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How to Dominate with Blitzes in Solar - Nick Finger
111 Plays3 years ago
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Transcript
Introduction to Taylor Armstrong's Success
00:00:03
Speaker
Welcome to the Solarpreneur Podcast where we teach you to take your solar business to the next level.
00:00:08
Speaker
My name is Taylor Armstrong.
00:00:10
Speaker
I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
00:00:19
Speaker
I teach you to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro and closing more deals.
00:00:31
Speaker
What is a Solarpreneur you might ask?
00:00:33
Speaker
A Solarpreneur is a new breed of Solar Pro that is willing to do whatever it takes to achieve mastery and you are about to become one.
00:00:42
Speaker
All right, what's going on everybody?
00:00:44
Speaker
I am stoked for
What is a Solarpreneur?
00:00:45
Speaker
this podcast.
00:00:45
Speaker
We got the one, the only Mr. Nick Finger on the show.
00:00:48
Speaker
Thanks for hopping on the show with us today, Nick.
00:00:50
Speaker
Dude, blessed to be on, man.
00:00:52
Speaker
I feel like I made it now.
00:00:54
Speaker
I know, we were just joking before this.
00:00:55
Speaker
We were here at his WeWork office and you've been paying for this, what, for a year or something?
00:01:00
Speaker
Yeah, like five months.
00:01:02
Speaker
Okay.
00:01:02
Speaker
Like second time being here.
00:01:03
Speaker
Yeah.
00:01:05
Speaker
So yeah, I think the only reason you got this place is for the podcast.
00:01:08
Speaker
You just wanted to be on the Solar Printer podcast.
00:01:10
Speaker
You know, it was just like, you know, I knew one day Taylor would hit the DMs and be like, do you want to be on?
00:01:16
Speaker
And so I had to be prepared for that moment, man.
00:01:18
Speaker
Yeah, that's how you do it.
00:01:19
Speaker
So anyone who wants to pay for a studio for five months and only use it twice, let's turn it into a podcast studio.
00:01:24
Speaker
Might as well, right?
00:01:25
Speaker
Let's run it.
00:01:26
Speaker
But no, I'm excited to be on with you, Nick, because you've been leading
Nick Finger's Sales Model & Solar Journey
00:01:30
Speaker
us.
00:01:30
Speaker
We're both in the Noxstar competition together.
00:01:32
Speaker
And
00:01:33
Speaker
Nick is just throwing down deals, leading from the front.
00:01:36
Speaker
Was it number 20 you just got on the month?
00:01:38
Speaker
Yes, dude.
00:01:39
Speaker
Yesterday, 20 on the month, and it was my own house.
00:01:43
Speaker
That's the way to do it.
00:01:44
Speaker
Save it for the competition.
00:01:45
Speaker
Let's go.
00:01:46
Speaker
Yeah, man.
00:01:47
Speaker
Exciting stuff, man.
00:01:48
Speaker
The competition is fun, man.
00:01:49
Speaker
It's been fun.
00:01:50
Speaker
Yeah, so it's been awesome seeing you just, you know, lead from the front, throw down a ton of deals.
00:01:55
Speaker
And that's what we're going to be getting into today is Nick, he has kind of a unique model that I don't see a ton of people doing.
00:02:00
Speaker
I think more and more we're seeing it, but you guys, you run blitzes.
00:02:04
Speaker
You have kind of the secret formula, it seems like, to close a ton of deals.
00:02:07
Speaker
And I was just asking you, I'm like, bro, what are you doing to close so many deals?
00:02:10
Speaker
And then you started telling me about this and I'm like, man, we got to turn this into a podcast.
00:02:14
Speaker
So yeah, bro.
00:02:16
Speaker
Yeah.
00:02:17
Speaker
Excited to get into it, man.
00:02:18
Speaker
The Blitz model is a unique one for sure.
00:02:20
Speaker
It's one of our uniques as an organization and we're definitely making a splash with it.
00:02:24
Speaker
Yeah.
00:02:25
Speaker
So excited to hear all about it.
00:02:26
Speaker
But first, typical stuff.
00:02:27
Speaker
Do you want to tell me for those that haven't heard you?
00:02:30
Speaker
I don't know how you haven't heard of Nick, if you haven't, but do you want to tell maybe for our listeners kind of how you got into solar and that whole story and everything?
00:02:37
Speaker
Yeah, you know, I think people get into the solar industry one or two ways.
00:02:42
Speaker
More and more often now today, people are getting into the solar industry because they know it's just like the premier industry to be in if you're in direct sales or if you're in sales in general, or they just stumble into it.
00:02:54
Speaker
And so, you know, going on eight years ago now, it was probably more people stumbled into it.
00:02:59
Speaker
You know, it wasn't much going on or a lot of buzz happening.
00:03:02
Speaker
about the solar industry, at least from what I remember, I stumbled into the solar industry for sure, man.
00:03:09
Speaker
And it just absolutely changed my life forever, man.
00:03:13
Speaker
So I've been in solar now going on eight years.
00:03:16
Speaker
And, you know, actually, I was coming off a string of losses, man.
00:03:20
Speaker
You know, for me, when I grew up, I was a football player.
00:03:24
Speaker
That's what I was passionate about.
00:03:25
Speaker
That was like my big why.
00:03:26
Speaker
Yeah.
00:03:27
Speaker
a lot of talent there a lot of unrealized talent you know i i won at high school didn't have the grades to go d1 i was getting recruited by a bunch of d1 schools uh but didn't meet the clearinghouse the ncaa ncaa clearinghouse which i had no idea what that was uh until my the end of my junior year uh when i was getting a lot of buzz uh in in colleges trying to recruit me and talking you know looking for my transcripts and they said hey you're not going to be able to play d1 if you don't meet the clearinghouse and i was like what
00:03:55
Speaker
the hell is that?
00:03:56
Speaker
What do you mean?
00:03:57
Speaker
I got to, of course I can play, you know what I mean?
00:03:59
Speaker
And, uh, you know, ended up playing D2, uh, football, but actually didn't finish school.
00:04:03
Speaker
Had some trauma happened when I was young and, you know, and, uh, ended up not finishing school.
00:04:08
Speaker
And then I was just trying to figure it out, got into the service industry.
00:04:10
Speaker
It was just, you know, serving food at different restaurants, Applebee's, Buffalo Wild Wings, uh, you know, the Heart Rock Cafe.
00:04:18
Speaker
And then,
00:04:19
Speaker
wanted to transition into like more of a career, if you may, and got an opportunity.
00:04:24
Speaker
Actually, my aunt, who's a guardian angel in my life, she got me an opportunity, got me an interview to potentially work at a retail insurance brokerage, insurance brokerage, selling commercial insurance, actually, but really more in an admin role as an account assistant.
00:04:40
Speaker
This is up in the Bay
Nick's Career Struggles and Solar Success
00:04:41
Speaker
Area.
00:04:41
Speaker
And so crushed the interview.
00:04:43
Speaker
You know, in order to get that job, you have to have a degree.
00:04:47
Speaker
a four year degree, which I didn't have at the time.
00:04:49
Speaker
And so I really crushed the interview.
00:04:51
Speaker
They took a chance on me, brought me on and yeah, man, I stunk it up, bro.
00:04:54
Speaker
I didn't, you know, it was all focused on, you know, not my strengths, which are just organization.
00:04:59
Speaker
And I was in a cubicle nine to five typical type of thing.
00:05:03
Speaker
I was miserable at it and I was not good at it.
00:05:05
Speaker
I wasn't happy in the role.
00:05:07
Speaker
And I ended up actually getting let go.
00:05:09
Speaker
And so it was a big failure, man.
00:05:11
Speaker
It was super embarrassing.
00:05:12
Speaker
My aunt like kind of was really excited.
00:05:14
Speaker
It was a big deal in my family.
00:05:15
Speaker
And then when I lost that job, I was like, man, I was I was tore up.
00:05:19
Speaker
So I had to call auntie.
00:05:20
Speaker
He was like, hey, can I come back and stay with you?
00:05:22
Speaker
Couldn't afford to stay at the bay anymore.
00:05:23
Speaker
Right.
00:05:24
Speaker
And so I ended up, you know, going back to L.A., staying with my aunt and I was going to actually take a job at a back at the Hard Rock Cafe.
00:05:31
Speaker
They said, yeah, we'll take you back.
00:05:33
Speaker
They called me in the morning saying, actually, you know what, like we don't have space right now.
00:05:37
Speaker
We don't have the need for it.
00:05:38
Speaker
And so at that moment, just feeling so defeated, loss after loss after loss, you know, this time I'm like 20.
00:05:44
Speaker
two years old, just feel like I'm just this unfulfilled potential poster child.
00:05:49
Speaker
You know what I mean?
00:05:50
Speaker
And at that moment I was like, I'm changing no matter what opportunity I get next, I am going to change the trajectory of my life.
00:05:58
Speaker
And that's, you know, I remember I got onto Craigslist, ZipRecruiter, Indeed, and boom, got an ad for a direct marketing manager and training program.
00:06:08
Speaker
And
00:06:08
Speaker
Yeah, I had no idea it was door-to-door.
00:06:10
Speaker
I had no idea it was solar and went through the interview process.
00:06:13
Speaker
Didn't mention door-to-door at all, but I took the opportunity and I ran with it, man.
00:06:18
Speaker
I remember I showed up, didn't read the email.
00:06:20
Speaker
I was in a suit and they said, hey, you were supposed to wear khakis and like a button-up.
00:06:25
Speaker
We're going to be doing canvassing.
00:06:26
Speaker
And I said, what do you mean canvassing?
00:06:28
Speaker
I was like, what is that?
00:06:30
Speaker
You know what I mean?
00:06:30
Speaker
Like, oh, you're going door to door.
00:06:31
Speaker
I was like, okay.
00:06:33
Speaker
And it was like, boom, I had that like shot was like, no, I'm not going to be a door to door person.
00:06:38
Speaker
Like, absolutely not.
00:06:39
Speaker
You know, it was an egotistical hurdle I had to get over.
00:06:43
Speaker
Had no reason to have a big ego at the time after all those L's.
00:06:46
Speaker
But yeah.
00:06:47
Speaker
I looked around and I saw there was people that were pretty motivated, pretty sharp, pretty high energy.
00:06:51
Speaker
And so I gave it a shot, man.
00:06:53
Speaker
And that day I just committed to it because I was gifted at it right from the start.
00:06:57
Speaker
I went out there and knocked in a suit, like set of four appointments my first day.
00:07:00
Speaker
Wow.
00:07:01
Speaker
Maybe it's the suit.
00:07:02
Speaker
You haven't done that again?
00:07:02
Speaker
Yeah.
00:07:03
Speaker
No, I've never done that again.
00:07:04
Speaker
But I remember Michael Donald, he used to go knocking in a jacket, right?
00:07:08
Speaker
He told me that.
00:07:09
Speaker
I always thought that was funny.
00:07:10
Speaker
I thought of that.
00:07:10
Speaker
Yeah.
00:07:11
Speaker
But yeah, man, that's how I got into it, man.
00:07:12
Speaker
And quickly, you know, got into management, then got into higher level management, switched over to doing the full sales cycle, not just setting appointments, but closing deals, was gifted, you know, did like 15 deals my first month, giving the shot at closing deals.
00:07:25
Speaker
They didn't want to give me that shot for a while and I had to give them an ultimatum.
00:07:29
Speaker
They thought it was more valuable for the organization, staying over there, you know, managing setting teams and
00:07:34
Speaker
But I got that shot, man, and I was pretty, pretty passionate about being number one from the jump, and I pretty much was.
00:07:41
Speaker
And so grew up with level management on the sales side, managing teams.
00:07:44
Speaker
And yeah, man, we blew things up from 2014 to 2017, the teams that we ran at this dealer that we were at.
00:07:52
Speaker
Probably did as much volume as most big dogs.
00:07:56
Speaker
We don't come from, I don't come from the Vivint's or the Sunruns or the major organizations.
00:08:03
Speaker
A lot of times guys go and they start their own dealer after having been at one of those larger ones.
00:08:07
Speaker
But I have always been in a dealer model, right?
00:08:10
Speaker
Yeah.
00:08:12
Speaker
um yeah that's how i kind of got my upbringing in the industry man so yeah things have been fun yeah no that's incredible and it's cool to see especially someone coming from like zip recruiter indeed you know it is right now we run those ads and everything you get like 50 people coming in and it's like one out of every 50 yeah let's take a number game with that so you're one of the rare ones um you know that came in and
00:08:34
Speaker
crushed it and that's cool to hear you went from such lows and highs you don't have to be straight a student to be good at this stuff and i mean it's cool to see the success but something that i always wonder like for me and i know a lot of people probably listening nick um some guys come in super slow where they're not like running out of the gates like you were so i know you probably trained a ton of people so what do you say to guys that maybe come in and they're like nick i'm not like you man like you just came running out of the gates set four appointments on your first day
00:09:01
Speaker
Like, I don't know, do you have any ways that you like motivate those people or get them to see their potential or I don't know, or start to crush it if they're like, they can't relate to that?
Importance of Systems for Quick Success
00:09:11
Speaker
No, that's a good question, man.
00:09:12
Speaker
I think it's really, it's about the system that you bring people into.
00:09:16
Speaker
And I think that's one of the really cool things about our system that makes us unique, that allows, you know, reps who come from like an Indeed or, you know, like aren't like a personal recruit, a buddy who knows like
00:09:28
Speaker
kind of has a taste of what that experience might be like.
00:09:31
Speaker
And it's just a brand new world for them.
00:09:32
Speaker
And so the system that we have allows them to see success really quickly.
00:09:37
Speaker
And I think like whenever anyone comes in, right, like, you know, they're on a ticking time clock, right?
00:09:42
Speaker
From the day that they start to the time that they, you know, see success and, you know, get their first sale or create their first account, setting an appointment, getting their first bill.
00:09:51
Speaker
It has to be within a certain time period, right?
00:09:54
Speaker
We do direct sales commission only, man.
00:09:55
Speaker
And so people have bills to pay and it's difficult.
00:09:58
Speaker
If you haven't been exposed to this world and if you come from a traditional nine to five corporate America, whatever it is, if you don't really know this world and because we're taught in this world, like that's what you're supposed to do.
00:10:09
Speaker
And now we're saying, no, we're going to,
00:10:10
Speaker
we're going to change the paradigm a little bit by you coming into direct sales and be pretty much introduced into entrepreneurship.
Evolution of the Solar Industry
00:10:16
Speaker
But for me, it's like really honestly, like, you know, obviously what we do, it's, it's so little, like the how to's, the, the how to sales training, the overcoming objection stalls, all those things, smoke screens.
00:10:28
Speaker
It's re that's like really like 10% of what we do that for us, it's, it's really 90% in between the years.
00:10:33
Speaker
And so
00:10:34
Speaker
Really training people from the jump on that this is a mental game.
00:10:37
Speaker
It starts off with making sure, obviously, you're hiring the right people that you think have grit.
00:10:41
Speaker
And grit's something I talk about a lot.
00:10:43
Speaker
I think it's the number one factor on whether someone is successful, not just in this role, but in life in general.
00:10:49
Speaker
The ability to overcome challenges in a pursuit of a long-term goal, that's what grit's defined as.
00:10:53
Speaker
Right.
00:10:54
Speaker
Really just having them be able to trust the process and plug them into a system that allows them to see that success really quickly and to be around people that are seeing that success that walked in their exact footsteps to see it's possible.
00:11:08
Speaker
I think so many of us at starting out in this and...
00:11:11
Speaker
like running teams or like building your own dealer or company, whatever it is, like we struggle trying to figure out how to do that.
00:11:17
Speaker
And it comes down to systems 100% of the time, you know, and having the right people in the right seats.
00:11:23
Speaker
And so, you know, luckily we've been surrounded by guys and being able to develop people to have success and then to be able to show others to have that success as well.
00:11:31
Speaker
Yeah, no, I think that's huge just because I always tell people when I first came in, the norm that I came in, I was in 2016, so a long time ago.
00:11:38
Speaker
I don't know if this was really when you first started, but like what I was taught is, oh, you only need to go out and knock like three, maybe four hours a day.
00:11:45
Speaker
Just go to a couple appointments, call it good.
00:11:47
Speaker
And then if you're getting like one or two deals on the week, that's awesome.
00:11:50
Speaker
You're doing good work.
00:11:51
Speaker
And if you can make six figures, wow, you're balling out, man.
00:11:54
Speaker
That's kind of like the culture that's on it.
00:11:56
Speaker
And it's like now we got guys that are literally closing, you know, 10 deals a week.
00:11:59
Speaker
And I mean, you just hit 20 in the month.
00:12:01
Speaker
Yeah.
00:12:01
Speaker
That would have been like, yeah.
00:12:03
Speaker
So it's like, that would have been unheard of.
00:12:05
Speaker
At least I didn't hear anyone really doing that many deals back in the day.
00:12:08
Speaker
Yeah.
00:12:08
Speaker
You know, the industry has definitely evolved, man.
00:12:12
Speaker
Like we're playing in a space right now where the lid just continues to be lifted, man.
00:12:18
Speaker
You got...
00:12:18
Speaker
just communities like one that we're in in the Knox Star community.
00:12:21
Speaker
You got guys like Michael Donald just paving the path for so many and showing that it is possible and 100%.
00:12:29
Speaker
And then on top of that, you have back then in 2016,
00:12:33
Speaker
guys weren't making nearly what they're making now on a per sale basis and so like the industry's evolved a ton and it's a real exciting place that we're at as a whole in the industry just watching just everyone move how they move and like the different projects that all the leaders the industry leaders are working on man it really inspires me and
00:12:53
Speaker
It's been pushing me to just find new gears.
00:12:56
Speaker
It's so exciting that to this day, eight years into this thing, I think I'm the best student I've ever been.
00:13:01
Speaker
I'm learning more than I ever have.
00:13:02
Speaker
And that's just a credit to the level of talent that is in this industry and how it's evolving, man.
00:13:08
Speaker
It's a special thing.
00:13:09
Speaker
Yeah, I know.
00:13:09
Speaker
It's cool to see.
00:13:10
Speaker
Yeah, I was just talking about it on one of my podcasts.
00:13:12
Speaker
It's like, you know, the four-minute mile, like what no one thought is possible, and now people are doing it, like weekly basis, 10 deals a week.
00:13:19
Speaker
So it's incredible.
00:13:20
Speaker
So, yeah, I want to get into that whole Blitz, you know, the Blitz model you guys are running.
Voltaic and True Power Merger Insights
00:13:26
Speaker
But before that, I know you've been getting this question a ton here, Nick, but...
00:13:30
Speaker
You see, you're not working with that.
00:13:31
Speaker
You were with True Power for a little bit.
00:13:33
Speaker
You're back with Voltaic.
00:13:35
Speaker
And I know people love, like, the juicy details.
00:13:38
Speaker
You're probably getting DMs left and right about all this.
00:13:40
Speaker
But do you want to tell, I don't know, do you want to shed some light on the whole transition and how you went?
00:13:46
Speaker
I don't know.
00:13:47
Speaker
You guys were acquired by True Power, right?
00:13:49
Speaker
It was a whole merger, and then you're out of it.
00:13:51
Speaker
So do you want to get some juicy details?
00:13:53
Speaker
I don't know.
00:13:55
Speaker
No, shout out to you, man.
00:13:56
Speaker
I love those guys.
00:13:57
Speaker
Number one, I'll start with that.
00:13:58
Speaker
You know, I love all the leaders that are still over there.
00:14:01
Speaker
Incredible people, incredible human beings.
00:14:03
Speaker
I consider them, you know, great friends to this day.
00:14:06
Speaker
And but yeah, no, it wasn't no it wasn't like an acquisition or anything like, you know, Voltaic.
00:14:11
Speaker
You know, we had a lot of momentum.
00:14:13
Speaker
You know, it was actually around, you know, this time.
00:14:17
Speaker
It was more like February of last year is when we started like, you know,
00:14:20
Speaker
It's really more actually January is when we like started flirting with the idea of a potential merger between, you know, a couple of different companies.
00:14:29
Speaker
And, you know, the idea was, you know, it was just behind the fact that, you know, this industry is evolving, you know, and things are changing.
00:14:36
Speaker
You know, we know that there's a consolidation happening, you know, if you're not.
00:14:41
Speaker
to a certain place by a certain time, you know, are you really relevant in our space anymore?
00:14:45
Speaker
And so the hopes were that by combining forces with incredible leaders, you know, that it just gave us a better shot to build more momentum and, you know, and grow quicker, you know, as long as we were all aligned in terms of our vision, our goals, you know, and had some good synergies, which it, you know, from the start, from the beginning, that was there 100%.
00:15:06
Speaker
Yeah.
00:15:08
Speaker
But, you know, that was the intention behind the merger.
00:15:12
Speaker
It wasn't, like I said, an acquisition.
00:15:14
Speaker
It was, you know, four companies deciding, you know what, let's actually make like a new co.
00:15:19
Speaker
It wasn't even a traditional merger.
00:15:21
Speaker
It was a new company.
00:15:22
Speaker
And so all those other companies were still actually active, just kind of on the sidelines.
00:15:26
Speaker
And, you know,
00:15:28
Speaker
Yeah, I mean, you know, I think a lot of, you know, it was a meeting of the minds and a lot of really high level leaders with different visions and philosophies that, you know, were aligned and then but just as things evolve, and, you know, maybe we have a setback here, like things go this way, you know, like, you don't really, really ever know how people are going to respond to the different challenges.
00:15:52
Speaker
And so, you
00:15:54
Speaker
Ultimately, it just came down to the fact that us at Voltaic, we had a group that has been working together for years and working well and growing and navigating all the different challenges that come in this industry.
00:16:12
Speaker
From the jump, we've had just...
00:16:14
Speaker
unequivocal trust and faith and belief in one another.
00:16:18
Speaker
And, um, you know, trying to mesh that together, um, with other individuals where we didn't have that same foundation from the start, it's difficult, you know what I mean?
00:16:30
Speaker
It's difficult.
00:16:31
Speaker
And I think everyone had the best intentions, um, with that, uh,
00:16:38
Speaker
You know, with that coming together and and I think that true is 100 percent, you know, still an incredible organization.
00:16:48
Speaker
It's going to continue to win.
00:16:49
Speaker
You know, they have incredible leaders there.
00:16:51
Speaker
I'll shout out Mark Valdez, you know, I.
00:16:55
Speaker
you know, Alex Hall, she's absolutely incredible.
00:16:59
Speaker
Brandon's incredible.
00:17:00
Speaker
John, all those guys are, are awesome leaders and doing really cool things.
00:17:04
Speaker
And, and, and I still have a lot of love for them, but ultimately we just had a different vision and it was, you know, difficult to, you know, kind of resolve those, you know, those issues and different philosophies and, you know, and we just decided for true and for the betterment of our people, our group, we just felt like,
00:17:25
Speaker
it was best to, you know, leave with love while, you know, while we hadn't burnt bridges and where, you know, I think we kind of set a example in the industry on how you can literally leave and separate amicably without it being like this big deal.
00:17:40
Speaker
Like we didn't go and do cutthroat things to each other and like try to recruit, you know, each other's reps and things like that.
00:17:46
Speaker
It was actually super, super amicable.
00:17:49
Speaker
And so again, have a lot of love for those guys.
00:17:51
Speaker
They're incredible.
00:17:52
Speaker
They're going to keep on winning for sure.
00:17:54
Speaker
But
00:17:55
Speaker
Voltaic, man, this train is not stopping, dude.
00:17:57
Speaker
So, you know what I mean?
00:17:59
Speaker
So, but yeah, have a lot of love for those guys.
00:18:01
Speaker
Yeah.
00:18:02
Speaker
Well, no, glad you did it.
00:18:03
Speaker
You know, I'm a couple of you and all that because like you said, so many times it doesn't work out very smoothly.
00:18:07
Speaker
And, you know, I went through the same thing where I was running a team for my old company, Switched to Soar.
00:18:13
Speaker
We got, you know, acquired by Future Homepower and kind of a group of companies.
00:18:19
Speaker
Similar situation.
00:18:20
Speaker
But yeah, it's tough, man, because we're trying to merge two cultures.
00:18:23
Speaker
We had like,
00:18:24
Speaker
Like probably 75% of the team I was running like quit and did other things and didn't like the culture.
00:18:30
Speaker
So just super tough, you know, combining that.
00:18:34
Speaker
So do you have any, I don't know, like looking back, if you could go back and change, are you still, was there a lot of lessons learned?
00:18:40
Speaker
Like, do you think you would have done the same thing?
00:18:42
Speaker
Went and merged together with all these companies if you could change things?
00:18:45
Speaker
So
00:18:46
Speaker
Number one, I lived life with no regrets, right?
00:18:48
Speaker
Everything happened for a reason.
00:18:50
Speaker
I learned a ton from that experience.
00:18:53
Speaker
We didn't lose.
00:18:54
Speaker
We just learned 100% of the time.
00:18:56
Speaker
You'll never lose.
00:18:57
Speaker
You'll only learn.
00:18:58
Speaker
And so learned a ton in that process.
00:19:01
Speaker
And the number one thing that I learned is that, man,
00:19:04
Speaker
Like you're like we're we do this thing at a high level.
00:19:08
Speaker
Like we we are as valuable as any group when it comes to input as an executive staff and team.
00:19:15
Speaker
And, you know, that we just got to keep on watering our own grass and what we had built the vision from the jump with Voltaic.
00:19:22
Speaker
It was so special.
00:19:24
Speaker
The number one factor you can never really measure when you're looking at balance sheets and P&Ls and trying to talk about mergers and things like that.
00:19:31
Speaker
The number one key separator and whether or not something's going to work or not is culture.
00:19:39
Speaker
And it's going to be 100% of the time and our culture is just incredibly strong.
00:19:43
Speaker
And, and, and so our culture is special.
00:19:47
Speaker
And, and that's what I just we just need to continue to pour into.
00:19:51
Speaker
And that's what I learned the most is, you know, just keep on watering your own grass.
00:19:55
Speaker
Yeah, that's money.
00:19:56
Speaker
So yeah, thanks for setting the record straight.
00:19:58
Speaker
There's no fistfights, no guns pulled.
00:20:02
Speaker
No, it was all love.
00:20:04
Speaker
Robberies, none of that stuff.
00:20:05
Speaker
No, it's all love, man.
00:20:06
Speaker
I can call one of them right now, and I can call Mark Valdez right now.
00:20:11
Speaker
He'll pick up the phone, and it'll be a movie just watching a chat.
00:20:13
Speaker
Yeah, that works cool.
00:20:14
Speaker
Cool.
00:20:18
Speaker
Well, good stuff.
00:20:18
Speaker
And so let's jump into some of the blitz stuff you're doing, Nick.
Explaining the Blitz Model
00:20:22
Speaker
I know that's super valuable just hearing some of the stuff you already told me.
00:20:26
Speaker
So can you tell us, I don't know, how did you come up with this whole like blitz idea?
00:20:29
Speaker
I know some people were doing it, but I don't know.
00:20:32
Speaker
Tell us like how you came up with that and maybe like some of the structure and everything.
00:20:36
Speaker
For sure.
00:20:36
Speaker
I think honestly, we took the cues from our team, our culture, you know, and
00:20:42
Speaker
I think that, you know, there's obviously two type of people.
00:20:46
Speaker
There's marathon runners and then there's sprinters, right?
00:20:50
Speaker
You know, there's short distance guys, there's long distance guys.
00:20:53
Speaker
And, you know, and so, you know, once we started blitzing, like we had started blitzing, like,
00:21:01
Speaker
a year and a half ago.
00:21:02
Speaker
It actually started when we actually were doing this little competition with Sam and the door-to-door experts.
00:21:10
Speaker
We did like a little throw down with another organization.
00:21:14
Speaker
And so we obviously wanted to find ways to just maximize production and results.
00:21:18
Speaker
And so, you know, we wanted to implement blitzing and we had heard that blitzing was a really, you know, fun thing to do and had a lot of benefits to your team and your culture and your growth as an organization.
00:21:30
Speaker
Once we actually blitzed and exposed our team to the blitz atmosphere, it was just like, boom, everything started clicking for us, right?
00:21:40
Speaker
We just saw massive, massive benefits.
00:21:44
Speaker
And I'm talking outside of just...
00:21:47
Speaker
you know, obviously maximizing sales and units.
00:21:49
Speaker
I think, you know, one of the things I always talk about is culture.
00:21:52
Speaker
It's the number one thing that it amplified times 10 was the culture of our team, right?
00:21:58
Speaker
And so, and that was really unique to see and kind of obviously the benefits that come with that.
00:22:03
Speaker
And so, so we kind of just continue to start, you know, blitzing once a quarter, all that.
00:22:08
Speaker
And then, and then like, you know, we noticed that the team was,
00:22:12
Speaker
You know, really motivated and mostly motivated.
00:22:16
Speaker
And there's pros and cons of this, but like they were more motivated to go out there and work really hard if they were in a blitz setting.
00:22:23
Speaker
And so we took a lot of that feedback and we kind of, you know, played to the strengths of the, you know, staff.
00:22:29
Speaker
that, you know, sales reps that we have on our team.
00:22:31
Speaker
And so then we just wanted to incorporate that and kind of go all in.
00:22:35
Speaker
And it goes back to, you know, back actually at True.
00:22:39
Speaker
Like we want, we were flirting with this, with implementing this as a model.
00:22:43
Speaker
It was a lot of the feedback that the team wanted to do.
00:22:45
Speaker
And, and that's when like Jake, my partner, Bryce and myself, we really started
00:22:52
Speaker
And also David Ramos, our sales director, we started like kind of flirting with the idea of like, well, how can we, because there's cons to blitzing, right?
00:23:00
Speaker
When you go out and you just blitz, what happens is like you're just sprinting really hard and obviously you just want to rest, right?
00:23:08
Speaker
After after a blitz if you're going hard for like 10 14 15 days straight like waking up at you know 6 a.m Going to the gym doing you know Healthy things and then just sprinting from 9 a.m.
00:23:20
Speaker
To 9 p.m.
00:23:21
Speaker
Like you're gonna you're gonna burn yourself out You're gonna want to rest right and so then what we would see is a massive dip in production after blitzes right and so you know that kit that comes with the whole host of issues you know on the back end with you know partnerships and all those things and so
00:23:37
Speaker
So we wanted to find a way on how can we still leverage the strengths of our team and all the benefits that come with culture retention, all the things with blitzing and, but keep that consistent volume throughout the month.
00:23:52
Speaker
Right.
00:23:52
Speaker
And so, um, so we just kind of got in the lab and started whiteboarding a lot of different concepts and we came up with, uh, what's what we now call in his coin, the integrated blitz model.
00:24:03
Speaker
Mm.
00:24:04
Speaker
Okay, and so we have a year-round blitz model as a team and we have a 10-10-10 schedule.
00:24:12
Speaker
Okay, and so what that means is now we have three separate teams as an organization where 10 days out of the month,
00:24:20
Speaker
And so it's on a rotating schedule, right?
00:24:22
Speaker
And so 10 days out of the month, one team is blitzing a certain area, right?
00:24:27
Speaker
We'll go blitz in different territories, you know, that we know, like the way that we strategize our blitz strategy is really based upon speed and, you know, permit timelines.
00:24:39
Speaker
And so we look at
00:24:41
Speaker
What are the areas that have the fastest install timelines and we want to go blitz those areas?
00:24:47
Speaker
So we'll you know send guys go test markets and see kind of what the reception is and you know, you know, we sent one of our experienced leaders to go do that and if we get a
00:24:56
Speaker
you know, thumbs up, yeah, this is some good turf, then we're gonna strategize our 10 day blitz there, right?
00:25:02
Speaker
And so we have 10 days that a team is constantly blitzing a territory.
00:25:07
Speaker
We have 10 days that a team is working the local market, right?
00:25:12
Speaker
Just like, think of like a traditional office structure where you have like a sales slash correlation, meaning a Monday, Wednesday, Friday, you know, meeting at 10 a.m., doing training, development, door pitch, whatever it is.
00:25:24
Speaker
And then, you know, going and forming your local hood.
00:25:26
Speaker
And then we have a team that is, you know, after they do their 10 day blitz cycle, they always go into what we call the pipeline management, right?
00:25:34
Speaker
Where all the volume that you get from the blitz, the blitz cycle, you are just making sure those jobs make it to install, right?
00:25:42
Speaker
But as long as you've hit those standards, whatever standards you put in place as an organization, I'm like,
00:25:48
Speaker
this is the requirement to hit within that blitz.
00:25:52
Speaker
As long as you hit those and you maintain your active fulfillment percentage, then you're off those next 10 days.
00:25:58
Speaker
Just as much as we put emphasis of high production, high performance on those 10 days that you're blitzing,
00:26:03
Speaker
we put that same level of emphasis on like, yo, go enjoy life.
00:26:08
Speaker
Go have fun.
00:26:09
Speaker
Go enjoy the fruits of your hard work.
00:26:11
Speaker
And those are the 10 days that guys will go out, you know, go on a trip, go somewhere, go spend time with family, water the grass of like the relationships that you know, you know, when you're blitzing, you're kind of putting on the back burner a little bit.
00:26:22
Speaker
Go water that grass.
00:26:24
Speaker
And so, you know, so 10 days off, 10 days working local market, 10 days blitzing.
00:26:30
Speaker
And so if we have three teams,
00:26:33
Speaker
um, doing that, right?
00:26:34
Speaker
Well, we have a team that's blitzing at all time during the year.
00:26:38
Speaker
Right.
00:26:39
Speaker
Uh, and we have a team that's also supplementing that high volume of income, uh, coming from that blitz, uh, working the local market.
00:26:46
Speaker
And then we have a team that's resting, recharging and ready to just go and slay on that 10 day, uh, cycle that's on.
00:26:53
Speaker
Right.
00:26:54
Speaker
And so, um,
00:26:55
Speaker
So the way that we structure that, it's like we have three onboardings a month, right?
00:26:59
Speaker
And so we're constantly growing the team by, you know, we are starting our new reps on the cycle that they're on the 10 days on, right?
00:27:09
Speaker
So they get kind of that traditional feel.
00:27:12
Speaker
They get assigned a mentor and then they're going out.
00:27:14
Speaker
you know, hopefully getting their first sale before that blitz and then they're going into a blitz atmosphere.
00:27:20
Speaker
Wow.
00:27:21
Speaker
And then so that it just accelerates their learning curve for a new rep experience and you know, it's supplement, you know, their income is coming quickly.
00:27:29
Speaker
So retention, buying culture, what it's done to our team, it's incredible, right?
00:27:35
Speaker
I think we've kind of found a, you know, a secret sauce to what can really, really, really help
00:27:40
Speaker
teams and companies out there that are struggling trying to get momentum and retain reps and get an awesome bought-in culture.
00:27:49
Speaker
This formula, if you have the right leaders in place that can run those blitzes effectively, then it's an incredible formula for success.
00:27:57
Speaker
That's awesome.
00:27:57
Speaker
No, I've never heard of anything like that though.
00:27:59
Speaker
But it seems like a great idea.
00:28:01
Speaker
You always have someone blitzing, always have people in the local market.
00:28:04
Speaker
That seems like a money idea.
00:28:08
Speaker
So how big are your teams that are out blitzing?
00:28:12
Speaker
So you have about 50 people total, right?
00:28:14
Speaker
Yeah, give or take, right?
00:28:15
Speaker
But our teams range from our smallest team, we have like, I think nine or 10 reps and then the other two teams are pretty evenly split in terms of the rest of our reps.
00:28:30
Speaker
The key is, right, is like we have, you know, with our system, our structure, obviously we have, you know, DMs that manage those teams.
00:28:39
Speaker
And then we have, if there's a need for it, if the rep count for that team is high enough, then we'll, you know, the DM will promote a ADM and they pull that, those, the
00:28:52
Speaker
those that level of leadership from their mentorship pool.
00:28:55
Speaker
But the most I think one of the most important, you know, parts of our system is our mentorship level.
00:29:01
Speaker
I think that's like our first layer of leadership within the organization.
00:29:04
Speaker
So we have a progressive growth model where, you know, we have basically a cycle of development where reps know exactly what they need to do in order to kind of grow
00:29:13
Speaker
into leadership and so just having just giving you know reps that roadmap you know if you got motivated individuals people that you know just Need a target and see a target and we'll just sprint towards that target right I know I'm like that like give me a target and then I'll run through walls for that yeah then you know that that's allowed us to kind of get some momentum in scaling recently so we got some pretty exciting things down the pipe in terms of growth in different areas and states so
00:29:40
Speaker
Yeah, no, that's money.
00:29:41
Speaker
Yeah, it's so cool because especially what you're talking about with newer reps.
00:29:45
Speaker
I think I got this from Alex Hall, which Alex and Brandon, really good at recruiting, right?
00:29:50
Speaker
And so I think she said something like, if you have a rep close three deals, something like that in their first 45 days, then they're like, I don't know, 75% more likely to stick.
00:30:01
Speaker
Yeah, for at least nine months.
00:30:03
Speaker
She's incredible with that stuff for sure.
00:30:04
Speaker
Yeah.
00:30:05
Speaker
And so, yeah, I can't think of a better way to get reps some quick deals and just like sending them out to a blitz because so many times, especially a new rep, they're just going to go out.
00:30:13
Speaker
The typical model may be gone.
00:30:15
Speaker
Just knock an afternoon or whatever.
00:30:16
Speaker
Why not get them jumpstarted and see the hardworking culture, see some deals close.
00:30:21
Speaker
And yeah, it seems like I can't think of a better way to get them success than that.
00:30:25
Speaker
So we've been that team before.
00:30:27
Speaker
I've been there.
00:30:28
Speaker
I've been that manager leader pulling the hair that I don't have on my head out of my head, like trying to figure out how do I get these reps to buy in and how do I get them to see success?
00:30:38
Speaker
And, you know, like how can I retain these reps more?
00:30:43
Speaker
You know what I mean?
00:30:43
Speaker
It's really difficult to try to, you know, crack that code to be able to scale a team in office because once you do, then you're like...
00:30:50
Speaker
it's a really good place in this industry to be on offense, but it's also a really, really stressful place to be if you're just constantly on defense trying to figure out how to grow and scale your team and how do I retain reps, how do I get them to see success, because you want that so badly,
00:31:05
Speaker
And you think you're very, very capable.
00:31:06
Speaker
And a lot of times you are.
00:31:09
Speaker
You just need the right system.
00:31:11
Speaker
And so it's just finding that.
00:31:12
Speaker
And if you look across the board in our industry, like right now, we're probably a part of the most highest hitting exclusive community in the Knox Star community with this competition that we're doing.
00:31:22
Speaker
These guys are throwing up insane numbers.
00:31:24
Speaker
What are they all talking about on the calls?
00:31:26
Speaker
They're all blitzing.
00:31:27
Speaker
All the ones that are throwing up, you know, like 10 deals in a day, you know, 30 deals in a month, right?
00:31:33
Speaker
Which is insane.
00:31:35
Speaker
You know, every single one of them, they are incorporating blitzing into their culture and structure.
00:31:41
Speaker
So if you are someone out there in the industry that's running a team, running a deal or whatever you're doing, and you are struggling trying to figure out how to take your business to the next level and you're not blitzing, right?
00:31:53
Speaker
you're doing yourself an extreme disservice i promise you if you incorporate that into your team and your model right you're gonna take your team and your system and or your company to the absolute next level by having some type of blitzing uh in your in your system and you don't have to have like all in all your chips on blitzing like we've gone as an organization
00:32:14
Speaker
right there's different ways you can incorporate blitzing into your team um and your structure like that will help you see success blitzing once a quarter blitzing in the summers right there's so many different ways you can incorporate blitzing yeah uh to help take your team to the next level yeah i know and it's um it's crazy in knockstar i think there's guys that they're not necessarily calling a blitz but they're working within their local market i think i heard this from ty cian but
00:32:38
Speaker
He's literally going and just getting a hotel right next to his area.
00:32:41
Speaker
Even though I think it's like 30 minutes away or something.
00:32:44
Speaker
But he's turning his local market into a bliss just to go knock.
00:32:48
Speaker
So yeah, I think it's huge.
00:32:50
Speaker
And that's how guys hit big numbers.
00:32:52
Speaker
And something I was asking about before, Nick, is just like, obviously I'm married.
00:32:56
Speaker
I got a couple of kids.
00:32:57
Speaker
And I don't know, maybe you hear that objection from people on your team too, like, oh, Nick, I just want to stay here and work.
00:33:03
Speaker
It's like too stressful.
00:33:04
Speaker
I want to support my wife and all that.
00:33:06
Speaker
And that was my objection that I hit you with.
00:33:07
Speaker
I'm like, man, I don't know if I could do a blitz.
00:33:09
Speaker
Because I came from pest control where it's like the whole summer.
00:33:13
Speaker
But like, that's one of the things I always liked about solar is I could just kind of work it like the marathon style and all that.
00:33:18
Speaker
So I was asking you about that a little bit.
00:33:19
Speaker
But yeah, for our listeners, can you tell them, I don't know, maybe like, what are some pros and cons or how what's the best way to manage it or like think of this in order to still support like your wife, girlfriend, boyfriend, significant other?
Balancing Work and Personal Life with Blitz Model
00:33:32
Speaker
No, I mean,
00:33:33
Speaker
100% it's a thing, right?
00:33:35
Speaker
It is a thing.
00:33:35
Speaker
There's no doubt.
00:33:36
Speaker
It's difficult to get your significant other, your spouse, to buy in on the concept of you being gone for 10 days out of the month, especially every single month, right?
00:33:50
Speaker
For some people, you know, maybe health reasons, the wife needs it.
00:33:54
Speaker
that might not actually work, right?
00:33:57
Speaker
You know, for some people, and honestly, it is full transparency.
00:34:01
Speaker
It is an obstacle in recruiting, you know, especially when we're, you know, using platforms like Indeed or ZipRecruiter, being able to explain that in an interview in a way to get buy-in from reps or from...
00:34:15
Speaker
from potential new starts, you know, they're not exposed to this world.
00:34:20
Speaker
They don't like, what do you mean I'm going to be living in somewhere for 10 days every single month, right?
00:34:24
Speaker
It's, it's, it's, it's definitely something that you have to overcome and it's not for everybody.
00:34:29
Speaker
And that's why, you know, we're kind of like,
00:34:32
Speaker
kind of stepping into that next evolution as a team right now where, you know, we are formulating kind of the plan of the next evolution of, okay, like we understand having an integrated blitz model.
00:34:46
Speaker
There's probably for if you're, you put yourself in the shoes of a rep that's in that blitz model, there's probably a shelf life for that, right?
00:34:57
Speaker
Like someone's not going to be in an integrated blitz model for two years straight, four years straight, right?
00:35:04
Speaker
They're going to probably want to have a little bit more stability and be home a little bit more with their significant other.
00:35:11
Speaker
And so that's why we've...
00:35:13
Speaker
um you know we've we're we're gonna start having it be in cycles we're still gonna want to have the majority of our new starts come into our integrated blitz model and start in that cycle because of the benefits of culture buying income for the new start um that is suit that's still our our hope but we're also going to have a home for you know other starts that don't necessarily fit into that model right away um to kind of come into a more traditional model and then for the reps that
00:35:41
Speaker
have been in the integrated blitz model for say six months, then they take a six month cycle where they're working more of a traditional schedule.
00:35:50
Speaker
But ultimately for the people that sign up and are a part of that blitz model for a period of time, the buy-in honestly comes when the significant other sees the success.
00:36:04
Speaker
of what comes from that, you know, and, you know, we got, you know, you have reps making in a 10 day period, you know, 20, 30, 40 K, uh, in that 10, in that time period, they come home and there's significant other seeds, the fruits of that, uh, they're going to be like, okay, honey, you know, that, that probably seems like a pretty smart thing to keep on doing.
00:36:23
Speaker
Right.
00:36:24
Speaker
Um, but, um, you know, because, you know, I know for me personally, like I, I struggled with this, right.
00:36:29
Speaker
My, my fiance, she,
00:36:32
Speaker
you know it was a point of contention um not conflict but like you know her love language is quality time she wants to be with me she wants to spend time with me and that's that's what most women's like love language is you know a lot of the real good ones at least you know it's like they just want to be with you they just want to spend that time with you and feel your comfort and um and that's a beautiful thing right but um you know just getting that buy-in and knowing that you know
00:36:59
Speaker
What you're doing when you're blitzing, it's like you're creating a brotherhood and sisterhood with your people, like where you have an extended family.
00:37:08
Speaker
I mean, like think about how close your reps must get when they're like basically having, you know, 15, 20 roommates, you know, every single month.
00:37:19
Speaker
you know, you can't just be surface level in that relationship living in such intimate quarters.
00:37:24
Speaker
You know, you're going to develop deeper bonds and meaningful relationships.
00:37:27
Speaker
And if you have great leadership and a great, you know, team like that has a high culture of standards and accountability, like you're just going to be being personally developed at the absolute highest level.
00:37:39
Speaker
You know, that's what's happening.
00:37:40
Speaker
And I think
00:37:41
Speaker
you know, the other relationships like our significant others see that and they feel that like the, the person that you're becoming, like just taking these next steps of evolution as in growth as an individual, like they see benefit from that as well, because you're out there just like leveling up in all areas of your life.
00:38:00
Speaker
And so you become a better person if you're in the right blitz environment and if it's done right.
00:38:05
Speaker
Yeah, I love that.
00:38:06
Speaker
And especially where you're saying, you know, it's 10 days of rest or whatever, like, you know, you're recharging.
00:38:11
Speaker
Spot on.
00:38:12
Speaker
I mean, hopefully guys aren't just going, you know, if they're married or significant other, hopefully they're just not going home playing video games or something for 10 days straight.
00:38:19
Speaker
But hopefully they're actually going and, you know, cultivating those relationships.
00:38:23
Speaker
You hit it.
00:38:24
Speaker
You hit the nail on the head, right?
00:38:26
Speaker
With this type of model, if it's executed online,
00:38:28
Speaker
effectively, right?
00:38:30
Speaker
Like you're taking more time off in a month and you have more time to spend what you're seeing significant other than you would if you're just working at a local market, right?
00:38:37
Speaker
Like 10 days off, if you can, like, if you go out there, execute, throw down and have 10 days to be able to
00:38:45
Speaker
like enjoy life and water that relationship.
00:38:48
Speaker
Like, you know, you can, you can get really creative on how, you know, how you take that relationship to the next level if you, if you're invested in that.
00:38:57
Speaker
And so I think that's one of the things that are one of the extreme benefits of having a model like that and, and, and really being able to allow your, you know, significant other to see that.
00:39:06
Speaker
Yeah, and then if they're seeing, you know, 40 grand after 10 days, the money you're probably helping out with that too.
00:39:12
Speaker
100%.
00:39:12
Speaker
Yeah, because I'm thinking about all the times where I've just worked kind of like, you know, the typical 20 to 30 hour a week that a lot of solar guys work.
00:39:22
Speaker
It's like, you know, I don't really fill my time with like...
00:39:25
Speaker
quality time with my wife so i'm almost thinking to myself like it'd probably be better if i was 10 days almost more focused on her and the kids and all that than the typical okay just like an hour of a little bit more distracted time at night while i'm checking my pipeline i'm trying to you know play with the kids and all that but yeah i think what you're saying is just like if you spend the time if you focus it in seasons and give it your complete focus rather than being 50 50 yeah i mean i mean sounds like it's worked good with your relationship right
00:39:53
Speaker
Oh, 100%.
00:39:53
Speaker
I mean, yeah, we've never been in a better place.
00:39:57
Speaker
And so, you know, and like we've seen that.
00:40:00
Speaker
We've seen the fruits of that like amongst our team, like them being able to, you know, have and spend more quality time with their people.
00:40:10
Speaker
And, you know, for me, you know, I'm a workaholic.
00:40:13
Speaker
I'm not a guy that takes 10 days off.
00:40:14
Speaker
I can't.
00:40:15
Speaker
I have to constantly, you know, with the seat that I hold here at, you know, Voltaic, I obviously, you know, I'm constantly...
00:40:22
Speaker
I have tasks.
00:40:23
Speaker
I have things that I need to tackle.
00:40:24
Speaker
And, you know, for me, it's like, I love what I do.
00:40:26
Speaker
I'm not working a day in my life because I'm so passionate about what I'm building and the impact that is coming from it.
00:40:34
Speaker
That's my happy place.
00:40:35
Speaker
And I think my significant other sees that and she's really happy that I'm happy, you know, doing something that's really special for so many people, you know, and I think that's what's really unique about
00:40:48
Speaker
the opportunity we have as entrepreneurs and building this life is that the impact that we get to have on people.
00:40:54
Speaker
Yeah, that's incredible.
00:40:55
Speaker
Well, cool.
00:40:56
Speaker
And so for guys that want to like start getting started on this, I know the podcast, a lot of guys maybe we're just working at companies and like, well, Nick, that's not my company's
Implementing a Blitz Strategy Independently
00:41:04
Speaker
model.
00:41:04
Speaker
So that's all great.
00:41:05
Speaker
But I don't know.
00:41:06
Speaker
Do you have any suggestions?
00:41:07
Speaker
Say it's like a rep listening to this.
00:41:08
Speaker
Maybe he's not managing.
00:41:10
Speaker
Would you suggest like just, I don't know, someone going out and doing their own blitz?
00:41:14
Speaker
Maybe the team's not really bought into it, but maybe like this guy's just going out and do a blitz by himself and get some results and then come back to the team or like, I don't know, do you have any suggestions or just like a rep that maybe wants to start this and like spread it to his company and get everyone?
00:41:28
Speaker
100%.
00:41:28
Speaker
I think, number one, have his manager or leader listen to this podcast, right?
00:41:34
Speaker
Number two, go out there, be the leader that you want to follow, you know, and, you know, start blitzing, go see what happens when you just, you know, put the blinders on and go and focus for 10 days straight, throwing down with no distractions and see the fruit that comes from that.
00:41:52
Speaker
If you were a guy that was
00:41:54
Speaker
you know, before you started doing that, doing, you know, five, six, seven deals a month.
00:41:58
Speaker
And now all of a sudden you're, you know, you start implementing this and you're doing 10 to 15, uh, deals in a month.
00:42:04
Speaker
And, you know, you're gonna, through your actions have something, you know, some pretty good credibility to say, Hey, this works to your leader or your manager.
00:42:12
Speaker
Right.
00:42:12
Speaker
And so, um, that would definitely be my, I would never say, um, not to not do that.
00:42:19
Speaker
Obviously one of the biggest perks about blitzing and one of the, um,
00:42:24
Speaker
the most important things to have is a Peloton, you know, a Peloton, you know, Taggart, shout out to Taggart talked about this is like, you know, Peloton is not the bike that you ride at your house.
00:42:34
Speaker
I love my Peloton, but the Peloton, you know, when a race, you know, a bike race is going on, you know, there's this phenomenon that bike racers talk about how when they're in the pack, the pack of people that are, you know, going, it's like this energy moves you forward, right?
00:42:52
Speaker
Um, and that's what the Peloton is, right?
00:42:54
Speaker
Like you're, you're moving at the speed of your organization, like the group, the main standard that is your organization.
00:43:01
Speaker
And like, it's, it's really cool to have a Peloton and a, you know, a lot of other really motivated individuals around you.
00:43:07
Speaker
They're going to push you forward, um, and help you stay motivated and put in those long hours that you're supposed to do when you're in a blitz.
00:43:13
Speaker
And so, you know, if you are someone that has like just extreme discipline and grit and can do that by yourself, my hat's off to you.
00:43:21
Speaker
You know, there's not many people that are built like that.
00:43:24
Speaker
And that's why, like, having it as a team is so important to have that peloton, that group that's going to push you forward to be the best level rep that you can be and people that are going to push you to be better and hold you accountable if you're starting to
00:43:36
Speaker
kind of slack off, right?
00:43:38
Speaker
That's what's really important to have as well.
00:43:41
Speaker
And so to that person, I'd say, make sure that they just get their manager on this podcast.
00:43:46
Speaker
I mean, it's undeniable.
00:43:47
Speaker
All the top hitters in this industry are blitzing, period, right?
00:43:50
Speaker
Like if you want to be someone that throws down heavy, heavy, heavy units,
00:43:56
Speaker
and just break your barriers continue to break your barriers be a part of a group that is going to go out there and just be intentional for a long period of time about high level production yeah that's awesome yeah yeah well yeah i mean so yeah i don't think any good manager is going to be like oh no blitz is a terrible idea i mean because if they do they have their eyes closed yeah everyone's doing it now that's putting up huge numbers
00:44:20
Speaker
So, yeah.
00:44:22
Speaker
And then the other thing is just as we kind of wrap up the blitzing stuff here, what's like the schedule?
00:44:26
Speaker
Are you guys just, you know, doing working out in the morning, then just 9 a.m.
00:44:29
Speaker
on the doors or what's kind of like your rough schedule as you're out there blitzing?
00:44:33
Speaker
Great question, man.
00:44:34
Speaker
Like we've really evolved and started calling blitzes, not even blitzes, like they're like personal development camps, man.
00:44:41
Speaker
Like
00:44:42
Speaker
You know, we like to give our managers and our DMs, you know, some good autonomy to run them how they like.
00:44:49
Speaker
But we do have a, you know, kind of a basic outline and structure that we, you know, we recommend people follow.
00:44:55
Speaker
And that's, you know, you wake up, your first thing that you do is you, you know, get into gratitude.
00:45:00
Speaker
You pray, you, you know, write a gratitude list, then you go hit the gym right after that.
00:45:06
Speaker
You know, as a team, it's really fun.
00:45:07
Speaker
You know, all you guys at, you know, 24 hour fitness, planet fitness, LA fitness, whatever it is.
00:45:11
Speaker
You know, it's fun to go out there and do that and be motivated to physically grow.
00:45:15
Speaker
Cause you know, that's fuel.
00:45:16
Speaker
You need to be energized and that you need those endorphins in order to operate at peak performance throughout the day.
00:45:23
Speaker
So hit the gym.
00:45:25
Speaker
get back, eat a healthy breakfast.
00:45:27
Speaker
You know, we have a correlation meeting typically by 930, right?
00:45:30
Speaker
And it's simple.
00:45:32
Speaker
It's going over results from the previous day, you know, doing a little rah-rah, maybe talk about, you know, things we're experiencing in the field or whatever it is, watching some knock star, you know, training and then boom, just doing a quick practice pitch or an objection gauntlet, right?
00:45:51
Speaker
And then it's straight to turf and you're out there
00:45:54
Speaker
you know, until 8, 9 p.m., crushing, throwing down deals.
00:45:57
Speaker
And so the most ideal way to set it up is that, you know, I don't know, you know, whatever model, if you have a set or a closure model, whatever it is, you know, we don't personally have one of those, but we have like a, you know, progressive growth where we have guys that are, you know, in the rookie stage.
00:46:12
Speaker
They're just hammering doors.
00:46:14
Speaker
If you're a mentor, a DM, you're the one that's running those appointments, closing them down.
00:46:20
Speaker
And so, you know, ideally you'll have, you know, some, you know, two or three, four top guys that have, you know, pretty full calendars every day with appointments to run.
00:46:29
Speaker
And, you know, in between those doors, those guys are getting right on turf and ripping same days.
00:46:34
Speaker
And that's how you hit those heavy units, man.
00:46:35
Speaker
These guys.
00:46:36
Speaker
you know, that are doing 30 plus, man, they're, they have, you know, guys teeing up some pretty solid accounts or appointments for them.
00:46:41
Speaker
And then, you know, they're also, you know, being disciplined and consistent to get on the doors and throw down themselves, um, in between those.
00:46:48
Speaker
So that's what I do.
00:46:49
Speaker
That's what I know a lot of the top hitters are doing.
00:46:52
Speaker
And so, um,
00:46:53
Speaker
In doing that, if you have those rookies in a model, a structure set up where those setter, whatever you want to call it, has a good plan, even those rookies, they can hit high, high level of income within those 10 days.
00:47:06
Speaker
If there's teeing up deals to guys that can close 70 plus percent of the houses that we're in.
00:47:11
Speaker
I'm at 100% this month, by the way.
00:47:12
Speaker
Let's go.
00:47:14
Speaker
Has that been a home that I've not closed, which has been fun.
00:47:16
Speaker
Dude, I need to get you closing my deals, man.
00:47:17
Speaker
Let's go.
00:47:18
Speaker
Do you want to shadow your boy?
00:47:19
Speaker
Let's go.
00:47:19
Speaker
Let's go on the doors after this.
00:47:20
Speaker
All right, let's do it.
00:47:22
Speaker
I know.
00:47:23
Speaker
Well, and the other thing is, too, is, like, are people, like, one of the issues, I think I might have asked you this before, but as you're finishing a Blitz, say you're on, like, day 9, day 10, everyone knows they're leaving the next day.
00:47:35
Speaker
So how do you get guys still producing?
00:47:37
Speaker
Maybe the last day, they're like, oh, Nick, why should I, like, knock doors if I'm going to set an appointment for tomorrow?
00:47:42
Speaker
I can try and get a same day, but what am I doing trying to set an appointment for the next day if we're leaving, you
00:47:46
Speaker
It's a great question.
00:47:47
Speaker
And that's a question that comes up from the, from your team for sure.
00:47:50
Speaker
So obviously the focus is same days as you get towards the tail end.
00:47:54
Speaker
Um, but a lot of the times that we have a guy that elects to stay back an extra day, right.
00:47:59
Speaker
And, and like, I'm typically that guy, you know, just kind of any leftover, um, appointments or someone will just, you know, come rip them down.
00:48:06
Speaker
But,
00:48:06
Speaker
Ultimately, the focus is same days as you start to get closer to the end of your blitz and just having a training system and model that set up to be able to effectively train your guys on how to set same days.
00:48:20
Speaker
But if not, worst case, if it seems like a really good interaction at the door,
00:48:25
Speaker
And you just can't nail down a time, but, you know, the homeowner is interested.
00:48:29
Speaker
You just let them know that, you know, we can hop on a Zoom and you'll have a guy do a Zoom appointment or even, you know, swing back by and, you know, come and rip it down.
00:48:38
Speaker
Yeah.
00:48:39
Speaker
Okay.
00:48:39
Speaker
I like that.
00:48:40
Speaker
And then are guys, are you guys doing car groups?
00:48:42
Speaker
Everyone's getting dropped off or is everyone kind of driving out there?
00:48:45
Speaker
And how do you guys handle that?
00:48:46
Speaker
It's like guys like to handle that differently.
00:48:49
Speaker
Sometimes they'll drive together in a car and just go rip turf.
00:48:52
Speaker
Some guys will drive their own cars, but not really too militant on that.
00:48:56
Speaker
But yeah, we just kind of, kind of how the day flows.
00:48:59
Speaker
Yeah.
00:49:00
Speaker
Okay, cool.
00:49:02
Speaker
Okay.
00:49:02
Speaker
Well, and then last question, I keep thinking of new stuff here, but for you guys, I know CMB is a huge focus.
00:49:07
Speaker
And so I don't know, stuff I've done is just try to like,
00:49:11
Speaker
Kind of act like that's the only option with homeowners.
00:49:13
Speaker
Be like, okay, so we're going to come back in 20 minutes or an hour, something like that.
00:49:18
Speaker
But do you have any other tips on booking same days for guys that want to start implementing that, that haven't done many same days before?
00:49:24
Speaker
100%, man.
00:49:25
Speaker
Ask for it.
00:49:26
Speaker
People have a mental block.
00:49:29
Speaker
For me, it's not just even same days, walk-ins.
00:49:33
Speaker
Right.
00:49:33
Speaker
Like not knocking the door and closing it on the spot.
00:49:36
Speaker
That's you know, I can't tell you how many of those I do.
00:49:40
Speaker
You know, like if you have both decision makers there, you'll be surprised about how many people will just say if you just say, yeah, simple, like, you know, we're going to run the report, take a couple of minutes.
00:49:50
Speaker
Can I grab a corner of your table?
00:49:52
Speaker
Right.
00:49:52
Speaker
Or do you have a comfortable spot?
00:49:54
Speaker
We can sit around back so I can run the report.
00:49:56
Speaker
It's just simple word tracks like that.
00:49:58
Speaker
You know, how many if you just had a dialed in pitch and you were confident built a lot of a lot of value, pain and impulse and you got them bought into looking at that and then boom, you transition to a phrase like that.
00:50:10
Speaker
Yeah.
00:50:11
Speaker
You'll be surprised how many people just allow you to come into their house so many people have a mental block that you have to set an appointment and come back No get in there first thing you do pull up You know if you have a proposal tool like solo or whatever, so no be whatever is pull it up put in the energy consumption get that proposal working and start going through like hold on just give me a few minutes I'm just gonna get some basic information so we can get your design working right boom get that requested and then
00:50:37
Speaker
You know, boom, reset, pre-frame, go into your questionnaire, kill the bill, present a solution, cost of doing nothing, boom, like, close the deal.
00:50:45
Speaker
Yeah.
00:50:45
Speaker
Let's run it.
00:50:46
Speaker
Yeah, I think the same day, it's like 90% is mental, like you said.
00:50:49
Speaker
It's a mental game, man.
00:50:50
Speaker
Guys don't think.
00:50:51
Speaker
And, yeah, some of the most successful people I've seen are guys that came from alarms or something that was a same-day sell that they didn't know how to sell solar.
00:50:57
Speaker
So they're like, I'm just going to go sell, like, an alarm and just sign them up on the spot.
00:51:01
Speaker
And they're getting, they're closing the same days and everything.
00:51:04
Speaker
Yeah, man, it's like...
00:51:06
Speaker
So many, so many times people just don't ever think just to ask for it.
00:51:10
Speaker
Think about how many people are out there that are just retired.
00:51:13
Speaker
If I, you know, you see me, if I post on my IG, a lot of people make, you know, kind of laugh about there's so many old people.
00:51:20
Speaker
I thought one was like about his grammar.
00:51:22
Speaker
I said, yes, this guy going to be alive by the time his soul gets installed.
00:51:27
Speaker
Yeah.
00:51:28
Speaker
And so like, dude, there's so many retired folks out there that like, they're not doing much.
00:51:32
Speaker
They're at home.
00:51:33
Speaker
They're not going anywhere.
00:51:34
Speaker
Like if they're there, um, you know, if you get somebody that's retired and you know, they don't have anything on their calendar, like why do you need to come back?
00:51:42
Speaker
Go in, walk in, grab a corner of the table.
00:51:45
Speaker
Hey, you have a comfortable place we can, should I take my shoes off here?
00:51:48
Speaker
Right.
00:51:48
Speaker
Like it's just asking at the transition of the time that you would ask to like basically start setting the time that you come back.
00:51:55
Speaker
You're just asking, where do we sit?
00:51:56
Speaker
You know what I mean?
00:51:57
Speaker
And if you do that, you're going to get walk-ins and you're going to get extra incremental deals where if you didn't do that, they're going to forget about their appointment.
00:52:05
Speaker
They're not going to, you know, they're not going to hold.
00:52:08
Speaker
And yeah, you lost the deal.
00:52:10
Speaker
But if you would have just sold it right there on the spot, boom, that's an extra sale in the month for you.
00:52:15
Speaker
You know what I mean?
00:52:16
Speaker
Yeah.
00:52:16
Speaker
And then even if you can't, it's like, I don't know, then you can go back the next day.
00:52:19
Speaker
She has another appointment, ran out of time or something.
00:52:23
Speaker
So yeah, there's some nuggets right there.
00:52:25
Speaker
So hopefully guys will start to set some more same days because I've seen every time I've done that, I feel like they're way easier to close too because they're already in that mindset.
00:52:35
Speaker
A lot of times they'll overthink them the next day.
00:52:37
Speaker
They already want it.
00:52:38
Speaker
They're going solar.
00:52:39
Speaker
If it's not with you, it's going to be with somebody else.
00:52:40
Speaker
Yeah, for sure.
00:52:41
Speaker
So why not get them lined up?
00:52:44
Speaker
So Nick, been some awesome stuff we talked about.
00:52:47
Speaker
And before we wrap up here, guys want to connect more with you or I don't know, check out Voltaic, check out your team.
00:52:53
Speaker
What's the best way to reach out to you and connect with you guys a little bit
Connecting for More Insights
00:52:57
Speaker
more?
00:52:57
Speaker
Yeah, please connect with me, man.
00:53:00
Speaker
I'm an endless well of information.
00:53:02
Speaker
I'll give you free game all day.
00:53:04
Speaker
The IG is success is the mission.
00:53:07
Speaker
Success is the mission.
00:53:08
Speaker
And then check out our company page, Voltaic Energy Official.
00:53:11
Speaker
Man, we're doing some cool stuff.
00:53:13
Speaker
Yeah, so go shoot Nick a follow.
00:53:14
Speaker
Yeah, his IG page is, yeah, he's got stuff for days, great content on there.
00:53:19
Speaker
So he's one of the most valuable people I'm following right now.
00:53:22
Speaker
So definitely recommend giving them a follow.
00:53:25
Speaker
And guys, go try out a Blitz.
00:53:27
Speaker
Go try out your same days if you're not launching that.
00:53:30
Speaker
And then just to wrap up here, any other advice or anything you wish you would have known starting out?
00:53:35
Speaker
I don't know, you tell new reps or any final advice to wrap up here, Nick?
00:53:40
Speaker
Trust the process man.
00:53:41
Speaker
Just trust the process fall in love with it.
00:53:43
Speaker
Just fall in love with the process You know, this is a lifestyle.
00:53:47
Speaker
This isn't a job It's a lifestyle and once you realize that and you learn how to integrate your life into it The fruits that are gonna come I mean the doors that are gonna open the person that you're gonna become I mean, it's it's
00:54:00
Speaker
It's game changing, man.
00:54:01
Speaker
It's God sent.
00:54:02
Speaker
So trust the process.
00:54:04
Speaker
Keep on pushing.
00:54:05
Speaker
Keep on hustling, man.
00:54:06
Speaker
I'm your big, I'm your number one fan.
00:54:08
Speaker
Let's roll.
00:54:09
Speaker
Love it.
00:54:10
Speaker
Awesome.
00:54:10
Speaker
Thanks, Nick.
00:54:11
Speaker
So treat solar like the career that you should be.
00:54:13
Speaker
Make it a lifestyle.
00:54:15
Speaker
Trust the process and you will have success.
00:54:17
Speaker
So with that, we'll wrap up the share.
00:54:19
Speaker
And thanks again for coming on, Nick.
00:54:21
Speaker
Thanks for having me, man.
00:54:22
Speaker
Cheers.
00:54:24
Speaker
What's up, solopreneurs?
00:54:25
Speaker
Hope you enjoyed the episode.
00:54:27
Speaker
Before you run out and start selling more solar yourself, wanted to let you know about an exciting new cheat sheet we created specifically for you in mind.
00:54:37
Speaker
One of the top questions I get asked on Instagram, on Facebook, by our listeners is, Taylor, where should I start?
00:54:44
Speaker
What episodes should I listen to in the podcast?
00:54:47
Speaker
You got too many podcasts, man, because now we have over 200 episodes.
00:54:52
Speaker
So what we've done, we created the top 10 most downloaded, most listened to, and I would say widely accepted, most useful podcasts that we've done here on Solarpreneur.
00:55:05
Speaker
We put them together all in one sheet so you can go, you can hit the ground running, especially if you're new and you do not want to not have this sheet.
00:55:14
Speaker
So go download it right now.
00:55:16
Speaker
It's going to be at top10.solarpreneurs.com.
00:55:19
Speaker
Again, that's top10, the number 10,.solarpreneurs.com.
00:55:25
Speaker
Don't forget the S on solarpreneurs.
00:55:27
Speaker
We will have that in the show notes.
00:55:29
Speaker
Go download it right now.
00:55:31
Speaker
And especially if you have not listened to them, go listen to them and you can re-listen to them.
00:55:36
Speaker
That's going to show you how.
00:55:37
Speaker
So go download it and we'll see you on the other side.