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From Netflix to Solar Millions - Logan Paulsen
113 Plays2 days ago
Logan Paulsen is one of the most prominent solar sales leaders in Iowa: harnessing the nation's most underrated markets. Building his online presence through his lifestyle and "side-questing" in reality shows, this episode details what goes into his journey of organic growth.
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Transcript
Introduction to Solarpreneur Podcast
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong.
Taylor's Success Journey
00:00:10
Speaker
I went from $50 in my bank account and struggling for groceries to closing 150 deals in the year and cracking the code on why sales reps fell.
Purpose of the Podcast
00:00:19
Speaker
I teach you 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.
Defining Solopreneurship
00:00:31
Speaker
What is a solopreneur you might ask? 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. All right, welcome back to another episode. I'm excited today. We got someone that's crushing deals over in Iowa, running it up with the team over there. And he has a lot of mutual contacts, mutual people we've had on the podcast that said great things about this guy. So welcome to
Meet Logan Paulson
00:00:57
Speaker
show, Mr. Logan Paulson. Thanks for coming on. the of Thanks for having me, man. I'm excited.
00:01:03
Speaker
Yes, sir. Yeah, thanks for but a few small technical difficulties. So appreciate you being a patient. I get how it is. Yeah, that's how it is. That's how people know it's real though, right? Because we're actually between appointments, we're between deals.
00:01:17
Speaker
So sometimes I like seeing that they were actually out there grinding, not just ah not just in the office all the time. Right, exactly. Logan, I know you run a team over in Iowa. You're with Spartan Solar. and lot of great, I think everyone we've had on there is just absolutely crushing it at Spartan. We've had guys like, yeah I think Brandon Forrester was maybe our most recent one, but Nick Finger and Melissa Ramiza.
00:01:41
Speaker
Alex Smith, just a bunch of heavy hitters you guys got over there. Yeah. so So yeah, I know you've been in solar about five years, but you want to walk us just through your and journey this far and how you ended up at at Spartan and
Logan's Background and Market Strategy
00:01:54
Speaker
everything? Yeah, absolutely. I'll keep it concise for you know kind of my background. Everyone's got a ah story in solar as to how they got to where they're at. I started in solar five years ago down in South Carolina. So I started in Charleston with with Legacy Power. I started there working with Chris Underwood, if that name is familiar, if you know, legacy guy, legacy vet. And so yeah that's where I got started. You know, really, really cool working. I actually really liked legacy power. I had a really good time there. um
00:02:24
Speaker
But I ended up pivoting back to Iowa after about a year of working there with them. you know, nothing with any sort of conflicts, but I'm from Iowa originally, Taylor, and was setting for about a year, about 10 months, and i was getting to the point that transitioned and into closing. And so in the back of my mind, right, because the hardest part I always found with going from setting to closing is one, keeping a healthy pipeline, but two, you know, yeah you're setting these deals up and you're kind of burning them a little bit because you're just, you're you're not good yet. In South Carolina, I will say people have been knocking there for quite a long time for solar. And so It's pretty difficult to get into homes, you know let alone then getting there and closing for your first time. And so yeah I thought in my head, you know being from Iowa, I had lived here for 18 years my whole life and no one had ever knocked on my door about anything. And so i was like, I wonder if just going back there would, ah yeah know what kind of luck I'd have there. because i didn't think anyone was doing solar and sure enough, no one really was. And so I ended up hitting up ah a local installer here in Iowa, Iowa City. The company is called Iowa Solar Pros. No relation to freedom. Just literally a small mom and pop local company. And I said, i hit up the owner. I was like, hey, is it cool if i like knock doors for you guys? Because that's all I knew.
00:03:35
Speaker
you know But for people here, it's actually a very foreign concept. And he's like, you know like I guess. And so yeah, I moved back, got a spot. And I was just kind of lone wolfing it by myself out there. And sure enough, you know i' getting and i started closing quite a bit. And then people from Legacy started kind of seeing that. I bought new car. i was actually making money.
00:03:56
Speaker
It was always funny because the the company they paid you and on a paper check. Like it was just, you know, here's your check. Nice. you know, and so you get and you're talking like a paper check with 15 grand on it. You know, you're like, oh, shit, this is this is what's up.
00:04:10
Speaker
It's like, you know, posting that. And then, yeah, quite a few guys from Legacy then kind of reached out to me and then they kind of checked it out. And then, yeah, we had a good little group there at Iowa Solar Pros for two to three years.
Reality TV and Solar Career
00:04:24
Speaker
And then end up joining Spartan kind of after, you know I'm sure we'll talk about it, but getting on kind of Netflix and doing reality TV and a whole host of other things. And Spartan was just the right move. But yeah, that's kind of how i got started in solar. And that's been kind of my journey. So I've been selling out here in Iowa now the last three, four years. I'm not sure how much I want to expose on here about the market, but it's definitely a hidden gem market. Very few people really have ever sold in or really know much about. So kind of my my back my my background coming in solar. Yeah, that's cool, man. Definitely unique. Got an interesting journey for sure. When you said North Carolina you started was it South Carolina? South Carolina, Don Charleston. Yep.
00:05:05
Speaker
Okay. So it sounds like things weren't going super great over there. And then that's when you're just like, I want to go back home and let me just yeah look what's going on. in a I wouldn't say they weren't they weren't great. You know i could have made it work for sure. But yeah, I just was like, dude, no one's ever knocked on our door ever. Like I'm going to go knock doors where people haven't ever knocked, you know, so that's why I i came back. yeah Yeah, that's cool. Well, it's it's unique because, um you know, I don't know if you've seen this slogan, but I see a lot of guys in California where we recruit a lot of local guys from around San Diego here. We find that sometimes it's harder to get these people to take the opportunity serious because it's like their home, they're around family, friends. If it's not working out or if it's too hard, there's like, ah yeah I'm just going to go back to what I was doing before or whatever. Sure.
00:05:50
Speaker
So it's actually kind of unique to hear that you went from out of markets and I didn't have as much success. And then you came back home and ended up more having more success because that seems all less common. And don't know noticed the same thing.
00:06:03
Speaker
I will say I still kept a trap for myself. I didn't like move back to my parents' house. I still got my own spot. But I was a super unique... Because you say that, right? And and you do see that quite often is that people, you know when they are market people, they They don't take it as serious.
00:06:17
Speaker
um And so when you have guys who are coming in now from... you get Two things, right? Is you get people who are coming from out of state, starting to build a team. It's more serious, one. But then two, when you're bringing in people who are used to knocking in California, Texas, Florida to a market where... The hardest objection is, frankly, people like, yeah, I don't really know anything about solar. And like, that's what you're like, you kind of have a formula to have a very successful group of guys who know what they're doing, coming into a market where no one's worked before. like it So yeah, we saw a ton of ton of success when we when we first kind of got out here. So that's kind of what we found. so
00:06:52
Speaker
Yeah, that's awesome. And then commissions. I mean, i don't know a ton about that market, but I'm assuming it's like rates are really low. and But maybe you got like bigger systems, smaller commissions, bigger or smaller commissions, bigger systems.
00:07:05
Speaker
yeah go ah Yeah, on the and the weed side of it, you know looking at that, I mean, again, a hidden gem, you know the utility company Align Energy. They're charging like 22 cents a kilowatt hour, you know? So and people are paying power and a big conversation now is those data centers are kind of coming into all the states and Iowa's no different. I know Facebook actually has their largest campus here in Iowa, like 20 minutes from where i live actually. So people are definitely seeing that. Yeah, it's it's a good market for sure. Commissions aren't, they used to be higher as they were everywhere else, um but you're still making decent money. You know, if you're self-generator, you're definitely making still five, six grand on average on on a deal.
00:07:42
Speaker
So yeah it's not bad at all. No, it's workable for sure. Yeah. Well, cool. So, yeah, I mean, I want to get more into the sales side and everything, but, uh, know, everyone's wondering and you go to your Instagram and you see that you're on a Netflix and
Building a Team with Reality TV Fame
00:07:56
Speaker
everything. So you got to tell us about that. what What's the whole Netflix thing? How'd you get in that? For sure. Reality TV stuff. No, man, you had to keep that one shorter too. Like that was just so I've been a side quest guy my whole life. It feels like I've done so many different things. But yeah, man, that that how that kind of happened was I just got reached out to by a casting director and they said, hey, you know we're filming for the show.
00:08:19
Speaker
Would you like to kind of hop on an interview call for it? And I was you know sure. Why not? like Why would you not? And so one phone call led to the next and then a Zoom interview and then another Zoom interview. And about seven calls later, actually, you know finally got told, hey, you're come out here to Hawaii doubt or have you on the on on the show. And so it's crazy what kind of doors that opens, obviously. you know It really is a springboard. And as anyone would kind of tell you nowadays, that having the ability to have attention and eyeballs on you is...
00:08:48
Speaker
it will better your life. As shallow as like anyone might say it is, of like having file like subjectively speaking, having an audience will benefit you. right The same reason why you're doing a podcast. Having people attention, you know it only can be a net positive for you. but What's super unique about how that show kind of went was that I actually met the guy I'm with right now running this team out here in Iowa. His name is Danny Spomberg. It was just a crazy, crazy, don't know how you'd call it, but just it felt like it was from God. You know, we were on the same plane when we first kind of met and we're chopping up, introducing each other, introducing ourselves, right? I'm low but turning on Logan. I'm Danny.
00:09:26
Speaker
Cool. are you from? I'm from Iowa. He's like, I'm from Nebraska. Well, how old are you? I'm 22. He's like, I'm also 22. That's crazy. you know What do you do for work? Are you in school? I was like, oh, I'm selling solar. He's like, dude, I've been training. like I'm selling solar for the first time this summer. And so I was like, wow, it's super unique. And My mind, I've always been, I would say, relatively opportunistic. like I definitely look for opportunities where I think I can find them. And so I knew that after doing a show on Netflix, by extension, you're going to have a following and an audience, right? If you do at least okay on it.
00:10:01
Speaker
And... That's when I actually approached Alex Smith last spring about coming over there. you know Because i I had no quarrels with the company that I was with. like I loved Iowa Solar Pros.
00:10:12
Speaker
Shout out to Taylor Bontrager. He's the owner there. But when I was looking at this big picture, was like, okay, if I can bring over Danny and we can work together, because loved the team that he was with. We didn't work together that following summer right after the show. But once the show aired... and we started getting all these followers, it was like, okay, Danny, it would make a lot of sense for us to actually of come together and then work together and build a team together. And so that's where, you know, approaching Alex Smith, because I would argue that I don't, I don't know if there's a company out there with better tech than Spartan has, and just kind of their systems for recruiting and how everything was just already built out. And was just very vertically integrative. It just made the most sense to make the move over there, right? Like we've added other companies, I thought about going back to legacy. I mean, Alex is just I mean, dude, dude's on our level for sure.
00:10:59
Speaker
um And so that is where we kind of end up coming over here. And I will say, i don't know how many other people have kind of used leverage from a reality TV show to then build a sales team. So so doing that, it was pretty... it was fun to do. you know It was a learning curve. like I think we had a lot of people fall through the cracks, for sure. i mean, when him and I first put on our Instagram, hey, you know we're looking for people our summer sales team. We had, no joke, it was like 1,300 people fill it out. Oh, yeah. And so like... There's a lot of bottlenecks with solar for sure, you know with housing people and and you know training people. like it It was hard. it was like, dang, like I wish we had... a Looking at now, I could have definitely done it better. But you know yeah we're building the plane in the air, so to speak. That's how that all kind of shook out though with the reality TV and then pivoting it it into into solar. so Yeah. Wow, that's crazy, man. So the show was at Temptation Island. Is that right?
00:11:53
Speaker
Temptation Island, that was correct. All right. I'm going yeah, I'll admit i haven't watched that one, so I'm going to have to go can go check you out on there. Yeah, yeah. But that's cool. So those shows, because I know, i you know, you watch like blue The Bachelor 1, stuff like that. It seems like a lot of people go on there to like boost their social media following. Do they like discourage that on the show and like make sure you're not just going to get followers and stuff like that or?
00:12:19
Speaker
Not really, because at this point, it's just by extension, it's going to happen. Granted, they want people to go there for the right reasons. like If they're asking you, you know hey, why do you want to be on the show? And you say, because I want followers, they're not going to have you come on. right You're like, oh, you know I'm looking for love. If you're not, right you just you can kind of say that. I thought the experience itself would just be really cool. So that's kind of why I went. i didn't really know what was going to come it come of it. I didn't i didn't have any expectations, so to speak. Our show was also filmed prior.
00:12:48
Speaker
like it It was filmed about a year before it actually came out. And so there was really no doing it to get followers in real time kind of thing. We just we didn't know. None of us knew what was going to happen from it. So yeah. But ever other than that, the image opened up so many doors. I mean, I've done so many other things since then. Danny and I actually, again, the guy run the team with, we both filmed the Mr. Beast video back in February.
00:13:08
Speaker
We were in Panama for that. So that actually just came out in May. That's cool. really fun video um that's out now. And so then, yeah, I mean, now we're just like, it's just kind of a snowball effect. So now having this kind of in the back pocket, wouldn't it's back. I mean, solar is pretty full. I mean, full time for us and it it just has to be, you know, but it's cool being able to do these other things. And that's also why I love this job is it allows for you to do that. Like you have the autonomy to take time off, do these other things. And again, the way we're doing it is like all these things are helping us in our solar team at the end of the day. Right. More attention, more eyes. it's It's only helping our our business more. So yeah, that's awesome. Yeah. The only only like reality TV guy I ever worked with as a I don't know if you heard of that Secret Life, some Mormon life show. you heard of that one? I have heard of it.
00:13:58
Speaker
Yep. Okay. Well, the the dude on there that's like the main girl, Taylor, Frankie Paul or whatever. Yes. Her guy, his name is Dakota. And yeah he yeah he's sold with us out here in California before he started doing all that stuff.
00:14:11
Speaker
No shit. Yeah. There's another, I don't know if that was a guy to saw, but there's another, I mean, you, I will say the pipeline between people who do reality TV and solar, it's the correlations there. Right. Like you just, you have to, I mean, it is just your personality being able, being charismatic, being able to talk to people, being able to, you know the interpersonal skills that you develop. And I would actually say that I don't think I would have done reality TV had it not been, I was doing solar three years prior. Right. Like you just, the the skills you learn from being able to talk to people. Right. also sales itself, like when you actually study sales, not to go on like a tangent, but everything is sales, right? I mean, a big sales trainer that I learned from was Jeremy Miner.
00:14:52
Speaker
a lot of A lot of his sales, that's how I sell. And so, but those principles can be used anywhere. It's transferable, right? Shorty shows up with her boyfriend on Temptation Island. you know and There's 12 other guys there that are competing for her. And she's like, oh, you know why should I go for you? And you're like, instead of being like, oh, well, because I... dotda dotda up Like, hey, you know is it fair? i I don't even know if I am the right guy for you, right? Is it...
00:15:14
Speaker
Is it fair to say, like, I kind need to know a little bit more about what you're actually kind of looking for out of our relationship? And got to even know if I am that guy. You know, I mean, it's like boom, like that, that is transferred anywhere in life. Everything is a sale. So if you can learn how to do it and do it well, it's definitely going to pay you dividends for sure. 100%. So what the link to that show people can go watch it. But um but that that show is out pretty much to just kind of like the bachelor of style. Like they dropped one girl off or whatever. And she's trying to find the guy. Yeah. So temptation Island was so four couples go. So there's four couples that go there to essentially test each other in their relationship. And to do that, the you know the four guys go live with 12 single girls and the four girls live with 12 single guys. And so then the don't get tempted is the goal essentially. And so as you can imagine, kind of how that shakes out is the guys are usually they usually fold first. You know, they are some of the guys in our season were were demons for sure. I mean, they were getting active over there like and and they would show them. And so then like what they would do is they would show the girlfriends. They'd have these bonfire nights where they would show them pretty much like an out of context clip like what their boyfriend was doing over there. And man, they would come back just like crying. And it was just like, damn, maybe like boyfriend just he had a three way and dadada. And like all of us guys are like, damn, that's crazy.
00:16:36
Speaker
yeah we We might be on the wrong side of the island. But no, no, it's, you know. So that was, that's how that show, that's the premise of that show. Okay. All right. Go check it out. Yeah. Well, that's cool. Yeah. You're the first reality guy I've had on the show like this. So. i Let's go, bro. i do I know quite a few other people. like I know I'm really close with Jesse Goddard. We met at Legacy and he's done i mean Big Brother. he's like actually on the most recent American Gladiator.
00:17:02
Speaker
but again, we met at Legacy doing sales, doing solar. Chris Underwood as well. like He's a huge, huge American. I mean big name. i mean, he's done. He'd probably hop on here as well. You know, he's one survivor. He's won the challenge. think he's the only guy who's won like two like cash prize reality TV shows like that. I know. Dives to Danny, my roommate. You know, he again, we run the team together. So there's actually ah there's like there's quite a few people. um Funny enough, he's kind of got to find him. But yeah.
00:17:30
Speaker
Yeah, that's crazy. Yeah. Well, no, that's awesome, man. Well, we'll link to the show. Guys can go check it out. do you plan on, i mean, last question on that. Do you think you plan on doing more reality shows, you focusing on solar or people reach out to do more stuff like that? Would you go on? We're still getting, I mean, ah Yeah, we get reached out to honestly, kids pretty consistently still to to go do more stuff. You want to be relatively strategic with what you're doing. Like you don't want to just be the guy that says yes to doing everything. And yeah just again, like timing and like what your goal is with. I think you have to go in with somewhat of an intention as well.
00:18:05
Speaker
yeah So we will do another one for sure.
Social Media and Recruiting
00:18:08
Speaker
Like it'll come. yeah But yeah. Yeah, that's cool. So when you do get that attention, um i know you said, you know, if you could go back, you probably would have planned out the recruiting a little bit better, built some maybe ah different systems. But are you still um with the social media stuff?
00:18:25
Speaker
How are you leveraging that now to get recruits or I don't know, maybe some things that you think of now that you do different when it comes to, you know, leveraging some of that attention and getting recruits from it or anything you've changed in that whole process? It's working for you.
00:18:38
Speaker
you know I would say the main thing I think was just not being prepared with the i guess just where i mean, the reason I came to Spartan was to be able because we have teams all over the country. Right. And so it was we're going to have people who are not able to travel you know or or relocate. So like being able to kind of place them on those other teams. I wish I would have done a better job of that. It's just what happened was we had 25 new people within the span of like a week, and then we're trying to grow our team. And you're trying to do all of these different things at the same time, as in like build a team, do volume, go run appointments. And I think what I just did wrong at that time was I think I i put my attention towards the wrong activity. i think that leveraging the recruiting side of it more was way more scalable for me.
00:19:27
Speaker
And again, i just such a niche. such a niche like ah that was just That would have been more worth my time, I think, ah than just like being out there selling deals. you know like Being a master recruiter, you know arguably is just as important, if not more um than just strictly getting deals. you know So I think that my time would have been better spent more of that instead of being on the doors, for example, you know because that's a pretty it's it's very it's the lifeblood of this industry, but it is very one dimensional. It's just one thing. It's not very scalable. like Your time is directly linked. to that.
00:20:03
Speaker
I just don't think I spent my time super great. um you know Also, I think having the right people around, you know again, with like Melissa coming in, like super high level asset to have on our team, especially because majority of our of our audience is is female, like 95% of my audience is female. And so when you can have someone who can, you know that these girls can relate to as well, such as Melissa, who's had not just a little bit of success, like i mean I'd argue probably the most successful woman in solar you know directly on our team.
00:20:36
Speaker
So having the right people as well is super important. So I would say that was a big one. um But now, so now, yeah, more of my time is kind of spent on the recruiting side of it and just being able to plug people in. I'm doing more of that. okay Oh, but yeah, yeah. Right now. So, okay. Gotcha. So do you still get a lot of, you know, just DMs from people? it's kind of a, you got a big following. Is it still just on a weekly basis? You'll get a few people reaching out. Hey, saw you're in solar. Can I work with Or don't know if you do have like recruiting campaigns where, because, you know and I know people like Melissa, she's really good at doing the Blitz stuff and saying, hey, we got five spots open for next Blitz DM for the application, whatever.
00:21:20
Speaker
I don't know if you do similar things to her is that or it's just a little bit. A little bit. So a lot of it, yeah, is that because we try to keep I mean, I try to keep my Instagram pretty lifestyle. Like if you go to my page, it's not a bunch of solar stuff by any stretch. yeah It's not, you know, I don't want to niche down that much and that hard, you know, because again, my again I still have a social lifestyle page, you know, want to keep that image. But what's neat, though, is that people see you doing all of these things and living. ah I think that's the honestly the key to having a good Instagram pages, have a cool lifestyle page. And then people like, you know how are you doing? like what are you doing? like how are you doing all this stuff? And then it's it's actually what I do by extension. So I have like a link, you know, and I I've also gotten if I would also go back to the question of like what I do differently.
00:22:02
Speaker
um I've gotten extremely proficient systems like go high level and like I run everything through there now. you know So when people kind of fill out like we have a form, they get sent link to book a call and then we're kind of running like weekly call it opportunity calls as well.
00:22:18
Speaker
And so that's that's how I do it. Just posting anything when people come to your page and they kind of see it there and then sprinkle in here and there like occasionally. whatever solar stuff as well but i do think we should be making more stuff i think because i think i will say one of the content i love i love door-to-door content i think that is always good and it goes also that doesn't just stay niche the door-to-door space like that stuff can go super viral for sure we should be doing more of that that's on me for sure but that's the direction i would definitely go Well, saw you guys just brought on that guy, Mozaia Martinez, think his name is.
00:22:52
Speaker
Yes. Is he your new kind of like your recruiting director or something like that? Yeah, he's a doll. I'm actually really excited. I haven't gotten yet a chance to really, we've been going back and forth a little bit on the DMs, but I'm super excited to collaborate with him more. It's super neat. I mean, you're just kind of seeing a lot of this space starting to consolidate. And it's really cool seeing all these people starting to kind of come over to to Spartan, all these high level people. Because yeah, Mosiah is also, I mean, you know, talk about that's whole that's his whole thing is like recruiting and building teams, you know, so he's really good at that. Yeah, super valuable to have someone like that that you can kind of reach out to and and and talk to as well. He definitely makes it entertaining and you know, he's a very niche towards solar, but he makes some ah funny content. Seems like he's good at bringing recruits in from that. I know one of the best ah recruiting tips I heard, i'm sure you'd agree is, you know, when I started in solar is all about just getting people phone numbers and trying to bring them into a meeting. We had a pest control guy come give us a training that had you know like leveraged social media and brought in huge teams. And um he's like, hey, why why are you guys just getting their numbers? like First thing you should do is get their Instagram and then have them follow you on there. Because then there it's then there you're like building authority, is like assuming you have like a decent Instagram page. People don't really Yeah, I mean, I say this, man. For example, people want talk about using dating apps. I would argue that Instagram is the best dating app right there. Because again, you can say it's shallow, but right there in one place, you can see one, obviously what someone looks like, what they do, what their life is like. And also, again, there's credibility with the amount of followers you have to a degree. And so it is really, because I will say when I meet someone in real life, you know I never lead with the fact, like I do reality TV, that's why do, I'm in sales. right But then yeah, then you get their and you you know their Instagram and then they're like, oh shit, you know like what do you do? And then they're super interested and they're like, yeah, that's like, make it not a big deal at all. It's on Netflix, it's it's chill. But yeah, do I run sales sales team, like what do you do for You know what I mean? and so then Like I would say like the best because when it comes to organic recruiting in that way, I hit every single time. Like if I'm meeting someone like I met some kids playing pickleball two nights ago. Now they're, you know, we just had a call with them to like actually start working with us too. But again, yeah, meeting people organically in real life and getting their Instagram is way more powerful than just getting their phone number for sure. i won wouldn't even get their phone. I mean, get the phone number, but.
00:25:17
Speaker
Instagram is the is the best tool that people can have. And I think if you're not trying to build your page, you're you're missing out on a lot for sure. For sure. I think a Melissa, think she builts has built whole teams too off of dating apps even.
00:25:33
Speaker
No, there's a play there, dude. i was doing I first got to before the reality TV, I was doing that. um But I got banned. I got my account banned, unfortunately, so I can never have Tinder again. you won't see me on there. Thanks, buddy. Well, that's cool, man. Thanks for sharing and some of that reality TV stuff, social media.
Team Structure and Efficiency
00:25:53
Speaker
And so let's jump into on the sales side a little bit. So I guess, first of all, how big is your team out there you're running now? and i It's a little bit smaller, man. You'd be surprised. like've like Another thing we could go into for sure. We have a smaller group. you know We only have like 15 guys right now at at the moment. The market's a bit tougher to have a huge team. And I will say that as well. Isle is more of a market where you'd honestly just want to have like smaller pods in different like larger cities just because it's scarce. like It's made up of small towns and you're having to drive super far. So we don't have a super large team. But also I like that. I do actually kind of like having a more intimate team. And also we're able to have a group that we're everyone's on the same time. We're all the same speed, you know.
00:26:36
Speaker
And again, with the leverage we have, it's like we also I think a big thing is being able to say no to people. you know, because I've been a part of really great sales groups. I've been a part of really toxic sales groups. And I think more than anything, I think if you're only focused on the number of people you have, your your you're missing the point. Like your team will suffer more by having the wrong people there, even if there's more of them than having a smaller team. But, you know, the business is very healthy. Like the team is very healthy. The culture is very high. There's no politicking. So we do have a smaller, long way of answering your question. we have but a smaller group. We have 15 guys out here. And then are you guys running, doing mostly like setter closer model? You guys doing self-gen or what does that look like for your yeah team there? Setter closer.
00:27:17
Speaker
We have setters, we have closers. The good money and I was made from self-genning. So like even I, get out there and I knock doors still. yeah Yeah, that's our model out here, which i don't really know what other models are still out there, frankly. yeah Is there anyone else doing anything else besides set or closer? I mean, yeah, a lot of people, you got like Sunrun and I know Sunrun's still mostly ah self-gen. They do very little, set or closer. Just pretty much everyone comes on and learn into self-gen as quick as possible.
00:27:42
Speaker
But um yeah, I think it depends on the teams within companies. yeah Yeah. And I think, i don't know, all the bigger volume I heard, it's always set or closer. For sure. I think most people are moving towards that. And so with with the being smaller towns, so how do you guys approach that? You you all got the smaller towns together, in the blitz areas, try to stay in one central location.
00:28:04
Speaker
What's that look like? Yeah, we definitely rely very heavily on having kind of car pods, right? The idea if you know if there's a town of 500 to 1000 people, you need a closer are there and two setters with them. So it's like, here's your group. This is your, you guys are just, you're going to go out and pillage this town and that's what you're going to do. So that's pretty much how, what we rely on for the most part, just get like a high level closer and then get them a couple of setters. And they just kind of go and work through these towns. In smaller towns like this, again, in Iowa, it's very frivolous. People are not again, used to people knocking on their doors. And so you know it's very important, honestly, to have permits. Like said, I'm i'm from here. I know how people are here. People keep their cards really close to their chest. They're not not super trustworthy, frankly, of you know just people knocking on their door. And so it does require you actually doing things the right way. ah But but but you know once you do start getting that credibility and installs and people can go talk to their neighbors who their bill was negative $96 last month. I'm at that point now where like the referral game is really big, though, because people trust their friends and their family here significantly. And so if you do it the right way, you get the permits, you work,
00:29:17
Speaker
a neighborhood and you're polite to everybody and you do good business, like it will serve you for sure. So that's kind of the model. like grow like it's not It's not as much of a blitz market. as you know It really is a market where you want to just kind of be here.
00:29:29
Speaker
yeah It's like a full-time market and like really nurture the same towns, come back after you have installs in there. Yeah. Yeah, well, so yeah, because, you know, in California where I'm at, you'll go to a street and you could have nine out of time nine out of ten homes already have solar on a lot of streets.
00:29:47
Speaker
And so something I've seen, I've i've gone and blitzed in some smaller markets. You know, I went and did a blitz in like Idaho and parts of Texas, stuff like that. Yeah. And sometimes for me, the challenge was like getting on the streets where they're like, oh, i don't Not a single neighbor has solar around me.
00:30:04
Speaker
And they're like skeptical. They're like, how can I trust that? if I don't see anyone doing solar. And they're skeptical of that. That's super true. And we still run into that. I will say, though, Iowa is the market's perfect now. Again, it's not over saturated. There's also not another door to door team that is not, it's only Spartan. Spartan is like 96% of the TPOs here in Iowa. Like it's a crazy margin, but it's not so new. Like people see it going up everywhere. Like you wanna talk about the solar fields like that. It's going up everywhere people see it.
00:30:36
Speaker
you know I would say there's not a bank around here that doesn't have solar on it. And it's you know saying, and a is it fair to say the banks know a little bit about money? you know They all have solar. So people see it. Smart also has a really cool feature. They have ah an install map. So people can kind of click on it and see everything.
00:30:52
Speaker
And also on that install map, you can people can click on ah a pin of a home and it populates the homeowner's phone number. You know, if they actually as like an ambassador, so they can actually reach out to the homeowner, too. so it's a pretty cool having that yeah right there, too. But yes, you are correct. Sometimes you have people who are skeptical for sure.
00:31:13
Speaker
Yeah. So yeah, I mean, that can be good and bad because probably good because maybe it might build more curiosity. But, and you know, I've seen a lot of guys gone sometimes blitz these markets where that's the case. And a lot of instances they'll get sales, but then all of them will cancel because they're scared, skeptical.
00:31:32
Speaker
It can be really easy to, I think I had a buddy that was in, a i think he went on Blitz, Missouri. And, you know, Yeah, he got a bunch of sales, but then he said they all just can't. It was super easy to set appointments, but then they either wouldn't sign up or they would cancel just because they're so little sore or so new at the time that he's blitzing it.
00:31:50
Speaker
and so it sounds like Iowa, you probably it's not that new. Sounds like people are seeing that it's not a scam and people are doing it. But anything else you guys do to build like credibility, trust and ease those concerns that heys this isn't brand new, you're not you're not the guinea pig on this, people are doing it. um Anything else you guys are doing?
Customer Retention Challenges
00:32:12
Speaker
No, I mean, you're 100% right. like I will say one of our biggest vices for sure is our is the retention. So some of you already know that I run my own door to door sales team here in San Diego. and As we were gearing up for the summer, I realized if we do the same thing we always did, we're going to get the same results. But if I want to increase my deal flow, I need to do something different to get an advantage. Then we discovered an app called Solar Scout.
00:32:38
Speaker
But it's not a door knocking app. It's a data platform that shows us who is likely to go solar in our market. It shows us who has previously applied for solar but later canceled the deal, who has moved in recently, and even how much electricity the homes are using in a given neighborhood.
00:32:54
Speaker
It's been working for a lot of teams across the country, and now I'm on board too. I'm going to be one of the first to use Solar Scout in San Diego, so I decided to partner up. But I told them, hey, I'm going to talk about Solar Scout on my show. you need to give my listeners a great deal, and they did.
00:33:09
Speaker
So go to solarscout.app forward slash Taylor and book a demo with them, and you'll get 10% off your first month when you sign up. That's solarscout.app forward slash Taylor.
00:33:21
Speaker
Okay, back to the show. Also, again, people, for whatever reason, you say the word local and they just, they love that. They love local out here. And so when they look up Spartan Solar, you know, and it says Winter Park, Florida, they don't like that. But it's helpful, you know, having, I mean, Spartan just does have really good social proof online. i mean, like a a thousand Google reviews, 4.9 stars.
00:33:45
Speaker
you know, BBB accredited, that kind of stuff does help. But the retention still is tough, you know, but it is crazy because when I worked for, i was actually looking at this the other day, but the company I was with, Iowa Solar Pros, no joke, our retention was it was like 90%, which is unreal in solar. And the big reason was because like when people would want to cancel, like we had, again, smaller company, we're not doing hundreds of accounts, it's a small group, but, you know, the owner could literally call people up and say, hey man, like this is, again,
00:34:14
Speaker
This dude is Taylor's sad. I mean, just so good at talking to people. He's been a slurp like 12 years. But yeah, I mean, you have like the owner call you and just say, man, like everything's good. da-dada And no one would cancel like nobody canceled. It was crazy. So yeah, I mean, if you're talking about retention, he he's got the sauce. yeah Yeah, I can see that. helps Yeah, the local, local company does stuff. Yeah, referrals. I'm sure when you get when you get a referral, it's probably someone that's really solid, I would imagine. And so let's talk about that for a minute. What are you what are you guys doing to boost referrals? You have any, eat I don't know, following up with customers or any good systems processes you you guys are using out there to get more referrals? I would say again, talk about like kind of the systems I've Also, a little tidbit you know before I actually was doing that before I was doing solar, I started doing this. i kind of left for a little bit, but I actually ran up like an AI like
AI in Sales Efficiency
00:35:06
Speaker
automation business. I had like ah an online group and I worked with a lot of different businesses. And so I i' have a lot of skills in AI and and running these systems. and so you know Actually, a little bit of what I'm starting to do now is kind of pivoting a little bit more from like running a sales team full time. And I have a very, very, very cool kind of workflow like through Go High Level that I've been kind of just basically giving to to sales reps. Because again, one of the biggest things in door to door is right? Like you run an appointment. say it doesn't close, the follow-up game is atrocious in solar. Like no one talks to anybody ever again, frankly. So yeah, my system, like with the referrals and stuff, I mean, they're automatically getting texted about their project. Hey, how's everything been going? Three months after, six months after checking in hey, if anyone's kind of
00:35:54
Speaker
mentioned it to you, you know, where i you know i pay $500 kind of for ref referral for people. But yeah going back to like that system and stuff like that, the big thing is just staying top of mind for people. And it's not even always trying to sell them. you know For example, actually, over the weekend, the Fourth of July, you know i have ah in my go high level, I have every person I've ever talked to in solar ever not interested, whatever it is. And um all of them got a message on the 4th of July, you know, kind of has two little workflow branches, different messages if they're installed or closed or not interested or whatever it is, you know, i'm saying, Hey, you know, it's Logan just wants to say happy 4th of July. just want you to know company is paying 750 for anyone who is, you know, getting crushed by these similar bills and would look to switch. You know it's like that's like what I have. I mean, so that like this whole week, my calendar is actually full with just self-gens from that, from people who, again, I haven't talked to in over a year, got a text message on the, again, on Saturday about this. And so I built out a really cool, I mean, it's, it's, there's any disposition you could possibly think of for any outcome for a lead. They'll get followed up with forever about it.
00:36:53
Speaker
Until they tell you, do not text me ever again, then it will stop. right But other than that, the biggest thing is just the follow-up thing is really big. I think in solar, I think people leave way too much money on the table. I would actually argue it's probably one of the biggest gaps that most sales reps have is they they don't follow up. you know I think it is more so you should focus on the next deal for sure versus like sitting on the old stuff. But there is money there for sure. And I think it's a farce to so just completely neglect that. No, it's it's true.
00:37:21
Speaker
And door-to-door solar guys, we're notorious for just moving on to the next one, forgetting about it. I think i think a big part of it is what I see is so many door-to-door guys, we all have ADD, we're on to the next thing.
00:37:33
Speaker
And it's tough for us sit down and set up a system like that. Cracked out of Adderall and energy drinks. because They don't have time for that system. Yeah, but it's cool though. mean, I actually, yeah, i mean, I think I would get to the point where like, I mean, yeah, I could definitely kind of position myself to just do this, honestly. Like the system is not, I mean, it's crazy, you know? And I think I just kind of want to start approaching sales reps and just saying, hey, like I'll basically do all this stuff for you. And there's a ton of value in it. You know, it's like, hey, what's one deal worth to you, right? For sure.
00:38:03
Speaker
So. Yeah, yeah. No, it's huge. Well, one thing, because I have the whole high level set up too and and you know it's not as dialed as as you got. But one thing I struggle with, especially when I'm getting a lot of appointments, we do set or closer. It's like when I'm jamming at appointments, it's so hard for me to keep the focus and like go and organize this position. Manually. And then it's like when I'm getting appointments, and sometimes I'm not remembering to go and upload them into high level because you got to enter them in. So do you have any ah advice on that? Like how do you ah just get in the lead in there in the first place? Are you manually inputting it do you have like some sort of integration that's going with your door-to-door app? What's the best way you found from it?
00:38:44
Speaker
Yeah, you definitely have to be on top of it for sure. Like it has to be somewhere you do hash out the time in your day in the evening to put in your lead. And if you're on top of it, it's not crazy. Like it wouldn't even take you five minutes, you know, from the people you spoke to in the day. But I get you because a lot of people are the same way. They just they don't they forget about it and they just let it go.
00:39:03
Speaker
it it just depends on kind of so it is possible to integrate every like i don't know which i mean, legacy has canvas. I believe you still use canvas. Yeah. Mm Yeah, there is actually ways to have kind of an open API and an integration to build that out. You know, there's actually a whole company that i'm kind of starting to work with right now to do that through NZ because ni you you can connect it to where as soon as ah a leads created there, it automatically populates in the go high level. You can even make it so the disposition then on NZ then reflects on go high level and that triggers whatever that automation was. yeah So it it is possible to do it. I think the biggest reason that isn't always that doesn't always work is because you do have to have kind of like access. And obviously, all these companies, they gatekeep their data and they don't want people to go out, sell it, leave. you know So like there's merits. I get like why they don't allow like an open API. But if you're able to get it
00:39:54
Speaker
Yeah, it can be built out no problem at all. But if you don't have that, like i said, like right now, like for example, I don't have that with Spartan, you know so I am manually you know in the mornings or so just staying on top of it. But it also is pretty neat and clever because i think once people start seeing the actual the results from it and like, mean, I try text all my homeowners get that number and stuff. And so like, Yeah, it's pretty fun. You're texting people and you're like, oh shit, like yeah the message it went through. have people who literally, they don't respond to 14 of these messages and all of a sudden they're like, yeah, my my my bill is high. If you get under 120, I'll do it. And again, just like it's crazy. And actually got this idea from my buddies who are in insurance and they showed me theirs and yeah, it goes on forever. like They're never not following. It goes on forever. And think about like one two, like credit fails, right? like Imagine having an automated system to follow up with credit fails from like six months ago, 12, it's like, you the first message is like, hey you know, like doesn't, this isn't a fit right now. We'll keep the door open then you follow it up with like in a year, you know, and for some credit fields always want to do solar. It's crazy how that works. if
00:40:53
Speaker
Um, so yeah, no, but it's pretty simple. I mean, everything else is pretty hands off. Like you just have to put the lead in there pretty much. Everything else is done though for you. Yeah. And so do you set this up for your team as well? Or do you just have it?
00:41:06
Speaker
Do you have your team, you know, input their leads and then you're helping them follow up? Or are you just setting up on like an individual for you? What do you do? Yeah, it's been it's been pretty. ah now I've been doing it for people. So it's again, kind of varied by by market. you know For our team, though, it's pretty easy. you know And I've been like very cheap. I'm telling people, like I'll do it for a monthly cost. you know People are just frugal. And you know how it is. like they like yeah So like for the people on my team, like, oh, I'd rather split the commission with you. I'm like, really?
00:41:32
Speaker
Okay. like i will I win a lot more in that situation because the system works. And so like I've been doing this for 250 bucks a month. Go high level itself is 297 a month for like the middle plan. If you're if you're paying for it, as you know, and so to tell people, like you I'll do it for 247 bucks and I'll get you set up and we'll do it. so I'm like, you're getting it cheaper. Everything's done for you again. It's just it's neat because I think my value and like my value prop with it is like I have five years of selling solar and the experience there and like what top tracks need to sound like. And then actually being very proficient building out on go high level because that in and of itself is something people pay very high money for. you know Software as a service is a very big industry. And I just I think that's a huge gap in solar like no one has like the follow ups and stuff, even even Spartan. Like Spartan has all the tech in the world, but they don't have like a sales facing follow up thing. I'm just trying to present myself there now. So That's cool.
00:42:24
Speaker
The reason ask is, you know, I've been at dealers where they have like their dealer i level. And then, you know, one of the guy I follow, don't if you follow Brent Attaway, but he's good with systems like that and everything. yeah And ah when I worked with him, he would have us the entire team So we had 15, 20 guys and we were all inputting at an eye level and then he was kind of managing it. So I've seen people do that with their own teams yeah and um just try to you know maximize the leads and the follow up and things like that. But sounds like for you, it's not necessarily like you having all your teams put in the lead. You're just like, hey guys, if you want to, I'll help you out with it. Yeah, for sure. yeah And that's right. Because I also find to like, ah you know, to run it with the team, like I would do that. but you know, I find like other people
00:43:07
Speaker
Because the benefit is that like you know if we don't work together and I do it for you, like there's no like conflict of interest there. Because like say you know the the leads you're putting into that guy's go high level. you know If you were to leave, like he has like he has all of it. right I explicitly say when I'm onboarding you, use your personal email. So if like for whatever reason you know it doesn't work out for your company like this, this is your data. like this is your These are your leads. So it's kind of like you can kind of like segregate yourself from that. but Yeah, for our team at Spartan, I'm building out for closers and stuff for people who want it. And they're a gift we did i like, you can pay me a monthly fee for it or we can split the commissions 50-50. And they're like, oh, I'll just do that. I'm like but like, okay. I'll take it. I will gladly take that for sure. That's funny. That's funny. Yeah, well, so so I got to ask, you know, as we were talking about the ah reality TV show, I just reminded we have a guy on our team who he's, he yeah he lives up in Beverly Hills.
00:44:03
Speaker
So he's been in like, he gets some smaller roles on movies and stuff like that. chir And so he'll like use that sometimes. He loves talking about the movies he's been in. So he'll like show the customers and things like that.
00:44:16
Speaker
Yeah. And sometimes it actually builds some credibility because people are like, oh, wow, this guy, he's actually winning movies. Now he's out here doing doing solar. Right. Yeah. Have you noticed that at all being on reality TV? Do you ever knock a door and be like, no way.
00:44:28
Speaker
saw you on Netflix. that that That does happen sometimes. you know It's kind of like laughing. I mean, like and it's but's important though, because I will say I learned this from my, like again, the guy worked with, Jesse, his name is Jesse Goddard. He was the one who's done Big Brother and people recognize him from um like pro wrestling and American Gladiator.
00:44:45
Speaker
And it's neat, but you do find that like you will sometimes get people who like just talk to you like for that reason alone. And so you like want to make sure you you don't spend too much time there. um yeah And also, like you don't want people to sign up just for that. like i You know, me and Danny are different. Like my you know a guy around the team was like, he actually loves telling people that he's on the reality TV and stuff. And it does build credibility to a degree though. No, sir. Like, cause people don't trust you. you know, you really can say, Hey, like I will, this is like what I do like for work, but I also do this. And i have like a a social image I have to maintain. Like, it's very important that i don't, that I do actually a good job for you. Cause I have to maintain my image and things like that. So you can spin it that way. i again, don't like to do that. I should just come in there.
00:45:28
Speaker
Like I'm just there to kind of help them out with the, with the solar. But when it gets brought up again, same it kind of the same way with when you're talking people in the street, like I don't go out of my way to bring it up. Cause then when they do, if they find out themselves, they're like, Oh wow, this is like, it's guys like humble. You can bring it up. And yeah I think they like to kind of find that out and stuff too. So yeah. yeah It's funny you got different personalities and and yeah, the guy that works with us, I think he's not, he's had smaller roles, but you know, I think he just, he just loves the attention when people like realize, ah Oh, you've been with, with this actor. and it
00:46:00
Speaker
the yeah it kind i mean It is super fun. Like it's, it's definitely dopamine for sure. That is acquired when people say that. Yeah. That's awesome. Yeah, just as we start wrapping up here, Logan, last thing I wanted pick your brain about with the closing.
Effective Closing Strategies
00:46:16
Speaker
So going from South Carolina, Iowa, what are some maybe bigger closing mistakes you see? um any Any tips you'd have on just ah closing in general to help guys close more deals, actually getting to the roof?
00:46:30
Speaker
Anything that's helped you and your team a lot that you could ah share with our listeners before we start wrapping up here? Yeah, I would the big thing when you're in a home, like you are there to figure out if solar is even something that makes sense for them or not. You know, I think the pre-frame is super important.
00:46:46
Speaker
You know, everyone, i think I think between, you know, going from point A to Z during your close, I think all the middle stuff, frankly, is not as important. Like I think anyone can get kind of there, like that part done of like explaining solar. Like we obviously know all how to do that.
00:47:01
Speaker
But ah again, my you know what i've when a how I learned to close was i like Jeremy Miner. And ah you know I am not ever going to tell them that the state should this is what they have to do. I'm not explaining the features and benefits of solar panels. like We're not even there talking about solar for the most part. like I literally don't talk much about solar at all when I'm in the home. It's like, hey, why are we even here? you like What are you looking for out something like this?
00:47:26
Speaker
Have you seen your bills go up? What happens if things stay the same? You guys don't make a change. Is there anything you could do to you know keep your bills where they're at? like What happens if things don't? If the bills do keep going up, can you still afford that? like not like they're They're now thinking about what happens if I don't do this now versus like, oh, well, actually, our micro inverters are you know the best. They convert the DC to AC and like no one cares about that. like when i like When I see someone like talking about the panel manufacturer to a woman who's 70 years old. It's like, bro, she does not care. It's the same thing. Like, bro, if someone is, is fixing your toilet at your house, like you're not going to ask them like, Oh, what kind of like tubing is used for? Like, Hey, I i need you to fix the toilet. Like I don't care. Like it were like solar works great. You're going to love it.
00:48:15
Speaker
You know, it's just figuring out this is even something that is feasible for you. You know, this does not make sense for everybody. I'm not going to tell you to do it. Like, what did I get done with like everything? Like my I don't, you know, people say, you know, move the sale forward and things like du how I move the sale forward. I asked them like, Hey, what do you guys want the next steps to be? Like, where should we go from here? At that point, like if you did it the right way, they're going to say, like yeah, you know I want to kind of see if we get approved and stuff like that.
00:48:41
Speaker
you know like ah why but why like why do you want to see if you get approved? Then they tell you tell you the problem of what happens if they don't get approved. you know and Then they talk about these. So yeah, make the whole thing their idea. Make them make going solar the homeowner's idea.
00:48:55
Speaker
Don't make them feel like you convinced them to do it or else they'll cancel. it Yeah, love that. It's funny. We had a new, I did an interview last week for a new recruit we had coming in. And this, this, this guy, he'd been a engineer, I believe before.
00:49:09
Speaker
and so in the interview, I'm like, Hey, do you have any questions for me? And he's, he's like, Oh, well, I need to know what's the panel you use? What's the inverter? What's, what's this, this, this, this. And he's coming in as like a brand new setter.
00:49:22
Speaker
You don't need to know any of that shit, bro. I know. Like, dude, I've had people who like, you can tell they went on like chat GBT and were like looking up shit. And it's like, oh, like, would you even know the difference of what panel I'm using? Like, would you even know?
00:49:35
Speaker
Yeah. Dude, sometimes I'm like, yeah, i don't know. Like, it's, it works. Like, we're like, even if you know the answer to shit, like don't answer everything. Like, they don't need to know all that stuff. Like, I'm telling you, like the main, like, dude, when someone says, how does solar work to me in a home?
00:49:50
Speaker
I say that I don't explain how sunlight hits and it converts to, I literally, I say solar works great. You're going to love it. That's it. It works. and Like, what do you want to know? so that's, that's my, that's my advice for sure is don't get too into the weeds of the features and benefits in the product. Know the knowledge, but you don't need to, the homeowners don't need to know all that stuff. Exactly. Especially as a brand new setter. you know I'm sure you've seen this so many times where setters, they start to learn a little about solar and then they think they need to explain that on the doors.
00:50:19
Speaker
And all sudden, they're not setting appointments anymore. it's Yes, that's exactly. that's That's how the curve goes. like When people know nothing about solar, like when I started, bro, I was a monster on the door. Yeah, that's a great question. I had i don't want to lead you in the wrong direction. like I don't honestly even know. My God, you know, i mean, just point default every question. But once start to learn stuff, then you you know, that's then then yeah you're answering the questions too much for them. I'm just still an artist. I think there is an art to self-shining. I don't think i've mastered it yet because you do have to kind of explain things. But and then you'll be the one that kind of comes back and stuff. But um yeah, I think that's my advice for sure. Yeah.
00:50:58
Speaker
Yeah, I love that. Well, well, dude, it it's been awesome having you on. And um before we wrap up here, Logan, if guys want to, I mean, I'm sure most people are following you already, but we talked about Instagram, but any other places people want to reach out, hit you at more Instagram, the best place. Instagram is great. i'm I'm pretty active in my DMs and stuff like that. So I check those frequently, you know, big one. Yeah. I mean, if people are in, I think you know work with us cool. But I'm really bullish right now on like the AI stuff that I'm doing. So if people need kind of like that system, they're lacking that now, like I would be more than happy just to kind of help people on an individual level. I'm just kind of doing it myself. yeah One man showing it. you know So we'll be working in working together with it. so Yeah.
00:51:39
Speaker
Okay. Love it, man. Well, last question, Logan. Maybe someone that's listening is struggling. Solar, we've seen some ups and downs. The past couple of years, solar has been rough for a lot of people. A lot of people switched to different industries. um I think we're on the up and up. I'm really excited about about the future, how things are going. But what what would you say, maybe a struggling rep that's listening to this or someone that's coming to you thinking about switching, going through a hard time, what would you ah tell that rep, the rep up here?
00:52:08
Speaker
That's a really good question. You know, okay context is really important. I think the first thing for sure is like, you know, when you look at your situation, I think it be fully accountable for your own situation right now.
00:52:21
Speaker
Right. Like look at like, what can I be doing differently? If anything, before you just look to jump ship, because I think too many people, everyone knows the saying you think the grass is greener and more than most times it's not. You know, the grass is green where you water it. I would say if you're struggling, just really take inventory of like what you're doing on a day-to- day day basis for sure. And we should talk about this more. But um yeah, I mean, like i most of our trainings and stuff like that that we do here, and now like they're not about solar. We're not training about solar. We're training about things like brain chemistry and dopamine and like psilocybin. Like we're indeed word're yeah we're we're on like health and stuff. like we're We're on that time. on that time um Just take inventory of like where you're at. you know
00:53:05
Speaker
and the things that you're doing every day, because that's yeah more likely where the problem is if there's problems. So huge. And for real, I got a phone call last night from one of our reps. It's like, man, I've been in this slump. What do i do Pretty much asked me that exact same question and yeah making me tough in the moment. But that's what I told him. I'm like, OK, well, how many how many conversations are you getting? Let's look back at your numbers. And he was a little bit certain uncertain on his numbers like, oh, i don't know. Think this.
00:53:31
Speaker
So I'm like, all right, well, let's start with that. We need to send me an accountability text every day. Yeah, it's about it's about addressing the root thing. Again, yeah it's sales, right? So like the the accountability with like the numbers and stuff are super important. But yeah, man, it same thing. i think I think when people talk about like, you know if you have like acne on your face, for example, you know like people go and do a ah whole um you know skincare routine. They buy all these like products and stuff. But it's like, why is why are you getting acne in the first place? you know Typically, like there's ah the root causes of anything are usually a lot more simple than people think. like they're They're trying to overdiagnose
00:54:06
Speaker
if you're bad like What is bad or like what why are you struggling? like Is it something outside of just the sales? because ah you know Shit, are you exercising? Are you eating good food? like Morale is higher you know when you're operating on a higher frequency, for sure. And if you're in a bad frequency, I'm i' i'm a very huge believer in energy um and how your emotions actually do affect what you're doing. And I think outside of like sales, I think you need to if you you elevate yourself first in in that in that realm. by i mean By extension, those sales will all come. But if you you got to check that your energy first, for sure. Yeah, so good. Well, one more question, man, I just thought of. So speaking of AI, high level, all those things we were talking about, the follow-up.
00:54:49
Speaker
um On the flip side, you know, it's it's great to have those things, but I've seen some reps where they're like, oh you know what? Instead of going out and getting new ah new leads, I'm going to focus on the follow-up.
00:54:59
Speaker
And all of a sudden they start spending so much time in this that their results are going down. do you have any advice? How do you turn that into just like a supplement, not getting distracted, keep the main thing the main thing because its so easy to get distracted by AI and do like doing busy work, but you're not actually like you're producing less. did either i fallen i've I have fallen into that camp like time and time again. like i always i have I have done that. Yeah, you really just have to, again, look at like what is actually moving the needle for me. And you have to block out the time for it. you know
00:55:30
Speaker
that is That is first and foremost, like the most important thing. Like I said, if our only job, but the only thing we have to do is knocking doors. like Frankly, like even being in appointments, money's only being made when people are knocking doors. That's the only time money's being made. So you have to remember that's your number one priority. And again, most reps are not knocking eight hours a day. they They just aren't like you have time to do other things, but you have to make sure that the time that you're supposed to be knocking doors that you are knocking doors. That's it. you know Like that, those prime time hours, like you need to be out there and subconsciously that you do know if you're kind of just coping and you're finding something that's filling what you know you should be doing.
00:56:11
Speaker
Even though it's the harder thing. Usually making the harder choice is always a choice you're supposed to make. That's usually just the rule of thumb is if you don't want to do it, you probably should just do that. yeah yeah so Yeah. I think we've all been guilty where it's like prime time. Like, oh wait, but I need to follow up with this customer. Oh wait, but I forgot to send this text or whatever. And then yeah they can be good things like busy work, but then um you know it's so easy to let that change. take the place of what the original plan was and then you know put the main plan in the back seat so think it's something that guys need to check themselves on and pay attention to you for sure 100 so well well logan thank you so much brother it's been awesome having you on and um cool connecting about the reality tv stuff so sure guys will be excited to see on your next uh netflix series everything yes
00:57:03
Speaker
really It's been really great. I appreciate you having me for sure. Yeah, man. But yeah, i have to do this again in the future. But I hope you guys keep building the team. Keep crushing it out there in Iowa. And hopefully we don't bring the entire industry now to Iowa. I'm saying, I know. I was kind of thinking I'd bite my tongue a little bit. But I figured might as well. yeah now you're yeah I've been saying San Diego is the best market for years. And so still standing. So it'll be good. Let's go. People are going to hear But it's about a little bit actually going implement. So we'll see who wants to implement. that okay Well, I appreciate you, brother. And and yeah, I'll talk soon.
00:57:36
Speaker
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00:57:50
Speaker
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