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How To Launch Your Own Solar Funding - Atul Raj
101 Plays3 years ago
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Transcript
Introduction to the Solarpreneur Podcast
00:00:03
Speaker
Welcome to the Solarpreneur Podcast where we teach you to take your solar business to the next level.
00:00:08
Speaker
My name is Taylor Armstrong.
00:00:10
Speaker
I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
00:00:19
Speaker
I teach you to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro and closing more deals.
00:00:31
Speaker
What is a Solarpreneur you might ask?
00:00:33
Speaker
A Solarpreneur is a new breed of Solar Pro that is willing to do whatever it takes to achieve mastery and you are about to become one.
00:00:43
Speaker
Okay, what's going on, solopreneurs?
Meet Atul Raj: From Sales to Solar Operations
00:00:44
Speaker
We are here live in the studio today with the one, the only Atul, Raj.
00:00:49
Speaker
Atul, thanks for joining us on the podcast here today.
00:00:52
Speaker
Thanks for having me.
00:00:53
Speaker
Yeah, I'm excited.
00:00:54
Speaker
And yeah, we just went and had a little fish lunch, hanging out and decided to come jam with a podcast.
00:01:00
Speaker
So Atul is president over at V3 Solar.
00:01:06
Speaker
V3 Electric.
00:01:07
Speaker
V3 Electric, okay, good.
00:01:08
Speaker
And you've been there for how long now, Atul?
00:01:11
Speaker
I've been there for about seven years.
00:01:12
Speaker
Okay.
00:01:13
Speaker
So we're going to hear all about some unique perspective because I was just telling you, Atul, we're used to having more sales focus and things like that.
00:01:20
Speaker
I know you have a lot of sales experience too, but over there you primarily are over like kind of working with lenders.
00:01:27
Speaker
I'm the president of the company, so I'm involved with...
00:01:31
Speaker
Everything operations, finance, technology.
00:01:34
Speaker
Okay.
00:01:35
Speaker
Kind of oversee the sales ops.
00:01:38
Speaker
So what sales reps sell, how they sell it.
00:01:41
Speaker
Yeah.
00:01:41
Speaker
Technology they use and, you know, all the finance products they sell.
00:01:45
Speaker
Yeah.
00:01:45
Speaker
Awesome.
00:01:46
Speaker
So I'm excited to hear about it because it's something I don't talk about as much.
00:01:49
Speaker
And we just got done talking about some of the changes coming here in California that hopefully we can talk a little bit on the podcast
How is California's Solar Industry Changing?
00:01:56
Speaker
as well.
00:01:56
Speaker
Yeah, this is interesting times in California.
00:01:58
Speaker
Yeah.
00:02:00
Speaker
We have been in this industry for a long time and, you know, things have changed always in California.
00:02:04
Speaker
California has been the leader of change, whether it's solar industry or any other technology industry.
00:02:09
Speaker
Yeah.
00:02:10
Speaker
And we have seen, you know, changes in this industry over the last 10 years.
00:02:14
Speaker
You know, first, there was a lot of rebates being offered in state by different municipalities, cities, even utilities.
00:02:21
Speaker
Then the NEM came on.
00:02:23
Speaker
The NEM 1.0 was born.
00:02:24
Speaker
Then the NEM 2.0 was born.
00:02:28
Speaker
And now we are up to name 3.0.
00:02:30
Speaker
So there's always been change.
00:02:31
Speaker
And, you know, it's up to the industry to adjust and kind of respond to the changes that regulatory agencies bring to us.
00:02:39
Speaker
Yeah.
00:02:39
Speaker
But when you talk about unique perspective, I think the lunch was pretty unique.
00:02:43
Speaker
We enjoyed fish in a local San Diego place here.
00:02:48
Speaker
I think Taylor was probably the youngest person there by at least 20 years.
00:02:51
Speaker
No doubt.
00:02:51
Speaker
Yeah.
00:02:55
Speaker
But it's good, sir.
00:02:55
Speaker
I think that waitress came by about 50 times while we were eating, checked on us.
00:02:59
Speaker
So I was like, yeah, we're still good.
00:03:01
Speaker
It was all good.
00:03:01
Speaker
It was all good.
00:03:03
Speaker
Food was excellent.
00:03:03
Speaker
Yeah.
00:03:05
Speaker
Right.
00:03:05
Speaker
Yeah.
00:03:05
Speaker
Hit us up if you want to know a good fish place.
00:03:07
Speaker
Exactly.
00:03:08
Speaker
Yeah.
00:03:08
Speaker
So look, there's very interesting times in the industry.
00:03:11
Speaker
I think there's a lot of changes coming up.
00:03:13
Speaker
Some good, some not so good for the residential customers.
00:03:16
Speaker
But we always got to take the good with the bad, right?
00:03:19
Speaker
Yeah.
00:03:19
Speaker
Yeah, part of adjusting, and I know that's what you as president of the company, that's probably what you deal with on a daily basis, right, is adjusting the things.
00:03:26
Speaker
Yeah, people call it solar coaster.
00:03:28
Speaker
I don't call it solar coaster.
00:03:29
Speaker
I just call it, okay, you need to be flexible and you need to be amenable to changes, right?
00:03:35
Speaker
This is a new industry.
00:03:37
Speaker
There's a lot of things that are not defined in this industry, whether it's electrical, whether it's construction, sales products, finance products, things are evolving all the time.
00:03:45
Speaker
What we're doing today, we were not doing two years ago.
00:03:47
Speaker
That's how things move in this industry.
Adapting to NEM 2.0: Growth and Resilience
00:03:50
Speaker
Can you think of any time you've been doing this?
00:03:52
Speaker
When did you get started in solar?
00:03:54
Speaker
How long have you been in solar?
00:03:56
Speaker
I've been in solar since 2014.
00:03:58
Speaker
So about 8-9 years now.
00:04:00
Speaker
With that time, was it still NEM 2.0 in California?
00:04:02
Speaker
Yes.
00:04:03
Speaker
The NEM 2.0 did not roll until 2018.
00:04:04
Speaker
So it was still 1.0.
00:04:08
Speaker
Okay.
00:04:09
Speaker
So yeah, you've probably already kind of been through this in a way.
00:04:13
Speaker
From your experience, what adjustments do you feel like you had to make going from 1.0 to 2.0?
00:04:18
Speaker
How do you think that's similar to what's going on right now?
00:04:21
Speaker
So the rhetoric was same.
00:04:23
Speaker
Back in 2018, if I remember, oh, the industry is going to die.
00:04:26
Speaker
The savings are going to go up for the customers.
00:04:28
Speaker
They have to pay more for getting solar.
00:04:30
Speaker
And the industry adjusted.
00:04:33
Speaker
The companies, the business adjusted, all the stakeholders adjusted and the growth did not slow down.
00:04:39
Speaker
From 2018 to 2019, if you look at the growth, it was actually faster.
00:04:43
Speaker
The growth accelerated after then 2.0.
00:04:46
Speaker
So people adopted and I think same will happen with 3.0.
00:04:50
Speaker
There's a lot of negativity out there.
00:04:51
Speaker
I still think there's enough positive in the industry to carry us forward and keep giving value to the customers.
00:04:59
Speaker
Yeah.
00:04:59
Speaker
And for those that maybe are new to solar or in different markets, I guess just to give a little background, what's going on is California is changing their basically like buyback structure, how they buy back the energy.
Why Must California Homes Adopt Solar?
00:05:11
Speaker
And then it's just forcing us essentially in California to kind of sell more batteries, to do bigger offsets, things like that, and make adjustments, which, yeah, I guess it's, you know, less savings.
00:05:24
Speaker
But really, like in California, I just got back from a little, I did a little
00:05:27
Speaker
blitz in texas and we were out there and um how was that that was tough like people weren't really saving money out there and like it's you know deregulated so everyone had different rate plans right but i'm like man okay well if they can sell out there that's right really like even 3.0 is still going to be like way more savings i think that's that's it so you you've hit you've hit a very important point because if you look around the country solar is becoming stronger by the day right even in markets where there's not significant savings for the customer yeah
00:05:55
Speaker
So if they're buying solar there with very limited savings, why wouldn't they buy in California with more savings?
00:06:01
Speaker
With or without an M3.0.
00:06:03
Speaker
That's a big important point that you have to understand.
00:06:06
Speaker
Like Texas, people are buying solar because everybody knows you have to get it sooner or later.
00:06:11
Speaker
In California, I always tell this to people, every home is gonna have solar.
00:06:15
Speaker
Either you get it today or you get it five years from now, but every home will have solar.
00:06:19
Speaker
That's just the nature of the beast.
00:06:21
Speaker
And the way the market is shifting,
00:06:24
Speaker
The government is expecting, especially the federal government, the world is shifting, right?
00:06:28
Speaker
Everybody's going to have solar.
00:06:29
Speaker
Yeah.
00:06:30
Speaker
And either you get on that bus now or you're going to get on the bus five years later, 40% more expensive.
00:06:35
Speaker
Yeah.
00:06:36
Speaker
I know.
00:06:37
Speaker
Well, and I think it's super, yeah, really powerful in cells to use, like, like, for people that are dragging their feet or wherever, you can just tell them this.
00:06:44
Speaker
So even if you're new to solar, just be like, hey, look, things are changing.
00:06:48
Speaker
The people I know that were in solar five years ago, they're saving way more.
00:06:52
Speaker
They got systems for way less expensive.
00:06:54
Speaker
So best time to plant a tree was five years ago, but second best time is right now, right?
00:06:58
Speaker
That's right.
00:06:59
Speaker
So if you want to wait, you can wait, but eventually you'll come around because you will see everybody else except you not having solar.
00:07:05
Speaker
Yeah, yeah.
00:07:06
Speaker
So yes, it is going to happen.
00:07:08
Speaker
And that's just not California.
00:07:10
Speaker
I think anywhere in the country where there's good sun days, like...
00:07:15
Speaker
like number of sun, you know, days that where we get a significant amount of sunlight, everybody is going to have solar.
00:07:21
Speaker
There's huge, huge initiative from federal government, from private equity, from financing platforms to invest into what is called ESG, which is basically environmental social governance.
00:07:34
Speaker
And everybody wants to have stake in that ESG compliance.
00:07:39
Speaker
To the extent that the big company is saying that don't invest my money into a project if the ESG compliance is not there.
00:07:47
Speaker
So if there's no ESG component, don't invest my money there.
00:07:50
Speaker
So I think this, of course, renewable is right in the center of that ESG compliance.
00:07:54
Speaker
So there's a huge opportunity for us to continue the growth of this business.
00:07:58
Speaker
Yeah, for sure.
00:08:00
Speaker
So what do you think?
00:08:01
Speaker
Because I think the majority of the listeners here have to work on it.
00:08:04
Speaker
You know, more sales involved.
00:08:05
Speaker
Maybe they're running their own dealers, stuff like that.
00:08:07
Speaker
So what do you think is important to know, like from your perspective, is there stuff you think that sales guys maybe don't understand as much of or maybe don't know where your background, you know, like the behind the scenes
Educating Through Simple Solar Sales Pitches
00:08:18
Speaker
stuff going on?
00:08:18
Speaker
Yeah.
00:08:18
Speaker
Look, look at look at.
00:08:20
Speaker
So first and foremost, think of yourself as an educator.
00:08:24
Speaker
If you're a solar salesperson, you are an educator before you're a salesperson.
00:08:29
Speaker
Because you are working in a new industry.
00:08:31
Speaker
A lot of people don't know about this industry.
00:08:32
Speaker
A lot of people don't know about different products, different ways that customers can get solar.
00:08:38
Speaker
And the benefits of the solar.
00:08:39
Speaker
So you are educator.
00:08:40
Speaker
You are literally creating the awareness in the society.
00:08:44
Speaker
So think of it like that, that if you're door knocking and if you're pursuing a lead, the first job is to educate the person.
00:08:50
Speaker
And I don't, at the end of the day, we want the customer to be signing up with me, but end of the day, as long as they get solar, I get happy.
00:08:57
Speaker
Why?
00:08:58
Speaker
Because once they get solar, they're going to talk to five more people about it.
00:09:01
Speaker
And that will make my job easier as a salesperson, right?
00:09:04
Speaker
Because when I go to the next door and they already know about solar, then my job becomes easier.
00:09:08
Speaker
So there's a huge impact of educating people of solar's benefit.
00:09:13
Speaker
So reps, don't think of yourself as like you're just trying to make money on a project.
00:09:19
Speaker
You're trying to literally make a new industry.
00:09:22
Speaker
And so you have a big, big impact in the change that will happen in this country.
00:09:27
Speaker
Yeah.
00:09:28
Speaker
Well, and speaking of educating, like what I see all the time, especially the new reps, is they start learning more about solar.
00:09:34
Speaker
They, you know, increase their knowledge.
00:09:36
Speaker
And then they think that they need to, like, spew all these facts, information, and then they almost start talking themselves out of the cell because now they're talking about, like, oh, it's this inverter, this, this, this.
00:09:46
Speaker
Too much, yeah.
00:09:47
Speaker
Too much information is not good either, right?
00:09:50
Speaker
Yeah.
00:09:51
Speaker
Yeah, the pitch needs to be still simple enough so the customer can understand what you're trying to do.
00:09:56
Speaker
Yeah.
00:09:56
Speaker
Right.
00:09:57
Speaker
So I've seen people simplifying the pitch down to, okay, we're going to save you money.
00:10:01
Speaker
Yeah.
00:10:02
Speaker
Or we're going to give you backup or we're going to give you clean energy.
00:10:06
Speaker
You know, whatever pitch works in your market, that's the critical thing, right?
00:10:09
Speaker
What it's in California, typically people are selling on savings.
00:10:12
Speaker
Right.
00:10:12
Speaker
That, hey, you're paying 35 cents.
00:10:14
Speaker
I will help you save 40% of that or 50% of that.
00:10:16
Speaker
Yeah.
00:10:16
Speaker
Yeah.
00:10:17
Speaker
by going solar.
00:10:18
Speaker
Either you're no cost to you because you're signing a product that doesn't charge you anything up front or out of pocket, you take a loan or cash, whatever, but it's still going to save you 50% or more.
00:10:29
Speaker
And if you look at 25 years, then you have $100,000 of savings over the life of the project.
00:10:35
Speaker
Yeah.
00:10:35
Speaker
So, yeah, it's just, you know, to keep the pitch simple, but be ready for rebuttals.
00:10:40
Speaker
Be ready for answers.
00:10:41
Speaker
That's where the education comes in place, right?
00:10:44
Speaker
What happens if this?
00:10:44
Speaker
What happens if that?
00:10:45
Speaker
What are the different products I can think about?
00:10:47
Speaker
Because everybody's doing, you know, research, right?
00:10:49
Speaker
Now there's enough penetration in California that average homeowner knows about solar.
00:10:55
Speaker
So they're all doing their research online, talking to neighbors.
00:10:58
Speaker
And so they all have some half information information.
00:11:01
Speaker
So your job is to basically fill in the gaps for them if they have questions and steer them in the right direction.
00:11:07
Speaker
What is the right product?
00:11:08
Speaker
What's the right mix for them?
00:11:10
Speaker
What's the right technology for them?
00:11:13
Speaker
That is your job as an educator, to steer them in the right direction.
00:11:15
Speaker
Yeah, that's cool.
00:11:17
Speaker
Well, something I was kind of curious about is like you as the president of your company, you pretty much decide like equipment you're going to use, like lenders that you
Choosing the Right Solar Solutions for Consumers
00:11:28
Speaker
use.
00:11:28
Speaker
Is that all your decision or how do you guys decide all those things?
00:11:32
Speaker
Yes.
00:11:32
Speaker
Yeah, we I'm obviously integral part of making that decision.
00:11:35
Speaker
The decision is very simple.
00:11:37
Speaker
We always want to find what's best.
00:11:40
Speaker
what's best for the consumer, what's best for our sales reps to represent.
00:11:44
Speaker
We want to give the best tools to our sales reps, whether it's technology, whether it's the product or the finance.
00:11:52
Speaker
Then their job becomes easier.
00:11:53
Speaker
Then it's up to them how they pitch.
00:11:55
Speaker
Everything else becomes agnostic at that point if I provide them the best of class technology, product, process.
00:12:02
Speaker
Then it's your skill as a salesperson that will come to the fore.
00:12:06
Speaker
Yeah.
00:12:07
Speaker
Okay.
00:12:08
Speaker
So my job is to basically line up the best product for you as a sales rep.
00:12:13
Speaker
Yeah.
00:12:13
Speaker
Which finance product are the best in the industry?
00:12:15
Speaker
They have the best branding.
00:12:16
Speaker
They have the best backup.
00:12:18
Speaker
Which products are the best, right?
00:12:20
Speaker
Tier one panels.
00:12:21
Speaker
Yeah.
00:12:22
Speaker
The best inverters out there.
00:12:24
Speaker
The best batteries out there.
00:12:25
Speaker
What is the best for the consumer for the long run?
00:12:27
Speaker
Yeah.
00:12:28
Speaker
It's a long relationship you're signing, right?
00:12:29
Speaker
Yeah.
00:12:30
Speaker
You want referrals from them.
00:12:31
Speaker
You want them to talk about this to their neighbors, to their family.
00:12:34
Speaker
You want them to show their app.
00:12:36
Speaker
Yeah.
00:12:36
Speaker
Hey, they look at my cool app of solar usage.
00:12:38
Speaker
So people get excited about it.
00:12:40
Speaker
For sure.
00:12:41
Speaker
Talking a little bit about this during lunch and everything, but with, you know, rates going up on loans and because I know it's constantly changing.
00:12:50
Speaker
Like maybe one is the best for now, but then maybe two months from now, maybe another one that looks better.
00:12:56
Speaker
Like, what is that?
00:12:57
Speaker
Do you change?
00:12:58
Speaker
If there's a new best, you just change?
00:12:59
Speaker
Yeah, you have to be like, so that's what I was saying earlier.
00:13:03
Speaker
In this industry, you got to be nimble, right?
00:13:05
Speaker
You got to be nimble.
00:13:05
Speaker
You got to be flexible.
00:13:07
Speaker
And also, you got to be knowledgeable as a sales rep as to what is going on in the market.
00:13:11
Speaker
Yeah.
00:13:12
Speaker
What fits best for that particular customer, right?
00:13:14
Speaker
Yeah.
00:13:16
Speaker
If you think about California, the PPAs have been around for about 10 years.
00:13:20
Speaker
Yeah.
Adapting to Interest Rates and Tax Situations
00:13:21
Speaker
Right.
00:13:21
Speaker
So PPA was a big part of the expansion in California for solar, especially big companies like Sunrun, Sunpower, Tesla or SolarCity.
00:13:30
Speaker
They use PPA a lot to generate the growth in California.
00:13:34
Speaker
Yeah.
00:13:34
Speaker
And last three, four years, the interest rate being so low, like down to like almost zero percent.
00:13:39
Speaker
Yeah.
00:13:39
Speaker
loans became more prevalent, right?
00:13:41
Speaker
People were easier to get much cheaper solar with loans versus PPA.
00:13:46
Speaker
So, and also the barrier to entry was much lower.
00:13:48
Speaker
Like people were getting loans for 650 credit, pretty decent, like 1% interest rate or 2% interest rate.
00:13:54
Speaker
So it made sense to get with the loan.
00:13:57
Speaker
But now that climate has changed again, right?
00:14:00
Speaker
So the interest rates are climbing up, which means that the finance products that are loan products are not as attractive to the customers.
00:14:07
Speaker
You know, if you're charging them 5%, 6% interest and 15%, 20% dealer fee, then it starts adding up.
00:14:12
Speaker
Yeah.
00:14:13
Speaker
Right?
00:14:13
Speaker
If you look at traditional loan product, you know, in the past with 1% or 2% interest rate, it comes down to about 8 to 10 cents per kilowatt hour, right, on a 25-year basis.
00:14:25
Speaker
Now that might be shifting to 14, 15 cents per kilowatt hour.
00:14:29
Speaker
So it just, you know, so in that you have to adjust based on what the customer's needs are.
00:14:34
Speaker
The other component of the finance product is the tax credit, right?
00:14:38
Speaker
Not every customer can claim the tax credit.
00:14:40
Speaker
So as a sales rep, you got to know that early enough in the process as to what product fits this customer's needs.
00:14:47
Speaker
They may not have the tax appetite.
00:14:49
Speaker
So you don't want to sell a product with 30% of the value is kind of wasted for them.
00:14:53
Speaker
Yeah.
00:14:53
Speaker
Right.
00:14:54
Speaker
And yeah, and that's super important too.
00:14:56
Speaker
Like on the sell side, you want to figure that out early.
00:14:58
Speaker
Very quickly.
00:14:59
Speaker
The last one, a mistake I had to learn a lot of times is like I would offer them one thing and then at the end they would tell me something where they go, by the way, we don't pay anything in taxes after I already told them all about a loan and all the benefits and all that.
00:15:11
Speaker
That's right.
00:15:11
Speaker
And then I have to try to reverse and go, you know, pitch a PPA or whatever word.
00:15:16
Speaker
And then it just gets all complicated.
00:15:17
Speaker
It's very complicated, very muddy.
00:15:19
Speaker
Too much information out there now.
00:15:20
Speaker
Yeah.
00:15:21
Speaker
Now you need to know that like within 10 minutes.
00:15:24
Speaker
Yeah.
00:15:24
Speaker
Once you're in the house, you need to know that within 10 minutes where, which way I'm going.
00:15:28
Speaker
Yeah.
00:15:29
Speaker
Otherwise, it's going to be a long day.
00:15:30
Speaker
Yeah, I know.
00:15:31
Speaker
Lost a lot of sales that way.
00:15:33
Speaker
And then what's super unique with you guys, Atul, is you have your own PPA fund.
00:15:39
Speaker
And I don't know, is there any other company?
00:15:42
Speaker
I've never heard of any solar company launching their own PPA fund, I guess, besides the giant ones.
00:15:48
Speaker
Right, so you can count them on fingertips how many companies are there.
00:15:51
Speaker
So there's three...
00:15:53
Speaker
Key stakeholders in this value chain, right?
00:15:57
Speaker
Solar value chain, finance, sales, and install.
00:16:01
Speaker
And of course, there's customer, there's equipment manufacturers, there's utilities, there's the local jurisdictions, cities, counties.
00:16:09
Speaker
But the key in the industry, at least, are the finance, the sales, and the install.
00:16:14
Speaker
Those are the three key pillars, I call them, for the industry.
00:16:17
Speaker
You can count on your fingertips how many companies can do all three.
00:16:20
Speaker
There's a lot of companies that do one or two.
00:16:23
Speaker
Outside of Sunrun, SunPower, Tesla, there's nobody else.
00:16:28
Speaker
There may be one or two more small that I'm forgetting.
00:16:31
Speaker
But literally on one hand, you can count how many companies.
00:16:34
Speaker
So we three is part of that value chain.
00:16:37
Speaker
We do our own PPA and we can offer that to the customers if that's the product that fits them.
00:16:44
Speaker
So that's definitely unique.
00:16:45
Speaker
So we have everything in-house, sales, install, and financing.
00:16:49
Speaker
Yeah, it's really cool to be able to offer that all under one hood.
00:16:54
Speaker
And I think why it's important is because it gives the best customer experience.
00:16:58
Speaker
When I'm saying customer, I'm saying both sales and also the end customer.
00:17:02
Speaker
It's the best experience because it's all under one house, under one roof.
00:17:07
Speaker
consistent experience from sales to interconnection.
00:17:11
Speaker
Talking to the same people all the time.
00:17:12
Speaker
You're listening to the same language all the time.
00:17:14
Speaker
Yeah.
00:17:15
Speaker
It's very important to have that experience.
00:17:17
Speaker
As this industry grows, the customer experience will drive the differentiation in my mind.
00:17:22
Speaker
Yeah.
00:17:22
Speaker
There's still about 2,000 sales companies out there.
00:17:26
Speaker
And it's important to understand that they're all saying the same thing.
00:17:31
Speaker
So how do you differentiate?
00:17:32
Speaker
You differentiate by customer experience and sales rep experience, honestly.
00:17:37
Speaker
Who gives me the easiest path to get my career moving?
00:17:42
Speaker
Who gives me the easiest path to get the customer converted, completed, installed, interconnected?
00:17:48
Speaker
Who has the best process?
00:17:49
Speaker
Who's got the best technology?
00:17:51
Speaker
That to me is the biggest differentiation for the industry.
00:17:54
Speaker
Nice.
00:17:55
Speaker
Yeah, it's huge.
00:17:56
Speaker
Yeah, I know we're talking like I've been with dealers and all that and, you know, have issues with one installer, go to another one.
00:18:02
Speaker
Yeah.
00:18:03
Speaker
And especially in California, there's so many native experiences with installations and so many hands in the pot, subcontractors and all that.
00:18:11
Speaker
Yeah, the good goes with the bad, right?
00:18:12
Speaker
Somebody can install your job in one week, but did they do it right?
00:18:15
Speaker
Did they do it legitimately?
00:18:16
Speaker
Did they get the permits?
00:18:17
Speaker
Yeah, exactly.
00:18:19
Speaker
Right.
00:18:19
Speaker
So at the end of the day, yeah, you as a sales rep, you think you got a good experience, but your, your customer did not get a good experience.
00:18:26
Speaker
Why?
00:18:27
Speaker
Because they can get in trouble for getting project on their house without a permit.
00:18:31
Speaker
You can go away.
00:18:32
Speaker
You can walk away from that.
00:18:33
Speaker
The installer will walk away, but at the end of the day, the homeowner is the one who's holding that, that system.
00:18:37
Speaker
Yeah.
00:18:38
Speaker
So especially if you're installing an HOA and stuff, you, you have to be careful to follow the rules.
00:18:42
Speaker
Yeah.
00:18:43
Speaker
Right.
00:18:43
Speaker
Otherwise it creates a bad experience for everybody.
00:18:45
Speaker
Yeah, definitely.
00:18:46
Speaker
Tough to get referrals.
00:18:47
Speaker
Yeah, tough to get referrals, right?
00:18:49
Speaker
And, you know, we are all for speed of execution, speed of install.
00:18:52
Speaker
We are all for that.
00:18:53
Speaker
And I think there's a way to do it and still be compliant with everything else.
00:18:57
Speaker
Yeah, for sure.
00:18:59
Speaker
Well, I'm curious, how did you guys decide to start?
00:19:01
Speaker
Like, you're just all meeting off and you're like, oh, why don't we try starting our own PPA?
00:19:05
Speaker
Yeah.
V3 Electric's Journey: Security to Solar
00:19:07
Speaker
So the V3 Electric came out of V3 Security.
00:19:11
Speaker
V3 Security was one of the largest independent security companies in Sacramento back in 2010, 2011.
00:19:19
Speaker
And around 2014, there was an opportunity to sell solar to the customers that we already had for security.
00:19:27
Speaker
They say, hey, we want solar.
00:19:28
Speaker
Do you guys sell solar?
00:19:30
Speaker
Well, this is a great opportunity.
00:19:32
Speaker
We already have a customer base.
00:19:33
Speaker
All you got to do is go and ask them if they want solar.
00:19:36
Speaker
So we started 2014 with that.
00:19:39
Speaker
We took some key people from security business, like one or two salespeople, a couple of operations people, and set up V3 Electric.
00:19:46
Speaker
And then the rest is history.
00:19:48
Speaker
We have grown like 500% in the last six years.
00:19:50
Speaker
Yeah, that's crazy.
00:19:52
Speaker
Yeah.
00:19:52
Speaker
With the PPA fund, because, yeah, obviously you could have just, you know, done like what everyone else does, do the Sunrun PPAs and Sunnova, all that.
00:20:00
Speaker
But was that the reason, like, you just wanted to all be one experience or why did you guys decide to start like the PPAs?
00:20:06
Speaker
Yeah, and we have done that too.
00:20:07
Speaker
We have sold Sunrun PPAs.
00:20:09
Speaker
We have sold Sunnova PPAs.
00:20:11
Speaker
And they're both good companies, you know, good solid financial backing and good processes.
00:20:15
Speaker
Yeah.
00:20:16
Speaker
And honestly, we have learned a lot from them, right?
00:20:18
Speaker
We did not know much about how to do this on our own.
00:20:21
Speaker
So we have learned, we've seen how these companies set up, how they set up their business.
00:20:26
Speaker
So we have learned a lot from them.
00:20:29
Speaker
And it's their responsibility too, right?
00:20:31
Speaker
As leaders in this industry, their responsibility is to continue paving the path for small companies like us to follow in their footsteps and grow this industry.
00:20:39
Speaker
I wish one company can make this whole country go solar, but that's not happening, right?
00:20:44
Speaker
That's just that with a hundred million household, that's just not possible.
00:20:46
Speaker
So you need more people to keep the growth on the path.
00:20:50
Speaker
So I'm thankful to Sundar and Sanova for helping us grow and get to this place.
Creating an In-House PPA Fund at V3 Electric
00:20:55
Speaker
Yeah, look, the reason we wanted to do that was because, like I said, customer experience.
00:21:00
Speaker
Okay.
00:21:01
Speaker
And more importantly, for our own growth, we feel that the growth could be multiplied many factor if the sales rep sells our product.
00:21:09
Speaker
Yeah.
00:21:10
Speaker
Like the sales rep on the door selling a third party finance is, I feel, is a disadvantage compared to sales rep selling on the door my product.
00:21:20
Speaker
Yeah.
00:21:20
Speaker
Hey, this is my company.
00:21:21
Speaker
I work for this company.
00:21:22
Speaker
This is my product.
00:21:23
Speaker
Yeah.
00:21:23
Speaker
I think there's a huge differentiation there.
00:21:26
Speaker
Okay.
00:21:26
Speaker
Instead of selling a third party, yeah, I will sell you.
00:21:28
Speaker
But then at the end of the day, you have to deal with this other company.
00:21:31
Speaker
Yeah, no, I agree with that.
00:21:33
Speaker
So was this more like, did you guys all come up with the idea to create PPA fund together?
00:21:38
Speaker
Or was it like your idea?
00:21:40
Speaker
No, we all wanted to do it.
00:21:41
Speaker
So there's a big learning curve, first of all, right, to create your own PPA.
00:21:45
Speaker
It's a big learning curve.
00:21:46
Speaker
Yeah.
00:21:47
Speaker
So you have, you know, we started almost five years ago, starting small, putting small few projects on PPA.
00:21:54
Speaker
And then it kind of grew from there a little bit.
00:21:56
Speaker
Now we're getting to a point where we can put like most, a lot of our projects in this fund.
00:22:01
Speaker
Yeah, that's awesome.
00:22:02
Speaker
Yeah.
00:22:02
Speaker
So was that like hard?
00:22:03
Speaker
Because I don't I mean, it's very hard because you have to learn a lot of a lot of processes on the operation side.
00:22:14
Speaker
Yeah.
00:22:14
Speaker
There's a lot of compliance because you're literally kind of lending practice.
00:22:18
Speaker
Right.
00:22:18
Speaker
So there's a lot of federal government compliance laws.
00:22:20
Speaker
There's a lot of laws about confidentiality and the data security.
00:22:24
Speaker
Yeah.
00:22:24
Speaker
Because you got to set up all that.
00:22:25
Speaker
Wow.
00:22:26
Speaker
There's a lot of process you have to build for like customer underwriting, customer provisioning.
00:22:33
Speaker
So everything you do right now, think about this.
00:22:35
Speaker
If you do work for Sun and Sonoma, you have to do all these.
00:22:37
Speaker
You have to take 100 pictures.
00:22:39
Speaker
You can sign 50 documents.
00:22:41
Speaker
We have to create all that ourselves.
00:22:43
Speaker
What does that look like for our own PPA?
00:22:45
Speaker
How many pictures we need?
00:22:47
Speaker
Why do we need this picture?
00:22:48
Speaker
Why do we need that picture?
00:22:49
Speaker
Yeah.
00:22:50
Speaker
So can we get this?
00:22:51
Speaker
Can we get it down to like a two page agreement?
00:22:53
Speaker
Can we get it?
00:22:54
Speaker
You know, just things, things that we think needs to happen, right?
00:22:57
Speaker
There's no, I really don't think needs to be a 17 page contract like other finance companies.
00:23:03
Speaker
Right.
00:23:04
Speaker
It needs to be simplified, right?
00:23:05
Speaker
Somebody needs to disrupt it.
00:23:07
Speaker
And that's what we're doing.
00:23:07
Speaker
We're already disrupting the way these big finance companies have set up the market.
00:23:12
Speaker
We're saying, yeah, it could be done in two page contract.
00:23:14
Speaker
I don't think we need a 17 page contract.
00:23:15
Speaker
Yeah.
00:23:16
Speaker
Yeah.
00:23:16
Speaker
I think Sun Nova's last I did one was like 60 pages or something.
00:23:20
Speaker
Exactly.
00:23:21
Speaker
And the challenge is a lot of these underwriting rules are being written by finance companies who have been in business for 100 years.
00:23:27
Speaker
Yeah.
00:23:29
Speaker
So they still think like they used to think in 1920s.
00:23:31
Speaker
Yeah.
00:23:34
Speaker
You know, you get 50 pictures of a system that is completely online.
00:23:38
Speaker
They can see what's happening on the system through the Wi-Fi network.
00:23:41
Speaker
Why do I need to take a picture?
00:23:42
Speaker
Yeah.
00:23:43
Speaker
You can see it yourself whether it's functioning or not.
00:23:45
Speaker
Yeah.
00:23:46
Speaker
That's crazy, some of the stuff they ask for sometimes.
00:23:49
Speaker
But yeah, like, so do you guys plan to eventually roll it out so other companies
Expanding V3's PPA Fund to Partners
00:23:53
Speaker
can use this too?
00:23:53
Speaker
Or are you just going to give it all in-house?
00:23:55
Speaker
Absolutely.
00:23:56
Speaker
We do have plans to roll it out to other sales companies.
00:24:00
Speaker
Of course, we want the best quality sales, right?
00:24:02
Speaker
Yeah.
00:24:02
Speaker
because this is a premium product in our mind.
00:24:05
Speaker
So we do want to open it up.
00:24:06
Speaker
And yeah, if anybody's interested in selling V3 PPA, they should contact us.
00:24:11
Speaker
Okay, cool.
00:24:12
Speaker
Well, I know we had some technical difficulties.
00:24:14
Speaker
So speaking of contacting you, I know you got to run pretty soon here.
00:24:18
Speaker
But yeah, people want to get more involved in with it or potentially be able to offer that.
00:24:22
Speaker
How do they contact you?
00:24:23
Speaker
So the best way to contact myself will be email a Raj at v3electric.com.
00:24:28
Speaker
Okay, we have an Instagram page for v3electric.
00:24:31
Speaker
I would highly, highly encourage you guys to follow Instagram for v3electric.com.
00:24:36
Speaker
You'll see all kinds of cool stuff.
00:24:38
Speaker
Last week we were in Mexico with our whole sales leadership team.
00:24:42
Speaker
We took about 40 sales reps and their wives or significant others for a one-week vacation to Puerto Vierta in Mexico.
00:24:49
Speaker
And this is the kind of stuff we get to do for what we have achieved as a team.
00:24:56
Speaker
No, we are always open to talk to people who are interested in doing quality work, whether they're sales or install.
00:25:03
Speaker
I feel like it's our responsibility to grow this business forward and keep the differentiation going for the industry and for the business, specifically for the customer.
00:25:12
Speaker
Yeah.
00:25:12
Speaker
Well, yeah.
00:25:12
Speaker
And it's interesting.
00:25:14
Speaker
We're talking during lunch is just I think I think you said you guys were doing some installations for other sales dealers and they can use it out.
00:25:22
Speaker
We're going to do 50 this month and they end up doing 200 or something like that.
00:25:25
Speaker
Right.
00:25:25
Speaker
Right.
00:25:26
Speaker
Again.
00:25:26
Speaker
So you talked about some of the struggles, right, with with working with just independent installers.
00:25:31
Speaker
Yeah.
00:25:32
Speaker
It's a very difficult game for both parties, right?
00:25:37
Speaker
As a sales team, sometimes you also don't know how much you can sell, right?
00:25:41
Speaker
Depending on how many people you can recruit.
00:25:43
Speaker
Like, so summer volume could be five times your regular volume through the year.
00:25:47
Speaker
And if you're not prepared that, if you haven't prepared the rest of the system, sales down to permits, to site surveys, to inspections, to install, you're going to fail.
00:25:56
Speaker
Yeah.
00:25:57
Speaker
So the time to prepare that actually is now.
00:26:00
Speaker
December, January should be a prep for what you're going to do in the summer.
00:26:04
Speaker
If you're going to wait, so if you don't have a good install partner right now who's ready to scale up the business to meet your need for summer, you're going to fail.
00:26:12
Speaker
You will have the issues that you talked about, four, five, six months delays on installs because nobody can drum up capacity overnight, unfortunately.
00:26:19
Speaker
Right.
00:26:19
Speaker
Yeah.
00:26:20
Speaker
I give you an analogy that I have four bedrooms in my house.
00:26:22
Speaker
I can only sleep eight people.
00:26:24
Speaker
If 20 people show up, somebody's going to sleep in the kitchen.
00:26:26
Speaker
Somebody's going to sleep in the living room floor.
00:26:29
Speaker
And that's what happens.
00:26:31
Speaker
People don't plan and the small companies will just take on the business for the sake of taking on the business.
00:26:36
Speaker
Yeah.
00:26:37
Speaker
They don't have the credit.
00:26:38
Speaker
They don't have the money to buy inventory, to hire people, to buy the trucks, the tools.
00:26:43
Speaker
It's a big investment, right?
00:26:44
Speaker
If you think about one company, one solar install team, there's four to five people on the crew, right?
00:26:51
Speaker
There's two trucks generally, and then you have a bunch of equipment.
00:26:54
Speaker
And if you're buying inventory, I mean, on one given day, that particular team could be carrying about $15,000, $20,000 worth of inventory.
00:27:01
Speaker
Oh, yeah.
00:27:01
Speaker
Yeah.
00:27:03
Speaker
So if you don't have the credit backup or the financial strength to finance all that, you can't scale.
00:27:10
Speaker
Yeah.
00:27:10
Speaker
You got to recruit people.
00:27:12
Speaker
True.
00:27:12
Speaker
So it's difficult.
00:27:14
Speaker
And that's why I always tell people, especially on the sales side, that find partners who have strength, who have good financial capability, and you can verify that.
00:27:22
Speaker
Yeah.
00:27:23
Speaker
And who can invest with you, that they can work with you to invest in your process and in their process to grow with you.
00:27:29
Speaker
Mm-hmm.
00:27:30
Speaker
you can't find good partners if you're just looking to shop every summer.
00:27:35
Speaker
It just doesn't happen.
00:27:36
Speaker
You might struggle one year, but then if you stay with that partner, as long as they do a good job, right, as long as they are willing to make good changes, eventually you will win because you will be able to grow together.
00:27:48
Speaker
But again, the leadership, the process, the three ingredients on the upside is leadership, which is people, process, and technology.
00:27:55
Speaker
Yeah.
00:27:56
Speaker
If you have companies that are small, they probably don't have the technology to support the growth.
00:28:01
Speaker
All the communication back and forth from customer to rep, from rep to the office, office to the installer, installer back to the office, back to the customer.
00:28:08
Speaker
There's so much communication right through the project.
00:28:11
Speaker
And if you don't have good technology, that could be all very, very problematic.
00:28:15
Speaker
Yeah, definitely.
00:28:16
Speaker
Yeah, we were talking about just working hand in hand with them instead of all these people that try to like outsource it completely don't really work because I think that's where a lot of problems I've run into is where we weren't, yeah, didn't have great communication with the installer, weren't like, you know, working in, like trying to collaborate with them and just letting them like run with it.
00:28:35
Speaker
Yeah, I mean, I'll give you an example.
00:28:36
Speaker
We worked with a sales only company in summer and the only way we could communicate with them was through Sanova portal.
00:28:43
Speaker
Right.
00:28:44
Speaker
Yeah.
00:28:45
Speaker
So eventually I had to tell them, okay, just call us directly, right?
00:28:48
Speaker
Because it doesn't work.
00:28:50
Speaker
And the customers are the worst, right?
00:28:52
Speaker
Because they don't even know who the installers are.
00:28:54
Speaker
Yeah, I know.
00:28:56
Speaker
Like somebody else shows up at their house, like, who are you?
00:28:58
Speaker
Yeah.
00:28:59
Speaker
And then like they, yeah, I've had situations where their contact customers are calling me because they can't get a whole installation company.
00:29:04
Speaker
And like, I don't know.
00:29:06
Speaker
Exactly.
00:29:07
Speaker
So yeah, it's that, this is why I said that the best differentiation for the customer, the best experience for the sales rep and the customer is when you have the whole thing integrated.
00:29:15
Speaker
Yeah.
00:29:16
Speaker
Okay.
00:29:16
Speaker
I
Building Trust with Indian Families in Solar Sales
00:29:17
Speaker
like that.
00:29:17
Speaker
Well, um, a tool, last thing I want to ask you before we wrap up here.
00:29:20
Speaker
Um, I told you that I've had a lot of Indian families I've helped out, uh, you know, in San Diego.
00:29:26
Speaker
You're the first Indian guy that I've had on the podcast.
00:29:29
Speaker
Love my Indian families.
00:29:30
Speaker
Yes.
00:29:30
Speaker
You got any advice for helping out Indian families that want the best product?
00:29:35
Speaker
So, you know, again, the Indian families, they're, so first and foremost, rule of thumb, they're very educated.
00:29:43
Speaker
Yeah.
00:29:43
Speaker
Right.
00:29:44
Speaker
They're highly educated.
00:29:44
Speaker
Right.
00:29:45
Speaker
All engineers.
00:29:45
Speaker
Yes.
00:29:46
Speaker
Two, they do a lot of research.
00:29:48
Speaker
Yeah.
00:29:48
Speaker
Right.
00:29:48
Speaker
They will redo the research before they sign off.
00:29:50
Speaker
So be ready for 100 questions.
00:29:53
Speaker
Yeah.
00:29:53
Speaker
There are a lot of questions about technology, the process, why this, why that.
00:29:57
Speaker
So don't feel bad because that's just the culture that they're very inquisitive.
00:30:01
Speaker
Yeah.
00:30:02
Speaker
But if you earn the trust, this is what I've seen.
00:30:07
Speaker
Once you get the trust, you will get a lot of business out of them.
00:30:10
Speaker
They'll stop asking questions.
00:30:11
Speaker
They'll stop basically quizzing you anymore.
00:30:14
Speaker
And they'll refer you to all the network.
00:30:17
Speaker
So it's really important to build a trust up front that you're not trying to pull a fast one.
00:30:22
Speaker
You're not trying to, which we can't because they will do the research.
00:30:25
Speaker
Right.
00:30:26
Speaker
Exactly.
00:30:26
Speaker
So try not to tell them something that you don't believe or you don't have the good data behind it.
00:30:31
Speaker
Yeah.
00:30:31
Speaker
Because they will go and verify your answers.
00:30:34
Speaker
Yeah.
00:30:34
Speaker
So only say things that you already know and you have facts supporting it.
00:30:38
Speaker
Yeah.
00:30:38
Speaker
And then once they know, okay, no, this guy is legit.
00:30:41
Speaker
This guy is not trying to scam me or something.
00:30:43
Speaker
Once you get the trust, it becomes easier.
00:30:45
Speaker
Yeah.
00:30:46
Speaker
Right.
00:30:46
Speaker
So, yeah, it's not going to be emotional by with them.
00:30:48
Speaker
I can tell you right now.
00:30:51
Speaker
It's going to be more like a factual economic necessity or a good investment buy for them.
00:30:57
Speaker
Yeah, I agree with that.
00:30:59
Speaker
I've talked before, but yeah, the good thing is, like you said, they refer.
00:31:02
Speaker
They refer a lot, yes.
00:31:04
Speaker
Yeah, maybe that's the thing.
00:31:05
Speaker
But yeah, in San Diego, every Indian family I've helped out, they know like five other families.
00:31:11
Speaker
And they all have money.
00:31:12
Speaker
Yeah.
00:31:14
Speaker
So they can invest in solar.
00:31:16
Speaker
It's just a matter of, okay, let's do it now.
00:31:19
Speaker
Yeah.
00:31:19
Speaker
Right?
00:31:20
Speaker
Yeah, for sure.
00:31:21
Speaker
Well, Atul, we appreciate you coming on and coming down here from Irvine to hang out with us in San Diego here.
00:31:28
Speaker
So yeah, anyone that wants to look into V3 and potentially offer in their PPA, we're going to include Atul's email here in the show notes.
00:31:36
Speaker
And then before we say goodbye here, any final advice or words of wisdom you give to maybe people starting out in solar?
Seizing Opportunities in a Growing Solar Market
00:31:44
Speaker
Don't be afraid.
00:31:45
Speaker
Don't be afraid.
00:31:46
Speaker
First and foremost, anybody who wants to come into solar sales, don't be afraid.
00:31:51
Speaker
There's still a lot of opportunity.
00:31:53
Speaker
If you think about California has about 12% penetration for rooftop solar right now.
00:31:59
Speaker
And most analysts think the steady state is about 35% penetration.
00:32:04
Speaker
So think about the market right now, what we have achieved in about 15 years.
00:32:08
Speaker
It needs to be triple that to get to steady state.
00:32:12
Speaker
So don't be afraid.
00:32:13
Speaker
There's still a lot of opportunity in California, outside California.
00:32:17
Speaker
I mean, other states are still like a 3% or 4% penetration.
00:32:20
Speaker
Texas is a good opportunity too, right?
00:32:22
Speaker
Because it's a growing market.
00:32:24
Speaker
A lot of people live there, big houses, a lot of Sundays.
00:32:27
Speaker
And even if people don't save a lot of money, you can still make good money there because system size is like almost double, right, in California.
00:32:33
Speaker
It's true.
00:32:33
Speaker
So there's opportunity everywhere.
00:32:37
Speaker
The initial, I think the first 90 days are tough for a new rep because they feel like, oh, I can't sell anything.
00:32:44
Speaker
But that's also when you have to think that I'm learning too, right?
00:32:47
Speaker
You're educating yourself about the process and the product.
00:32:50
Speaker
There's the sales cycle maybe longer here in solar compared to like pest control or security or some other business people are coming from.
00:32:57
Speaker
But the rewards are much more.
00:32:59
Speaker
The rewards are much more.
00:33:00
Speaker
And once you get the hang of it,
00:33:03
Speaker
you'll find it easier.
00:33:04
Speaker
I mean, I've seen reps who have sold like in one mile radius for one year.
00:33:09
Speaker
Yeah.
00:33:11
Speaker
They, they, it's like one zip code.
00:33:13
Speaker
That's it.
00:33:13
Speaker
Once they get, get hang of those neighbors, they had 80 installs in that one mile radius.
00:33:19
Speaker
Yeah.
00:33:20
Speaker
That's crazy.
00:33:20
Speaker
Yeah.
00:33:21
Speaker
I had a guy on the podcast who I think he had, uh, over 200 cells in one neighborhood.
00:33:25
Speaker
It was like a big neighborhood.
00:33:26
Speaker
So just think about how much opportunity is there, right?
00:33:29
Speaker
Yeah.
00:33:29
Speaker
If you can stay in two zip codes for a whole year, yeah,
00:33:33
Speaker
and make half a million dollars, there's huge opportunity.
00:33:36
Speaker
Powerful.
00:33:37
Speaker
Yeah.
00:33:38
Speaker
So that's part of the deal.
00:33:39
Speaker
The second part is, you know, just thinking about how this industry is shifting.
00:33:45
Speaker
Be ready to adapt and adopt storage.
00:33:49
Speaker
Other cool products will come in the market.
00:33:51
Speaker
Be ready to learn more about it so you can sell that to your customer.
00:33:54
Speaker
Yeah, love that.
00:33:55
Speaker
Well, Atul, we appreciate you coming on the show.
00:33:58
Speaker
So for the listeners, definitely hit Atul.
00:34:00
Speaker
Are you on social media or anything, Atul?
00:34:03
Speaker
Yeah, with Instagram, V3 Electric Instagram.
00:34:05
Speaker
Okay, V3, okay.
00:34:06
Speaker
Well, yeah, hit V3 up.
00:34:07
Speaker
We'll put that in the show notes as well.
00:34:09
Speaker
And yeah, remember to learn more about the products, do what Atul said, push through the pain, especially if you're new, you got to push through and, you know, learn as much as you can.
00:34:18
Speaker
But not overcomplicate it for the customer either, like we're talking about.
00:34:21
Speaker
So thanks again for coming on Atul and looking forward to see what you guys do with that PPA.
00:34:26
Speaker
Thanks for having me.
00:34:27
Speaker
Blow up California with it.
00:34:28
Speaker
Thanks for having me.
00:34:29
Speaker
Appreciate it.
00:34:29
Speaker
Yeah, thanks again for coming on.
00:34:30
Speaker
All right.
Offering a Free Sales Diagnostic Service
00:34:32
Speaker
Hey, solopreneurs, are you sick and tired of spinning your wheels every month and not seeing your cells increase?
00:34:38
Speaker
Well, so was I. And the truth is, I was never able to improve it until I figured out what was going wrong.
00:34:44
Speaker
So that's why I'm excited to announce for a limited time, we are doing a free cells diagnostic.
00:34:50
Speaker
We'll break down your cells process, figure out the holes in your business, and see how we can help you improve.
00:34:57
Speaker
So at now we have six bucks for this month.
00:35:00
Speaker
So book a call now.
00:35:01
Speaker
Don't miss out.
00:35:03
Speaker
What you're going to do is send an email to taylor at solarpreneurs.com.
00:35:08
Speaker
That's taylor at solarpreneurs with an s dot com.
00:35:12
Speaker
I'll send you out a calendar link and we will figure out the time that works best.
00:35:16
Speaker
So shoot that email and let's increase your sales.