Become a Creator today!Start creating today - Share your story with the world!
Start for free
00:00:00
00:00:01
How to Close 68 Deals in a Month - Chance Pronschinske
101 Plays4 years ago
Visit Solciety.co now!
Welcome to the Solarpreneur podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong and 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. I teach you to avoid the mistakes I made and bringing the top solar dogs, the industry to let you in on the secrets of generating more leads, falling up like a pro and closing more deals. What is a Solarpreneur you might ask a Solarpreneur is a new breed of solar pro that is willing to do whatever it takes to achieve mastery and you are about to become one.
Speaker 1 (00:01):
What's going on Solarpreneurs. I am stoked for this episode today because we have someone that, um, has been doing something pretty unreal. We've got a guy that's I got a text a few weeks ago, heard about chance here, that's with us today and you're going to hear all about them. But he said to my knowledge and industry record close 68 freaking deals in a month. Let's go appreciate it, bro. So we're going to hear, um, what was working for him and yeah, just kind of his whole story and what he's been doing to achieve that level of success. Cause I've never heard anything like it before, so a chance welcome to the show. Thanks for coming
Speaker 2 (00:40):
On. Yeah, appreciate it. Thanks for having me.
Speaker 1 (00:42):
Yeah. So I'm stoked to hear just kind of what led up to this. And I I'll be honest. I didn't believe it. At first when I heard I got a text from my buddy Marshall and um, he told me about this guy and I'm like, no, no way, Marshall. I got a guy that I work with that close. I think, uh, yeah, he's closed like 43 in a month. I was just telling you chance. I, I thought that was the record. Like no ways anyone closing more than, than 43, that Marshall texts me. He's like, no chance got 68. I did. I was like, all right, I got to get this show on the guy on the show.
Speaker 2 (01:15):
Yeah. So a little background about me. Um, again, my name is chance [inaudible] but so ever since like I grew up, I've always had like an entrepreneurial mind, of course. But yeah, when I was 13, I, I mean, I've been doing e-commerce and everything. Solar I've been in the industry for about 15 months. Um, but yeah, literally I came out here, I saw an ad. Um, I actually filed Zane and that's the CEO of better earth. So that's who I work for. But I saw an ad with Zane and I was like, all right, I'm going to apply. So I think that they had like 800 applicants. It was all housing. Um, all expenses paid for, for your first three months. And I dropped out of school about a year and a half in. I never really wanted a piece of paper that millions of people get every single year, but I've flew out here.
Speaker 2 (02:02):
Uh, I got the job flew out here and I dropped everything to my parents, whether you guys like it or not, I'm going to California. So I'm originally from Wisconsin. But when I was about 13 years old, I had like $150,000. So she was my room. I used to buy and resell tickets, shoes, whatever it may be. You name it? I did it. So any type of get rich quick, and I realize, of course you just got to keep putting the work in. You said drop ship, like crazy. But when I was 17 or 16 years old, I created a company called smile, big clothing. So you guys can all check that out if you want. But yeah. Um, I was going through a little different time with my parents and they actually like got a divorce and everything was hard on me just cause my brothers I'm the youngest of, I have three older brothers, but, um, yeah, so I was going through it a little different time and I've made smile, be clothing, just cause I knew a lot of people are going through bigger struggles than myself.
Speaker 2 (02:54):
And that's why I dropped out of school. I used to
Recommended
Transcript
Introduction to the Solarpreneur Podcast
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
00:00:08
Speaker
My name is Taylor Armstrong.
00:00:10
Speaker
I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
00:00:19
Speaker
I teach you 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 Solarpreneur you might ask?
00:00:33
Speaker
A Solarpreneur is a new breed of Solar Pro that is willing to do whatever it takes to achieve mastery and you are about to become one.
00:00:41
Speaker
What's going on, solopreneurs?
00:00:43
Speaker
I am stoked for this episode today because we have someone that has been doing something pretty
Meet Chance Pranchinski, Record-Setting Solar Sales Expert
00:00:51
Speaker
unreal.
00:00:51
Speaker
We've got a guy that I got a text a few weeks ago, heard about Chance here that's with us today.
00:00:57
Speaker
And you're going to hear all about him, but he set, to my knowledge, an industry record.
00:01:02
Speaker
Close 68 freaking deals in a month.
00:01:05
Speaker
Let's go.
00:01:06
Speaker
Appreciate it, bro.
00:01:07
Speaker
So we're going to hear what was working for him and yeah, just kind of his whole story and what he's been doing to achieve that level of success because I've never heard anything like it before.
00:01:18
Speaker
So Chance, welcome to the show.
00:01:20
Speaker
Thanks for coming on.
00:01:20
Speaker
Yeah, I appreciate it.
00:01:21
Speaker
Thanks for having me.
00:01:22
Speaker
Yeah.
00:01:23
Speaker
So I'm stoked to hear just kind of what led up to this.
00:01:26
Speaker
And I'll be honest, I didn't believe it at first when I heard, I got a text from my buddy, Marshall.
00:01:33
Speaker
And he told me about this guy.
00:01:35
Speaker
And I'm like, no, no way, Marshall.
00:01:37
Speaker
I got a guy that I work with that closed, I think, yeah, he's closed like 43 in a month.
00:01:42
Speaker
I was just telling you, Chance, I thought that was the record.
00:01:45
Speaker
Like, no way is anyone closing more than 43.
00:01:48
Speaker
And Marshall texts me, he's like, no, Chance got 68.
00:01:51
Speaker
I did.
00:01:51
Speaker
I'm like, all right, I got to get this guy on the show.
00:01:55
Speaker
Absolutely.
Chance's Entrepreneurial Journey
00:01:56
Speaker
Yeah, so a little background about me.
00:01:58
Speaker
Again, my name is Chance Pranchinski.
00:02:00
Speaker
But so ever since I grew up, I've always had an entrepreneurial mind, of course.
00:02:05
Speaker
Yeah, when I was 13, I mean, I've been doing e-commerce and everything.
00:02:09
Speaker
Solar, I've been in the industry for about 15 months.
00:02:13
Speaker
But yeah, literally, I came out here, I saw an ad.
00:02:17
Speaker
I actually followed Zane, and that's the CEO of Better Earth, so that's who I work for.
00:02:22
Speaker
But I saw an ad with Zane and I was like, all right, I'm going to apply.
00:02:26
Speaker
So I think that they had like 800 applicants.
00:02:28
Speaker
It was all housing, all expenses paid for, for your first three months.
00:02:32
Speaker
And I dropped out of school about a year and a half in.
00:02:35
Speaker
I never really wanted a piece of paper that millions of people get every single year.
00:02:41
Speaker
But I flew out here.
00:02:43
Speaker
I got the job, flew out here, and I dropped everything.
00:02:45
Speaker
Tell my parents, whether you guys like it or not, I'm going to California.
00:02:49
Speaker
So I'm originally from Wisconsin.
00:02:50
Speaker
But I'm
00:02:51
Speaker
when I was about 13 years old, I had like $150,000 of shoes in my room.
00:02:55
Speaker
I used to buy and resell tickets, shoes, whatever it may be, you name it, I did it.
00:03:00
Speaker
So any type of get rich quick.
00:03:02
Speaker
And I realized, of course, you just got to keep putting the work in.
00:03:05
Speaker
Used to drop ship like crazy.
00:03:07
Speaker
But when I was 17 or 16 years old, I created a company called Smile Big Clothing.
00:03:13
Speaker
So you guys can all check that out if you want.
00:03:15
Speaker
But
00:03:15
Speaker
Yeah.
00:03:16
Speaker
I was going through a little different time with my parents and they actually like got a divorce and everything was hard on me just because my brothers, I'm the youngest of, I have two other brothers, but yeah.
00:03:28
Speaker
So I was going through a little different time and I've made some out of big clothing just because I knew a lot of people are going through bigger struggles than myself.
00:03:34
Speaker
And that's why I dropped out of school.
00:03:36
Speaker
I used to sit in a dorm room, wake up at four 30, work on websites, inventory, skip all my classes, just to go package a bunch of merch and,
00:03:45
Speaker
It was ridiculous.
00:03:46
Speaker
Yeah.
00:03:47
Speaker
So I dropped everything, came out to California.
First Success in Solar
00:03:49
Speaker
And when I came out to California, I didn't have a car or anything like that.
00:03:52
Speaker
I put all my money into the inventory.
00:03:54
Speaker
I used to order way more than I could afford just to push my paradigm and make sure that I have to, I have one thing, one option.
00:04:01
Speaker
So, so that's awesome.
00:04:03
Speaker
Always been hustling.
00:04:04
Speaker
Absolutely.
00:04:04
Speaker
So after that, I came out to California, didn't have a car, used to Uber to turf, used everything in my bank account to do it.
00:04:11
Speaker
And you're out there.
00:04:12
Speaker
There's no other excuse to it.
00:04:15
Speaker
You're either going to sit on the sidewalk or you're going to go bang doors and get after some people.
00:04:19
Speaker
So I did that.
00:04:20
Speaker
And my first month, I think I had like 16 deals in my first month in solar.
00:04:25
Speaker
And yeah, we were pushing a lot of paradigms in the company.
00:04:27
Speaker
I've kind of set like that company record right away.
00:04:30
Speaker
And ever since that, like I've always just been holding myself accountable to my goals, of course.
00:04:34
Speaker
And I don't really compare myself to others.
00:04:36
Speaker
I really just keep improving.
00:04:38
Speaker
And that's the most important part and staying consistent and making sure that you're outworking every single person.
00:04:43
Speaker
Yeah, 100%.
00:04:44
Speaker
And, yeah, I think that's probably – we'll talk more about this, but that's probably a huge key to success is most guys, they'd hit, you know, 30, 40 in a month and be like – like I was thinking, oh, this is probably a record.
00:04:54
Speaker
I don't need to do more than this.
00:04:56
Speaker
Go take the month off.
00:04:58
Speaker
Yeah, 100%.
00:04:59
Speaker
I think that's probably a lot of your success.
00:05:01
Speaker
You're just like, oh, no, I'm going to beat my previous record.
00:05:04
Speaker
I'm going to go big.
00:05:05
Speaker
And you're probably not even looking at the score.
00:05:07
Speaker
You're just comparing it to what you hit in the other months, right?
00:05:09
Speaker
Absolutely, yeah.
00:05:10
Speaker
I always have a big whiteboard in my room, and that's literally all I compare myself to.
00:05:14
Speaker
It's just my last day or my last month or whatever it may be, but staying in the present, taking every single day one by one, every day is a sprint, always just control what you can, like, of course can control.
00:05:24
Speaker
And yeah, you definitely see a lot of results and a lot of
Keys to Consistency and Self-Improvement
00:05:28
Speaker
improvement as well.
00:05:28
Speaker
Yeah, love that.
00:05:30
Speaker
So we'll get more into the solar stuff.
00:05:31
Speaker
But yeah, I want to ask you, Chance, like with your previous businesses, was that always pretty successful when you started out selling shoes and everything?
00:05:38
Speaker
Tell me about that.
00:05:39
Speaker
Was that always a big success?
00:05:41
Speaker
Or was that kind of up and down?
00:05:42
Speaker
How did that go?
00:05:43
Speaker
You know, it was up and down just because I was in middle school and high school.
00:05:45
Speaker
And of course, like I was playing sports.
00:05:47
Speaker
My dad used to be a coach and had a lot of practices after.
00:05:50
Speaker
I used to get my phone taken away in all my classes because I was always messaging people back on eBay.
00:05:56
Speaker
So that was always like a struggle and staying up super late and trying to balance work like schoolwork or whatever it may be.
00:06:02
Speaker
But yeah, the shoes was like actually a pretty big like success, especially just being young.
00:06:07
Speaker
And honestly, like even if I broke even, I didn't like I did pretty well for myself being young.
00:06:13
Speaker
But yeah, I mean, honestly, just like the knowledge I learned and seeing how like businesses operate and seeing like how to actually sell definitely benefits in a lot of other ways other than just business.
00:06:24
Speaker
It develops yourself as a person too.
00:06:25
Speaker
Yeah.
00:06:26
Speaker
Yeah.
00:06:27
Speaker
And so I love hearing about people's background because, I mean, like we're talking about, a lot of people in solar, it's kind of the paradigm that reps get is they're lazy.
00:06:35
Speaker
They close a few deals.
00:06:36
Speaker
We're paid a ton, like we're talking about before we did the show.
00:06:39
Speaker
And you literally close a couple of deals a month and be making more than most average Americans make.
00:06:46
Speaker
And so, like, do you think, I don't know, your upbringing, your previous business, previous businesses, things like that, do you think that contributed to just kind of like the muscle mindset
The 90-Day Sales Blitz Experience
00:06:55
Speaker
you have now?
00:06:55
Speaker
Or do you think that was more developed or were you born this way?
00:06:58
Speaker
Or how do you how do you develop that stuff?
00:07:00
Speaker
That's a good question.
00:07:01
Speaker
Honestly, I've kind of just been born that way.
00:07:04
Speaker
But yeah, I realized, so when I first came out here, it was called the 90 day blitz.
00:07:08
Speaker
And I was like, dang, like we're gonna have to go like 13, 14, 15 hours a day or whatever it is.
00:07:13
Speaker
You wake up at six, you come back at until it's, I mean, pitch black.
00:07:16
Speaker
I used to literally knock my own neighborhood until it was literally pitch black.
00:07:20
Speaker
But yeah, I think that was huge for me.
00:07:23
Speaker
And I realized that I've kind of been blitzing for the last seven years.
00:07:26
Speaker
So yeah, I kind of just like trained myself to that.
00:07:28
Speaker
And I didn't realize like, of course, this is like more like physical or you're walking around, but I used to be on my computer for,
00:07:34
Speaker
12 13 hours in college and high school or whatever it may be so it definitely kind of like trained me just to kind of of course bring it like to the doors yeah yeah i love that and so yeah at better earth um did you guys have like a i don't know set schedule for your reps you're talking about blitzes do you guys do mostly blitzes at better earth or how does like the schedule work do you guys get your rep success over there
00:07:59
Speaker
Yeah, good question.
00:08:00
Speaker
So, honestly, like, you're on your own hours.
00:08:03
Speaker
Like, no one really can, like, tell you exactly what to do.
00:08:05
Speaker
So, we don't really have, like, a schedule.
00:08:07
Speaker
A lot of, like, team leaders or whatever it may be might make, of course, like, a blitz, like a two-week blitz, three-week blitz for, like, of course their team and have, like, a cool goal or whatever it may be, like a competition.
00:08:17
Speaker
Okay.
00:08:18
Speaker
A lot of it is just kind of like all self-gen, like work-based performance.
00:08:21
Speaker
Like, of course, you get what you put out of it.
00:08:24
Speaker
Yeah.
00:08:25
Speaker
Okay.
00:08:25
Speaker
Yeah, because I'm noticing that a lot.
00:08:28
Speaker
Yeah, a lot of companies I've been with, they just have the typical, like, all right, guys, we're going to try to go out and work from, I don't know, 3 to 7 today.
00:08:35
Speaker
That's kind of like the hours.
00:08:37
Speaker
But then what I've also seen with that is sometimes that gets, like, mediocre results because you're not doing, like, a hustle blitz.
00:08:43
Speaker
Everyone's just kind of trained, okay, let's try to get our –
00:08:47
Speaker
you know, one to two deals in a week.
00:08:48
Speaker
A hundred percent.
00:08:49
Speaker
If we work 20 hours on the doors or something, then we can probably get like one or two deals.
00:08:54
Speaker
Yeah.
00:08:55
Speaker
But especially recently, I've heard from a lot of guests coming on the podcast is that they're really trying to do more of this blitz and get people to hit, you know, high numbers.
00:09:03
Speaker
So I think it's really cool is because if you do that, then a lot of times what I've seen on teams is reps limit themselves.
00:09:09
Speaker
Like, oh, okay, I'm going to work my 15 hours, whatever on the doors.
00:09:13
Speaker
get like, I don't know, maybe four or five deals this month, which is great money.
00:09:17
Speaker
But what I think is really cool from guests, I'm hearing, okay, let's do like a three week blitz.
00:09:21
Speaker
And then guys are hitting like, I don't know, maybe 15 deals.
00:09:25
Speaker
Whoa, that's crazy.
00:09:26
Speaker
I didn't know that was possible.
00:09:27
Speaker
Yeah.
00:09:28
Speaker
So it's kind of also breaking the mindset too, from what I've seen doing a blitz and really like working more hours than they thought they could work.
00:09:35
Speaker
and getting them out of the shell because, yeah, I mean, I've kind of been in that.
00:09:39
Speaker
Unfortunately, I think it's time for me to do a blitz, but I've kind of been in the same thing.
00:09:42
Speaker
Work three, four hours a day, or at least knock doors three, four hours a day.
00:09:46
Speaker
I'm in San Diego, so I'm just working kind of local areas too.
00:09:49
Speaker
Yep.
00:09:50
Speaker
And so, yeah, it's an easy trap to fall into is I'm just going to work like...
00:09:53
Speaker
You know, kind of not the minimum, but minimum to get a couple of deals in a week and then not push myself further.
00:10:00
Speaker
So would you say that's a big thing for you guys to just or anything you guys do to help reps just, I don't know, increase their potential and break past the limits, things
Leadership and Team Accountability
00:10:09
Speaker
like that?
00:10:09
Speaker
Yeah, 100%.
00:10:10
Speaker
One thing that I do for any type of my reps, so when I first started my team, just because I've only been in the industry for about, say, 15 months, so I brought four guys out probably my third month in, and yeah, they were up at 6 o'clock.
00:10:22
Speaker
I'd bang on their doors, make sure that they're up.
00:10:24
Speaker
whether you're going to be reading, meditating, of course, doing whatever that's going to get your mind right.
00:10:29
Speaker
Nine o'clock, we'd have a morning meeting right after the morning meeting, you're at the doors and you're not coming back until it's pitch black.
00:10:33
Speaker
There's no other way around it.
00:10:35
Speaker
Doors are going to be locked.
00:10:36
Speaker
If you come back, you're not coming in.
00:10:38
Speaker
So sit in your car, do follow up, whatever it is, but definitely like that was really, really like beneficial.
00:10:43
Speaker
So I came in, his name was Andrew Zambetti.
00:10:45
Speaker
I came in, I lived with Zambo and that was big for me just to have like my routine, of course, down.
00:10:53
Speaker
And after that, like,
00:10:54
Speaker
Yeah, like you're not going to waste your time.
00:10:56
Speaker
There's nothing worse than going to hit 200, 300, whatever, how many doors in a 10-hour period and just get nothing.
00:11:04
Speaker
So, yeah, definitely just making sure you're holding yourself accountable and everyone else.
00:11:09
Speaker
Like being a leader, you got to lead from the front.
00:11:11
Speaker
If you're not doing results, why would your reps ever get results?
00:11:15
Speaker
So always pushing like it's addictive.
00:11:18
Speaker
It's very, very addictive to push everyone else's paradigm, see like the results that you can bring to them and see, of course, like when you do 68 deals, anyone that does 10 is thinking, oh, my gosh, like I got to get going.
00:11:28
Speaker
So it's the same thing with my team.
00:11:30
Speaker
And last last month, we did like 200, like 200 deals as a team, which is pretty cool.
00:11:35
Speaker
Incredible.
00:11:36
Speaker
And yeah, you're what?
00:11:37
Speaker
You're 21, right, Chance?
00:11:38
Speaker
Yeah, 21.
00:11:39
Speaker
Crazy.
00:11:40
Speaker
So yeah, I'm here 28 and then like, man, all these young hustlers coming out.
00:11:44
Speaker
It's funny, I'm on a team right now where like my previous company I was with, a lot of us were like married guys and like, all right guys, let's close our deals, get back to our kids, whatever.
00:11:54
Speaker
But now I'm seeing these guys come in like you're age 21 and they're just like straight hustle.
00:11:59
Speaker
Right.
00:12:00
Speaker
Not as many distractions, right?
00:12:01
Speaker
You don't have a full-time job at home with the kids or whatever it might be.
00:12:03
Speaker
Yeah, obviously you don't got a wife, kid to give back to, anything like that.
00:12:07
Speaker
Right.
00:12:08
Speaker
So I wish I would have been more like that when I was your age too, though, because even though I'm married now, I'm still probably working about the same as when I was single and all that.
00:12:18
Speaker
But if I could go back, I would have done more Blitz style when I had more time and I have a wife, whatever, to go back to your kids.
00:12:25
Speaker
So for all you young people listening, you young folks, not like me, 20, married and all that, I think that's a huge key.
00:12:32
Speaker
Push as hard as you can right now because, trust me, when you're married and when you have a kid and stuff,
00:12:37
Speaker
I mean, you're still going to push, but it's not the same.
00:12:39
Speaker
You're not going to be able to push as hard.
00:12:41
Speaker
You still can do your blitzes and stuff like that.
00:12:43
Speaker
But, I mean, I'm already sleeping on the, not like literally, but I'm already in the doghouse sometimes with my wife.
00:12:50
Speaker
She's like, all right, you're putting too many hours this week, stuff like that.
00:12:53
Speaker
Right.
00:12:54
Speaker
So I think that's a big thing.
00:12:56
Speaker
But yeah, so for you, Chance, like people you're training, do you ever get any pushback?
00:13:00
Speaker
Or is it like people you bring in, are you immediately saying, all right, guys, we're blitzing like crazy?
00:13:04
Speaker
Or do you get pushback from guys like, because I know obviously you're a straight killer out there working all these hours and like hitting massive things and all that.
00:13:12
Speaker
But what about for guys that aren't like you that come in, maybe they've never worked this hard in their lives?
00:13:18
Speaker
anything else you guys do to kind of like condition them to really hit big things and break those limits?
00:13:23
Speaker
Is it just kind of doing boot camp style like you said or anything else you guys do?
00:13:27
Speaker
Yeah I think like the biggest part is like setting the expectation straight right away so if they're getting pushed back or like I don't see like them actually doing it then I'm just not going to bring them out so like I have a bunch of people that want to come out but yeah just making sure we're scaling like at of course like a good pace and making sure I can put a lot of time into these guys but
00:13:45
Speaker
No, there's really no pushback or anything like that just because I tell them exactly how it's going to be.
00:13:50
Speaker
I tell them they have to get up at 6 and they're not going to be able to come back.
00:13:52
Speaker
So they know that they're going to be working 80 to 110 hour weeks, and that's literally the truth.
00:13:58
Speaker
that month in August, like literally I didn't even have time to eat.
00:14:02
Speaker
So just being super busy and making sure that they are.
00:14:05
Speaker
And again, like that's my job.
00:14:06
Speaker
Like if they put the work in, I want to make sure that they like see a ton of results last month.
00:14:11
Speaker
Um, one of my top guys, Ryan Tessner, he had like 28 deals.
00:14:14
Speaker
So it's definitely just shifting paradigms and yeah, everyone works really, really hard and yeah, we're just big family.
00:14:20
Speaker
Yeah.
00:14:20
Speaker
That's awesome.
00:14:22
Speaker
And so let's get into a little bit like this huge month you had.
Record-Setting Sales Strategies
00:14:25
Speaker
Yeah.
00:14:25
Speaker
Tell me, yeah, you talk about you barely had time to eat and obviously, you know, super big, like 68 deals.
00:14:31
Speaker
I don't know how you do anything besides close deals.
00:14:34
Speaker
Literally.
00:14:35
Speaker
But yeah, do you want to tell us like what was your schedule this month and did you kind of map it out or were you like, yeah, tell us about that, how this came to be.
00:14:42
Speaker
Yeah.
00:14:42
Speaker
So I mean, of course, my goal is actually 70 for that month and I literally sold myself accountable.
00:14:48
Speaker
So I took a whiteboard and I literally broke down every single day and I
00:14:51
Speaker
just kept chasing myself.
00:14:52
Speaker
If I'm behind, I got to like catch up, of course.
00:14:55
Speaker
But my schedule is, of course, like get up super early.
00:14:58
Speaker
And since I do have guys, like I seriously would not go to bed until like 12.
00:15:02
Speaker
going over like pitches, wins, and of course, like voice memos.
00:15:05
Speaker
So you're still managing a team while you're trying to hit seven miles?
00:15:08
Speaker
Yeah, I live with 15 guys.
00:15:09
Speaker
So I brought in a whole entire squad.
00:15:11
Speaker
We're actually in Orinda, California.
00:15:14
Speaker
But yeah, literally, I was managing everyone.
00:15:17
Speaker
And I went to Arizona.
00:15:18
Speaker
It was a brand new market for me, which was definitely different.
00:15:21
Speaker
But kind of crushed it there.
00:15:22
Speaker
I had 11 deals in four days there.
00:15:24
Speaker
And then I ended up having to go to LA, which is a newer market for me as well.
00:15:29
Speaker
And
00:15:29
Speaker
I think I had like 14 deals in like five days there.
00:15:32
Speaker
So, yeah, just like adapting to whatever like is put in front of you.
00:15:36
Speaker
And, yeah, I did travel a lot, but it was pretty sick.
00:15:39
Speaker
Wow.
00:15:40
Speaker
That's awesome.
00:15:40
Speaker
So like 6 a.m.
00:15:41
Speaker
and then like you were talking about before, it's kind of like 6 a.m.
00:15:45
Speaker
and then meeting at 9 and then just like knocking or in deals still dark basically.
00:15:50
Speaker
100%, yeah.
00:15:51
Speaker
And I think like the most beneficial, like something that was really, really beneficial for me is –
00:15:56
Speaker
A lot of times when people get an appointment sat, your time is so valuable, as I said before, but don't sit people out, of course.
00:16:03
Speaker
aren't worth your time.
00:16:04
Speaker
So I don't like force it anyone.
00:16:05
Speaker
Like if I get, say I go get eight or nine QLs in a day, like I'm probably sitting only three or four of them.
00:16:11
Speaker
So I think that was super beneficial or don't like set appointments way out same day or next day at all times.
00:16:16
Speaker
And yeah, your time is super, super valuable.
00:16:19
Speaker
Like I don't think I've ever sent an email with a proposal my whole entire life.
00:16:22
Speaker
It's either you're going to sit with me or, or you're just not going to go solar with me.
00:16:26
Speaker
Yeah.
00:16:27
Speaker
That's awesome.
00:16:28
Speaker
Yeah, no, I think that's a big thing, especially new reps.
00:16:31
Speaker
I see they get kind of this, I don't know, rush.
00:16:33
Speaker
They're having success when they get a lead and maybe they'll let them in the house and they're like chatting and stuff.
00:16:39
Speaker
But I know for me as a new rep, I would like get in a house with some old lady or whatever that wasn't even qualified.
00:16:44
Speaker
Her roof's like wrecked.
00:16:46
Speaker
She has like zero credits, you know, on Social Security and all this stuff.
00:16:50
Speaker
And I'm like, sweet, I just booked a solid appointment.
00:16:52
Speaker
She's let me in.
00:16:53
Speaker
She's like telling me her whole life story.
00:16:55
Speaker
And then two hours later, she's like, oh, by the way, a non-interest in solar have zero credit.
00:17:00
Speaker
I'm like, like all this stuff.
00:17:01
Speaker
Yeah.
00:17:02
Speaker
Just getting kind of all that stuff out of the way to start.
00:17:04
Speaker
And that, that is definitely like the most important part.
00:17:08
Speaker
A lot of people want to like sit appointments that they just force it and they kind of waste an hour and a half, like an hour and a half on the doors.
00:17:14
Speaker
That's, that's three other leads.
00:17:16
Speaker
So super, super important just to balance your time.
00:17:19
Speaker
And again, like know that your time is that valuable in this industry.
00:17:22
Speaker
It's crazy.
00:17:23
Speaker
Like
00:17:23
Speaker
I always like to look at it as like an Easter egg hunt, right?
00:17:25
Speaker
Like literally you're just looking for golden eggs.
00:17:28
Speaker
So again, like the hardest people, like the hardest people look QL are the easiest to close.
00:17:33
Speaker
So, and then of course, like simple is better.
00:17:35
Speaker
So I don't really like talk about the product as much.
00:17:37
Speaker
Like I attach myself to the deal.
00:17:39
Speaker
And from there, like it's really, really simple.
00:17:41
Speaker
You got to dumb down the deal.
00:17:42
Speaker
I'm big into analogies and just really putting into perspective on, I only can help your situation.
00:17:47
Speaker
This is something you've already been paying for.
00:17:49
Speaker
Like all you do is literally just pay a lower bill.
00:17:51
Speaker
And that's kind of where it always comes down to.
00:17:54
Speaker
And after that, like once it clicks or you get like that one objection or they like spill the beans on why they didn't do it in the past and why it didn't make sense in the past.
00:18:02
Speaker
that's where you just actually tee that thing up and hit a home run.
00:18:06
Speaker
Yeah, love that.
00:18:07
Speaker
And analogy, I think those are super key too.
00:18:10
Speaker
Just helping people dumb it down as
Simplifying the Solar Pitch
00:18:13
Speaker
simple as possible.
00:18:13
Speaker
I think the most successful guys I see in the industry are breaking it down so basically like a third grader could understand it.
00:18:20
Speaker
Absolutely.
00:18:20
Speaker
So simple that, like how could you not do it?
00:18:23
Speaker
Absolutely.
00:18:23
Speaker
So yeah, tell me, do you have any specific analogies you use that you feel like help a ton as you're sitting in homes?
00:18:29
Speaker
Yeah, just like a lot of the times, like even it's on the door most of the time, like that I really like dumb it down to them.
00:18:36
Speaker
But one thing that I always say is like, so of course, like they're already renting their power and now they get to own it for nothing out of their pocket.
00:18:42
Speaker
But then I just like put it into perspective on like things that they actually own.
00:18:45
Speaker
Like you probably own this house, right?
00:18:47
Speaker
They go, yep, probably own your car.
00:18:49
Speaker
Yep.
00:18:50
Speaker
How come you don't own your power?
00:18:52
Speaker
Pretty contradicting.
00:18:53
Speaker
You get to own your power for less than you're already renting it for, for nothing out of your pocket.
00:18:57
Speaker
You literally could have $0 of your name to do this.
00:18:59
Speaker
My mom always says when it sounds too good to be true, it usually is, right?
00:19:02
Speaker
What's the catch?
00:19:03
Speaker
There isn't one.
00:19:04
Speaker
And that's why I moved all the way from Antarctic, Wisconsin for this.
00:19:07
Speaker
Do you get your bill online or in the mail?
00:19:08
Speaker
Yeah.
00:19:09
Speaker
Nice.
00:19:10
Speaker
Assumption.
00:19:11
Speaker
Love it.
00:19:12
Speaker
That's awesome.
00:19:13
Speaker
I'm going to ask you, yeah.
00:19:15
Speaker
And so, like, for guys, another thing I was going to ask you, Chance, especially for newer reps, like I was saying, just recognize someone that's super qualified versus someone that could be possibly a waste of time.
00:19:27
Speaker
And when you close these 68 deals, I'm sure you had to be, like, you know,
00:19:31
Speaker
super, super good with your time.
00:19:33
Speaker
So how did you recognize like maybe someone's going to be a waste of time or like filter all these people are going to be failed credits or that weren't good leads.
00:19:41
Speaker
How do you filter out those and just spend your time with as many good prospects as possible?
00:19:45
Speaker
Yeah, good question.
00:19:46
Speaker
Honestly, I usually like kind of qualify them on the door.
00:19:50
Speaker
I ask them questions after I like get the bill and everything, like start talking about like them, talk about myself for a little bit.
00:19:55
Speaker
And then after that, like if I see like something that may be a concern, like a roof or whatever it may be,
00:20:01
Speaker
kind of get it out of the way.
00:20:02
Speaker
But what I usually do, and I don't know if this is like the best strategy, it works for me.
00:20:06
Speaker
I always just double book appointments.
00:20:08
Speaker
So ones that are like iffy or like maybe they won't sit because it was like a one leg or whatever it may be.
00:20:15
Speaker
I'll just have two appointments.
00:20:16
Speaker
So I get to pick two.
00:20:17
Speaker
One doesn't show the other one's going to show.
00:20:19
Speaker
So that was something that I always like felt like was really, really beneficial.
00:20:23
Speaker
But our part two is just mapping out your schedule.
00:20:25
Speaker
So before I go
00:20:26
Speaker
out to turf or out to, of course, knock, I always have, like, my schedule planned.
00:20:30
Speaker
So, like, they're on my time.
00:20:31
Speaker
I'm not on theirs.
00:20:32
Speaker
So, making sure I'm not putting an appointment right in the middle of the day, all my appointments would be at, like, 4.30, 6, 7.30, and 9.
00:20:39
Speaker
So, that's what I always would do.
00:20:41
Speaker
I have four appointments.
00:20:41
Speaker
I got to fill them, and that's what, of course, leaves you open for some same days.
00:20:45
Speaker
But, yeah, that definitely works for me at all.
00:20:50
Speaker
Almost always.
00:20:50
Speaker
So, yeah, I like that.
00:20:52
Speaker
Yeah.
00:20:52
Speaker
I don't feel this in a grant card on much, but it talks about like new problems.
00:20:56
Speaker
It's good to have new problems, right?
00:20:58
Speaker
Like double booking appointments.
00:20:59
Speaker
That's a problem.
00:21:00
Speaker
Right.
00:21:00
Speaker
But it's like, like, especially in solar, how many appointments fall through stuff happens.
00:21:05
Speaker
Right.
00:21:05
Speaker
So I think, especially if you're trying to do volume like that, you got to have like,
00:21:09
Speaker
appointments just stacked all day absolutely line them up and so for our doubters out there chance tell us like how many of these were self-gens um like i don't know tell us like a little bit of the stats for people yeah they were like almost all self-gen so i mean like in arizona like that 11 um was all self-gen i one of the days in california i had six same days another day i had five same days and those are all door knocks
00:21:32
Speaker
And SoCal, I had those 14.
00:21:34
Speaker
Those were self-gen.
00:21:35
Speaker
But, yeah, like almost all of them were self-gen.
00:21:37
Speaker
Of course I have, like, to help some of my teammates, like, out if they ever need, like, help on a deal.
00:21:42
Speaker
But a lot of times, like, I'm always rescheduling my appointments for it.
00:21:46
Speaker
So it's kind of like a –
00:21:48
Speaker
But of course, like their production is more important to me than mine.
00:21:51
Speaker
So yeah, for sure.
00:21:53
Speaker
Yeah, it's a good mindset to have.
00:21:54
Speaker
And yeah, how many out of those 60 for Lulz?
00:21:56
Speaker
I'd be like, oh, bro, you probably had like 40 of those canceled.
00:22:00
Speaker
Yeah, yeah, yeah.
00:22:01
Speaker
How many do you think?
00:22:02
Speaker
You can look at my commission summary.
00:22:04
Speaker
No, I've probably had like...
00:22:06
Speaker
Transparently, I probably had like six to eight cancel, maybe nine.
00:22:09
Speaker
And, I mean, sometimes you just can't control it.
00:22:11
Speaker
Two of them were after the site spray came out, the roof didn't qualify, and they didn't want to do a re-roof.
00:22:15
Speaker
But that's just the honest, transparent truth.
00:22:17
Speaker
But people can think whatever they want, I guess, right?
00:22:21
Speaker
Yeah.
00:22:22
Speaker
You can shadow me on the door, then.
00:22:24
Speaker
Seriously?
00:22:25
Speaker
Maybe I'll go out the map after this.
00:22:26
Speaker
Get some more video footage.
00:22:27
Speaker
You should.
00:22:27
Speaker
Yeah.
00:22:28
Speaker
But, no, it's still incredible.
00:22:30
Speaker
I mean, 10%.
00:22:30
Speaker
Was that 10% or something?
00:22:31
Speaker
Maybe 10%.
00:22:34
Speaker
Yeah, thank you.
00:22:34
Speaker
Yeah, appreciate that super incredible Yeah, but no I like how you're still rep focus like most guys that are hitting huge numbers I see like alright guys, I'm not gonna take any deals I'm not like folks anything and they just have to go all in but the fact that you did this all while still like leading a team and training guys and still going other people's deals I think that makes it a you know even more incredible and
00:22:58
Speaker
It was crazy.
00:22:58
Speaker
Yeah.
00:23:00
Speaker
What did your guys think when you hit this?
00:23:02
Speaker
Were they just blown away?
00:23:05
Speaker
Not really.
00:23:06
Speaker
You said you had been hitting some big numbers before.
00:23:09
Speaker
Yeah, I was hitting a lot of big numbers before, and I was really rep-focused then.
00:23:14
Speaker
A lot of times when you have new reps,
00:23:16
Speaker
Yeah.
00:23:39
Speaker
Then I already put it out to the world, so I have to do it, otherwise I make a fool out of myself.
00:23:42
Speaker
That's awesome.
00:23:45
Speaker
Yeah, so leading up to that, you had a few months.
00:23:47
Speaker
You were saying before we started this, a few months of like 40, right?
00:23:51
Speaker
Yeah.
00:23:51
Speaker
And then you just like, anything that led you wanting to hit 70, you're just like, I just want to have a massive month and just go all out.
00:23:58
Speaker
I think the biggest part is I didn't have like a brand new like wave of recruits.
00:24:02
Speaker
So a lot of these guys have been out here for like two months beforehand or two and a half months, I would say.
00:24:07
Speaker
So like they were kind of on their own doing all like solo production where then I really got to like blitz on my own.
00:24:12
Speaker
Okay.
00:24:13
Speaker
So that was nice.
00:24:13
Speaker
And of course, like I had some people like I would knock with a couple of people just for fun just because.
00:24:19
Speaker
they always like to knock with me and I always like to get some deals for them.
00:24:22
Speaker
So yeah, again, like very unselfish.
00:24:26
Speaker
Like I, I love literally change other people's lives.
00:24:29
Speaker
Like that's the most important part to me.
00:24:31
Speaker
And like, that's my why.
00:24:32
Speaker
So the more people I can bring out, the more differences in life, second change.
00:24:35
Speaker
Like that's a big, big win.
00:24:37
Speaker
It's not even about the dollar sign.
00:24:38
Speaker
It's not about the deals.
00:24:40
Speaker
It's not about the numbers,
Motivation Beyond Sales
00:24:41
Speaker
nothing like that.
00:24:41
Speaker
It's about
00:24:42
Speaker
Really just like, of course, like switching their paradigm and changing their lives and their family's lives.
00:24:46
Speaker
And that's why my why is like to have a billion dollars to make like a billion differences.
00:24:50
Speaker
So it kind of goes back to like smile big clothing for every order we get.
00:24:53
Speaker
We donate a t-shirt to a child in the hospital.
00:24:55
Speaker
So yeah, so I've always just been a big giver.
00:24:58
Speaker
My mom's always taught me that and we used to sacrifice our Christmases for other people's Christmases.
00:25:02
Speaker
So it really is just like, that's the coolest part about this industry is like, we only can help someone out literally every single house that you see.
00:25:09
Speaker
It makes sense for them unless they sit in the dark with like a flashlight, right?
00:25:12
Speaker
They're going to have a high enough electric bill.
00:25:14
Speaker
Yeah.
00:25:14
Speaker
Yeah.
00:25:14
Speaker
No, I think it's, yeah, all the successful people I know they have the sort of that same mindset and,
00:25:20
Speaker
Yeah, you probably read some of those books, you know, like the Zig Ziglar, you know, greatest salesman in the world.
00:25:27
Speaker
It's another book.
00:25:28
Speaker
And that's something that key points of it is like the more you can care about other people, the more you're going to get back, the more deals you're going to get back in your life.
00:25:34
Speaker
Absolutely.
00:25:35
Speaker
So big key.
00:25:36
Speaker
I think for anyone trying to have success, don't like look at it.
00:25:38
Speaker
How many people can you serve this year?
00:25:40
Speaker
this month, how many people can you help?
00:25:42
Speaker
How many lives can you change?
00:25:44
Speaker
And, uh, I think that's, it is a big thing speaking in the existence to you, like you're saying.
00:25:48
Speaker
Absolutely.
00:25:49
Speaker
Um, and so, yeah, another question I just thought of too, like you mentioned your double booking appointments, things like that.
00:25:55
Speaker
So let's say you have, you show up to one, they sit, then the other, what, what do you do with the other one?
00:25:59
Speaker
I just shoot him a text.
00:26:00
Speaker
Yeah.
00:26:00
Speaker
I'd shoot him a text really quick and say like, Hey, um, my meeting's going a little bit longer than I already, like
00:26:05
Speaker
Of course, I plan.
00:26:06
Speaker
So say I didn't have an appointment after the seven o'clock work or seven o'clock probably will work for you.
00:26:10
Speaker
Right.
00:26:10
Speaker
And then after like a lot of times or I can just reschedule it for like the next morning, like 8 a.m.
00:26:15
Speaker
or at late night again, like nine o'clock, eight o'clock.
00:26:18
Speaker
So I always like to set appointments early, early morning or late at night.
00:26:21
Speaker
So I always want to keep that window for where I can go hit some doors.
00:26:25
Speaker
Yeah.
00:26:25
Speaker
OK.
00:26:26
Speaker
Pipeline has always got to be full.
00:26:27
Speaker
Yeah.
00:26:27
Speaker
That's awesome.
00:26:29
Speaker
And so, yeah, for the same days, to go into a little bit of, like, your close, how long would you say your typical close works and what's kind of, like, your closing process, if you don't mind sharing?
00:26:39
Speaker
Yeah, of course.
00:26:40
Speaker
Honestly, I would say my typical close is, like, 30 to 35 minutes.
00:26:44
Speaker
Okay.
00:26:45
Speaker
So I get to the numbers probably in, like, five minutes, and after the numbers, I'm probably getting to the forms in 20 minutes tops.
00:26:51
Speaker
Wow.
00:26:51
Speaker
So keeping it really simple, like we were already talking about.
00:26:54
Speaker
But, yeah, when you keep it simple, like –
00:26:56
Speaker
A lot of people like to over-explain the deal, and you're just shooting yourself in the foot.
00:27:01
Speaker
And you're over-analytical.
00:27:02
Speaker
Then, of course, you keep telling them all this nonsense.
00:27:04
Speaker
Then, of course, they're going to say, yeah, I might need to do some more research.
00:27:07
Speaker
Instead, you're just paying a lower bill.
00:27:09
Speaker
Hopefully, you don't have a problem with building equity in your property, owning your power instead of renting it.
00:27:12
Speaker
That won't be good.
00:27:14
Speaker
So that's how long my closing takes.
00:27:16
Speaker
But, yeah, I talk about like...
00:27:19
Speaker
A couple main points right away.
00:27:20
Speaker
Probably like for five minutes, just like information just to give it like a better feel.
00:27:25
Speaker
What's your biggest concern?
00:27:26
Speaker
What's your biggest goal?
00:27:26
Speaker
Have you ever looked into going solar?
00:27:28
Speaker
And a lot of people, what they do is like they, oh, my biggest concern is I don't want to lease my power.
00:27:33
Speaker
I don't want to pay anything out of pocket.
00:27:34
Speaker
Like, yeah, I wouldn't want to either.
00:27:36
Speaker
And I keep going and I want to use all of that as ammo.
00:27:38
Speaker
Like once I get to like the numbers, after that, I can just tee up whatever.
00:27:42
Speaker
Like, of course, they're
00:27:44
Speaker
make biggest concern was and that's how i'll go right into my clothes really like harping on the things that they're concerned about and then from there keeping it simple it's just like this is an absolute no-brainer nice so so you don't go like i don't know what about for people that are like have checked out solar more analytical things like that do you change your presentation much or is it pretty much the same with with those guys too they go chance we've gotten like four quotes now like just show me the numbers whatever
00:28:09
Speaker
Yeah, so I'll never go right to the numbers no matter what.
00:28:12
Speaker
I would just tell them, like, we'll get to your numbers.
00:28:14
Speaker
So, like, if they say, like, they have three or four quotes or whatever it may be, right away what I'll always say is, like, okay, like, I'm going to keep away from the whole entire, like, sales spiel, but I do want to go over, like, a couple things.
00:28:23
Speaker
It'll take two minutes.
00:28:24
Speaker
We'll get right to your numbers.
00:28:25
Speaker
After, like, that, they're actually open-minded, but a lot of times even when people get quotes, they don't even know what, like, net energy metering is or whatever, how everything works, and then they ask that, and literally it just, like, kills, like, your momentum in the deal.
00:28:38
Speaker
So that's something where I get everything out of the way.
00:28:41
Speaker
They have to have full understanding before I show them their numbers.
00:28:43
Speaker
After, of course, the numbers are going to make sense, I'll tell them why we're different.
00:28:47
Speaker
And then from there, I'm going right to the close.
00:28:48
Speaker
Nice, nice.
00:28:49
Speaker
And so it sounds like even before you even get an appointment, it sounds like they're already kind of a pretty good idea of how the process works, how the solar works, and with your analogies, things like that, because you don't get in a ton of descriptive stuff in the presentation, all that stuff they know before, it sounds like.
00:29:06
Speaker
Yeah, they know like a lot of things.
00:29:08
Speaker
Like I don't really like get into like equipment as much.
00:29:10
Speaker
Of course, I'll tell them like how many like modules I have and I'll tell them like the brand of the inverter.
00:29:14
Speaker
But from there, just like honestly, I could put a stuffed animal on your roof.
00:29:18
Speaker
And since you have like a production or performance guarantee, like it doesn't matter.
00:29:22
Speaker
You know, like the system's going to produce.
00:29:24
Speaker
So that's where like I kind of stay away from that kind of stuff.
00:29:27
Speaker
But, yeah, I kind of get right to the numbers right away, and then it's just going for the clothes.
00:29:31
Speaker
But, honestly, they're clothes almost every single time I sit down and say, yeah.
00:29:36
Speaker
Yeah, the big part is just your mindset.
00:29:38
Speaker
I can tell you.
00:29:39
Speaker
I can tell just from the way you're talking.
00:29:41
Speaker
Like, every deal you sit in, it's like you're telling yourself they're clothes.
00:29:45
Speaker
This one's a slam dunk.
00:29:46
Speaker
every every time like if you have any doubt or like any doubt in your mind that you're going to a deal and they're not going to close like yeah you just spoke that into like existence every single time i go to a door or every single time i go to like a meeting yeah like my number one like my mindset's literally just you're closed yeah like yesterday like for instance both of my people were like yep we're just looking around um we're not gonna be signing any papers and
00:30:09
Speaker
Yeah, after him.
00:30:10
Speaker
I was just like, you know, tell me that in about 45 minutes, buddy.
00:30:13
Speaker
Exactly.
00:30:14
Speaker
Yeah, it's a champion's mindset, and every high producer has the exact same mindset that you have.
00:30:20
Speaker
Taylor McCarthy, yeah, he came on the show, and he's saying a lot of the same stuff that you said.
00:30:24
Speaker
It's like, this one's going to close 100%.
00:30:26
Speaker
100% this one's close.
00:30:27
Speaker
He's saying that as he's walking up to the doorstep.
00:30:29
Speaker
Absolutely.
00:30:30
Speaker
Just based on stuff.
00:30:31
Speaker
Yep.
00:30:31
Speaker
So it's like, you speak in existence, you have that.
00:30:35
Speaker
Yeah, another thing that Grant Cardone talks about, too, just looking at stuff that they've already bought.
00:30:40
Speaker
It's like, they already bought this nice car.
00:30:41
Speaker
They already bought a house.
00:30:42
Speaker
Yep.
00:30:43
Speaker
Like, why shouldn't they buy their electricity?
00:30:45
Speaker
Why shouldn't they own their electricity?
00:30:47
Speaker
Correct, yeah.
00:30:47
Speaker
There's no way they're not going to do it, right?
00:30:49
Speaker
Yeah, literally, brother, like, you're already paying for it, you know?
00:30:52
Speaker
It literally just makes no sense not to do it.
00:30:55
Speaker
Yeah, so...
00:30:56
Speaker
And so if you're that's another key for our solar printers listening, if you're not like 100% sold on your product, and 100% sold that you're helping people out a ton and just like, don't have that complete confidence, just figure out a way to get that.
00:31:09
Speaker
Because that's going to be the difference maker like
00:31:12
Speaker
probably for you i'm gonna guess that like when you first started you close you said you closed 16 deals right yeah you probably know knew barely anything at solar at that point right bet you 70 of the company better earth knows more about solar than me still so yeah literally you don't have to get like super descriptive it makes sense so that's all that matters yeah yeah so that's the mindset you gotta have for our listeners figure out a way to develop that
00:31:37
Speaker
And that's going to help you have the success that you're trying to hit for sure.
Reducing Deal Cancellations
00:31:40
Speaker
And so Chance, tell us, like, for people that are having high cancellations, I know that's another thing we deal with sometimes a lot of reps, especially in California, oh, it's been hit so hard.
00:31:51
Speaker
There's, like, so many comparisons.
00:31:53
Speaker
Anything you do that helps to have, like, have so many of these pushed through and actually go to install?
00:31:58
Speaker
Yeah.
00:31:58
Speaker
Yeah, I mean, there's always, like, a couple, like, things.
00:32:00
Speaker
It's always different, like, for every, like, situation.
00:32:03
Speaker
But one thing, maybe, like, take a picture with the homeowner, send it right after, just so, like, of course, like, when they go to their text messages, like, they see them smiling.
00:32:10
Speaker
But another thing, too, is, like,
00:32:11
Speaker
stay at the house, like build value with them.
00:32:13
Speaker
Like they can't like think you're actually selling something.
00:32:15
Speaker
So if I put a GoPro on my body every single time that I do an FC, after I leave it, literally we're friends.
00:32:22
Speaker
So it's not like, Oh, thank you for helping with the solar.
00:32:24
Speaker
It's just like, thanks brother.
00:32:25
Speaker
You're the man, you know, like that's just kind of how it is.
00:32:27
Speaker
And it's just like, I always like put it into perspective, like talk to people like they're your best friend, like your parents' best friend.
00:32:33
Speaker
So doing that, it's just like your tonality is not sales.
00:32:35
Speaker
Like my tonality in an FC is just like this.
00:32:38
Speaker
I sit back, relax, whatever it may be.
00:32:40
Speaker
But
00:32:41
Speaker
Yeah, I think the biggest part is, of course, like, do follow up, but don't do too much.
00:32:45
Speaker
And with it, take a picture with them at the very end so they always have that.
00:32:48
Speaker
And then another thing I always like to do is just, of course, like, you still got to make sure the site's going to qualify too.
00:32:53
Speaker
So if the site doesn't qualify, like, literally, you're SOL, you know, then you're stuck with PG&E.
00:32:58
Speaker
But as long as you don't have a problem with paying a lower bill, billing equity, and, of course, using more electricity instead of chucking it down the gutter every month, like, yeah.
00:33:05
Speaker
This makes sense, right?
00:33:06
Speaker
Nice.
00:33:06
Speaker
Yeah, absolutely.
00:33:08
Speaker
And then from there, yeah, then I'll maybe bring up a testimonial, provide them with a reference if, like, they really need it.
00:33:13
Speaker
But you always have, like, that feel.
00:33:15
Speaker
But a lot of times, like, the people that I have, like, QL a lot of times are people that no one else really, like, will QL.
00:33:21
Speaker
So it's really new to them.
00:33:22
Speaker
Yeah, qualified lead.
00:33:24
Speaker
Yeah.
00:33:25
Speaker
Yeah, okay.
00:33:26
Speaker
No, that's helpful.
00:33:27
Speaker
And so you're saying you're taking a picture with them and then texting to the homeowner right after and just saying, like, congrats, something like that.
00:33:33
Speaker
Yeah, absolutely.
00:33:34
Speaker
Can't wait to start saving your wallet on the planet.
00:33:36
Speaker
Nice.
00:33:36
Speaker
Let's get to it, you know.
00:33:38
Speaker
And then with it, other than that too, send them like a $5 Venmo.
00:33:41
Speaker
Here's a taste of your solar savings, whatever it may be.
00:33:43
Speaker
Yeah, that's cool.
00:33:45
Speaker
That's big.
00:33:46
Speaker
And yeah, a lot of people, you know, do the videos.
00:33:48
Speaker
I think video picture, that's a big thing that's been a game changer too is because you can get like a video or a picture.
00:33:55
Speaker
I mean, especially if they're explaining back to you like why solar is a good thing.
00:33:59
Speaker
Yep.
00:33:59
Speaker
Like something's in hell with me.
00:34:00
Speaker
Hey, let's grab a quick video.
00:34:01
Speaker
Just tell me like if you like the experience, whatever it's be like 30 seconds.
00:34:04
Speaker
Yeah.
00:34:04
Speaker
Yeah, absolutely.
00:34:05
Speaker
Like sure.
00:34:05
Speaker
And then they're having to sell me again on why they even wanted to go like solar in the first place.
00:34:11
Speaker
Yep.
00:34:11
Speaker
Absolutely.
00:34:13
Speaker
Yeah, that's huge.
00:34:14
Speaker
And then like another big thing you're saying are same day appointments.
00:34:18
Speaker
So I get a lot of questions asked about that from people like, oh, how do you I think that's kind of a newer thing.
00:34:23
Speaker
I didn't like when I first started in the solar, no one that I knew of was doing same day appointments.
00:34:27
Speaker
Yeah, that was the same thing with Better Earth when I first started, too.
00:34:31
Speaker
We were definitely a lot smaller.
00:34:32
Speaker
And I remember people were posting like same day QL or something like that when I first started.
00:34:36
Speaker
But same days and everything, like, it's not too difficult.
00:34:39
Speaker
Like, of course, like, make sure, like, both decision makers are there.
00:34:42
Speaker
Even if they're not, like, a one-legger and everything, like, they're not hard.
00:34:45
Speaker
But with it, like, I always just, like, say, hey, I'm going to send this over to our engineers.
00:34:48
Speaker
I'll be back in 30 minutes.
00:34:49
Speaker
You're free, right?
00:34:51
Speaker
Okay, cool.
00:34:51
Speaker
And I just go right back.
00:34:53
Speaker
Every single time.
00:34:54
Speaker
I don't really like saying like knock it and go right in.
00:34:57
Speaker
I do that sometimes, but a lot of times like I want to be like, hey, I'm actually going to take about 30 to 45 minutes to drop your custom plan.
00:35:03
Speaker
So it doesn't look like I just like put these panels on their roof and where the heck do you just get your numbers?
00:35:07
Speaker
It like makes it look like I put a lot more time into their plan.
00:35:10
Speaker
So that's why I do that.
00:35:11
Speaker
I realize like, and of course, like I'll send them like, give them like the website.
00:35:15
Speaker
They can look at like this little training course just so they have a better feel for it.
00:35:18
Speaker
And then I come back and like, they're somewhat knowledgeable about it or they looked at our reviews or testimonials or whatever it may be.
00:35:24
Speaker
Okay.
00:35:25
Speaker
I don't give business cards or anything like that.
00:35:27
Speaker
Yeah, for sure.
00:35:28
Speaker
Yeah, that's, I think, a big key I'm seeing, too, is just, like, the symptom is you did.
00:35:32
Speaker
Hey, you're going to be here.
00:35:33
Speaker
You'll be here 30 minutes, right?
00:35:34
Speaker
That's how it will take me.
00:35:36
Speaker
Because, like, especially reps that I see, newer reps I'm training and stuff like that, they're like, oh, why am I not getting same days?
00:35:42
Speaker
They're never free.
00:35:43
Speaker
But the way they're asking is, like, hey, are you guys going to be here?
00:35:47
Speaker
But, like, notice the difference.
00:35:48
Speaker
You're just like, you'll be here 30 minutes, right?
00:35:50
Speaker
Right.
00:35:50
Speaker
We'll be right back with it.
00:35:51
Speaker
Absolutely.
00:35:52
Speaker
And most people are going to be here if that's the only option in their mind, right?
00:35:55
Speaker
Because you didn't say like.
00:35:57
Speaker
Right.
00:35:57
Speaker
And then also, like, of course, like, put it like building scarcity behind it.
00:36:01
Speaker
Like, we're only picking out two more homes in the zip code.
00:36:03
Speaker
So, like, this is a big opportunity.
00:36:04
Speaker
Like, again, I don't want to waste your time.
00:36:05
Speaker
I don't want to waste my time.
00:36:07
Speaker
But, like, hopefully you guys are on the right rate schedule.
00:36:09
Speaker
If you're not or if this doesn't make sense, I'll just shoot you a text and say, hey, this is not going to work for you.
00:36:15
Speaker
But I'm actually meeting with the Bensons, like, four homes down.
00:36:17
Speaker
You probably even know them.
00:36:18
Speaker
They always walk the German Shepherd at 7.00.
00:36:20
Speaker
But with that, I'm actually going to be back at seven or eight, which one works best.
00:36:23
Speaker
And it's just like a multiple choice answer.
00:36:26
Speaker
Like they have to pick one of them.
00:36:27
Speaker
It's not, are you free at seven?
00:36:30
Speaker
Not like I can make any excuse, you know, like now I have to go to my kid's game or whatever it may be.
00:36:34
Speaker
Yeah, that's awesome.
00:36:36
Speaker
And then you get the takeaway in there, too.
00:36:38
Speaker
You're only picking two more homes in the zip code on the street.
00:36:41
Speaker
Yeah, those are big.
00:36:43
Speaker
So Chance, some awesome stuff you've been sharing.
00:36:46
Speaker
Yeah, I can see why you're having success.
00:36:48
Speaker
It's just like all these little things.
00:36:50
Speaker
Nothing like crazy.
00:36:51
Speaker
I think people think they're going to hear some crazy lines you're using there.
00:36:54
Speaker
So I'm insane.
00:36:55
Speaker
But really, I think it just comes down to you're working more hours than I think probably anyone has in a month in solar.
00:37:00
Speaker
I'd say so, yeah.
00:37:01
Speaker
It was like, I don't know.
00:37:03
Speaker
Do you have an idea of how many doors you knocked or how many, like, total hours you put in that month, if you had to guess?
00:37:08
Speaker
I mean, like, doors I knocked, like, a lot.
00:37:11
Speaker
Hours, a ridiculous amount.
00:37:13
Speaker
Like, seriously, like, I didn't do anything fun.
00:37:15
Speaker
You know, like, I just worked, and, like, I loved doing that.
00:37:18
Speaker
And I wanted, like, I told myself I want 70.
00:37:21
Speaker
I fell short by two.
00:37:22
Speaker
But, yeah.
00:37:23
Speaker
Yeah, it was a ridiculous month.
00:37:25
Speaker
But honestly, I'd say doors-wise, I don't really have to hit, like, a crazy amount of doors.
00:37:31
Speaker
And it sounds, like, kind of dumb, whatever it may be.
00:37:33
Speaker
But, yeah, I really don't have to hit that many doors.
00:37:36
Speaker
Like, with Ryan, like, Tessner, we went and knocked.
00:37:38
Speaker
Yeah.
00:37:39
Speaker
I think we knocked for probably 45 minutes and we had four same days.
00:37:42
Speaker
And like, but yeah, like when you, when you said that too, it's just like, yeah, everything's super simple.
00:37:47
Speaker
The biggest part about anything is just attaching yourself to the deal.
00:37:50
Speaker
Like if it was the company there, there's a reason why reps have four and one has 40 or one has 10 and someone has 60, whatever it may be.
00:37:58
Speaker
It literally just comes down to your conviction and how much you believe in the product and how much you believe in yourself.
00:38:03
Speaker
Once those two things like add up and they're in line,
00:38:06
Speaker
there is no reason you can't like double or triple your production that you're doing right now.
00:38:10
Speaker
So that's the biggest part.
00:38:11
Speaker
And that's the thing that I knew I could control is like how hard I'm going to work.
00:38:15
Speaker
And every single day, like there's not one person like out there that will outwork me.
00:38:19
Speaker
And I work when others don't, I knock when others don't.
00:38:22
Speaker
And that's why you get those results.
00:38:23
Speaker
But yeah, it's super simple.
00:38:25
Speaker
But yeah, just dumbing down the deal, keeping it like, you literally could tell us like a third grade in there would do it, you know?
00:38:32
Speaker
So honestly, that is something like I found myself like,
00:38:36
Speaker
pretty good at yeah no no doubt about that yeah i mean you're working like zero days off in the month right 30 30 days same same schedule 6 a.m till dark every day for that month seriously every day and that's that's the truth i mean sometimes like of course like around the holidays or maybe there's a day um
00:38:55
Speaker
But, like, when it comes to a blitz, like, my first 90 days, I did not take one day off.
00:38:59
Speaker
Yeah.
00:39:00
Speaker
So.
00:39:01
Speaker
Yeah.
00:39:01
Speaker
And so, like, with your guys' blitzes, because, I mean, that's crap ton hours that guys are working.
00:39:07
Speaker
So I'm sure, you know, guys, when you do your blitzes, you're working straight hard.
00:39:10
Speaker
But, yeah, for you, do you have anything, like, to kind of rejuvenate yourself or get yourself back in the flow?
00:39:16
Speaker
Because.
00:39:17
Speaker
um i mean i don't think you're gonna work that day that schedule obviously like 365 days in a year but like what do you do on your off days say your months you're not trying to hit 70 anything you do to kind of like refresh yourself and yeah get yourself uh back back to new doing other blitz or anything
00:39:34
Speaker
Yeah, that's a good question.
Importance of Rest and Personal Development
00:39:35
Speaker
On my off days and everything, like, I'm still, like, doing a lot of personal development, like, helping everyone else, but maybe I'll go hit the links.
00:39:41
Speaker
Maybe I'll go get a round of golfing.
00:39:42
Speaker
Okay.
00:39:43
Speaker
I really don't golf much anymore.
00:39:45
Speaker
I used to work at a country club back home, so I used to golf every day when I was, like, in high school.
00:39:49
Speaker
Nice.
00:39:50
Speaker
But, or, like, in the summer days, like, I used to, you know, play a little bit of golf, just free golf, but...
00:39:55
Speaker
Yeah, maybe going out to dinner with some of the guys, like top producers, hanging out with some friends here.
00:40:02
Speaker
And with that, honestly, this doesn't really feel like a job just because –
00:40:06
Speaker
My house is like a college house, it seems like, but we just all have that same mindset where it's not drinking and stuff.
00:40:12
Speaker
No one drinks in our house.
00:40:13
Speaker
Of course, we'll have one night out or whatever it may be in a month.
00:40:17
Speaker
But yeah, it's just like everyone, just surround yourself with people that have the same mindset and shit gets fun.
00:40:22
Speaker
Yeah.
00:40:24
Speaker
15 dudes you got in the house, you said?
00:40:25
Speaker
Yeah, it's a pretty big house, but it definitely got a little more crammed.
00:40:28
Speaker
So we're actually splitting back up.
00:40:30
Speaker
So like two Airbnbs.
00:40:31
Speaker
Okay, that's awesome.
00:40:33
Speaker
Good stuff, man.
00:40:35
Speaker
Chance, yeah, you're crushing it, dude.
00:40:37
Speaker
And we appreciate you having on the podcast.
00:40:39
Speaker
Before we kind of start wrapping up here, do you want to tell guys where they can kind of connect with you more or find you on social media and all that good stuff?
00:40:45
Speaker
Yeah, my Instagram is ChancePron, so C-H-A-N-C-E-P-R-O-N, and that's kind of like my main thing.
00:40:51
Speaker
So, yeah, follow me on Instagram, or you can follow SmileBigClothing on Instagram, whatever works for me.
00:40:56
Speaker
But, yeah, anyone on this podcast, appreciate you guys listening.
00:40:59
Speaker
And from there, like, if you guys ever, like, have any questions or are interested in having, like, mentorship, whatever it may be, like, you guys can always reach me there.
00:41:07
Speaker
Yeah, he'll probably be on the doors when you hit him up.
00:41:09
Speaker
Yeah, probably, huh?
00:41:10
Speaker
Maybe it'll take a couple minutes.
00:41:12
Speaker
That's incredible, dude.
00:41:14
Speaker
And yeah, for your clothing, do you guys, you want to tell us a little bit about your clothing stuff?
00:41:19
Speaker
Is that like, well, door knockers like this clothing or you got any door knocking gear or anything like that yet?
00:41:25
Speaker
Yeah, I mean, like, smile big.
00:41:26
Speaker
Like, your solar savings.
00:41:27
Speaker
Get it for, of course, like a family on install day.
00:41:31
Speaker
I mean, literally, your smile's contagious.
00:41:33
Speaker
So, yeah, like, honestly, it's a playful brand.
00:41:37
Speaker
Like, it's pretty sick.
00:41:38
Speaker
Like, it's all comfy clothes, all the best, like, materials.
00:41:41
Speaker
I went to Las Vegas to make sure I got all the best materials.
00:41:44
Speaker
It's all American-made.
00:41:46
Speaker
Yeah, honestly, I think, like, our clothing is literally good for anyone, any age, any gender, whatever it may be.
00:41:52
Speaker
Yeah, you send it to your customers or anything like that?
00:41:54
Speaker
Sometimes, yeah.
00:41:55
Speaker
Like, a sun smiling or something?
00:41:56
Speaker
Yeah, I actually have, like, an earth shirt.
00:41:58
Speaker
I don't smile big.
00:41:59
Speaker
But, yeah, a lot of that stuff, like, I designed all of it and definitely being able to put a lot more capital into it, and we got a lot of big things coming, so hopefully everyone will follow along.
00:42:07
Speaker
Yeah.
00:42:08
Speaker
Well, cool, man.
00:42:09
Speaker
So just before we wrap up here, what's next for you, man?
00:42:11
Speaker
You trying to pass that goal or surpass your goal or any big things you got coming?
00:42:15
Speaker
Yeah.
00:42:15
Speaker
So I took like the new position with Better Earth.
00:42:17
Speaker
So now I'm like the VP of sales.
00:42:19
Speaker
And honestly, like right now, I'm going to be kind of going back and forth to Arizona, SoCal, NorCal with my team.
00:42:25
Speaker
And of course, like training a lot more people in the
Goals as VP of Sales at Better Earth
00:42:27
Speaker
company.
00:42:27
Speaker
Definitely like my number one goal is to have every single person on my team in the company to one, beat the record, but two, everyone needs to get into double digits.
00:42:36
Speaker
So that's kind of what I'm going to be focusing on.
00:42:38
Speaker
yeah like I'll probably end up like having a lot of deals but I'm gonna do a lot of stuff where I'm knocking with them trying to like of course like shift paradigms and make sure that they're gonna be financially free as well I mean that's literally the most important part for me so yeah after that yeah maybe one one of those months I'll try to break it but from there I'm gonna make sure that I can keep focusing on my guys yeah that's awesome
00:42:59
Speaker
Yeah, I think that record or stand fell, but for our listeners, I guess, let us know if you hear of anyone that's creeping up close, and then we'll tell Chance, hey, man, you got to up the standard a little bit.
00:43:09
Speaker
If someone broke it, though, then yes, next month is the month that I'm going to go get it.
00:43:13
Speaker
Okay, yeah, so we'll be in touch.
00:43:15
Speaker
See what our listeners have to say.
00:43:16
Speaker
But cool, so Chance, we appreciate you coming on the show.
00:43:18
Speaker
And then last question, do you have any, like, I don't know, final words or anything, like for a new rep that you would want to leave with them before we end here?
00:43:27
Speaker
Yeah, just outwork every single person.
00:43:29
Speaker
Like, do the personal development.
00:43:32
Speaker
Listen to yourself on, like, voice memos.
00:43:33
Speaker
Like, sometimes, like, you're always going to be saying, like, a word that you don't even notice.
00:43:36
Speaker
It's just, like, your unconscious competence.
00:43:38
Speaker
So that's one thing.
00:43:39
Speaker
Another thing that I always just like to say, too, is just, like, stay level-headed.
00:43:43
Speaker
Like, again, control what you can, like, control.
00:43:45
Speaker
You can't control who's behind that door, but you can control your mindset.
00:43:49
Speaker
So every like the doors are just a game.
00:43:51
Speaker
So honestly, my number one thing was keep the door open as long as possible that any other rep couldn't.
00:43:56
Speaker
So that's one thing for me that was really, really beneficial.
00:43:59
Speaker
But the other part, too, is just having that conviction.
00:44:01
Speaker
You got to be able to find like that passion behind the product and you have to believe in yourself and.
00:44:06
Speaker
literally attach yourself to the deal if you see like your fcs or like your closings going about like an hour hour and 15 hour and 30 yeah shorten that up literally shorten it up i promise you you will see a lot more results yeah love that cool cool chance so yeah um solopreneurs make sure you're keeping it super simple make sure you're out working anyone because that's really what it takes to succeed
00:44:27
Speaker
at the level that I'm sure you want to hit in the industry.
00:44:30
Speaker
It's what Kobe Bryant was doing.
00:44:31
Speaker
It's what Michael Jordan, all the greats, they're putting in the hours, and they're combining that with their skill.
00:44:37
Speaker
And then that's how you're going to have success.
00:44:38
Speaker
So thanks again, Chance, for coming on.
00:44:40
Speaker
We'll keep in touch.
00:44:41
Speaker
Absolutely.
00:44:41
Speaker
And make sure you hit him up.
00:44:42
Speaker
Let him know you're grateful for him coming on the show today.
00:44:45
Speaker
And we will talk with everyone soon.
00:44:46
Speaker
Appreciate it, my man.
00:44:47
Speaker
Yeah, thanks so much, Taylor.
00:44:48
Speaker
Appreciate you, bro.
00:44:50
Speaker
Hey, solopreneurs, quick question.
00:44:52
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.
00:45:02
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.
00:45:14
Speaker
That's why I want to make a truly special announcement about the new learning community exclusively for solar professionals to learn, compete, and win with top performers in the industry.
00:45:25
Speaker
And it's called Solcitee.
00:45:27
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.
00:45:46
Speaker
Currently SoulCity is open, launched, and ready to be enrolled.
00:45:52
Speaker
So go to SoulCity.co to learn more and join the learning experience now.
00:46:00
Speaker
This is exclusively for solopreneur listeners, so be sure to go to SoulCity.co and join.
00:46:07
Speaker
We'll see you on the inside.