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From the Jungles of Brazil to Leader in the Solar Industry (interview with Leo Sagebin)
38 Plays7 years ago
From the humble beginnings living in Utah from Brazil, Leo learned how to become a hustler at a young age. With the sacrifices of his parents, Leo and all of his siblings are now successful in their own career. Leo learned how to knock doors and connect with people. Leo became obsessed with sales.
Leo also shared how he took the risk from being a CEO and rolled the dice, becoming a Sales Representative for Solar company. He showed us how positioning yourself in taking the risk when an opportunity presents itself and how to take a calculated risk.
Things mentioned in this episode:
Website: https://www.lgcypower.com/
Book: The Speed of Trust
https://www.speedoftrust.com/
https://www.indeed.com
Book: Predictable Success
https://www.amazon.com/Predictable-Success-Getting-Organization-Track/dp/1626340765
Leo Sagebin:
Linkedin: https://www.linkedin.com/in/leo-sagebin-243a6241
Twitter: https://twitter.com/leosagebin
Quotable Quote:
If you have a strong foundation, you'll work harder, you'll listen better, you'll be more patient at home it'll be more patient with customers. Your ability to push forward is a lot greater than if you have a broken Foundation. So we didn't even get into much of this, but I would just import and everybody out there to focus on their personal foundation first, and then on top of that tack-on sales ability to find in all of these things that your companies teach you all the time.
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Transcript
Introduction to 'Solarpreneurs' and Alio's Journey
00:00:00
Speaker
Look, in the solar business, there's really only two types of people.
00:00:03
Speaker
There's the ones that crush it, make six, seven, and eight figures, and then there's everyone else.
00:00:08
Speaker
The question is, which one will you be?
00:00:12
Speaker
Over the last four years, we've studied the sharpest solar sales and marketing professionals and how they build multi-million dollar incomes using only the best sales and marketing strategies.
00:00:23
Speaker
So how do these solarpreneurs do what they do and what makes them so successful?
00:00:28
Speaker
This podcast is your answer.
00:00:31
Speaker
Join us and thousands of sales pros, marketers, and entrepreneurs as we take the solar industry by storm and uncover what it takes to sell more solar with less effort.
00:00:42
Speaker
Welcome to the Solarpreneur Podcast.
00:00:53
Speaker
What's going on, Solarpreneurs?
00:00:55
Speaker
I am stoked for today's episode because today we have a very special guest.
00:01:02
Speaker
His name is Alio, and correct me on your last name, is it Sejibin?
00:01:07
Speaker
Is that how you say it?
00:01:07
Speaker
Yeah, Sejibin.
00:01:09
Speaker
Sejibin, okay.
00:01:11
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Alio Sejibin, he's the Brazilian master here.
00:01:16
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Master of Brazil and he is also the regional manager and VP of sales for a legacy on the East Coast, right?
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Correct.
00:01:26
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Yeah.
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Okay.
00:01:28
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Cool.
00:01:29
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So I'm Taylor Armstrong here and we're excited to have him on.
00:01:31
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I first heard Leo at Door to Door Con in January and his story was very inspiring.
Alio's Upbringing and Family Influence
00:01:38
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Just how he kind of grew up in Brazil, moved to Utah at a young age.
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And then now he's just been dominating the solar industry and just his hard work.
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The guy's a family man.
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How many kids you got, Leo?
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Three beautiful kids.
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Three kids.
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Okay.
00:01:53
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Imagine that.
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I can barely take care of myself and do solar at the same time.
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He's managing guys and managing kids.
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So, it's awesome.
00:02:02
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So, yeah, Leo, let's hear your background story and just kind of how you got, just kind of your upbringing, how you got into solar.
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And I know you started a business at 23.
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Let's kind of hear about all that.
00:02:13
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Sure.
00:02:15
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Well, Taylor, thank you for having me on.
00:02:17
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Everyone who's on the call, thank you or will watch us at some point.
00:02:20
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I appreciate you guys taking your time here.
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I'm humbled to be on this call.
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And
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hope that you can get some type of value out of this.
00:02:26
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So as Taylor mentioned, I was born in Sao Paulo, Brazil, very humble upbringing at a young age.
00:02:32
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My mom and dad had an opportunity to move to the United States.
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So they moved to Utah when I was just a young lad many, many years ago.
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And I grew up a typical immigrant life, right?
00:02:46
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So I had
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You know, money was always a really, really hard thing for me.
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And to put that into perspective, you know, I remember at a young age, me and my brothers would, we would have to wake up at like 4 a.m.
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and we'd have to fold all the newspapers and put them in a bag.
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And then my mom and my dad would wake up after us and then they'd go deliver newspapers in Sugarhouse, Utah.
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So me and my brothers, I was probably nine or 10 at the time.
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You know, so I vividly remember things like that.
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You know, I often would have to go, I'd have to wake up early, go to school, obviously come back, go straight to soccer practice, come back from soccer practice.
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I'd go straight to Domino's Pizza, work at Domino's Pizza, get my paycheck, come back, give it to my mom and my dad so that they could pay for rent and groceries.
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And, you know, it was just that type of upbringing.
00:03:38
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But, you know, I had incredible parents who loved me dearly, who loved
00:03:43
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taught me some really important principles about, you know, where I came from and why I'm on this earth and, you know, all the important things as a, as a, as a young kid.
00:03:51
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But at a young age, I learned that, you know, I've got to go out there and kill the eat and have to be a hustler.
00:03:57
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So I'm grateful for it.
00:03:59
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I've got six brothers and sisters.
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They're I've got one brother who's a cardiothoracic heart surgeon.
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I've got another, I've got a sister who runs a huge woman's organization in Utah and
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who's on, you know, CNN and goes to the national, goes to NATO and represents these big groups.
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And Oh my gosh.
00:04:18
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Yeah.
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Just another brother who was a big tech guy and yeah, just big family all out there conquering the world.
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So as I stopped and look back at like the sacrifices of my mom and my dad,
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I'm forever humbled and grateful for everything that they provided for us.
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And, you know, everybody out there is doing their best to demonstrate their gratitude for the sacrifices of their parents.
00:04:41
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So, yeah, that's my upbringing.
Entry into Sales and Early Success
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So at the age of 19, I went and served an LDS mission for my church, went to Minnesota, which is ironic.
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So I'm from Brazil.
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I speak Portuguese, English, or the coldest place on earth.
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And there I learned some valuable lessons that I'm forever grateful as well.
00:05:01
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And one of that is how to knock doors and communicate with people.
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and persist through adversity.
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I actually met a gentleman by the name of Chris Lee, who's a big click funnel guy, QB of life.
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I met him on my mission.
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And when I got back from my mission, I was approached by all of these guys.
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Hey dude, you can make so much money.
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Just all these bros trying to recruit me.
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And I was like, well, listen, I'm dirt poor.
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I'm engaged.
00:05:29
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If I'm going to do this, I want to talk to somebody who I know and trust.
00:05:32
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I called Chris up and he sat in front of me and pitched me on an alarm pay scale.
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And it's like, man, if you sell one alarm a day, you'll make $50,000.
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That was a big thing.
00:05:41
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One a day is 50K.
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And I was like, geez, even if I do half of that, if I do a third of that, if I can come home with 10,000 bucks, it would be life changing for me and my future wife and stuff like that.
00:05:53
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And so I remember at a really, really early stage of this,
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I was like, if I'm going to do this, I'm going to be number one and I want to shatter records.
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I remember vividly thinking that if I do this, I'm going to be number one.
00:06:07
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I'm going to shatter records for this company.
Building and Transitioning Companies
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And so me and a few guys in Utah were kind of testing it out.
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And so I was like, hey, just I want to know what this is like.
00:06:16
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Let's jump in a car.
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You know, I got to knock some doors here.
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And so while we were driving, it was me, solar guys out there.
00:06:25
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We were in the car.
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Chris gave me like a rundown on the pitch, gave me a contract and a yard sign and said, okay, go out there.
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And I said, I just want to be on my own.
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I don't want anybody to shout at me.
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Let me figure this out.
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Let me stumble through this myself.
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And lo and behold, three doors later, I ran into like a borderline drunk lady who was like, yeah, I'm
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petrified of burglaries and I sold her an alarm system and I became obsessed with selling.
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I couldn't believe, and the pay skills are so bad back then.
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I couldn't believe that in an hour of work, I made $200.
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It just blew my mind, which is funny now because pay skills are so different.
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They're so much more competitive, but it absolutely blew my mind.
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And so I became obsessed with sales.
00:07:08
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I became obsessed with
00:07:11
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With everything like that.
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So me and my wife would be going out on dates and we'd have like 30 minutes beforehand.
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I'd park the car.
00:07:17
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My wife would stay in the car and I'd go out and knock doors.
00:07:18
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I just became so obsessed with it.
00:07:20
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And we started the summer.
00:07:22
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I think I had 16 preseason sales.
00:07:25
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And the closest guy, the next guy had like 80 or 70 preseason sales.
00:07:30
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So I was like starting with a massive deficit.
00:07:33
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And then we started the summer in Vegas when the economy just completely tanked.
00:07:38
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And I remember getting three sales a day, four sales a day, two sales a day, seven sales a day.
00:07:43
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And I just slowly started climbing.
00:07:45
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And then I remember the week where I was competing against that number one guy and just blew past.
00:07:50
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I think I sold 18 or 19 alarms that week and then just, just completely took over.
00:07:58
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I made, yeah, I made $278,000 that year or that in that little time period and completely changed my life.
00:08:03
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And, um,
00:08:04
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I've never looked back, man.
00:08:05
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Started my own company a few years later and it's been awesome.
00:08:08
Speaker
Wow.
00:08:09
Speaker
Yeah, that's insane.
00:08:10
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Well, thanks for sharing that.
00:08:12
Speaker
And here's the question.
00:08:13
Speaker
Were you better than Chris Lee?
00:08:15
Speaker
You beat Chris Lee.
00:08:16
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Hey, you can tell Chris Lee this.
00:08:18
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At some points, Chris Lee came and shadowed me.
00:08:21
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You can tell I told him that.
00:08:23
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All right, yeah, Chris Lee, he's a good guy.
00:08:26
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We had him on the podcast a couple months ago, and I was actually just with him in Nashville, too.
00:08:32
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We're staying in the same house there.
00:08:34
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I'm forever grateful for that man.
00:08:36
Speaker
I'm forever grateful for that man.
00:08:37
Speaker
Yeah, Chris Lee is the real deal.
00:08:40
Speaker
I like him a lot.
00:08:41
Speaker
Okay.
00:08:41
Speaker
Well, definitely let him know that you, that you trained him at some point.
00:08:48
Speaker
That's awesome.
00:08:49
Speaker
Well, that's cool.
00:08:49
Speaker
And I feel like, well, it's no coincidence.
00:08:52
Speaker
Your parents must've just taught you how to work insanely hard from a young age.
00:08:56
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Cause I mean, look at all the success you got.
00:08:59
Speaker
I know we've got some parents listening to this podcast.
00:09:01
Speaker
Was that the biggest difference?
00:09:03
Speaker
Your parents just taught you guys to work like crazy and just motivated you?
00:09:07
Speaker
Or what do you think the difference was?
00:09:09
Speaker
How come all your family is so successful now?
00:09:12
Speaker
Man, that's a good question.
00:09:13
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I, uh,
00:09:16
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Yeah, I had, man, the example of my parents is something that, you know, will forever be.
00:09:24
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you know, important in my life.
00:09:25
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And as I've got kids now, I stop and reflect about all the times that my mom and my dad would counsel me and my brothers through life.
00:09:32
Speaker
And, you know, I think we take for granted how lucky we truly are to live in an incredible country where we have just endless opportunities, you know, we literally can go and do whatever we want in this country.
00:09:45
Speaker
And, you know, there's so much bickering between politics and all this type of stuff.
00:09:50
Speaker
And there's so much pressure out there that's going on.
00:09:52
Speaker
And,
00:09:54
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at the end of the day, we do live in an incredible country with endless opportunities.
00:09:58
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And I think that, you know, my mom and dad really instilled that in us at a young age, that we can go and do anything we want to do if we go and give it our all.
00:10:06
Speaker
And I mentioned this in door to door con, my dad was always a huge believer in, in our foundation as human beings, right?
00:10:14
Speaker
Everything is built upon a foundation.
00:10:16
Speaker
Any, any,
00:10:17
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Any good man or good woman out there, if you peel back the onion long enough, you'll realize that their foundation, their core is stronger than anything else.
00:10:27
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And if we invest in that foundation, we can be extremely successful.
00:10:32
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And success is different for everybody, of course, but whatever success is for us, it just takes a super solid foundation to go out there and achieve those type of goals.
00:10:41
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So yeah, my mom and dad,
00:10:45
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spent a lot of time teaching us and mentoring us about our foundations and I'm forever grateful for that.
00:10:50
Speaker
That's awesome.
00:10:52
Speaker
Incredible.
00:10:53
Speaker
And well, yeah, you got a family super successful.
00:10:58
Speaker
Are your parents, are they like kind of, are they surprised at all that you guys have had so much success or were they like expecting that you guys would all be at this level?
00:11:07
Speaker
Yeah, I don't think so.
00:11:09
Speaker
You know, I think my mom and dad, you know, as most immigrant parents, you know, they're just, they're doing their best to.
00:11:18
Speaker
Sorry, I just got a call.
00:11:19
Speaker
Do you have me?
00:11:19
Speaker
Yeah, I'm here.
00:11:20
Speaker
Yeah, you're good.
00:11:22
Speaker
So I think my mom and dad.
00:11:23
Speaker
That's to make sure that we had our vibe, you know, and so I think in my mom and dad's eyes, they said, listen, like.
00:11:35
Speaker
our lives are dedicated to providing the best opportunity for our children here, right?
00:11:39
Speaker
And most first generation immigrants are like that.
00:11:41
Speaker
So everything that they did was for us.
00:11:43
Speaker
And I think that to pay it back to them, I think we'll each one of the Sagemans and, you know,
00:11:50
Speaker
they have this burning desire to make sure that their, that their, their legacy that they leave behind is completely ironed by the legacy that their parents built for them as well.
00:12:01
Speaker
Right.
00:12:01
Speaker
So I think we, we all have like this extra chip on our shoulders to go out there and, and make sure that our,
00:12:08
Speaker
our parents' hard work and dedication isn't in vain, you know?
00:12:11
Speaker
So if I sit down with my brother, who's a heart surgeon right now, I'm sure there were times where he wanted to give up and go do something else, but he owed it to his parents and he owed it to his brothers and sisters and he owed it to his creator to go out there and, and continue to push hard.
00:12:24
Speaker
So.
00:12:25
Speaker
Yeah, incredible.
00:12:27
Speaker
Well, I think I'm super interested in that because we actually just found out my wife's pregnant.
00:12:33
Speaker
So we're going down that road too.
00:12:36
Speaker
I guess I can say that now because we probably won't release this episode for another couple of weeks.
00:12:42
Speaker
So I'm sure we'll have announced it to the world by then, but you heard it here first.
00:12:46
Speaker
So keep it on the down low, Leo.
00:12:48
Speaker
Sure, sure.
00:12:50
Speaker
But yeah, that's incredible.
00:12:51
Speaker
And yeah, I definitely learned a lot of lessons just from how kids were raised, especially in first generation families like that coming from different countries.
00:13:00
Speaker
So super inspiring to hear that story.
00:13:02
Speaker
But let's kind of transition into how you got into solar.
00:13:07
Speaker
So I know you came from the alarm background and we've actually had a lot of successful people that came from alarms that are in solar now.
00:13:14
Speaker
Our VP of sales at my company is, do you know Rob Grimer?
00:13:18
Speaker
I shared my mission with Rob.
00:13:19
Speaker
That's what I thought, because he went to Minnesota too.
00:13:22
Speaker
Yeah, I threw my Mitch with Rob, that's crazy.
00:13:24
Speaker
Yeah, he's a good guy.
00:13:25
Speaker
I'm going to say hi.
00:13:26
Speaker
Big hug.
00:13:26
Speaker
Okay, all right.
00:13:28
Speaker
I'll give him a smack on the tush from you.
00:13:30
Speaker
Right, right.
00:13:32
Speaker
But yeah, I mean, you guys just come out, you're all workhorses, so alarms, that's kind of a common factor.
00:13:38
Speaker
We've seen these alarm guys come out and crush it in solar too.
00:13:42
Speaker
But how did you get in the solar industry, and why did you decide to leave alarms and make the switch to solar?
00:13:49
Speaker
Great, great question.
00:13:51
Speaker
So I, I worked for that original alarm company for two years.
00:13:55
Speaker
I broke, like I mentioned, I broke all the records there and, um,
00:13:59
Speaker
Became a regional manager after that point.
00:14:02
Speaker
And then the following year, there was a lot of turmoil and alarms in general in Utah.
00:14:06
Speaker
A lot of the financing companies pulled out of Utah and it put a lot of companies in a bad spot.
00:14:12
Speaker
And I kind of saw the writing on the wall with my current company.
00:14:14
Speaker
And I remember one night I sent an email out to the CEO that said, Hey, listen, I know there's a lot of stuff going on right now.
00:14:21
Speaker
I'm interested in buying your infrastructure.
00:14:23
Speaker
and starting my own alarm company with your blessing, you know, and that can protect you from X, Y, and Z. And it helped me, it'll help you and everybody wins.
00:14:30
Speaker
And ironically, he emailed me back that night and said, Hey, I'm booking you a flight to LA.
00:14:34
Speaker
Come out here and let's talk.
00:14:35
Speaker
And I flew out there and essentially inked a deal to start my own company called shield protection.
00:14:42
Speaker
So Freddie Katoda is another good, good friend of mine.
00:14:45
Speaker
He's the VP of sales for skyline alarms.
00:14:47
Speaker
And we started a company together called shield.
00:14:50
Speaker
And it was super successful, man.
00:14:53
Speaker
We had a lot of success there.
00:14:54
Speaker
A lot of the big solar names out there came from my little alarm company, Shield Protection.
00:15:01
Speaker
And so...
00:15:03
Speaker
We did alarms.
00:15:04
Speaker
We did it really well.
00:15:06
Speaker
Owned it for six years, but there was a massive, massive trend that was happening.
00:15:11
Speaker
And one thing that I'm forever, I'm extremely grateful for is the ability to kind of see trends and see, you know, the direction of things.
00:15:19
Speaker
And
00:15:20
Speaker
Alarms at the time was a massive game of cannibalism.
00:15:24
Speaker
It was a massive game of taking over each other's accounts.
00:15:27
Speaker
There wasn't a lot of growth in it.
00:15:29
Speaker
And then I saw these big players leaving the alarm industry and going into solar.
00:15:35
Speaker
And I started to dig into this, you know, this, this wave that was happening.
00:15:40
Speaker
And I became, again, just obsessed with, with all of that.
00:15:44
Speaker
Right.
00:15:44
Speaker
So here, here's a product that can save customers money.
00:15:47
Speaker
That's highly incentivized by state and federal government.
00:15:50
Speaker
That is good for the environment that has less than 1% market penetration.
00:15:54
Speaker
There's so much upside to this business that, um,
00:15:58
Speaker
I don't know if I can sit back on the sideline and allow this to happen without being a part of that.
00:16:03
Speaker
Now, keep in mind, I had a paid off house, paid off cars, paid off everything.
00:16:08
Speaker
And I had residual income from my alarm company, but we were sitting pretty good in Missouri, pretty, pretty darn good.
00:16:16
Speaker
And I remember my wife and I shared this at door to door con.
00:16:20
Speaker
I remember my wife and I, we were literally in the process of designing our dream home.
00:16:24
Speaker
It was on a lake.
00:16:25
Speaker
It was on eight acres.
00:16:26
Speaker
My wife had,
00:16:28
Speaker
like I already talked to like the contractors and everything.
00:16:32
Speaker
I remember vividly not being able to sleep one night being like, I have to get involved in this industry.
00:16:38
Speaker
Like I cannot, I will, I will forever regret my decision for settle in complacency rather than going out and really tackling this and being one of like the front runners in this new wave.
00:16:52
Speaker
And then I remember waking up and talking to my wife about it and I said, Jamie, I said, I,
00:16:57
Speaker
I will never be happy if I don't go and chase this.
00:17:01
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I've got too much experience.
00:17:02
Speaker
We're too, too poised and positioned to not go and swing at this thing.
00:17:07
Speaker
And being as supportive as she is, she said, well, Leo, I trust your judgment.
00:17:11
Speaker
And then again, I went to my, my friends and they introduced me to solar and I got connected with the current company that I'm in right now and sold my alarm company.
00:17:20
Speaker
put my house up for rent, went from being a CEO of an alarm company to being a sales representative for another company.
00:17:27
Speaker
I went back to knocking doors and that's how I got into the solar journey, man.
00:17:33
Speaker
I launched South Carolina for legacy power and went out there and
00:17:39
Speaker
Installed four megawatts or installed one megawatt in four months and had the fastest growing team and then became a regional manager and then slowly just worked up to now being the vice president of sales over everything east of the Mississippi River.
00:17:54
Speaker
So it's been a massive blessing, but it's crazy how it all happened.
00:17:57
Speaker
Yeah, that's incredible.
00:18:00
Speaker
Yeah, and I think a lot of most successful people I talk to have similar stories where they kind of had to take almost a step back to go into maybe the solar industry or a better opportunity.
00:18:11
Speaker
And I wasn't exactly the same.
00:18:13
Speaker
I mean, I came from the pest control industry and definitely wasn't a heavy hitter or anything like you guys.
00:18:19
Speaker
But yeah, I was making decent money and is what I knew how to do.
00:18:23
Speaker
Um, but yeah, for me, I just saw that a lot of my friends that were in the solar industry were knocking doors half the hours that I was and they were making double that amount.
00:18:32
Speaker
So I'm like, all right, if you're making that, then I'm going to come out and do this.
Importance of Calculated Risks and Stability
00:18:37
Speaker
But, um, yeah, it's incredible.
00:18:39
Speaker
So what would you say to those people that are afraid of taking risks?
00:18:43
Speaker
Do you think that's a big part of your success?
00:18:45
Speaker
Have you had to take a lot of risks to get to where you've gotten to today?
00:18:49
Speaker
Or is that a, I mean, any business had to take risks, right?
00:18:53
Speaker
Absolutely.
00:18:54
Speaker
I think, I think, you know, there's, there's, there's a huge, like risk is inevitable, but there's calculated risk and there's like not calculated risk.
00:19:03
Speaker
Right.
00:19:04
Speaker
I think that,
00:19:06
Speaker
You know, it's really interesting as I like look back and reflect on my life.
00:19:09
Speaker
Sometimes I get like anxiety.
00:19:11
Speaker
I'm like, I cannot believe that I made some of those choices.
00:19:15
Speaker
Like it didn't make sense, right?
00:19:17
Speaker
Like looking back, it didn't make sense.
00:19:19
Speaker
I would leave from being CEO of a relatively successful company, paid off everything and just completely rolled the dice and jumped into solar, right?
00:19:27
Speaker
Yeah, that some would view that and sometimes I do this when I'm in front of a big crowd of people and I said who would have made that decision, right?
00:19:34
Speaker
And it's interesting getting missed mixed reactions from the crowd, right?
00:19:37
Speaker
Some people live their life based on security other people live their life based on opportunity, right?
00:19:42
Speaker
Yeah, and not one or the others is right or wrong.
00:19:45
Speaker
I think to each is his own but
00:19:50
Speaker
Sorry, I just got another call there.
00:19:51
Speaker
You got me?
00:19:52
Speaker
Yeah.
00:19:52
Speaker
That happens sometimes.
00:19:53
Speaker
My phone never stops.
00:19:56
Speaker
I think calculated risk is a very, very important part of success, right?
00:20:04
Speaker
But I think there's ways to position yourself
00:20:07
Speaker
to really put yourself in the most optimal position to take risk.
00:20:10
Speaker
Right.
00:20:11
Speaker
And during door to door con, I spoke a lot about our, our personal foundations.
00:20:15
Speaker
Well, a big part of that is making sure that your finances in order, right?
00:20:19
Speaker
So for everyone that's hearing this, put yourself in the situation.
00:20:23
Speaker
One situation is you have $50,000 savings.
00:20:26
Speaker
All of your bills are in, are in line.
00:20:28
Speaker
You've got good amount of money coming in and, um, an opportunity presents itself.
00:20:34
Speaker
put that same situation where you're $30,000 in the negative, you don't know how you're gonna pay your next month's rent, and an opportunity presents itself.
00:20:45
Speaker
The opportunity is the same, but how we decide on what to do with that opportunity is polar different based on our situation, right?
00:20:55
Speaker
And so I'm a huge believer in putting ourselves in the best opportunity to take calculated risk.
00:21:02
Speaker
So when my wife and I decided to go out there and jump in the solar, you know, we had our finances in order, our relationship was aligned, our spiritual and healthy well-being were all aligned.
00:21:15
Speaker
So that what some would consider a risky decision was actually very calculated.
00:21:21
Speaker
And we were able to go and do that and be extremely successful.
00:21:25
Speaker
Now,
00:21:27
Speaker
I'm not trying to say that you have to be completely like stable to make any of these types of decisions.
00:21:33
Speaker
No.
00:21:35
Speaker
But it does help.
00:21:36
Speaker
It does help a lot of times.
00:21:38
Speaker
Right.
00:21:38
Speaker
But if you're planning on jumping in solar and you might not be in that same type of situation, I would hope that the leaders that you're going to go work with have a plan in place to help you get on track to make sure that you're positioned the right way.
00:21:49
Speaker
I think that's where leadership comes into play because not everybody is,
00:21:52
Speaker
is in the same situation that I was in when I jumped into solar.
00:21:55
Speaker
But hopefully, these solar companies that are all around there, they have people in place that can help others make that transition as seamlessly as possible.
00:22:04
Speaker
Yeah.
00:22:05
Speaker
I agree with all that.
00:22:06
Speaker
And something I would add to that too, for all our solopreneurs is just look for people like Leo or look for people that you want to be mentored by and go work with those people too.
00:22:17
Speaker
Because I know there's lots of solar companies out there.
00:22:20
Speaker
Maybe some pay more than others, but really if you're not growing, even if they have the best pay structure, if they have crappy leaders and they're not people that you want to be mentored by, then I think that's almost taking a step back too.
00:22:33
Speaker
Yeah.
00:22:34
Speaker
Yeah.
00:22:35
Speaker
So for those that are looking for better opportunities, go look for guys like Leo or people that are crushing it in the industry and go work with them.
00:22:42
Speaker
Even maybe if it means that you have to take a step back like Leo did, go start as a door knocker.
00:22:49
Speaker
And so for you, Leo, I know you started from bottom of the totem pole again.
00:22:52
Speaker
How fast was that transition?
00:23:00
Speaker
from knocking doors again to now being like, um, your VP on the East coast.
00:23:05
Speaker
So I still knock on doors.
00:23:06
Speaker
I was on doors on Saturday with a bunch of sales reps.
00:23:10
Speaker
I try to never detach myself from that.
00:23:12
Speaker
I believe that's the most important thing that anybody can do, regardless of what your title is, regardless of what your position is.
00:23:19
Speaker
You should always be knocking on doors.
00:23:21
Speaker
One is to stay relevant, understanding the process, understanding, you know,
00:23:26
Speaker
where sales reps concerns are.
00:23:27
Speaker
We can't become so detached
Growth in Solar Industry and Leadership
00:23:29
Speaker
from that.
00:23:29
Speaker
I think that's, you know, critical, but I started, I started there in South Carolina, I believe it was June of 2015.
00:23:38
Speaker
And then we quickly turned into the number one office for, for my company.
00:23:44
Speaker
And then we broke off.
00:23:46
Speaker
So I've got a philosophy, which is growth over margins.
00:23:49
Speaker
I won't dive into that too much.
00:23:50
Speaker
That's probably another topic there, but there's a variety of ways on building.
00:23:54
Speaker
Right.
00:23:55
Speaker
One way is there's a philosophy out there that, you know, and we've all ran into these individuals who they everything that they're worried about is margin.
00:24:03
Speaker
They just want margin, margin, margin, margin.
00:24:06
Speaker
Well, I'm the polar opposite of that.
00:24:08
Speaker
I would rather give out margin for growth.
00:24:11
Speaker
To me, at the end of the day, the most important thing is to grow.
00:24:15
Speaker
It's not having a little and making a lot.
00:24:17
Speaker
It's to make a little over a lot, right?
00:24:20
Speaker
That philosophy to me is the way that you expand, you gain influence, your company grows, culture grows.
00:24:26
Speaker
It's strong momentum is strong.
00:24:28
Speaker
You slowly turn into a monster, right?
00:24:31
Speaker
Based on the philosophy of growth over margin.
00:24:33
Speaker
So if you ever rub shoulders with me, you know, I'm constantly pushing growth over margin philosophy.
00:24:38
Speaker
Leaders that give, leaders that assist and have an abundance mentality.
00:24:44
Speaker
are usually the leaders that have massive organizations with them.
00:24:49
Speaker
It's because they are familiar with that philosophy.
00:24:52
Speaker
So we had that philosophy.
00:24:54
Speaker
I'm a big believer in that.
00:24:55
Speaker
In South Carolina, we launched.
00:24:57
Speaker
I pushed Margin to the right people.
00:24:58
Speaker
Jory Sullivan's a massive name in the industry now, one of my regional managers, a variety of other people to come and help build.
00:25:04
Speaker
I pushed Margin out there and we slowly went out there and built a massive organization.
00:25:10
Speaker
So it took me, I think,
00:25:13
Speaker
a year, maybe eight or nine months until I was promoted to being a regional manager.
00:25:17
Speaker
At that point, I oversaw New Jersey and South Carolina.
00:25:21
Speaker
And then it was probably five or six months after that, that was promoted over all of the East Coast.
00:25:26
Speaker
And so that goes from Vermont all the way down to Florida.
00:25:30
Speaker
We recently launched Illinois.
00:25:31
Speaker
So my family and I moved out here, but I'm on a flight every single week visiting teams and knocking on doors and training and recruiting and putting out fires and helping out with
00:25:41
Speaker
our partner relationship with Sunrun and so forth.
00:25:44
Speaker
So it's been big, but it's been, it's been awesome.
00:25:47
Speaker
And again, I, I attribute that not to my own, not to my own stuff, but more just, you know, working relentlessly hard, recruiting training and, and being positions to be being, being well positioned financially, emotionally and everything to go and help others grow and achieve their goals.
00:26:07
Speaker
So.
00:26:08
Speaker
Wow.
00:26:08
Speaker
Yeah.
00:26:09
Speaker
Explosive growth.
00:26:10
Speaker
Listen to that.
00:26:11
Speaker
So eight, nine months regional manager, and then growing it into an empire.
00:26:14
Speaker
That's incredible, man.
00:26:16
Speaker
So shout out to your team and your guys for that.
00:26:20
Speaker
What, so was it more recruiting?
00:26:24
Speaker
I guess how many, did you start with just a couple of guys and then grow it into all these different offices or how did you build it up to so many guys?
00:26:34
Speaker
Yeah.
00:26:34
Speaker
So.
00:26:39
Speaker
There was, there were, there were leaf speech, right?
00:26:41
Speaker
the company that I worked for was a functioning company before I had got there, right?
00:26:44
Speaker
I got in a year into its inception.
00:26:48
Speaker
But a lot of it was, you know, you're going to have attrition from leaders, right?
00:26:51
Speaker
You're going to grow, you're going to like outgrow some territory.
00:26:54
Speaker
Like South Carolina, we got to the point we had 80 salespeople in South Carolina doing massive volume.
00:27:00
Speaker
I think we were installing four megawatts a month in South Carolina.
00:27:04
Speaker
And naturally we had to like shift people around.
00:27:06
Speaker
So it gets to a point where you reach explosive growth.
00:27:10
Speaker
and you have to in order to keep growing you have to start expanding territory and you start becoming a little strategic with where you position people and so forth and so we experience explosive growth and naturally just got pushed into more and more territory which was Maryland and New Jersey and so forth and and by the law of attrition some leaders fell out and so forth and so a lot of it was positioning a lot of it was just growth and a lot of it was was influence right I believe that
00:27:38
Speaker
you know, one of the hardest things I think in this industry for, for a lot of people is, is working for someone that, that they may or may not respect.
00:27:47
Speaker
Right.
00:27:48
Speaker
There's a book called the speed of trust, which is an awesome book.
00:27:51
Speaker
I highly recommend people reading it, but cool.
00:27:54
Speaker
You know,
00:27:55
Speaker
Warren Buffett can go and ink a deal with McDonald's and it would probably take them five minutes to ink that deal because there's so much trust with Warren Buffett.
00:28:07
Speaker
The amount of money that's saved there, the amount of attorneys and the amount of bull crap that they avoid simply by the integrity of the man and the history of Warren Buffett.
00:28:19
Speaker
Sorry, I just got another call there.
00:28:20
Speaker
Sorry.
00:28:21
Speaker
That it's so easy to ink that deal.
00:28:25
Speaker
And then you flip that on the other spectrum is that, you know, when people don't know each other, when there's not a lot of trust, when there's not a lot of background, when there's a lot of variety of things, that trust is
00:28:36
Speaker
It's not there.
00:28:37
Speaker
So it's very slow and it's very expensive.
00:28:39
Speaker
It takes a lot of money and attorneys and this and that.
00:28:41
Speaker
Yeah.
00:28:42
Speaker
And how does one get to the point where they're trusted by others?
00:28:46
Speaker
Right.
00:28:46
Speaker
That's the question.
00:28:47
Speaker
Right.
00:28:47
Speaker
How do you get to a place where when if you're if you're placing a place, a position or whatever that people trust you, they admire you and they want to go and work.
00:28:57
Speaker
Well, a lot of that has to do with your personal volume, right?
00:29:00
Speaker
Like what have you personally done?
00:29:03
Speaker
Have you been able to grow organizations?
00:29:05
Speaker
Do you bring value?
00:29:06
Speaker
Are you someone of integrity?
00:29:08
Speaker
Do you care about individuals?
00:29:10
Speaker
Like all of those things go into play.
00:29:12
Speaker
And so again, I'm grateful for the opportunity I had in South Carolina because I believe a lot of the questions that might've been asked in this situation were avoided because of,
00:29:23
Speaker
the production that we did in South Carolina, both personally and as an office.
00:29:28
Speaker
So when I did get promoted and so forth, I believe that I was received with open arms from the current leaders in those positions.
00:29:35
Speaker
Wow, incredible.
00:29:36
Speaker
And that's the beauty of the industry, in my opinion, is that anyone can come in here and do the things needed to kind of gain that credibility or that trust.
00:29:46
Speaker
Like right now, I handle a lot of the recruiting for my company and
00:29:50
Speaker
We have guys that come in that have been in the sales industry and different types of jobs.
00:29:55
Speaker
A lot of them just come in from Indeed or the job posting sites, whatever.
00:29:58
Speaker
So some of them come in and think they're heavy hitters and all that.
00:30:01
Speaker
And they want to be, they want to start managing the team.
00:30:04
Speaker
And I'm like, look, man, come in and gain the trust first, show that you can lead by example.
00:30:10
Speaker
And,
00:30:11
Speaker
start pushing some deals through and that's how you're going to get to the management and they're like oh but I have all this experience and I'm like well yeah but if we put you in as a manager right away then then how are you going to have that trust no one's going to see that you put in the effort to get there
00:30:26
Speaker
So I think it's huge that people can come in and do that.
00:30:30
Speaker
But like you've said, I'm sure you've experienced a lot of growing pains as well.
00:30:35
Speaker
So what were some of the growing that fast?
00:30:37
Speaker
I mean, I know there's probably a lot of issues that you had to tackle.
00:30:40
Speaker
What were some of the growing pains that you guys experienced?
00:30:43
Speaker
And what did you do to resolve the things in the early stages?
Managing Growth and Business Challenges
00:30:49
Speaker
Yeah, good question.
00:30:50
Speaker
So yeah, with any type of hyper growth, you're going to deal with friction.
00:30:54
Speaker
And that's, that's a beauty of business, right?
00:30:57
Speaker
So I think number one is just, um, as you think about trial, and again, this goes back to my door to door concept, but when you think of trial and tribulation, that's an inevitable part of business.
00:31:09
Speaker
Right.
00:31:09
Speaker
It's going to experience that.
00:31:11
Speaker
If you're a leader, you're going to experience, you know, a lot of pressure and so forth.
00:31:15
Speaker
And so hyper growth, it solves one problem, but it creates other problems.
00:31:20
Speaker
Right.
00:31:20
Speaker
And so I think one of the problems that we experienced, you know, in, in, on the East coast is,
00:31:26
Speaker
having the systems in place to make sure that a guy from Craigslist or a guy from McDonald's can go into our program and in a week be relatively successful and door to door.
00:31:38
Speaker
Right.
00:31:39
Speaker
And so having that.
00:31:41
Speaker
Yeah.
00:31:42
Speaker
create the least amount of friction for a sales representative to go through one channel and out the other channel be successful was was was a process right and we're dealing with you know at this point the company is is very big you know it's not as fluid as it usually was right where the ceo is making all these decisions now there's people in place to make decisions so there's again there's another book called um
00:32:06
Speaker
I forgot it.
00:32:07
Speaker
I'll mention it later, but it essentially talks about the evolution of business and you hit what's called white water at times where, you know, when you first start a business, it's fun and exciting and there's all sorts of momentum and you're like, it's very, you know, from the ground up and, and there's a lot of fun there.
00:32:23
Speaker
Right.
00:32:24
Speaker
Yeah.
00:32:24
Speaker
But then as you evolve as a business, you need to start because of all the growth and all the strong culture that's being created, you have to start putting systems in place to make sure that the chaos is somewhat organized.
00:32:36
Speaker
And then once you put in the systems, it kind of gets rid of some of the fun.
00:32:39
Speaker
You know, what could have, what would have gone straight to the CEO and it would have been a simple yes or no, now has to go through the marketing department, which then has to go to the financial department, which then has to go to sales, has to be approved by all the departments for then it's happened and kind of slows things down.
00:32:52
Speaker
And in this book, it's called predictable success is the book.
00:32:55
Speaker
It's called white waters.
00:32:57
Speaker
And you'll experience a lot of attrition.
00:33:00
Speaker
A lot of salespeople will leave during that time.
00:33:03
Speaker
Oh, it's not what it used to be.
00:33:05
Speaker
Let's bring the fun back.
00:33:06
Speaker
Let's do this.
00:33:07
Speaker
Let's do that.
00:33:07
Speaker
At the end of the day, these systems and these processes are what take
00:33:15
Speaker
sorry, I just got another call there, are what take what's called predictable success.
00:33:20
Speaker
And every business wants to get to the point of predictable success.
00:33:24
Speaker
When you can call your business, you've got metrics in place, you know, the, the, the,
00:33:30
Speaker
the levers to pull to control your business in order to have a longterm sustainable business, you have to get to predictable success.
00:33:36
Speaker
And so on the East coast, we hit some white waters where it was fun.
00:33:41
Speaker
It was growing.
00:33:41
Speaker
Culture was strong.
00:33:42
Speaker
We recruited a ton of people.
00:33:44
Speaker
We had five, 600 sales representatives on the East coast and, and we had to set up, you know, and this is right when I got into it.
00:33:51
Speaker
So I had to come up with, you know,
00:33:55
Speaker
a leadership chart where I had to create regional managers.
00:33:59
Speaker
And then we had to create responsibilities and, and, and all these systems for regional managers, pay structures and bonuses and all that stuff to make it make sense for them.
00:34:09
Speaker
Then we had to do the same thing with managers, management, assistant managers, different roles and responsibilities, who reports to who, and then linking that up with our partner, which was sun run, which is sun run and making sure that all chains of communication is happening.
00:34:24
Speaker
Um,
00:34:25
Speaker
across the board.
00:34:26
Speaker
I mean, that's, that's a huge task.
00:34:27
Speaker
It's a huge, huge undertaking.
00:34:29
Speaker
And, and of course you're going to hit turbulence there when you're dealing with sales representatives who are commission only.
00:34:35
Speaker
So dealing with that was, was eventful to say the least, but we got through it.
00:34:40
Speaker
We got the systems, we got better and all of this helped us grow as leaders.
00:34:45
Speaker
And it's been, it's been cool.
00:34:46
Speaker
And now we're, we're reaping the reward of those systems, but with all systems, you have to refine it and you'll deal with, you know, growth all the time.
00:34:53
Speaker
So.
00:34:54
Speaker
Yeah.
00:34:55
Speaker
Wow.
00:34:55
Speaker
Incredible.
00:34:56
Speaker
Well, yeah, you guys have definitely had some crazy growth.
00:34:59
Speaker
And are you still continuing to grow at the level that you were before?
00:35:03
Speaker
Has growth slowed or what's kind of your vision for the future?
00:35:07
Speaker
Yeah.
00:35:07
Speaker
So winter is always, you know, an interesting time in, in, on the, in the Northeast, right?
00:35:11
Speaker
California, you guys don't experience this like we do.
00:35:13
Speaker
We have a incredibly harsh winter, especially in Illinois, we had a negative 40 degrees.
00:35:20
Speaker
Oh yeah.
00:35:21
Speaker
That's going to stifle some growth, but I believe overall, you know, we're, we're growing and we're growing rapidly here.
00:35:28
Speaker
And, you know, as mentioned, you know, with, with growth comes different types of struggles.
00:35:32
Speaker
We're launching new markets, new products, new services.
00:35:35
Speaker
We're,
00:35:36
Speaker
we're constantly fine tuning our leadership program and we're constantly bettering, you know, different things.
00:35:43
Speaker
One thing I've noticed, it's never perfect.
00:35:46
Speaker
It will never be perfect.
00:35:47
Speaker
Right.
00:35:47
Speaker
If you're a leader, like you can never sit back and back, huh, the castle is built.
00:35:52
Speaker
I can, I can fold my arms down and enjoy the castle.
00:35:55
Speaker
There's always pieces of the castle that are going to be broken.
00:35:58
Speaker
That's what leadership is.
00:35:59
Speaker
It's always solving things, whether in your personal life or in the lives of other people or organizations.
00:36:05
Speaker
And so,
00:36:06
Speaker
Yeah, when one problem is solved, another problem arises.
00:36:09
Speaker
And that's what excites me about business, though, right?
00:36:11
Speaker
That's the fun part of business, right?
00:36:14
Speaker
It's constantly evolving it.
00:36:16
Speaker
But we're growing steady and strong.
00:36:19
Speaker
You know, we, as I mentioned, we've launched multiple states.
00:36:23
Speaker
And, you know, once we figure out the utility and states and all this type of stuff, then other utilities open up.
00:36:31
Speaker
And so it's constantly changing.
00:36:32
Speaker
And it's been fun.
00:36:34
Speaker
Yeah, that's awesome.
00:36:36
Speaker
Well, Leo, I know we barely scratched the surface on what we can learn from you, but it's been incredible to chat with you and learn from your experiences.
00:36:45
Speaker
Where can people find more about you and what you're doing and I guess your company?
00:36:53
Speaker
Sorry, say that one more time.
00:36:54
Speaker
You kind of chop in there.
00:36:56
Speaker
Okay.
00:36:56
Speaker
I just said, where can people find out more about you and what you're doing and then also your company?
00:37:04
Speaker
Yeah, I'm on social media.
00:37:06
Speaker
I'm not like, if you jump on my Facebook page, my Instagram page, you'll mostly see a lot of my family stuff.
00:37:11
Speaker
People are more than welcome to follow me on Facebook and Instagram.
00:37:16
Speaker
And, you know, my company is lgcypower.com.
00:37:20
Speaker
It's been great.
00:37:20
Speaker
There's a lot of great companies out there.
00:37:22
Speaker
So I don't want to put a huge plug in for my company.
00:37:25
Speaker
I would just say...
00:37:27
Speaker
Solar in general for anyone that's listening solar in general is a phenomenal opportunity whether that's whether we're blessed To have you with my company or a variety of other companies out there.
00:37:37
Speaker
It's an awesome opportunity for anybody out there I would if I were you or anybody I would align myself with a company that has my same philosophy and a company that's going to help me become a happier individual that at the end of the day you guys we have a Certain amount of time here on this earth.
00:37:54
Speaker
We have a certain amount of time within an industry
00:37:57
Speaker
And at the end of that time period, we want to make sure that we've become better.
00:38:00
Speaker
We want to make sure that we are financially more sound, that we've done something good for, for the inhabitants of humanity.
00:38:07
Speaker
And, and if, if you can link up with a company that delivers on all those fronts, then you're blessed.
00:38:11
Speaker
Right.
00:38:12
Speaker
And so again, um, if anyone's interested or if I can help out in any way possible,
00:38:18
Speaker
My name's Leo Sageman.
00:38:19
Speaker
Phone number is 801-815-0621.
00:38:22
Speaker
Call me, text me anytime.
00:38:23
Speaker
I've got zero agenda other than just try to help people.
00:38:27
Speaker
Awesome.
00:38:28
Speaker
Well, very giving.
00:38:28
Speaker
Anyone that puts their phone number out on the show, that's, you know, they're giving because you're at risk of getting a thousand text messages.
00:38:37
Speaker
But we don't have quite that many listeners yet, but I'm sure we'll grow it up to that many.
00:38:41
Speaker
But Leo, it's been awesome having me on the show.
00:38:43
Speaker
And then the last question I had for you is just, what would you say is the number one biggest difference between your top reps, your successful guys versus the
00:38:53
Speaker
low producers.
00:38:54
Speaker
I know you've managed a ton of guys.
00:38:56
Speaker
What's been the biggest difference that you've seen?
00:38:59
Speaker
The biggest difference I will say is people's personal foundations.
00:39:03
Speaker
If you have a super strong foundation, you guys, you can go and achieve anything.
00:39:08
Speaker
If you have a strong foundation, you'll work harder.
00:39:11
Speaker
You'll listen better.
00:39:12
Speaker
You'll be more patient at home.
00:39:13
Speaker
You'll be more patient with customers.
00:39:16
Speaker
Your, your, your ability to, to,
00:39:20
Speaker
push forward is a lot greater than if you have a broken foundation.
00:39:24
Speaker
So we didn't even get into much of this, but I would just implore everybody out there to focus on their personal foundation first.
00:39:33
Speaker
And then on top of that, tackle on sales ability, finance, all these things that your companies teach you all the time.
00:39:41
Speaker
I think that's incredible.
00:39:43
Speaker
The guys that are able to go out there and make real money in this industry is because they have an
00:39:48
Speaker
unwavering ability to persevere through, through hardships.
00:39:52
Speaker
And there comes a time in door to door, there comes a time in solar where you break past a wall or a lid and you make more money than you could ever have thought.
00:40:00
Speaker
But it takes a lot of perseverance to get to that point.
00:40:03
Speaker
And you can only persevere with a strong foundation.
00:40:06
Speaker
That's incredible.
00:40:07
Speaker
Awesome.
00:40:08
Speaker
Awesome.
00:40:09
Speaker
Well, thanks again for your secrets, for your tips, Leo.
00:40:12
Speaker
Incredible advice, suggestions you've given us today.
00:40:15
Speaker
And hopefully we're going to have you on the podcast in the future and dive deeper into some of this other stuff.
00:40:19
Speaker
But yeah, thanks again for everything you've shared.
00:40:23
Speaker
We're going to link to your social media and all that.
00:40:26
Speaker
So hopefully people can follow and give Leo some love.
00:40:28
Speaker
Give him a shout out if you heard this.
00:40:30
Speaker
And we'll definitely support you in any way we can as well, Leo.
00:40:33
Speaker
So thanks for sharing with our solopreneurs today.
00:40:36
Speaker
We'll talk to you soon.
00:40:38
Speaker
Thank you.
00:40:38
Speaker
Have a good one.
00:40:38
Speaker
Bye.
00:40:39
Speaker
Thanks, Bill.
00:40:41
Speaker
Hey, Solopreneurs, hopefully you enjoyed the episode with our Brazilian friend and solar master, Leo Sageman.
00:40:48
Speaker
Go ahead and give him a like on Facebook, hit him up and let him know you appreciated him coming on the show.
00:40:54
Speaker
For next week, we're going to have someone that I would consider the godfather of solar lead generation.
00:41:01
Speaker
If you've been in solar for any time at all, you're going to have seen this guy's ads.
00:41:06
Speaker
His name is Bill Murphy.
00:41:08
Speaker
He is the beast of lead generation.
00:41:11
Speaker
He is the master of solar legion.
00:41:14
Speaker
So do not miss his words of wisdom on next week's episode.
00:41:19
Speaker
You're not going to want to miss what he has coming up with a live event as well.
00:41:23
Speaker
Tune in next week.
00:41:24
Speaker
And once again, let us know your thoughts.
00:41:26
Speaker
Let us know what you think as far as topics and suggestions for future episodes.
00:41:32
Speaker
And with that, we will see you next week.
00:41:35
Speaker
Peace.
00:41:36
Speaker
Wow, what another amazing episode of the Solarpreneur Podcast.
00:41:41
Speaker
Now, before we take off here, do us a favor and go leave an honest review on your platform of choice or wherever you're listening to this podcast.
00:41:49
Speaker
It helps us get the word out about the Solarpreneur movement and impact more entrepreneurs, sales professionals, and marketers just like you.
00:41:58
Speaker
And hey, don't forget to head over to Facebook and join the Solarpreneur group for more daily content
00:42:04
Speaker
That's going to impact you and help you take your sales game to the next level.
00:42:08
Speaker
See you guys in the next episode.