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95: Live From D2D-Con With Michael O’Donnell
126 Plays6 years ago
Find out what went down at the D2D Con with Megawatt Man Michael O'Donnel.
Where you can find Michael:
Website - http://www.sunsolarsolutions.com/
Facebook - https://www.facebook.com/MichaelOdonnellSales/
LinkedIn - https://www.linkedin.com/in/michael-o-donnell-0a03197a/
Listen to a past episode with Michael O'Donnel: https://bit.ly/2SJ65mz
If you enjoyed this episode, please subscribe to the podcast! In that way, you'll get fresh new episodes automatically and you'll gain more knowledge in solar entrepreneurship.
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Transcript
Introduction to Michael O'Donnell and Solar Sales
00:00:01
Speaker
What's going on ladies and gentlemen, solar pros around the world.
00:00:05
Speaker
Taylor here, wanted to give a quick intro to this episode.
00:00:09
Speaker
If you haven't heard already, Michael O'Donnell, he is probably the top solar closer in the industry.
00:00:16
Speaker
Closes consistently over two megawatts a year in the industry.
00:00:22
Speaker
So I don't think anyone's beating him.
00:00:23
Speaker
Let me know if you know of someone that is doing better than that.
00:00:27
Speaker
We had him on the show last year
00:00:31
Speaker
Thank you.
00:00:48
Speaker
for those who weren't able to hop on the live stream or if you already listened to it re-listened to it i mean he dropped some serious value bombs so it's not going to hurt you listening to it twice let us know what you think with that we'll hop into the episode
00:01:05
Speaker
What do you call an underground group of solar professionals on a mission to create a more sustainable world?
00:01:11
Speaker
We call ourselves solopreneurs.
00:01:13
Speaker
And while some might call us crazy, foolish, and dissatisfied with the status quo, we're the ones taking action to create a better future for ourselves and the world.
00:01:23
Speaker
Solopreneur is dedicated to give you, the solar professional, the tools, skills, technology, and mentorship to take the industry by storm and sell more solar with less effort.
00:01:35
Speaker
We are solopreneurs and this is our story.
Team Dynamics and Event Highlights
00:01:39
Speaker
What's going on solopreneurs?
00:01:41
Speaker
I'm stoked to be here.
00:01:43
Speaker
We're at Door-to-Door Con Live.
00:01:45
Speaker
We got an audience here.
00:01:46
Speaker
Everyone say what's up.
00:01:49
Speaker
We got our door-to-door peeps.
00:01:51
Speaker
They're at the vendors.
00:01:53
Speaker
We're having a rocking time.
00:01:54
Speaker
If you're not here, you're missing out, but hopefully it'll get you motivated for next year.
00:01:59
Speaker
But we are more excited because we're here with our friend Mike O'Donnell.
00:02:05
Speaker
Okay, get this situated here.
00:02:08
Speaker
So Mike, what do you think of the event so far?
00:02:12
Speaker
Taylor, I just gotta tell you, I am seriously stoked to be at Door to Door for the third year in a row.
00:02:17
Speaker
It's always exciting.
00:02:18
Speaker
I always leave just completely fired up.
00:02:20
Speaker
This year I'm particularly excited.
00:02:22
Speaker
We've got 22 people from our team, Sun Solar Solutions that are here, including our leadership.
00:02:27
Speaker
I've been the, I have, there's three partners in the company.
00:02:31
Speaker
Val Baraket and Troy Dubinkowitz, in previous years they haven't been here, but I've talked so much about this.
00:02:37
Speaker
I've gotten so much from D2D.
00:02:39
Speaker
They've seen so much from me after coming from this.
00:02:42
Speaker
We're all here, the whole leadership of the companies here.
00:02:45
Speaker
We were in the mastermind last night as a leadership team.
00:02:48
Speaker
All our sales directors were all there.
00:02:51
Speaker
And then I've got 12 people from my little team of abundant power here.
00:02:55
Speaker
We've been here three years in a row and that team's getting bigger and stronger every year.
00:02:59
Speaker
And I attribute just a massive amount of that cohesiveness and excitement about the team and about our industry and about what we do to D2D.
00:03:07
Speaker
So I couldn't be more stoked to be here.
00:03:09
Speaker
Yeah.
00:03:09
Speaker
Well, it's great.
00:03:10
Speaker
You got to build the culture.
00:03:11
Speaker
You got to connect with awesome people.
00:03:13
Speaker
We're playing ping pong foosball.
00:03:15
Speaker
We're having a good time.
00:03:16
Speaker
It's all happening.
00:03:17
Speaker
They got pull-up contests going on.
00:03:19
Speaker
I think, didn't you win the pull-up contest over there, Mike?
00:03:22
Speaker
I did not win the pull-up contest.
00:03:23
Speaker
Second place, maybe.
00:03:25
Speaker
Maybe 19th place on the pull-up contest.
00:03:27
Speaker
I got one whole pull-up in, maybe.
00:03:29
Speaker
I don't know.
00:03:30
Speaker
Okay.
00:03:30
Speaker
All right.
00:03:31
Speaker
Well, pull-up contest, maybe no, but solar cells contest.
00:03:34
Speaker
I mean, this guy will outdo them all.
00:03:37
Speaker
I mean, basically, they're creating a new award just for you, Mike, because it's become too easy at this point, I think.
00:03:43
Speaker
I mean, he does.
00:03:44
Speaker
He's done over two megawatts.
00:03:45
Speaker
I think, what, three years in a row now?
00:03:47
Speaker
I got to tell you, this year was was tough.
Goal Setting and Sales Commitment
00:03:50
Speaker
I learned the value of a goal.
00:03:51
Speaker
So the first year I came, I had busted through a net metering deadline in Arizona.
00:03:56
Speaker
And I landed on the other side of that deadline with two and a half megawatts.
00:04:00
Speaker
of solar sold and cruise through to the end of the year.
00:04:02
Speaker
That was in like September, October.
00:04:04
Speaker
And I was already there.
00:04:06
Speaker
Last year, we had another big net metering deadline in Tucson.
00:04:08
Speaker
I spent the whole year in Tucson, crashed through the other side of that deadline with over two megawatts of solar sold, almost three megawatts of solar sold.
00:04:16
Speaker
This year, we didn't have that deadline.
00:04:18
Speaker
I crashed through that same south cycle with a
00:04:21
Speaker
A deadline we tried to hype as a deadline wasn't quite there.
00:04:24
Speaker
And I landed on the other side of that with about 1.5 megawatts of solar sold.
00:04:28
Speaker
And I got two months and I'm a half a megawatt short.
00:04:32
Speaker
And I'm going to tell you the value of a goal.
00:04:34
Speaker
We come to this thing.
00:04:34
Speaker
We go to these, pay these speakers to come and tell us about driving towards goals and all that kind of stuff.
00:04:40
Speaker
I got a half a megawatt to do it, only a half a megawatt to do it in.
00:04:43
Speaker
And I'm in the part of the year where I normally coast.
00:04:45
Speaker
Yeah.
00:04:46
Speaker
I'm in the part of the year where I usually kind of kick it into cruise control and kind of run it into the end of the year.
00:04:50
Speaker
And I've got a half a megawatt of solar to sell with no deadline.
00:04:53
Speaker
Other than this year, we also did have the 30% tax credit.
00:04:57
Speaker
Turned that into a deadline.
00:04:58
Speaker
But I got to tell you, man, the idea of coming to D2D the last two years and having a double golden door and picking up two of those trophies and being here this year and getting one was just like, that's not happening.
00:05:10
Speaker
It's just, it's not going to happen.
00:05:12
Speaker
I have got to figure out a way.
00:05:13
Speaker
And it was like,
00:05:14
Speaker
It was not crashing through a deadline.
00:05:16
Speaker
It was make the donuts.
00:05:17
Speaker
It was get up every day, get out of bed and start doing the things, you know, that are going to put one or two or three sales a day up onto the board.
00:05:24
Speaker
And just literally, I didn't make it until December 30th.
00:05:27
Speaker
So I worked Christmas Eve.
00:05:28
Speaker
I worked the day after Christmas.
00:05:30
Speaker
I didn't take any time off.
00:05:31
Speaker
Oh, my gosh.
00:05:31
Speaker
The guy in the one of the speakers today said, you know, sometimes you look at people who are doing well and they work like they're broke.
00:05:38
Speaker
So after a megawatt of megawatt and a half of sales at the end of October, you know,
00:05:44
Speaker
I don't need to work hard to pay the mortgage.
00:05:47
Speaker
I don't need to go out and just work to get that.
00:05:51
Speaker
I had that goal of having those two megawatts and another double golden door.
00:05:55
Speaker
And I'm working like I'm broke.
00:05:56
Speaker
Yeah, I am working like I'm broke.
00:05:58
Speaker
I'm working through Christmas.
00:05:59
Speaker
I'm no time off in the New Year's.
00:06:02
Speaker
And I really learned the value of a goal.
00:06:04
Speaker
I had another thing spurring me on this year.
00:06:06
Speaker
My partner, Troy Dvinkowitz, and I had, we're top sales back and forth every year.
00:06:11
Speaker
He actually beat me this year in number of sales.
00:06:13
Speaker
But we had a bet.
00:06:15
Speaker
We had a bet this year.
00:06:16
Speaker
Whoever had the top sales in kilowatts, whoever had the top sales in kilowatts was going to get bought into the World Series of Poker main event by the other one.
00:06:24
Speaker
Bucket list item for me.
00:06:26
Speaker
My hobbies, Texas Hold'em.
00:06:29
Speaker
Playing in the main event on ESPN.
00:06:31
Speaker
That's a bucket list goal for me.
00:06:33
Speaker
That goal, those two goals just drove me and drove me all year.
00:06:37
Speaker
And I would not have had either one of those goals in place without D2D.
00:06:41
Speaker
So just a massive contribution to my
00:06:44
Speaker
psyche.
00:06:45
Speaker
So, awesome.
Maximizing Sales and Avoiding Distractions
00:06:46
Speaker
Well, that's awesome.
00:06:47
Speaker
You're using it to your advantage and crazy you're working holidays.
00:06:50
Speaker
I mean, I don't think I wasn't working the holidays, that's for sure.
00:06:54
Speaker
But one of the first questions I had, Mike, is around the holidays, I personally, I had a lot of people say, oh, it's Christmas.
00:07:01
Speaker
We're not scheduling appointments.
00:07:02
Speaker
We're not doing this till next year.
00:07:04
Speaker
So what did you do to overcome that?
00:07:06
Speaker
I mean, you're trying to hit a goal.
00:07:07
Speaker
I imagine you probably got people saying the same thing.
00:07:09
Speaker
Well, let's face it.
00:07:09
Speaker
The tax credit deadlines are real deadlines, right?
00:07:12
Speaker
So,
00:07:13
Speaker
When we're knocking on a door and talking to somebody in December, they're about to miss out on the full credit of the tax.
00:07:18
Speaker
So start thinking about that for this November and December.
00:07:22
Speaker
You should have the watershed part of your year this year in November and December because people are going to be facing the prospect.
00:07:29
Speaker
of having a 26% tax credit melt away into 22%.
00:07:34
Speaker
So I was bringing that information with me into a proposal, bringing that information with me into a meeting saying, look, if we sit here and go solar, you're getting this tax credit.
00:07:43
Speaker
If we don't, you're basically just throwing away $2,000.
00:07:46
Speaker
So that's effective.
00:07:48
Speaker
That's super effective.
00:07:50
Speaker
Smart, super smart.
00:07:52
Speaker
So that's great you hit it.
00:07:53
Speaker
And I mean, Golden Door Award, that's for anyone who does over 100...
00:07:58
Speaker
100 deals in a year or over one megawatt.
00:08:02
Speaker
So Mike, he's gotten two now multiple times.
00:08:06
Speaker
And I had a couple people ask him before, how many deals did you do to hit that award?
00:08:11
Speaker
Yeah, so I've sold between 200 and 300 systems per year for the last three years.
00:08:16
Speaker
And that's been between two and three megawatts a year.
00:08:19
Speaker
That's my personal sales.
00:08:21
Speaker
I have a team of closers that are on my team.
00:08:24
Speaker
And that volume is in addition to that.
00:08:25
Speaker
And then, of course, I'm one of the three owners of Sun Solar Solutions.
00:08:28
Speaker
And that's a 12 megawatt, 12 to 15 megawatt company.
00:08:32
Speaker
So that's all on top of being a part of that.
00:08:35
Speaker
You know, guys, there's just such a temptation to get drawn into becoming an owner or the runner of a team or a sales manager.
00:08:43
Speaker
Let me just tell you something.
00:08:44
Speaker
There is nothing in the world that pays like being a solar salesman.
00:08:47
Speaker
And if you're smart, you're going to resist all temptations, all opportunities, quote unquote opportunities, all offers to do things that are not selling solar.
00:08:56
Speaker
If you're smart, you're going to do what pays the best and what generates the most income excitement.
00:09:02
Speaker
And that's actually yourself selling solar.
00:09:05
Speaker
So I would say, you know, it's been I've spent 30 years in sales and I have succumbed.
00:09:12
Speaker
to the temptation to become a sales manager over and over again.
00:09:15
Speaker
I have succumbed to the temptation to become a director of sales.
00:09:19
Speaker
I have been the vice president of sales for large technology companies.
00:09:23
Speaker
I've been the regional vice president with P&L responsibility.
00:09:25
Speaker
That was the stupidest thing I ever did was to get promoted out of sales in the general P&L management because it doesn't pay well.
00:09:33
Speaker
It's a pain in the ass.
00:09:34
Speaker
You're hurting cats.
00:09:35
Speaker
You're out there doing what you're not great at.
00:09:37
Speaker
I found myself doing what I was not great at
00:09:39
Speaker
You know, 99% of the time I was doing stuff that was not selling.
00:09:43
Speaker
And you know what?
00:09:44
Speaker
I'm a great salesman.
00:09:45
Speaker
I'm not great at a lot of other stuff.
00:09:47
Speaker
So for me to spend time doing stuff that's not selling, all I'm doing is cutting my own income.
00:09:52
Speaker
I'm cutting my own throat.
00:09:53
Speaker
But each and every one of us succumbs to that temptation.
00:09:56
Speaker
We think, oh, I'm going to grow a team.
00:09:57
Speaker
Oh, I'm going to start a company.
00:09:59
Speaker
Oh, you know what?
00:10:00
Speaker
If you can get a good commission and go sell solar, you don't want a great commission.
00:10:03
Speaker
Yeah.
00:10:03
Speaker
You want to know why you don't want a great commission?
00:10:05
Speaker
Because you don't want to work for a company that doesn't do anything for you.
00:10:08
Speaker
You want to work for a company that pays a good commission and then does everything for you.
00:10:13
Speaker
Because the only thing you want to be spending your time at if you're in solar sales is selling solar.
00:10:17
Speaker
You want to be knocking doors and closing deals.
00:10:19
Speaker
You don't want to be calling the customer the next day.
00:10:22
Speaker
to get their utility paperwork submitted or this or that or whatever.
00:10:26
Speaker
You need to be with a company that's going to get all that done for you.
00:10:30
Speaker
So I don't do anything at all for my company.
00:10:32
Speaker
I'm not an employee of my company.
00:10:34
Speaker
I'm a 1099 salesman for my company.
00:10:37
Speaker
And that means anything they want me to do or anything I think I should be doing, I don't get paid for that.
00:10:41
Speaker
I get paid for selling solar, and that's what I stick to.
Focusing on Strengths and Outsourcing Tasks
00:10:44
Speaker
Yeah, it's so true.
00:10:45
Speaker
I think so many people focus on things that aren't important.
00:10:49
Speaker
And just at the event today, we heard from Mark Eaton.
00:10:53
Speaker
He was NBA All-Star, played with John Stockton, Carl Malone, all those guys.
00:10:58
Speaker
Here in Utah.
00:10:59
Speaker
Yeah, he talked about the same thing.
00:11:01
Speaker
At first, he was focusing on chasing around little guys and everything.
00:11:04
Speaker
Wasn't doing his job.
00:11:06
Speaker
But when he learned to do what he was good at, he's 7'4", so he shouldn't be shooting three-pointers.
00:11:11
Speaker
Well, at least back then he shouldn't be.
00:11:14
Speaker
He shouldn't be chasing down the little guys.
00:11:15
Speaker
He should be posted up by the baskets doing his job and swatting shots.
00:11:19
Speaker
So it's the same thing in solar cells.
00:11:21
Speaker
The more time we focus on just closing knocking doors, that's how we're going to be successful at it.
00:11:26
Speaker
And I think it's helped you a ton.
00:11:28
Speaker
So things like hiring assistants.
00:11:29
Speaker
If your company doesn't have the process figured out, go hire an assistant.
00:11:34
Speaker
I pay someone 300 bucks a month from the Philippines, and she does all my paperwork for me.
00:11:39
Speaker
Perfect.
00:11:39
Speaker
You don't got to.
00:11:40
Speaker
My wife is a nurse.
00:11:42
Speaker
My wife was working full time as a nurse my first year and a half into solar.
00:11:46
Speaker
And we had to look at ourselves and say, you're putting in this much time and bringing home this much money.
00:11:50
Speaker
Yeah.
00:11:50
Speaker
And I'm pulling my hair out, working this much time, bringing home this much money.
00:11:54
Speaker
Maybe.
00:11:56
Speaker
we should be doing something else with your time.
00:11:57
Speaker
So she actually is now, she runs abundant power, which is my little group.
00:12:01
Speaker
So my email is her.
00:12:04
Speaker
I don't get my email.
00:12:05
Speaker
She gets my email.
00:12:06
Speaker
So talking about an assistant, when you email me, you're not emailing me, you're emailing her.
00:12:10
Speaker
You know what, if you're emailing me, I'm probably not emailing you back.
00:12:13
Speaker
Yeah, on a timely basis, because I'm in three appointments every single day.
00:12:16
Speaker
What am I going to do?
00:12:17
Speaker
Emails.
00:12:18
Speaker
Right.
00:12:19
Speaker
So she is my email.
00:12:20
Speaker
Find someone, pay them, you know, five cents to pay them, you know, to be there or work for a company that has the resources that does that.
00:12:28
Speaker
You don't want to do anything but knocking on doors, making appointments and be in those appointments and closing.
00:12:32
Speaker
If you
Sales Habits and Overcoming Inertia
00:12:33
Speaker
can.
00:12:33
Speaker
Get your focus down.
00:12:34
Speaker
Mark Eaton was what a great example.
00:12:36
Speaker
Yeah.
00:12:36
Speaker
You know, him talking about the fact that he hated basketball because he wasn't good at it until someone said, you know, there are things a big man could do on the court.
00:12:44
Speaker
He said the problem was I didn't know what those were.
00:12:47
Speaker
Yeah.
00:12:48
Speaker
And either did my coaches.
00:12:49
Speaker
My coaches didn't know what to do with a guy who was seven foot four.
00:12:53
Speaker
If you're a seven foot four guy in the sales world, you need to be, you know, find a coach, find yourself.
00:12:58
Speaker
You need to discover what you're good at and make sure that's what you're spending your time doing.
00:13:02
Speaker
Yeah, so true.
00:13:04
Speaker
So we got a couple people on live.
00:13:05
Speaker
Brady, thanks for being on.
00:13:07
Speaker
Luis, Zach, Earl.
00:13:10
Speaker
And Luke asks, why are we looking from under the table?
00:13:14
Speaker
Well, we forgot to try a pod, Luke.
00:13:16
Speaker
So sorry about the view.
00:13:18
Speaker
How the rafters look.
00:13:19
Speaker
The rafters in this place are awesome, huh?
00:13:21
Speaker
Yeah.
00:13:22
Speaker
And Brady asks...
00:13:26
Speaker
Did you sell 250 to 300 last year personally?
00:13:29
Speaker
Yes.
00:13:30
Speaker
So at least one closed.
00:13:32
Speaker
I sold 312 last year.
00:13:34
Speaker
Wow.
00:13:34
Speaker
Incredible.
00:13:35
Speaker
And then how many, so that's one closed deal per day basically.
00:13:39
Speaker
Yeah.
00:13:39
Speaker
About one a day.
00:13:40
Speaker
Okay.
00:13:40
Speaker
How many in person?
00:13:41
Speaker
How many on the phone?
00:13:42
Speaker
All in person, not on the phone.
00:13:44
Speaker
Maybe one on the phone.
00:13:45
Speaker
I think I did one from, uh, from Phoenix to Tucson cause I couldn't get synced up, but all over all in person.
00:13:50
Speaker
Yeah.
00:13:50
Speaker
Okay.
00:13:50
Speaker
Yeah.
00:13:51
Speaker
I don't have the on the phone model.
00:13:53
Speaker
Yeah.
00:13:53
Speaker
Curious to learn how people do that.
00:13:55
Speaker
That's incredible.
00:13:57
Speaker
And where are you doing?
00:13:57
Speaker
I know Brady asked before, did you do commercial deals or just residential?
00:14:01
Speaker
This year I had two or three commercial deals and those were customers that own businesses that asked me to sell them commercial.
00:14:07
Speaker
Although I'm getting more and more interested in commercial.
00:14:10
Speaker
Okay.
00:14:10
Speaker
There's an interesting aspect of commercial where they not only get the state tax credits, federal tax credits, but there's also depreciation, accelerated depreciation.
00:14:17
Speaker
Yeah.
00:14:18
Speaker
We just bought a building.
00:14:19
Speaker
Uh,
00:14:20
Speaker
for Sun Solar Solutions, and we put solar on that building, it was going to cost us money at our cost for solar with the tax credits, with the state tax credits, with the depreciation.
00:14:30
Speaker
It would have cost us money to not go solar.
00:14:32
Speaker
Really?
00:14:33
Speaker
Yeah.
00:14:33
Speaker
Wow.
00:14:34
Speaker
Yeah.
00:14:34
Speaker
Okay.
00:14:35
Speaker
It's a good time to go solar.
00:14:36
Speaker
You're trying to reconnect, by the way.
00:14:38
Speaker
Oh, trying to reconnect.
00:14:40
Speaker
Okay.
00:14:40
Speaker
Well, we're just going to keep going.
00:14:42
Speaker
All right.
00:14:42
Speaker
And hopefully it reconnects.
00:14:44
Speaker
I'm going to turn on the backup recording, though, just in case.
00:14:48
Speaker
Little technical difficulties guys are Wireless connection is struggling too many people watching the YouTube videos here when they should be in the workshops
00:15:01
Speaker
So what I want to talk about, Mike, I know in our last podcast, we focused a lot just on like the little habits you do.
00:15:08
Speaker
You bring people on the doors and you're staying, you have half your family basically working in your company because you paid them to come on the doors with you.
00:15:15
Speaker
Right.
00:15:16
Speaker
Which is pretty cool.
00:15:18
Speaker
And so any other new secrets you've thought about since last year, what's been going on since we last did the podcast?
00:15:25
Speaker
You know, there is absolutely no secrets.
00:15:28
Speaker
out there to making a million dollars a year selling solar.
00:15:32
Speaker
If you can somehow motivate yourself to be out selling appointments three or four hours a day, you're going to get two or three appointments every day.
00:15:41
Speaker
If you suck at closing, you're going to close one of those a day.
00:15:44
Speaker
If you close one of them a day, you're going to kick my ass.
00:15:48
Speaker
Right.
00:15:48
Speaker
So it's really just a matter of can you motivate yourself?
00:15:52
Speaker
Can you get yourself to do it?
00:15:53
Speaker
And what I'm always talking about is the habits and the hacks.
00:15:57
Speaker
What are the habits?
00:15:58
Speaker
What are the hacks that are going to get you from where you are now, which is not on a door to being on a door?
00:16:04
Speaker
And the thought of getting onto a door when you're not on a door is overwhelming.
00:16:08
Speaker
The idea of going up on some door that you don't know and knocking on the door.
00:16:11
Speaker
Somehow our brain sort of just.
00:16:14
Speaker
Finds that to be some sort of catastrophic event.
00:16:17
Speaker
Our brain is broken because you're not going to door ask them if they want solar and they say no and you walk away Nothing catastrophic has happened.
00:16:23
Speaker
Yeah, but I don't know why I experience that it will be every single time I try to start Getting myself to do that.
00:16:31
Speaker
And so the trick is in starting once you're in motion The idea of going to the next door is nothing getting yourself in motion is almost impossible What you're trying to overcome is inertia.
00:16:41
Speaker
Hmm
00:16:42
Speaker
Once you overcome inertia and you're on a door and another door and another door, what you have going for you is momentum.
00:16:47
Speaker
It's an entirely different set of forces.
00:16:49
Speaker
If you can harness momentum, you're going to go a long way.
00:16:52
Speaker
You're going to be out there.
00:16:53
Speaker
You're going to get one more appointment.
00:16:54
Speaker
You're going to knock on five more doors.
00:16:56
Speaker
You're going to do what you need to do to get one more appointment.
00:16:59
Speaker
If you're not on a door, the odds that you will be in 30 minutes are almost zero.
00:17:03
Speaker
So you've got to come up with what is the hack?
00:17:06
Speaker
You know, what are you going to do that's going to interrupt your brain and get you to stop doing what you're doing now and get you out onto a door?
00:17:12
Speaker
So one of the things that I'm doing, I'm constantly doing the way I build a team.
00:17:16
Speaker
I'm never out recruiting.
00:17:17
Speaker
People come to me that want to make money.
00:17:20
Speaker
Someone comes to me, they want to learn solely.
00:17:21
Speaker
They want to learn how to do it.
00:17:22
Speaker
I'm always happy to show people you have to get in the truck.
00:17:25
Speaker
Go with me.
00:17:25
Speaker
We're going to go knock on doors.
00:17:26
Speaker
When I'm out knocking on doors, you want to come with me?
00:17:29
Speaker
If we get an appointment and it sells, I'm going to pay you for the appointment.
00:17:32
Speaker
Right.
00:17:32
Speaker
I do that all the time.
00:17:33
Speaker
So bring somebody with you.
00:17:34
Speaker
Make an appointment to meet somebody tomorrow at three thirty at Starbucks.
00:17:38
Speaker
And it doesn't matter.
00:17:39
Speaker
Invite the homeless guy.
00:17:40
Speaker
Invite the guy you think is a loser.
00:17:42
Speaker
It doesn't matter.
00:17:43
Speaker
Just have him come with you and then you'll be on a door and you'll make an appointment.
00:17:47
Speaker
That's a hack.
00:17:48
Speaker
The habit is scheduling people to meet you at Starbucks several times a week to show somebody how to do it.
00:17:53
Speaker
So you got to create the habit, use the hack to get yourself to go from not being on a door to being on a door.
00:17:59
Speaker
After that, the rest of it all flows downhill from there.
00:18:02
Speaker
Another one of my hacks is every single solitary time I walk out of a house, I make myself leave that house and go to at least one door and get at least one no.
00:18:12
Speaker
Why am I trying to get one no?
00:18:13
Speaker
I'm trying to get one no because if I tell myself I'm trying to get a yes, I probably won't go.
00:18:18
Speaker
I'm going to think about
Leadership and Self-Accountability
00:18:19
Speaker
it.
00:18:19
Speaker
I'm going to be overwhelmed.
00:18:20
Speaker
It's going to sound like, oh, they're probably going to say no.
00:18:22
Speaker
I'm going to get rejected.
00:18:24
Speaker
I don't want to feel like that.
00:18:25
Speaker
I'm not going to go.
00:18:27
Speaker
There's no secrets to that.
00:18:28
Speaker
There's nothing new to it.
00:18:31
Speaker
I guess the thing that I'm dealing with this year, now that I have a more substantial team, now that I have more people working with me,
00:18:38
Speaker
is kind of transitioning from being a leader.
00:18:41
Speaker
It's funny, they talk about in the sessions we've been in and some of the sessions I was in last night in the mastermind, the D2D mastermind, talking about stop being a manager and start being a leader.
00:18:52
Speaker
Well, I'm always trying to be a leader.
00:18:54
Speaker
I'm always trying to inspire people.
00:18:56
Speaker
And then I turn around and nobody's working as hard as I am, right?
00:18:58
Speaker
And I'm like, well, why not?
00:18:59
Speaker
Why aren't they inspired by how much money that you can make making solar?
00:19:03
Speaker
Why aren't they just...
00:19:04
Speaker
You know, jumping through their hat to get out and get on to the next door.
00:19:08
Speaker
Yeah.
00:19:08
Speaker
The reason that that's not happening is because it's they're just they're not motivated the way you're motivated.
00:19:13
Speaker
So the transition that I'm making this year is really to kind of go backwards, less leadership and more being a boss.
00:19:20
Speaker
My my thing for this year is sell solar like a boss.
00:19:23
Speaker
So you need to be the boss of you.
00:19:25
Speaker
You need to be setting up a schedule for you.
00:19:27
Speaker
Why do these summer programs work so good for the pest control companies and the security companies?
00:19:33
Speaker
Because those guys that are on the doors, they get recruited and they go to Cincinnati, Ohio, and they work all summer selling pest control.
00:19:40
Speaker
They have a boss.
00:19:42
Speaker
One of the problems you have and that I have is we don't really have a boss.
00:19:45
Speaker
No one's in charge of our time.
00:19:47
Speaker
No one's saying, I'm going to pick you up at the Red Roof Inn at 9 a.m.
00:19:50
Speaker
And then I'm going to buy you lunch and dinner and I'm not bringing you back to the Red Roof Inn until 10 o'clock at night.
00:19:54
Speaker
We don't have that boss.
00:19:56
Speaker
And so we have to decide that we're going to get out of the house by nine o'clock in the morning.
00:19:59
Speaker
We're going to get out there.
00:20:00
Speaker
We're going to knock those doors.
00:20:02
Speaker
Well, most of us have a crappy boss.
00:20:05
Speaker
Yeah, we're a crappy boss of ourselves.
00:20:06
Speaker
So a lot of what I'm really working on this year is how to be a boss of myself and sell solar like a boss.
00:20:12
Speaker
And how do I help the people on my team sell solar?
00:20:16
Speaker
because they have a boss.
00:20:17
Speaker
So that's a different transition for me.
00:20:18
Speaker
That's a personal thing that I'm working on.
00:20:21
Speaker
I want to inspire people.
00:20:23
Speaker
I'm kind of done inspiring people.
00:20:24
Speaker
I'm now kind of getting to the point where I wanted to say, guys, this is a job.
00:20:27
Speaker
You got to show up.
00:20:28
Speaker
You got to do the job or you're not part of the team.
00:20:30
Speaker
That's why car dealerships have guys that show up every day because if they don't show up, they get fired.
00:20:36
Speaker
If they're not there from noon till 10 o'clock at night,
00:20:38
Speaker
You miss work two days in a row, they fire you, right?
00:20:41
Speaker
In the solar industry, we don't really have the luxury of having a real boss.
00:20:45
Speaker
And so if you don't have that, invent it.
00:20:48
Speaker
Have it for yourself.
00:20:48
Speaker
Somehow become accountable for your own time.
00:20:51
Speaker
Somehow work with a coach.
00:20:52
Speaker
Somehow work with someone, your wife, your spouse, your business partner.
00:20:56
Speaker
Who are you going to be accountable to make sure that you do the things like Mark Dayton would say?
00:21:01
Speaker
Do the, do the things you say you're going to do, do what you're told and then do the things you're going to, you say you're going to do.
00:21:06
Speaker
If you do those things in today's world of millennials and the whole nine thing, you're going to be exceeding expectations.
00:21:12
Speaker
If you just show up and just work the hours and just do the things you say you're going to do.
00:21:16
Speaker
And in this world with so, you know, it's so lucrative per deal.
00:21:19
Speaker
If you actually do that, you're just going to make an obscene amount of money.
00:21:23
Speaker
So you really shouldn't need motivation to do that.
00:21:25
Speaker
But some reasons we do.
00:21:26
Speaker
And you know, for that reason, figure out what that is for yourself, make it happen.
00:21:30
Speaker
Yeah, super smart.
00:21:31
Speaker
Let me try reconnecting this one more time.
00:21:35
Speaker
See if we exit out.
00:21:40
Speaker
You're fired.
00:21:42
Speaker
I'll go Trump on your ass.
00:21:43
Speaker
You're fired.
00:21:44
Speaker
Let's try restarting this one more time.
00:21:51
Speaker
See if it works better.
00:21:55
Speaker
Did you lose the peeps?
00:21:58
Speaker
We'll see if anyone's still there.
00:21:59
Speaker
Maybe it won't work.
00:22:01
Speaker
Okay.
00:22:03
Speaker
Anyways, so yeah, it's super important to lead from the front.
Comparing Income and Motivation Techniques
00:22:07
Speaker
And I know we talked about last time, if you break it down how much you're making per hour, I don't know if a lot of guys have done that, but you talked about last time, it's more than like brain surgeons make a lot of time.
00:22:18
Speaker
If you break it down per hour, if you go on to do is break it down per.
00:22:22
Speaker
No, you want to figure out how much you're getting paid to knock on one door.
00:22:26
Speaker
I talk about this all the time.
00:22:27
Speaker
You know, you've heard me talk about it before.
00:22:28
Speaker
Yeah.
00:22:28
Speaker
If I'm holding a hundred dollar bill and you and I are in the car and I say, go knock on that door and ask that guy if he wants a solar club.
00:22:35
Speaker
Yeah.
00:22:35
Speaker
And when he says no, yes or no, I'm going to give you a hundred dollars.
00:22:39
Speaker
When I do the math for how many doors that I knock on, so I knock on about seven doors or when I say knock on seven doors, I mean, get into seven conversations, right?
00:22:47
Speaker
I find seven people to ask them, do you want a solar quote?
00:22:51
Speaker
So when I find seven people and see if they do want a solar quote and I get one yes out of that, that means I got six no's.
00:22:58
Speaker
I'm making a lot more than a hundred dollars per no.
00:23:01
Speaker
So if I can figure out what that number is and pay myself $100 every time someone tells me no, how am I going to keep myself from going to the next door?
00:23:08
Speaker
The problem is that we're not experiencing...
00:23:11
Speaker
earning $100 and getting a note.
00:23:13
Speaker
Yeah, I think we're getting the money when somebody says yes.
00:23:16
Speaker
That's just not true.
00:23:18
Speaker
No one's going to pay you 1000 2000 $3,000 for spending an hour and a half of somebody that that is just not what the money's for.
00:23:26
Speaker
That's not why you're getting paid that much money.
00:23:28
Speaker
You're getting paid that money to talk to seven people 12 people 20 people and asking if they want a solar quote just to get one appointment.
00:23:35
Speaker
That's actually what the money's for.
00:23:37
Speaker
Yeah.
00:23:37
Speaker
So do you track like how many no's?
00:23:39
Speaker
Do you just like pen and paper how many no's you're getting?
00:23:42
Speaker
Well, this year I'm doing more of that.
00:23:43
Speaker
So every member of my team, including myself, is reporting in on Slack with exactly how many doors they've knocked, how many pins they've dropped, and exactly how many conversations they had, appointments, sales, and kilowatts, every single solitary day.
00:24:00
Speaker
And if it's zero...
00:24:02
Speaker
Let's see some zeros.
00:24:03
Speaker
Get the numbers on there.
00:24:04
Speaker
Be accountable.
00:24:05
Speaker
Today, I knocked on zero doors.
00:24:08
Speaker
Put it down.
00:24:08
Speaker
Write it down.
00:24:09
Speaker
So I not only track it, I report it.
00:24:12
Speaker
So my group reporting to itself, that's the boss.
00:24:16
Speaker
And I have to do it.
00:24:17
Speaker
Anybody on my team has to do it.
00:24:19
Speaker
And if my numbers are zero today, that's okay.
00:24:20
Speaker
I might have taken the day off.
00:24:22
Speaker
But I got to get on there and post the zeros.
00:24:24
Speaker
Yeah, okay.
00:24:25
Speaker
Yeah, super important to not only track it, but report it, keep people accountable.
00:24:30
Speaker
So something we didn't go into much last time, Mike, was I know we talked about the goals, the mini habits, all those things.
00:24:37
Speaker
But I think a lot of people here want to hear exactly like what you're doing in the clothes.
00:24:42
Speaker
How are you overcoming objections?
00:24:44
Speaker
How are you getting people to not think about it?
00:24:47
Speaker
And so I want to hear some stuff about your clothes, Mike.
00:24:51
Speaker
One of the reasons that D2D has been such a, I would say, almost overwhelming experience for me this year is that I have dozens and dozens of people coming out to me that I've never met before and have never been to a D2D before.
00:25:02
Speaker
And it's because Sam Taggart came to my house and we spent a couple hours at my house on my patio and he recorded a 12-segment video.
00:25:11
Speaker
Well, OK.
00:25:12
Speaker
On my pitch and close, right down to overcoming each objection, right down to presenting my kind of famous graph that I do.
00:25:19
Speaker
I call it famous.
00:25:20
Speaker
People come and talk to me about it, about this graph that I do.
00:25:24
Speaker
All those elements of the pitch and the close are all captured on D2D University.
00:25:29
Speaker
So I've had literally dozens and dozens of people come up to me this weekend and tell me, wow, I've watched that every day.
00:25:35
Speaker
I'm like, you watch it every day?
00:25:36
Speaker
That's just weird, man.
00:25:38
Speaker
Don't tell me you watch me every day.
00:25:39
Speaker
You're going to freak me out.
00:25:40
Speaker
But they've watched those segments over and over and over again, learning how to pitch and to close.
00:25:47
Speaker
You really don't need to sell solar because solar sells itself.
00:25:49
Speaker
When I show you that it costs nothing, absolutely nothing to put it on your house, the government's going to give you $8,000 to $12,000 and that your electric bill is going to go away.
00:25:58
Speaker
And that over the course of the next 20 years, you're going to end up $50,000, $80,000, $100,000 ahead, not by spending more money, but by spending less money.
00:26:07
Speaker
I don't have to sell that to you.
00:26:08
Speaker
You're going to look at it and you're going to be sold.
00:26:10
Speaker
Right.
00:26:10
Speaker
And so on the D to D university, and I recommend if you're not on D to D university, get on it.
00:26:15
Speaker
There's mountains and mountains of content.
00:26:17
Speaker
One of our big, big, uh, steps forward this year as a company is we launched Sun Solar University.
00:26:23
Speaker
which is a white label.
00:26:24
Speaker
We have our own portal for training people.
00:26:27
Speaker
My partners and I used to get together every time we had a batch of another five or 10, 15 people coming on board.
00:26:32
Speaker
And we'd have to spend two days in meetings trying to say this one to one and one to 15.
00:26:37
Speaker
We've now put all of that on D2D University.
00:26:40
Speaker
All that content is stored.
00:26:41
Speaker
Most of that's private for our company.
00:26:43
Speaker
But Sam and I actually recorded a 12 video segment of me and him going through every single part of a pitch and a close.
00:26:52
Speaker
Wow.
00:26:53
Speaker
to sit and kind of get the actual A, Bs and Cs.
00:26:56
Speaker
That's what you want to get on to D to D, get access to D to D university, get on there.
00:27:00
Speaker
But the one thing that I'll tell you that, you know, can't really be expressed enough.
00:27:05
Speaker
It's so it's a consciousness thing and it's really hard to understand.
Effective Sales Closing Strategies
00:27:09
Speaker
It's something you have to, you have to embrace and you have to eat this for breakfast and you have to bring it with you into the, into the, into the presentation.
00:27:17
Speaker
And that's this fact.
00:27:18
Speaker
You are the one in the room.
00:27:21
Speaker
You are the one in the meeting that needs to understand this is the last meeting that we're going to have.
00:27:28
Speaker
I am not coming back.
00:27:30
Speaker
Smart.
00:27:31
Speaker
All right.
00:27:31
Speaker
And I'm not going to tell somebody I'm not coming back because I'm going to be a jerk.
00:27:35
Speaker
If they call me tomorrow and say, get my butt over here and sign it up, I will come.
00:27:39
Speaker
Yeah.
00:27:39
Speaker
All right.
00:27:40
Speaker
But I'm going to tell them that I'm not coming back because I know I'm not coming back.
00:27:43
Speaker
They're not calling me tomorrow.
00:27:45
Speaker
Yeah.
00:27:45
Speaker
If I don't close this thing tonight, it's just not happening.
00:27:48
Speaker
Maybe one out of 10, maybe one out of 20.
00:27:50
Speaker
Someone's going to call and say, I've had a couple of
00:27:53
Speaker
A couple of customers actually text me, I've decided to go with it.
00:27:56
Speaker
Most of them were already signed up, by the way.
00:27:58
Speaker
So when somebody tells me that they want to think about it, I say, that's fantastic.
00:28:01
Speaker
Let's just do the paperwork and we'll have lots of time to think about it.
00:28:05
Speaker
Why?
00:28:05
Speaker
Because I know this is the last meeting we're going to have.
00:28:08
Speaker
And if you're the closer, you're there to sell or be sold.
00:28:12
Speaker
And if you're the closer, you better be there to be sold.
00:28:14
Speaker
If a customer tells you they think this is awesome, this is amazing, I just want to sign the paperwork on Friday, that's an objection.
00:28:21
Speaker
If you buy that objection, it's going to kill you.
00:28:24
Speaker
Because you're not going to be there on Friday, that deal's not going to get done.
00:28:27
Speaker
And you're the one that needs to know that.
00:28:29
Speaker
Every salesman, when they hear the customer think that, thinks two things.
00:28:32
Speaker
One, damn.
00:28:35
Speaker
When that customer is getting all fired up and he's like, he can just, he's starting to drool and you can see it.
00:28:39
Speaker
And he thinks, oh wow, the guy sees me drooling.
00:28:41
Speaker
And then he says, you're gonna email this to me, Taylor.
00:28:44
Speaker
I'm gonna have this, right?
00:28:45
Speaker
You're gonna send this to me.
00:28:46
Speaker
I'm gonna have this information that I'm excited about.
00:28:48
Speaker
And we all know what that means, right?
00:28:49
Speaker
I really wanna go solar, but I don't wanna sign up today.
00:28:51
Speaker
Right?
00:28:52
Speaker
It's like the worst thing there.
00:28:53
Speaker
And I'm gonna say, of course, absolutely.
00:28:54
Speaker
We're gonna send this to you, right?
00:28:57
Speaker
But at the same time, I have to know, I was sent there to do a job and it wasn't to sell solar.
00:29:02
Speaker
Solar sells itself.
00:29:03
Speaker
Yeah.
00:29:04
Speaker
I was there to help that person make a decision.
00:29:07
Speaker
And guess what?
00:29:08
Speaker
We're about to make a decision, right?
00:29:10
Speaker
That's going to happen right now.
00:29:12
Speaker
You can decide to think about it, but you can't decide to not make a decision.
00:29:15
Speaker
My job was to come here and help you make a decision.
00:29:18
Speaker
And right now we're about to make a decision.
00:29:21
Speaker
Yeah, well, it's true.
00:29:22
Speaker
I can count on the one hand how many deals they haven't signed that day and signed up later.
00:29:28
Speaker
That never happens.
00:29:30
Speaker
Not enough to care.
00:29:32
Speaker
They can promise you.
00:29:33
Speaker
Never happens.
00:29:34
Speaker
And so, Woody, are you actually telling them I don't come back to deals?
00:29:38
Speaker
I tell them that my job.
00:29:41
Speaker
is to come out to three or four people a day.
00:29:43
Speaker
Okay.
00:29:44
Speaker
And my job is to sit for them, help them explain solar and then get the process started.
00:29:48
Speaker
Okay.
00:29:48
Speaker
So you're telling them that before, like before you get in the day.
00:29:52
Speaker
My job is to come here, explain solar, answer your questions and help you get the process started.
00:29:56
Speaker
If you want this other process where you interact with people for weeks and months, I'm not a part of that.
00:30:02
Speaker
Yeah.
00:30:02
Speaker
That's not my job.
00:30:03
Speaker
Okay.
00:30:03
Speaker
If you want that, we're going to get a salesman involved.
00:30:05
Speaker
Salesmen are expensive.
00:30:06
Speaker
It's going to cost more.
00:30:07
Speaker
Right.
00:30:08
Speaker
So the deal that we're about to talk about today that I'm about to show you today, that deal is available now because I'm here and you're here.
00:30:14
Speaker
If I got to go away and send a salesman, it's just I don't even know what that deal is.
00:30:18
Speaker
Can you get the deal I'm showing you on another day?
00:30:20
Speaker
I don't know.
00:30:21
Speaker
That's not my job.
00:30:22
Speaker
Yeah.
00:30:22
Speaker
I'm not part of that crew that comes back and visits with you five more times.
00:30:26
Speaker
I'm the guy that comes here, shows your shoulder, explains how it's going to go, and I'm going to help you get the process started.
00:30:32
Speaker
You need time to think about it?
00:30:33
Speaker
We can deal with that.
00:30:34
Speaker
You want to talk about pricing?
00:30:35
Speaker
We can deal with that.
00:30:37
Speaker
You want to think, is there a better deal out there?
00:30:39
Speaker
I'm here.
00:30:39
Speaker
You're here.
00:30:40
Speaker
We can deal with that right now while I'm here.
00:30:42
Speaker
What we can't do is have me go away and help you think about it.
00:30:47
Speaker
Once I leave, I can help you think about it.
00:30:48
Speaker
And guess what?
00:30:49
Speaker
You don't need me here to think about it.
00:30:51
Speaker
Genius.
00:30:51
Speaker
It's just, yeah, I'm, I'm, I'm, I'm worthless to you in terms of helping you think about it.
00:30:57
Speaker
I'm here to get the process started and then we're going to give you all the time in the world to think about it.
00:31:03
Speaker
Is that fair enough?
00:31:04
Speaker
Yeah, that's fair.
00:31:05
Speaker
Fair enough.
00:31:06
Speaker
Boom, there you have it.
00:31:07
Speaker
I think that's super important, though, just setting that intention beforehand.
00:31:11
Speaker
I know that's been one of the biggest secrets, I think, is just telling them what your intention is.
00:31:15
Speaker
Because if you tell them that at the end, they're going to be surprised by it.
00:31:19
Speaker
Like, oh, I thought this was just to get information.
00:31:22
Speaker
You say, look, this is what we're doing.
00:31:24
Speaker
and then get them to have that little commitment beforehand.
00:31:28
Speaker
I think that.
00:31:28
Speaker
Think of yourself as a lawyer and the customer is the jury and that as you begin your presentation, you have opening statements, right?
00:31:36
Speaker
You're going to talk a little bit about the company, this and that, but it's also the time to set the expectations and tell them what your job is.
00:31:42
Speaker
Yeah.
00:31:43
Speaker
And if all this makes sense to the point where it's hurting you, I'm going to ask you to get the process started.
00:31:48
Speaker
Is that fair?
00:31:49
Speaker
Yeah.
00:31:52
Speaker
Hey, Solarpreneurs, real quick.
00:31:54
Speaker
If you've been in the solar industry any amount of time, you know that in order to take it to the next level, you need to always be recruiting.
00:32:01
Speaker
What is it?
00:32:01
Speaker
ABR, always be recruiting.
00:32:04
Speaker
So if you need help with recruiting, I wanted to share with you something that helped me take my recruiting skills to the next level.
00:32:12
Speaker
We literally went from an office of less than 10 reps to 25 to 30 reps in less than three months.
00:32:21
Speaker
And we did this with reps that continue to sell with us.
00:32:25
Speaker
Two or three of them went on to become managers.
00:32:28
Speaker
Several of them were top producers in our office.
00:32:31
Speaker
And there are multiple reps that are still with us to this day, more than a year later.
00:32:38
Speaker
So what is it that helped me?
00:32:40
Speaker
I took up the services of Ryan Holman with Sales Recruiting University.
00:32:47
Speaker
He helped me develop a system to take my recruiting game to the next level.
00:32:51
Speaker
And he really helped me follow up with the recruits, schedule group interviews with them,
00:32:58
Speaker
get a huge pool of applicants coming in day after day.
00:33:02
Speaker
I wanted to share with you guys his link.
00:33:04
Speaker
If you are looking to take your recruiting skills to the next level, go to calendly.com slash sru forward slash solarpreneur.
00:33:15
Speaker
Once again, that's calendly.com slash sru slash solarpreneur.
00:33:23
Speaker
SRU is Sales Recruiting University.
00:33:25
Speaker
Ryan will help you take it to the next level.
00:33:27
Speaker
Sounds fair.
00:33:34
Speaker
So what's your response, Mike, if they say, oh, well, I'm going to need to go get a couple other quotes, though.
00:33:40
Speaker
So you're concerned that this isn't the best price.
00:33:42
Speaker
Yeah.
00:33:43
Speaker
And this is a lot of money, isn't it?
00:33:44
Speaker
Yeah, it is.
00:33:44
Speaker
And if I were you, I would also be concerned that it isn't the best price.
00:33:48
Speaker
Yeah.
00:33:48
Speaker
Now, I'm here and you're here.
00:33:50
Speaker
Let's deal with price.
00:33:51
Speaker
Let me tell you where my pricing is.
00:33:52
Speaker
Let me tell you where the market is.
00:33:54
Speaker
All right.
00:33:55
Speaker
Is there a better price out there?
00:33:56
Speaker
Possibly.
00:33:57
Speaker
Of course, if you and I are going to do business today, I'm going to make you an offer right now that has a slightly better price.
00:34:03
Speaker
And that's going to bring me from, you know, here's the market and I'm going to tell you where I am.
00:34:06
Speaker
I'm right here.
00:34:07
Speaker
Right.
00:34:08
Speaker
And if you find out later, I'm going to give you lots of time to deal with this and evaluate the proposal.
00:34:13
Speaker
If you decide you're not wanting to move forward, you can call me up.
00:34:16
Speaker
It's possible to stop this.
00:34:17
Speaker
Right.
00:34:18
Speaker
Yeah.
00:34:18
Speaker
All right.
00:34:18
Speaker
If you decide that's about price and you you find out there's a price thing going out there, you and I are going to sit down and deal with that price.
00:34:24
Speaker
But let me tell you where I'm at with pricing.
00:34:26
Speaker
The market's here to here.
00:34:27
Speaker
I'm right here.
00:34:28
Speaker
And the guy that's here, you don't want that guy on your roof.
00:34:31
Speaker
Yeah.
00:34:31
Speaker
Right.
00:34:32
Speaker
So I make a lot of money selling solar, but I don't make a lot of money selling one person solar.
00:34:36
Speaker
I make a lot of money by selling lots of people solar, and I can't do that by having a high price.
00:34:42
Speaker
My price is designed so that I'm going to come here, show it to you.
00:34:45
Speaker
You're going to shop my prices later, and you're going to decide you got a great deal.
00:34:49
Speaker
I'm going to assure you this is a great deal.
00:34:52
Speaker
If you find out it's not a great deal, you call me.
00:34:54
Speaker
I'll be back here.
00:34:54
Speaker
You and I will sit and deal with price.
00:34:56
Speaker
I'm going to tell you that's not going to happen.
00:34:57
Speaker
Yeah.
00:34:58
Speaker
The funny thing is the percentage of people that actually go out and research price after they don't do it.
00:35:02
Speaker
If they've already signed the documents, very rarely are they going to go get other quotes.
00:35:06
Speaker
And I learned that from Sunrun.
00:35:07
Speaker
You know, the state of Arizona, of course, makes every contractor tell the customer they're going to have three days to think about it, check references.
00:35:16
Speaker
I never encourage somebody to shop, but if that's somebody's thing, let's get it out.
00:35:20
Speaker
You know, so you say you need to think about it.
00:35:22
Speaker
How much time do you need to think about it?
00:35:25
Speaker
Are we talking weeks and months?
00:35:26
Speaker
Oh, no, no, no.
00:35:27
Speaker
Mike, you did a great job.
00:35:28
Speaker
I'm a day or two away from, I'm going to know by Monday.
00:35:31
Speaker
You're going to know by Monday.
00:35:32
Speaker
So you're telling me you just need a little bit of time to actually think about it, right?
00:35:36
Speaker
And that's what we're going to talk about.
00:35:37
Speaker
Listen, there's a way to deal with that, right?
00:35:39
Speaker
We can get the process started, which is my job.
00:35:42
Speaker
And then you have all the time in the world to make sure everything that I've said is true, validated.
00:35:47
Speaker
Make sure that it's a good price.
00:35:49
Speaker
You have all the time in the world to do that.
00:35:51
Speaker
It is not a good reason to not get the process started.
00:35:54
Speaker
For one thing, then I've got to get a salesman involved, send him back here.
00:35:57
Speaker
It's going to be a more expensive deal.
00:35:58
Speaker
We're probably not going to end up doing business together.
00:36:01
Speaker
And that's OK, but let's make that decision.
00:36:03
Speaker
You know, I'm here to help you make a decision.
00:36:05
Speaker
Let's decide we're not doing business.
00:36:06
Speaker
I love a no.
00:36:07
Speaker
Help me get the no.
00:36:08
Speaker
Yeah.
00:36:09
Speaker
Right.
00:36:09
Speaker
Let's do that now.
00:36:10
Speaker
By the way, you say you're going to be thinking about it between now and then, Mr. Johnson, Mrs. Johnson, as you're thinking about it between now and Friday, what's the one thing that's sticking in your mind?
00:36:21
Speaker
Hmm.
00:36:22
Speaker
That's going to get you to vote for maybe no or holding off on going solar between now and Friday.
00:36:27
Speaker
What is that, Mrs. Johnson?
00:36:29
Speaker
I think we're going to move someday.
00:36:30
Speaker
Yeah.
00:36:31
Speaker
Mr. Johnson, what's the one thing that you're thinking?
00:36:34
Speaker
And he says, you know, we've been working hard on our credit score and I just don't want my credit score to go down.
00:36:40
Speaker
And I don't want to take that debt to income onto my credit score.
00:36:43
Speaker
Now.
00:36:44
Speaker
Now I have the objections.
00:36:46
Speaker
Now as a salesperson, I can go to work.
00:36:49
Speaker
So I'm going to use, I know they're going to tell me they want to think about it.
00:36:52
Speaker
I'm going to use that as an opportunity.
00:36:55
Speaker
Anytime someone wants to think about it, agree with them.
00:36:57
Speaker
You do need to think about it.
00:36:58
Speaker
You're going to need lots of time.
00:36:59
Speaker
How about we give you all the time in the world?
00:37:01
Speaker
to think about it.
00:37:03
Speaker
I am going to email you this proposal.
00:37:04
Speaker
In fact, let's do that now.
00:37:06
Speaker
I'm going to email you the proposal right now.
00:37:07
Speaker
What's the best?
00:37:08
Speaker
Boom, you got the proposal.
00:37:09
Speaker
That price is good for 30 days.
00:37:10
Speaker
Is that enough time for you to think about?
00:37:12
Speaker
Oh, well, we don't need 30 days.
00:37:14
Speaker
We're not going to wait 30 days.
00:37:15
Speaker
So you guys sound to me like you're pro solar.
00:37:17
Speaker
Let me ask you a question between now and Friday when you guys are thinking about it and talking about it, what's the one thing that's going to hold you back?
00:37:25
Speaker
So let's get the objections out now.
00:37:27
Speaker
Now I can deal with them and now I can move forward
00:37:31
Speaker
with an offer they can't refuse.
00:37:32
Speaker
I love that, love that, so true.
00:37:34
Speaker
And let me ask you this, Mike, how much of your time, obviously you gotta have a certain level of trust for them to believe you when you're saying this is our price, this is the markets.
Building Trust and Handling Customer Concerns
00:37:43
Speaker
Because I've been in deals where I don't have that trust and I'm saying, oh yeah, we're priced a little more than average, but you're getting this, you're getting all the maintenance with it.
00:37:53
Speaker
And then I can just see that they don't believe me, they don't buy what I'm saying.
00:37:58
Speaker
Right.
00:37:59
Speaker
So how much you're how do you generate that trust with homeowners?
00:38:01
Speaker
Is that like rapport you're building with them in the beginning?
00:38:04
Speaker
Well, first of all, you want to work for a great company and a great company is going to have lots of credibility points.
00:38:09
Speaker
We want to cover that up front.
00:38:10
Speaker
Most homeowners don't need to jump inside your business.
00:38:13
Speaker
They just need a checkmark.
00:38:15
Speaker
next to oh good i'm dealing with a great company i love to open up my my uh spotio and show them you know we've got thousands and thousands of installations in your area i like to talk about how our you know our uh our facebook reviews and our our google reviews and we're you know we're very very high reviews right with many many sales we're very very high rating so i'm going to do the things consumers just need really a check mark next to okay i've got a good company
00:38:39
Speaker
Yeah.
00:38:40
Speaker
Then if you sell them solar, by the way, if this is a door knock, you are the one that created the idea that they should.
00:38:46
Speaker
They're not in the middle of shopping, right?
00:38:48
Speaker
Yeah.
00:38:49
Speaker
It's shoppers that want to check out prices, right?
00:38:51
Speaker
So you want to take leads from your company that came in through Facebook or this marketing or that marketing.
00:38:55
Speaker
Know that you're going out to talk to shoppers.
00:38:58
Speaker
I don't take those leads because I don't have time to deal with shoppers.
00:39:01
Speaker
I want to knock on a door and bring the idea into their head that two minutes ago you weren't thinking you should go solar.
00:39:08
Speaker
And now you're thinking maybe I should look at a quote, right?
00:39:11
Speaker
Now when I'm back at the table, I just invented how cool solar is.
00:39:15
Speaker
And I'm the one who did that.
00:39:16
Speaker
There's not trust.
00:39:17
Speaker
There's excitement.
00:39:18
Speaker
There's like, holy cow, this is too good to be true.
00:39:21
Speaker
How do I get involved with this?
00:39:22
Speaker
It's all easy.
00:39:23
Speaker
Zero done.
00:39:23
Speaker
Nothing out of your pocket.
00:39:25
Speaker
We're going to get the process started.
00:39:26
Speaker
This is going to happen.
00:39:27
Speaker
There's nothing for you to do.
00:39:27
Speaker
There's not a trust thing going on there.
00:39:29
Speaker
I came to you because I am the solar guy in this area, right?
00:39:33
Speaker
That's why I'm here at your door.
00:39:34
Speaker
You know, we did your neighbors.
00:39:35
Speaker
We did this guy.
00:39:36
Speaker
We did that.
00:39:37
Speaker
So as a good salesperson, you're going to do the things to bring out the credibility check marks.
00:39:41
Speaker
And all you're looking for is that customer to go check.
00:39:44
Speaker
It's not a big part of your presentation.
00:39:46
Speaker
It's a, it's a few minutes so they could go, okay, we got one of the good guys.
00:39:49
Speaker
We got one of the good companies.
00:39:50
Speaker
That's awesome.
00:39:51
Speaker
And something that I know you're really good at is having customers stick.
00:39:56
Speaker
Once you've signed them up, that was one of my biggest problems last year.
00:39:59
Speaker
I signed people up like crazy, but my cancellation rate was too high.
00:40:04
Speaker
had people call me and it's that dreaded call.
00:40:06
Speaker
Oh, Taylor, we thought about it.
00:40:07
Speaker
We don't want to go through with this.
00:40:10
Speaker
So what do you do when people call you up and give you that?
00:40:13
Speaker
We thought about it.
00:40:14
Speaker
First of all, nine tenths of having them not cancel is be working for a great company because I have zero cancellations after the first day or so of the buyer remorse people.
00:40:25
Speaker
And if somebody's going to cancel, that's part of the numbers.
00:40:27
Speaker
Yeah.
00:40:27
Speaker
Right.
00:40:28
Speaker
But the company that I work for does such a good job of wrapping those people up into a warm hug after they sign up.
00:40:35
Speaker
I don't lose anybody after the 24, 48 hour buyer's remorse period.
00:40:39
Speaker
But the numbers between that are literally a single digit percentage.
00:40:44
Speaker
So what do I do exactly that makes that single digit percentage happen?
00:40:48
Speaker
It's hard to say, but those people are sold.
00:40:50
Speaker
Right.
00:40:51
Speaker
And so.
00:40:53
Speaker
they're excited about going solar they're not thinking about canceling the the few times that i've had people really come back and go mike i'm really not sure if i should do this or not and they had an actual legitimate concern that i could understand and not necessarily agree with but i could understand why they might consider not going forward was when they said you know i really don't want to take on this kind of debt i'm a dave ramsey guy i'm currently debt free i don't have any car payments all i have is my house payment
00:41:20
Speaker
And what I say to those people, first of all, there are products out there that don't really show up as debt, whether it's a lease or installment contracts or what have you.
00:41:27
Speaker
I can put you into a vehicle that's not going to show up as debt on your credit report, number one.
00:41:33
Speaker
But number two, even Dave Ramsey agrees you should not wait.
00:41:37
Speaker
and save up for 20 years and buy a house.
00:41:40
Speaker
That's a really stupid idea.
00:41:43
Speaker
Why?
00:41:43
Speaker
Because 20 years later, that house is going to cost twice as much stuff doubles every 15 years in price.
00:41:48
Speaker
And if you're like saving your money to buy this $200,000 house and you come back with $200,000 in 20 years, Hey, your kids grew up in an apartment, right?
00:41:57
Speaker
Cause you didn't buy a house 20 years ago and B that house now costs $400,000.
00:42:01
Speaker
And if you would have borrowed the money,
00:42:04
Speaker
and got long-term financing to acquire an asset, which is the same as solar.
00:42:08
Speaker
We're using long-term, low-interest financing to acquire an asset.
00:42:13
Speaker
If you do that, that's a fantastic strategy.
00:42:16
Speaker
Use other people's money to acquire an asset
00:42:19
Speaker
And over time, use money you were going to spend anyway on an expense, just like a homeowner or a renter of a home paying rent every month.
00:42:27
Speaker
They're going to pay that rent every single month, no matter what.
00:42:29
Speaker
Should they rent a home for 20 years and then buy a house?
00:42:32
Speaker
That's a really bad, bad idea.
00:42:34
Speaker
So a lot of people are concerned primarily with taking on the debt.
00:42:39
Speaker
So if you really approach that person and say you're not taking on debt, what we're doing is we're employing a different strategy.
00:42:45
Speaker
You're spending $3,000 a year renting your power equipment from the utility company.
00:42:51
Speaker
When we could take that same money, I'm sorry, it's not the same money.
00:42:53
Speaker
I need to tell you the truth.
00:42:57
Speaker
It's less.
00:42:58
Speaker
It's $2,600 or $2,400 a year.
00:43:00
Speaker
It's going to be less to take that money and put it into an ownership strategy.
00:43:04
Speaker
What's happening in an ownership strategy?
00:43:06
Speaker
Every month I take that payment and I'm now buying down a loan.
00:43:10
Speaker
What's that called?
00:43:10
Speaker
It's called equity.
00:43:12
Speaker
And what am I doing?
00:43:13
Speaker
I'm buying a power plant.
00:43:14
Speaker
How much does that power cost now?
00:43:16
Speaker
16 cents in Arizona, 40 cents or something crazy like that in California, right?
00:43:21
Speaker
The value of the asset is
00:43:23
Speaker
for capital equipment is the value of the product it produces.
00:43:27
Speaker
In Arizona, that's 16 cents.
00:43:29
Speaker
In 15 years, the value of that product is gonna be 32 cents.
00:43:32
Speaker
It's gonna double in 15 years.
00:43:34
Speaker
If they acquire this asset and the output of this product goes from 16 cents to 32 cents, they're gonna experience the other thing, it's called appreciation.
00:43:43
Speaker
When you own a home and you pay it down, you get equity, and then you also experience the increase in price, that's appreciation.
00:43:49
Speaker
You didn't go into debt to buy into a home, you used other people's capital
00:43:53
Speaker
to acquire an asset, which was going to acquire equity over time and appreciate over time, that's a genius thing to do.
00:44:00
Speaker
It's a must do because the strategy you're on now is an out and out disaster.
00:44:05
Speaker
You're renting from the utility.
00:44:07
Speaker
The price is going to double in 15 years.
00:44:09
Speaker
And at the end of 15 years, you're going to have absolutely nothing to show for it.
00:44:12
Speaker
Why wouldn't you take that same money?
00:44:14
Speaker
I'm sorry, not saying less money.
00:44:16
Speaker
and use that exact same money to become an owner, to become an owner of capital equipment.
00:44:21
Speaker
And every single time you make a payment, your balance goes down.
00:44:24
Speaker
Why?
00:44:25
Speaker
Because it gets applied to the principal, right?
00:44:28
Speaker
So that's what's happening over time.
00:44:29
Speaker
You want to stay, you think you're making a good decision by staying with this other model where you're literally flushing money down the toilet?
00:44:36
Speaker
every single month and at the end of 10 years you've spent $30,000 and you not only have nothing to show for it, the price has gone up and you got another 10 years to pay.
00:44:45
Speaker
Why wouldn't we take that same $30,000 and pay for a solar system and then never have an electric bill for the rest of your life?
00:44:53
Speaker
Why doesn't that make more sense?
00:44:54
Speaker
And Dave Ramsey would agree by the way.
00:44:56
Speaker
Yeah, there you go.
00:44:57
Speaker
Learns how to handle the Dave Ramsey people.
00:44:59
Speaker
And so yeah, I think it's super important like you're saying, just getting them to realize whether it's cheaper or not.
00:45:04
Speaker
Even if they have to take the same money or even a little bit more, just like buying versus renting.
00:45:09
Speaker
Right.
00:45:09
Speaker
I mean, Dave Ramsey.
00:45:10
Speaker
Yeah.
00:45:11
Speaker
They do not have a decision to not spend the money.
00:45:13
Speaker
They have to spend the money.
00:45:15
Speaker
Solar's awesome for that reason.
00:45:16
Speaker
We're never talking anybody into spending more money.
00:45:19
Speaker
We're always talking people into spending less money.
Overcoming Objections and Encouraging Adoption
00:45:22
Speaker
True true so true always a good idea so true nuggets nuggets as Sam Tarrant would say it's a golden nugget right there So I think it's important to get them realize that use stories I don't know about you Mike, but I love using stories specific homeowners that said the same thing and Had that objection overcomes because when they hear it not just from your mouth But that Joe down the street if you can show them on the map and
00:45:47
Speaker
The Joe Tudor down had that same concern and you showed him that.
00:45:51
Speaker
I know exactly how you feel.
00:45:53
Speaker
In fact, I agree with how you feel.
00:45:54
Speaker
Yeah.
00:45:55
Speaker
In fact, I've had many customers.
00:45:57
Speaker
In fact, Mr. Jones across the street felt the same way.
00:46:01
Speaker
Let me tell you what he found out.
00:46:03
Speaker
That's super powerful found.
00:46:04
Speaker
It'll come overcome just about any of pretty much anything.
00:46:07
Speaker
Yeah.
00:46:08
Speaker
Super valuable stuff.
00:46:09
Speaker
And I know to get the in depth, like Mike said, go to go subscribe to DDD universe.
00:46:15
Speaker
How do people get on that?
00:46:16
Speaker
Is it just, yeah, just get with your D to D guy, uh, get with the, you know, get on the website, subscribe to D to do.
00:46:21
Speaker
You'll have to get with those guys.
00:46:22
Speaker
There's different packages and stuff.
00:46:24
Speaker
I can just tell you it's invaluable.
00:46:26
Speaker
I was spending a lot of my time training people how to do it.
00:46:28
Speaker
Now all I do is I film myself and my partners that,
00:46:31
Speaker
cover different aspects of training how to sell solar.
00:46:33
Speaker
That's all on our D2D University, which we call Sun Solar University.
00:46:38
Speaker
And then not only is all of our content out there, which is this then at this point, right?
00:46:42
Speaker
We literally just launched it this year.
00:46:44
Speaker
So our content is this then.
00:46:46
Speaker
All of D2D University is all under it.
00:46:48
Speaker
That means Jordan Belfort speaking last year.
00:46:51
Speaker
That means me talking at, you know, in a breakout last year or whatever.
00:46:56
Speaker
All the different breakouts, every one of them is available as D2D University.
00:46:59
Speaker
That's awesome.
00:47:00
Speaker
On there, Sam and I spent a long time put together A, B, C, D, E, F, G, H, I, J, how to pitch, how to close, handle objections, come in with the next close, come into the next close.
00:47:12
Speaker
You know, we're talking about closing, honestly, guys,
00:47:15
Speaker
The best clothes in the world is the one that hasn't been invented yet because that guy needs something from you to help him go solar.
00:47:22
Speaker
This is one of the few products in the world where you absolutely stone cold know if you get that guy's signature on a piece of paper today.
00:47:30
Speaker
He is so much better off than if he doesn't do it.
00:47:33
Speaker
right so it is actually on you if he meets with you and decides to think about it and doesn't go solar he's probably never going solar until they make him go solar by the way everybody's going to get made to go solar it's called a green new deal right you're just going to tax your utility bill 100 bucks a month like they tax cigarettes yeah and you're going to quit smoking right right because we're going to tax it so bad you can't afford to do it anymore that's going to happen with utility bills
00:47:57
Speaker
that's not a question that's going to happen right now they can do it with incentives with tax credits or they can that's the carrot right yeah or they can wait and what's coming is the stick it's not a question of if they're going to go solar go green we're not going to let them burn crap out of the ground forever to cool their house that's over it's all but over it's in the dying last gaps
00:48:19
Speaker
of not being over, but it's soon to be over.
00:48:21
Speaker
And the sooner and faster they get with the program, get green, start investing in their own green technology, their own power plant, the more they're going to have the government help them do that.
00:48:31
Speaker
It's 26 now.
00:48:32
Speaker
In about 11 and a half months, it's going to be 22%.
00:48:35
Speaker
and a year from next january 1st it's going to be zero they need to get with that program now they're going to miss out and then what's coming is the stick they're going to go solar because the green new deal is going to add 100 bucks a month for burning crap out of the ground to cool their homes so true terrible idea 100 so true and so if we've got people listening that haven't fully committed themselves to solar the time to do is now like mike's saying you got these expiring credits you got things going that are disappearing
00:49:02
Speaker
So people need to push now, take advantage of those things.
00:49:05
Speaker
Because, I mean, that's how you got so many.
00:49:07
Speaker
That's how you hit 2.8 megawatts.
00:49:08
Speaker
That's where the urgency comes from.
00:49:09
Speaker
You know, the enemy of solar is, no, the enemy of solar is I got to think about it.
00:49:13
Speaker
You've got to use what's actually true and what's real to create urgency to get the process started today.
00:49:20
Speaker
And it's just real.
00:49:21
Speaker
They have to.
00:49:22
Speaker
If they see the back of my head walking down their driveway and they don't have solar, they're probably not going to make it.
00:49:28
Speaker
And you know what?
00:49:29
Speaker
You know who that's on?
00:49:30
Speaker
That's on me.
00:49:31
Speaker
Yeah.
00:49:32
Speaker
I was sent there to help them make a decision.
00:49:34
Speaker
And if I come back home and I tell my wife, I think they're going to go Friday.
00:49:38
Speaker
She's instructed to make me sleep on the couch because I was sent there to do a man's job.
00:49:43
Speaker
Yeah.
00:49:43
Speaker
And I went there instead of selling, I got sold.
00:49:46
Speaker
Right.
00:49:46
Speaker
That wasn't my job to sell that.
00:49:48
Speaker
These people really need to wait till Friday.
00:49:50
Speaker
That's ridiculous.
00:49:51
Speaker
I know.
00:49:52
Speaker
Absolutely ridiculous.
00:49:53
Speaker
So true.
00:49:54
Speaker
So do it now because I can tell you the worst feeling in the world.
00:49:57
Speaker
I don't think it's happened to Mike, but to me is driving past appointments that I went to a year ago.
00:50:02
Speaker
And there's a solar system.
00:50:02
Speaker
And seeing solar on their house.
00:50:03
Speaker
That is the worst.
00:50:05
Speaker
Yeah, and guess who got them thinking about solar?
00:50:07
Speaker
It was me.
00:50:07
Speaker
And I can think of 20 of those before I can think of 20 ones that I sold.
00:50:11
Speaker
Exactly.
00:50:12
Speaker
That I drive by and look at them.
00:50:13
Speaker
Exactly.
00:50:14
Speaker
That's the worst feeling in the world.
00:50:16
Speaker
So, Mike, I know we got to get back to door-to-door con here.
00:50:18
Speaker
We got Tim Grover coming up soon.
00:50:20
Speaker
One more thing about D2D, and this is something brand new, guys.
00:50:23
Speaker
And if you guys are – the guys who aren't at D2D won't know about this.
00:50:26
Speaker
but it's something super, super important.
00:50:28
Speaker
Sam has started D2D Association.
00:50:31
Speaker
I don't know if the camera's working, but I've got my founding member D2D Association.
00:50:36
Speaker
It's absolutely stone cold real guys that we deal with stigma.
00:50:40
Speaker
I know guys who'd be awesome at solar from my B2B career.
00:50:43
Speaker
I go to those guys and I say, man, dude, I'm making a seven figure income.
00:50:46
Speaker
You should do this.
00:50:47
Speaker
How do you get your appointments?
00:50:48
Speaker
I knock on doors.
00:50:49
Speaker
I'm not doing that.
00:50:50
Speaker
I don't want to be a used car salesman and I don't want to be a door to door peddler.
Professionalizing Door-to-Door Sales
00:50:55
Speaker
There's an absolute stigma associated that there's a whole pain in the next side of it, of the legal side and associations that are blocking people out, small communities, cities that are trying to say, oh, you can't do this anymore.
00:51:07
Speaker
But I would tell you even this.
00:51:09
Speaker
So this is something everybody needs to look at.
00:51:11
Speaker
Everybody needs to get involved with it.
00:51:13
Speaker
It's an existential issue.
00:51:14
Speaker
You hear politicians on TV say, oh, this is an existential threat.
00:51:18
Speaker
Right.
00:51:19
Speaker
Right.
00:51:20
Speaker
Us not having an association, setting our own criteria, setting our own benchmarks, education, registering, certifying people to be a professional door-to-door executive, a professional door-to-door salesperson.
00:51:33
Speaker
Us not doing that, we're going to end up going the way of the telemarketing industry.
00:51:36
Speaker
Let me tell you what's happening with telemarketing.
00:51:38
Speaker
I started selling solar appointments in 1984, and I did it door to door in a Kohl's directory on the phone.
00:51:45
Speaker
I let my fingers do the walking.
00:51:47
Speaker
I was calling people up trying to set an appointment, set an appointment, set an appointment.
00:51:51
Speaker
I was setting appointments over the phone.
00:51:53
Speaker
Telemarketing is dead.
00:51:55
Speaker
The reason telemarketing is dead is because...
00:51:59
Speaker
They didn't police themselves and they allowed themselves to say, Hey, it's a numbers game.
00:52:03
Speaker
Who cares if we create more and more obnoxious ways of getting bigger and bigger and bigger numbers, as long as we generate the sales at the other end of the pipeline, who cares if we slash and burn this whole industry with auto dialers calling a hundred people from India, whatever, blah, blah, blah, blah.
00:52:21
Speaker
And so now what's happening is the, uh, uh,
00:52:25
Speaker
What's happening now is they're passing laws.
00:52:27
Speaker
State-led air zones got a law.
00:52:28
Speaker
You can't call a mobile phone without someone opting in.
00:52:31
Speaker
The telemarketing industry is dead and it's their own fault.
00:52:35
Speaker
Yeah.
00:52:35
Speaker
Right.
00:52:36
Speaker
So this is an existential threat.
00:52:38
Speaker
If we don't get to a point where people see people going up and down the street with a clipboard and a lanyard and go, hey, there's a guy earning a living.
00:52:45
Speaker
paying his way through school, providing for a family with a professional, honorable job, one of the oldest professions in the world, and perhaps maybe part of the oldest profession in the world.
00:52:56
Speaker
And consider that to be an honorable profession that we can then go and recruit actual people that
00:53:03
Speaker
have a different opinion and sway them that this is an honorable professional opinion.
00:53:09
Speaker
We're going to go the way of telemarketers, which is people absolutely abhor, abhor telemarketers.
00:53:14
Speaker
We don't want that to happen to us.
00:53:15
Speaker
So find out what this is about.
00:53:17
Speaker
My company just became a founding member of D2D Association, but every single person selling solar out there
00:53:23
Speaker
can go out and sign up on the website, D2D Association.
00:53:27
Speaker
It costs like 50 bucks or 100 bucks, and you're a member.
00:53:30
Speaker
That's awesome.
00:53:30
Speaker
Now, if somebody asks you, what are you doing?
00:53:31
Speaker
You'll have your little, I'm a registered door-to-door professional.
00:53:35
Speaker
Just part of building credibility, part of building what you do.
00:53:37
Speaker
That's brand new.
00:53:39
Speaker
That just got launched last night.
00:53:40
Speaker
So that's news coming to you here live from D2D.
00:53:44
Speaker
Love it, love it.
00:53:44
Speaker
So if you haven't, well, yeah, obviously if you're not here, you haven't heard that yet.
00:53:49
Speaker
So go check that out.
00:53:50
Speaker
And I think it's super important for, like you said, bringing honor to the industry, getting people to not call the cops on us and have to sit in cop cars and all that.
00:53:59
Speaker
So that's where we want it to head.
00:54:00
Speaker
We don't want the industry to die.
00:54:02
Speaker
It's just like telemarketing.
00:54:04
Speaker
So go and support that.
00:54:05
Speaker
We're going to post a link to that in the show notes for this.
00:54:08
Speaker
And Mike, I told you before the show, but it's between you and Sam Taggart for the top episode.
00:54:14
Speaker
I'm happy to be in that company.
00:54:15
Speaker
Just thrilled to be in that company.
00:54:17
Speaker
You're still at number one, though.
00:54:18
Speaker
Number one.
00:54:19
Speaker
All right.
00:54:19
Speaker
That's why we have you back.
00:54:20
Speaker
That's my favorite spot, by the way.
00:54:22
Speaker
If I'm on a list, I'm usually trying to be number one on that list.
00:54:25
Speaker
Yeah.
00:54:25
Speaker
So he loves being number one.
00:54:27
Speaker
So go and support Mike, let them know you appreciate the podcast.
00:54:31
Speaker
You haven't subscribed, go join the Facebook group and apologize for the technical difficulties.
00:54:36
Speaker
It's the last time I met you, I actually created a professional Facebook page so you can find me and follow me at at Michael O'Donnell sales on Facebook.
00:54:44
Speaker
And of course, you know what?
00:54:45
Speaker
I still get, I get about one call a month.
00:54:47
Speaker
Do you think a lot of people, I get about one call a month or one text a month from somebody
00:54:50
Speaker
Who hears me on solar?
00:54:52
Speaker
I gave myself one out.
00:54:53
Speaker
I'll do it again.
00:54:56
Speaker
It's 602-818-1355.
00:54:57
Speaker
Anybody who calls me, I spend, you know, 15, 20 minutes.
00:54:59
Speaker
That's crazy.
00:55:00
Speaker
Yeah.
00:55:00
Speaker
Love to hear from people.
00:55:01
Speaker
Every time I do it, I get jazzed up.
00:55:03
Speaker
It gets me to the next door.
00:55:05
Speaker
And guys, seriously, if this guy has time to talk to people, he's closing the deal a day.
00:55:10
Speaker
We have no excuse to not be closing deals too.
00:55:12
Speaker
He's giving this personal number out.
00:55:14
Speaker
So go and follow his advice.
00:55:16
Speaker
Thanks again for being on the show, Mike.
00:55:18
Speaker
And to those in our live audience, thanks for joining us.
00:55:21
Speaker
Sorry the mic wasn't too good.
00:55:23
Speaker
Thanks for hanging out.
00:55:24
Speaker
Fun talking to you guys.
00:55:26
Speaker
We'll wrap up.
00:55:26
Speaker
Thanks, Mike.
00:55:27
Speaker
Thanks, Dale.
00:55:28
Speaker
Go solarpreneur!
00:55:29
Speaker
Wow, what another value-packed episode of The Solarpreneur.
00:55:33
Speaker
Guys, if you couldn't tell, we spend a lot of time and energy to put these episodes out to hopefully give you just one strategy, one golden nugget that's going to launch your solar career to the next level.
00:55:44
Speaker
And we do it all for free.
00:55:45
Speaker
And if you found any value in this episode or it's helped you in any way, all I ask in return is that you just take 30 seconds of your time and leave us a review on iTunes.
00:55:55
Speaker
so that we can help more solopreneurs like you to change the world.
00:55:58
Speaker
And as a gift for leaving us a review, we have a special training package exclusive for solopreneur listeners over at solopreneurs.com.
00:56:07
Speaker
Remember, you need to leave us a review on iTunes to qualify for the training package.
00:56:12
Speaker
So take care of that now, and we'll see you on the next episode.