00:25:58
Speaker
That's the objective.
00:25:59
Speaker
Like that's it.
00:26:00
Speaker
Man, we should charge people like 50 grand just to listen to this podcast.
00:26:04
Speaker
They can't even come chat.
00:26:06
Speaker
That's valuable.
00:26:07
Speaker
Well, that's crazy, man.
00:26:08
Speaker
Well, I'm just thinking to myself, like 500 deals.
00:26:10
Speaker
So we'll get into that a little bit here because I know this is the meat and potatoes that people are going to want to hear.
00:26:16
Speaker
But like how do you even have time to grow?
00:26:18
Speaker
So were you kind of like selling, Jason, and then you were growing things on the side?
00:26:22
Speaker
Because like I'm just thinking in my head.
00:26:24
Speaker
Yeah, so five deals in a week.
00:26:26
Speaker
I feel like I'm pretty busy closing five deals in a week.
00:26:28
Speaker
So it's like...
00:26:30
Speaker
Yeah, for sure.
00:26:32
Speaker
So we really, as Raul mentioned, started recruiting in October.
00:26:37
Speaker
The last quarter of the year is when we really started recruiting.
00:26:40
Speaker
And really, I was done selling by October.
00:26:45
Speaker
But then our company, the, let's see, who was it?
00:26:48
Speaker
I'm trying to think of their title.
00:26:50
Speaker
I think it was the CRO.
00:26:51
Speaker
Yeah, it was.
00:26:52
Speaker
It was the chief revenue officer of the company.
00:26:54
Speaker
He said, hey, we're doing a big company-wide competition.
00:26:59
Speaker
Can you go win it?
00:27:00
Speaker
Can you do us a favor and win it?
00:27:01
Speaker
They didn't want these other people to win.
00:27:03
Speaker
Because you know that some companies have different dealers.
00:27:05
Speaker
They're like, we need somebody from your guys' dealer to win.
00:27:08
Speaker
And I'm like, oh, yeah.
00:27:09
Speaker
All right, I'll do it.
00:27:11
Speaker
So then that's when I sold in November and December.
00:27:13
Speaker
So then it was more.
00:27:14
Speaker
I think I was at like 400 something and then worked in November and December because I was recruiting.
00:27:20
Speaker
We were focused on flying around, recruiting, expanding.
00:27:23
Speaker
But yeah, the 500 deals.
00:27:24
Speaker
I know a lot of people.
00:27:26
Speaker
I've talked to veterans and they're like, oh, BS, like, oh, you can't do that.
00:27:30
Speaker
And it reminds me of the four minute mile, right?
00:27:32
Speaker
Like I'm sure when Roger Bannister did it, I ran a four minute mile.
00:27:35
Speaker
People are like, no, you didn't.
00:27:36
Speaker
No, your heart would explode.
00:27:37
Speaker
And then everybody starts doing it.
00:27:40
Speaker
The proof of what we did is so apparent because we have people on our team that are already over 100 deals for the year and they're doing the same strategies that I utilize.
00:27:51
Speaker
So kind of what Raul was talking about, we are
00:27:54
Speaker
The way I see it in solar, you have a few mechanisms to sell a deal, right?
00:27:58
Speaker
You have the setter-closer model where you'll have door knockers.
00:28:01
Speaker
You can self-gen knock yourself, which I've done.
00:28:03
Speaker
You could buy leads.
00:28:05
Speaker
There's several companies.
00:28:06
Speaker
You can go buy leads.
00:28:07
Speaker
That's a whole different game.
00:28:09
Speaker
They're shopping you, whatever, but that's an option.
00:28:12
Speaker
And then you have referrals where if you're closing deals, not just referrals from your existing solar deals, but referrals from past transactions you've made.
00:28:20
Speaker
And then you have the strategic partnerships that we utilize as well.
00:28:23
Speaker
So we had kind of everything working together to help me drop these deals.
00:28:28
Speaker
So yeah, like I...
00:28:32
Speaker
The 500 deals, I've done 10 in a day, seven in a day.
00:28:36
Speaker
I think my record was 15.
00:28:37
Speaker
And of those 15, it was like eight pitches back to back to back, those eight deals.
00:28:42
Speaker
And then some of them had multiple properties, which all comes into questions we ask when we're closing deals.
00:28:47
Speaker
I've done group closes too, where I'll have like an entire HOA meeting where we'll send, we'll get like a letterhead.
00:28:54
Speaker
You just got to be resourceful with it.
00:28:56
Speaker
There's so many ways to drop deals that people sell solar in such a shallow area.
00:29:02
Speaker
Waters they never get better.
00:29:03
Speaker
I meet veterans who say oh I've been in the door-to-door space for 10 years as no you've been in for one year 10 times You haven't
Building a Legacy in Solar
00:29:11
Speaker
got better.
00:29:11
Speaker
It's like somebody who's I've been doing jujitsu for 10 years Why do you have a white belt because that doesn't differentiate like we're all got his black belt I think in six years and people the first question they ask is oh, how'd you do it so fast?
00:29:22
Speaker
Is it why train six times a week where most people don't do that so?
00:29:27
Speaker
um
00:29:28
Speaker
Yeah, anyways, people don't get resourceful on how to get deals.
00:29:32
Speaker
So a lot of my deals,
00:29:34
Speaker
My philosophy is this.
00:29:36
Speaker
If you close a deal, you should never not close a deal through that person and getting referrals.
00:29:43
Speaker
And sometimes people will say, oh, well, you need the deal to be installed.
00:29:46
Speaker
Well, you don't.
00:29:46
Speaker
That's just beliefs people have that limit them.
00:29:48
Speaker
They're limiting beliefs.
00:29:50
Speaker
So the way like I'll put this on the podcast and again, like we do keep a lot of things close to just our team.
00:29:56
Speaker
But, you know, we're on here.
00:29:58
Speaker
I'll give some things that we do.
00:30:00
Speaker
Yeah.
00:30:00
Speaker
Love it.
00:30:01
Speaker
So, uh, uh, I think the objective of a lot of solar reps is to close a deal, right.
00:30:07
Speaker
To get it installed, to make money.
00:30:09
Speaker
Um, my objective is to get deals through that person.
00:30:13
Speaker
It's one step further.
00:30:14
Speaker
So when we close the deal, we're not done.
00:30:17
Speaker
Like you imagine, like somebody wouldn't get the utility bill, show a design and then start dancing and run out of the house.
00:30:23
Speaker
They're going to close the deal.
00:30:25
Speaker
That's where it stops for them.
00:30:27
Speaker
For me, I'll say things in the pitch like, hey, today, my objective is not to sign you up for solar and I'll plant seeds.
00:30:33
Speaker
I know that's going to happen.
00:30:34
Speaker
This is a no brainer.
00:30:35
Speaker
You're going to be fired.
00:30:35
Speaker
That's already like money.
00:30:36
Speaker
They're going to be whoa.
00:30:37
Speaker
Okay.
00:30:38
Speaker
Assume the clothes.
00:30:39
Speaker
But I'll say, look, my objective is to give you a world class experience so you feel confident and comfortable referring me to all your friends and family, your neighbors, everybody, and I'm the best.
00:30:49
Speaker
And you're giving this confidence to the person.
00:30:51
Speaker
I'm the best.
00:30:52
Speaker
I'm going to take care of everybody you know.
00:30:53
Speaker
Put me to the test.
00:30:54
Speaker
Get me in front of your uncle, get me in front of your brother, get me in front of your sister, and I guarantee I'll sign them up.
00:30:59
Speaker
You see there's value for you here.
00:31:01
Speaker
You're going from, you're in San Diego, SDG&E, to this fixed payment with Everbright or Enfin, whatever.
00:31:08
Speaker
You see the value in this.
00:31:09
Speaker
it's going to make sense for your friends and family.
00:31:11
Speaker
And then I overcome objections on the spot to ensure the referrals.
00:31:15
Speaker
Because if you ask for the referral, why are they not giving it to you?
00:31:19
Speaker
They're not giving it to you because one, they feel uncomfortable with you and they're not going to tell you.
00:31:22
Speaker
Do you remember back in the day, I remember I would go to the gym and they would give you that half piece of paper and it was like, hey, write down 10 names and numbers.
00:31:29
Speaker
Do you know what I would do?
00:31:30
Speaker
I'd be on my phone.
00:31:31
Speaker
Who do I not care about what they think about
00:31:34
Speaker
me oh this dude in math class i don't care about him let me put his name down like because in our heads we're like we care about how we look so homeowners they care about how they're going to look to the people that they're giving you so i i overcome those objections on the spot just like we have art when we close the deal there's art with that so i'll say listen your friend jerry that you refer me they're going to name their next kid
00:31:58
Speaker
your name because they're going to save a fortune.
00:32:01
Speaker
I'm going to hook them up.
00:32:02
Speaker
They're going to love this just like you do.
00:32:04
Speaker
Like I'm telling you, I've never met somebody who tells me no.
00:32:06
Speaker
They're all going to love what we have.
00:32:08
Speaker
It makes sense to you.
00:32:09
Speaker
And then I fear of loss.
00:32:10
Speaker
Here's the reality.
00:32:11
Speaker
If you don't introduce them to me, they're guaranteed going to get knocked on by somebody else and go solar.
00:32:16
Speaker
And you're going to go to their home and you're going to go there for a barbecue and you're going to be crying.
00:32:20
Speaker
They're like, what's going on?
00:32:21
Speaker
Be like,
00:32:22
Speaker
I could have made $1,000 or $2,000.
00:32:23
Speaker
I see you got solar.
00:32:24
Speaker
Who'd you get it with?
00:32:25
Speaker
And so I overcome those things and I get referrals on the spot.
00:32:28
Speaker
And then on top of that, we have touch points that we train.
00:32:32
Speaker
After you close the deal, are you going back two days later when the inspection happens?
00:32:36
Speaker
You can get referrals then.
00:32:37
Speaker
Are you calling them when the blueprints are done and getting referrals then?
00:32:41
Speaker
All of these are opportunities to get referrals.
00:32:43
Speaker
So...
00:32:44
Speaker
my again back to the tangent of what i was saying is if you do the work to close a deal to make a commission it should be even easier for you to continue that by getting somebody from them and so for the solar vets out there that have dropped 100 deals in a year shouldn't it just make common sense that they would have 100 deals the next year through those clients if they just work there and i play games with myself where i'm like if i could never knock another door if i could never buy a lead if i could never
00:33:11
Speaker
meet a new person, and I only had my Rolodex of clients that I've sold, would I be able to continue selling solar?
00:33:19
Speaker
And if you can't do that, you're going to be stuck on the doors forever.
00:33:23
Speaker
You're going to be stuck buying leads forever.
00:33:25
Speaker
And that's being a professional.
00:33:27
Speaker
That's what a lot of realtors do, right?
00:33:28
Speaker
They have, oh, referrals only.
00:33:31
Speaker
And the best hairstylist in the world.
00:33:32
Speaker
Well, they say, oh, no walk-ins.
00:33:34
Speaker
Referrals only.
00:33:35
Speaker
I'm booked.
00:33:36
Speaker
That's kind of the premise of a lot of those deals.
00:33:40
Speaker
Yeah, I love that.
00:33:41
Speaker
Yeah, we just did a referral boot camp actually in Utah a couple months back.
00:33:47
Speaker
But yeah, just because that same reason.
00:33:48
Speaker
It's just like so much easier to get a deal when it's a referral.
00:33:52
Speaker
So much easier to close.
00:33:53
Speaker
Dude, the pitch is way easier.
00:33:54
Speaker
Yeah, and then it's just like, I don't know.
00:33:56
Speaker
It just seems like there's better ways of getting referral because I'm from the...
00:34:00
Speaker
typical door-to-door industry right came from pest control we never asked for referrals we just sell the guy on the spot that's crazy and then like no all the companies i was with even at solar they didn't train on anything like that yeah because they don't know how they've never done it you again you can't train somebody to be a black belt if you're a white buff you don't know these things and like for us i see you jumping out of your chair that you want to okay
00:34:25
Speaker
Like for us, the referrals, I'm telling you, when you're talking about like you're doing a referral bootcamp, I'm not even joking.
00:34:33
Speaker
I have closed deals.
00:34:34
Speaker
I'm sure people who have been selling solar have had a few of these on accident, maybe if they're not intentional about it.
00:34:39
Speaker
And it's the easiest thing ever.
00:34:41
Speaker
I've walked into homes and the guy will say, hey, John told me to sign with you.
00:34:47
Speaker
How much is it?
00:34:48
Speaker
And it's like, oh, it's 220 a month.
00:34:50
Speaker
Oh, sign me up.
00:34:52
Speaker
And there's no pitch, nothing.
00:34:53
Speaker
Like no design show, nothing.
00:34:55
Speaker
No iPad, I've closed deals, no iPad, nothing.
00:34:57
Speaker
Just like, oh, we're signing you up.
00:34:58
Speaker
All right, give me a second here.
00:34:59
Speaker
Let me send these docs.
00:35:01
Speaker
And I've gone like, I did this in our last training at our national event.
00:35:04
Speaker
I had the pictures because people are visual and it showed, and it's so funny.
00:35:09
Speaker
Like I feel like ethnic, ethnic,
00:35:11
Speaker
ethnicities people uh like their network is mostly their ethnicity too so like i signed up this asian dude in fullerton and i kid you not i had a picture of 12 layers through that guy like that guy referred me to somebody who referred me to somebody and i'm 12 people down and the people don't speak english i'm there and i closed this deal i had the recordings of it i showed it i kid you not i'm just i have the numbers i'm like this and they're like show the picture
00:35:39
Speaker
Yeah.
00:35:40
Speaker
Yeah.
00:35:40
Speaker
And they signed up, but it was, it was so easy.
00:35:42
Speaker
I showed them 11 selfies of all these people that I had closed.
00:35:45
Speaker
Like, yeah, yeah.
00:35:47
Speaker
Mr. Kim sent me and they're like, okay.
00:35:49
Speaker
And they sign up.
00:35:50
Speaker
So that's a lot of our deals and, and working smarter, not harder like that is going to help you run circles around people.
00:35:57
Speaker
So I have that.
00:35:58
Speaker
And through doing this, man, I have gold mines in my phone.
00:36:02
Speaker
If there's ever a competition or somebody's beating me and they start talking smack, I have people I can call that are like my referral honey holes.
00:36:10
Speaker
And I'll be, I have this guy, Min, and I'll call him.
00:36:13
Speaker
I'll be, Min, I need a favor, man.
00:36:14
Speaker
Like, I need some referrals.
00:36:16
Speaker
I need some stuff.
00:36:17
Speaker
Like, I got my schedule for tomorrow.
00:36:18
Speaker
Can you pack me out?
00:36:19
Speaker
And he's influential.
00:36:20
Speaker
He's a business owner.
00:36:21
Speaker
He's successful.
00:36:21
Speaker
He's like, no problem.
00:36:22
Speaker
I'm like, yeah, I'm going to help you make like 10 grand this week.
00:36:24
Speaker
Like, give me referrals.
00:36:25
Speaker
Boom.
00:36:25
Speaker
I have a bunch of those people on speed dial that I could call.
00:36:28
Speaker
So that's one aspect of the deals.
00:36:30
Speaker
Another part of the deals is the pitch ratio.
00:36:33
Speaker
A lot of people say, oh, how are you doing hundreds of deals a year?
00:36:36
Speaker
Well, a lot of those people that work hard are actually pitching hundreds of times, but they just suck.
00:36:41
Speaker
I don't know.
00:36:42
Speaker
That might be too harsh on the call here, but it's just the reality, right?
00:36:45
Speaker
Like if you're not closing the majority of your deals, that's feedback that...
00:36:50
Speaker
You're there's always levels like like of those 500 deals.
00:36:54
Speaker
I closed over 95% of the people that I pitched that I'm with because we help create the frame of the reality.
00:37:01
Speaker
If you don't do this, you're going to get railed from the utility.
00:37:05
Speaker
You're renting your power forever.
00:37:06
Speaker
That is not a good thing.
00:37:07
Speaker
And we make sure we hit those pain points.
00:37:10
Speaker
I'll mention this too in our in our pitch.
00:37:14
Speaker
like to break it down to the foundation, as we say, we create massive pain, the biggest pain points we can.
00:37:20
Speaker
And we do that when we kill the bill, right?
00:37:22
Speaker
We're talking about inflation.
00:37:23
Speaker
We're talking about it never ending.
00:37:24
Speaker
We're talking about blackouts, about how laws changed, massive pain.
00:37:28
Speaker
And then we're talking about urgency.
00:37:31
Speaker
These programs can end.
00:37:32
Speaker
The funding can end.
00:37:34
Speaker
Laws can change.
00:37:35
Speaker
And so with the pain and urgency, and then we give the value, the payments $140.
00:37:39
Speaker
And you have to sell like this in some markets too, that aren't California.
00:37:43
Speaker
where the payment's actually more for solar than it is for their utility.
00:37:47
Speaker
And we sell there too with this same dynamic.
00:37:51
Speaker
But it's like getting skillful to where we call it masterful closing, where you're closing more times than not.
00:37:57
Speaker
And I feel that's why a lot of people leave the solar industry because
00:38:00
Speaker
You know, it's crazy.
00:38:00
Speaker
Like for us, right?
00:38:01
Speaker
We're selling.
00:38:01
Speaker
It's like, why would anybody ever leave?
00:38:03
Speaker
And it's like a lot of problems can be installers or bankruptcies or not getting paid.
00:38:07
Speaker
But a big, big problem is people think this is pie in the sky money and that it's just effortless.
00:38:13
Speaker
You have to be skilled going into these homes.
00:38:15
Speaker
You have to know how to hit these hot buttons to get somebody to move into action.
00:38:20
Speaker
So that also helps with the amount of deals we close.
00:38:22
Speaker
Yeah.
00:38:23
Speaker
And then we're all touched on our strategic partnerships.
00:38:25
Speaker
I feel like that is another part of our secret sauce is we are bringing value and influence to these businesses.
00:38:35
Speaker
And it's something that we've been doing for a decade in our previous company.
00:38:38
Speaker
I can't tell you the amount of business owners we've worked with that have...
00:38:42
Speaker
have networks and employees and businesses, we find a way to have a symbiotic relationship with them where we're asking discovery questions.
00:38:51
Speaker
We're saying, how many roofs did you do?
00:38:53
Speaker
Oh, you did 400 roofs for the year.
00:38:54
Speaker
How would you like to do a thousand roofs this next year?
00:38:57
Speaker
Well, we can help train get that done.
00:38:59
Speaker
What roofing business owner would say no to that?
00:39:01
Speaker
They're going to say, oh yeah, teach us how to do that.
00:39:04
Speaker
And we're going to give them some of our referral sauce, how we get referrals on the spot, get more referrals from them.
00:39:09
Speaker
We'll tell a roofer, hey, listen, if you're good at your job, when you get a client, you put yourself out of business for 40 years.
00:39:17
Speaker
You're not going to make another dime off of that client for 40 years.
00:39:20
Speaker
Would you like to double your money?
00:39:22
Speaker
We're going to help you get deals.
00:39:23
Speaker
And so we and then it's a blood of influence.
00:39:26
Speaker
Like there's not one business owner that Raul and I sit in front of.
00:39:30
Speaker
that doesn't partner with us because it's undeniable value.
00:39:33
Speaker
And that's also why it's so special what we have, because I'm not a solar sales guy.
00:39:38
Speaker
And people say, oh man, you sell solar?
00:39:40
Speaker
Yeah, I do.
00:39:41
Speaker
But we're business owners.
00:39:42
Speaker
Like we're building business.
00:39:43
Speaker
We're recruiters.
00:39:44
Speaker
We...
00:39:45
Speaker
I'm a chameleon.
00:39:46
Speaker
I can be a solar sales guy, but we're also going to recruit.
00:39:49
Speaker
And it's the same thing.
00:39:50
Speaker
It's all influence.
00:39:51
Speaker
Even in the home, we tell people you're either influencing the homeowner or the homeowner's influencing you.
00:39:56
Speaker
And we come in with conviction.
00:39:57
Speaker
We come in charismatic, sharp as a tack, expert in our field, like Jordan Belford says, and we're there influencing these homeowners.
00:40:04
Speaker
Well, we influence the insurance agents and the mortgage brokers and the electricians and the roofers to give us their book of business.
00:40:11
Speaker
Right.
00:40:11
Speaker
So now think of in a year, you close every person you get in front of, you're getting referrals from every person you're closing and you have roofing companies, insurance companies giving you their contacts.
00:40:24
Speaker
Of course, you're going to drop five deals a day when you're working, you know, like, and I really feel it would have been more deals last year if I didn't have a wife and my two beautiful daughters and, and I wasn't recruiting and I wasn't on those flights.
00:40:37
Speaker
I'm trying to do this, man.
00:40:39
Speaker
Yeah.
00:40:40
Speaker
So I say we're cursed, man.
00:40:41
Speaker
It's not Patrick, but David, he said it best.
00:40:43
Speaker
He said, you know, when people went, most people it's about the money.
00:40:46
Speaker
Yeah.
00:40:46
Speaker
Right.
00:40:46
Speaker
And he said, when you find somebody who makes money and they don't slow down, they double down, you know, it was never about the money.
00:40:54
Speaker
It's not about the money for us.
00:40:55
Speaker
It's about being the best.
00:40:57
Speaker
It's about getting the rings.
00:40:58
Speaker
It's about helping other people.
00:41:01
Speaker
And so we're cursed, man.
00:41:02
Speaker
Like this is our hobby.
00:41:03
Speaker
People ask me, what's your hobby?
00:41:04
Speaker
And I, I, at least we all can say jujitsu.
00:41:06
Speaker
Yeah.
00:41:08
Speaker
I'm like, uh, TSG, that's my hobby.
00:41:11
Speaker
Like, this is what we do.
00:41:12
Speaker
That's why Raul doesn't have 500 deals.
00:41:15
Speaker
Yeah.
00:41:16
Speaker
And into his thing, like we work so well together because listen, before the 500 deals, Raul and I did the same thing.
Support Systems and Competitions
00:41:23
Speaker
We were brothers in an industry that had mutual respect because we did the same thing.
00:41:28
Speaker
He was out in Chicago.
00:41:29
Speaker
I was here in Cali and we did the same thing.
00:41:32
Speaker
So when we came here, it's like, hey, how can we divide and conquer?
00:41:35
Speaker
How can we master multiple things at one time?
00:41:38
Speaker
So I'm here working on the sales side.
00:41:40
Speaker
He's working on the expansion and systems.
00:41:42
Speaker
And my wife, who's the COO of our company with operations, figuring out our websites, figuring out our resources, our documents to help people, we all divide and conquer.
00:41:51
Speaker
And it just happens to make me look really good because in the solar space, people are like, oh, these deals.
00:41:56
Speaker
But it's not just me.
00:41:57
Speaker
There's an incredible team of people behind me.
00:41:59
Speaker
We have people that run pipeline that help with these deals getting installed.
00:42:03
Speaker
We have people that run with tickets that pop up on projects.
00:42:05
Speaker
We have people that help me with certain things that I need going to site survey.
00:42:09
Speaker
So I do get a lot of the praise and the credit.
00:42:12
Speaker
But the reality is there's so many people like there's.
00:42:15
Speaker
Behind any person who's successful, there is a team behind them that are, you just have the spotlight.
00:42:20
Speaker
So like I try to be humble with it because without the squad, it would be impossible.
00:42:24
Speaker
Like without, like I have somebody who sets my schedule who helps with these things.
00:42:27
Speaker
So people see the number for the number, but it's not just me.
00:42:31
Speaker
So there's people that are in there, you know, helping it.
00:42:34
Speaker
So that's where Raul comes in.
00:42:35
Speaker
And that's why we've scaled to how we've scaled.
00:42:38
Speaker
And he helps protect my time and help create the space.
00:42:40
Speaker
And like even set this podcast up with you.
00:42:42
Speaker
There's,
00:42:43
Speaker
It's just so perfect and people aren't used to it in this space.
00:42:47
Speaker
So I've heard it a lot of times.
00:42:48
Speaker
Well, how many deals is Raul selling?
00:42:49
Speaker
And it's like, well, how many burgers is Ray Kroc flipping?
00:42:51
Speaker
Like how many deals is the CEO of a company selling?
00:42:55
Speaker
They're not selling.
00:42:56
Speaker
It's like rules for the, but not for me.
00:42:57
Speaker
And so we built this.
00:42:59
Speaker
And it's just something nobody's ever seen.
00:43:01
Speaker
I know you're.
00:43:01
Speaker
Yeah.
00:43:03
Speaker
Well, just like system.
00:43:04
Speaker
Yeah, you can chime in, too.
00:43:05
Speaker
But like I was going to say and then let real have the mic.
00:43:08
Speaker
But like there's only one person I know that's done numbers close to this.
00:43:12
Speaker
You might have heard of him.
00:43:13
Speaker
It's a Ricardo Richie buddy of mine that I sold with.
00:43:17
Speaker
He did, I think, four hundred fifteen deals in here.
00:43:19
Speaker
But I saw him and we had a big team of setters and all that.
00:43:23
Speaker
So he didn't have time to like ask for referrals or get referrals because he's got like eight, seven, eight appointments on his calendar every day.
00:43:30
Speaker
So it's like on to the next one, on to the next one.
00:43:33
Speaker
So maybe both you can speak to that.
00:43:34
Speaker
I would imagine it takes like a lot of systems to set these up and like planning.
00:43:38
Speaker
Yeah.
00:43:38
Speaker
Like if you're doing that many deals.
00:43:40
Speaker
First of all, that's phenomenal that that dude did that much.
00:43:43
Speaker
And you know what's great is when I hear that.
00:43:45
Speaker
So some of you already know that I run my own door to door sales team here in San Diego.
00:43:50
Speaker
And as we are gearing up for the summer, I realized if we do the same thing we always did, we're going to get the same results.
00:43:57
Speaker
But if I want to increase my deal flow, I need to do something different to get an advantage.
00:44:01
Speaker
Then we discovered an app called Solar Scout, but it's not a door knocking app.
00:44:06
Speaker
It's a data platform that shows us who is likely to go slower in our market.
00:44:10
Speaker
It shows us who has previously applied for solar but later canceled the deal, who has moved in recently, and even how much electricity the homes are using in a given neighborhood.
00:44:20
Speaker
It's been working for a lot of teams across the country, and now I'm on board too.
00:44:24
Speaker
I'm going to be one of the first to use SolarScout in San Diego, so I decided to partner up.
00:44:28
Speaker
But I told them, hey, I'm going to talk about SolarScout on my show.
00:44:32
Speaker
You need to give my listeners a great deal.
00:44:34
Speaker
And they did.
00:44:35
Speaker
So go to solarscout.app forward slash Taylor and book a demo with them and you'll get 10% off your first month when you sign up.
00:44:44
Speaker
That's solarscout.app forward slash Taylor.
00:44:48
Speaker
Okay, back to the show.
00:44:49
Speaker
Like I don't hate.
00:44:50
Speaker
I'm like, dude, that's amazing.
00:44:51
Speaker
I'd love to meet that guy.
00:44:53
Speaker
Yeah, the most amount of setters I've ever had is two guys.
00:44:59
Speaker
But I guess if you take a strategic partner, they are a setter, right?
00:45:02
Speaker
Like a roofing company is a setter.
00:45:04
Speaker
We're just doing it through multiplication.
00:45:05
Speaker
The HOA board meeting was a bunch of setters who got these people.
00:45:10
Speaker
And yeah, I do have a team that helps with it's still the majority of us recruiting or influencing those people.
00:45:17
Speaker
But yeah, it is very time consuming, setting those schedules, making sure that we can make the commutes, that we can.
00:45:22
Speaker
Some of these deals are through Zoom.
00:45:24
Speaker
Some of these deals were hopping on flights.
00:45:25
Speaker
I remember the competition, for example.
00:45:28
Speaker
Let's talk about that for a second.
00:45:29
Speaker
So our company is one of the biggest installers in the entire nation.
00:45:35
Speaker
And they have a lot of dealers.
00:45:37
Speaker
And so they ran this competition and it was first place gets a Tesla.
00:45:41
Speaker
And so we won.
00:45:42
Speaker
We won the Tesla.
00:45:43
Speaker
But I remember calling Raul and I'm like, dude, I think I'm going to have to sell in November and December.
00:45:49
Speaker
And he's like a chess man thinking 10 steps.
00:45:51
Speaker
He's, oh, perfect.
00:45:52
Speaker
Yeah, I'm going to help you set it up.
00:45:53
Speaker
Like, come out to Chicago.
00:45:55
Speaker
We're going to kill it.
00:45:55
Speaker
Like, let me figure this out.
00:45:57
Speaker
And I've never been to Peoria, Illinois, ever.
00:46:00
Speaker
Like, I went there and I felt like I went back in time, man.
00:46:02
Speaker
Like, you see, like, a bunch of farms, a bunch, like, you can get the picture.
00:46:07
Speaker
I'm there and I had no time to eat.
00:46:10
Speaker
I didn't eat.
00:46:12
Speaker
And like for the day, like people might seem like, oh, he eats, but like, no, I didn't get to eat then.
00:46:17
Speaker
We were working and we had like a farm deals and like talk about like being resourceful.
00:46:24
Speaker
I pivoted my whole pitch, made it up.
00:46:26
Speaker
I'm like, Hey, look at, you know, the government here, they don't, they they're making it hard for you to stay a farmer.
00:46:31
Speaker
I'm even getting a southern accent.
00:46:32
Speaker
The government, they're not really helping you out here.
00:46:35
Speaker
We're going to really take care of you.
00:46:37
Speaker
Howdy, y'all.
00:46:38
Speaker
Anyways, we're talking to these guys, and I'm telling them, look, you own your farm, you own your guns, you own your car, you want to own your power.
00:46:45
Speaker
These utilities are going up.
00:46:46
Speaker
But anyways, the point was, Raul helped me win that competition.
00:46:51
Speaker
We met a farmer.
00:46:52
Speaker
who owned the most land in Peora, Illinois.
00:46:56
Speaker
The most land, like 5,000 acres, like something nuts.
00:46:59
Speaker
It might have even been bigger.
00:47:01
Speaker
And so we signed up like 60 of his farms on the spot, all these deals.
00:47:06
Speaker
And yeah, like those are also ways that you just get lucky through the hard work when you're talking with business owners and putting yourself in these positions.
00:47:18
Speaker
But yeah, that was in December.
00:47:19
Speaker
Wow.
00:47:20
Speaker
So yeah, like there is a lot of support.
00:47:22
Speaker
There is a lot of back-end support of dropping those deals.
00:47:25
Speaker
Yeah, that's crazy.
00:47:26
Speaker
Well, how come, did you have a goal to hit 500 deals?
00:47:29
Speaker
Was that the goal?
00:47:30
Speaker
No, no.
00:47:30
Speaker
So the goal was 400.
00:47:31
Speaker
The goal was 400 and I hit it.
00:47:33
Speaker
So it was like, yeah, let's do 100 a quarter.
00:47:37
Speaker
And so then I felt like, hey, if I hit this sooner, I could be done.
00:47:40
Speaker
And it's funny because some of the VPs in our company, I told them I'm going to hit 400.
00:47:44
Speaker
So I hit it and I was chilling.
00:47:46
Speaker
Some referrals would come in.
00:47:47
Speaker
So I think I was at like...
00:47:50
Speaker
430 by the time i was done um and then we started recruiting and when i when i mean flying around we were on back-to-back flights every day like we would not see our kids like people see what's built and they don't realize like the sacrifice that goes into it like i have a five-year-old daughter one-year-old daughter um you know a wife role as well has three kids and a wife and like we
00:48:12
Speaker
We were in El Paso, Texas, from El Paso to Florida, from Florida to Peoria, Illinois.
00:48:18
Speaker
From Peoria, we went into his hometown, Chicago, but not to hang out with his family, to recruit, and then to Arizona, and then to Southern Kelly, to Northern Kelly, to Nevada.
00:48:27
Speaker
And then the circuit continues.
00:48:29
Speaker
We go again, and then Texas, and then Houston.
00:48:32
Speaker
And so we were doing that.
00:48:34
Speaker
And it was just sharing the message, spreading the word.
00:48:36
Speaker
It's like, hey, this is what we're about.
00:48:38
Speaker
We are looking for strategic partners.
00:48:40
Speaker
We're looking for people.
00:48:42
Speaker
You don't have to have a solar background.
00:48:44
Speaker
We will train you.
00:48:45
Speaker
We will help you do this.
00:48:46
Speaker
And so it was just our mission.
00:48:48
Speaker
Like we're looking for people who are looking for us.
00:48:50
Speaker
We're looking for people that want more out of their life.
00:48:53
Speaker
Like it's such an authentic come from that we have.
00:48:57
Speaker
Which is so great in this space.
00:48:59
Speaker
I feel like a lot of times people are about the money like, hey, let's go and make money.
00:49:03
Speaker
How can we make more money off of our team?
00:49:05
Speaker
We make very little off of our squad.
00:49:07
Speaker
We make up and that like comes from from the top of our company where it's like if we can give our reps the best pay, we can get them the best situation where they don't have to compromise.
00:49:18
Speaker
Yeah.
00:49:19
Speaker
Giving the homeowner a good deal and also making a commission because you have these red lines where managers are making sure they're getting their cut first before a rep gets paid.
00:49:28
Speaker
We don't have any of that.
00:49:29
Speaker
We're making sure that people can get paid.
00:49:32
Speaker
And so it's just so authentic.
00:49:33
Speaker
We're like, we want to, we want people to win.
00:49:35
Speaker
We want to help people.
00:49:36
Speaker
And so it's why we don't get burnt out.
00:49:38
Speaker
Like we can just go, it's why we joke around and say we're cursed.
00:49:40
Speaker
Like we'll just work seven days a week.
00:49:42
Speaker
Because it's such a window of time that may not be here in the future, right?
00:49:47
Speaker
Like solar has this run.
00:49:49
Speaker
There is going to be a time.
00:49:50
Speaker
And I tell our team this.
00:49:51
Speaker
Do you realize in five years, maybe 10 years, every home might have solar on it.
00:49:56
Speaker
Like here in California where we're at, it's mandated that new buildings have to have it.
00:49:59
Speaker
So eventually...
00:50:01
Speaker
There will be no solar to put on homes.
00:50:04
Speaker
And this gives the urgency for people to sell.
00:50:06
Speaker
It's like, can somebody make money with Edison now?
00:50:09
Speaker
Like it's already all the telephone, all the electrical wires and poles are up already.
00:50:14
Speaker
Like that money has been made.
00:50:15
Speaker
Now this is the gold rush.
00:50:17
Speaker
This is the shift of wealth in the energy industry.
00:50:20
Speaker
And it's for our generation.
00:50:21
Speaker
It's for 2020 to 2030.
00:50:24
Speaker
Who knows if it'll be here later.
00:50:26
Speaker
And so today is the day that we go hard.
00:50:29
Speaker
So we...
00:50:29
Speaker
And our wives are great, man.
00:50:31
Speaker
Like my wife works with us.
00:50:32
Speaker
And not just this, but like with the kids, like we have such great support systems for us to be able to do what we're doing.
00:50:40
Speaker
And, you know, it's a blessing.
00:50:43
Speaker
And we attract people that are doing the same thing.
00:50:45
Speaker
So we're all in that window of time.
00:50:47
Speaker
But anyways, I've been talking a lot.
00:50:48
Speaker
I was going to say, they better be bought in other ways.
00:50:50
Speaker
Probably wouldn't have wives by now.
00:50:52
Speaker
Yeah.
00:50:54
Speaker
That's good.
00:50:55
Speaker
But yeah, so something I always ask people, because you guys have grown a ton, sounds like, and opened a lot of new offices, a lot of new areas.
00:51:02
Speaker
So I've been with companies just where they try to expand, but then they don't have, I don't know, good leadership in those places, or just like, you know, a bunch of new guys that don't know what they're doing.
00:51:13
Speaker
So I'm curious with you guys, like how are you able to start new offices and new locations without everything like crashing and burning with when you guys are in all the places at once?
00:51:23
Speaker
What's been your like secret to be able to do that?
00:51:26
Speaker
I believe that to answer that question, I will.
00:51:30
Speaker
One of the things, the focus is.
00:51:33
Speaker
Jason's pointed out so much value already and what we've done in the infrastructure side even gave some stuff I didn't really want him to.
00:51:42
Speaker
What transparency?
00:51:44
Speaker
But I'm just I'm just now we want value to be received.
00:51:48
Speaker
The main thing for me in this building of TSG, there's two types of people that in anything, in any game.
00:51:56
Speaker
Right.
00:51:57
Speaker
Imagine in the NBA.
00:51:59
Speaker
Most people, the common person, their mindset is I would love to play in the NBA.
00:52:04
Speaker
I wanna be Steph Curry.
00:52:06
Speaker
I wanna get drafted.
00:52:07
Speaker
I wanna be Michael Jordan.
00:52:08
Speaker
I wanna be Kobe Bryant.
00:52:10
Speaker
My mind has always been, I wanna be the guy writing their check.
00:52:13
Speaker
I don't wanna go into a casino and say, I won at the table.
00:52:16
Speaker
I won blackjack and I walked out with 50 grand.
00:52:19
Speaker
I wanna be the guy who owns the casino.
00:52:21
Speaker
My entire perspective, this is Kobe Bryant.
00:52:24
Speaker
I'm a specialist.
00:52:25
Speaker
I'm Shaq.
00:52:26
Speaker
I'm dedicated in what I do.
00:52:28
Speaker
And what I do is a thousand percent in support of what he's built.
00:52:32
Speaker
He has built this skillset and I needed the world to see it.
00:52:35
Speaker
I need the world to know it.
00:52:36
Speaker
I'm his megaphone.
00:52:37
Speaker
I'm the Dana White of what this man is doing.
00:52:40
Speaker
He's the GOAT when it comes to MMA.
00:52:42
Speaker
Now what we're gonna do is we're gonna take the UFC around the world.
00:52:45
Speaker
So how do you do it?
00:52:46
Speaker
How do you get offices in different parts of the country?
00:52:48
Speaker
How do you get people signed in and enrolled?
00:52:51
Speaker
One thing I think in my experience of the industry of solar is that people just recruit other solar people.
00:52:56
Speaker
It's like everybody's trying to steal each other's girlfriend all the time.
00:52:59
Speaker
They don't have the game and capability to attract
00:53:03
Speaker
and not only attract, maintain, keep long-term people with them.
00:53:08
Speaker
Why?
00:53:08
Speaker
Because it's the law of the lid that I talked about earlier.
00:53:10
Speaker
You cannot keep somebody in your ecosystem if you are not a different caliber of person yourself.
00:53:16
Speaker
It's not possible.
00:53:17
Speaker
It's like somebody going into Jiu-Jitsu Academy and the best guy being a blue belt, once you get to that level and you surpass him, you don't respect that guy anymore and you're gonna go on to another academy.
00:53:25
Speaker
We have dedicated our lives to being the highest version of ourselves and we know that fitness never is.
00:53:31
Speaker
We will never be
00:53:33
Speaker
that what we envision ourselves to be, it never ends.
00:53:37
Speaker
That's the beauty of having this kind of a mindset to know that this is the worst version of myself that there's ever going to exist.
00:53:44
Speaker
Five years from now, I would destroy myself right now in every aspect of my life.
00:53:49
Speaker
So when it comes to building a business, man, we came into this already with an existing skill set that people don't understand.
00:53:56
Speaker
Why can we go out to different parts of the country, not only attract the best people, enroll them in the vision of what we're going to do long term, because we have already done this in other industries multiple times.
00:54:07
Speaker
So we do have systems and processes a thousand percent.
00:54:10
Speaker
It isn't because if you're just, if you're maxed out at the capacity of you as a person, that gets tired.
00:54:14
Speaker
A person gets tired.
00:54:15
Speaker
A person can only do so much.
00:54:17
Speaker
What doesn't get tired?
00:54:18
Speaker
Systems and processes.
00:54:20
Speaker
We have mastered systems and processes to ensure that duplication not only happens, but we grow exponentially.
00:54:26
Speaker
And that's how we're going to scale to a billion dollars.
00:54:28
Speaker
You can't do it just by, it's like going to training without having a plan.
00:54:31
Speaker
Oh, I'm just gonna go in there and I'm gonna roll hard today.
00:54:33
Speaker
It's like, cool.
00:54:34
Speaker
You're never gonna advance your skill.
00:54:36
Speaker
You're never gonna know how to do heel hooks.
00:54:37
Speaker
You're never gonna know how to do knee bars.
00:54:38
Speaker
You're never gonna do arm bars, guillotines.
00:54:40
Speaker
All you know how to do is go be tough.
00:54:42
Speaker
And an example specific to Jiu Jitsu, look at what John Danaher and Gordon Ryan have done to Jiu Jitsu.
00:54:48
Speaker
Prior to them, it was impossible for somebody to go into like ADCC and be able to win with that little of experience.
00:54:56
Speaker
They would get smashed.
00:54:57
Speaker
What did John Danaher do?
00:54:58
Speaker
He came in as a specialist.
00:55:01
Speaker
Gordon Ryan came in as a specialist and he was beating people that were on the match for 20 and 30 years longer than he was.
00:55:06
Speaker
And he's the GOAT currently.
00:55:08
Speaker
And he doesn't just beat people, bro.
00:55:10
Speaker
He systematically destroys them to submission.
00:55:13
Speaker
This isn't like a close match.
00:55:15
Speaker
Our objective is not to have close matches.
00:55:18
Speaker
We're not in competition with anybody in solar, FYI.
00:55:20
Speaker
We're not in competition with, we literally in the mindset of abundance that he talks about, we want everybody in solar to win.
00:55:26
Speaker
Because what that does, it shows that the industry is booming.
00:55:30
Speaker
which only makes it simpler for us to attract more people.
00:55:34
Speaker
So our objective is for everybody in solar to win.
00:55:37
Speaker
If you wanna know how we win specifically, you work with us.
00:55:40
Speaker
Now, my thing is when we keep our focus on the bigger picture on the macro, everybody in that space is already gonna get taken care of.
00:55:48
Speaker
We will systematically break down when we go into a market on how we do it.
00:55:51
Speaker
And because we have Michael Jordan coming to play the pickup basketball game with us, we're gonna show them while he puts up a hundred points,
00:55:58
Speaker
How do you shoot a fadeaway jump shot?
00:56:00
Speaker
How do you cross over?
00:56:01
Speaker
When do you pass?
00:56:02
Speaker
When do you say, I'm gonna rebound?
00:56:04
Speaker
When do you say, I'm gonna sit down and throw the sixth guy in?
00:56:07
Speaker
We teach them that real time as it's happening.
00:56:10
Speaker
And we're not just talking, we're flying into, to his point, to that local market.
00:56:14
Speaker
And we're saying, let us show you
00:56:17
Speaker
how we do this.
00:56:18
Speaker
And then after we leave, we still continue to support and then we still go back into those markets to continue to support and help them scale.
00:56:25
Speaker
Because it does take time to learn something.
00:56:27
Speaker
And the biggest issue I think is most people lose patience because they only have one way of doing it.
00:56:32
Speaker
I go door knock, I have a setter.
00:56:34
Speaker
If that's not happening in the way, people lose patience.
00:56:36
Speaker
It doesn't matter what it is.
00:56:37
Speaker
But if you know how to enroll people long-term, if your ecosystem is so effective and so attractive that people never want to leave you, and if they do leave you,
00:56:46
Speaker
For something else, realize nothing compares, they're right back to where they left.
00:56:51
Speaker
So I believe that what we're building has never been done.
00:56:57
Speaker
I believe we're the future of the industry of solar, 100,000%.
00:56:59
Speaker
That's my belief.
00:57:03
Speaker
And I know that we're gonna attract the best people, not just in solar.
00:57:07
Speaker
We're gonna attract the best real estate professionals.
00:57:10
Speaker
We're gonna attract so many people who don't wanna own a traditional business anymore.
00:57:13
Speaker
Don't wanna be slaves to the business, a small business owner, seven days a week, never seeing their children.
00:57:18
Speaker
We're gonna give them an opportunity by working with TSG that they can be in the field, learn the game, build a distribution.
00:57:25
Speaker
So regardless if they're out there having to knock a door or close another deal, they're still earning money.
00:57:30
Speaker
That's what people ultimately want is freedom.
00:57:33
Speaker
We work our face off.
00:57:34
Speaker
You have time, but you have no money.
00:57:35
Speaker
You have money, but you have no time.
00:57:37
Speaker
What if you have an equation where you figured out both?
00:57:39
Speaker
Him and I have not worked prior to solar for over a decade because we were already self-employed, already doing our own business.
00:57:47
Speaker
So what we did is we took that foundation like wrestling and we come in to jujitsu.
00:57:51
Speaker
Isn't it funny when the first thing that people ask me when I came in, oh, did you wrestle?
00:57:56
Speaker
I'm like, yeah.
00:57:57
Speaker
Oh, that's why.
00:57:58
Speaker
And I'm thinking in my head, so because I wrestled eight years, is that a negative because I'm bringing my experience?
00:58:05
Speaker
Just say that you don't like that you got destroyed by somebody who's new.
00:58:08
Speaker
and justify it.
00:58:09
Speaker
Dude, yeah.
00:58:09
Speaker
And that's exactly what happens with Jason when we're like, we put up his numbers.
00:58:13
Speaker
Oh yeah, it's because of this, it's because he's a freak.
00:58:17
Speaker
What are you talking about?
00:58:18
Speaker
Instead, I'm the kind of person, if somebody were to do that and destroy me, I'd be like, could you show me?
00:58:25
Speaker
Dude, could we please have a conversation?
00:58:27
Speaker
What do you want?
00:58:28
Speaker
Let me take you to dinner.
00:58:29
Speaker
Well, in order to learn from you, I have to work with you.
00:58:32
Speaker
I can work with you.
00:58:33
Speaker
I'm in.
00:58:34
Speaker
Where do I sign up, dude?
00:58:35
Speaker
Can I be on your team?
00:58:36
Speaker
What does it take?
00:58:37
Speaker
We've had people.
00:58:38
Speaker
You know what's crazy?
00:58:39
Speaker
I'm going to give you an example.
00:58:40
Speaker
I had a business owner in Florida who owned a roofing company.
00:58:43
Speaker
You want to know what he said?
00:58:44
Speaker
Hey, how much is it to partner with you guys?
00:58:46
Speaker
In his mind, it was a franchise.
00:58:48
Speaker
I told him 500 grand.
00:58:50
Speaker
He said done.
00:58:51
Speaker
Down?
00:58:52
Speaker
Up.
00:58:52
Speaker
He said, done.
00:58:53
Speaker
This is what's crazy.
00:58:54
Speaker
And this is why I protect his time.
00:58:56
Speaker
Because he's such a giving abundant person.
00:58:59
Speaker
Dude, if you're on the team, he'll bend over backwards, do anything that you need in order to win.
00:59:04
Speaker
And most people are opportunists and they're takers and they will take up that time and they will take up his resources.
00:59:09
Speaker
And here's giving, giving, giving, and they're not doing there.
00:59:12
Speaker
And I said, no, we're gonna have
00:59:15
Speaker
procedures set up that if you're gonna get coaching in time, these are the things that are required of you.
00:59:20
Speaker
No different than anything else.
00:59:21
Speaker
We're not everybody else, we're the Navy SEALs.
00:59:23
Speaker
You have to have a measure, a bar.
00:59:25
Speaker
What do I love about the Navy SEALs?
00:59:27
Speaker
You gotta go through that camp before you can have the title of Navy SEAL.
00:59:30
Speaker
If you wanna be a Spartan, there's a process to it.
00:59:33
Speaker
And so we have everything set up and credit to his wife, Liz Tisdale.
00:59:39
Speaker
I'm going to have to shoot her out specifically because she is so vital in what has been built in this infrastructure.
00:59:46
Speaker
Him and I are aligned in the sense that we go, man.
00:59:48
Speaker
We go, go, go.
00:59:49
Speaker
We just make this massive productive mess.
00:59:52
Speaker
And then Liz comes in and systemizes it.
00:59:55
Speaker
Dude, I remember I'll give you one example.
00:59:58
Speaker
I'm going to give it back to Jason.
00:59:59
Speaker
He has this unreal ability to do what he does.
01:00:03
Speaker
He's never written anything down.
01:00:05
Speaker
He never wrote down his script.
01:00:07
Speaker
He memorizes the script.
01:00:08
Speaker
He could go on YouTube right now, bro, and you could listen to an Eric Thomas
01:00:13
Speaker
video training and he could recite it to you word for word.
01:00:16
Speaker
I'm gonna have him do it after this is done, I'm serious.
01:00:18
Speaker
I'm gonna have him do it so you can see what I'm talking about.
01:00:22
Speaker
Why am I saying that?
01:00:23
Speaker
Because we didn't have things written down.
01:00:25
Speaker
She heard his pitch when I had this conversation with her, I said, hey Liz, we have to systemize this.
01:00:28
Speaker
We need to make sure it's out of just Jason's mouth and on paper so we can scale it out.
01:00:33
Speaker
Within 24 hours, she had his entire pitch written down.
01:00:37
Speaker
word for word exactly how he does it.
01:00:39
Speaker
And then boom, we create a launch document.
01:00:41
Speaker
And now we're scaling.
01:00:42
Speaker
Now other people are saying his words.
01:00:45
Speaker
If you think of an actor, bro, you think that Will Smith wrote the script for what it is that he does in his movies?
01:00:51
Speaker
You think that Brad Pitt wrote the script for Troy?
01:00:53
Speaker
No, they're reading a script somebody else wrote, but they're reading it in such a way that you believe they are the actual character.
01:00:59
Speaker
We teach people how to be Oscar-winning solar professionals.
01:01:03
Speaker
That's what we're doing.
01:01:05
Speaker
A thousand percent, bro.
01:01:06
Speaker
And wait till you see what we do with these offices that we're... I'm not going to talk about that.
01:01:10
Speaker
But there's more.
01:01:12
Speaker
That's awesome.
01:01:12
Speaker
Yeah, that's awesome.
01:01:14
Speaker
But wait, there's more.
01:01:15
Speaker
This could be like a five-hour podcast, I feel like.
01:01:19
Speaker
Yeah, yeah.
01:01:20
Speaker
Just kept it going.
01:01:21
Speaker
We're about to do a part two.
01:01:23
Speaker
But yeah, I guess just last couple of questions before we start wrapping up here.
01:01:29
Speaker
We talked a little bit about like...
Strategies for Closing Deals
01:01:31
Speaker
what you need to do to hit the 500 deals.
01:01:33
Speaker
But like, I don't know, can you for people that are listening like, man, what's like the thing that's separating him to hit to hit the 500 deals?
01:01:40
Speaker
Do you think it's like what you're saying?
01:01:42
Speaker
Do you think it's quality of the leads you're getting that you're getting mostly from referrals, combination of everything?
01:01:47
Speaker
Yeah, it's like if you could condense it and yeah, a couple secrets that you think.
01:01:51
Speaker
Yeah, for sure.
01:01:52
Speaker
What do you think the main difference?
01:01:53
Speaker
Yes.
01:01:54
Speaker
So I think it's like a
01:01:58
Speaker
It's like I'm a doctor, so I do this with reps who want to hit those numbers.
01:02:02
Speaker
We have to figure out the symptoms so we can diagnose what's wrong because it's different for a lot of people.
01:02:07
Speaker
For some people, if they're not hitting the 500 deals, it could be that they aren't working hard enough.
01:02:13
Speaker
So they're not hitting the right amount of doors or they're not buying enough leads or whatever.
01:02:18
Speaker
For people who are pitching 500 a thousand times, it could be what they're saying is wrong.
01:02:23
Speaker
So we have to figure out what it is.
01:02:25
Speaker
But I'll give you this.
01:02:27
Speaker
We have a four step process for solar.
01:02:31
Speaker
We all took this from jujitsu.
01:02:33
Speaker
He's like in jujitsu, if you can make it basic, it's like, what does it get them on the ground and get past their knees or their legs, kiss them on the cheek.
01:02:42
Speaker
Whatever it is, they got their four step process, right?
01:02:45
Speaker
Give them a hug, choke them out, look them in the eyes, kiss them on the cheek, you know, got your thing.
01:02:49
Speaker
But it's so- I only let him speak this way because he's my brother.
01:02:51
Speaker
Yeah.
01:02:57
Speaker
But in solar, we have our four step process.
01:02:59
Speaker
Step one is get an appointment, get the bill, get an appointment.
01:03:03
Speaker
So if people aren't getting the appointment enough, we need to figure out how they can do that.
01:03:08
Speaker
And we have mechanisms for that.
01:03:09
Speaker
Knock more doors.
01:03:11
Speaker
get more referrals, recruit more people, whatever.
01:03:14
Speaker
After the appointment, it's close the deal, be a masterful closer.
01:03:18
Speaker
If you're finding out that you're closing less people than you're pitching, like the majority of people are not signing up, you need to get yourself, you need to seek mentorship.
01:03:26
Speaker
My mentor at a young age said,
01:03:28
Speaker
You need an uncommon mentor.
01:03:29
Speaker
A mentor and a friend are different.
01:03:30
Speaker
Friends tell you what you want to hear.
01:03:32
Speaker
Mentors tell you what you need to hear.
01:03:33
Speaker
You need to find a mentor.
01:03:34
Speaker
You need to find somebody who has what you have and then do what they did.
01:03:38
Speaker
So find somebody who does close a high percentage of pitches and emulate their pitch.
01:03:43
Speaker
Like we all talked about, we got a transcript of my pitch.
01:03:47
Speaker
What's funny is the big blocks are the same, but they're all different because we're adapting to the person in the home.
01:03:56
Speaker
Right.
01:03:57
Speaker
So if somebody's like, it's a point, what are the numbers?
01:03:59
Speaker
Like we're a lot quicker.
01:04:00
Speaker
Or if somebody's like, oh, happy and like you wait till they want to go on vacation with you and then you go through it.
01:04:04
Speaker
So you always adapt.
01:04:06
Speaker
But the same fundamentals are there.
01:04:09
Speaker
Create pain, create urgency, and then create value to close the deal on the spot.
01:04:15
Speaker
So if people's close ratios are high, then I say we need to get you in more opportunities to close deals.
01:04:21
Speaker
If their opportunities are high but they're not closing, we need to get their pitch better.
01:04:25
Speaker
So these are all things we need to figure out.
01:04:27
Speaker
And the way we figure out getting more appointments is by being more effective at getting referrals, by recruiting these strategic partners, by getting more setters, by knocking more doors, whatever.
01:04:38
Speaker
You increase that.
01:04:39
Speaker
Um, so like you just figure out how to do that.
01:04:41
Speaker
But if you think about it, 500 deals is really not that crazy.
01:04:44
Speaker
People think it's crazy, but think about this.
01:04:47
Speaker
If we only, it's like the saying you, like, I really believe I could hit a thousand in a year.
01:04:52
Speaker
If I didn't have a wife, didn't have kids, didn't have TSG to worry about.
01:04:56
Speaker
And I just was a closer.
01:04:58
Speaker
Like, this is how I would break it down.
01:05:00
Speaker
Like, have you ever seen that?
01:05:01
Speaker
Like, he's talking about Eric Thomas and David Goggins.
01:05:03
Speaker
Like I listened to their stuff all the time and I memorize it, but have you seen the David Goggins one?
01:05:07
Speaker
He's like,
01:05:08
Speaker
The guy's like, what are you doing?
01:05:08
Speaker
He's like, I'm doing the math, man.
01:05:10
Speaker
Like I'm seeing how many pull-ups I can get in a minute, how many pull-ups I can get every second.
01:05:13
Speaker
Like, and I'm figuring out how to break this world record.
01:05:16
Speaker
So I break it down that way.
01:05:17
Speaker
I say, don't look at the staircase.
01:05:19
Speaker
You might get overwhelmed.
01:05:21
Speaker
Just put your head down and look at the steps.
01:05:23
Speaker
So if we break it down, there's 52 weeks in a year.
01:05:25
Speaker
You're telling me you can't get 10 deals a week?
01:05:27
Speaker
You're telling me if you're working
01:05:29
Speaker
You're sleeping eight hours.
01:05:30
Speaker
You got 16 other hours.
01:05:32
Speaker
Let's say you're only working eight hours a day.
01:05:33
Speaker
You're telling me you can't figure out getting a deal and a half a day?
01:05:37
Speaker
Like people can do that.
01:05:39
Speaker
But what happens is, and look, people are naturally, we're self-sabotaging human beings.
01:05:44
Speaker
You know what people do in solar?
01:05:45
Speaker
They add the math up.
01:05:46
Speaker
They're like, hey, I just closed the steel.
01:05:47
Speaker
I made 10K.
01:05:48
Speaker
My bills are covered.
01:05:48
Speaker
Let me chill out.
01:05:49
Speaker
Let me relax.
01:05:50
Speaker
They don't keep the pace.
01:05:52
Speaker
They don't keep pushing the pace, going to the next level.
01:05:54
Speaker
Because I know for a fact, if I said, hey, you cannot sleep,
01:05:58
Speaker
until you get a deal every day, you're gonna get a deal.
01:06:01
Speaker
Like if you don't get a deal today, your life's over.
01:06:04
Speaker
Like people are gonna figure it out.
01:06:05
Speaker
Like Eric Thomas says, if you want it as bad as you want, then- If you want to succeed as bad as you want to breathe, then you'll be successful.
01:06:11
Speaker
Yeah, that stuff, right?
01:06:12
Speaker
So exactly.
01:06:14
Speaker
So when you break it down like that and you're like 52 weeks, I need 10 deals a day.
01:06:18
Speaker
I mean, 10 deals a week.
01:06:19
Speaker
That means if I'm gonna work five days a week, I need two deals each day.
01:06:24
Speaker
If I don't, I'm not hanging out on Sunday with my kids.
01:06:27
Speaker
I gotta get these deals done.
01:06:28
Speaker
And you commit to it.
01:06:29
Speaker
Like being our word, our word has power.
01:06:31
Speaker
Like our word, we are so committed to it.
01:06:33
Speaker
If we say something, it's already done.
01:06:36
Speaker
So it's like, okay, can you get 10 deals in a week?
01:06:37
Speaker
I know for a fact, if we did a quest to find out how many solar reps have dropped 10 deals in a week, there's hundreds.
01:06:45
Speaker
There's for sure hundreds, right?
01:06:46
Speaker
I'm sure you've closed 10 deals in a week.
01:06:47
Speaker
We've known people who've closed 10 deals in a week.
01:06:49
Speaker
But if you say how many have closed 520 in a year,
01:06:52
Speaker
Nobody, they don't do it because they don't keep it up.
01:06:55
Speaker
They're like, I made a hundred grand this week.
01:06:56
Speaker
Why do I need to work next week?
01:06:58
Speaker
I'm going on the vacation.
01:06:59
Speaker
You see what happens in the industry.
01:07:01
Speaker
Let me go get on the yacht.
01:07:02
Speaker
Let me go flex on Instagram.
01:07:03
Speaker
Let me go do this.
01:07:04
Speaker
Let me go whatever.
01:07:05
Speaker
And they do that.
01:07:05
Speaker
Do you know, I just barely bought my toy, my Ferrari.
01:07:09
Speaker
Like I just got it.
01:07:11
Speaker
I could have gone a long time ago, but we're focused on grinding, on just working.
01:07:16
Speaker
Those things can come later.
01:07:17
Speaker
Like you play hard now and you play later.
01:07:20
Speaker
What happens in the industry is people work hard and then they play hard.
01:07:23
Speaker
And then they work hard and they play hard.
01:07:24
Speaker
And they lose the momentum.
01:07:26
Speaker
They don't have these stories.
01:07:27
Speaker
So if you just...
01:07:29
Speaker
segmented.
01:07:30
Speaker
You know, we work in 60 day runs, 90 day runs.
01:07:33
Speaker
There's a, there's a method to our madness and our strategy.
01:07:35
Speaker
The reason we have our nationals every 90 days is because we have people focused on just those 90 days.
01:07:41
Speaker
How much can we really get out this quarter?
01:07:43
Speaker
Like I showed, I met, I introduced you to some of these guys here at a hundred deals for the year.
01:07:47
Speaker
It's because they're focused on these 90 days.
01:07:50
Speaker
So when you're focused on these 90 days, you really are like, yeah, I'm not going to take that vacation right now.
01:07:55
Speaker
And I know there's going to be people who are like, oh, there's no balance in that.
01:07:57
Speaker
It's like, dude, whatever.
01:07:58
Speaker
Like crazy people.
01:08:00
Speaker
Could you share the baseline?
01:08:01
Speaker
Yeah.
01:08:02
Speaker
So like, yeah, we can go through that.
01:08:05
Speaker
So this kind of goes back to the self-sabotage that we were mentioning.
01:08:08
Speaker
So when somebody gets a deal and they make 10K, they're used to making 10K so they relax.
01:08:13
Speaker
They're not used to making 20K or 30K, so they stop.
01:08:15
Speaker
It's a baseline.
01:08:16
Speaker
It's what we're used to.
01:08:17
Speaker
So people are used to a certain amount of deals a month and they hit it and they slow down.
01:08:21
Speaker
If they get way less than that, they're freaking out.
01:08:23
Speaker
Oh, I got to figure out, get back to where I'm at.
01:08:25
Speaker
And then they scramble and they get it done.
01:08:27
Speaker
If somebody accidentally goes way over their norm, the next month they have a shitty month.
01:08:32
Speaker
And it's because unconsciously they're like, oh, I did so well, I can like not work as much.
01:08:37
Speaker
We all have the baseline average for our weight, right?
01:08:40
Speaker
Like if you're used to a certain weight and you go under, you figure out a way to like eat unhealthy and then you're back to where you were.
01:08:47
Speaker
If you gain a lot of weight and things are getting tight, you're freaking out and you start doing things to get back to where you're used to.
01:08:53
Speaker
People are like that in solar.
01:08:54
Speaker
That's why I joke around and say, oh, these vets, they're not vets.
01:08:57
Speaker
They've been in solar one year, 10 times.
01:08:59
Speaker
Like they just, they never level up.
01:09:00
Speaker
They never grow.
01:09:01
Speaker
They're hitting the same year over year numbers every single year.
01:09:05
Speaker
And they're not segmenting out like, hey, this is where we're at.
01:09:08
Speaker
How do we get to the next level?
01:09:10
Speaker
How, how, how?
01:09:10
Speaker
And that's where we're always like, how can we get better?
01:09:12
Speaker
It goes back to the beginning of the podcast when I hit that 70K month.
01:09:16
Speaker
Some people would say 70K in a month.
01:09:19
Speaker
That's like 800, 900 grand a year.
01:09:22
Speaker
Let's throw a party.
01:09:23
Speaker
Let's take next month off.
01:09:25
Speaker
But my brain's like, I could get to 100.
01:09:27
Speaker
Maybe I can get to 150.
01:09:28
Speaker
Maybe I can get to a million in a month.
01:09:30
Speaker
Maybe I could do this.
01:09:31
Speaker
And so it's always finished, never is.
01:09:33
Speaker
We're getting better.
01:09:34
Speaker
So to answer in a short thing for how can somebody get 500 deals?
01:09:39
Speaker
It's how you write the goals.
01:09:41
Speaker
So if your goal is 500, there's 365 days.
01:09:42
Speaker
Break it down.
01:09:43
Speaker
Are you willing?
01:09:46
Speaker
How many days of the year are you willing to work?
01:09:48
Speaker
300, 250, great, you need to get two deals a day.
01:09:51
Speaker
Now let's break the day down.
01:09:52
Speaker
How do you get two deals?
01:09:54
Speaker
If you hit 100 doors, are you gonna get two deals?
01:09:56
Speaker
If you buy 100 leads, are you gonna get two deals?
01:09:58
Speaker
If you talk to 100 roofers, are you gonna get two deals?
01:10:01
Speaker
But it's figuring it out that way and then staying consistent with it.
01:10:05
Speaker
You know, it's not what you, I remember I told my wife like, yeah, I went to the gym today, three hours, I ate clean and she smashed me.
01:10:11
Speaker
She says, it's not what you do in a day, it's what you do daily.
01:10:14
Speaker
And I'm like, yeah, you're right.
01:10:16
Speaker
Like, yep.
01:10:18
Speaker
Well, so the question that I'm sure people ask you all the time, so you close 525, right?
01:10:24
Speaker
521.
01:10:25
Speaker
How many of these actually went to?
01:10:27
Speaker
So installed.
01:10:28
Speaker
Yeah.
01:10:28
Speaker
So, you know, deals get installed throughout, you know, in California, it's a lot different than in Texas.
01:10:33
Speaker
Like we have, we have teams that we can test this on.
01:10:36
Speaker
I've sold deals in Texas.
01:10:37
Speaker
They get installed in five days.
01:10:39
Speaker
We sell deals in Florida.
01:10:40
Speaker
They get installed maybe three weeks and California might take six years.
01:10:43
Speaker
No, I'm just kidding.
01:10:44
Speaker
Over here, it seems like it's like 60 days, 90 days.
01:10:47
Speaker
Our company is so big that there are bottlenecks with that and installs don't go through that well.
01:10:51
Speaker
But if you add up the installs at the beginning of this year, which is from a lot of the deals last year, we're in the 200s of those that have installed.
01:10:58
Speaker
It will definitely be more.
01:10:59
Speaker
I've looked.
01:11:00
Speaker
We have like 100 of those that are still in permit or whatever.
01:11:04
Speaker
Also, you got to remember last year, NEM 2.0 to 3.0.
01:11:07
Speaker
So there's like interconnection issues.
01:11:10
Speaker
I bet you will finish with like 300 of those installed.
01:11:13
Speaker
And I'll talk on that too.
01:11:14
Speaker
Like I would rather have somebody close 10 for 10 and have to cancel then close only the three that were laid down easy.
01:11:24
Speaker
If somebody is installing the exact amount they're closing, they're not closing enough.
01:11:29
Speaker
Right.
01:11:30
Speaker
And look, we don't want to waste time.
01:11:31
Speaker
Like I don't throw numbers up to brag about the numbers.
01:11:34
Speaker
I don't care what people think.
01:11:35
Speaker
We're just making the best use of our time.
01:11:37
Speaker
If we leave this home and you don't sign up, I'm making zero dollars.
01:11:40
Speaker
So let me hard close you.
01:11:42
Speaker
Create value, sign you up.
01:11:44
Speaker
And if you cancel, you cancel.
01:11:45
Speaker
But we have toast prevention metrics to work on getting that, you know, saving the deals.
01:11:50
Speaker
But yeah, that's our thoughts on that.
01:11:53
Speaker
No, that's really exciting.
01:11:54
Speaker
I know there's probably every sales guy listening to this is like, oh, I bet you only installed 50.
01:12:00
Speaker
Yeah, haters.
01:12:01
Speaker
Yeah, that happens.
01:12:02
Speaker
And like, listen, when people's thoughts go to that, like, I don't understand those people.
01:12:08
Speaker
Like you mentioned Richie, I think, that dropped 400.
01:12:11
Speaker
My brain didn't even go there.
01:12:12
Speaker
I'm like, man, 400 deals.
01:12:14
Speaker
That guy figured out a way to get 400 people to say yes to solar.
01:12:18
Speaker
What a savage.
01:12:19
Speaker
Right?
01:12:19
Speaker
What a savage.
01:12:20
Speaker
And like, if we look in the, I've been selling for less than three years, I've installed over 300 accounts.
01:12:25
Speaker
So it's like, it's not, it's like every single year over 100.
01:12:28
Speaker
Yeah.
01:12:29
Speaker
So they install.
01:12:30
Speaker
It's just some take time.
01:12:31
Speaker
Like I just had five installs in one day the other day.
01:12:34
Speaker
And the part is so crazy.
01:12:36
Speaker
The electrical part that was needed to install these homes because it was like this weird system, outdated thing.
01:12:42
Speaker
This part took eight months to come.
01:12:44
Speaker
So from sign to getting the part and the permits, it took 13 months for it to get installed.
01:12:49
Speaker
And people might be like, oh, what the heck?
01:12:50
Speaker
But like, it's just the game we're in.
01:12:52
Speaker
This is construction.
01:12:53
Speaker
Sometimes there's things that go on.
01:12:55
Speaker
Yeah, that's crazy.
01:12:56
Speaker
Okay, well, this is probably my last question, but like what, so you hit the 400 deals, and I know you touched on this maybe a little bit, but like, why did you decide to go out and was it just because you're traveling all over the place and like, I'm just going to get more deals or why did you decide to keep going?
01:13:11
Speaker
Because most guys I know, even Ricardo, my buddy, I told you about, like he hit 400.
01:13:15
Speaker
He's like, all right, I'm done for the year.
01:13:17
Speaker
Right.
01:13:20
Speaker
grinding most of the year, but he would do like sprints and then take a little break.
01:13:23
Speaker
Yeah.
01:13:24
Speaker
So it seems like you're just like, kept going, going, going, going.
01:13:27
Speaker
Like, why did you keep going?
01:13:28
Speaker
Why not just like, right at 400 and take it easy at that point.
01:13:32
Speaker
So, yeah.
01:13:32
Speaker
Um, and I kind of, so I wasn't taking it easy.
01:13:35
Speaker
I definitely was shifting my focus after I dropped the 400 into expansion and into us recruiting.
01:13:41
Speaker
I was still putting the same amount of effort, same amount of energy into a different avenue.
01:13:45
Speaker
I
Connecting with The Spartan Group
01:13:46
Speaker
decided to sell more.
01:13:47
Speaker
Remember, I talked about that competition.
01:13:49
Speaker
They called me up and said, hey, can you go win this competition?
01:13:52
Speaker
Like, can you go rep your guys' region?
01:13:54
Speaker
And I said, no problem.
01:13:55
Speaker
Let me go knock that out.
01:13:56
Speaker
So that's why we started selling again.
01:13:59
Speaker
And then also it goes like hand in hand.
01:14:00
Speaker
Like when we're building new teams, it's kind of hard when you hear numbers.
01:14:04
Speaker
Like right now, somebody might be like, oh, wow, 500 deals or Ricardo's 400 deals.
01:14:07
Speaker
Yeah.
01:14:10
Speaker
It's hard to believe it, but when you see it live, you're like, dude, that's nuts.
01:14:15
Speaker
So even the teams we build, we stay relevant.
01:14:17
Speaker
This year I have over a hundred deals so far.
01:14:19
Speaker
Not nearly as much, but it's still being relevant, showing the team like we're dropping deals.
01:14:24
Speaker
So I'm always going to sell when we go out and we show people because there's some professors like in college, they'll teach how to run a business out of a book instead of just watching a business owner run a business.
01:14:34
Speaker
So we, our trainings are blitzes.
01:14:37
Speaker
We'll go out and we'll drop deals and we'll have people shadow me.
01:14:40
Speaker
I remember in Chicago, I had 10 dudes in the home with me, 10.
01:14:44
Speaker
Oh my God.
01:14:45
Speaker
Ken, man.
01:14:46
Speaker
And it's hilarious.
01:14:47
Speaker
Like they got, we roll up to the house, knock on the door, he opens it.
01:14:50
Speaker
And I'm like, Hey,
01:14:52
Speaker
I know this is crazy, but we're going to have a party in your house.
01:14:54
Speaker
We got 10 dudes here.
01:14:56
Speaker
I flew in from Cali.
01:14:57
Speaker
I'm going to take care of you.
01:14:58
Speaker
Is it cool if these guys come in?
01:15:00
Speaker
We're going to have a good time.
01:15:00
Speaker
I'm going to help you out.
01:15:01
Speaker
He's like, yeah, come on in.
01:15:03
Speaker
Done deal.
01:15:03
Speaker
I'm like, this is guaranteed, guys.
01:15:05
Speaker
Guaranteed.
01:15:05
Speaker
Guaranteed.
01:15:06
Speaker
Yeah.
01:15:07
Speaker
10 dudes, bro.
01:15:08
Speaker
Yeah.
01:15:08
Speaker
Like sign or else.
01:15:09
Speaker
You know, that's my secret.
01:15:10
Speaker
Sign or these guys.
01:15:11
Speaker
That's awesome.
01:15:12
Speaker
But yeah, like that's why we'll keep selling.
01:15:15
Speaker
Okay.
01:15:15
Speaker
That's awesome.
01:15:17
Speaker
Well, it's been fun.
01:15:18
Speaker
And like I said, I know we could go on forever, but I know you guys are busy guys and got deals to close and everything too.
01:15:23
Speaker
And so if people want to connect more with you two and I don't know, possibly like hear more about the team, get more, pick your brains more.
01:15:32
Speaker
What's the best way to connect with you guys?
01:15:33
Speaker
For sure.
01:15:34
Speaker
So the website is the Spartan group dot IO and they could fill out information right there.
01:15:40
Speaker
If they're wanting to see how they can work with us, collaborate, we'll get back to them within 24 hours of that.
01:15:45
Speaker
My Instagram handle is Raul dot operator, Jason Instagram handle, which he never goes on.
01:15:51
Speaker
Yeah, I think it's Jason Tisdale.
01:15:53
Speaker
I think that might be an underscore.
01:15:54
Speaker
Let me see.
01:15:55
Speaker
I think it's Jason underscore Tisdale.
01:15:57
Speaker
But you would think I was a secret agent for Solar because I haven't posted anything.
01:16:00
Speaker
Yeah, it's Jason underscore Tisdale.
01:16:03
Speaker
You'll see my wife and my daughters on there.
01:16:05
Speaker
So I would say those are the best ways to get a hold of us.
01:16:08
Speaker
From there, DM, we can exchange numbers.
01:16:11
Speaker
We literally do Zoom meetings every day of the week, seven days a week.
01:16:16
Speaker
recruiting all over the country.
01:16:17
Speaker
So we're looking to work, and to be clear, we're looking to work with the best.
01:16:21
Speaker
Like that's the bar.
01:16:22
Speaker
The bar is the best.
01:16:24
Speaker
In any industry, that's what we want to work with.
01:16:26
Speaker
If you are that, then reach out to us.
01:16:28
Speaker
If you're somebody who is not resourceful and not looking to actually put in work and just wants a ring, we're not the team to work with.
01:16:35
Speaker
We just want to set the bar and the standard right out of the gate.
01:16:38
Speaker
Because in order to win championships, we are the dream team already.
01:16:41
Speaker
We want to add more people to that so we can continue to make history.
01:16:44
Speaker
Yeah.
01:16:45
Speaker
That's the goal.
01:16:46
Speaker
So we, by the way, Taylor, before we wrap up, I want to thank you for making it a point.
01:16:53
Speaker
It just goes to show the kind of person that you are.
01:16:55
Speaker
A, you're a martial artist.
01:16:57
Speaker
So you're already separating yourself.
01:16:58
Speaker
You're already a one percenter.
01:17:00
Speaker
And I'm always going to build that up because I know the price.
01:17:03
Speaker
that people pay when they do that walk of life.
01:17:06
Speaker
Second thing, you yourself, as you're doing interviews and helping the overall industry grow at a macro level, are in the field dropping deals, you're in the field serving the team, and then you're still making the time to do a podcast, you're driving out here two, three hours away, you have a full schedule that you have to go make money for your family, and you still make it a point
01:17:27
Speaker
to be here in service to the industry of solar.
01:17:30
Speaker
So I appreciate you as a professional because what we're going to do together is going to be impactful for everybody that gets involved.
01:17:38
Speaker
So you're the man, brother.
01:17:39
Speaker
I appreciate you.
01:17:40
Speaker
Of course.
01:17:41
Speaker
Yeah.
01:17:41
Speaker
Thank you, guys.
01:17:42
Speaker
I wanted to, of course, thank you as well.
01:17:44
Speaker
What I wanted to end with is speaking.
01:17:46
Speaker
There's a lot of people I'm sure that are watching this that this is maybe you're looking into solar.
01:17:51
Speaker
Maybe you've been doing it for a little bit.
01:17:53
Speaker
I want to speak to that.
01:17:54
Speaker
Solar has changed.
01:17:55
Speaker
Not just my life, but it's changed hundreds of people's lives in our circle.
01:18:02
Speaker
It is the place to be.
01:18:03
Speaker
If you find yourself, you know, uncomfortable, that's where growth happens.
01:18:07
Speaker
That's where your life's going to level up.
01:18:09
Speaker
This is not magic.
01:18:11
Speaker
But if you put the work in, I really don't see any other space right now that the amount of...
01:18:17
Speaker
work and skills that you can create for yourself that pays as much as what solar does.
01:18:23
Speaker
This is the place.
01:18:24
Speaker
So like if anybody's ever wondering, should I be getting into solar?
01:18:28
Speaker
I know it can be intimidating when you hear these numbers and what's going on.
01:18:31
Speaker
There are average people that are crushing this industry.
01:18:34
Speaker
Like we don't talk about that enough, but we have people in our organization, even in TSG that are just dropping five deals a month.
01:18:41
Speaker
You know,
01:18:42
Speaker
And they're making $10,000, $20,000, $30,000 a month.
01:18:45
Speaker
And that is life-changing money for the average person who can work a couple weeks a month and go do this.
01:18:53
Speaker
And it is phenomenal.
01:18:55
Speaker
And those numbers, I still remember when I was looking into solar and I'm Googling, well, how much does a solar sales rep make and this and this?
01:19:02
Speaker
And I couldn't find that real answer.
01:19:04
Speaker
It was like the average makes $60,000, $80,000.
01:19:05
Speaker
And
01:19:08
Speaker
And until you're in the industry and you know, I'm just speaking to that person who's new, it's so hard to believe because I never made that type of money in my life.
Mentorship and Closing Techniques
01:19:17
Speaker
I did okay, but nothing crazy, not millions of dollars a year.
01:19:20
Speaker
And when you come in here and you hear these numbers, it's so easy to be like, yeah, that sounds too good to be true.
01:19:26
Speaker
This is the industry.
01:19:27
Speaker
It's why it's really popping off right now.
01:19:29
Speaker
People, despite the law changes and companies going out of business, solar is in a phenomenal spot.
01:19:35
Speaker
And this is an industry I really believe you can make a career over the next five, six, seven, eight, nine, 10 years and really set your family up long-term.
01:19:43
Speaker
This is the place to be.
01:19:44
Speaker
I appreciate your podcast getting the word out.
01:19:46
Speaker
You're a messenger to sharing this industry.
01:19:48
Speaker
And listen, we don't care if you work with TSG, if you work with
01:19:52
Speaker
any other company that's fantastic like this is ultimately to help you get to your spot we're abundant thinkers and that's why i agreed to hop on here and speak because if we can just even help one person listening to this podcast to make that decision and they go change their life it was freaking worth it for all of us to be here and talk about it yeah 100 love it well thank you guys again and yeah i mean they say i'm sure i'm sure you've heard this for a while but they say a black belt is just a white belt that never gave up right and so
01:20:19
Speaker
It's like the same thing with solar.
01:20:20
Speaker
I think everyone can have success in solar, but the problem is people just don't have the right mentors.
01:20:25
Speaker
They give up too quick and they're out of it.
01:20:27
Speaker
And so I hope we can all, anyone listening to this, I hope they will continue to keep going.
01:20:32
Speaker
If you're not in the best situation, go seek out good mentors.
01:20:36
Speaker
Go see if you can get around better people.
01:20:38
Speaker
And I think that's what can hold a lot of guys back if they don't have that for sure.
01:20:43
Speaker
And so last question, Jason, just to end with this, what's your best closing line?
01:20:49
Speaker
You're at the end of the deal.
01:20:50
Speaker
What's your best closing line?
01:20:52
Speaker
I know the close comes before the line at the end, but what's your closing line to get people enrolled?
01:20:59
Speaker
So I have so many assumptive clothes at the end, but I'll give you this.
01:21:02
Speaker
My best, my best phrase, my favorite phrase is let's do this.
01:21:08
Speaker
I love that because it's not commanding.
01:21:11
Speaker
It's not needy.
01:21:12
Speaker
It's not, do you want to do this?
01:21:14
Speaker
It's, hey, let's do this.
01:21:17
Speaker
I have a lot of takeaways.
01:21:19
Speaker
I never want to set up a close to where we say, do you want to go solar?
01:21:23
Speaker
Right?
01:21:23
Speaker
Because that's a yes or no.
01:21:25
Speaker
I always make it to where at the end, like, oh, we went solar.
01:21:27
Speaker
And it's like, yeah.
01:21:28
Speaker
So like asking a girl, hey, do you like Italian food or Mexican food?
01:21:32
Speaker
Oh, Italian.
01:21:32
Speaker
Great.
01:21:33
Speaker
Tomorrow, 6 p.m.
01:21:34
Speaker
or 8 p.m.
01:21:34
Speaker
Oh, 8 p.m.
01:21:35
Speaker
You want me to pick you up or you want me to meet you there?
01:21:36
Speaker
And it's like, oh, hey, I guess we're having a date tomorrow at 8 p.m.
01:21:40
Speaker
So I kind of close like that.
01:21:42
Speaker
Like one of the things I'll get to after I've created value and everything, my close will be, Hey, before we continue here and make sure that we can get you qualified, I just want to go back to the design is 18 panels.
01:21:51
Speaker
Good.
01:21:51
Speaker
I think this looks good.
01:21:52
Speaker
You like this.
01:21:53
Speaker
Okay.
01:21:53
Speaker
Perfect.
01:21:53
Speaker
And is this your email?
01:21:55
Speaker
Is this, this is the right email.
01:21:56
Speaker
Okay.
01:21:56
Speaker
Jerry West at gmail.com.
01:21:58
Speaker
Okay.
01:21:58
Speaker
Perfect.
01:21:58
Speaker
Are you familiar with DocuSign?
01:22:00
Speaker
Perfect.
01:22:00
Speaker
I'm going to send this away.
01:22:01
Speaker
We're going to initial this and then I'll be able to schedule our site survey to make sure your home qualifies.
01:22:05
Speaker
So let me send this out real quick.
01:22:07
Speaker
And then pull your phone up, you got it.
01:22:08
Speaker
And then the key is, and they have it, you keep conversation.
01:22:11
Speaker
You don't go,
01:22:12
Speaker
and you wait and it's all awkward.
01:22:13
Speaker
I'm like, yeah, so anyways, you're telling me about your dog.
01:22:15
Speaker
It was a Rottweiler.
01:22:16
Speaker
You've had it for eight years.
01:22:17
Speaker
I said, oh yeah, go ahead and click that.
01:22:18
Speaker
Yeah, sign there.
01:22:18
Speaker
Yeah.
01:22:19
Speaker
Yeah, and so also, yeah, you're telling me that you've lived here for 15 years.
01:22:23
Speaker
Beautiful.
01:22:23
Speaker
Yeah, click that one too.
01:22:24
Speaker
You see next, click that.
01:22:25
Speaker
Yeah, and before you know it, they're done.
01:22:27
Speaker
It's not a big deal, and you have it all scheduled.
01:22:30
Speaker
If they want to read it, I'm like, yeah, I'll read it with you.
01:22:31
Speaker
Like, I'll tell you this.
01:22:33
Speaker
I never read the utility documents before ever in my life.
01:22:36
Speaker
Like, I just paid the Edison bill, but this is amazing.
01:22:39
Speaker
It's just really that let's do this.
01:22:40
Speaker
This is what we're doing.
01:22:42
Speaker
As far as rebuttals and objections go, we do have like a big objections panel that we cover.
01:22:46
Speaker
I know Raul's like getting nervous.
01:22:47
Speaker
How's he going to go through all this?
01:22:49
Speaker
But yeah, dude, like reach out.
01:22:51
Speaker
We have a lot of stuff like that that we go through, but that would be my favorite just assumptive close.
01:22:57
Speaker
Yeah, I like that.
01:22:58
Speaker
No, I made that mistake.
01:22:59
Speaker
Like they were asking to read it and I'm...
01:23:02
Speaker
You know, it didn't have a good concern, but it's like, do we read the terms and conditions for iPhone?
01:23:06
Speaker
Do we read the terms and conditions for Facebook when we signed up?
01:23:09
Speaker
It's like, if you can get them thinking that same way.
01:23:11
Speaker
Yeah.
01:23:11
Speaker
And if you can keep that flow of the conversation, it's like, yeah, just go ahead.
01:23:14
Speaker
Yeah.
01:23:14
Speaker
You know, then it's all good.
01:23:16
Speaker
Like if we don't make a big deal about it, um, they're not going to make a big deal about it.
01:23:19
Speaker
Just like socials and other things.
01:23:21
Speaker
Like I've had people like, um,
01:23:22
Speaker
Don't be alarmed.
01:23:24
Speaker
May I please have your, it's like, you're never going to get it that way.
01:23:26
Speaker
Like you just got to be chill.
01:23:27
Speaker
No big deal.
01:23:29
Speaker
This is just our process.
01:23:30
Speaker
We go through it.
01:23:31
Speaker
And if you've done the steps prior, cause we're playing chess, we know we want to close.
01:23:36
Speaker
Did you create enough pain?
01:23:37
Speaker
Did you create enough value?
01:23:38
Speaker
Is there enough urgency to do this now?
01:23:40
Speaker
And then yeah, assumptive close most of the time it'll be smooth.
01:23:44
Speaker
Boom.
Future Growth and Solcite Introduction
01:23:45
Speaker
All right.
01:23:46
Speaker
Well, we're not getting the entire script today.
01:23:47
Speaker
Maybe that's when we're paying 50 grand on the next podcast.
01:23:51
Speaker
We'll go through his entire script.
01:23:53
Speaker
But thank you guys again.
01:23:55
Speaker
It's been awesome.
01:23:56
Speaker
And yeah, looking forward to seeing the growth and seeing you guys get to a billion dollars.
01:24:01
Speaker
We'll do another podcast.
01:24:03
Speaker
We're shooting for the sky, man.
01:24:05
Speaker
Our vision is so big that everybody can fit in it.
01:24:07
Speaker
So we're like, this is what gets us excited.
01:24:10
Speaker
Yeah.
01:24:11
Speaker
Let's go.
01:24:12
Speaker
Okay, well, anyone listening, Raul, hit Jason up, let them know you appreciate them coming on the podcast with us.
01:24:19
Speaker
And thanks again, guys.
01:24:21
Speaker
It's been a privilege.
01:24:21
Speaker
Perfect.
01:24:22
Speaker
Thank you, guys.
01:24:22
Speaker
Appreciate it.
01:24:24
Speaker
Hey, solopreneurs, quick question.
01:24:26
Speaker
What if you could surround yourself with the industry's top performing sales pros, marketers, and CEOs and learn from their experience and wisdom in less than 20 minutes a day.
01:24:36
Speaker
For the last three years, I've been placed in the fortunate position to interview dozens of elite level solar professionals and learn exactly what they do behind closed doors to build their solar careers to an all-star level.
01:24:48
Speaker
That's why I want to make a truly special announcement about the new learning community exclusively for solar professionals
01:24:54
Speaker
to learn, compete, and win with top performers in the industry.
01:24:59
Speaker
And it's called Solcite.
01:25:01
Speaker
This learning community was designed from the ground up to level the playing field and give Solar Pros access to proven mentors who want to give back to this community and help you or your team to be held accountable by the industry's brightest minds for, are you ready for it, less than $3.45 a day.
01:25:20
Speaker
Currently, SoulCity is open, launched, and ready to be enrolled.
01:25:26
Speaker
So go to SoulCity.co to learn more and join the learning experience now.
01:25:34
Speaker
This is exclusively for solopreneur listeners, so be sure to go to SoulCity.co and join.
01:25:41
Speaker
We'll see you on the inside.