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The Blueprint For Dominating The Solar Blitz Model - Melissa Romiza
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Melissa Romiza is back for another podcast with a heart that's set and committed to producing through blitzing. She talks about the nitty-gritty of the recruiting, logistics, systems, and the people skills it takes to make every blitz happen; converting to results that everyone gets to be proud of.
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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. My name is Taylor Armstrong. went from $50 in my bank account and struggling for groceries to closing 150 deals in the year and cracking the code on why sales reps fail.
00:00:19
Speaker
I teach you avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro, and closing more deals.
00:00:31
Speaker
What is a solopreneur you might ask? solopreneur is a new breed of solopro that is willing to do whatever it takes to achieve mastery and you are about to become one.
Melissa Remiza's Evolving Sales Strategies
00:00:41
Speaker
Okay, what's up, everybody? We are doing part two of someone that's been one of our top podcasts in the history of the show. so I'm super excited today.
00:00:51
Speaker
um This podcast, I think, is going to be a lot different from the first one we did. And we'll explain why in a second. But we've got the one, the only Melissa Remiza coming on for the second time. Thanks for joining us again, and Melissa.
00:01:04
Speaker
Yeah, thanks for having me Yeah, I'm excited. She's been blitzing like crazy, and it's an honor to have her take a little break from the blitz. um We actually had this scheduled last week, but she got COVID.
00:01:17
Speaker
um Sounds like a bunch of your top producers got COVID, but you guys are feeling a little better, right, Melissa? and Everyone back at it. Way better. Yeah, it took us out for like a full week. I didn't think it was even still around.
00:01:29
Speaker
I know. I'm like, like that still exists? Yeah, it can be crazy stuff. We were just talking before we hit record, Melissa. The first podcast we did together, um you guys, you were just pretty much pure sales mode. I think you were doing like 300 accounts a year at the time, um getting multiple golden doors every year.
00:01:51
Speaker
And so the way you do things, it's shifted a little bit. You're talking about how your role has shifted a little bit. And you guys are now like a full Blitz team. You're Blitz in what every every two weeks. Is that right?
00:02:04
Speaker
Yeah. absolutely weeks on Two weeks off. Well, we have multiple teams. So like as soon as my main team is the collective, as soon as the collective leaves, True South comes in right behind us in Texas. And then while their blitz is going, we have another blitz going in California.
00:02:17
Speaker
So there's a blitz going at all times for us. So yeah, it's definitely a shift. um Because yeah, the first podcast we did, you were pretty against blitzing. You're like... Now I don't see a point to Blitz. I'm just going to stay in my market, throw down tons of accounts. So yeah, I guess the first question is what got you to change that thinking, Melissa?
00:02:36
Speaker
Was it just finally decided to experiment or how did you go from just not being a proponent? Now you're all on Blitz account. I mean, I think it's just, and I think anyone's controller can agree to this, but like the markets are changing, like certain markets are getting better than others. And the product offerings are changing too. Like I know even in California that like over the last year, you guys have had like virtual power plants and things like that. And we saw those Products start to come to like markets like California and Texas, but Colorado, like we're seeing like prices barely change for the consumer.
00:03:06
Speaker
And the cost of solar just way surpassing that with dealer fees massively going up, interest rates going up. And we were already selling above the bill. PPAs didn't make a ton of sense because like you could max sell a PPA at like $0.14. So it was like trying to make it make sense for people. And watching a lot of our guys you know try out other markets, it's like, why wouldn't we not be a team that is open to that? So we were one of the first companies that got access to the Solrite product down in Texas.
Success of Blitz Strategy in Solar Sales
00:03:33
Speaker
It was a complete... like Even how the Blitz model started, like we can rewind a little bit because that's not even how it started. We had we had a huge hailstorm in Colorado, like the largest hailstorm we had ever had in 30 years.
00:03:45
Speaker
At the time, I'd had a lot of people listening to your podcast and other podcasts I was on, like girls all over the United States that just wanted to... come out and learn. And I was like, yeah, fly out. you can come out for like two weeks. have a couple houses. You can stay in my house, come learn, go home. I had three girls coming out, two from Florida, one from Missouri. And this hailstorm hit like three days before they came out. And my team is like in shambles. No one's going to care about solar right now. Like roofs are destroyed. Cars are destroyed. Like hail the size of softballs going through windshields.
00:04:13
Speaker
I took it and I was like, dude, this is amazing. Like this is the best thing ever. We're going run a roofing and solar blitz. Like this is the best thing that could have happened to us because everybody needs their roof done. And then we can come in right behind it and couple it with solar. And that's how it all kind of started is it started as ah roofing and solar blitz. And we sold 56 deals with three days to put together a blitz. And that's when we were like, dang, we should really consider doing this more. So we were still in Colorado and we were blitzing in Colorado, but that's when we got access to the SolRite product. And we were like, let's just test it out, right? Like it doesn't hurt to go anywhere for two weeks. And we had sold...
00:04:47
Speaker
like 800 kilowatts you know we sold 76 deals and we were like all right maybe this is the move wow yeah number speak like all right not many deals tough to deny anymore yeah crazy um and how long ago was that like two years so we had our first blitz oh god it's september now so our first blitz was may of 2024 so it's been a year and three months ago four months ago and then our first texas blitz was 11 months ago Yeah, so we'll definitely talk about this. You gave a ah presentation, I think it was door-to-door con, right, Melissa, where you talked about the blitz, yeah.
00:05:24
Speaker
Yeah, that was probably the most dialed presentation I've heard on blitzing, like how you organize it, all the things you do beforehand, and it changed my whole perspective on blitzes.
Transition to Recruiting and Team Management
00:05:34
Speaker
So i want to get in a little bit on those things. But before that, I want to ask, so in the beginning, were you selling on the whole time? You weren't really the one, ah or that you were also in the trenches selling during the blitzes and all that? When first started, I was selling.
00:05:47
Speaker
I was selling a lot. I was still at the top of the leaderboard when we first first started. Then how long before you kind of transitioned to more doing the recruiting and like the more of the admin stuff? It was more we got to Texas. And that's because like, and I don't even want to use this as like a... I don't know. When we were in Colorado, like we were using my housing.
00:06:04
Speaker
So like if something went wrong, like I was the person to talk to. And then you rent four houses for Airbnbs. And I could tell you some wild stories of the Airbnbs we've had. But like you have problems with the house. You have problems with the plumbing. like I have to make sure that that happens so my guys can like shower and eat and bathe and sleep. And the electricity is going out. And rats are in the house. like We have had some crazy stories. you know, like, and then yeah, i'm the one who has to like recruit everybody in and make sure everyone has a place to stay. All that stuff is organized. So once we got to Texas is when I really shifted. I'd been a VP with the company for a while, but I really wanted to prove like I still had what it took when I switched companies. So I was selling like 20 to 30 accounts a month. You know, the focus really needs to be on recruiting for a blitz model. Like you really got to be good at recruiting because people come and go all the time. You know, some people just want to do one blitz and then you got you got to replace them. um So it's a constant game of recruiting and it's,
00:06:57
Speaker
arguably like more work than selling. Selling when you have setters, it's just like, i have appointments, i have appointments, i have appointments. When you're a recruiter, you don't have appointments on your calendar. You have to like create those receipts, make people interested in what you're doing, really get them to buy into it.
00:07:09
Speaker
So it takes time. Yeah, I'd agree with that. Right now, down in San Diego, we got... couple solid setters and most days my appointments are pretty filled up during the day. It's like don't have to think about anything. I just wake up, look at the calendar, go to the appointments and that's it when you're busy closing deals. But it's true when you're trying to recruit, you got to and I see you on you're making posts on social media. I'm sure you're hopping on calls with people all the time.
00:07:33
Speaker
And then on top of that, trying to organiz organize everything. So yeah, just the level of organization and all that seems like a
Handling Accommodation Challenges During Blitzes
00:07:40
Speaker
lot. Did you consider yourself like a pretty organized person and like pretty systems orient oriented person before all this? Or is this something you've had to like learn more as you've done all these blitzes?
00:07:50
Speaker
No, I wasn't. I wasn't organized because like, besides like my customers, my appointments, like I didn't really need to be organized, right? Like, You have a calendar, you pull the calendar, you have CRM, you pull CRM and like everything's kind of organized for you. Blitzing is a whole different animal. And that's why we have like six leaders because I can't, I cannot do this alone. Like there is no way I could sustain a blitz model by myself. And some of our leaders are way more organized than others and they've helped put the systems in place. And I just make sure everything is in...
00:08:15
Speaker
the proper bucket. And because of that, like everybody has visibility. Everyone can see what's going on all the way down to like our expenses, who's coming in, what phone calls we've been on, um how long ago they showed interest. Like we have a whole spreadsheet that shows everything from like rep's name. Did they commit? What's their phone number? What's their email? What's their position? How long have they been in solar? Why are they looking? How many blitzes have they been on with us?
00:08:35
Speaker
What was their sales at the end of last blitz? What did they end up with the net sales? How can we improve their sales? Who recruited them? So we have like a master sheet and we've just gotten more and more organized so since we started because you don't you don't realize what you're missing until something goes wrong. And that's when you're like, we need to change that. We need to adjust it. So going from the first blitz to our blitzes now is like day and night.
00:08:55
Speaker
Yeah. And like I was saying before, I thought I was doing blitz is pretty good. But then I see like the level you guys have organization. um like, ah man, this is just next level. Some of the things you guys are doing. So what were some of like the biggest I know you said you had some Airbnb issues. And yeah, I remember you telling some other kind of crazy stories in the presentation you gave. But what do you feel like were maybe some of the bigger mistakes you guys were making in the beginning? i don't know, stories of stuff that and that went wrong in the beginning that you guys had to learn from.
00:09:23
Speaker
Yeah, I mean, I think the first thing is like, we didn't really have rules or like core values when we first started, like it was just like lead from the front. That was like our core value was just lead from the front. And that caused an issue because then people would be like partying and doing shit that they shouldn't be doing on a blitz and setting the wrong example for people that weren't producing. And they're like, well, I'm producing like it shouldn't be a problem if I smoke weed on the porch or it shouldn't be a problem if I come home drunk as long as I can still work the next day and put up sales. And we're like no that's a problem. Like you're here for two weeks. We're providing your housing. Like we need you to like be sharp. And we didn't have rules. So then we started implementing rules and we started handing those out before the blitz. And then at the beginning of the blitz and like we made people like recite them back to us. So we knew they knew them.
00:10:01
Speaker
And if they broke them, they knew that they broke them and we'd send them home. Like we have a one strike policy on our blitzes. Like you break the rules, you go home. Like we just don't have a tolerance for it, you know? So, I mean, that that's happened. I think there's been so many mistakes. I i don't even know where to start. Like letting some things linger for too long and not addressing it fast enough, you know, like waiting till the end of the blitz, thinking like it's something that can wait till the end of the blitz and Like, you know, we've had people sexually harass people. We've had some crazy stuff, you know, it's like, it's not all rainbows and sunshine, you know? And I think that's something that you probably see too, is you see all these people that are like throwing down on social media, you're like, oh, everything's going so good for them. And it's like, you don't see all the shit that they deal with to be posting that stuff. Right. Like, so we've dealt with some crazy stuff. And then Airbnb hosts, we've had some crazy issues with like, we had, uh, I think one of the worst ones ever we had is we had our guys in a house that had mold.
00:10:49
Speaker
We didn't know. And all of our guys got sick. And we went to the house, we started pulling off like vents off the walls. And there's just like mold in their system. And we're messaging the host, we're like, Hey, like, you got to get us out of here, or you need to refund us. And I'm the one who has to deal with this, right? Like, I got to move everybody's stuff out. like You guys go knock, like, let me figure this out. Got to figure everything out. And they're like, Okay, we have another house, we're gonna move you 30 minutes away.
00:11:11
Speaker
Like, all right, whatever, like, just get us the house, like, it's the quickest thing we can get into, we get to that house. And then they hit us up two days later. And they told us, Hey, we have a group that actually wants to rent this house longer than when you guys are going to be here and they're willing to pay us more. We need you to get out.
00:11:23
Speaker
And I'm like, you've got to be kidding me. Like, what? We had to move out of that house, cram everybody into our Airbnbs. We've had that happen. We had one house in Dallas that had rats, like big rats, not mice, rats.
00:11:35
Speaker
And it was the girl's house. It wasn't the boys' house. It was the girls' house. And there's like rat shit. And I'm trying to like clean the house before everyone gets there. There's like rat piss on the blankets, like calling a pest control company, got to meet with the pest guy, trying to trap all of them in the attic so we can catch them and get rid of them. And we had dogs at the house that are putting poison outside of the house. And it looks like there's a bunch of drunk rats walking around. And I'm just, dude, what are we? like What is going on? And like granted, we've had some really, really nice Airbnbs. like We've found doing this, like we've gotten better and better like to build relationships with hosts, like also negotiate. Most people don't know how to negotiate on Airbnb, but you can negotiate. So we've negotiated our pricing down a lot. And we found like our last splits, we had we were all in million dollar homes on the water.
00:12:15
Speaker
You know, the hosts, no one was staying in their housing because they bought it as an investment because they're right on the water. It's supposed to be like a resort here soon. ah Construction got pushed back. They rented them to us for like next to nothing. All of us were next door neighbors and these three-story homes that were amazing. So, you know, there's great stories about Airbnb and then there's like some really shitty ones.
00:12:36
Speaker
And the same with VRBO. We've learned a lot. Reverse image image searching to find other websites to get it for cheaper. That's a hack right there. So like hack one is like negotiate with your host. Say, hey, this house is beautiful.
00:12:47
Speaker
Matches everything that we want. We're going here for a work trip. You're just a little bit above our budget. Is there wiggle room on the price? And most times, if it's not a property management company, like they'll work with you on the price, which most people don't know. They just book an Airbnb. You can negotiate with these people.
00:12:59
Speaker
I'd say that's one. And then two, finding a host that owns multiple properties in the area and negotiating with them and building a relationship with them and reversing and searching and finding it off of Airbnb. Oh, that's fire. Yeah, didn't think about that. Hopefully not a ton of people outside solar, not a ton of people are listening because and don't know if you knew this, but we do Airbnb with my... We have like our little casita place at my place.
00:13:19
Speaker
Watch everyone's going to start haggling me on price after they listen to this podcast. Yeah, I mean, if you're... If you're going to rent three properties, why would they not work with you And you're going to stay for two and a half weeks. You know, it's like, all right, yeah, I'll drop the price 600 bucks. It's like, sweet. Or drop whatever feed that you didn't like. You know, I feel like it's still a good win for the Airbnb hosts. We're still spending like $15,000 with them for two weeks, you know, so they're still winning.
00:13:42
Speaker
yeah that's That's a good point. So do you guys pretty much book the same? You try to book the same Airbnbs now? You kind of have your list of ones you've liked and you try to book those every time or is it still? You got to work with a lot of different hosts?
00:13:53
Speaker
It really depends on how much area you have. So like um our last one, we had a lot of area, the the really nice ones. Like we were like, cool, we can hit the West, then we get North and then we can hit the East. so we can get three blitzes out of this. But some Airbnbs, like you go there and you're like, dude, this shit is beaten to the ground. Lots of credit fails. Like we don't want to come back.
00:14:11
Speaker
For some areas, yes, we have our hosts. um And we've gotten them off of Airbnb to like get rid of the Airbnb fees. The host loves it because they get to make a bit more money. So yes, but we don't stay in the same area because blitzing is all about like testing out different parts of the market. But we do have like a couple that are like our go-tos and we'll just rotate them. Like next year, like we know what areas we want to go back to, what houses were nice, what areas were good, what hosts were good to us. They didn't try any funny stuff because we've had some hosts that try to charge us like thousands of dollars after the fact. And we're like, you've got to be kidding me that there was ah drop a drop of water on your floor and you want to charge me $2,000 for raised laminate. Like there's stuff like that too, you know?
00:14:48
Speaker
yeah ah So yeah, I think that's the easiest way I can explain it. But blitzing, the markets change, they shift. And you got that's the biggest thing is you have to be adaptable. you have to be already like change on the on the fly Yeah. Would you say it's pretty important you guys try to get kind of nicer Airbnbs?
00:15:03
Speaker
And that's something that's, don't know, attracts people to come back and everything. Because, you know, some some people organize these blitzes and they get Airbnbs that are just like, you know, and maybe they're not like a mess or whatever. But we just stayed in one in Northern California where um the outside was pretty.
00:15:19
Speaker
The inside was all right. But the outside, it definitely looked like the ghetto and stuff like that. You know, sometimes people are like, ah this sucks. I don't want to be back here. So would you say it's pretty important to get like nicer Airbnbs that people are like happy to hang out with? Or you guys just kind of have your budget stick to that or?
00:15:37
Speaker
I think bathrooms are the biggest thing. Like having enough bathrooms for everyone, I think is the most important thing that I've noticed. Like we, so we do feedback forms at the end of every blitz and we ask for feedback on every single blitz on how we can improve. And some people ask for some ridiculous shit, right? Like my house to have mosquito zappers outside and bug spray with my own bathroom and bedroom on the water. And you're like, yeah, I wish I could give that to you.
00:16:00
Speaker
But the biggest feedback that we have seen of every single Blitz that we've ran has been bathrooms, is having enough bathroom space for everyone. So I'd say that's probably one of the most important things. And obviously sticking to a budget, like don't put your guys in a shitty place, like pay attention to reviews.
00:16:13
Speaker
um Reverse image searching helps you because on other websites, they might have other images that you're not seeing on Airbnb or on VRBO to like get an idea of, you know, where the house is. But i don't think you have to get like the nicest house. I think as long as your guys have beds and they have bathrooms,
00:16:29
Speaker
And they're comfortable and you're not putting people on floors and couches. I think that's, ah that's the most important thing. And what about, um, have you guys ran blitzes from like hotels or has always been Airbnb only?
00:16:41
Speaker
Always, always Airbnb. I mean, you can do hotels, but there's a couple things that you risk, right? Doing a hotel. And for us, like we run a tight ship. we might not be the right fit for everyone. And we know that. But like we want to make sure our guys aren't like trashing the hotel rooms or coming back wasted or bringing girls back or doing stuff that they shouldn't be doing. right And like we have a manager in every house to keep a pretty tight pulse on that. But like if we got them hotels, we yeah we wouldn't know.
00:17:04
Speaker
um Also, hotels are a bit more expensive. So like to keep things in budget, we found that Airbnb is the most budget-friendly thing um for us. So no, we've never we've never done hotels. We feel like we have more control with an Airbnb and we run a tight ship. Like we don't want people doing stuff they're not supposed to. You give reps an inch, they take a mile.
00:17:22
Speaker
As much as you want to believe that they won't, they they do. They do stuff they're not supposed to. And like, we're not here to play around. We're here to work. And if you're not here to work, you're going to go home. Yeah, no that's good. Yeah, definitely going to attract better quality people having it like that. um I think sometimes people are afraid, oh, we're going to lose out on a bunch of reps by having rules and and like higher qualifications and all that.
00:17:41
Speaker
I think it's especially where you guys keep doing it. Probably causes way less headaches in the long run. And yeah, I mean, results speak for themselves. Obviously, something a lot of things you guys are doing, right? And then do you just divide up?
00:17:54
Speaker
Is it just like different Airbnbs for all the girls and then guys are in different Airbnbs? Or how do you divide it when there's lots of girls coming and stuff? Yeah, so girls get their own. We'll put all the girls in one room. We'll never make girls and boys share a space. We don't like put all the girls in one house because we've noticed like if you put a bunch of girls in the house, sometimes there's a lot of gossip. So we like to split it up. There's like a lot of things when you're putting together housing that you need to pay attention to. like This Blitz, we have five dogs on the Blitz, but we have two people that are allergic to dogs. So like I need to...
00:18:23
Speaker
separate those two people that are allergic from the other dogs. And then I have to make sure i have dog from the Airbnbs. So there's like certain things that you need to like pay attention to. And like some people snore so bad and you need to like make sure those people have their own space and own room.
00:18:37
Speaker
You can't make everybody else, you know, suffer because of them. So it's like the more you get to know your reps, like you understand like what's a good situation for them and what's not. And as much as you're like, you know, maybe this guy didn't produce and he snores. It's like he still needs his own room because I can't, I can't put him in my top producer's room.
00:18:52
Speaker
Like they're not going to sleep. And that's, that's a whole other thing. So I'd say housing and car groups is like an art to make sure people are comfortable and they want to continue to come back because one wrong choice on housing can make people have a really terrible experience and not want to come back at all. So how do you, how do you find out if people snore? they have to fill that out on the questionnaire before they come.
00:19:11
Speaker
i kept this yeah You'll find out after night one, but some people will like call you, like, they don't like to tell you that, but they'll like call you in conference, like, Hey, like, this is really embarrassing, but like i snore really bad. And you're like, Hey dude, no worries. Thank you so much for telling me beforehand. Like i want to make sure like you have a comfortable place to sleep. Like we're not disturbing other people.
00:19:27
Speaker
um But like one guy didn't want to tell us at all. And I had him in a room with three other guys. And like, I'm getting, we have like a group Snapchat. And like in the group Snapchat, you just hear like a choo-choo train in the room. And like, geez Louise, like what are we going to do? So we had to like move him to another house and like flip some stuff around right at the beginning of the blitz. But I think as long as like you handle it really fast and you have understanding reps, it works. And at the end of the day, like we're paying for their housing. We pay for their food. You should, you got to be flexible with us. And I think that's an expectation we set at the beginning too, is like, Hey, this isn't going to be perfect. We're going to figure this out as a team, but now we've got it down. Like I haven't had to move somebody's room and,
00:20:02
Speaker
It's eight months, you know, it's been a while. I wonder if that's a hack. Some people are like, oh, if I tell them I'm snoring, I'm going get like my own room in the nicer place. ah so they like And then if they don't perform, then next blitz, you probably just won't come, yeah you know, or pay for your own hotel room.
00:20:19
Speaker
So speaking of like standards and everything you guys have, what are, so people come on a blitz, what are, what, what do they need to expect? Is it like certain door accounts, certain appointments, certain number of deals closed? What are like the metrics you put in place for people coming on the blitzes?
00:20:34
Speaker
Yeah. So we have a daily metric that needs to be met, which is either... It's ah it's kind of like a this or that. So either 50 doors, 2 leads, 1 sit or 1 sail. You need to hit one of those metrics every day.
00:20:45
Speaker
And if we notice multiple days in a row that you're not hitting it, like 2 or 3 days, we'll sit you down. And if you don't hit it again, we just send you home. it's like, see you later, dude. It should be very easy to hit one of those metrics. We've all agreed as a leadership team, 50 doors isn't even that crazy. like Taylor, I think you've probably seen guys that do 100 to 150 doors in a day.
00:21:02
Speaker
and know in California, 100 doors is like normal. So like if they can't hit that, it's probably just not a good fit. like I'm not going to pay for your food and your stay. And then as to continue coming back to sales. Like you need to have two sales or like maybe they had a couple of credit fails, but we want to really just see that the effort's there every single day.
00:21:18
Speaker
But two sales also tells us like, do we want this person back? Do we not want this person back? Like that's the metric that we put out. If somebody doesn't hit those two sales, but we see like their effort is like at the top of the leaderboard every day, like that person's worth pouring into and helping because everyone has a different runway.
00:21:32
Speaker
um But if they're not hitting their two sales and they're not hitting the metric, like, I'm sorry, dude, I'm not, I'm not bringing you back. Like it's probably not a good fit. You probably should try to sell something else because solar is probably not it. Do you have any success stories of people where, yeah, maybe you do see the efforts there, but um it took them longer to start seeing results? Because I've had some guys like that on our teams over the years, and um sometimes they turn around, but some I've just...
00:21:58
Speaker
Sometimes I have a hard time figuring out like what do these people actually need? They're they're putting in the doors, but for whatever reason, I can't get them to to over the edge where they're getting consistent appointments. So do you guys have any system, anything you do that's or any stories where you've like done some things that have helped these people out to start having results where they're really slow
Transforming Underperforming Reps
00:22:18
Speaker
at first?
00:22:18
Speaker
We had this kid come out and I call him a kid because he like had graduated high school and the week after graduation came on our blitz. And he like kind of snuck on my blitz because I normally don't take people that haven't sold solar. But he told me he knew one of the leaders on my other blitz team. And I was like, ah Jacob's really good friends with his dad. Like I got to give this kid a shot. And he's like a child, 18, like doesn't even know how to cook eggs and bacon for breakfast.
00:22:41
Speaker
He came out in his first week, he really struggled, but he was like the only guy that like didn't ask to move his hood. He was putting in like 50 to 125 doors a day. And his first week, like he got his teeth kicked in like pretty hard. And then what happened is, is like, we didn't even have to have the leaders go out with him. Like our vets like banded together and saw that he was like a child. And they're like dude, we've got to help this kid. We got to show him that this is life changing. We got to make sure he doesn't go to college.
00:23:04
Speaker
They started helping him out and he ended the blitz with three sales. But like his first week, he had gotten the cops called on him. He had been screamed at. um He had zero results. He had no appointments his first two days at all. Just not even an appointment. And he had the script memorized.
00:23:17
Speaker
Like we gave him a script. He was one of the only guys that came in. He knew it verbatim. And it took a little bit to see the results. Now he's like one of our like top performers every single blitz. He's 18 years old and he gets like three to four sales sometimes, you know, like every single blitz. And he's only been on like three, you know, which to us, like that's huge. And then we have another girl. Her name's Brittany.
00:23:35
Speaker
She is like one of our, she has always been at the top of our leaderboard, but it takes her like, she's a fourth quarter hitter. puts in the results, she's getting the appointments, but it takes her a little bit to get the sales. And we normally see like the last four days of the blitz, she's getting like two same days to like two sales a day. So she'll end every blitz with like anywhere from six to nine deals.
00:23:53
Speaker
And she doesn't see her first deal till the second week into the blitz. And for a lot of people, that's like pretty demoralizing. Like they're in the first week and they're like, dude, I have had one sit, no sales. What am I doing wrong? Right. And like, she just like has such a positive mindset that Because she knows that she she, she now knows she's a fourth quarter hitter. Her first blitz, it really, it really messed up, with and really messed up her head. She had to like take a whole day off because she was beating herself up. She was at the house. She didn't know what was going wrong. She's like, I'm working so hard. Like I'm doing everything you guys are telling me I'm checking my numbers. I'm choosing my door the night before. I know exactly where I'm going. have my clothes laid out. Like I have my breakfast made. Like I'm doing everything. Like, you know, I'm making sure I'm doing proper planning. I'm doing everything. Why am I not seeing the results? And I had to sit down there one night and talk to her about like runways. Like every sales rep has a different runway. And I was one of those reps as well that
00:24:41
Speaker
I wasn't good at this when I started. like Everybody sees all my awards and they just immediately think like I was good at door-to-door when I started. And it took me three months to get my first sale that stuck. And most people would quit they would have quit. Most people wouldn't have the money to continue going on because they need to get... you know So yeah, we've seen that. And I think the biggest thing for them is like they got help. They went out with top performers.
00:25:01
Speaker
And like the team banded like together to like make sure those people didn't just continue bashing their face against the wall. And if you're on a team where you're putting in a ton of effort and no one sees that and is willing to go out with you, go ask, you know, and if you don't ask, then like the only person you can look at and be upset with is yourself because you're not, you're not willing to ask for help.
00:25:20
Speaker
You're going to suffer in silence. So some of you already know that I run my own door to door sales team here in San Diego. And as we are gearing up for the summer, I realized if we do the same thing we always did, we're going to get the same results.
00:25:33
Speaker
But if I want to increase my deal flow, I need to do something different to get an advantage. Then we discovered an app called Solar Scout, but it's not door knocking app. It's a data platform that shows us who is likely to go solar in our market.
00:25:47
Speaker
It shows us who has previously applied for solar but later canceled the deal, who has moved in recently, and even how much electricity the homes are using in a given neighborhood. It's been working for a lot of teams across the country and now I'm on board too.
00:26:01
Speaker
I'm going to be one of the first to use SolarScout in San Diego, so I decided to partner up. But I told them, hey, if I'm going to talk about SolarScout on my show, you need to give my listeners a great deal. And they did.
00:26:11
Speaker
So go to solarscout.app forward slash Taylor and book a demo with them and you'll get 10% off your first month when you sign up That's solarscout.app forward slash Taylor.
00:26:24
Speaker
Okay, back to the show. Yeah. Yeah, it's fire. And those people, yeah, it's way easier easier to help. But yeah, I mean, the ones that don't ask, the ones that the effort's not there. Yeah, you're right. it's like those people, you just got to pretty much send a different direction. They're not going to take initiative and not going to put in the effort.
00:26:42
Speaker
But no, that's cool cool to hear about that. And then you said car groups. So how many the people generally bring, like drive cars? So these blitzes or most people fly in and then how many people are you are going in like a car group in general with you guys?
00:26:58
Speaker
So that varies per blitz. So we do have a couple of people that do drive, um but a lot of people do fly in. So when people fly in, we have airport pickup for them at 1, 3, 5 and 7 p.m. The day they get in, everyone flies in the same day.
00:27:10
Speaker
And then usually if a car can fit five people, like we do have five people per car. But what we do is there's a car leader And then underneath their car, they have at least one closer and one leader who is also responsible for that car group to help people get out to hood on really hot days. Like here in Texas, it'll get up to like 100 degrees and it's it's like a sticky, thick hot. So they'll also help make sure they get an AC break and a bathroom break. So like, yes, there's one head car leader, but there's two other people that are responsible that.
00:27:38
Speaker
for that car group. And then you do have to like, try to organize your car groups that they're all in the same house. And then also area wise, you want to make sure that that car group is super, super close. So no one's driving 15 minutes this way, 15 minutes that way, you know, so that way the car group leader isn't getting to hood like an hour later than everyone else. So I'd say that that's something that took us a little bit is like making sure we're organizing area correctly and housing correctly for car groups. And then we usually have about four car groups per blitz to as much as seven car groups, depending on how many people we have on a blitz.
00:28:06
Speaker
Yeah. Are people driving, you know, kind of like within half an hour of the Airbnb? Or do you guys have people driving like an hour to different areas? You generally able to keep it all kind of close the Airbnb? Or is that normally? Yes. But like this blitz, for example, like we had a couple blitzes where they've had to go 40 minutes. What we'll do is we'll start the guys as far as possible away from the Airbnb. And then as people need new area, new hoods, we'll move them closer and closer to the Airbnb. So now the guys were in the second half of this blitz. They're 20 minutes from the Airbnb now.
00:28:35
Speaker
So they're super close. You don't want them too close. If you get people too close, they're like stopping at the Airbnb to use the bathroom, which now we try not to give our guys the passcodes. So a leader lets them in so they can't just like go back to the house after the meeting or in the middle of the day.
00:28:48
Speaker
But yeah, normally the goal is to have area within 30 minutes of the Airbnbs. That way they don't get home too late because we have a rule that they're not supposed... Right now in the summer, it'll change when spring forward comes.
00:28:58
Speaker
But right now the rule is you're not to return back to your Airbnb until 9pm, which means you wrap up your last door at eight thirty Yeah, it's good. Yeah, it's true. We just... Yeah, i did a blitz. I think it was like a month ago. But yeah, we didn't really have you know clear... we brought a kid that was newer with our company and he paid his way to go.
00:29:15
Speaker
so I'm kind of like, whatever. And we had a couple of days where he's like, oh I'm just going to knock the neighborhood of Airbnb. And we were all trying to go. he wasn't quite ready. So we're just like, okay, whatever.
00:29:26
Speaker
um he paid his way. so I'm not going to force him. And then sure enough, we came back there being me. I think it was for lunch and he's like so still there taking an a nap. I'm like, dude, did you even get out?
00:29:38
Speaker
He's like, oh yeah, I got up for a little bit, but it was hot. I needed to come back and take a break. But I knew he had just been like, he just went back to sleep and he hadn't even gone out. I don't know. We didn't have, so that was one um one of my mistakes. is I didn't really lay out. This was a smaller blitz. We only had like eight people.
00:29:53
Speaker
So wasn't like a massive group. But ah we didn't but like lay out rules beforehand. It was kind of just free for all, whatever. Most of the guys were experienced. So that was only the one newer guy that we had the issues with. I don't know. Maybe we should have laid out some rules or done something to prevent that.
00:30:09
Speaker
So do you guys, if you had issues like that in the past where people are coming back and they're not ready, so they just stay out or if there's stuff like that, you just pretty much is just like, yeah you go home if you're not going to be ready to go on time and stuff. Yeah, we don't really have that problem. Like, because we send out, we set out rules like early on, like you should not be at your Airbnbs and also not giving them the passcode to get into the house. Like, yeah how are you gonna get in, man? Like, you wanna sleep in your car outside? Like, good luck.
00:30:33
Speaker
But like, there's been like two times ever that we've caught people at the Airbnb and it's like been our closers that are like building reports. yeah But we've never, never come home to somebody just sleeping. Like if somebody's sick, they're they're going to communicate that to leadership right away. like hey, I'm sick. I'm not feeling well.
00:30:49
Speaker
And like the rules, like you lock yourself in your bedroom and you don't come out. Like we're not going to spread sickness. We've had sickness ripped through our houses. If you're going sick today, you're going to be sick and you're going bedroom locked in it. And I will take all my recruiting calls from the house to make sure you're not doing any funny business, playing video games. Like you're going locked in your room. Like, not that I have to like babysit them or anything, but like, that's just where I'll take recruiting calls from for like half the day.
00:31:07
Speaker
You know, that if I go out and the guys for the last half, like whatever, but no, we don't, we don't really have that issue. I think by not having roles, you run into that issue. Like early on, like we set the precedent of like, we're here to work. We're not here to mess around. And if you mess up, like, we're just going to send you home.
00:31:21
Speaker
Like, no worries. Like if you don't to be here, you don't have to be here. But people want to be here and they want to work. And to that rub off on other people. That's not fair to them. Do you guys do like kind of daily correlations and stuff there? What's like your general schedule for getting out? I know you said 830 people are knocking their last door. What's the general schedule with like trainings and getting out and stuff like that?
Blitz Schedule and Participant Motivation
00:31:41
Speaker
It varies between the winter and spring and summer. So in the summer, we do correlation at 10 or 11am. Leaders meet every single day. So my leaders meet every day at 10am, Monday through Friday. um So Monday through Friday, they leaders meet at 10.
00:31:56
Speaker
Team meets at 11. We meet 11 to 12. People are in hood by one. They knock one to eight. They get at one break throughout the day. Saturdays, we start usually at like 9 to 10am. um In the winter, it's 9 because we have less sunlight in the summer 10.
00:32:09
Speaker
So that way, guys also have enough time to sleep. And we do that so people have enough time to get to the gym in the morning and like do the things that they need to do, whether that's read, whatever. And then Sundays, we give them the day off.
00:32:20
Speaker
It used to be Mondays because we used to see a lot of success on Sundays. But like... We've noticed in Texas, a lot more people go to church and aren't as nice on a Sunday. So we do one day off in the middle of blitz just to like make sure we don't burn our guys because we run a 14, technically 12 working days, but a 14 day blitz where most people do 10 days.
00:32:39
Speaker
So we do give them a day off in the middle to like reset, do their laundry, go buy food, whatever, to make sure that second half of the week, we can like really, really finish strong as a second half team. And the winner, everything dials back one hour.
00:32:52
Speaker
Okay. And then I remember you talking about food, you guys making Costco runs, preparing like breakfast and stuff like that. So is that still like you cover all the food or reps have to like cover part of that? Or what what do you guys do with food? I don't know if any that's changed now.
00:33:06
Speaker
ah So it's a basic starter pack. And what we've learned is like, obviously, we've we've learned how to play the credit card game. Every time that we get food, we Instacart it through whatever, because we get, you know, 5x points for that. And then when we're booking Airbnbs, we're getting two to three x points, depending on which credit card we use for that. So we're actually making money.
00:33:22
Speaker
by doing these things for the reps. And we just give them a super basic starter pack. So like they're still going to have to buy food, but like we'll grab them eggs, bacon, rice, ground beef, a couple protein bars, some bananas, and like clementines, and a few other things. So each house, we spend $150 to maybe $200 on food. That way, we know they have food and they're not like waking up in the middle of the night without anything. you know Frozen pizzas, pot pies, just...
00:33:45
Speaker
Just easy things, but they're still going to have to shop for themselves. But it's also to the point where like, if they work their ass off all day, and they didn't have a car and didn't have time to get to the store, there will be food at the house provided for them. So we do provide food, but we're not like going crazy. And then how we'll incentivize them is like, we will cook for them. Like we'll make them breakfast one or two days of the Blitz.
00:34:03
Speaker
And we'll cook them like a team dinner one or two nights of the Blitz. But it has to be earned. You know, we put out a goal, you have to hit the goal. And sometimes like if we have leftover food, we're like, hey, whoever gets a lead today, you guys can get off the doors at six.
00:34:14
Speaker
and come eat, you get first dibs. We just cooked up all that's left of the food. And then if you didn't get a lead, you're going to be out there till 730 and you get the scraps, you know, so it like really gets people to like push and work to to come eat the food, you know, and we we make sure that they eat well, they're taken care of, you know, we've had people go to the hospital at the very beginning for like not having proper water intake and like not eating. And that's when we were like, holy shit, like if these guys don't have stuff, they just like won't take care of themselves. Like, let's just make sure they have the basics. So that isn't a problem.
00:34:43
Speaker
Yeah, that's good. Yeah, it's true. And you get some people that maybe you don't have money at all where it's like, I don't know if you ran into that, but I've had guys on Blitz where they literally can't afford food. It's like they're eating what the team eats and they don't have money to get food. So no, it's good that the guys are hustling. And something i remember, another thing I remember, Melissa, in your presentation, you guys do a lot of stuff beforehand. Sounds like before the Blitz starts with like Zoom trainings, getting out like the rules, the script to people.
00:35:12
Speaker
So how soon does the preparation start for a blitz? So you guys still doing the same stuff like zoom trainings and things like that before the blitz starts? Or what do you guys have? What do you have ah the reps get on and be prepared for before they come to the blitz the first day? Yeah, so we have commitment mode up until about a week and a half before the next split starts.
00:35:32
Speaker
Once we cut off commitment mode, automated texts go out through GoHighLevel. So they'll be like, hey, if you're receiving this text message, it means you've committed to the XYZ Blitz. Here are your mandatory training dates. So it'll send them out a schedule for their mandatory training dates.
00:35:44
Speaker
um And then it'll also send them out our website. We built our own password protected website that has everything that they could need for the Blitz from agendas to training to like trainings that we've recorded, how to put in a proper you know appointment on the calendar,
00:35:57
Speaker
um how to submit their lead on the CRM. And their first call is really just going through the market and going through that website so they know how to use it. So they'll have that about a week before the blitz starts.
00:36:10
Speaker
Their second training will be script practice. So they would have gotten their script sent out through automations about a week before that training. um So they should have it memorized. And then we go, we bring all of our leaders on that call and they go into different ah groups on Zoom and they have to pitch.
00:36:26
Speaker
And then something else that we just implemented is we actually, our owner is one who created CallPilot. So we've been able to take CallPilot, send it out to all the reps, make them do their script to the AI. After they do it to the AI, we send it through ChatGPT.
00:36:40
Speaker
We've now trained our ChatGPTs how to give them proper feedback. After they've done it, we're sending them their feedback. And we're telling them like, hey, either you pass or you failed on that script practice. And if they failed, they're to to pitch a manager before they go out to the doors their first day.
00:36:53
Speaker
And then their final call is just like, hey, these are your housing assignments. These are your car groups. This is your airport pickup times. This is who's getting who. These are the leaders. These are their phone numbers. This is what they're in charge of. You know, any questions? And like throughout the week, they're getting automated text messages to make sure they've completed onboarding and things like that. So we didn't always have that. But now we've like dialed in the process. And we spent a lot of time building our website. Luckily, we have Cass on our team, who used to do web development. So she's built us our own website. And every Blitz, we change the password. So people can't like go back and try to read if they want to recreate it, they can. That's the whole point of why we built the Blitz model is to like help other teams.
00:37:26
Speaker
um But it's also like our proprietary information that like we are the collective and regardless of where we go, we have our proprietary information for us. It's not owned by the company. It's not Glide's website. It's ours.
00:37:37
Speaker
And then is that training? Those trainings are only for the new reps and then anyone that's returning. They're just not required to be on those or do you guys have like separate stuff for like brand new people to the books versus returning people or does that work?
00:37:51
Speaker
That's really good question. So the first training is just for new, new players, um, script practice. Like we have really good team players that we still want them on the script practice because like, they're going to help give feedback to the new guys and also like see the difference of like someone who's been crushing it to like someone who might be new. Returning players are on the second and third call, but not the first one. And then we do a boot camp the first day that they come in.
00:38:11
Speaker
We just go through super basic info for like the first 45 minutes. And then like returning players like, y'all get out of here. People that are new stay around for a little bit longer to make sure like you're you know in SalesRabbit, you know how to go into core, you know how to do everything.
00:38:25
Speaker
So that's kind of how we've done it. And it's worked out pretty well. But yeah, for some of these guys, it can be repetitive. At first, we were like making the returning players do all the same things as the new guys. Now we've realized they don't need to sit through the whole boot camp.
00:38:36
Speaker
They don't need to go through the first training at all. They've been through this. ah We're getting better and better at that stuff. Yeah, that's good. Yeah, well, it seems like a lot of people, um i see you guys seem to have a lot of returning players, a lot of returning people that come and keep doing repeat
Recruitment and Retention Strategies
00:38:52
Speaker
blitzes. I think just because these organizations, the systems you guys have, you guys create a good culture, a good experience.
00:38:59
Speaker
So what would you say? Do you see like trends where it's like 50% returning? Or what's what's the general like at an know percentage of returning people versus new people on your blitzes?
00:39:09
Speaker
This blitz are all returning except for one. tried to like before I used to like try to get a ton of new people. And that's where it was like about a 50 50. And we realized like we were just draining ourselves as leaders, like trying to get everyone up to speed. So now we try to keep returning players about 75% and 25% new people. So that way we can build well and not like burn ourselves out and pour so much into these people that are never going to come back.
00:39:33
Speaker
Yeah, for sure. Well, speaking of new people, before we wrap up here, Melissa, I know we're getting towards the tail end of this. um You told me that you've recruited. I mean, you've shifted from selling now primarily to recruiting.
00:39:46
Speaker
And so how since you've been doing this, how many reps would you say you've recruited on these blitzes? um On the year, I've got to be a little over 200 reps total. like um Yeah.
00:39:58
Speaker
So replacing sales for humans now, which is interesting. And it's It's tough because, you know, recruiting is a way longer game than sales. Like sales, you're sitting down, you're making a sale in two hours. Like some of these people, they're not, I just got a recruit that I've been working on for a year.
00:40:13
Speaker
You know, like it takes a while. They're not, they don't, they don't just bite right away. That's true. And that's where it takes a lot of organization because I've seen a lot of recruits over the years that I think I could have gotten if I would just stayed in touch with them. um Some of the best recruiters I've seen that are getting getting really high level high levelvel recruits as they have you know spreadsheets or something that's saying, OK, I need to follow up with this person.
00:40:36
Speaker
once a month and they're kind of putting them in different buckets so uh i mean i want to talk about recruiting that's probably pretty much the best i've heard 200 recruits that's an insane number so what are some things you're doing to maybe stay organized with recruits and uh what are some recruiting secrets um before we wrap up the podcast well Yeah, so I created a job form, which you've probably seen me share a million times.
00:41:00
Speaker
But that that captures everybody's information that fills it out. So like I have people that like filled out that job form like a year ago, that like maybe timing wasn't right. Like yesterday, i sent out 20 text messages from that job form being like, hey, like I know timing wasn't right.
00:41:15
Speaker
You know, we're putting the together a mega blitz at the end of the year, we'd love to have you on it. Um, and that's one way, right? It like keeps everybody's information super, super organized. But on top of that, like I have my sheet from every blitz, every blitz, I have a sheet of everyone who's come their phone number, their email, everything.
00:41:32
Speaker
And I have whether they made it on the blitz or whether they did it. So like I can also go through those sheets and I have all of their information. So I've just been able to keep it. And then I just, yeah, follow up with that when you have time. Like it takes two seconds to send out a text message and check in with someone.
00:41:44
Speaker
It really doesn't take a long time. So I just still have all their information. And that' that's what I do. But the JotForm has been game changer. i use Google Forms and it has everybody's information in one place. And there's like almost 100 people's contact information on there.
00:41:58
Speaker
And then for like, right, is it just mostly social media and stuff? I mean, I've seen you post a lot of the links and everything. It seems like you guys get a lot of success through that. So is that your main thing is just kind of sharing them on Instagram, saying, oh, we got this amount of spots left or anything you get anything else you guys do to get leads for recruiting?
00:42:17
Speaker
It's 100%. At least for my recruits, 100% social media. Some of the other leaders, our company offers like a recruiting... like They recruit for you and you just pay for ad spend and like we pay a recruiter to interview them. And some of them do that through Indeed. But like the company always bugs me being and like, you should be doing Indeed. And I'm like, I don't need to. I've recruited more than everybody and it has been free. Yeah.
00:42:38
Speaker
All of it is organic. you know I did have to pour money into my brand. So don't like if you're listening to this, like don't think, oh, I can just post on social media and it's free. like You need to create your brand and you need to invest in that.
00:42:48
Speaker
Taylor, I know you've had to do the same thing, but that will recruit for you. um All of it's been through social media and then like people hearing me on podcasts, which then follow me on social media. I've just always been an open book.
00:42:59
Speaker
So even if people message me, like I've responded to every single DM that has ever been sent to me unless someone's trying to sell me something. like I respond to every single person. And like I genuinely care about people, whether they work with me or not. And I've always been a proponent of like just come on my Blitz, learn what we're doing, and go implement it at your company.
00:43:15
Speaker
We've seen 3 different teams come on our Blitzes, pick up our model, and they're crushing it, dude. I've seen them do like half a megawatt to a megawatt of Blitz because they're doing... the same exact things that we taught them.
00:43:26
Speaker
And that's also how we've picked up teams is like, they come out, they tell me, Hey, I'm never going to work for your company. I will never be on your team. And i'm like, wonderful. Love it. Like, let's, let's teach you everything that we know. And then like, I will be in the corner cheering for you as hard as I can.
00:43:39
Speaker
And they're like, what? Like, what do you mean? Yeah, it's refreshing because that's super rare to see people that are like, oh people aren't going to like commit with this long term. If they're if I think they might go back and take this to their company, then they they won't even let them on a blitz.
00:43:52
Speaker
And it's cool to see that you've done the opposite. And I think, yeah, I'm sure there's been a few teams that have gone and implemented it. But it's like, I'm sure the growth you've seen from it is like ten x maybe the people that have gone and become competitors or whatever. I'm sure you get way more people in good karma and stuff by having that mindset than like, when they go, what if they take it back to their teams?
00:44:14
Speaker
um And I think people like that stunt their growth. And it's just the difference between the abundant abundance mentality versus, you know, thinking scarcity and all that. So no, that's really cool to see.
00:44:25
Speaker
And yeah, I know you guys got some really solid leaders like, you know, Earl, he used to work with me, Earl Capulli. You've attracted some really solid people that, yeah, i've and even some people that I've seen on ah other teams where I've seen them not produce as much, maybe have been bouncing around and then I've seen them come work with you guys and they're going on multiple blitzes.
00:44:46
Speaker
coming back and they're producing a way higher higher level than i saw on different teams i'm like man got a solid system and guys are like excited to work work out there and um seems like you guys are crushing it so no that's it's cool to see anything else you want to say about that about uh recruiting or is pretty much as simple as that No, I think just, you know, if you want to see things in the industry change, it starts with you.
Collaboration and Personal Growth in the Industry
00:45:11
Speaker
Like everybody wants to see people be more abundant. It starts with you. Like, that's just how I see it. Yeah, well, Melissa, speaking of a blitzing, if people want to come before we end the show, if people do want to come to a blitz, want to give some value to you too, as much as I'd want to have people come on my blitzes, you hit me up too, but but I know Melissa's going to have things more dialed than me for sure at the time. So if people do want to blitz with you, what's the best? ah I mean, we can put like your link for your blitzes in the show notes, but anything you want to point them to if they want to come and try a blitz with you guys?
00:45:46
Speaker
there's ah There's a Google form in my bio on Instagram. My bio on Instagram is just Melissa Ramiza, M-E-L-I-S-S-A-R-O-M-I-Z-A. And there's a jot form in there. And like I said, like there's no strings attached. like You could be working for another company. I don't expect you to just drop your company and come work with us. But there's definitely a lot to learn and some really great connections you can make for the rest of your life.
00:46:07
Speaker
And then if people do come on Blitz, what would you say are like the average results for the guys that are just sticking out the Blitz? What's um they typically getting? Two plus cells or what's kind of like average person coming on your Blitz?
00:46:20
Speaker
Like three to four. And our average commission where we are right now has gone up like nine grand a commission. So the setters are making like 40% of that. So, you know, four to five grand. Oh, there's my dog. Yeah.
00:46:33
Speaker
Uh, yeah, they're making like four, four thousand dollars per deal. So like 12 ish thousand dollars per blitz. I'd say on average, are highest earner has made right around a hundred thousand dollars in a blitz.
00:46:44
Speaker
That's crazy. Your dog, your dog's excited to be on the podcast. He's like, I gotta wrap this up. and jump to you usually bring your dog on the podcast or, um, sorry, on the blitzes.
00:46:55
Speaker
Always. I used to not, but then realized I have dogs for a reason and it's to have them with me. Let's see if I let them out. Stop barking, but used to not bring them. And then after like the fourth foot, it got really sad and wanted them here.
00:47:11
Speaker
So now I drive them down to Texas and I've got four of them and it's definitely a lot, but it's, it's worth it. you know Yeah. Yeah. I love that. Well, so do you see this continuing, Melissa? know we kind of touched on this before we started recording, but and for the future, do you think you guys are going to keep what's in indefinitely? Or where do you see the future of your teams and and the company going?
Future Plans and Leadership Development
00:47:34
Speaker
As of right now, that is like all our future is focused on is blitzing. And the two main markets we plan to focus on is Texas and California um or Northern California. know you're in San Diego. um But yeah, that's the biggest thing is is growing leaders and like basically building around them. That's what I've been doing for the company is we bring leaders in and I just plot people where they are a best fit. And you just have to be good at, at ah we call it handling the monkeys, you know, yeah taking care of the circus.
00:48:02
Speaker
Yep, delegation. So yeah, and i love that too. You're not trying to do everything. you got leaders that are handing handling specific tasks. I remember in your presentation, you put everyone over kind of a different aspect of the blitz, have your core leaders.
00:48:18
Speaker
So yeah I mean, i guess just to wrap up, what are some of like the ways you delegate? What are the leaders you have on the blitzes? And how do you delegate? What's some examples of the delegation you do um when it comes to the blitzes now?
00:48:31
Speaker
Yeah, so Alex handles area, which area is a lot for anywhere from 30 to 50 people per blitz. um Kayla handles all the closers in the closer training. Abby assists her in the closer training. So like pre-closer training.
00:48:43
Speaker
Earl helps with automation and scripts and slicks. So he puts together all the slicks. Luke handles making sure every... Oh, Alex also handles getting people onboarded for our canvassing app.
00:48:56
Speaker
So like our sales rabbit. Luke handles making the slicks, making sure everyone knows how to use core and the calendar, getting the calendar out and making sure people are trained on the calendar. And Cass does everything text. So making sure people are in the Discord, building the website.
00:49:10
Speaker
um I handle recruiting and housing and car groups. And like... When one of us isn't on a blitz, like we all know how to do each other's job, which I think is really, really important. and we all band together. So we've delegated it out. It sounds like not a lot of responsibilities, but the more responsibilities you give somebody, the more half-assed they are. So it's worked out really well.
00:49:29
Speaker
That's awesome. And then average amount of people on a blitz, what's your typical head count on these blitzes? 20 to 30 on every blitz. Okay. And you cap it at like 30 people? or Usually, yeah. we We try to, unless it's a mega blitz, we really don't want more than 30 people on our blitzes. We realize like housing wise and also like managing wise, it's just, we can't pour into it the way we'd want to if it's more than 30.
00:49:53
Speaker
Well, Melissa, thank you so much for coming on the podcast and dropping some knowledge on us. Hopefully you'll have some people hitting up. I mean, I might come and blitz myself. Got me fired up to go see what's going on.
00:50:06
Speaker
ah You're always welcome. Yeah, appreciate that. So we will blast this out. Thank you for, as always, just having that abundance mentality, holding nothing back. um You can tell that you don't try to you know, hide anything. um You're just a source of knowledge, source of ah abundance. So we appreciate that. And yeah, we'll have to have you on back again. Always a pleasure having you. But thanks again for jumpings and bombs on us today, Melissa.
00:50:32
Speaker
Yeah, thanks, Taylor. Okay, I'll talk soon What's up, solopreneurs? Hope you enjoyed the episode. 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.
00:50:49
Speaker
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00:51:04
Speaker
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Speaker
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