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What it Takes to be a Top 3 Sales Rep - Ruben Ayala
66 Plays4 years ago
INSTAGRAM: @ruben.can @taylorjarmstrong
Thanks to our friends at Pi Syndicate for sponsoring this episode!
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Transcript
Introduction to the Solarpreneur Podcast
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
00:00:08
Speaker
My name is Taylor Armstrong.
00:00:10
Speaker
I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
00:00:19
Speaker
I teach you how 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.
Meet Ruben Ayala: Sales Prodigy at Suncorp Solar
00:00:42
Speaker
What's happening, solopreneurs?
00:00:43
Speaker
We are back with another excellent episode here.
00:00:46
Speaker
And by the time you hear this, it will probably be the start of 2022.
00:00:51
Speaker
So happy new year if it's the new year for you.
00:00:54
Speaker
Today, we're excited to have on an awesome guest.
00:00:58
Speaker
We got Ruben Ayala.
00:01:00
Speaker
Ruben, thanks for coming on the show with us today, my man.
00:01:02
Speaker
Hey, thank you for having me, man.
00:01:05
Speaker
I appreciate it.
00:01:06
Speaker
Yeah, it's going to be a good time.
00:01:08
Speaker
And I'm excited because you were a suggestion from one of our listeners.
00:01:13
Speaker
Shout out to Bryce for connecting us and getting you on the show.
00:01:17
Speaker
And it's always nice to have suggestions because I only know so many people.
00:01:22
Speaker
And then obviously, it's a people's choice of word we got going here.
00:01:25
Speaker
So Bryce spoke very highly of you.
00:01:27
Speaker
And I know you're closing a ton of deals.
00:01:30
Speaker
So I guess just a little intro and then we'll let you get into your backstory a little bit.
00:01:33
Speaker
But
00:01:34
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Ruben, he is the number three rep for Good Leap out of Florida.
00:01:39
Speaker
So closing tons of deals there.
00:01:41
Speaker
Workhorse, he's a regional manager for his company, Suncorp Solar there.
00:01:47
Speaker
And yeah, just excited to pick his brain and hear what's been working, obviously.
00:01:51
Speaker
One of the top reps there out of Florida.
00:01:53
Speaker
So, but yeah, let's hear it from you, Ruben.
00:01:56
Speaker
Do you want to kind of give your backstory and then fill in any gaps I missed there?
Ruben Ayala's Sales Journey
00:02:00
Speaker
Kind of how you got into solar and your story behind that?
00:02:03
Speaker
Yeah, absolutely.
00:02:03
Speaker
Absolutely.
00:02:04
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So shout out to Bryce.
00:02:06
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Thank you for making this happen.
00:02:09
Speaker
He's a person I'm very proud of.
00:02:12
Speaker
I can speak very highly of him.
00:02:14
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He's definitely motivated.
00:02:16
Speaker
You know, I've seen his personal growth develop from, you know, in the past six months, really.
00:02:23
Speaker
He started with us around April.
00:02:25
Speaker
And right now he's one of the top producers for our company as well.
00:02:29
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So shout outs to him and
00:02:31
Speaker
his continuing learning and just trying to get better at everything is I guess why he listens to you.
00:02:35
Speaker
And I started listening to your program and I love it.
00:02:40
Speaker
I'm like, man, why can't I, why didn't I know about this earlier?
00:02:43
Speaker
You know, why, why didn't I?
00:02:45
Speaker
Because all the golden nuggets that you give are for someone coming in barely like
00:02:51
Speaker
knowing what a kilowatt is, you know, is definitely, uh, something of a lot of value.
00:02:56
Speaker
And I, I, I like that, that you're giving back to the community.
00:02:59
Speaker
So thanks for having me on here, Taylor.
00:03:02
Speaker
Um, what, what got me into solar?
00:03:06
Speaker
So my background has always been, um, sales and trying to just figure it out.
00:03:11
Speaker
Right.
00:03:12
Speaker
I went to college, got a, uh,
00:03:15
Speaker
bachelor's degree in multidisciplinary studies, which is you choose three concentrations.
00:03:21
Speaker
So mine was Spanish because, you know, I just wanted to get a higher GPA because that's my first language, to be honest with you.
00:03:29
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And then I didn't know if I was going to be an attorney or if I was going to be running businesses.
00:03:32
Speaker
And so I did political science to get that kind of doorway open and then business management.
00:03:40
Speaker
And, you know, after college,
00:03:44
Speaker
I really have never used the degree.
00:03:48
Speaker
And so I just think that it is amazing, this opportunity with solar, because it speaks to everybody that is just willing to put the work in and willing to be coachable and willing to learn.
00:04:01
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You don't need a title, a degree.
00:04:03
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You know, all you need is just hunger and will and thick skin, you know, because in this game, you need thick skin.
00:04:10
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If you don't have thick skin by the first time,
00:04:13
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to the 50th time you hear a no, then you're going to break down and cry.
00:04:16
Speaker
And that's just, it's just part of the game.
00:04:18
Speaker
It's just one closer to the yes.
00:04:20
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And we live off of the yeses.
Transitioning to the Solar Industry: Challenges and Mentorship
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From there, I was, I've sold anything from houses to eyeglasses to, I was running a optical store for vision,
00:04:40
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source which is the largest independently operated franchise for independent eye doctors in the US and I had 28 stores that I kind of trained managers on how to do things but I felt very capped you know I felt like you know this is something where I've hit a ceiling and I can't grow anymore and then I found out I was going to be having twins and that kind of changed everything for me and so
00:05:09
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When I found out I was going to have twins, I was like, dude, I mean, if I'm barely surviving in the lifestyle that I want with this salary, like how am I going to feed three other people besides me?
00:05:21
Speaker
And one of my mentors, I would like to say, he's a guy that stuck around with a financial service company for some time, well, for 30 plus years.
00:05:34
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And so he has set residual income that is huge.
00:05:38
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And he tells me, man, you need to quit and you just need to quit.
00:05:41
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And he was kind of the guy that talked me into quitting and just releasing, you know, something good to go for something great.
00:05:49
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And I know a lot of you have heard that multiple times, you know, like go be good for the great.
00:05:54
Speaker
And it's sometimes scary because that's your, that's your bloodline.
00:05:58
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I mean, that's your blood, the income that you're getting.
00:06:01
Speaker
And that's what makes you survive, especially if you're living paycheck to paycheck, like I was.
00:06:05
Speaker
Yeah.
00:06:07
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And it was scary.
00:06:07
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Yeah.
00:06:08
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I had kids on the way and I said, you know what, screw it, let's do it.
00:06:11
Speaker
And I quit cold turkey, no more income.
00:06:14
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And I was going to dedicate myself to get a financial service license, which is, you know, life insurance and annuities, investments, stocks, all that, and go to restaurants and hunt people.
00:06:28
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literally hunt for people to like be able to sell life insurance too.
00:06:34
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And so I started doing that.
00:06:35
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I recruited 43 reps within that time.
00:06:40
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And the company was called Primerica.
00:06:42
Speaker
And so you have your downline and whatever they produce, you kind of get a little override off of it and you promote with what you're doing.
00:06:50
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And so some months would be, you know, a thousand dollar income month and other months would be, you know, 5,000 to, to,
00:06:58
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you know, 6,000.
00:06:59
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And that was kind of like the top that I peaked there.
00:07:03
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And, um, I just needed to get more people.
00:07:06
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And all of my friends started not talking to me anymore because, you know, I was just that annoying guy.
00:07:11
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Like, come on, jump in, jump in.
00:07:13
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Let's do it.
00:07:13
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Let's do it.
00:07:13
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Let's go.
00:07:15
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And I was just very focused on it.
00:07:17
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And, um, I went back into what I used to do, which was a wholesale real estate property.
00:07:23
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So I would call myself the investor and, um,
00:07:28
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then get properties under contract for a very cheap price and then sell that contract to an actual investor that was going to do the flip or rent it out or whatever, you know, but he was going to be the end buyer.
00:07:39
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So we started a call center.
00:07:40
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So training people on the phones, how to get, you know, leads and things like that.
00:07:45
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And that was supplementing my income.
00:07:49
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And I was just kind of lost to be honest with you.
00:07:51
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I was, you know, having the kids and they were three months in and my cousin Adam,
00:07:57
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he calls me and he's like, dude, this is the third time I've called you to jump into solar.
00:08:02
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Him and I used to be roommates in college and he was working the water business while I was working the optical industry.
00:08:12
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And he just completely committed to just focusing and training.
00:08:17
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And sometimes I'd be out partying and come home and he's writing his goals down at like two in the morning.
00:08:23
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And I'm like, dude, I'm
00:08:24
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what are you doing?
00:08:25
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And so one day he comes up and he says, Hey man, here's last month of rent and I'm out.
00:08:29
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I'm headed back to El Paso.
00:08:31
Speaker
I'm going to start working in the solar industry.
00:08:33
Speaker
And he basically tried recruiting me three times.
00:08:37
Speaker
And the third time I was in such a, I would say like low point in my life because I was trying to operate two businesses and learn how to be a dad of two.
00:08:50
Speaker
And if any of you guys are out there and you know, like what having a kid is,
00:08:54
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imagine having two where every two hours you're feeding one and it never stops for like three months.
00:09:00
Speaker
And for three months you don't sleep like your shirts on backwards, coffee stained, you know, you have burp all over you.
00:09:05
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It's just like, you don't even know like what day it is.
00:09:09
Speaker
It was just, it's crazy.
00:09:11
Speaker
And so in a one bedroom apartment crowded, just super like bad and away from family, you know?
00:09:19
Speaker
And so we didn't have anybody to actually like come really give us a hand out in the weekends, you know, my family,
00:09:24
Speaker
My girls, uh, parents would come and help us.
00:09:26
Speaker
And so I said, Adam, I'm gonna take it two weeks.
00:09:29
Speaker
Sounds like a vacation and a break I need.
00:09:32
Speaker
And I went out to Florida and, um, went knocking on doors and with my other cousin, Niram.
00:09:40
Speaker
And he basically was like, yeah, well, we just developed this program where we have lead setters and, you know, you can go to appointments now.
00:09:48
Speaker
And I'm like, oh, that's sweet.
00:09:49
Speaker
So you just show up to appointments and just close a deal.
00:09:52
Speaker
And so in two weeks, we closed five, five, five deals.
00:09:59
Speaker
And when I was like, well, how much money did we make?
00:10:02
Speaker
And I was like, dude, I could literally pay for three months of living expenses.
00:10:07
Speaker
And I just did this in two weeks.
00:10:09
Speaker
I'm like,
00:10:10
Speaker
You know what?
00:10:12
Speaker
I flew Claire out there and I said, hey, I need you to fly here.
00:10:16
Speaker
He says, who's going to watch the kids?
00:10:17
Speaker
And I said, I don't care.
00:10:18
Speaker
Like, you know, just come out here so you can see where we're going to live.
00:10:22
Speaker
And within five days, well, she flew out that day.
00:10:26
Speaker
And then five days later, we were already back and driving with a U-Haul with all of our stuff packed.
00:10:33
Speaker
I still had a lease at the apartment and I said, screw it.
00:10:36
Speaker
We're going to make enough money to where I can either pay it to break it or I can continue paying for it.
00:10:43
Speaker
Went out there, got a three-bedroom apartment so life was a little bit more peaceful and then just learned how to door knock.
The Power of Full Commitment in Solar Sales
00:10:52
Speaker
Door knocking is really what changed the whole shebang because now you're really a hunter.
00:10:58
Speaker
Before, I thought I was a hunter but I was a salesman that
00:11:01
Speaker
you know, was used to having people kind of come to you or going to different places to try to recruit.
00:11:08
Speaker
And actually learning how to hit the doors was what really changed it for me because now it's on you.
00:11:15
Speaker
You know, the doors are always there.
00:11:17
Speaker
Are you going to get out there and are you going to go knock and are you going to go set yourself a solid appointment to come back and close it to then feed your family and then help others?
00:11:25
Speaker
You know, so that's kind of what got me into it.
00:11:29
Speaker
Yeah, that's awesome, man.
00:11:30
Speaker
Yeah, that's crazy.
00:11:31
Speaker
And so you came from Texas.
00:11:33
Speaker
Is that where you were before?
00:11:34
Speaker
Yeah, I was in San Antonio, Texas.
00:11:38
Speaker
I'm originally from El Paso, which is a border city with Juarez.
00:11:43
Speaker
And so I grew up in Mexico crossing the bridge every day to come to school in the States so I could learn English.
00:11:49
Speaker
Okay, that's crazy.
00:11:52
Speaker
A lot of good stuff in there, though, man.
00:11:53
Speaker
I like the story.
00:11:55
Speaker
So what part of Florida are you in now?
00:11:57
Speaker
So on then.
00:11:58
Speaker
We just expanded to Tampa, but where I made my mark was in Pensacola.
00:12:03
Speaker
Pensacola, gotcha.
00:12:04
Speaker
Yeah.
00:12:04
Speaker
Okay.
00:12:06
Speaker
A lot of good stuff in there.
00:12:07
Speaker
And what I really like about what you're saying, Ruben, is just how you kind of had to burn the bridges.
00:12:12
Speaker
And sounds like you did that both when you switched to solar, but also when you switched to, I think it was life insurance you were saying.
00:12:20
Speaker
And I think that's a big principle because I talk to people all the time who are wanting to get into solar, but there's like, I don't want to leave my salary job though.
00:12:29
Speaker
I've got my 60,000 salary a year.
00:12:32
Speaker
I got benefits paid for.
00:12:34
Speaker
So I'm just going to try to do solar on the side, maybe on the weekends or something.
00:12:39
Speaker
And then it's no surprise when they don't really close many deals.
00:12:43
Speaker
I'm like, dude, the thing about solar is you got to be all in with it.
00:12:46
Speaker
That's how you're going to see the results.
00:12:49
Speaker
It's scary for people.
00:12:50
Speaker
I actually came from a similar background.
00:12:52
Speaker
Even within the solar industry too, I know there's people working at companies where maybe you do have a salary, but for me personally, I switched from a company where I had a salary.
00:13:03
Speaker
I had my cell phone bill paid for.
00:13:06
Speaker
I was getting some leads, but the potential to work at a company where I was just my own business and getting paid full commission and
00:13:15
Speaker
I didn't have the benefits.
00:13:16
Speaker
I didn't have the salary, but now I'm making way more because, you know, I'm my own business and I'm getting the full commissions and all that.
00:13:24
Speaker
So, yeah, I love that principle and I love hearing from people that's made that jump because a lot of people are scared to do it in the solar industry and also outside of it.
00:13:33
Speaker
Do it.
00:13:34
Speaker
Yeah.
00:13:36
Speaker
Do it.
00:13:36
Speaker
Like if you're going to do it, do it and do it fast.
00:13:38
Speaker
Don't think about it.
00:13:39
Speaker
Just rip off the bandaid and jump guns blazing into it and you'll learn.
00:13:43
Speaker
There's a lot of people like you trying to help out.
00:13:46
Speaker
And so this podcast is amazing for that.
00:13:50
Speaker
Yeah, I appreciate that.
00:13:51
Speaker
So yeah, that's a big principle for our listeners.
00:13:54
Speaker
But number two, I think it's super impressive how you're doing all this with twins.
00:13:58
Speaker
Like you're saying, you're shirt on backwards and just all night long, I'm sure, trying to feed those kids.
00:14:06
Speaker
As you know, I just had actually my second kid.
00:14:09
Speaker
but they're not, so now we have two and they're not twins.
00:14:12
Speaker
So it's a little bit easier.
00:14:13
Speaker
I can't even imagine doing it with two men with one kid.
00:14:16
Speaker
We were like overwhelmed.
00:14:18
Speaker
So you got my respect for doing it with two kids.
00:14:23
Speaker
That's awesome.
00:14:23
Speaker
But no, would you say like, what I think is cool is sounds like you have a big sense of purpose.
00:14:28
Speaker
You're out there feeding your family.
00:14:30
Speaker
You have something to work for.
00:14:31
Speaker
So would you say that's a big, I don't know, reason for you getting out big motivating factor for you is just a, yeah, those twins and,
00:14:39
Speaker
Definitely.
00:14:41
Speaker
I like to give shout out to her because without her, you know, nothing would be possible.
00:14:46
Speaker
I don't know many women that you call them and you say, hey, in five days, we're moving to a completely different state and pack the U-Haul and we're gone, you know, with three months old twins.
00:14:55
Speaker
And, you know, she's done that multiple times.
00:14:58
Speaker
As we've been growing, we're expanding.
00:15:00
Speaker
And so Tampa, we moved in September 4th and I let her know, I think it was like a week before.
00:15:08
Speaker
And so it was like, we're packing up and we're leaving or going to Tampa.
00:15:12
Speaker
And she says, where are we going?
00:15:13
Speaker
I said, I don't know.
00:15:14
Speaker
I think we got another place.
00:15:17
Speaker
It was like, gosh, Ruben, can I, like, all right, at least you gave me one more day to pack.
00:15:23
Speaker
So I was like, okay, now, now we can get movers.
00:15:25
Speaker
You know, that was a little bit better.
00:15:27
Speaker
It wasn't just us moving everything.
00:15:29
Speaker
Yeah.
00:15:30
Speaker
That's funny.
00:15:31
Speaker
Yeah, no, it helps a ton, Abana, you know, support of a lady in your background for sure.
00:15:36
Speaker
So that's definitely a good factor.
00:15:40
Speaker
Another thing is my team, you know, like the people that come into the company, like you said, they are self-employed businesses.
00:15:51
Speaker
And so...
00:15:54
Speaker
It is my responsibility.
00:15:55
Speaker
It is, you know, my duty to make sure that these people that are trusting us to actually come and succeed, show them some wins right off the bat, whether it's learning how to set an appointment or whether it's closing their first deal or whether it's getting out of a donut month where, you know, their head isn't just straight and it has to do with other things in their life and their environment.
00:16:19
Speaker
because at the end of the day, you're only as good as the people that you help, and you can only do so much yourself, and so once other people started, you know, I was having responsibility over other people, and essentially their livelihood, that's when it gets really serious, and it just motivates you to go out there and get it, because you can be a comfortable rep, you know, just
00:16:42
Speaker
closing multiple deals a month and your family can be taken care of.
00:16:47
Speaker
But I think the biggest factor is just the ambition that we have and the opportunity that we see in solar and what we've seen it do for multiple people that it's just, we want to share that and
00:17:00
Speaker
and work as hard and as fast as possible because success loves speed.
00:17:05
Speaker
Yeah, no question.
Keys to Sales Success: Persistence and Teamwork
00:17:07
Speaker
And yeah, we were talking before we started the recording here, Ruben, you've only been in solar 15 months.
00:17:13
Speaker
He's managing an entire region now.
00:17:16
Speaker
He's a number three rep in the state of Florida.
00:17:19
Speaker
So that's pretty impressive coming out of the gates, super hot.
00:17:23
Speaker
I was telling you, I've been in solar five years and I don't think I've been the number three rep for a good leap yet.
00:17:28
Speaker
So yeah,
00:17:28
Speaker
awesome accomplishment you're obviously doing great stuff out there so what would you say are some of the biggest keys to success you've seen to have such a quick start and just come through the gates on fire like that and already be running a region and everything um having nothing to fall back on like you said burning all your bridges was just the first thing that it was like i can't come home and say i didn't get at least a lead you know what i mean going out there and getting one win
00:17:58
Speaker
even if it's just one win a day, whether you got somebody interested or whether you were able to help somebody, you know, get through a funk or whether you were able to, um, close a deal or solve a problem for a customer or, you know, just be able to be coachable, to listen to what people are telling you at the door.
00:18:19
Speaker
I think that has been a very big, um,
00:18:23
Speaker
pivot factor, you know, when you become solutions oriented instead of problems oriented and you see every problem as an opportunity to make a better imprint in the customer.
00:18:33
Speaker
I think that's just huge because not only do you gain their loyalty when another solar company comes knocking out that door, you know, you also get reviews and you get referrals.
00:18:44
Speaker
And so our company right now is a 4.9 star rate company.
00:18:50
Speaker
And it's thanks to all the people that we've made happy, you know, like I tell people, we're not tequila.
00:18:54
Speaker
We can't make everybody happy.
00:18:56
Speaker
But if you can make 99.9% of the people happy, then you're doing something good.
00:19:02
Speaker
I would like to shout out the trainings that we have are just phenomenal.
00:19:10
Speaker
People get jacked up in the mornings and walk in there knowing that they have a purpose.
00:19:15
Speaker
We set goals.
00:19:16
Speaker
We set targets for individuals.
00:19:19
Speaker
We go over
00:19:21
Speaker
We go over personal, professional and financial goals for everybody in the company.
00:19:26
Speaker
And our biggest factor is just having everybody aligned with where the company is going and what it is that they want to do within the company.
00:19:33
Speaker
And so once we know that, then that gives us, you know, the ability to see exactly how we can play it better for everybody and knowing the cards that were dealt and opening new markets is tough.
00:19:49
Speaker
You know, we've done that twice.
00:19:50
Speaker
And so,
00:19:51
Speaker
Right now, I think we've put up over 120 deals since September with only two closers.
00:19:59
Speaker
And so it's myself and Tanisha, which she's even a bigger beast than I am.
00:20:04
Speaker
You know, when you get on this podcast, she basically has her team that is two people.
00:20:19
Speaker
basically setting appointments and making them so nice and juicy for her to just go take them down.
00:20:24
Speaker
And I basically did the same thing.
00:20:27
Speaker
So within two people and five setters, we've put over 120 and in like from September 4th through here, you got to think about like when you move September 4th, you still have like three, four days.
00:20:43
Speaker
where you're not working because you're setting up.
00:20:44
Speaker
So technically like mid September to right now.
00:20:48
Speaker
And so that for me is, is pretty huge.
00:20:52
Speaker
Just having someone to look up to and someone that can push you.
00:20:56
Speaker
And it's like, all right, you're, you're doing crazy numbers.
00:20:58
Speaker
Well, I'm right there behind you, man.
00:21:00
Speaker
I'm like on your tail on it, or I'm on her tail, you know, trying to catch up.
00:21:04
Speaker
So,
00:21:05
Speaker
That is big.
00:21:06
Speaker
That is big.
00:21:07
Speaker
I guess your environment, really.
00:21:09
Speaker
Yeah, I think that's huge.
00:21:10
Speaker
And what I've heard from just doing the podcast with tons of successful companies and organizations is most of them are saying similar stuff to what you said is they're just almost like a personal development company with sales attached to it, right?
00:21:24
Speaker
So as they're developing their reps, they're seeing their sales improve and continually get better.
00:21:32
Speaker
With your company, sounds like you guys focus a lot on the personal development side of things.
00:21:38
Speaker
That's been a big key for your success.
00:21:40
Speaker
I saw your little 10X wristband you got on there, Grant Curry.
00:21:45
Speaker
Yeah, 100%.
00:21:47
Speaker
Let's go.
00:21:48
Speaker
I need to get me a new one.
00:21:49
Speaker
I had one for years, but I think it fell off in a pool or something and lost it.
00:21:54
Speaker
But no, love that culture, though, the training.
00:21:58
Speaker
And yeah, something that I see a lot, too, maybe you have a suggestion on this, Ruben, is some people, they have trainings from their companies, but the trainings start getting dull and maybe their reps aren't getting fired up.
00:22:11
Speaker
And sometimes I see these reps, you know, what's the point of going to the trainings?
00:22:15
Speaker
I'm just going to go out there and knock by myself, do my own thing.
00:22:19
Speaker
And then you see him not produce as much.
00:22:21
Speaker
So for you guys, do you have anything that helps keep your trainings fresh and just keep people coming to them and get guys fired up?
00:22:28
Speaker
Any suggestions with that?
00:22:30
Speaker
So that is 100% facts, what you're saying.
00:22:33
Speaker
You know, you have people that are, so we have kind of like two sides of,
00:22:40
Speaker
of this, which is people that are learning to set appointments and then people that are closing appointments.
00:22:50
Speaker
Right.
00:22:50
Speaker
And so I think whenever the company decided to be a little different than most companies, which was, you know, I'm sure when you started, it's like, Hey, learn how to knock doors and learn how to close your own deals.
00:23:02
Speaker
You know, it can, it can discourage a lot of people.
00:23:04
Speaker
So we broke it into two pieces.
00:23:06
Speaker
And first you come in and
00:23:08
Speaker
and you learn how to set appointments.
00:23:10
Speaker
And so we have classes and trainings on how to do that.
00:23:14
Speaker
And so separating the people that are experienced from the people that are barely starting is definitely valuable for the people that, you know, have heard of the pitch thousands of times and know how to go set an appointment.
00:23:27
Speaker
You're trying to teach them exactly what net metering is or, you know, the terms.
00:23:33
Speaker
And so, but even then,
00:23:37
Speaker
we do have people that just choose to be a lead setter because they love the structure of the pay of the company.
00:23:44
Speaker
And they don't want to move over to closing.
00:23:47
Speaker
So we've had people that have been six, seven, eight months with us and they're like, no, I like setting leads, man.
00:23:54
Speaker
That's it.
00:23:54
Speaker
You have, you know, they understand the responsibility of their job and they like it.
00:24:01
Speaker
And one of our logos is do your job, right?
00:24:04
Speaker
So it's on the back of every shirt.
00:24:06
Speaker
It says do your job.
00:24:08
Speaker
And you focus on what it is that your job is.
00:24:13
Speaker
And so if your job is to set appointments, you make sure that you go set the best quality appointments that you can.
00:24:17
Speaker
If your job is to close appointments and you go make sure that you go close these appointments because everybody else is depending on it.
00:24:24
Speaker
And so what we do,
00:24:27
Speaker
is we try to learn ourselves new things.
00:24:29
Speaker
And then we do have coaching programs that the company offers to the people that are committed.
00:24:34
Speaker
And so we have a weekly call every Thursday and basically going over, you know, what every person is, is, uh, having an obstacle with, or we will have, you know, a curriculum.
00:24:47
Speaker
And I think it's like school, you know, you plug in, you watch a couple of videos, you, you, you read some books.
00:24:54
Speaker
We have, um,
00:24:55
Speaker
leadership program within the company where we pick out a book and we go through that book that that month or that two weeks depending on the length of the book and we link up via zoom and it's like okay book club what'd you like about this book and how does it pertain to the business and how do you think we can shift it and so
00:25:16
Speaker
The fact that everybody's voice is heard in our company and you can be someone that just started and have a great idea to, you know, somebody that's been in the company for a long time is, is I think builds a lot of value to keep people motivated because you know, when you're your own business, your, your wheels just spin and you're thinking like, Oh, how can I get in front of more people?
00:25:42
Speaker
You know, like what if I marketed this way?
00:25:44
Speaker
And then you come up and you ask, hey, have you tried this before?
00:25:46
Speaker
Hey, have you done ads before on Facebook?
00:25:48
Speaker
Hey, have you did this?
00:25:49
Speaker
Have you done this?
00:25:50
Speaker
And so sometimes it's stuff that, you know, we're just working so hard on one thing that we haven't even thought about.
00:25:55
Speaker
So it's welcome.
00:25:57
Speaker
It's come on, let's do it.
00:25:59
Speaker
And then maybe, hey, go learn a little topic and go ahead and do a coaching program next week.
00:26:06
Speaker
And so, hey, this week we're going to go over this.
00:26:08
Speaker
So having people, that expectation and that ability to do that is, I think something that really separates us and keeps people engaged.
00:26:19
Speaker
And we're going to be expanding extremely fast starting January 2022.
00:26:25
Speaker
Nice.
00:26:26
Speaker
So what we were thinking of doing was phases, right?
00:26:30
Speaker
So like if you get hired,
00:26:32
Speaker
between you know the first two weeks of january and we're going to be doing you know 20 30 people at a time having that as a phase and as a training program kind of like a class in school like a boot camp coming in something like that a boot camp coming in and then from there they have different uh times of doing training and so i think myself i will be conducting trainings maybe
00:26:57
Speaker
you know, one day, all day, but different classes for different types of knowledge, right?
00:27:05
Speaker
And so I think that would keep everybody a little more engaged.
00:27:08
Speaker
That's something that we are gonna try differently.
00:27:10
Speaker
It's not implemented yet, but that's, you know, what we're looking at doing.
00:27:16
Speaker
For the same purpose.
00:27:17
Speaker
Yeah, that's good, that's good.
00:27:20
Speaker
And so, yeah, I think it's working what you're, obviously you got guys closing lots of deals and having tons of success.
00:27:27
Speaker
And we were talking before the call too, you, as we mentioned, were the number three rep for Good Leap.
00:27:33
Speaker
I think a lot of people listening can maybe underestimate the amount of time it takes and the level of efforts that you have to put in to achieve high levels of success.
00:27:44
Speaker
So you're telling me you're putting in 11, 12 hour days, working a ton.
00:27:48
Speaker
So I know that's definitely a factor.
00:27:50
Speaker
but can you give us an idea Ruben how much time did you have to put in how many deals would you say you had to go to how many how many deals did you close to be the number three rep for good leap what numbers are we talking with so my goal and this is something that I encourage everybody to do is you know some people in the company will just make fun of me because I say blue ink but I had a mentor that um
00:28:16
Speaker
said everything you want in life you need to write down with blue ink multiple times a day but make sure it's blue ink blue ink so okay i i have no idea he says that there's just something magical that happens with a written word in blue ink and your imagination and your way of uh seeing things happen and so i remember my first you know six months or my first yeah actually
00:28:44
Speaker
because this was like a pivot point from there, it just like catapulted.
00:28:48
Speaker
And so my first four or five months, I was closing anywhere from like four deals to six to eight deals, and I couldn't get past 10.
00:28:59
Speaker
And so I thought that was because I was counting money, I wasn't counting deals.
00:29:07
Speaker
So I was like, dude, like four deals, like you're set.
00:29:09
Speaker
And then now like,
00:29:10
Speaker
Six deals, eight deals, like now you have a lot of gravy on top of what you need.
00:29:15
Speaker
And I was thinking small.
00:29:17
Speaker
And when I started thinking big and I started thinking in form of deals and started looking at what other people were doing within our company and within, you know, the industry, I'm like, dude, how are these guys closing?
00:29:30
Speaker
You know, 16 deals in a month.
00:29:33
Speaker
That's like double what I'm doing.
00:29:35
Speaker
And that used to be kind of like the thing.
00:29:37
Speaker
And so I would write down every morning before I went to work or did anything before I got my cup of coffee or during my cup of coffee in blue ink.
00:29:46
Speaker
You know, this month I want to get 16 deals.
00:29:48
Speaker
This month I want to get 16 deals.
00:29:50
Speaker
And I see myself getting 16 deals.
00:29:53
Speaker
And next thing you know, boom, 16 deals happen in a month.
00:29:58
Speaker
And I'm like, what?
00:30:00
Speaker
And I still have like two, three weeks left.
00:30:02
Speaker
Holy cow.
00:30:03
Speaker
in the month and so i was like man i gotta put my targets up and so i think if you now my goal is i want to get two deals a day i work six days a week and and i want to get two deals on top of everything else that i do which a lot of the times you know we were you know checking in on roofs or we're checking in on um
00:30:26
Speaker
all the other home improvements that the company does for homeowners as part of going solar with us.
00:30:33
Speaker
And so, it was just a lot of moving parts and handling a lot of phone calls from reps needing some assistance or some guidance or just calling to check in on you and to motivate you to.
00:30:43
Speaker
Those are always good.
00:30:46
Speaker
writing down, I want to get two deals, two deals, two deals.
00:30:49
Speaker
So like I started hitting 25 deal months and, and then I think from there it just exploded and then just kind of went, you know, through the roof and I couldn't have done this without the team.
00:31:01
Speaker
So because they lay them up and I come and close them down.
00:31:06
Speaker
And so now what I'm trying to do is, okay, personally, I got ranked number third in,
00:31:15
Speaker
in the state of Florida, which the text message from one of the high ups at Goodleap said, Hey, you know, what's your personal address?
00:31:24
Speaker
Congratulations.
00:31:24
Speaker
You just got ranked your number three in Florida out of 19,700 and somewhat reps that have access to Goodleap.
00:31:33
Speaker
Wow.
00:31:33
Speaker
And I was like, what?
00:31:35
Speaker
I was at the airport and I was like, what?
00:31:38
Speaker
So like, I'm like, dude, this guy's playing with me.
00:31:40
Speaker
Like I never,
00:31:42
Speaker
I was not shooting for that.
00:31:43
Speaker
I was not, I didn't even know Good Leap would have ranked you.
00:31:47
Speaker
So, um, posting that out there and then seeing other top producers or people that claim that they're top producers, you know, cause social media is one thing and actual numbers is another thing, you know, reach out and be like, dude, I doubt it.
00:32:00
Speaker
You're lying.
00:32:01
Speaker
And I'm just like, bro, just, I told you jump on the team, bro.
00:32:05
Speaker
Like that was also, you know, pretty motivating, but, um,
00:32:10
Speaker
They're asking me how many kilowatts I put up a day.
00:32:13
Speaker
For me, it's really not about kilowatts because it's about deals will get you, it will get you people naturally because if you're just focusing on kilowatts, then are you really doing the homeowner a favor and a solid?
00:32:26
Speaker
Are you really giving them what they need?
00:32:28
Speaker
Or are you trying to make the kilowatts up higher so you can say that you sold more kilowatts?
00:32:34
Speaker
I'm about getting the people what they need and saving some money and actually giving them a good product because
00:32:40
Speaker
I'm not trying to get rich off of one person, you know, that's never been the goal.
00:32:45
Speaker
I believe in what goes around comes around and eventually that will bite you in the butt.
00:32:50
Speaker
And so it's more about really like if you need a three kilowatt size system, you need 10 panels up on your roof, man, that's what you need.
00:32:57
Speaker
And I'm going to tell you, that's what you, what you need, you know, and I'm going to ask you for a referral, maybe three, and I might give you an incentive for giving me a referral.
00:33:04
Speaker
But when your bill amortizes in 18 months, you are going to be happy with,
00:33:10
Speaker
the fact that I gave you what you needed and when your light bill is just the application fee, then you're solid.
00:33:17
Speaker
But it's, I think when, when people are focused on kilowatts instead of actual deals or people's families helped, whatever you want to call them, you know, it's just about doing the right thing for them.
00:33:28
Speaker
And naturally it will come and you will always be able to sleep well at night.
00:33:32
Speaker
And when you go to the grocery store, if you already hit up your whole community,
00:33:35
Speaker
you know, and they see you as like, Hey, Ruben, how's it going?
00:33:37
Speaker
Oh, by the way, my friend stopped by and, you know, was asking me how like solar panels, cause somebody knocked on their door, but I actually gave them your phone number and I'll be, Oh yeah, she called me yesterday.
00:33:47
Speaker
I'm going to put them with her tomorrow.
00:33:48
Speaker
You know, it's like, okay, cool.
00:33:50
Speaker
You know, that's what it's about that.
00:33:52
Speaker
And so just doing the right thing for people.
00:33:55
Speaker
Um, but now, yeah, absolutely.
00:33:58
Speaker
No less than, you know, 25 deals a month, man.
00:34:02
Speaker
It's my personal goal.
00:34:04
Speaker
Um,
00:34:06
Speaker
I was shooting for two a day.
00:34:07
Speaker
So if you think about it, I take four days off out of the month and I work about 11 to 12 hours a day.
00:34:17
Speaker
Whether I have appointments or not, I'll be out there.
00:34:20
Speaker
I will not come home until it's about nine o'clock at night and I leave around nine.
00:34:28
Speaker
And that's just, I think, what it takes.
00:34:32
Speaker
And then seeing Tanish, which...
00:34:34
Speaker
she overworks me, man.
00:34:36
Speaker
She, she works more than I do.
00:34:37
Speaker
And I'm just like, how do you do it?
00:34:39
Speaker
And she has, uh, two kids as well.
00:34:41
Speaker
And so it's just, yeah, no, that's awesome.
00:34:45
Speaker
You guys.
00:34:45
Speaker
And I mean, I use my kids as an excuse sometimes to work less.
00:34:49
Speaker
So that's where it's even more impressive.
00:34:51
Speaker
There Ruben's got twins and he's out there slinging 11, 12 hour days and going broke all the time.
00:34:59
Speaker
Yeah.
00:35:00
Speaker
All the time going broke.
00:35:01
Speaker
And I'm not talking about like not making money guys.
00:35:03
Speaker
I'm talking about,
00:35:04
Speaker
once you get a good lump sum of money and you start closing a lot of deals, if your company treats you right, you should be getting, you know, very, very good chunk of change.
00:35:13
Speaker
Um, I,
00:35:16
Speaker
Remember I used to do real estate all the time, so I know exactly how to find deals and I still get a lot of deals sent over.
00:35:21
Speaker
Sometimes we'll knock on people's doors and they're like, you know, I'm not interested.
00:35:24
Speaker
Oh, why are you not interested?
00:35:25
Speaker
Well, I'm selling the house.
00:35:26
Speaker
Why?
00:35:27
Speaker
Well, because this happened and I just want to get out of here.
00:35:29
Speaker
When do you want to get out of here, ma'am?
00:35:30
Speaker
Okay.
00:35:32
Speaker
In 60 days or whatever, you know, I just, I don't care.
00:35:35
Speaker
And giving people the opportunity to invest in real estate is huge right now.
00:35:42
Speaker
Um, I think tomorrow we're, yeah, tomorrow,
00:35:45
Speaker
we're closing on a house that a couple of the guys in the company, we all pitched in, bought it cash and not even listed it on the market.
00:35:54
Speaker
We didn't even touch it.
00:35:56
Speaker
We sold it for a big profit.
00:35:58
Speaker
And so everybody's getting some money back tomorrow and that is pretty cool.
00:36:03
Speaker
And that was like a, you know, three month deal where that money would have sat in your bank account instead.
00:36:09
Speaker
You know, some people for the first time ever got to invest in real estate and see how a transaction like that plays out.
00:36:15
Speaker
That's awesome.
00:36:16
Speaker
We've had other people just, Tanish just bought 12 houses, the girl that I tell you, and is renting them all out.
00:36:23
Speaker
So now she has cash flow.
00:36:25
Speaker
And I remember she told me, Ruben, I'm negative $60,000, bro.
00:36:29
Speaker
Like, I need to get out there.
00:36:31
Speaker
There's no time for me to waste.
00:36:33
Speaker
And you're talking about someone that, you know, is already a millionaire in solar.
00:36:36
Speaker
Yeah.
00:36:37
Speaker
That's awesome.
00:36:39
Speaker
That's a big thing because sometimes I'll have a big chunk of change in my account.
00:36:44
Speaker
Sometimes I'll have enough for like a month and a half or two months.
00:36:47
Speaker
And that's just a philosophy that was taught to me.
00:36:50
Speaker
Yeah, well, it's cool to hear that you're not blown on stupid stuff, putting it in real estate, putting it in investments.
00:36:57
Speaker
Because I know companies, I more heard this about alarm companies back in the day, but they would tell their reps, oh, go buy your Lamborghini, go buy your cars, go buy your stuff.
00:37:07
Speaker
Have them spend it on stupid stuff just for the rep to come back broke.
00:37:12
Speaker
Because what are they going to do if they're broke?
00:37:14
Speaker
they're broke and they're going to go out and sling some more deals.
00:37:16
Speaker
Right.
00:37:16
Speaker
Yeah.
Financial Management and Investment Strategies
00:37:17
Speaker
It's even more powerful if you can get your reps to invest in smart things and things that are getting you cashflow.
00:37:23
Speaker
So that's really cool to hear.
00:37:25
Speaker
You guys are doing that.
00:37:26
Speaker
I mean, I still, I still drive a 2015 Ram diesel, bro.
00:37:29
Speaker
And I could be, you know, getting a 2019, but at the end of the day, it's like, I really need it.
00:37:35
Speaker
Or is it just my ego telling me to go get something nicer?
00:37:38
Speaker
You know, like, um, I believe, you know, it's, it's about you.
00:37:43
Speaker
And not really about the things you have to flaunt to other people.
00:37:48
Speaker
If you're real, people will know real from fake right away.
00:37:51
Speaker
Yeah, 100%.
00:37:52
Speaker
So did Good Leap, did they send you like a trophy on the wall or like a bronze medal or something?
00:37:59
Speaker
They sent me a care package to rep them, you know, so like all winter gear and, you know, recognitions and things like that.
00:38:09
Speaker
That was pretty cool.
00:38:10
Speaker
I wasn't expecting it, you know.
00:38:12
Speaker
I thought they're, you know, sending something.
00:38:14
Speaker
Yeah.
00:38:15
Speaker
Like a certificate or something saying like my numbers.
00:38:18
Speaker
Cause you know, everybody's about numbers and stats, but I have a phone call pending with them.
00:38:26
Speaker
At the end of the year.
00:38:27
Speaker
Yeah.
00:38:28
Speaker
That's cool.
00:38:28
Speaker
I was going to say, cause my, my best year I did 150 accounts, but they sent, it was like a, was that a backgammon set or something?
00:38:38
Speaker
They were Lone Pal back then, but it had like the Lone Pal logo on it.
00:38:42
Speaker
I'm like, oh, cool.
00:38:43
Speaker
They're sending me some stuff in the mail.
00:38:46
Speaker
Yeah, it's nice, right?
00:38:48
Speaker
Because it says from them to you.
00:38:50
Speaker
I mean, they did send me this like super cool Nike sweater that I've been rocking.
00:38:54
Speaker
I'm not going to lie.
00:38:56
Speaker
And they hit my size right on the money.
00:38:57
Speaker
So I don't know if it was just like a one size fits all or they researched me or something.
00:39:01
Speaker
They're like, all right.
00:39:03
Speaker
That's awesome.
00:39:05
Speaker
Cool, man.
00:39:06
Speaker
And so before we start kind of wrapping up here, Ruben, a couple more questions I had for you.
00:39:11
Speaker
So as you know, a big part of this job is just hitting your numbers.
00:39:15
Speaker
You're talking, you're hitting 11, 12 hour days.
00:39:17
Speaker
You're sitting in, I'm sure, multiple appointments every day.
00:39:21
Speaker
For you, how many appointments did it take to get your two deals on a day?
00:39:25
Speaker
How many appointments would you say you have to sit in and what are your numbers as far as that goes?
00:39:29
Speaker
I shoot for 15 appointments a day, but I still want to shoot for 15 because, you know, some of them will forget about the appointment or some of them will cancel.
00:39:41
Speaker
And so if I can sit with, you know, at least seven people in that day, I know I'm at least closing two or three.
00:39:48
Speaker
And that's amazing.
00:39:49
Speaker
And then there's other days where realistically, like I only have like four appointments.
00:39:54
Speaker
And so if I have some free time and my calendar is white,
00:39:59
Speaker
I literally wherever I'm at, I just park and I just go knock.
00:40:03
Speaker
And if somebody already knocked that area the day before, and that's why I got that appointment, then I go ask, Hey, did somebody come by and you know, how are they doing?
00:40:11
Speaker
And do like service calls, but door to door.
00:40:14
Speaker
And sometimes that has been like, Oh no, nobody came.
00:40:16
Speaker
Okay, cool.
00:40:17
Speaker
That's what we're here for.
00:40:19
Speaker
And then slam dunk, you know, the engineering team that we have, I can get a PR sent back in less than 10 minutes.
00:40:28
Speaker
So,
00:40:29
Speaker
I'll be like, hey, Cameron, I'm walking in, man.
00:40:34
Speaker
Here it is.
00:40:34
Speaker
Here are the numbers.
00:40:35
Speaker
And I just send him an email.
00:40:37
Speaker
And by the time I'm done with my pitch, it pops up in my email.
00:40:40
Speaker
Like I got it.
00:40:41
Speaker
And then I show the people.
00:40:42
Speaker
And so that's also.
00:40:44
Speaker
But yeah, numbers wise, at least sit with seven people.
00:40:48
Speaker
But to get seven sits, you know, if you have 15, that's a very good solid chance of getting...
00:40:53
Speaker
Yeah, that's a lot of appointments.
00:40:56
Speaker
Not a lot of people have those many appointments lined up for them.
00:41:00
Speaker
I think that's a big key.
00:41:01
Speaker
People wonder, oh, how do I close more deals?
00:41:04
Speaker
How do I hit these huge numbers?
00:41:06
Speaker
It's like you got to be sitting in a ton of appointments.
00:41:08
Speaker
If you're doing seven a day, like you said, that gives you an awesome shot at closing at least two or three of those.
00:41:14
Speaker
and sometimes I talk to reps, they wonder why they're not closing deals.
00:41:18
Speaker
I'm like, okay, how many appointments did you sit in this week?
00:41:20
Speaker
Like, uh, I sat in three, like, okay, well, don't you think it's going to be hard to close more than like, like three deals, even, even Ruben's is going to have a tough time closing more than a deal a week.
00:41:33
Speaker
And it's not, it's not that you're going to have a hard time closing them is that let's be real.
00:41:37
Speaker
A lot of these are credit fails, you know?
00:41:39
Speaker
And so maybe that should be another segment that you do is, um,
00:41:43
Speaker
what to do with all the credit fails, because usually those are the people that want it the most.
00:41:47
Speaker
And I'm sure you know that they're like, Oh my God, call this other person and do it.
00:41:54
Speaker
That's, that's facts.
00:41:55
Speaker
So yeah, you have to sit with at least seven, seven appointments a day.
00:41:58
Speaker
And like I said, if I don't have appointments, I go out and I knock and I'm a beast at the doors right now that we're doing a new market.
00:42:07
Speaker
I, my numbers fell.
00:42:08
Speaker
I'm not going to lie.
00:42:09
Speaker
I'm always going to keep it real.
00:42:10
Speaker
My numbers did fall.
00:42:12
Speaker
I think I got 15 deals this month, but I also took two weeks off of the month, which I've been on vacation.
00:42:19
Speaker
But I was literally knocking doors two to three days out of the week all day long, trying to get new reps up to speed, basically letting them knock with me and then eye shadowing them and letting them do it themselves.
00:42:38
Speaker
And then if I needed to jump in to save it, you know, and set the appointment, I would.
00:42:42
Speaker
And then after that, you know, I've been blessed, you know, I've got this, these new two guys, Hunter and Karen, and they're super coachable.
00:42:54
Speaker
Hunter knocked with me for two days and then the following day goes out and gets nine appointments set for me.
00:42:58
Speaker
We closed four out of those nine in one day.
00:43:02
Speaker
So I was like, dude, yes, you know, it paid off.
00:43:05
Speaker
So sometimes you got to lay off the appointments to teach other people how to get to where you want to be.
00:43:10
Speaker
And that's how you'll always have, you know, 15 appointments set on a daily basis.
00:43:14
Speaker
And that's when you're needing to get another closer to come in and take care of that.
00:43:18
Speaker
So yeah.
00:43:18
Speaker
Yeah, that's awesome.
00:43:20
Speaker
So yeah, we're speaking of training reps.
00:43:22
Speaker
What are some things that you notice in training your reps or anything you do that is super helpful as you're training them or as they're outshadowing you?
00:43:30
Speaker
What does that look like for you guys?
00:43:31
Speaker
So there's a there's a there's a good guy named Patrick, but David and one time I I saw a YouTube video of him and he says there's two types of leaders.
00:43:42
Speaker
There's leaders that lead from the back and there's leaders that lead from the front.
00:43:48
Speaker
And so you need to analyze yourself and see what type of leader you are.
00:43:51
Speaker
And that really hit home because I think a lot of my success is I go into the trenches with you and I know exactly what it is.
00:44:00
Speaker
And so I'll have reps that, that they call and they're like, Hey, we want to work for your company.
00:44:06
Speaker
And I'm like, okay, so we have a process.
00:44:08
Speaker
You're going to start setting appointments.
00:44:10
Speaker
And then from there, you're going to be a closer.
00:44:12
Speaker
oh no man, I'm not setting appointments.
00:44:14
Speaker
I'm not going to go knock on doors.
00:44:15
Speaker
And I'm like, well, then you're not a fit for our company, man, because I still knock on doors.
00:44:19
Speaker
You know what I mean?
00:44:20
Speaker
And there's nothing shameful about knocking on doors.
00:44:23
Speaker
If anything, like I give kudos to all of our setters, which are beasts, you know, because they're out there knocking on doors, getting better every single day.
00:44:31
Speaker
And it's just leading from the front.
00:44:33
Speaker
And so we had these new reps come in.
00:44:36
Speaker
And one thing is to go and rally the troops and say, hey, let's go get,
00:44:40
Speaker
you know, 10 appointments each and this and that.
00:44:42
Speaker
And then you sit back and I know a couple of people that do that, you know, not within our organization, but they sit back and they just wait for the appointments to happen.
00:44:49
Speaker
And then they go and the next day they scold people.
00:44:53
Speaker
If I see someone's having a hard time, it's like, Hey, let's go to lunch.
00:44:56
Speaker
What's on your mind?
00:44:56
Speaker
Is it a personal issue?
00:44:58
Speaker
Is it a work issue?
00:44:59
Speaker
If it's a personal issue, I try to give guidance.
00:45:01
Speaker
If it's a work issue, then let's hit the field and hitting the field is the best way of training people.
00:45:08
Speaker
Yeah, that's awesome.
00:45:10
Speaker
Them seeing it live.
00:45:12
Speaker
Yeah, that's really good.
00:45:14
Speaker
Yeah, I love leading from the front.
00:45:15
Speaker
Yeah, I think that's a big key, like you said, showing them how to do it and then being willing to go out there and work hard, which obviously you're doing.
00:45:22
Speaker
And I've always heard reps are going to do half of what you do and they're going to make twice the mistakes you make, something like that.
00:45:31
Speaker
So it's like if you're out there closing 25 deals, and you told me this before, you've got reps closing 12 deals a month, so they're already doing half of your production.
00:45:40
Speaker
But if you're only doing 10 deals a month, then they're probably going to do five.
00:45:44
Speaker
We've got a guy named Jeremy.
00:45:46
Speaker
He just came in and they just sent the numbers.
00:45:52
Speaker
I think he came in in April, I think.
00:46:00
Speaker
Or no, April, May, June.
00:46:03
Speaker
In June, he started closing and he's had 29 deals.
00:46:10
Speaker
for this quarters after cancels.
00:46:13
Speaker
Wow.
00:46:14
Speaker
Right.
00:46:15
Speaker
And then we've got Mr. Bryce up there as well.
00:46:18
Speaker
And then we've got another guy named Hamada crushing it.
00:46:21
Speaker
Yeah.
00:46:22
Speaker
So all of these guys are double digits.
00:46:24
Speaker
All of these guys are double digit guys every single month, you know, you know, he's a great coach too.
00:46:30
Speaker
And he's coaching and closing deals.
00:46:31
Speaker
And so,
00:46:32
Speaker
very blessed with the people that we have.
00:46:34
Speaker
We're not a lot like, you know, all the other companies that you see, but the volume that each individual does, because we are so much about self development and self growth, our retention is huge.
00:46:45
Speaker
We don't have people, you know, quitting on this left and right, but we're also, we weren't hiring in volumes.
00:46:51
Speaker
And so I think now that we have enough people to be able to assign new reps to, and they're already at a level where, you know, they're not producing under 10 deals a month, then,
00:47:03
Speaker
we can now open the gates for the opportunity for more people because we know they're going to get proper training and they're going to be with people that are capable of doing it.
00:47:13
Speaker
Does that make sense?
00:47:14
Speaker
Yeah, that's huge for sure.
00:47:16
Speaker
Well, sweet Ruben.
Techniques for Closing Deals Effectively
00:47:17
Speaker
So last kind of couple of questions I wanted to ask you here is just your closing and setting process.
00:47:23
Speaker
you're doing a lot of stuff that works.
00:47:25
Speaker
So can you give our listeners just a little spark notes version of your clothes and your set, maybe go through a couple objections or some keys to success that you're seeing as you set up and then close the appointments.
00:47:37
Speaker
So maybe start with setting first.
00:47:39
Speaker
What are some keys you see or maybe mistakes you've seen newer reps make some stuff that works for you as you're out there setting appointments?
00:47:46
Speaker
Okay.
00:47:48
Speaker
The script is the script, right?
00:47:51
Speaker
But
00:47:52
Speaker
every person is different and you got to understand what they're doing.
00:47:55
Speaker
And sometimes you're not going to say, Hey, how's it going?
00:47:58
Speaker
You know, sometimes you catch them outside and they're like mowing their lawn.
00:48:03
Speaker
Hey, that's a nice lawnmower, man.
00:48:05
Speaker
It looks brand new.
00:48:06
Speaker
Do you get it at home Depot or Lowe's?
00:48:08
Speaker
Boom.
00:48:09
Speaker
All of a sudden, like, it's like, you know, like, you know, you have their engagement.
00:48:13
Speaker
And so, um,
00:48:15
Speaker
Going after objections, if you can master your objections and if you can role play every single day on mastering objections, it's like, all right, knock, knock, Taylor, I'm at your door.
00:48:23
Speaker
How's it going, man?
00:48:24
Speaker
My name's Ruben.
00:48:26
Speaker
Not interested.
00:48:28
Speaker
Oh, you're not interested.
00:48:29
Speaker
Well, sure.
00:48:29
Speaker
I'm sure you're not interested because you've got, how many people came to your door today?
00:48:34
Speaker
Uh, we get all the time.
00:48:35
Speaker
Are you doing solar?
00:48:37
Speaker
Yeah, exactly.
00:48:38
Speaker
We're going over a program that's available right now.
00:48:40
Speaker
What, what do you know about solar?
00:48:43
Speaker
I just heard about it.
00:48:44
Speaker
We checked it out once.
00:48:45
Speaker
Didn't really save us money.
00:48:46
Speaker
So yeah, thanks for coming though, man.
00:48:49
Speaker
No, you're welcome, man.
00:48:51
Speaker
I apologize because you didn't check it out with our company.
00:48:54
Speaker
And if it didn't save you money, then you were with some
00:48:56
Speaker
scam artist man so like what was it that you didn't like about it what did you do in the process did they show your house in 3d did they show you exactly the breakdown of what solar is you know all the benefits or um not really they just kind of said that it might save us i don't know maybe like 10 bucks a month so it sounded like it was like a loan like a long-term thing i had to be locked into so it didn't really seem worth it
00:49:20
Speaker
Yeah, that's the biggest misunderstanding.
00:49:22
Speaker
And I take full responsibility for that guy that came out here or girl.
00:49:26
Speaker
What was it?
00:49:27
Speaker
He, she, do you even remember the company?
00:49:29
Speaker
Most people don't.
00:49:31
Speaker
That's how I have an impression they did, right?
00:49:34
Speaker
Yeah, yeah.
00:49:34
Speaker
You never know what genders these days.
00:49:36
Speaker
Got to be careful with that.
00:49:39
Speaker
So I apologize because the concept of solar is not to be saving $10 a month.
00:49:44
Speaker
I mean, if you can save $10 a month, that's great.
00:49:46
Speaker
If you can save 30, 40, that's great.
00:49:48
Speaker
But even $40 isn't probably going to be like a huge savings for you to make the switch.
00:49:52
Speaker
It's the actual concept of what's behind it.
00:49:55
Speaker
That is what I would like to do.
00:49:57
Speaker
to explain to you, but to do that, I'd like to give you actual good numbers.
00:50:01
Speaker
And so I'm sure they asked you for your bar graph, you know, so how'd you pull it up last time?
00:50:05
Speaker
Was it, you know, through the phone or was it in a paper copy?
00:50:09
Speaker
Um, yeah, I think it was paper copy.
00:50:11
Speaker
Okay, cool.
00:50:12
Speaker
So what that paper copy is important for, and this is where you go into explaining to people, right?
00:50:17
Speaker
You kind of play like you're their coach.
00:50:20
Speaker
So what that paper copy is important for is because it has a graph or a line graph for a bar.
00:50:25
Speaker
that shows exactly what you've consumed throughout the past 12 months.
00:50:29
Speaker
We need that data so we can build you a system size that is gonna take care of that and then some.
00:50:35
Speaker
So we don't short you on a system and then you have those nightmares of your double paying for electricity and for solar.
00:50:43
Speaker
And so what we're going to do is we're going to analyze that.
00:50:45
Speaker
We're going to have our engineers look at where your roof is positioned to see where is going to be optimal for us to place these panels.
00:50:52
Speaker
And then I'm going to come back and I'm going to give you a breakdown and I'm going to explain to you from the tax benefits that you're going to get to the home improvements that you can attain to how the financing works.
00:51:03
Speaker
And also why this really isn't you doing anything new.
00:51:07
Speaker
You're already doing it, man.
00:51:08
Speaker
You're just in a never ending contract and nobody tells you that because that's how we're programmed.
00:51:13
Speaker
So I'm going to show you a way to get out of that.
00:51:15
Speaker
That's interesting, right?
00:51:16
Speaker
So what time works best for you to come and, you know, sit down the appointment?
00:51:21
Speaker
It's going to take, you know,
00:51:23
Speaker
15 to 30 minutes, maybe longer if you like me.
00:51:26
Speaker
I don't know.
00:51:27
Speaker
Okay, we'll see.
00:51:28
Speaker
Yeah, can you, you know, could you maybe just like email me it just because I did this once before and it ended up taking longer than I wanted.
00:51:36
Speaker
And yeah, I don't know.
00:51:38
Speaker
I'd rather just like look at it first and then it makes sense and meet him from there.
00:51:42
Speaker
Absolutely.
00:51:42
Speaker
So what's a good email address for you?
00:51:45
Speaker
Let's do taylor at yahoo.com.
00:51:51
Speaker
Got it.
00:51:51
Speaker
taylor at yahoo.com.
00:51:53
Speaker
Exactly.
00:51:53
Speaker
So I just don't miss your expectations.
00:51:55
Speaker
What is it that you would like for me to email to you?
00:51:58
Speaker
Just because it sounds like you're very certain on what you want in that email to contain.
00:52:02
Speaker
And I want to over exceed every expectation that you have.
00:52:05
Speaker
What would you like?
00:52:05
Speaker
Yeah, I guess just like, I don't know, a design, like you said, maybe tell me how much I'd save just something like that.
00:52:14
Speaker
Okay, perfect.
00:52:15
Speaker
Will you be home tomorrow around this time?
00:52:16
Speaker
Yeah, I should be.
00:52:19
Speaker
Got it.
00:52:20
Speaker
So I'm going to get all the information ready for you.
00:52:22
Speaker
And then I'm going to come tomorrow around this time, maybe 10, 15 minutes.
00:52:26
Speaker
All I need is five minutes.
00:52:27
Speaker
I just want to show you exactly what I'm going to email you.
00:52:29
Speaker
And then I can push send and you can get that email.
00:52:31
Speaker
Does that work?
00:52:32
Speaker
Okay.
00:52:32
Speaker
Sure.
00:52:33
Speaker
Boom.
00:52:34
Speaker
Nice.
00:52:35
Speaker
Done deal, bro.
00:52:36
Speaker
Always agree, baby.
00:52:37
Speaker
Yeah.
00:52:38
Speaker
Yeah.
00:52:40
Speaker
Love it.
00:52:41
Speaker
Doing that in front of people and at the doors is what really gets me going because you give people that high belief of, you know, dude, what?
00:52:51
Speaker
He just did that, you know, just going through the motions and then it's like, all right, let's practice it.
00:52:56
Speaker
And what'd you learn from it?
00:52:57
Speaker
And so always ask yourself those questions.
00:53:00
Speaker
So yeah, that's fire.
00:53:02
Speaker
That's how I get through.
00:53:02
Speaker
Awesome stuff.
00:53:04
Speaker
Sweet, man.
00:53:05
Speaker
Sweet.
00:53:05
Speaker
Cool.
00:53:06
Speaker
And then, yeah, real quick, last thing, any tips, any closing lines or any, any tips you have just in the clothes that help you out more than anything?
00:53:15
Speaker
Um, yes.
00:53:18
Speaker
Uh, you got to do trial closes.
00:53:20
Speaker
So if you don't know what a trial closes, preliminary questions, giving them like the thought that they're already going to purchase.
00:53:27
Speaker
So it's like, sir, sir, if I could show you, you know, everything that you want, like, would there be anything holding you back from going solar today?
00:53:33
Speaker
Yeah.
00:53:34
Speaker
Okay.
00:53:34
Speaker
And then they're like, well, this and that.
00:53:39
Speaker
Now they're busting out objections that you can handle right then and there before you even show price.
00:53:44
Speaker
Yeah.
00:53:44
Speaker
Does that make sense?
00:53:45
Speaker
And once you handle those objections, whenever you show price, it's all cream and gravy.
00:53:50
Speaker
And so that's huge.
00:53:51
Speaker
Just doing trial closes, understanding the buyer.
00:53:56
Speaker
You just got to learn when it's a real objection and when it's not an objection, it's just a complaint.
00:54:01
Speaker
And I think that's huge.
00:54:03
Speaker
Whenever you realize, you know, like that person, the email that we just did right now, oh, can you send me an email?
00:54:09
Speaker
That's a complaint, right?
00:54:10
Speaker
It's not an objection.
00:54:12
Speaker
And the other guy spending 15 minutes, dude, if I'm going to save you
00:54:16
Speaker
thousands and I'm going to get you to own your power.
00:54:18
Speaker
Like you're probably going to spend two hours with me, trust me.
00:54:21
Speaker
And I'm then going to charge you for that.
00:54:23
Speaker
You know what I mean?
00:54:24
Speaker
So like just seeing it like that, I think that that is huge.
00:54:29
Speaker
Understanding when it's a complaint, when it's an objection.
00:54:32
Speaker
And the best way of doing that is like, dude, if they ask you the same question again, after you agree, acknowledge and discredit,
00:54:39
Speaker
and they bring it up again, all right, then maybe it's an objection for them.
00:54:42
Speaker
And then there you need to see why that objection is happening.
00:54:46
Speaker
And then you go deeper into it, but you don't go that deep where you catch yourself in like a snowball effect of like all of a sudden thousand objections now rise and you lose your train of thought of what is an objection, what isn't an objection.
00:55:00
Speaker
Yeah, it's so important because I'm sure you see it too.
00:55:03
Speaker
New reps all the time, they turn these complaints into objections that could have been just be easily resolved with two words.
00:55:09
Speaker
You're just brushed over and they're like turning it into objection in the customer's head.
00:55:13
Speaker
So I think that's a big key.
00:55:15
Speaker
And Grant Cardone talks about it.
00:55:17
Speaker
You probably heard him talk about it, you know, treat every objection as a complaint until further validated.
00:55:22
Speaker
So that's exactly what you're doing.
00:55:24
Speaker
100%.
00:55:25
Speaker
And just like try not to give reps overload.
00:55:29
Speaker
information overload because you need to talk to people like um when you were first into solar just the meat and potatoes they don't need to know like um what conduit you're running and the permits and everything that you know like because then you'll freak people out if they ask then you need to know but other than that like sometimes people come and just word vomit
00:55:55
Speaker
I didn't even know what kilowatts were, man.
00:55:58
Speaker
I was just used to seeing my light bill in numbers.
00:56:00
Speaker
So this is what you owe this month.
00:56:02
Speaker
And I didn't even like pay attention to the bar graph, nothing.
00:56:04
Speaker
I just opened it to see the bottom number and that was it, you know?
00:56:08
Speaker
And then it was like, oh, I then got so ignorant with electricity to where it was like on auto pay because I hate like, you know, if you've ever missed a payment because life goes on and you, you,
00:56:22
Speaker
you know, forget about paying your electricity.
00:56:24
Speaker
And then one day you get home and then it takes another day to get the lights back on.
00:56:27
Speaker
After they've cut your power, you're going to put that thing on auto, on auto pay.
00:56:31
Speaker
And so now I would just check my credit card statement or I check my bank account.
00:56:34
Speaker
And then I see that it was lower and I was like, what did I spend it?
00:56:37
Speaker
And then I check it and then I was like, Oh, it's my life though.
00:56:39
Speaker
Okay.
00:56:40
Speaker
So when I came here, I was like, what the heck is a kilowatt?
00:56:43
Speaker
Yeah, exactly.
00:56:45
Speaker
A lot of times people don't know that and use that to your advantage.
00:56:47
Speaker
Teach them something.
00:56:49
Speaker
Yeah.
00:56:49
Speaker
Whenever you sit with someone,
00:56:51
Speaker
add some value to their life.
00:56:52
Speaker
And I promise you, you will see greener pastors.
00:56:56
Speaker
Yeah.
00:56:56
Speaker
That's fire.
00:56:57
Speaker
Well, Ruben, we appreciate you coming on the show today and, um, don't want to take all day for you, but where can people connect with you more if they want to reach out to you on social media, anything like that?
00:57:08
Speaker
Yeah.
00:57:08
Speaker
Uh, reach out, man.
00:57:09
Speaker
I mean, everybody that's in the game, you know, is, is, is a friend, you know, and if we can grow together, like what we're doing right now and add some value to everybody,
00:57:20
Speaker
and make solar a more reputable thing, it will make everybody's life easier.
00:57:25
Speaker
If we can train people better to where you're getting those deals, you know, and making homeowners happy, then whenever we're at the door, oh, my friend has, and it's such a great experience.
00:57:34
Speaker
I want to learn more.
00:57:35
Speaker
Now it's just about who gets to them first.
00:57:37
Speaker
So my Instagram handle is r-u-b-e-n, my name.
00:57:43
Speaker
Ruben dot can like I can do it.
00:57:45
Speaker
You know, C A N. Okay.
00:57:47
Speaker
So Ruben period C A N. Awesome.
00:57:51
Speaker
I'll give you a follow back guys.
00:57:53
Speaker
Awesome.
00:57:54
Speaker
We'll post that in the show notes and Ruben, thanks for coming on.
00:57:56
Speaker
Thanks for dropping some fire on us today.
00:57:58
Speaker
And remember, like Ruben said, just educate your customers, tell them the correct things because it's going to make it easier for all of us.
00:58:07
Speaker
If we're treating your customers right, if we're giving them a good experience, we're all going to get more referrals because I don't know about you, Ruben, but half the time I don't get sales is because they heard a neighbor had a bad experience and
00:58:17
Speaker
They heard their friends, got their roof damaged, just all this random stuff.
00:58:20
Speaker
So it's going to make it so much easier if we can just bring that, you know, correct education and level of knowledge to people.
00:58:27
Speaker
Yeah, exactly.
00:58:29
Speaker
Yeah.
00:58:30
Speaker
So Ruben, great stuff today.
00:58:32
Speaker
And yeah, I think we'll...
00:58:34
Speaker
And with that, and so go hit up Ruben on social media, let him know you appreciated him for coming on the show.
00:58:40
Speaker
And thanks again for Ruben for joining us.
00:58:42
Speaker
And guys, honestly, hit Taylor up and let him know what topic you would like for us to discuss again, because I want to be on your show again, man.
00:58:49
Speaker
Yeah, yeah.
00:58:50
Speaker
No, let's do a follow-up.
00:58:51
Speaker
This is good.
00:58:52
Speaker
Just scratching the surface.
00:58:53
Speaker
So yeah, and thanks to Bryce again.
00:58:55
Speaker
So let us know if you have any other people, you know, that are killing it in the industry.
00:59:00
Speaker
And yeah, we'll talk soon again.
00:59:01
Speaker
Thanks again, Ruben.
00:59:02
Speaker
You got it.
00:59:05
Speaker
Hey, solopreneurs, quick question.
00:59:07
Speaker
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00:59:17
Speaker
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00:59:29
Speaker
That's why I want to make a truly special announcement about the new learning community exclusively for solar professionals to learn, compete, and win with top performers in the industry.
00:59:40
Speaker
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00:59:42
Speaker
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01:00:01
Speaker
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01:00:07
Speaker
So go to SoulCity.co to learn more and join the learning experience now.
01:00:15
Speaker
This is exclusively for solopreneur listeners, so be sure to go to SoulCity.co and join.
01:00:22
Speaker
We'll see you on the inside.