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Secrets From The Top Solar YouTuber - Carlos Morales
356 Plays14 days ago
Carlos Morales is here to pump up today's episode with his insights on managing content creation about solar. He goes through very unique routines everyday to keep the quality of his door-knocking alongside producing quality and valuable content on solar sales.
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Transcript
Introduction and Background
00:00:03
Speaker
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 bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, following up like a pro and closing more deals.
00:00:31
Speaker
What is a solar printer you might ask? A solar printer 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. Hi, what's up, everybody? We are here actually live at DordorCon. I'm here with the one, the only, Carlos Morales. And if you don't know this guy, you've probably been sleeping or something for the past couple of years because they run the number one YouTube channel for solar people called Real Sales Dynamics. So Carlos, thanks for coming on with us. and Absolutely. I appreciate it, man. I ran into you a couple of years back. You were
00:01:05
Speaker
interviewing one of my co-managers, Ashton Buzzwell, back when we were at Legacy Power. A lot of great guys came out of there, actually learned a lot by being part of a big box solar company, obviously running real sales dynamics now, which has been really took the world by storm. And by world, I mean an incredibly small niche of people who are obsessed enough to actually watch content on door-to-door sales. yeah And I think what has helped separate this out, because we were talking about this earlier, yeah is the fact that we never try to look cool.
00:01:33
Speaker
Literally, we do the opposite. So like a lot of companies, right? There's companies we don't even mention here who've tried to do what we've done, yeah where they brought in guys from like, Paramount. I mean, like, spi ma say those kind of producers throwing hundreds of thousands of dollars into production to go, hey, look, guys, we're cool. We do solar, but not really. And we're kind of like a Nike ad. We do the exact opposite. We step into the dorkiness.
00:01:55
Speaker
We step into the facility, we go to the hood, and we will occasionally plop up or mess up a pitch, and we'll keep
Real Sales Dynamics Philosophy
00:02:01
Speaker
it recorded. The people who are going to be attracted to watching it time after time and again are going to see that like level of transparency in what we're doing. They're actually going to trust us more. Versus if every single door they see, I perfectly deliver a crisp out of this world pitch. They know that's like one out of 200 doors, and you get the chance to really do that. Just do your full pitch all the way, five years at a time. And so you're like, hey man, what's going on?
00:02:24
Speaker
Yeah, okay. Did anyone meet your team? Oh, your face is kind of shrinking up a bit. Oh, no. Is my pitch going? Am I flongering? Okay, wait. I thought of an idea. Why don't we go outside? And then they go take them around and walk them around and everything else. I'm like, is he making cool? Is he opening up? Okay, what's going on over here? And I'm like, wait oh, maybe I can move him over the here. I'm going to sell you. And then, you know, 45 minutes of presentation goes, is this solar?
00:02:45
Speaker
I was like, yeah, I mentioned solar 15 times. Well, I ain't doing solar. And then you got to overcome that, overcome that, overcome that. And that fun and that randomness is something that we're able to capture really well. One thing is that my camera guy over here, Garrett, who films all of it and is willing to knock 100 degree temperatures in Florida and Arizona and San Diego and Texas all over the country. And he's been there in the guff of it. You know, he's literally it's been times where you know, I'm going out for three hours I'm handling I have hundreds of reps across the country, you know handling that handling that handling that I'm feeling a little tired. He's like, all right, man. It's time to get up. Let's go It's like
00:03:25
Speaker
Literally care at one time we were out We're having a rough rough day. Yeah in in San Diego and he was like maybe he's wrestling the coolest the restroom We end up this weird spot. He was I think we should knock over there We ended up getting like eight deals out of this little pocket neighborhood because he's just literally pointed and I need more content. Oh, yeah, I When you have camera guys as talented and as lucky as he is, then you get into a situation where you feel more confident in what you're doing. I don't even know where we're going with him, but I'm going to continue talking. That's okay. I was just going to say, because I just did a podcast with Michael O'Donnell. Some of our people know Michael O'Donnell. He would literally pay people 100 bucks for the day just to go out for a few hours, not even to record him, but just so he could meet him at a Starbucks or something. keep them hold them accountable. So, I mean, you're doing that like times 10 because you're getting the content. Then it sounds like he's holding you accountable because he's, he's the one saying, Hey, Carlos, we need more. So that makes sense. Yeah. Yeah. So yeah, maybe that's the secret right there. Just pay someone to pay someone to do that. Stay accountable and then find good guys to rock and roll.
Career Path and Industry Opportunity
00:04:31
Speaker
Uh, you're probably going to do an interview at some point with a guy, one of your pizza partners, Johnny Graham. Yeah, right when we were coming together with all this Johnny and me had went way back in legacy. She was like running the Denver team and kicked my ass first year out like there's my friend here and it was my first year ever door knocking period. Okay, don't alarms
00:04:49
Speaker
which I didn't know, and he knew how to manage teams, which I didn't know. But that's all to say, he sold, like, I think over 200 accounts this first year. oh So, he absolutely knocked out. I sold over 100 accounts, but he was just, like, big league numbers. So, we bonded on that, and then we both had a weird, funny sense of humor, and both, like, weird indie music. So, I was like, all right, cool, Pat, you're not like the normal Latter-day Saints type yeah solar weapon. So, we bonded with that, and it kind of worked out since then.
00:05:16
Speaker
Yeah, that's awesome. So you've been in, when did you get in the solar, by the way? I don't know. When did Moses park the Red Sea? I have to go back to the ancient records. So long then, I think that's about as long as it's solar. I don't know, like eight or nine years, something like that. It's all funky after a while. Yeah, yeah once you've been in it. yeah I did much stuff before it. I was a mortgage broker, social worker.
00:05:40
Speaker
All kinds of different gigs. I didn't have the normal sales. okay yeah not Trajectory kind of things. Most of the guys, we yeah when you walk around here, they're like, yeah, I was at ADP and when I was like 16, I got a Pestitroper while I did this other thing. No, I had like a master's degree and I was like nearly 30 years old by the time I got into door knocking. Really? at all I had no idea.
00:06:00
Speaker
Yeah, but my mortgage the manager was MLO. She told me her son was making three times more of her selling solar door. I was like, I bet I'm out. I left two weeks later because I got in the mortgages after the 2008 crisis. okay So Elizabeth Warren's regulations are already come in with the lending act and everything else. There's stipulations on being able to make money off of you know the interest rate that you're charging for a particular candidate. So a lot of the upside margins are out.
00:06:27
Speaker
Whereas in solar, it felt at least like a blue ocean.
Solar Market Evolution
00:06:31
Speaker
That blue ocean really didn't show up though until, I'd say about five years ago, when the market started opening where people were more aware of things like red lines along those lines. Nutsmen's commissions kind of increased. like Back when I worked went to work with a company you're at right now, yeah we were making like $300 a kilowatt in San Diego, even though we're selling 18-cent PPAs with a 2.9% escalator. Yeah. Yeah. Guess what? That's how I started, too. Luke and Doug and all those other guys were making, you know, $2,000 a kilowatt off that project on the back end. But they were paying back debt to Sunrun, which they owed when they started Legacy, when they parted ways with Vivid, right? That's how they kind of get started. Okay. Sunrun was their kind of lawsuit protection when they left.
00:07:08
Speaker
And so they tied themselves to Sunrun. Sunrun gave them kind of a hard rung of a stick where they had to pay back a certain amount of debt while also being capped with the installers they can work with. That led to a lot of people actually leaving the company at the time. Then after a while, they were able to break off and become kind of a broker company, which is when they saw their success even go up, escalated from there. But when they did that, then the walled garden opened up. And suddenly in nowhere, we could see all these different installers who were like,
00:07:35
Speaker
Maybe I don't need to work with you. Maybe I can call Mike D over by planning. Maybe I don't need to do this. Maybe I can call that person. You're like, and then you take a look at the margin and start calling the red lines. You're like, red line is a service. Overrides are a service. Am I gaining a service from this? And it turns out I was a bit cocky. What you don't recognize at the time was when you're starting a deal or starting your own or anything else. So how much work?
00:07:55
Speaker
Goes into that. Johnny's over there, he knows. He might have legal contracts, all kinds of stuff. and then And then you have companies like Sonova who are just like, let's not pay you a million dollars. yeah That hurts. oh you know This other thing shows that Sun Tower goes under millions of dollars, like all this kind of stuff. So if you're not smart with your money, you're gonna get screwed and you're gonna eat enough. I can't tell you how many guys that I've brought in with tons of talent who I've met over the years who go, well, I can do what you're doing. You're like, you have one leg.
00:08:23
Speaker
Yeah. You can sell. Cool. You need like four. Yeah, it's hard. And if you don't know what those other ones are, what's going to happen is now you're stumbling along and you can't even use your one good leg. Yeah. Because you're trying to recruit, you're trying to do legal, you're trying to negotiate. Meanwhile, the sales part, the one that may do all your money when you're working over here. Yeah. Right? Going down. It's going down, right? Our cancellations are going up higher because you're not keeping up with your customers. Yeah. Well, if your cancellations start going up, what happens? You start losing all your settings.
00:08:53
Speaker
yeah So your cool little flick goes away, your sales start to dip, and then now you have all this liability, and then you're starting square one again, you're back to selling three a month instead of 18. Yeah, we might have gotten a small override in what you're doing, but we paid for your reps to go out neat, to go out and you know camping, trips, all that other kind of stuff. yeah So I'd say when you run a company, whether, you know, in our cases, we're running like multiple companies, because you united power, real sales dynamics, and that all the dealerships and agreements we have with different companies that we've franchised with
Productivity Tips
00:09:24
Speaker
before. yeah um We also do media work for different installers. We're doing all those things. yeah um You know, there is a um an absurd level of humility that that's kind of required yeah in order to do well.
00:09:36
Speaker
and learning from other people along the way. And you might not be able to gather from how much I'm talking versus how much you're talking right now, but actually like listening a lot. Well, when you have a camera in front of me, I mean, I kind of like monopolizing the thing, which is why again, I got to feel like I'm not going to do a channel. Yeah, that's kind of how it works. Yeah. No way. That's good. So speaking of that, how do you, I mean, you guys have all these different things going on. You're still going out. You're getting lots of infill footage of yourself. Yeah. I know sometimes you get other reps from your company on and stuff like that. But yeah, how do you find the time to do all this, man? Because I've been running the podcast for a while. It can take a long time to try to grow a brand and do all that. Cool. You have tips for with small steps that lead to that. larger organizations, right? So you meet an organ. Let's say you meet a really type A organized person and you're a type B like you are your go getter. You're doing all this stuff, but you're not very organized at all. So many times in my life, this organization has been my biggest.
00:10:30
Speaker
issue throughout my entire life, really. right And you can tell from the fact that I have such a vast amount of interest. I can play guitar incredibly well. I literally play like bluegrass bands, punk bands. I won the Best New Artist San Diego like, I don't know, 12 years ago. wow and like our ah The band I was with at the time, I've done all kinds of things. Wrote a book that became a best seller. I'm not just talking myself up. This is actually an explanation of how ADHD can make you look like you have it more put together than you actually do. yeah You're successful at a bunch of stuff, but you're not making money off any of those things. yeah All those things I did, I was broke. Let's do it. right So if you're now organized, so like the simplest bit of organization for your life is if you write notes a lot on your phone,
00:11:16
Speaker
Get folders on your phone. Literally, just start with that. Get folders in your notes so you can organize all those things. okay So if you have, let's say you have 15 videos you need to do in the next three months. check Put that in its own folder with video ideas, then videos you've already done, and then another little note there on likes.
00:11:34
Speaker
Okay, I have this video. Here's the five things I need to get done. A little checklist. Okay. That checklist is your dopamine search, right? We're always chasing for dopamine. That's why everyone has a phone in front of them with a nice big light. yeah So if you can gamify every single system in your life, okay you will do so much better. Yeah. so I'm starting it. There's a company who just started working with me in the last two months and wants me to start seven field team marketing teams for them over the course of the next three months. That's a lot of work, right? yeah and Seems like a lot of work.
00:12:10
Speaker
I have different people I work with on that. So what I do is, we just started this new one. It's a new campaign. I have a different checklist form for each one of those things. right Like a propaganda list, a company accomplishments list, a rep accomplishments list. yeah And by me sharing that with that other person, now they're able to check off, I did this, I did this, I did this. But if you if whenever you look at a problem, you see it as, I have 30,000 things to do, even if you do 50 things that day, you will not go to SQL.
00:12:37
Speaker
You literally, have you ever had that before? Yeah. and You literally get a bunch of things done. At the end of the day, you're you're going to bed. You're like, shit, I have so much to do. Yeah. That's a terrible feeling. Right. Versus you had 10 things you're supposed to do out there. You do all 10. Great. You can F off and do nothing. If you're truly organized, if you literally know every single step of your week, you can actually go and do nothing. That'll allow you to be more creative, which will allow you to come up with new ideas for things to do. And then you're good to go. But you're totally fine.
00:13:04
Speaker
So some of you already know that I run my own door to door sales team here in San Diego. And as we were gearing up for the summer, I realized if we do the same thing we always did, we're going to get the same results. But if I want to increase my deal flow, I need to do something different to get an advantage.
Solar Scout App Promotion
00:13:20
Speaker
Then we discovered an app called Solar Scout. But it's not a door knocking app. It's a data platform that shows us who is likely to go solar in our market.
00:13:29
Speaker
It shows us who has previously applied for solar but later cancelled the deal, who has moved in recently, and even how much electricity the homes are using in a given neighborhood. It's been working for a lot of teams across the country and now I'm on board too. I'm going to be one of the first to use Solar Scout in San Diego so I decided to partner up. But I told them, hey, I'm going to talk about Solar Scout on my show. You need to get my listeners a great deal. And they did.
00:13:54
Speaker
So go to solar scout dot app forward slash taylor and book a demo with them and you'll get 10 off your first month when you sign up. That's solar scout dot app forward slash taylor. Okay back to the show. So it's kind of like this dating goes um see him it goes if you want something done give it to a busy person. Yeah.
00:14:16
Speaker
I know that with Johnny or with Garrett, if I ask either of them to do anything, even if they have a thousand things they need to do, they're both crazy organized. They're going to get themselves done every single time. right That's awesome. And then lastly on there, just on the on the growing thing, don't be afraid of getting other people involved. and So the the the way that we've succeeded so well,
00:14:36
Speaker
is that we find, so in the same way when you're door knocking, you're always trying to find the niche in for that customer to get them to buy solar. yeah right That's exactly what we're doing all the time. We're like, oh, battery. Oh, roof. Oh, thermostat. Oh, AC. AC is the big one lately. In Florida, I've been adding on ACs like about two thirds of my deals right now. A lot of people need new ACs. We can time them with the lease, basically free for them to get a new AC.
00:15:01
Speaker
So when I talked to someone who was running a company or whatever, I just go, oh, okay, what's your, ah. Oh, there's the hole. Okay, great. Now, mind you, at the same time, like we, I went to ah Melissa Ramiza. I was super organized. I have run Blitzes, right? We have one going on in new Jersey right now with over 250 sales. Whoa. In 10 days. And she gave a speech on Blitzes.
00:15:29
Speaker
Now, her retention rate is phenomenal in those deals. And I think she's really organized. She has a lot to say. Yeah. These are all of the notes I literally took regarding what she said. Wow. So it's it's about not being so cocky, right? Yeah. You know, probably everyone in your channel right now has seen a video of me saying, hey, guys.
00:15:47
Speaker
Are you a setter out there who's dealing with closers who can't actually close? Are you a closer who doesn't have to be any setters, right? yeah I've done that. You've seen on that ad. I know. I've read that, yeah. Yeah, I still go to the door-to-door concept where it says how to run a perfect blitz. Yeah. Because I want to know what the holes are.
00:16:02
Speaker
so that I don't have to pay someone else for it. yeah But is if that's gonna be too much work for someone else, I will help them in any single capacity we can. yeah Whether it's doing media for them, whether it's recruiting for them, which is what I'm fucking phenomenal at. I pay $400 out of nowhere, I get 20 applicants.
00:16:19
Speaker
Those are numbers. those are those are Those are, you know, those are KPIs. yeah I can figure that out. However much money I spend here is how much how much money I can get back. Yeah. Well, let me ask you, because I know you guys get a massive amount of recruits from your videos, from your channel. Was that always the plan? Did you guys plan to use that as like a recruiting tool? Or was it just kind of like, oh, let's start a YouTube channel for fun, spread more awareness? Or what was like the mission when you guys first took over the YouTube channel?
Content Creation and Channel Purpose
00:16:47
Speaker
Part of it, recruitment was absolutely there. yeah But it was also just like a cool vibe and it was a chance to be able to hang out with friends. You're not even kidding. like If you're not playing around and having fun with this, then you're not doing the right thing. yeah Another aspect of it it was relevancy. So when I was at legacy, I had like two weeks before it all ended. I was named manager of the year, which to me was like the biggest deal in the world at the time. that I was like, holy crap, is a big deal this is a big deal. company I've had multiple years where I have over 100 sales.
00:17:15
Speaker
But guess what? My information on installs was never sent over to, you know, door-to-door con. So I never got like a Golden Door Award. I never got any of these things or whatever. It was all in that walled garden like we were talking about earlier. And so when I got out of it, I was kind of like, I'm not relevant. That's weird, right? So either do I join another big box solar company, Freedom Forever or Sundar or whatever, you know, as you just had time.
00:17:39
Speaker
Or do I get people to come, you know, do we get people to come to us? Yeah. Right? And that relevancy, again, you're you're finding those little points. it's It's shocking how many people can come through there. What's fun though, is that like the more we did it, the better all of us became in selling. Right? Like on the door, when you can be charismatic on camera, you're also charismatic to that customer. Yeah. Right?
00:18:03
Speaker
And it's, we've had a, we've had a lot of funny interactions. I can't tell you how many leads Garrett, my camera guys actually set for our reps. What happened is we, sell about bro we so I'll tell you funny story real quick. if We had this hilarious.
00:18:18
Speaker
He did. He really did. Good to see you brother. We had this hilarious rep who came in and and like I was just starting in Florida. Like we're just figuring things out. I wasn't even hiring yet because this trail is starting to figure out the Florida market. yeah And he hit me out and it was a trans person named Chris, who told you, hey, what's up, man? How you doing? I'm out here on a meeting. Well, we got some going going. You know what I mean? Not a problem. Literally talks like that. yeah it' okay So I had to go close something. Jared was out filming with me. And I was like, just just go crystal quick, see what happens.
00:18:56
Speaker
He goes, knocks on this person, and they're like, hey, it was a neat train. I'm not doing that. Forgets to ask for the bill. Forgets to set the appointment. Garrett sets the appointment on three of them, but we just keep filming the thing as we're going. I need to close you up to those. This is what's funny, though. I don't hear from that person after we posted the video for like a month. And I'm like, maybe they went off and just did something else. You're very bad at their job. I call them up. I was like, hey, how you doing, Chris? What you doing?
00:19:23
Speaker
Yeah, no, Titan, they saw a video, they recruited me. I'm gonna close it, I'm getting like six leaves a day now. I was like, that is the best job you're ever gonna get. God speed, don't blast. I was like, if Titan wants, if my enemy wants to give you leads, please, let them do that all day. So stating that, there is a lot of videos that will never, ever, ever see the light of air. yeah We literally used it as a training hub, where he has shown me videos, he's like,
00:19:50
Speaker
This guy needs help. Like, this guy needs help. Like, this is bad, bro. And I watch him like, ooh, this is not good. But there's other guys who I don't know where, you know, champion screwed up. Recently, a guy named Jose, who runs my South Florida office. Dad, he was a new rep. He joined our blitz. This is a different thing between me and Melissa. Melissa, for instance, doesn't hire any new reps for blitzes. I'm not that way. I've had... Great guys come out of blitzes. Okay, who were primary. This guy was a water, softener, like sales guy. He came in, but he was a setter for his first blitz. Then his second blitz, he came in and he started closing. And then his third blitz, he came second to me for a total overall sales. Although I will say, I set up for all my blitzes. I do this thing where I do a contest. One, two, three.
00:20:46
Speaker
but more number I never am part of that, because it's rude. Okay, yeah. I've seen you say that on the video. I also think it's a cocky yougo thing too, because we gave it to one guy who had like eight sales at 16. I was like, we gave it to him, but also I'm not part of the competition. Yeah, yeah because that then it's just kind of rude. Yeah, true. So how do you guys determine who's going to go get like filmed on the doors? Do you have like, you're like, oh, this person's crushing it. it's it's there's there's okay we've We've gotten more,
00:21:14
Speaker
cautious about it, to be fair, okay um because we definitely have run into some obstacles as you're going to do. yeah One of the things you've got to be completely aware of is as soon as you post that person, a thousand people are going to try to recruit them. It's just like, it's it's just it' a free. ah Their DMs are going to be filled to the brim with everything possible. okay So i'm a confident relationship with that person and like make them aware of it and make them and and know that there's they're smart and they're in a good position. yeah it's It's just the way it is, and I can say like I'm the best leader in the world, none of that matters. Just like we talked about earlier, that's bullshit, and that's not being transparent at all. It's not true. yeah right It doesn't matter how good you are when someone else is looking around, right things can happen when it comes to that you know within solar sails. So being really aware of that.
00:22:00
Speaker
We've also pushed some guys forward that I don't think we should have pushed at the time. and We've actually removed some of their videos. We're like, oh, man, like you did that? You got to get fired. okay You'll let me go. You mess up here or there. yeah um So now it's more like, all right, Jose is a great example. He's been in three blitzes, driven away from his family, you know came off of those. He's been leading young fellas. I want to recruit around that guy. yeah You know what I mean? I want to build that army around him.
Filming Strategy for Solar Reps
00:22:28
Speaker
So I knew as soon as you put him on camera,
00:22:30
Speaker
He was going to be perfect for it. yeah And I still waited like I waited like I think two months more than I even needed to because I i was like, I was talking it up. I was like, Hey man, this is like, this is legit. a big deal This is going to be a big deal. Yours is going to hit. And Gary, Gary as a quality, uh, did a phenomenal job.
00:22:48
Speaker
I'm filming them. I'm just getting the whole vibe through and you see Jose on film is just like this. This is my boy Gary over here. He's just making sure that I don't get fired from my job. You know, I'm just saying real quick. So all we're here doing real quick. Yeah, I think I watched that video. So fire. Yes, he's gone. And this is great guys like that. So, you know, it's a learning process. Yeah.
00:23:08
Speaker
God knows the way my business structure works. I'm not going to go in too much on here. I'm just kind of giving it a broad thing. like on the on the My new details, people would be kind of shocked what the major things I do. yeah um but the Because no one else really does those things exactly like that, I get to make a water yeah it's very yeah Yeah, I like, I like money. Yeah. Well, so what's your, sense yeah. What's your opinion? Cause I know some people are worried about more regulation coming yeah and about like, I want to run to regulation. That's what I want to do. Okay. Yeah. Okay. Um, are you ever worried about like, I don't know, customers or like FBI watching your video or getting, getting into the wrong ads? Do you ever worry about any of that? No, no. Okay. No, no. um Listen, as I mentioned earlier, like it's a filter thing. If I can see a rep is BSing on the door, we cut that out. da and so on so We cut that out on air, but we actually sit him down and have a conversation. And then we have him record his pitch and record his clothes later on online. So we're here to make sure that's out. i like this done Because we're recorded,
00:24:15
Speaker
We literally have like the cleanest pitch. I think there was like one video where one of our guys, Austin, said something insane ah regarding a battery, which some of you guys might know. Oh, yeah. We called that customer two days later, like, hey, by the way, the battery doesn't do that. You want to still proceed forward with the project. ah Okay. Well, like... He still do it? Yeah. yeah Did he still do it? Yeah, he still got anything to do. Okay. So, yeah, there's like... Okay, that's good. Well, yeah, it's true because you can't... I mean, you got to be... Everyone knows what you're saying on the camera.
00:24:44
Speaker
You got to, yeah, you got to filter it through. You got to make sure that that's a, that's a food go. So it's like litigation like that. Have, I mean, it's not good enough to have one attorney. You need to, depending on where it's going to come from. okay You're going to get sued. Like the bigger you are, the more likely maybe not even a lawsuit, but like the little things, BBB stuff like that. It's always going to show up.
00:25:03
Speaker
especially when you're knocking with a Rolex in the hood. You know what I mean? It's easy. Just be able to protect yourself and know that you're protected legally. And a big thing was like, you can use AI for a lot of this now if you don't have the funds, but having your deal agreements with an attorney, having an attorney actually look over those dealership agreements can protect you a lot in the long run. But just realize that whenever you say something like, I'm going to sue that person, that you're probably not going to get any of that money, and you're probably going to go down a dark, dark alley. And you're more likely to get money from installers, things like that, by pestering them. It's the same way that a customer can get a discount from you. If a customer, let's say you're selling a 20 cent PPA, and every single day,
00:25:48
Speaker
He texts you until I install. Can you get a better deal? Can you get a better deal? After a while, you're probably getting a better deal. Let's just be honest. The same way if you pass through the hell of an installer for like day after day after day after day after day after day after day, and literally threaten to bring it up on, let's say, real sales dynamics. It's a pain. It works. It's just doing the same. And sometimes, again, Sonova goes under, SunPower goes under. yeah We had both happen last year. There are major insoles. So brutal, but we got through it. Yes. Well, good for you guys. Well, Carlos, I know you're sharing like sales tips all the time on the channel and you guys dropped some heat there. So I hope everyone will go. If you're not already, I don't know what you're doing, but go check out their channel and maybe just like, uh, I don't know, a sales tip for, well, did you ever struggle it when you first got into solar? Did you struggle at all? Or was it pretty much like, I was terrible. Okay. It was terrible. So what's like, what what helps you? It was terrible. What are you talking about? No one's that good when they start unless you had some kind of bar. and some yeah you know Some people are lucky and then it ends up screwing them over. Jack, for example, your guy, Jack. I will talk to you. We can talk. Okay. Well, Jack's was selling only in counter complex. It's literally to his neighbors for first six months. So that helps. yeah Okay. Jack, I love you. You know, that's true. When he's selling nothing but your neighbors in the same kind of complex and you're the only install in the entire neighborhood. That's a bit of a hack. Yeah. Again, okay you're welcome, Jack.
00:27:05
Speaker
But no, there's a bit of pride that can be beneficial when used properly. And I'm calling my mom. You got on my mortgage job. Because that's like a real career. That's a real job. I have a master. I'm telling her I'm going to get into door knocking.
00:27:27
Speaker
you know my dad Good luck. You know, my mom like, yeah it's like, what are you, health insurance? You know? Yeah. So mine didn't have that for a couple of years. And for me, I met all these young guys.
00:27:40
Speaker
who were just average guys, making like pretty good money. I met Ashton Buzzwall and I was like, okay, he's better at this than me. But then I met guys that kind of below him. I was like, I could be better than me at this. He studied a lot. He studied like crazy. Some people say they outworked everyone, but you can literally talk to Michael Guchman is one of the like VP over at
Overcoming Initial Challenges
00:28:02
Speaker
Thunder. He was my mentor legacy. I did outwork everyone. I knocked.
00:28:07
Speaker
like eight, 12 artists ah for two months. Like it really was. I didn't have anything going on in life. I was like, this is it. I quit my band. That was in which, I mean, it was going to go where it was going, but I quit. I quit doing, um, I was also a representative of the libertarian party in California. That's the story for another time, wow but I stopped going to their meetings. I stopped doing everything except door knocking until I got good. Um, so like first month, I think two sales, one sale, maybe one sale a month.
00:28:38
Speaker
Second month, I got, Mike gave me his, well, I got his tools from someone else. Okay. noy as tools simple' have it yeah And I did six. I can't really, I can't remember if it's the third month or fourth month. I did 29. Wow.
00:28:53
Speaker
So that's when you took off. And then after that, I got wars of applause, like every week. And I was like, Oh, okay. I want this all the time. Validation. I sucked at sports. So this is the only way I could get validation. It's great. But dude, I appreciate it. A lot of you i make sure you check out real sales dynamics. And importantly, the wolf of solar on Instagram. I respond to my DMS. It's not my assistant.
Engagement and Future Content
00:29:15
Speaker
Whenever you email me or send me other weird stuff, it's usually my assistant. If you actually want to talk to me, the wolf of solar.
00:29:20
Speaker
There's a lot of new stuff to be coming out in the future from a course to helping you guys out with your companies as a whole. I will, if there's a niche out there, I will do everything I can to try to build that niche as much as possible. So use me, abuse me and help us both make money. It was an absolute pleasure. Hey, we appreciate you Carlos. yeah Thanks for coming on guys. Go check out the YouTube channel. Follow us on YouTube as well. And yeah, we'll have to do it again, man. Thank you, brother. Thanks for shitting. What's up, solarpreneurs? Hope you enjoyed the episode. Before you run out and start selling more solar yourself, wanted to let you know about an exciting new cheat sheet we created specifically for you in mind. One of the top questions I get asked on Instagram, on Facebook, by our listeners is, Taylor, where should I start? What episodes should I listen to in the podcast? You got too many podcasts, man, because now we have over 200 episodes.
00:30:16
Speaker
So what we've done we created the top 10 most downloaded most listened to and I would say widely accepted most useful podcasts that we've done here on solar printer. We put them together all in one sheet so you can go you can hit the ground running especially if you're new you do not want to not have this sheet.
00:30:38
Speaker
So go download it right now. It's going to be a top10.solarpreneurs.com. Again, that's top10, the number 10.solarpreneurs.com. Don't forget the S on solarpreneurs. We will have that in the show notes. Go download it right now. And especially if you have not listened to him, go listen to him and you can re-listen to him. That's going to show you how. So go download it and we'll see you on the other side.