Become a Creator today!Start creating today - Share your story with the world!
Start for free
00:00:00
00:00:01
Selling Community Solar vs. Traditional Solar - Adam Kremer
83 Plays3 years ago
BUY TICKETS TO D2DCON - CLICK HERE
LET'S HANG OUT! SEND ME AN EMAIL to taylor@solarpreneurs.com
https://solciety.co/ - JOIN SOLCIETY NOW!
Thanks to our sponsor Pi Syndicate for this episode!
DOWNLOAD THE CHEAT SHEET HERE!: TOP 10 MOST DOWNLOADED EPISODES OF ALL TIME
Recommended
Transcript
Taylor's Solarpreneur Journey
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 solopreneur, you might ask?
00:00:33
Speaker
A solopreneur is a new breed of solopro that is willing to do whatever it takes to achieve mastery, and you are about to become one.
Introducing Adam Kramer and His Unique Approach
00:00:43
Speaker
Okay, what's going on?
00:00:44
Speaker
I'm excited for today's podcast.
00:00:46
Speaker
We have someone that is doing things a little bit differently.
00:00:49
Speaker
I don't think we've ever had anyone come on the show talking about this specifically, so I'm excited to welcome Adam Kramer on the show.
00:00:56
Speaker
Adam, thanks for joining us today on the podcast.
00:00:58
Speaker
Yeah, absolutely.
00:00:59
Speaker
I appreciate you having me.
00:01:00
Speaker
Yeah, it's going to be fun.
00:01:01
Speaker
And we're talking just before we hit record, just you're doing some stuff with community solar, which I didn't really know that much.
00:01:08
Speaker
And then you're crushing it with really just systems, automations, things like that.
00:01:14
Speaker
A lot of us door knocking guys aren't as familiar with.
00:01:17
Speaker
So I'm excited to bring on, you know, an expert like yourself and talk about some of that stuff.
00:01:22
Speaker
So yeah, do you want to just fill us in kind of on your background, how you got in solar and I guess how you got to where you're
Adam's Transition to Solar Sales
00:01:29
Speaker
at now?
00:01:29
Speaker
Yeah, absolutely.
00:01:30
Speaker
Absolutely.
00:01:31
Speaker
So I used to be an electrician.
00:01:33
Speaker
I was actually building these solar fields.
00:01:35
Speaker
So we'd be putting together the solar fields, just putting thousands and thousands of panels out there.
00:01:40
Speaker
I had no idea what they were there for.
00:01:43
Speaker
One day I was just kind of poking around on jobs because I was always shopping indeed as in the trades, it was kind of just whatever's going to pay highest.
00:01:49
Speaker
So I was shopping around, finally saw something that was
00:01:52
Speaker
for solar install, but they also had sales positions available.
00:01:55
Speaker
So I kind of went through the interview process with it, realized that I was kind of a huge fan of sales and actually going in and trying it out.
00:02:01
Speaker
So I was like, whatever, I might as well shop around and eat a little bit more and found a company that actually sold the energy from the solar fields.
00:02:08
Speaker
So I was like, well, that can't be a better fit.
00:02:10
Speaker
I already was building them.
00:02:11
Speaker
I already had an
00:02:12
Speaker
knowledge with them, might as well start selling.
00:02:14
Speaker
And then it turns out it was knocking doors.
00:02:16
Speaker
So I was like, well, we'll try it out.
00:02:18
Speaker
I've never knocked doors before.
00:02:19
Speaker
Can't knock it until you try it.
00:02:20
Speaker
Literally, I guess.
00:02:23
Speaker
So I went out and it was just a fly-by-night company.
00:02:26
Speaker
So one to two days of door training.
00:02:29
Speaker
And after that, it was throw you to the wolves and hopefully you don't sink.
00:02:32
Speaker
So from there, it was kind of figuring out my own pitch, my own voice and my own systems while I went out there and kind of just struggle bust through it, which ended up being a blessing for sure.
00:02:42
Speaker
Yeah, that's awesome.
00:02:43
Speaker
And so you're doing community
Understanding Community Solar
00:02:45
Speaker
solar.
00:02:45
Speaker
And I think a lot I didn't really know myself.
00:02:48
Speaker
And I'm guessing a lot of listeners of the podcast maybe don't know really what that is.
00:02:52
Speaker
And a lot of people are probably like, wait, you're just selling the energy from it.
00:02:55
Speaker
I thought people just go sell solar panels.
00:02:57
Speaker
So can you explain for maybe the listeners that have never really heard about this model?
00:03:01
Speaker
Like, what is it?
00:03:02
Speaker
And what's kind of the difference, I guess, just between your traditional solar guy that's out selling solar panels?
00:03:09
Speaker
Yeah, a lot, a lot confusing with like the deregulated energy.
00:03:12
Speaker
We're not, we're not deregulated.
00:03:14
Speaker
All that we do, if, if your audience is mainly solar, they're familiar with net metering.
00:03:18
Speaker
Well, community solar is it's technically just virtual net metering.
00:03:22
Speaker
So the solar field would produce energy for the home.
00:03:25
Speaker
And in turn, anything the solar field produces is just knocked off the utility bill.
00:03:29
Speaker
So if we produce $100 worth of electricity, you no longer have to pay your utility 100 and you pay the solar field directly at a discounted cost, anywhere between like 5% and 20% discount.
00:03:41
Speaker
So it's a guaranteed savings for your customers.
00:03:43
Speaker
They're not actually investing in the solar field.
00:03:45
Speaker
It's as simple as them just opting in.
00:03:47
Speaker
So if they opt in, receive the energy on their electric bill each month and then get a guaranteed savings with
00:03:52
Speaker
optional cancellation at any point.
00:03:54
Speaker
So it's a pretty basic, pretty much just a baby step to help people go with renewable energy.
00:03:58
Speaker
Even if you're a renter, person with too much tree cover, bad rough pitch, whatever the case is, you still have an option to actually support renewable
Overcoming Objections in Community Solar
00:04:05
Speaker
in the state.
00:04:05
Speaker
Yeah, no, that's awesome.
00:04:07
Speaker
Yeah.
00:04:29
Speaker
than the main one that the city had and so he's like yeah it's easy we just go sell people on new trash and and i'm the trash guy so it's like pretty that's awesome i'm like yeah that's cool just a walk-in coupon is all you are yeah yeah i know so yeah it seems like it'd be a no-brainer but yeah do you do you typically get like a lot of objections what are like objections you get from people if you're outdoor knocking like it seems like it's no-brainer but
00:04:53
Speaker
Yeah, the number one thing is, is that it sounds too good to be true.
00:04:57
Speaker
So when you're somebody coming to the doors, they've never met you, they've never heard of the product, they've never heard of the company.
00:05:02
Speaker
So it's really, I've never heard of this, I don't know what it is.
00:05:04
Speaker
If it sounds too good to be true, it usually is.
00:05:06
Speaker
So that's going to be the number one thing.
00:05:08
Speaker
But as soon as you can get past that, there generally isn't a huge objection, unless you're out in like farm country, where they're a huge fan of the land out there.
00:05:15
Speaker
And they kind of get a little worried of sometimes the solar field coming in and taking the land that they have.
00:05:20
Speaker
But
00:05:20
Speaker
Yeah.
00:05:21
Speaker
Overall, the main one is just get past too good to be true or talk to the wife.
00:05:25
Speaker
Yeah.
00:05:26
Speaker
Nice.
00:05:27
Speaker
Okay.
00:05:27
Speaker
Sounds cool.
00:05:29
Speaker
And yeah, well, like what about commissions?
00:05:32
Speaker
So you guys, I mean, I know you're not selling $30,000 systems like a lot of us in solar.
00:05:37
Speaker
So what does a guy typically make doing this?
00:05:39
Speaker
And I don't know, compared to like just the regular solar energy, do you think this is like higher potential, lower potential or similar?
00:05:46
Speaker
What would you say?
Commission Structures: Community vs Rooftop Solar
00:05:47
Speaker
Yeah, so it really depends.
00:05:48
Speaker
I mean, with Community Solar, the nice thing compared to Rooftop is you're not waiting for that one to four month install time to get paid.
00:05:55
Speaker
So it's happening within two weeks.
00:05:57
Speaker
The average commission for reps is going to be right around that $200 to $300 per sale.
00:06:02
Speaker
So with it, we're knocking a lot of times we do like condos, apartments, that sort of stuff.
00:06:07
Speaker
So we can knock four or five times the doors than most people that are in the neighborhoods.
00:06:12
Speaker
Cause you're not walking door to door to door, you take two steps and you're knocking another door.
00:06:16
Speaker
So that helps quite a bit.
00:06:17
Speaker
It really depends on the rep on how much they're getting out there and how well that they're selling it.
00:06:22
Speaker
But overall it's very comparable to rooftop on the potential for it.
00:06:26
Speaker
But of course you're not going to run into those sales that you're getting $15,000 commissions for.
00:06:32
Speaker
Yeah, makes sense.
00:06:34
Speaker
What about well, can you actually sell say someone has solar on their house already?
00:06:37
Speaker
Can you go sell someone with solar and because they're still paying the utility typically for like, you know, connection and all that and probably not producing all their energy.
00:06:46
Speaker
So can you knock someone that has solar and put them on this plan to
00:06:49
Speaker
Yeah, so the crazy thing in Colorado, I haven't seen it in other states, but in Colorado, we don't have like the meter fee, everything that can get discounted with community solar.
00:06:58
Speaker
And on top of that, we've signed up people that have a rooftop installation.
00:07:03
Speaker
And the net metering or the virtual net metering that happens from community solar is actually knocking off their gas bill as well.
00:07:08
Speaker
It's kind of beyond me on why.
00:07:10
Speaker
I'm Xcel Energy is fine with it, but their gas is getting discounted.
00:07:14
Speaker
And on top of that, their solar installation is covering their electric.
Complementary Benefits of Community and Rooftop Solar
00:07:17
Speaker
So we've actually had kind of a double whammy with it where the solar companies, they sell them community solar and then also rooftop solar as well.
00:07:23
Speaker
Yeah, that's awesome.
00:07:24
Speaker
That's fire.
00:07:24
Speaker
So really, yeah, I like that.
00:07:26
Speaker
Yeah, it's interesting.
00:07:27
Speaker
You can knock like basically anywhere.
00:07:29
Speaker
Where with solar, it's like we have to be, I don't know, running around, especially in California.
00:07:33
Speaker
You know, there's so many homes with solar.
00:07:35
Speaker
So sometimes you go to a neighborhood and you're only knocking two houses on that street because everyone else has solar.
00:07:40
Speaker
Unless, you know, you're doing Adam's systems.
00:07:42
Speaker
So I like that.
00:07:43
Speaker
That is unique for sure.
00:07:45
Speaker
You can just walk up to condos, apartments and
00:07:48
Speaker
really sell everybody.
00:07:49
Speaker
But how do you know if someone is on this plan?
00:07:51
Speaker
Do you guys have like a customer map or something that shows, okay, this person's already on the plan.
00:07:55
Speaker
So I'm not going to hit this house or how do you keep track of that?
00:07:58
Speaker
Yeah, so we do use we use a pin drop.
00:08:00
Speaker
So you can see all the sales within the area.
00:08:02
Speaker
You can also see anybody that
00:08:03
Speaker
has come in with a lead.
00:08:04
Speaker
So we have a good mapping system on making sure that we're not knocking customers twice.
00:08:09
Speaker
But oftentimes we do try and knock our customers again, because if they've been on the program, number one thing is it's too good to be true.
00:08:16
Speaker
So as soon as you go there, kind of get past that again and let them know, hey, you saw this isn't too good to be true.
00:08:21
Speaker
Let's get some referrals going or at least send me over to the neighbors.
00:08:23
Speaker
So we do mark the sold pins, but we try to hit those again after we come back through.
00:08:27
Speaker
Okay.
00:08:28
Speaker
Yeah.
00:08:29
Speaker
And yeah, I mean, I'm sure you get a lot of people on this, like in neighborhoods.
00:08:34
Speaker
Do you guys do any, it's just any territories that you have to be pretty strategic with which territories you go to?
00:08:40
Speaker
Or you just I know you said you're kind of doing blitzes and all that.
00:08:43
Speaker
How do you decide which territories you're going to and things like that?
00:08:46
Speaker
Yes.
00:08:46
Speaker
So there's, I mean, we really don't have to be too picky.
00:08:49
Speaker
It's whatever demographic the rep is a fan of.
00:08:52
Speaker
I mean, we can hit the entire service territory of XL Energy, which is massive.
00:08:57
Speaker
And in pretty much every state, we have a grand majority of the state.
00:09:00
Speaker
So if you like talking to the richer neighborhoods, the more upbeat side of things, that's where you're going to have success.
00:09:05
Speaker
We kind of send people there.
00:09:06
Speaker
If you're a fan of
Competitive Landscape and Brokerage in Community Solar
00:09:07
Speaker
the more of the hood style, you're more than welcome to go there.
00:09:09
Speaker
It's kind of up to the rep on what they choose for sure.
00:09:12
Speaker
Yeah.
00:09:12
Speaker
When you said they can cancel at any time.
00:09:14
Speaker
So I'm curious, how do you guys prevent people from, or I'm sure that's not like a huge deal if they're getting it less, because I don't see why someone would cancel after, but do you run into that a lot of times where people cancel?
00:09:26
Speaker
And like, if, I don't know, say someone sells an account and they cancel in like two months, do you still get paid the commission or how does that work if they end up canceling?
00:09:33
Speaker
So we do.
00:09:34
Speaker
Yeah, that's a good question.
00:09:35
Speaker
Super good question.
00:09:35
Speaker
So we actually have, there's a two month chargeback period.
00:09:39
Speaker
So
00:09:40
Speaker
If the customer cancels within two months, generally it's because the rep didn't do his job.
00:09:44
Speaker
But the only real reasons we have people cancel, because I mean, either way you're buying electricity, if now it's discounted, there's truly no reason to cancel.
00:09:51
Speaker
It's if they end up like moving out of the service territory.
00:09:55
Speaker
So like if they move out of state, they can't bring it with them.
00:09:57
Speaker
But other than that, that's really the only real reason people would cancel.
00:10:01
Speaker
Or if someone else knocks on their door and maybe has a higher savings, which generally isn't the case.
00:10:06
Speaker
Okay.
00:10:06
Speaker
Yeah.
00:10:06
Speaker
So yeah, that's another good point.
00:10:07
Speaker
Is there competing community solar companies that will come in and say, oh, we can give you like 10 bucks less than this other company gave her?
00:10:15
Speaker
Is that a thing?
00:10:16
Speaker
Or do you guys count the monopoly on this?
00:10:19
Speaker
It is a thing.
00:10:19
Speaker
But overall, what we do is we actually are a brokerage.
00:10:22
Speaker
So we're like an energy brokerage.
00:10:24
Speaker
for these companies.
00:10:24
Speaker
So we go out, we get multiple contracts within the state.
00:10:27
Speaker
We have all but two.
00:10:29
Speaker
The two we don't have don't actually provide savings.
00:10:31
Speaker
So we pretty much just weigh out the options, see which ones are going to save the customer the most and then help them get it connected to that.
00:10:37
Speaker
So we're usually the ones that get people off and put them on a higher savings compared to compared to vice versa.
00:10:42
Speaker
But yes, it does happen for sure.
00:10:43
Speaker
Okay, cool.
00:10:44
Speaker
Because like in solar, for example, in San Diego, where I'm at, there's a lot of people that are like the energy brokers.
00:10:50
Speaker
But you know how it is, everyone's, I mean, you're gonna you're gonna sell the thing that also pays out a good amount to you know, like people sell a lot of these power purchase agreements in California, not because they're usually the best thing for the customer, they're usually not, but the commissions are usually really good on them.
00:11:05
Speaker
So is there is there anything that compares that?
00:11:08
Speaker
Is there like,
00:11:09
Speaker
one thing that people will say, oh, I'm going to make a ton off of this, but maybe it's not saving the customer quite as much.
00:11:14
Speaker
Is that a thing?
00:11:15
Speaker
Or is it pretty much where you're going to give the customer the best deal and you get paid the same regardless?
00:11:20
Speaker
Yeah.
00:11:20
Speaker
Overall, we have... I mean, it's a fairly similar commission structure for every program.
00:11:25
Speaker
So we try to keep the customers... At least they keep their benefit as...
00:11:30
Speaker
It's our best interest.
00:11:31
Speaker
So that's generally the route that we go.
00:11:33
Speaker
But I mean, there is some that just have like a speedier, speedier enrollment.
00:11:37
Speaker
We do a lot of events.
00:11:38
Speaker
So when we go to like a home show or something where we're sitting at a booth and it's just insane traffic to get people through, we'll go to what one's going to enroll people the fastest.
00:11:47
Speaker
Just at least we can kind of get through everyone.
00:11:49
Speaker
Okay.
00:11:49
Speaker
Well, yeah, that's cool.
00:11:50
Speaker
You mentioned home shows.
00:11:52
Speaker
How much of your Legion is door knocking versus maybe these home shows or other methods?
00:11:57
Speaker
What do you guys do as far as Legion?
00:11:59
Speaker
Is it mostly door knocking or what else do you guys do besides that?
00:12:02
Speaker
Yeah.
00:12:02
Speaker
So we, I would say door knocking is the grand majority, but that's because we do that year round for like the home shows and that sort of stuff.
00:12:09
Speaker
There's kind of a season with it once we're just getting into that season now.
00:12:12
Speaker
So it's like the beginning of the year, the spring home shows as people are kind of, let's get some stuff done to our house.
00:12:17
Speaker
So once we get into that time, I would say it's maybe 50% of the leads are actually coming from these shows, but that's Colorado's huge on those.
00:12:24
Speaker
So, I mean, they have, they have quite a bit, quite a bit activity when it comes to the shows on the weekends.
00:12:29
Speaker
But yeah, once we get into the actual summer months, it's just hunker down, let's go knock some doors.
00:12:32
Speaker
So then it pretty much turns into solely no rocking.
00:12:35
Speaker
Yeah.
00:12:35
Speaker
Okay, gotcha.
00:12:36
Speaker
And something you mentioned before, Adam, before we started the podcast, you said that I think you guys have partnered with some a few solar companies to actually get them solar if they're interested in doing solar
Partnerships with Rooftop Solar Companies
00:12:48
Speaker
themselves.
00:12:48
Speaker
So how does that work?
00:12:49
Speaker
Do you guys have like a second cell where as they're signing up, you're kind of saying, Hey, well, if you're also interested in panels, here's this or tell me about that.
00:12:58
Speaker
What do you guys do to like introduce them to some of the partnerships you have with actual solar companies?
00:13:03
Speaker
Yeah.
00:13:04
Speaker
So the partnerships that we have, we actually have gone to people that are doing rooftop solar and they sell our programs as well.
00:13:10
Speaker
So they'll go to the doors just because the sheer number of utility bills and the amount of sales that you can get with community solar is significantly higher.
00:13:18
Speaker
So they'll go to the doors and actually pitch community solar.
00:13:20
Speaker
And once they get into the door and kind of frame themselves as the expert, they start going through the electric bill and making sure that rooftop solar, of course, will be a good fit.
00:13:28
Speaker
And I mean, I'm sure you know, since you've been in the solar industry, you kind of look at the bill and
00:13:32
Speaker
somewhat calculate what the savings would be or what the system size would be.
00:13:36
Speaker
So just by looking at it, just at least pop in the question, I know that, of course, you can see how much savings is going to be with a free program.
00:13:43
Speaker
Would you be open-minded at least kind of going through the numbers on what it'd be like if you made the investment?
00:13:47
Speaker
Because of course, if we can do this for free, just imagine what you're able to get if you're putting the money forward.
00:13:51
Speaker
So they kind of just roll into it and then set up that second touch for that meeting, but at least sign them up for community solar in the meantime.
00:13:57
Speaker
So you have that guaranteed commission and then you come back and they're doing that second meeting to actually go through the numbers on what rooftop would look like, which here we pair the two together.
00:14:06
Speaker
They're selling community solar and then also putting it on the rooftop installation.
00:14:09
Speaker
So either way, they're going to put them on community.
00:14:11
Speaker
And then that second touch is where they just go to close it.
00:14:13
Speaker
Okay.
00:14:14
Speaker
Yeah, that's super interesting.
00:14:15
Speaker
And then as far as like your teams and all, is it pretty traditional door to door?
00:14:20
Speaker
You guys just have a big team of people going out?
00:14:22
Speaker
And how do you do like daily meetings?
00:14:24
Speaker
What does your team structure look like in your company?
00:14:26
Speaker
Yeah, super good question.
00:14:29
Speaker
So we generally do two meetings a week, just doing it over Zoom.
00:14:33
Speaker
And then we have a group that we knock with every single day, but it's not required that you come to it.
00:14:38
Speaker
So if you want to go knock on your own, kind of be a lone wolf, go for it.
00:14:41
Speaker
If that's kind of how you get motivated.
00:14:43
Speaker
If you like to be in a group, you're more than welcome to come out and we can just kind of take over an entire neighborhood with people.
00:14:49
Speaker
It's really open.
00:14:50
Speaker
We like to keep it open because when I first started, I liked being the lone wolf.
00:14:54
Speaker
But I understand that people like that company culture.
00:14:56
Speaker
They like actually being connected and consistently having a group that they see every day.
00:15:00
Speaker
So whatever helps you get the most sales, whatever helps you be comfortable with the job, I'm good with.
00:15:07
Speaker
Yeah, that's cool.
00:15:08
Speaker
Well, yeah, as you as you can tell, I've never really heard anything about this.
00:15:12
Speaker
So I'm super curious to know how it works, how traditional was compared to, you know, regular door knocking all that.
00:15:18
Speaker
But yeah, tell me about do you guys get a lot of competition from like, do you get your reps poached by like solar companies?
00:15:24
Speaker
Or do you get guys from solar companies that maybe sucked at selling solar that come?
00:15:29
Speaker
So with you guys, or is that what's like your I don't know, correlation with regular solar?
00:15:34
Speaker
And what do you think of just like traditional solar guys?
00:15:37
Speaker
Yeah.
00:15:37
Speaker
I mean, so far we haven't had anybody that's been taken over to the rooftop side of things.
00:15:42
Speaker
It has been vice versa though.
00:15:43
Speaker
There has been guys that were selling rooftop and they kind of transitioned over into this just because I don't know if they were just a fan of it being an easier sell or what the huge deal was, but they've been crushing it compared to people that just kind of started brand new.
00:15:59
Speaker
Yeah.
00:16:00
Speaker
um it's kind of it's kind of a mix but mainly mainly we've been taking people from from rooftop companies for sure okay well yeah i can imagine especially maybe someone that's because that's the one i new recruits ask me sometimes like hey was there any downside to this like because i'm telling them all this money you can make and so when they ask me to tell them i usually just say well hey the one downside is it can take a little while to get paid out you got to
00:16:24
Speaker
it takes them in to get things rolling and there is a steeper learning curve with solar i'd say than other door-to-door you know industries other things you'd sell especially if you're just coming in trying to close i think it's gotten easier now where people can just come up and set up leads and get paid that way but um yeah there's so many guys unfortunately and that's um hopefully you don't see as much but just the turnover in solar if guys are trying to transition from setting to closing it can be brutal and uh
00:16:51
Speaker
It's one of the headaches of solar just seeing so many guys start and stop just because they're not seeing the success that they want, unfortunately.
00:16:58
Speaker
But yeah, how is that for you guys?
00:16:59
Speaker
Do you see much turnover in this?
00:17:01
Speaker
Or do you find that it's easier sell guys are getting paid quicker.
00:17:05
Speaker
So it's typically easier to kind of retain guys and everything.
00:17:08
Speaker
Yeah, I think, I mean, the door-to-door industry as a whole has a high turnover rate for sure.
00:17:12
Speaker
I mean, I think on average, just door-to-door is, just as an industry, has a 15% retention rate.
00:17:18
Speaker
Because people come in, I mean, they have high hopes.
00:17:20
Speaker
And of course, a lot of the recruiters are selling the
00:17:23
Speaker
selling everything really hard for them just to get them on board with it.
00:17:25
Speaker
And then they get on and it's rejection's tough for a lot of people.
00:17:30
Speaker
So getting rejected that many times in a day, just it's really tough.
00:17:34
Speaker
So it ends up having low retention rates, but ours isn't terrible.
00:17:38
Speaker
And with it, I think ours is just over 15.
00:17:42
Speaker
I think we were at like 17% retention.
00:17:45
Speaker
So not too bad, but yeah, we still have that high turnover.
00:17:49
Speaker
But a lot of it is just they can't really handle the rejection within the first two weeks.
00:17:53
Speaker
I mean, if they last after the first two weeks, we're pretty good.
00:17:56
Speaker
But being brand new to door-to-door, which most people are when we recruit, it's pretty tough to take people that way.
00:18:02
Speaker
But the rooftop companies we plugged into, they've seen an increase in retention just because the reps are able to get paid a lot sooner now.
00:18:09
Speaker
They're not waiting for that big payout at the end.
00:18:12
Speaker
They aren't doing the setter closer models though.
00:18:13
Speaker
So I know what the setter models do at least need to pay just as a setter.
00:18:17
Speaker
But this helps significantly on that side of things too.
00:18:20
Speaker
Yeah, that's awesome.
00:18:22
Speaker
Well, cool, man.
00:18:22
Speaker
Well, I want to transition
The Power of Automation and CRM Systems
00:18:24
Speaker
before we're out of time.
00:18:24
Speaker
I want to segue into just some of the stuff you're doing with, you know, systems you organize, CRMs and automation, stuff like that, because I know you're really well known and have helped a lot of guys in that area.
00:18:38
Speaker
So tell me about how did you get into this whole like, you know, automations?
00:18:44
Speaker
How do you get in that whole side of thing and into the stuff you're doing with that?
00:18:49
Speaker
Yeah, for sure.
00:18:49
Speaker
So, I mean, when I first started, I mean, it was with the fly-by-night company, two days of door knocking.
00:18:54
Speaker
So, I mean, it was literally the first day I'm out there with like a notebook writing down names so I can send out email information, all this sort of stuff.
00:19:01
Speaker
I had no idea what was going on with it.
00:19:02
Speaker
And it's just slowly developed into, oh, there's such a thing as a CRM.
00:19:06
Speaker
That's crazy.
00:19:07
Speaker
And then it's like, oh, you can actually automate this instead of me sending the exact same email, click, click, click, click.
00:19:13
Speaker
So from there, it kind of snowballed into hopping onto a system.
00:19:18
Speaker
We actually just have our Go High level.
00:19:19
Speaker
We white labeled one and setting up the automations and just streamlining literally every single process.
00:19:26
Speaker
Because they say don't make the same money twice, but I'm also a firm believer on don't do the same work twice.
00:19:33
Speaker
If you have to do it twice, more than likely you're able to automate it.
00:19:36
Speaker
So why not?
00:19:36
Speaker
Yeah, that's awesome.
00:19:38
Speaker
And yeah, like I said in the beginning, a lot of door knocking guys aren't taking advantage of this.
00:19:42
Speaker
And I know for my first three, four years in solar, I didn't like care if I got a lead, if I didn't close them, they were just written on a pad of paper somewhere and thrown in the trash after like a month or two.
00:19:54
Speaker
And that was it.
00:19:54
Speaker
And so I lost so many leads, just by not keeping track of them where if I would have put them in a CRM like this, organize them,
00:20:01
Speaker
I mean, I'm sure you can talk to this, but there's so many opportunities for, you know, repeat customers in solar.
00:20:07
Speaker
You got add on systems you can do.
00:20:10
Speaker
You got referrals you can get from your past customers.
00:20:12
Speaker
Like, and I don't even really know my first two years in solar.
00:20:15
Speaker
I don't even remember who my customers were because I didn't even like.
00:20:19
Speaker
My company kept track of them, but then I switched companies and then I didn't even bother to like get those customers.
00:20:24
Speaker
So now knowing what I know and hearing from guys like yourself, it's like, yeah, I'm kind of kicking myself that I didn't keep track of all that.
00:20:31
Speaker
But yeah, so what do you tell me?
00:20:32
Speaker
What do you guys use high level for?
00:20:34
Speaker
And yeah, what are some, I don't know, what would you say are just some advantages of keeping track of stuff like that?
00:20:40
Speaker
And how has it helped you guys in your business?
Sales Boost through Automation
00:20:42
Speaker
I mean, to touch on your point of following up with people, I mean, we're doing the same, pretty much the same pitch every time you're going to the door.
00:20:48
Speaker
So if you're going to keep the pitch the same, I mean, the big reason is just to dial it in.
00:20:51
Speaker
So if you're going to keep the pitch the same, you might as well keep the follow-up the same.
00:20:54
Speaker
So with it, it's helped us significantly because right now I think we follow up with 800 customers weekly.
00:21:00
Speaker
So we're touching base with them without even having to lift a finger.
00:21:03
Speaker
By doing that, nobody's falling through the cracks.
00:21:05
Speaker
Even if they said, maybe if they said, potentially send us some information, I mean, for the next 180 days, we have proof of opt-in.
00:21:13
Speaker
So we're going to consistently be touching base with them.
00:21:15
Speaker
And it's been right about 25% of our sales have been coming from our automation.
00:21:20
Speaker
So all that the knockers have to do is worry about closing deals.
00:21:25
Speaker
I mean, that's what they're paid to do and that's where they get paid.
00:21:27
Speaker
So instead of having them to worry about follow-up, they come in,
00:21:30
Speaker
do their thing, get the leads.
00:21:31
Speaker
And then after that, it's pretty much the system's going to take care of it up until we actually spark that conversation.
00:21:36
Speaker
They can get on a call, have that scheduled, or just hop on a call with them real quick and get that closed up.
00:21:40
Speaker
So for us, I mean, to add, I mean, if we weren't doing automation, to actually add 25%,
00:21:46
Speaker
25% more sales, at least that's, that's incredible.
00:21:48
Speaker
It's insane.
00:21:49
Speaker
So it's been, it's been a huge help for us and not having to have our guys be sitting there doing their own thing if they even do.
00:21:55
Speaker
Cause I'm sure, you know, in door to door, just sales in general, people are not, they're not generally doing follow-up.
00:22:00
Speaker
So that at least make sure that it gets done and done the same way.
00:22:03
Speaker
That's, it's been a huge help.
00:22:05
Speaker
Yeah, 100%.
00:22:05
Speaker
Well, and how important, because like you said, a lot of door-to-door guys aren't doing any of this.
00:22:10
Speaker
And it sounds like you're kind of just the guy at your company running it.
00:22:14
Speaker
So would you say it's important for just like your typical sales rep to get into this stuff or to know the basics around it?
00:22:20
Speaker
Or do you think, speaking to maybe like solar company owners or guys that run their...
00:22:25
Speaker
that manage teams or whatever.
00:22:27
Speaker
Have you found it better to just like get a guy like yourself that kind of puts the system in the place, runs it and stuff, and then like guys just go out and sell?
00:22:34
Speaker
Or what's your opinion on that?
00:22:35
Speaker
Yeah, I would say it's definitely a lot better to have the owner, the actual entire company hop onto it.
00:22:40
Speaker
The reason for that is you're able to look at the numbers at scale.
00:22:43
Speaker
So, I mean, as your messages are going out, you can read the metrics on what's getting you replies.
00:22:49
Speaker
You can see what's not getting replies, what's getting people to schedule, and you can kind of dial it in.
00:22:53
Speaker
So a lot of it's just like marketing.
00:22:54
Speaker
I mean, you have to split test.
00:22:56
Speaker
You constantly have to be changing up the messages just to be seeing what's actually working.
00:23:00
Speaker
But the more messages you get sent out, of course, the better the metrics are going to be.
00:23:04
Speaker
It's going to be a lot easier for you to dial it in.
00:23:06
Speaker
So if you do it as an entire company, it becomes a lot easier to figure out what's going to be hitting your customers, especially if everybody's using the same pitch or similar.
00:23:12
Speaker
Yeah.
00:23:13
Speaker
Okay.
00:23:13
Speaker
And then say it's someone you're following up with.
00:23:16
Speaker
A rep has a lead that they got, I don't know, three months ago.
00:23:19
Speaker
And now you convert this lead into a customer.
00:23:22
Speaker
How does that?
00:23:23
Speaker
Do you guys just pay out like a percentage to the rep that got their lead in the first place?
00:23:27
Speaker
Or do you give it to them when they say they're interested?
00:23:29
Speaker
Or how does that work?
00:23:31
Speaker
If it's their lead?
00:23:32
Speaker
Yeah, so how, yeah, good question.
00:23:34
Speaker
So our, our system and how it's set up is it's following up as so you go to the door and when you actually put them in as a lead and the automation is running, it's consistently saying that, hey, this is Taylor, this is Taylor just checking in with you guys, of course, not actually just checking in, but just kind of building the value, it's putting your name behind it.
00:23:49
Speaker
And it's consistently seeming as if it's, if it's you texting them, or you that's actually sending out the emails.
00:23:54
Speaker
And when the replies come in or when they look to schedule, it's always going to be your calendar link or it's always going to be your phone that those messages are going to.
00:24:02
Speaker
So when a customer says, hey, yeah, give me a call tomorrow at 11, your only responsibility is put them on your calendar tomorrow at 11.
00:24:08
Speaker
So the messages get sent out as you.
00:24:10
Speaker
And then, of course, the replies are coming as you as well.
00:24:12
Speaker
Oh, okay.
00:24:13
Speaker
Gotcha.
00:24:13
Speaker
That's cool.
00:24:14
Speaker
And then did they get like the full, if it's from your system, would you give them like the full commission after that, even though you're following up or how does that work?
00:24:22
Speaker
Yeah.
00:24:23
Speaker
Yeah, absolutely.
00:24:23
Speaker
We don't, we don't cut down commission for, for the automations.
00:24:26
Speaker
That's, I mean, they're in place so that they don't have to do the followup.
00:24:29
Speaker
If we, my mentality with it is if we start taking more of a commission for our system, closing them, they're going to take it into their own hands.
00:24:36
Speaker
And I don't feel as though it'd be as effective considering we've dialed it in as much as we have.
00:24:40
Speaker
Okay.
00:24:40
Speaker
Okay.
00:24:41
Speaker
That's good.
00:24:41
Speaker
Cool.
00:24:42
Speaker
And we'll just speak in from my experience and a lot of guys that I know have tried and failed to set up these systems and go, cause yeah, I had a high level account too.
00:24:51
Speaker
I've got it better now, but the first year I had my high level account, I just got a login.
00:24:56
Speaker
I didn't really know what I was doing.
00:24:58
Speaker
And I just saw all these, you know, shiny buttons and all that.
00:25:02
Speaker
And I didn't know how to set up automations.
00:25:04
Speaker
So like guys that are trying to set it up, how did you like learn all this?
00:25:08
Speaker
And was it just like tests after tests to figure out what worked?
00:25:11
Speaker
Because a lot of guys are going to get this.
00:25:13
Speaker
They're like, oh, cool, high level.
00:25:14
Speaker
Let's go try it out.
00:25:15
Speaker
They'll go get a log and then they'll have no idea what to do with it.
00:25:17
Speaker
And they're going to be like, oh, this sucks.
00:25:19
Speaker
It doesn't work.
00:25:20
Speaker
And then that's the end of it.
00:25:21
Speaker
So like, what would you say to those guys?
00:25:23
Speaker
How did you actually like figure out all these systems and know what to do to set all this up correctly?
00:25:28
Speaker
Yeah.
00:25:29
Speaker
Yeah.
00:25:29
Speaker
So I actually have my YouTube degree and getting YouTube degrees.
00:25:32
Speaker
So nice.
00:25:34
Speaker
So that's helped significantly.
00:25:36
Speaker
I have hours and hours into learning the systems and kind of just diving into it.
00:25:41
Speaker
There's insane amount of forums online for this sort of stuff.
00:25:45
Speaker
And if like with hours, if you get someone that's actually white labeled, if you don't plan on taking the system, building it, flipping it and doing like software as a service, which ends up being quite a bit, if that's not your main goal with it, I generally recommend just going with somebody who already has that software that can...
00:26:02
Speaker
already give you the systems that are in place.
00:26:04
Speaker
Because there's quite a few of them out there, including ours, that you come in and they already give you the automations, they give you the pipeline management.
00:26:09
Speaker
And on top of that, we do a full video course that goes through step-by-step every single section that's on high level.
00:26:17
Speaker
Because I'm sure you know once you open it up, there's so many options on what you can do.
00:26:21
Speaker
I mean, there's, it's endless.
00:26:22
Speaker
You could be in there for weeks and not get through everything.
00:26:25
Speaker
So we do just full video course to make sure that you kind of understand what every single tab is.
00:26:30
Speaker
So if you get a white label, just try and get one that actually has a course that goes along with it so that you can kind of understand what's going on with it.
00:26:37
Speaker
Okay.
00:26:37
Speaker
Yeah, that's what I would recommend 100% because for me, I didn't know what I was doing until I got a white-labeled one and had the support there.
00:26:45
Speaker
I'd say that's important too.
00:26:46
Speaker
If you're going to get a white-labeled one, make sure there's some decent support around it because I had one that I tried, didn't have much support, and then now I'm currently using CRMX, which...
00:26:57
Speaker
I know a lot of solar guys have heard Brent Attaway.
00:26:59
Speaker
He set up his probably something similar to yours.
00:27:01
Speaker
But yeah, do you offer yours as a white label then for guys who are interested or maybe want more help with this?
00:27:06
Speaker
Do you have yours as a white label if people want to get in on it?
00:27:09
Speaker
Yeah, absolutely.
00:27:10
Speaker
We have it set up for the rooftop systems.
00:27:13
Speaker
And then also once we actually have the community solar depending on the state, we open that as an option as well for people to kind of have that plug in play, which also comes with automations too.
00:27:22
Speaker
So yeah, we do have both.
00:27:24
Speaker
Okay, cool.
00:27:25
Speaker
Well, we'll post a link and at the end, we'll tell guys how they can learn more about that if they're interested.
00:27:31
Speaker
But just speaking on more of a basic level, because I know maybe some people listening to this are like, okay, whatever, I don't care.
00:27:37
Speaker
We have a marketing guy to go set this up.
00:27:39
Speaker
So if we're speaking on just more like a basic level, maybe it's a rep who's at a company who doesn't have this, but they just want to start like some basic follow up and
00:27:47
Speaker
maybe start on a small scale.
00:27:48
Speaker
What would you say?
00:27:49
Speaker
What are like some important, I don't know, touch points or follow up secrets that you would say that have worked to get someone who was just like, oh, we're interested, but we don't want to like actually sit down and set an appointment.
00:27:59
Speaker
What do you guys do from there?
00:28:00
Speaker
And what are some effective things that you would tell to like a guy that's
Automation Tips for New Reps
00:28:04
Speaker
new with this stuff?
00:28:04
Speaker
Yeah, I would say someone who's new with it is if you at least have some automation behind a calendar is going to be the biggest thing.
00:28:11
Speaker
If you're just a rep and you're not actually going out to buy a full system.
00:28:15
Speaker
Because I mean, just as a rep, it's going to be fairly expensive if you're just running it yourself.
00:28:19
Speaker
But at least having a calendar that's going to have some automation and put them into a full database.
00:28:23
Speaker
for you.
00:28:24
Speaker
So you're always keeping track of any leads that you have.
00:28:26
Speaker
And then also you're having the calendar automation.
00:28:29
Speaker
So at least it's going to follow up with them and give them those text reminders.
00:28:32
Speaker
So you can at least up your appointment show rate, which is going to be huge for you.
00:28:36
Speaker
Yeah.
00:28:36
Speaker
Okay.
00:28:36
Speaker
What about because some people...
00:28:39
Speaker
are hardcore against like you know texting guys and stuff it's been in solar because especially in saturated areas sometimes you text people and they're like uh you know what no forget about it and so like um do you guys always text your appointments or i don't even know do you guys set appointments or just pretty much just get to the door and close them for uh for the community solar stuff
00:28:58
Speaker
Yeah, we do.
00:28:58
Speaker
We do set appointments.
00:29:00
Speaker
Our model is it's either we close them at the door or if you want information, you have to set the appointment.
00:29:06
Speaker
So that no matter what, I mean, we kind of just fill our calendars with the times that we're not knocking and then we just keep the door knocking open.
00:29:13
Speaker
For the text reminders, we leave those as optional.
00:29:15
Speaker
So we do ask the customer, hey, do you want text reminders on this?
00:29:19
Speaker
If they say yes, well, of course, then they're going to be interested.
00:29:21
Speaker
They're going to want those sent out.
00:29:22
Speaker
If they say no, they don't even want the text.
00:29:24
Speaker
So it just, it's helped significantly going that route because then you leave it to the customer.
00:29:28
Speaker
If they get a text, they're not going to tell you no because they asked for it.
00:29:31
Speaker
Yeah.
00:29:31
Speaker
Okay.
00:29:32
Speaker
And then if someone just like no shows their appointment, they're like, Hey, we're busy.
00:29:35
Speaker
Come back.
00:29:35
Speaker
We're interested, but come back.
00:29:37
Speaker
And then they're not there, which happens all the time in, um, you know, residential solar.
00:29:41
Speaker
Um, then I've forgotten about a ton of those leads myself.
00:29:44
Speaker
Then I'll go back in that same neighborhood.
00:29:46
Speaker
Three months later, they'll have solar on their house, which drives me nuts.
00:29:49
Speaker
I'm like, man,
00:29:50
Speaker
Should have followed up.
00:29:51
Speaker
But yeah, what do you guys do with those cases where it's like they no showed you or they just kind of ghosted you for a minute?
00:29:57
Speaker
What type of like, I don't know, follow up or sequence do you do with those people if it's something like that?
00:30:02
Speaker
Yeah.
00:30:02
Speaker
So, I mean, we have a full nurture that we've had set up.
00:30:04
Speaker
So it's going to continuously touch base with them every single week.
00:30:07
Speaker
Just I mean, it's just kind of an evergreen thing that regardless of messages, whether it's today or a year from now, messages are still going to
00:30:14
Speaker
still going to be true.
00:30:15
Speaker
Um, so we have that just consistently touch base.
00:30:17
Speaker
We've pulled people from, I actually just last week had somebody that we, we talked to in July, um, that it just kind of revived that conversation.
00:30:24
Speaker
Uh, we got those ones, those ones closed up.
00:30:26
Speaker
So we, we just have something set up so that no matter what, every single week they're going to be getting a text message.
00:30:31
Speaker
It could be as simple as, Hey, how's your schedule looking this week?
00:30:34
Speaker
Or what will pique your interest?
00:30:36
Speaker
Was it the renewable side, the taking, uh,
00:30:39
Speaker
taking away from the monopolies or we're saving money and just kind of having that that text nurture in place to consistently remind them that hey i'm still here still happy to talk with you and then kind of bring bring a little value to the table at the same time so that's been that's been a huge help on those ones that are are no shows but i mean if you're in the neighborhood and you knock on the door you're saying where you knock then okay come back at six is that what one's
00:30:59
Speaker
Yeah, well, just like you set up an appointment and then they're, yeah, they no show you.
00:31:03
Speaker
And then just like, I don't know, I struggle with just knowing what to do after that.
00:31:07
Speaker
Like if I should text them to follow up, I text them twice and they didn't respond.
00:31:11
Speaker
So I don't know if you guys text them personally or just like every evergreen sequence you put them in.
00:31:16
Speaker
It's stuff like that where they no show you.
00:31:17
Speaker
Yeah.
00:31:18
Speaker
Yeah.
00:31:18
Speaker
Generally, generally it's a, we do upfront, it's going to be a little, a little more aggressive follow-up.
00:31:22
Speaker
So, I mean, it's going to be like once every two days and once every three days after that appointment, we do that for roughly 20 days.
00:31:27
Speaker
And then after that, then they go on to the evergreen nurture.
00:31:30
Speaker
So we just make sure that we're right.
00:31:32
Speaker
When they're interested, we're hammering them with that follow-up.
00:31:34
Speaker
If they didn't show just to,
00:31:35
Speaker
kind of get that appointment sparked back up again.
00:31:38
Speaker
Always providing value first is going to be huge within it.
00:31:41
Speaker
So making sure that you're not, hey, I'm just checking in or just wanted to bump this email up for you.
00:31:45
Speaker
It's always giving them more information, giving them another video to watch, giving them something else that's actually going to build that value to get them sparked into, hey, yeah, let's get this appointment rolling again.
00:31:55
Speaker
And then after that, yeah, it's still no...
00:31:57
Speaker
no contact after 20 days or 21 days, then yeah, we'll bump them right into that nurture and just continuously have that on repeat for them.
00:32:04
Speaker
So that even when that next guy knocks on the door, that probably got them solar, you saw three months later, when he knocks on the door, they still remember, Hey, I have this other option, we should probably double check and make sure we get another quote.
00:32:14
Speaker
Yeah.
00:32:15
Speaker
Okay, that's awesome.
00:32:16
Speaker
Yeah, and there's a lot of stuff to this.
00:32:17
Speaker
So if if people are listening right now being like, wow, this is overwhelming, this is way too much.
00:32:23
Speaker
Number one, just start small.
00:32:24
Speaker
I always recommend guys that are new to all like follow up stuff.
00:32:28
Speaker
And you know, CRM, I think the best way to start is rep card.
00:32:31
Speaker
I don't know if you use that, Adam, but I think it's good for just door to door guys looking for simple
00:32:36
Speaker
kind of you know mass text they can send out and helps you organize stuff and then step two if you want to get more into this stuff like adam's talking about yeah get like a white labeled um you know high level account and you can start setting this up because really it's just overwhelming if you try to keep track of all this on pen and paper and think okay i'm gonna set a reminder on my phone to follow up with uh steve jason and uh and adam like three months down the road like you just forget and it's really you shouldn't be spending time doing it like it's
00:33:04
Speaker
I would be way too overwhelming to send out all these yourself.
00:33:06
Speaker
So I think it's important to have a system in place and get some of this going.
00:33:10
Speaker
Would you agree with that, Adam?
00:33:11
Speaker
Oh, absolutely.
00:33:12
Speaker
Absolutely.
00:33:13
Speaker
Yeah.
00:33:13
Speaker
Cool.
00:33:13
Speaker
Well, cool,
Innovative Referral Strategies
00:33:14
Speaker
man.
00:33:14
Speaker
Then last question or two, I wanted to ask you before we wrap up here.
00:33:17
Speaker
What's your, I don't know how important referrals are for you guys, but do you have any systems around referrals or what do you guys do to get more referrals and increase business that way?
00:33:28
Speaker
Yeah, on the doors, we have a great method that I kind of snagged from Cutco.
00:33:34
Speaker
We actually bring a sheet of paper with us.
00:33:36
Speaker
It has about 20 to 30 names that's on it.
00:33:38
Speaker
When we go to the doors after we sign them up, it's like, awesome, you've seen the value in this.
00:33:42
Speaker
I'm sure you know other people that are interested in saving or other people that are interested in the renewable aspect of things.
00:33:47
Speaker
Would you be open to at least sharing some friends and family?
00:33:49
Speaker
And if they say, yeah, we just pull out that sheet.
00:33:51
Speaker
Cause if you have 20 to 30 names on a sheet, no one's going to put down one.
00:33:54
Speaker
Cause I mean, of course you have, you have a massive list that's there.
00:33:57
Speaker
So we put that in front of them, say, Hey, we have this sheet.
00:34:00
Speaker
If you just want to put down some, some friends and family on it, the most that I've ever had is 18.
00:34:04
Speaker
And then you at least kind of spark, you spark that competition within them that, Hey, can you beat 18?
00:34:08
Speaker
Is that, is that something that you can do?
00:34:10
Speaker
And then we also do a referral bonus on each one.
00:34:12
Speaker
So yeah.
00:34:13
Speaker
letting them know that this is not only beneficial for the people that that uh you put down but also for you because you're going to get the bonus on top of it so nice we run we run it that way and then after our customers start saving the the solar fields actually produce electricity they're saving money um we do run some automated referral campaigns just at least to kind of spark up a conversation to get some more yeah that's awesome yeah i love that cutco method those cutco guys are good at that but at almost all the time
00:34:39
Speaker
Just that sheet of paper.
Episode Wrap-up with Contact Information
00:34:41
Speaker
It's just like when they see all those names, like, oh, wow, okay.
00:34:44
Speaker
This isn't a big deal.
00:34:45
Speaker
Everyone's doing it.
00:34:46
Speaker
And it's almost like the bandwagon effect for referrals.
00:34:48
Speaker
So I love it.
00:34:50
Speaker
Exactly.
00:34:50
Speaker
Exactly.
00:34:51
Speaker
Yeah.
00:34:51
Speaker
You see, you see a ton on there.
00:34:52
Speaker
It's, it just blows people's mind.
00:34:54
Speaker
They're like, well, yeah, I guess I have to put down at least six.
00:34:56
Speaker
Like, yeah.
00:34:59
Speaker
Well, awesome, Adam.
00:35:00
Speaker
Well, yeah, it's been awesome having you on today and share about some of these things that we haven't really talked about on the show.
00:35:05
Speaker
So appreciate you coming on.
00:35:07
Speaker
And before we wrap up here, if guys do want to get in your, you know, get access to your high level stuff or just, you know, learn more, connect with you, what's the best way to do that and reach out to you.
00:35:20
Speaker
Yeah.
00:35:21
Speaker
Facebook or Instagram are phenomenal ways.
00:35:23
Speaker
I have quite a bit of information on both of those as well.
00:35:25
Speaker
Pretty active on there.
00:35:26
Speaker
So Facebook is just Adam Kramer and then it's K-R-E-M-E-R.
00:35:30
Speaker
And then same with Instagram, it's just Adam underscore Kramer.
00:35:33
Speaker
So more than welcome to connect there.
00:35:34
Speaker
Okay.
00:35:35
Speaker
Awesome.
00:35:36
Speaker
Well, thanks again for coming on.
00:35:37
Speaker
And then any last words of advice or anything you wish you knew starting out in this industry that you would pass on to other reps before we say goodbye here, Adam?
00:35:47
Speaker
I mean, overall, coming into the actual business side of things where I actually started running it, it was more so learn to manage your systems rather than your salesman.
00:35:55
Speaker
So if you can kind of transition into that and manage a system rather than the salesman, it's been a lot more beneficial for us.
00:36:02
Speaker
So that's my main takeaway.
00:36:03
Speaker
Okay.
00:36:04
Speaker
Love that.
00:36:04
Speaker
So yeah, always much easier and I think much more effective to manage systems than just running around with your head cut off trying to manage all these things.
00:36:12
Speaker
So master the systems.
00:36:14
Speaker
It'll make business much easier.
00:36:16
Speaker
And Adam, thanks again for coming on the show and hopefully we'll have you on in the future someday and hear even more.
00:36:21
Speaker
But I appreciate you coming on, brother.
00:36:22
Speaker
Heck yeah.
00:36:23
Speaker
I appreciate it.
00:36:23
Speaker
All right.
00:36:24
Speaker
We'll talk soon.
00:36:26
Speaker
Hey, solarpreneurs, are you sick and tired of spinning your wheels every month and not seeing your cells increase?
00:36:32
Speaker
Well, so was I. And the truth is, I was never able to improve it until I figured out what was going wrong.
00:36:38
Speaker
So that's why I'm excited to announce for a limited time, we are doing a free cells diagnostic.
00:36:44
Speaker
We'll break down your cells process.
00:36:46
Speaker
Figure out the holes in your business and see how we can help you improve.
00:36:51
Speaker
So act now we have six bucks for this month.
00:36:54
Speaker
So book a call now.
00:36:55
Speaker
Don't miss out.
00:36:57
Speaker
What you're going to do is send an email to taylor at solarpreneurs.com.
00:37:02
Speaker
That's taylor at solarpreneurs with an s dot com.
00:37:06
Speaker
I'll send you out a calendar link and we will figure out the time that works best.
00:37:10
Speaker
So shoot that email and let's increase your sales.