Transcript
Speaker: Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
Speaker: My name is Taylor Armstrong.
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.
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.
Speaker: What is a solopreneur, you might ask?
Speaker: A 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.
Speaker: Okay, what's up, solopreneurs?
Speaker: We have a very special guest on the podcast today.
Speaker: Any special?
Speaker: Because this is actually his second time coming on the podcast, which not too many people can say.
Speaker: So welcome for the second time, Mr. Christian Moroni.
Speaker: Thanks for coming on the podcast with us again, my man.
Speaker: Thank you, brother.
Speaker: It's always a pleasure.
Speaker: Yeah, I know.
Speaker: I'm stoked because we were just talking before this.
Speaker: You are looks like you're a number three most downloaded episode.
Speaker: So I want to say congratulations for that and appreciate you sharing the podcast and, you know, all your followers that have listened to it.
Speaker: I mean, you just had someone take what 12 pages of notes on your last podcast.
Speaker: It's funny.
Speaker: It was last night.
Speaker: I got this guy.
Speaker: It was literally like, I would say probably like 1140 p.m.
Speaker: I got a message on the phone saying, hey, I have a few notes.
Speaker: And he started sharing.
Speaker: It was like 11 or 12 pages of notes from the first episode.
Speaker: Yeah, I was mind blown.
Speaker: I was just I didn't I didn't see that coming.
Speaker: He literally like took notes.
Speaker: I would say pretty much transcript word by word.
Speaker: Yeah.
Speaker: That's dedication.
Speaker: Well, yeah, if you have.
Speaker: So for those that are listening, if you have not heard his first podcast, you definitely want to go listen to it because it has straight fire in it.
Speaker: I just re-listened to it this morning while I was on a little jog and yeah, it was incredible all the
Speaker: tipsy shares and just freaking nuggets.
Speaker: So go listen to that.
Speaker: But today we're going to switch it up, get in some new stuff.
Speaker: And yeah, I mean, first off, we just want to hear kind of like what's up, maybe for those that haven't been following you as much.
Speaker: It's been about a year since we did the last podcast, Christian.
Speaker: So yeah, what's new, my man?
Speaker: What's any changes in the past year?
Speaker: Let's give us the highlights.
Speaker: Yeah, a lot has changed.
Speaker: I'm so grateful.
Speaker: Like today, I want to do a little different, Taylor.
Speaker: Like if you let me, if you allow me, I want to go like super, super raw, like super vulnerable and just kind of share a little bit.
Speaker: So the very first one, I kind of share my story where I came from, how I started into door to door.
Speaker: how I learn how to do the door-to-door game.
Speaker: I share exactly, like the actual name is how to be consistent without working more hours, right?
Speaker: Like just how to get stuff done without having to knock 12 hours a day because it's just too much.
Speaker: Right.
Speaker: Today, I feel like sharing what has changed in the way I see the industry.
Speaker: On the second podcast that I record on a different platform, I share how I see the solar industry now, the different types of business model.
Speaker: What's the main thing of being a setter?
Speaker: What's the main thing of being a closer?
Speaker: When people should transition from setting to closing?
Speaker: When people should go, I want to be a dealer.
Speaker: I want to be my own boss.
Speaker: I want to be a lone wolf.
Speaker: I want
Speaker: open up my own company that type of stuff today i want to share the hard stuff like the the hardships the hardship that people sometimes don't want to talk about like how to how to do this job mentally how uh i do want to touch on recruiting a little bit uh talking about like the mental game switching companies what to look for in a company that type of stuff
Speaker: Yeah, no, love it.
Speaker: And yeah, we, I think we're on similar wave lakes because a lot of that stuff is what I wanted to ask you about too.
Speaker: So can't wait to dive into it, but yeah, I mean, you've been grinding still and it's been crazy to see you just keep, you know, improving.
Speaker: Um, I mean, you hit, what was it?
Speaker: 30 deals in 30 days.
Speaker: You did was a couple months back.
Speaker: Um,
Speaker: I started with 20 and 20.
Speaker: And I mean, when I first recorded your podcast, I was only self-janting.
Speaker: I didn't have a team like it was just myself and the doors.
Speaker: And I was closing like 10, 12 and then 14, 15.
Speaker: It's funny, like 15, 15.
Speaker: And that was kind of like my, you know, my bottleneck.
Speaker: And then I was just like, OK, 16 and then 17.
Speaker: And then I broke 20.
Speaker: Once I broke 20, it's just like 20, 22, 24 and then 30.
Speaker: Like, and it just keeps going.
Speaker: Yeah, I know.
Speaker: It's incredible because like in the last podcast, we were just, yeah, it's funny.
Speaker: We were like celebrating the 15 and all that.
Speaker: And then now just seeing like this past year, you're just blowing those numbers out of the water.
Speaker: It's like, you just keep getting better and better.
Speaker: I would do 60, but I still, I got, I got to get some stuff together in the process.
Speaker: I got to figure out the process and crack the code to do 60, but I believe I can do it.
Speaker: Yeah, that's possible.
Speaker: not there yet you know yeah yeah no it's possible for sure so yeah yeah i mean i think we'll come back in a year and you'll probably hit 60 so yeah right i mean the right way non-undersizing with ethics and all that like selling the right way okay
Speaker: Exactly.
Speaker: Putting families in a better position.
Speaker: Yeah, for sure.
Speaker: That's the idea.
Speaker: Yeah.
Speaker: And then the other thing, like, yeah, it's just so crazy.
Speaker: The past year, I remember too, we were talking like how you had, I don't know, I think it was like 400 followers on Instagram or something.
Speaker: And
Speaker: just kind of doing your thing.
Speaker: And now like, I think it's safe to say you're, you're definitely one of like the top people that guys respect and follow in solar.
Speaker: I mean, I mean, I remember I had like double your followers for a while.
Speaker: Now you got double my followers.
Speaker: So man, everyone knows Christian now.
Speaker: So people, yeah, follow you.
Speaker: I think everyone thinks of you as kind of like one of the authorities for sure in solar, which is really cool to see that.
Speaker: And you know, everyone knows the name Christian now in solar.
Speaker: But yeah, so besides that, I mean, I know you've switched.
Speaker: You're at a different company now from the last podcast we did.
Speaker: So yeah, do you want to maybe tell us a little bit about that journey?
Speaker: We can get into a little bit of that and maybe just like because I know there's reps where maybe they're not in the best situation, but they're afraid to switch companies or they don't know when when the right time to.
Speaker: maybe look for a better opportunity.
Speaker: So do you want to just maybe share how your experience was with that?
Speaker: And, you know, maybe some advice for guys looking to possibly switch or getting a better opportunities?
Speaker: Yeah, well, let's do it.
Speaker: I'm going to recruit everybody.
Speaker: Just kidding.
Speaker: Just kidding.
Speaker: Just kidding.
Speaker: I really want to share exactly how it went for me.
Speaker: I did work for five different companies and working for like the big, big companies and for the small companies, you can actually get to see the difference on the business model and how they do stuff.
Speaker: So I switched from a small company back in San Diego to a bigger company because of the brand and all of that stuff.
Speaker: And I realized that
Speaker: Sometimes I was looking for a better pay and a better red line.
Speaker: And sometimes that's not going to translate.
Speaker: Because even though I was working for a bigger company, I was not surrounded by people that are high achievers.
Speaker: So I get messages on the daily of people asking like, dude, I've been doing takes a month or four a month or 10 a month.
Speaker: Like, how do I get to the next level?
Speaker: And then I always ask, what is next level for you?
Speaker: What does the next level look like?
Speaker: And most of the people, they say, well, for me, it's X. So let's say the guy selling six, seven, eight deals and next levels break two digits, 12, 14, 15 a month.
Speaker: And my number one question is, okay, if you do want to do 15, I want to ask you how many people in your office are doing 15 every month?
Speaker: And I would say 10 out of 10, they say zero.
Speaker: Yeah.
Speaker: So it's pretty tough, Taylor.
Speaker: It just, and that's the reality.
Speaker: A lot of times I see people like last podcast was about consistency.
Speaker: And that's my, like, that's my favorite word.
Speaker: Yeah.
Speaker: Everybody can have a good day.
Speaker: Like some people,
Speaker: they're bragging about like yeah i had a good day like everybody can have a good chat but it's not about that one chat because money like i see so many people in this industry they just blow money like that yeah so that big check doesn't mean anything if you're just chilling and going taking vacations for the next three four five weeks like and then you like if you sell four solar deals on a day when the clock hits midnight you're at zero again
Speaker: True.
Speaker: Yeah.
Speaker: Good point.
Speaker: Oh yeah.
Speaker: And it's interesting because I think your first, last time we did the podcast, you were, I think the number one rep at your, at that company, right?
Speaker: Yep.
Speaker: And then now your current company, Pure, you're what, like, I think there's at least a couple guys being here, right?
Speaker: Yep.
Speaker: Yeah.
Speaker: I mean, I'm trying, but if you do 30, it's not enough.
Speaker: If you do 40, it might not be enough.
Speaker: Yeah.
Speaker: It's tough.
Speaker: I mean, yes.
Speaker: But Taylor, I already passed the point of just being number one.
Speaker: It's more about like being better than I was the day before.
Speaker: Yeah.
Speaker: And that's the same mentality that I shared last time.
Speaker: Like it's always good.
Speaker: Yeah, I want to be number one.
Speaker: It's awesome to be number one.
Speaker: But I see like I think about the impact of
Speaker: The impact comes first.
Speaker: Like it's not to be number one for the bragging rights.
Speaker: It's just like, dude, if you did five, okay, do six and then do seven and then do eight.
Speaker: Like, as long as you're getting better.
Speaker: And that's why I want to talk about the struggle.
Speaker: Because sometimes it doesn't make sense for us talking about 40 deals a month when there's people selling two or three.
Speaker: Like these people, they need help.
Speaker: And sometimes help is just that they don't know what to do or the current structure is not providing an environment.
Speaker: Like on my Instagram, there's a video where I say, if a flower doesn't bloom, do we blame the flower?
Speaker: Hey, stupid flower, you should be growing.
Speaker: Yeah, good point.
Speaker: It's all about the environment with the right food and nutrition.
Speaker: We know that that flower will bloom.
Speaker: Right.
Speaker: No, that's a good point.
Speaker: So yeah, I mean, you've been in like both sides of the coin, like you've been the top rep at your companies, but now there's people better than you.
Speaker: So I don't know for guys that like hit you up and ask about that.
Speaker: What's been like, is there one that's better in your experience?
Speaker: Do you think it's better to be like a big fish in a small pond or be with like, you know, bigger companies with higher producing reps?
Speaker: What do you tell people typically when they ask that?
Speaker: Because they're those pros and cons to both and maybe not necessarily a right answer, but...
Speaker: What would you say to that question?
Speaker: I agree.
Speaker: And I don't want to be biased.
Speaker: I don't want to like lean people towards what I want people to believe.
Speaker: I just want to share what I see.
Speaker: Like when I was doing pass control, I did for a small company and I was number one.
Speaker: So like for so long in my life, like for seven years, I ran my own business in Brazil and it was my own company.
Speaker: And I had to be the top performer because I had so many employees and I had to be an example.
Speaker: So like I was just sick of being number one because it's just human nature.
Speaker: We get a car and now we get a Tesla and now, oh, Tesla already sucks.
Speaker: If you ask me.
Speaker: Yeah, I'm grateful for the Tesla.
Speaker: But now I see all the like, oh, Tesla is not even that great.
Speaker: OK, what's next?
Speaker: What's next?
Speaker: And like, it's just natural.
Speaker: Like, and then the guy with the Lamborghini is like, oh, but I don't have a jet.
Speaker: And then the guy with the jet is like, I don't I don't have a yacht.
Speaker: Yeah.
Speaker: So like there's always the next level.
Speaker: That's why it is important to just, you know, think of now, like think of like, where am I going now?
Speaker: So I was kind of sick of being like the big fish in a small pond because I just realized when you think of bass control, the bass reps, again, I'm not making any merchandise because I never worked for grits, but like all of the high producers were there.
Speaker: And the highest average per rep came from there.
Speaker: And I just am a firm believer that proximity is power.
Speaker: It's tough for the guy that messaged me on Instagram selling two or three or four or five a month to say, dude, I want to get 20 deals when no one in his environment is doing that on a consistent basis.
Speaker: Who's going to teach him how to get there?
Speaker: I know.
Speaker: Well, it's funny because I actually have a guy coming down.
Speaker: I mean, I can't say his name because he's still with his other company, but he's coming down from LA to sell with us.
Speaker: And his company in LA, they're doing like the top guy.
Speaker: It's kind of that same situation.
Speaker: The top guy is doing maybe 10 a month or something.
Speaker: So he's coming down here with us just to kind of work and be surrounded in that environment.
Speaker: And then he's kind of doing half and half, going back to his other company to still get that.
Speaker: So I'm trying to just be like, all right, dude, just come join us if you want to do that.
Speaker: But he's like, no, I want to take back.
Speaker: I don't know who the guy is, but if he listens to this, do it.
Speaker: Taylor, if I, you know, if I were in a position of building this thing in Texas, I would love to work with you.
Speaker: I have a mad respect for you.
Speaker: It's just that I know I'm in Texas.
Speaker: That's my market.
Speaker: But if that wasn't the situation, I would.
Speaker: Well, I'm sure we'll cross paths someday.
Speaker: I mean, I might end up in Texas.
Speaker: Who knows?
Speaker: At least do a blitz there.
Speaker: I'm praying for this day.
Speaker: But yeah, the other thing I wanted to ask you, Christian, is so you've now left, you know, several companies.
Speaker: And I don't know about you, but I have left a couple of companies myself.
Speaker: And for me, that was one of the hardest, I would say, points in my solar.
Speaker: I don't know what your experience was like, but for me, I was super close to the owners of my first solar company.
Speaker: And I just wasn't, I felt like that I hit a cap.
Speaker: I wasn't growing anymore and just some other issues like that.
Speaker: So I finally stepped away, but it was super tough because they were all my friends.
Speaker: They're my homies.
Speaker: They didn't want me to leave.
Speaker: And they were like kind of guilt tripping me, stuff like that.
Speaker: So it was like one of the hardest things ever done, having to like tell these guys that I'm not going to be back.
Speaker: And I'd worked with them for four years and they're like some of my best friends.
Speaker: So for you, I don't know.
Speaker: Do you have any like advice for guys that are maybe trying to leave, step into a better situation?
Speaker: Like, is there a right, is there a right way to leave a company in?
Speaker: I know some people have experiences where maybe they're not getting paid out too, which is terrible, but how did it go in your experience?
Speaker: And do you have any advice with that?
Speaker: Yes, yes.
Speaker: That is tough.
Speaker: So it is super hard.
Speaker: And the reason why I say this is because you think of solid friendships, people that you have a lot of respect, people that are grateful for, and they just turn their back on you.
Speaker: And in the beginning, you like, I mean, you, whoever is the rep, whoever is listening to this and switch companies, you're going to see your best friends just turn your back on you.
Speaker: Okay.
Speaker: And then you're going to see people who are like, wow, like I thought we had something, you know, and then and then you're going to think that, oh, am I just a paycheck?
Speaker: Like, am I just a number?
Speaker: Is it just an override thing?
Speaker: I thought that like the relationship was over money, you
Speaker: You know, so it will be tough.
Speaker: You will lose friendships.
Speaker: And that's exactly what happened to me every single time.
Speaker: And it's funny.
Speaker: And like even seen on social media, like spicy posts is about that type of stuff, you know, who, you know, who should be in your life and who shouldn't.
Speaker: And in my opinion and perception is just a little selfish because if they if they were in my situation, they would do the same.
Speaker: No one is going to switch companies on purpose with intention of hurting someone or with intention of doing it wrong.
Speaker: The real reason for me looking into a different path is just that I wanted to do what was best for my family and for my future.
Speaker: And I want to think of that guy that is the boss or the owner of the company.
Speaker: He did work for a company previously.
Speaker: Right.
Speaker: Exactly.
Speaker: And he had to make the same decision.
Speaker: So what I don't understand is just when I look back and I rewind the tape like if my life was a movie, all of my leaders that got sour because I left.
Speaker: they all had two or three or four companies themselves.
Speaker: They all have done the same thing.
Speaker: And now just, that's why I don't get it.
Speaker: Like I left companies and sometimes I did bring people.
Speaker: Sometimes I did not bring people, which can cause issues.
Speaker: Sometimes if you do bring people, they don't pay you.
Speaker: which is something that did happen to me.
Speaker: Sometimes they still pay you.
Speaker: Sometimes they don't.
Speaker: I don't want to get into details.
Speaker: Everybody has my contact.
Speaker: I can talk to each single one of you guys on a personal basis and share the story.
Speaker: But it's tough.
Speaker: Yes, you might lose money.
Speaker: You probably will.
Speaker: Some people will promise things.
Speaker: One thing that I always say now, everything that you can just put in writing.
Speaker: because people can say in the name taylor i seen people saying crazy things in the name of recruiting that's why like i just i i i don't like using the word hate like in my i'm from brazil in in in portuguese hate is such a strong word right it's funny it's different people just like i hate mondays i hate this i hate this like yeah
Speaker: It's like the meaning of the word hate has a little different connotation when you translate for Portuguese.
Speaker: So I'm still super cautious.
Speaker: I don't, I try to never use the word hate because for me that has like such a strong meaning.
Speaker: And that's why, but I don't like talking about recruiting because I've seen people just promising so much stuff.
Speaker: Yeah.
Speaker: And like, we just have to be careful, you know, like even the social media space is just it's tough.
Speaker: Like every day you see who's out there, who is not.
Speaker: So just pay attention.
Speaker: Just like time, time will tell.
Speaker: And that's my number one advice.
Speaker: Like think of yourself first, like your company will define without you.
Speaker: right actually they might be they might be bragging and telling a different story about how they got rid of you or something or they might just like i don't know next thing you know they have someone yeah like you're not that irreplaceable yeah i know you know that's it that's it yeah none of us none of us taylor
Speaker: I know.
Speaker: Even, yeah, even a guy like both of us, we're all replaceable.
Speaker: So I remember that.
Speaker: But yeah, it's crazy.
Speaker: Like, I don't know for company owners.
Speaker: Yeah, it's a good point though.
Speaker: It's like, if you have guys that leave for better opportunities, I don't think there needs to be that strong word hate.
Speaker: like krishnan is talking about like you don't need to hate someone if they leave because um like in my case since i'm so hated now by this company i left i know i'm never gonna go back there but it's like um if for an owner if you can like actually maintain contact who knows there might be a time where they come back and like you want to get in that opportunity again but if you like shun them and don't pay them then how likely are they to come back probably not very likely
Speaker: Right.
Speaker: And so I think there's something to be said about just, um, you know, if someone leaves, then yeah, I mean, you, obviously you're not going to, you're going to try to get them to stay, but you don't have to like take a personal and attack them.
Speaker: Like is the experience I went through, unfortunately.
Speaker: So it's their loss.
Speaker: It's their loss.
Speaker: They alert.
Speaker: If they lost you, it's,
Speaker: It's their loss, you know, and then again, it's time to move on.
Speaker: I see I don't get it.
Speaker: Like I see this.
Speaker: I'll say most of your audience, these people are informed like they're on social media.
Speaker: They know what's going on.
Speaker: And I don't get why people they have to be picking fights like I don't I really don't get it.
Speaker: Why there's so much beef and hate between the solar industry and just like like companies are a vehicle.
Speaker: And you, in the driver's seat, you have to drive the best vehicle that will suit your needs, that will match what you're looking for.
Speaker: Companies are a vehicle.
Speaker: And that's how we all should see it.
Speaker: You know, like, yeah, we're the best.
Speaker: You guys suck.
Speaker: We do this.
Speaker: You guys don't do that.
Speaker: Like, that's just not how I see it.
Speaker: I feel like we should be more unified.
Speaker: Yeah.
Speaker: Yeah.
Speaker: But yeah, that's another good question.
Speaker: Like you mentioned, kind of knowing if you're going to get paid, but for those that are maybe looking to step into new opportunities, maybe that's a good question that you could initially ask a company like, Hey, I want to work with you guys, but if I ever did need to leave for whatever reason, then am I still going to get paid my commissions?
Speaker: And can I have, is that going to be in writing?
Speaker: That's something that I would have asked when I like first started working in solar because I
Speaker: I hear from so many reps now.
Speaker: They're like, oh, I left.
Speaker: I didn't get paid thousands of dollars.
Speaker: And it's sad.
Speaker: And maybe that's not going to work every time.
Speaker: But I mean, unfortunately, that's just kind of how it's gone sometimes in the industry.
Speaker: One of the sadder things that's happened.
Speaker: Yeah.
Speaker: There's one thing that I can share, but I cannot just share here in the podcast.
Speaker: But whoever wants to reach out later, there's a few things that you can do to make sure you get paid.
Speaker: Yeah, I just can't disclose in the public space.
Speaker: Okay, good.
Speaker: He doesn't want the companies coming after him.
Speaker: Right.
Speaker: People just know me.
Speaker: But I'm just saying there's ways.
Speaker: And yeah, I want to make sure everybody gets paid.
Speaker: Yeah, yeah.
Speaker: Yeah.
Speaker: And because it's tough because people like I want to switch, but I have a pipeline and then people start lacking and they produce less and then they're sacrificing making money because they're not producing.
Speaker: And now just like, well, if I keep producing, my pipeline keeps going up and my money keeps going up.
Speaker: But if I don't produce and then I'm just like, what am I going to do?
Speaker: So it's just
Speaker: I know.
Speaker: Yeah.
Speaker: And the spiral that you get stuck in.
Speaker: So yeah, it sucks to be in that position.
Speaker: And then you're like thinking about so many things you're thinking about, like all the possibilities.
Speaker: So that just gets in your head and you work less and you're less effective.
Speaker: So yeah, that's a terrible state of mind to try and knock doors and close in.
Speaker: Trust me.
Speaker: And then you lose momentum, which is like two days ago.
Speaker: I don't know if you saw, I made a post on my stories about that.
Speaker: We had a leadership retreat last week, and then I did a knock for a few days.
Speaker: And it was the very first time that I didn't work on a Saturday for a long time.
Speaker: really saturdays are for same day saturdays are for solar you know that's right yeah yeah like a few weeks ago i was doing the noxar uh takeover on on their page and we got four deals that saturday and then uh one of the things that i mentioned is just that i was able to sell solar for 11 saturdays on in a row yeah i remember that it's a pro tip don't don't skip saturdays saturdays are amazing for solar and
Speaker: I felt bad because I didn't work.
Speaker: And then like even yesterday, I had to drag myself to the doors.
Speaker: Like I did not want to knock.
Speaker: So I called a friend and he's like, dude, I've been thinking of starting solar, yada, yada.
Speaker: He's not in solar and he lives here in Houston.
Speaker: And I'm just like, dude, let's just hit some doors.
Speaker: And for me, that was the perfect excuse to get out of my comfort zone.
Speaker: So even myself, years of experience, hundreds, I don't know, thousands of doors, I still feel like not doing sometimes.
Speaker: Yeah, same.
Speaker: I know.
Speaker: I always get that.
Speaker: I know even Michael O'Donnell gets that knot in his stomach.
Speaker: He talks about it.
Speaker: And yeah, we all do.
Speaker: So definitely true.
Speaker: Well, yeah, I want to kind of segue into some of the sales stuff on a more positive note, now that we've talked about, you know, maybe some of that more negative stuff.
Speaker: I want to hear about some stuff that can help guys out.
Speaker: You've been building teams now.
Speaker: So I know last time we talked, you're focused just very heavy on your personal sales on, you know, getting those numbers up.
Speaker: You're doing a lot of volume yourself.
Speaker: But I don't you weren't you weren't managing a team at the time, right?
Speaker: A year ago?
Speaker: Yeah.
Speaker: Okay.
Speaker: So now you're how many guys you got on your team down there in Houston?
Speaker: There's every single team.
Speaker: There's people that produce and people that are not that productive.
Speaker: And the reason why I have to share that is just because the only way for you to know someone's going to produce is just giving them the opportunity.
Speaker: Yeah.
Speaker: No.
Speaker: And I have people that are just like, you know what?
Speaker: Let's see how you guys, this guy would do.
Speaker: And I, I didn't have a whole lot of expectations and they, they just crush it.
Speaker: And I have people like, Oh, I'll be your number one guy.
Speaker: Don't worry.
Speaker: I got you.
Speaker: And they just don't do much.
Speaker: So yeah,
Speaker: It's funny.
Speaker: We keep it like super tight.
Speaker: We don't have a huge team.
Speaker: We have like 14 people.
Speaker: Okay.
Speaker: Yeah.
Speaker: Yeah.
Speaker: We want to keep it like close and tight.
Speaker: That way we can control like a lot better.
Speaker: And we know that there's alignment when it comes to the culture, the vision and the future of the team.
Speaker: Yeah.
Speaker: Because I felt like my first team in solar was like over 40 people.
Speaker: I didn't get the attention that I feel like I need it at the moment.
Speaker: Yeah, man, I think that's good.
Speaker: And especially for a little starting out with teams, a lot easier to control the culture and, you know, work with guys that aren't wasting your time when you can kind of keep it small and close knit and then just grow, you know, kind of the right way instead of just throwing mud at the wall and seeing what sticks.
Speaker: Sometimes there'd be a lot more time wasted.
Speaker: So I like her in that.
Speaker: And yeah, I mean, you're working with Brandon now.
Speaker: He's been on the podcast.
Speaker: So you guys got some studs throwing up a ton of heavy numbers.
Speaker: I see you guys, you know, slinging deals every day.
Speaker: So yeah.
Speaker: How's it been?
Speaker: So now you're, I know you're still focused a lot on selling yourself, but also now just growing the team.
Speaker: So how have you seen your maybe time or focus change now that you're like also running the team, leading that?
Speaker: Yeah.
Speaker: what would you say the difference has been versus kind of a year ago when you're more just focused on your personal numbers and all that?
Speaker: Taylor, I love this question because I feel so many people, they want to grow a team too soon.
Speaker: Like they just, the over, the override, like the growing a team, the commissions, whatever, like that money is not, it's not, that is not the money we should be looking for.
Speaker: the only reason why someone should be put themselves in a leadership position because when the teacher is ready, the students will come.
Speaker: That's how I opened the ninja school.
Speaker: I don't know if you remember a few months back.
Speaker: I opened the ninja school.
Speaker: We got the ninja squad.
Speaker: We have the same day classes, yada, all of that stuff.
Speaker: But I feel like when the teacher's ready, the students will come.
Speaker: And what I'm trying to say is just that just focus on selling.
Speaker: Like I would never, ever, ever try to build a team if you don't even have like six figures in your bank account or in investments.
Speaker: I'm not saying you have to have that money just sitting in your bank account.
Speaker: But if you're not like a six-figure earner or if you're not producing at a high level, I just don't feel like you should be running a team because your team would do 50% maybe of what you do right and 110% of what you do wrong.
Speaker: Yeah.
Speaker: So for the guy that's selling five deals a month, there's a zero percent chance of this guy recruiting the guy that would do 30 a month.
Speaker: And it's just not how it works.
Speaker: It's just the law of the lid.
Speaker: It's just a law of the lids.
Speaker: Just a lot of averages and yada, yada.
Speaker: We are who we surround ourselves with.
Speaker: And that's why I feel like a lot of people, they just try to lead a team too soon or too early.
Speaker: And then they stop selling.
Speaker: And the reason why I'm saying this is exactly what happened to me, Taylor.
Speaker: When you open an office, you're literally putting thousands and thousands of dollars
Speaker: You're investing in the people, you're investing into Airbnbs, you're helping people with upfront money, you're helping people with everything, like moving, like whatever situation so you can have your reps ready to rock and roll.
Speaker: And when you're going to see that money later down the road, like, yeah.
Speaker: It's impossible to put a timeline.
Speaker: So if you're not established financially to assume the risk of leading a team, do what Michael Donald says.
Speaker: I feel like you, myself, like Michael Donald, we're aligned in a lot of stuff.
Speaker: The money comes from selling.
Speaker: Stop thinking of anything else.
Speaker: Like you will never, ever receive a message from me trying to recruit you.
Speaker: Like no one, like no one.
Speaker: Why?
Speaker: Because the money is in selling.
Speaker: I will never DM you and say, hey, you know, what's up?
Speaker: Yeah.
Speaker: I might say, hey, good job on the deal.
Speaker: Buy crypto for me.
Speaker: Yeah.
Speaker: Congrats.
Speaker: Or like, I might support you.
Speaker: I might be your biggest number one cheerleader or supporter.
Speaker: But I'm not going to say, hey, do your company suck?
Speaker: We do that.
Speaker: No.
Speaker: Well, yeah.
Speaker: And I think that's one of the best ways to recruit organically too is because like, I don't know who are people going to remember if they're ever having issues with their company, they're going to remember the guys who are cheering them on, who were there like saying, Hey, sweet, you're, you're crushing it, bro.
Speaker: On Instagram and all that.
Speaker: Yeah.
Speaker: as we were talking about, it's just so many people don't know how to recruit the right way and just, you know, just come across this needy mindset where they're just bugging people on Instagram.
Speaker: And what I really like what you guys have done, Christian, you've just like had people come to you.
Speaker: Um, you turn the tables and you say, Hey, we're bringing on more ninjas.
Speaker: Not everyone qualifies.
Speaker: It's almost, you're doing like the takeaway to get people in and people love that.
Speaker: And that's why so many guys want to come work with you.
Speaker: So how many do you turn away?
Speaker: A lot of people.
Speaker: Um, like how do you figure out someone that fit for the team?
Speaker: Have you had to turn down a lot, lots of guys that submit applications and stuff?
Speaker: It's right here.
Speaker: I mean, it's right here.
Speaker: I'm still scrolling.
Speaker: As you can see, like I can show it on the screen.
Speaker: So since I opened the Ninja School, I literally have like 80, 80 something people applying.
Speaker: Like every single day, I have one or two people asking for the link.
Speaker: And a lot of times I say no, and it's okay to say no.
Speaker: So yesterday I made a post and it's asked, what do you guys want me to talk about on a podcast?
Speaker: And I had so many people saying, recruiting, recruiting, recruiting strategies, how to recruit ballers, blah, blah, blah, blah.
Speaker: So first, how to recruit ballers?
Speaker: Become a baller.
Speaker: Be a baller.
Speaker: Be a baller.
Speaker: And then you're going to attract ballers.
Speaker: So how to recruit?
Speaker: Just don't.
Speaker: That's it.
Speaker: Don't focus on recruiting.
Speaker: Focus on selling and your production will make you attractive to the marketplace and people will see you day in and day out putting in the work.
Speaker: I see you every day there.
Speaker: So that's why I'm saying like Taylor, like
Speaker: people they're just not dumb these days i i mean some people they still believe in the advertising come do a blitz make 100k real quick yeah it's not like that it's not like that yeah well i think for us too we can probably both agree on this christian is just like trying to network with the best and then also just like posting our wins you know on social media you do a lot more of that than i do
Speaker: But it's like, I think so many people want to come work with you.
Speaker: They just see you're crushing it on a daily basis.
Speaker: And then also it's just like, if we've been in knockstar together, we network with a lot of high level people.
Speaker: And it's like, if I have someone that's in Houston that wants to work, who do you think I'm going to send them to?
Speaker: Like Christian's going to be my first guy and actually did send, send him someone.
Speaker: It didn't work out as good as we'd hoped.
Speaker: But yeah, same thing with you.
Speaker: My San Diego people, I got you.
Speaker: Taylor.
Speaker: Taylor's the man for the job.
Speaker: Thank you.
Speaker: Shout out.
Speaker: But yeah, so no, I think that's been a big thing for us too is just, you know, be on the network and connect with other guys.
Speaker: But yeah, and so you've grown a lot on speaking of social media.
Speaker: Like, have you had a goal?
Speaker: Was it your goal to grow your social media a ton or did that just kind of happen?
Speaker: You just kept posting more and more?
Speaker: Do you have any goals with social media or is it just, it's been something you kind of like to do?
Speaker: So, yeah, I might, I might be starting a podcast myself where I want to jam on like on the, just kind of like storytelling about like some stuff and different topics, not even sales related.
Speaker: I feel like the end result of a sale, it's a transfer of energy, but not only that, it's a transfer of trust.
Speaker: So there's steps where you can do on a house.
Speaker: For example, a few days ago, I posted about how do I run credit in five minutes?
Speaker: How do I run credit before even walking into appointments sometimes?
Speaker: It's just that there's processes that comes with the storytelling and finding the right hot buttons and doing the takeaways the right way, doing the pullbacks the right way and just planting the seed.
Speaker: And that's how you can even like maximize time.
Speaker: Cause I see people like, Oh, I got three deals this week, but two fair credit.
Speaker: So I got one.
Speaker: No.
Speaker: So you got one deal.
Speaker: I mean, yeah, I'm sorry.
Speaker: Like, why would you count?
Speaker: Yes.
Speaker: When they fail credit, you're taking the process as far as you can.
Speaker: But that doesn't mean it's not an account, you know, like that's not a number.
Speaker: So like, don't, I mean, I don't know if your company is counting failed credits, that's on them.
Speaker: But I don't think,
Speaker: I don't think no one should be counting that.
Speaker: Like, it's not a deal.
Speaker: It's not a customer.
Speaker: That person is not going solar.
Speaker: They might be going solar later down the road.
Speaker: You can do a credit repair service.
Speaker: Yeah, as I get it, everybody knows about that type of stuff.
Speaker: But that's not something like, it's just creating fake expectations, you know?
Speaker: Like, it's actually getting people to cross the finish line.
Speaker: So that's the goal.
Speaker: I never wanted to grow social media.
Speaker: I promised in the very beginning to be raw and vulnerable and tell the truth.
Speaker: I did get a few people hitting me up saying, hey, you want to buy some followers?
Speaker: And I didn't know that was a thing.
Speaker: And then I realized that there's a bunch of people doing it.
Speaker: Yeah.
Speaker: And it's not that expensive, Taylor.
Speaker: So if you want like 10K followers, 20, 30K.
Speaker: And I realized that's just, I mean...
Speaker: If people are actually paying attention to that, like I look at, I have over a thousand views on my stories.
Speaker: And I remember seeing people with 50, 80, 100,000 followers and they don't have the same engagement from their audience.
Speaker: So for me, it's just a number.
Speaker: Like I didn't have social media for four years.
Speaker: That's my story.
Speaker: I did not have social media.
Speaker: I was...
Speaker: You know, I just try to be the happiest guy in the world.
Speaker: People that know me and follow me on a constant basis, they know that every day I say, hey, I said the first episode, I said the same thing.
Speaker: Today is a good day to make it a great day.
Speaker: I talk about my mantras.
Speaker: I talk about the self-talk.
Speaker: I talk about the things that I say to prime my day, to put myself in a better state.
Speaker: But it's just the vision that I have.
Speaker: It's just that today is the best day of my life.
Speaker: yeah like today's the best day of my life yeah well you can see it you're like you're you're one of the most entertaining guys on social media for me because like you're always happy you're always just like jumping around doing dances and you know crazy stuff on there so yeah you keep it real you keep it raw and you keep it entertaining so i think that's how you're going in um you know organic because like you said a lot of people just buying followers and you know not even having people look at their stuff so
Speaker: Never say never.
Speaker: If I ever buy followers, you know what I'm going to do?
Speaker: I'm going to say, guys, I pay for this shit.
Speaker: I paid.
Speaker: I have a bunch of followers and I bought it.
Speaker: It's mine.
Speaker: I pay for it.
Speaker: right people don't pay people pay for everything people pay for surgeries now people are paying for surgeries to get taller it's crazy what people do you know like in so many things like there's you know when it comes to the beauty aspect and so many things that you can do you just pay for any and you get it done so yeah people are doing the same thing like likes and pictures they pay for it comment some pictures they pay for it
Speaker: it's funny how like everything you want can come with money but the thing is what for to show people that don't actually i mean people are too focused trying to learn the game and grow themselves and get better like i don't know like i just don't get this this social media thing i really don't like yeah i could carry let us have had three or four or five thousand or ten thousand followers at the end of the day like
Speaker: If I'm living each day the happiest life and I'm making an impact, that's what matters.
Speaker: for sure well we appreciate you keeping it real because yeah i know you're you've been changing lives so love it um and so yeah yeah so last week we had a like this guy i don't know how much money he has like he has like i don't know over 100 million probably he owns it like equity fund yeah he's like he he you know like i don't know 50 100 million i i have no clue it's a it's a lot of money
Speaker: So this guy, I opened his social media.
Speaker: He has like 400 followers.
Speaker: Okay.
Speaker: And that's the thing, you know, sometimes the young kids, they like, oh, they look at someone and that's what everything that they can see.
Speaker: They base their judgment on followers, which is the most shallow thing that you can think of.
Speaker: It's literally a couple thousand bucks and boom, you have a bunch of followers.
Speaker: And now you're a good guy just because of that.
Speaker: No, no, that's not that's not how it works.
Speaker: So I've seen a lot of billionaires and millionaires.
Speaker: They they just don't care for it.
Speaker: Yeah.
Speaker: I mean, it doesn't equal money.
Speaker: Same thing with this podcast.
Speaker: I mean, the more reviews I get, it doesn't necessarily mean I'm like a rich man off this.
Speaker: It's like same stuff with social media.
Speaker: But yeah, I think guys that, you know, put more time into social media than they're putting into like learning cells or trying to get more cells, a big mistake because, you know,
Speaker: Obviously, I think I know for you, that's the main focus is selling.
Speaker: But what I like what you're doing, you're just documenting the journey, which I think is awesome.
Speaker: Just documenting yourselves and we can all see that that's your focus, building your team, closing your deals.
Speaker: But you're keeping it real.
Speaker: You're putting on camera and you're showing your customers, which is something I'm trying to do.
Speaker: And yeah, I learn a lot from guys like you and, you know, some of your videos and testimonials and all that.
Speaker: So.
Speaker: thank you that's awesome it's accountability it's all for accountability that's it that's that's the only thing just accountability for example yeah i remember when i when i every single time if i don't knock for a few days i get someone say hey what's up like i i'm not joking i guess hey what what's going on you retired already or what
Speaker: And it's funny because I was like, dude, people just pay attention.
Speaker: People see and they know what's going on.
Speaker: So that's why I like the reason why I like the social media environment is just that you guys inspire me so much.
Speaker: You guys like literally...
Speaker: I have people that are just like, hey, I see you out there and I want to knock doors.
Speaker: So I feel like if I'm not out there, some woman is like, hey, like, what's going on?
Speaker: So, like, it just pushes me.
Speaker: Like, it does bring me accountability because there are times that I don't want to do this job.
Speaker: Like, yeah.
Speaker: I just, it's tough.
Speaker: It's not the most like, yeah, I wish you could be playing soccer right now.
Speaker: Right?
Speaker: Yeah, I wish you could be doing, I don't know, it could be just playing music, the violin, the piano, the guitar, doing whatever, chilling with friends, dancing, like I'm all about that type of stuff.
Speaker: But this job can be tough.
Speaker: So I want to talk about that because a lot of people, they've been struggling mentally.
Speaker: And I just want to hear from you, Taylor.
Speaker: Like, what are some of the things that you have a lot of experience?
Speaker: I just want to say, like, how do you deal with that type of stuff?
Speaker: Yeah, turning the mic on me.
Speaker: I love it.
Speaker: That's the Taylor Armstrong podcast now.
Speaker: But no, I mean, yeah, I think we both have some experience in this for sure.
Speaker: I mean, I've been in this six years.
Speaker: You've been in this.
Speaker: How many years you've been in solar now?
Speaker: Seven years?
Speaker: Oh, yeah, it's only like two.
Speaker: Yeah, like going to two.
Speaker: Okay, okay.
Speaker: Yeah, well, we've both been in door to door for a while.
Speaker: But yeah, I mean, I think you just got to practice that self care and have your set schedule.
Speaker: And then I learned this from you last time is just like focusing on the people you're talking to.
Speaker: For me, that's been a big key when I am like knocking more heavily myself is just like, forget about the hours.
Speaker: I'm just going to go talk to my 10 people today.
Speaker: Or if I have some appointments, I'm going to talk to six people today, just figuring out that number and then make it more about that.
Speaker: And then of course, do like the things you look forward to, um, during the week, do your self care in the morning, the gym, get up and do your morning routine.
Speaker: Um, so yeah, you have to have your times recharged.
Speaker: You have to have stuff you're looking forward to.
Speaker: Um, I'm training for a half marathon right now.
Speaker: So I've been, um, that's kind of been my side hobby and just training for that and got that next Saturday.
Speaker: So yeah, it's just like having other goals, doing other things.
Speaker: And yeah, obviously I think for both of us, you close a lot more deals than I do.
Speaker: So I get unfocused at times and don't knock as hard as I need to, but just like focusing on those little things and trying to hit the numbers.
Speaker: I think that's been a big key and a lot of that stuff I learned from you.
Speaker: But yeah.
Speaker: Thank you, dude.
Speaker: Yeah.
Speaker: But I mean, yeah.
Speaker: What about you?
Speaker: Let's hear from you.
Speaker: That's my answer.
Speaker: That's it.
Speaker: Like, I just feel like the job needs to be done.
Speaker: Like, no one cares about your feelings, straight up.
Speaker: Like, no one cares about my feelings.
Speaker: Oh, I don't feel like knocking.
Speaker: Yes.
Speaker: So I don't pay attention to my feelings because sometimes my feelings are not the best.
Speaker: Like, even myself, even when I get a deal,
Speaker: Sometimes I get two deals on a day and I still get home.
Speaker: I was like, crap, I wanted to do three.
Speaker: And I just, for a moment, I forget to be grateful for what I've accomplished.
Speaker: And I try to focus.
Speaker: So if I don't pay attention to my mental and my headspace, my mind will take me to dark places.
Speaker: So one of the things like, yes, I got to talk to 30 people no matter what.
Speaker: It doesn't matter.
Speaker: It doesn't matter if they're rude to me, if they don't like me, if they treat me bad.
Speaker: I have to.
Speaker: It's my job.
Speaker: It's my duty.
Speaker: I got to talk to these people.
Speaker: Yeah.
Speaker: And then to reset, I said, I talked about that on the first podcast.
Speaker: I just like when I was doing fast control, I just go straight to the next door.
Speaker: Have a segue if you don't.
Speaker: Okay.
Speaker: There's a post about it.
Speaker: Go to my, yeah, just scroll my page.
Speaker: You're going to find it.
Speaker: You can see my post about it.
Speaker: But yeah, there's still things that can help you with that.
Speaker: So
Speaker: The first is just that no matter what, you know, and the little, like the little things that you can do, just like the no matter what I got to talk to this many people.
Speaker: Yeah, it's, it's not optional, like, doesn't matter how if I'm feeling like or not, it's my duty, I gotta get it done.
Speaker: Yeah.
Speaker: And then I think another thing too, like Michael Donald talks about this, but just like going and training guys who like the time where I know I will always show up where I can't talk myself out of it is if I told someone to meet me and they're going to like shadow me or me training someone.
Speaker: Yeah.
Speaker: I'm like, Oh shoot.
Speaker: I can't like not get out of my car.
Speaker: This guy's literally waiting me.
Speaker: I told him I would train him.
Speaker: And I know that's the big thing for Michael Donald too.
Speaker: So it's just like,
Speaker: I don't know, get someone to come shadow you or pay your... I had to do it yesterday, Taylor.
Speaker: If I didn't have someone shadow me, I probably wouldn't knock much yesterday, but I did.
Speaker: It was dark and people were kind of skeptical and we're still going because we got to talk to these people.
Speaker: We have to.
Speaker: We don't have any other option.
Speaker: Yeah.
Speaker: Yeah.
Speaker: That's good stuff.
Speaker: Well, Christian, just last couple of things here.
Speaker: I want to talk about like cancels.
Speaker: I know that's something we've all dealt with, but like, I think all of us, we have times where we feel like everyone just cancel and we're signing people up and it's just a killing our momentum.
Speaker: So for you and your team, do you guys have anything that you've done to reduce cancels?
Speaker: And for the times you do have cancels,
Speaker: How do you guys deal with that?
Speaker: And how do you deal with like the mental side of things and help guys stay positive through all that?
Speaker: Yes.
Speaker: And for me, I do want to touch on that.
Speaker: I love talking about cancels because the more you sell, the more cancels you get.
Speaker: So I if you think of Grant Cardone and like probably his answer was like, you should be looking for more cancels then.
Speaker: Right.
Speaker: But I know it is pretty tough.
Speaker: Like it is hard because
Speaker: Some people, they just let it get in their heads.
Speaker: And I have to deal with it all the time with my reps.
Speaker: Sometimes it's a perfect deal.
Speaker: The closer was in the house.
Speaker: They love solar.
Speaker: They love the closer.
Speaker: They trust the company.
Speaker: And then they talk to the family member that's in Mexico or I don't know, they talk to someone, you know, there's always something.
Speaker: That comes into place and there's not much what we can do.
Speaker: So it's just, I was going to say, just to understand that as part of the job, there's a few things that you can do, which is like the post, close, close, like the handwritten cards.
Speaker: the send out cars things that i learned from you things that we shared in here you have episodes on that on the podcast and like i'm always listening to your stuff i told you last time i'm still like the your number one listener yeah yeah i'm and i feel i feel so honored to be like the the number three you have almost 300 episodes and yeah
Speaker: For me, it's just like it's such an honor because I just try to be real like with the things like cancels will happen, guys.
Speaker: And I would say to not
Speaker: just produce more, you know, like if you're selling four and you have to cancel, I don't know.
Speaker: So eight, that means you're going to, if you have four canceled, you still have four more.
Speaker: And then at the same time, try to understand why these people are canceling.
Speaker: So one of the things that I did recently, because I told you guys, I've shared on my Instagram that I had a hat trick on cancels.
Speaker: I had three at the same day.
Speaker: Oh, wow.
Speaker: And that's, yeah.
Speaker: And that's not a good day, right?
Speaker: Like that's not a good day to be in because I got the councils and then like, just think of it.
Speaker: I have appointments at 5 PM and then I'm going to get to the house.
Speaker: And then I just got the third council.
Speaker: It was just like, damn, I'm already negative three deals for the day.
Speaker: How do you get to that house?
Speaker: You know, like what, what, what's, what's, what's in your mind at that moment?
Speaker: So yeah,
Speaker: I have a few things that I do that I've learned from Tony Robbins.
Speaker: It's all about the content that you consume.
Speaker: What type of media?
Speaker: We're always driving.
Speaker: We're always constantly going to turf.
Speaker: Why are you listening to music?
Speaker: The Mindset Mentor, it's an amazing podcast, Rob Dio Jr. I love it.
Speaker: It's my favorite.
Speaker: It's my go-to.
Speaker: There's a few like super old recordings from Earl Nightingale, you know, Tony Robbins, Jim Romm.
Speaker: I listen to that type of stuff, like old school stuff.
Speaker: It's not even like, yeah, it's not, yeah, it's not even easy to find.
Speaker: I can share with you guys.
Speaker: I have the links on speed dial.
Speaker: There's a few things that I listen to just to help with me, like with the mental game.
Speaker: So for councils, try to create as much as rapport as you can.
Speaker: And one of the things that we start implementing is just processes after the point of sale.
Speaker: After site survey is done, do an additional touch.
Speaker: Go back to the house.
Speaker: You can have, if they have pets, you can bring some dog treats.
Speaker: You know, a lot of people, they like plants and plants are a great, great gift because they last forever.
Speaker: Different than flowers because flowers, they might die in a week or so.
Speaker: But plants, they last longer and people usually take care of it.
Speaker: So there's a truck.
Speaker: It's a truck in the street.
Speaker: I'm sorry.
Speaker: I actually can't even really hear it.
Speaker: So, OK, cool.
Speaker: The cyber truck, the Tesla cyber truck.
Speaker: Wow.
Speaker: Yeah.
Speaker: He just honked.
Speaker: Okay.
Speaker: Yeah.
Speaker: So that's saying, I was just going to say, like, just trying to customize the experience.
Speaker: So, so they, they, they kind of, you know, validate their decision.
Speaker: I would say an extra touch after point of sale is being like game changer.
Speaker: Cause most closers, once they sell the deal, like their minds already on the next deal, they like, Oh, screw this people.
Speaker: I don't, I don't want to talk to these people.
Speaker: Cause they feel like if I go back to the house, we're going to cancel.
Speaker: Yeah.
Speaker: Maybe if you don't go back to the house, that's why they're going to cancel.
Speaker: So adding, just adding a few extra steps to the closing process, that's going to secure the bag.
Speaker: And I realized that when I had the lowest cancel rate is when I actually had more contact with my counselors.
Speaker: I love that.
Speaker: And I think it's important to like for me, I've gone through times where I have a few deals cancel and then they've been from setters and then the setters like, wow, does Taylor suck now?
Speaker: Like all his deals are canceling on me and all that.
Speaker: I've been guilty of not having enough touches.
Speaker: But what I would say to that, if you're maybe a setter listening to this, if you're setting up the deals, like how instead of just trying to like automatically blame the closer all the time,
Speaker: Like, how could you work with the closer?
Speaker: Maybe your closer had 10 more deals to go to that day.
Speaker: So instead of complaining, why don't you be like, hey, what is there anything we can do to help?
Speaker: Like, you know, solidify this.
Speaker: I'll be in the neighborhood tomorrow.
Speaker: Do you want me to stop by?
Speaker: and just say congrats on the solar and drop off something.
Speaker: Stuff like that.
Speaker: Think together, collaborate together.
Speaker: And then, like you said, send out stuff.
Speaker: Sometimes, especially for newer setters, you've got to understand it's like...
Speaker: Yeah, maybe they're obviously closers always trying to improve, but it's not always their fault.
Speaker: Yes, yes, yes.
Speaker: I do want to touch on that.
Speaker: No closer will ever get a deal and hope that they cancel the next day.
Speaker: Like, you know, like no one intentionally will go into houses and say, hey, I'm doing I'm going to screw this deal.
Speaker: And no.
Speaker: So, yes, it's important to have the close communication.
Speaker: And if the setters can be because usually typically the setters are in the area for a
Speaker: a lot longer than the closer is.
Speaker: So they have a footer on the door already.
Speaker: They can come back and check on those people.
Speaker: And I agree with you on that.
Speaker: That's a, that's a really good tip.
Speaker: Yeah, for sure.
Speaker: Well, Christian, I know we're, um, I'm actually getting ready to head to it.
Speaker: Deal here soon myself.
Speaker: And I know you're out and turf and everything.
Speaker: Um, but just as we start wrapping up here, um, well, I guess first off, if you didn't hear already the last episode, um, or in case guys are living under a rock, what's the best way to connect with you or find you on Instagram.
Speaker: If guys aren't following you already, I want to give a quick shout out for that.
Speaker: Yeah, I mean, if they're not, cool.
Speaker: I'm always there.
Speaker: I post crap every single day.
Speaker: And some people like it, some people don't.
Speaker: If you don't like it, I don't care.
Speaker: I'm not going to be, you know.
Speaker: But, yeah.
Speaker: it's just krishamorani on instagram i have facebook as well so i can facebook i usually mainly use to you know keep keep in touch with my people in brazil my friends and i've been in this yeah like i'm grateful like life life has changed a lot over the last few years and i
Speaker: Last time I talked to you, I was just a little, it was like a little shy of three years in this country.
Speaker: Now I'm four years and three weeks.
Speaker: So I've been here for four years and three weeks, almost a year, four years and a month.
Speaker: yeah christian moroni christian moroni on on instagram and my phone number it's 801-666-9095 you can text shoot me questions whatever and if i have time i will always get back to you i might not answer the phone call right away but i always text you back with whatever answer whatever you're struggling with
Speaker: All right.
Speaker: Well, appreciate that.
Speaker: I mean, very giving.
Speaker: So don't blow up his phone too much.
Speaker: He just put his phone number on here, but no, it's cool to see.
Speaker: And I know that's been a big factor in your success.
Speaker: I think he's just having that abundance mindset and always be willing to give to other people, which I know we touched on in the last podcast.
Speaker: And so, yeah, it's been great having you back on and just hear kind of like the evolution of some things.
Speaker: And last question I had.
Speaker: Um, before we wrap up here, Christian, so you hit 30 deals in 30 days.
Speaker: Um, last we talked, you did 15.
Speaker: So what did it take to get to that next level for guys saying, Hey, I want to get to that next level.
Speaker: I've never been able to do it.
Speaker: What did it take?
Speaker: I love it.
Speaker: Love it.
Speaker: It's not about the skill.
Speaker: It's a little tweak on the skillset is just how you leverage time.
Speaker: what is the attention you give to the hour?
Speaker: I say that every single day.
Speaker: It's not about the hours.
Speaker: It's the attention you give to the hour.
Speaker: Pay attention to what type of people you're sitting down with.
Speaker: Are you trying to sell the guy that has no interest in solar and you still go through a two hour presentation?
Speaker: So I feel you, Taylor.
Speaker: I just like, if I don't feel I can close the deal, I just walk out.
Speaker: Nice.
Speaker: So like, don't give your time to people that are not ready.
Speaker: You know, like I said that last time, I look for the low hanging fruit, but now I just try to be like the attention you put money.
Speaker: You can always get back.
Speaker: So that's why I was just like, I don't get it.
Speaker: Why these guys are always posting this failed credits.
Speaker: You shouldn't be having as many failed credits.
Speaker: Yeah.
Speaker: You should.
Speaker: I'm sorry.
Speaker: I'm not sorry.
Speaker: I'm actually not sorry.
Speaker: qualify better.
Speaker: Ask questions.
Speaker: Oh, like I asked the credit score.
Speaker: He said it was above 650.
Speaker: Okay.
Speaker: So ask, Hey, what about car payments?
Speaker: Like, do you have any missed payments on a car?
Speaker: Okay.
Speaker: Do you have any bankruptcy file file?
Speaker: Okay.
Speaker: No.
Speaker: Okay.
Speaker: And I straight up, let's say we're role playing.
Speaker: I'm on the door right now.
Speaker: I'll say, sir, I literally look for reasons to not do it.
Speaker: Okay.
Speaker: I'm going to look for a few red flags.
Speaker: Do you have any, any, any late payments on your mortgage?
Speaker: Any late payments on your cars?
Speaker: Nope.
Speaker: Okay.
Speaker: Any recent late payments?
Speaker: No, but I did have a bankruptcy.
Speaker: Okay.
Speaker: Oh, you see, like, and I will ask about the bankruptcy.
Speaker: I ask all of these things.
Speaker: So I never, ever get like a credit bill.
Speaker: I like, oh, so when was the last time you checked your credit?
Speaker: like two years ago.
Speaker: Okay.
Speaker: That's a red flag.
Speaker: What happened that this guy never checked his credit?
Speaker: Maybe is the older guy that has everything together.
Speaker: Okay.
Speaker: You can tell.
Speaker: Or if it's a guy that you kind of feel like, okay, so let's just, let's just take a look at it.
Speaker: The thing is just most people don't have the courage.
Speaker: So like this leveraging time, Taylor, I'm not changing the skill set.
Speaker: I'm just focusing the attention.
Speaker: It's like, can I close this guy?
Speaker: Yes.
Speaker: Okay, I'll do it.
Speaker: Can I close this guy?
Speaker: No, I don't do it.
Speaker: Yeah, that's awesome.
Speaker: Well, yeah, I mean, there's only so much you can improve, too.
Speaker: It's like from this from here to a year ago, you've maybe improved one percent.
Speaker: Right.
Speaker: But it's like you've leveraged time a little bit better and you've like picked up a few more skill like skills in your sales game.
Speaker: And that's probably it.
Speaker: And that's what took you to 30.
Speaker: Yeah.
Speaker: So, yeah, I mean, for people that there's no like massive secret or anything, it's just like tweaking one thing here, tweaking another thing.
Speaker: They're trying to make a 1% improvement over the course of the year and then mastering the time.
Speaker: Cause that's one thing in common.
Speaker: Everyone that has hit big numbers.
Speaker: Um, I mean, we've had this dude named chance closed over 60 in a month.
Speaker: Um, a guy at my company, Ricardo, um, I think kick almost 70 deals in a month.
Speaker: But they were just masters of time for that month.
Speaker: Like they didn't step in a house if they thought there was any chance of them basically not doing it or like failing credit.
Speaker: They're not even stepping inside that house.
Speaker: So yeah, and they're trying to figure out all that, you know, beforehand, obviously, rather than having a surprise in the home.
Speaker: Like, oh, yeah.
Speaker: And obviously, that's the next best thing.
Speaker: If you're in the home, figure that out right away.
Speaker: But yeah, huge secret.
Speaker: That is a secret.
Speaker: Yeah.
Speaker: Love it.
Speaker: Love it.
Speaker: So, uh, yeah.
Speaker: Um, I think that's, that's a good way to kind of end the podcast, but, um, we appreciate you coming on for a second time, Christian.
Speaker: I hope we can have you on a third time, maybe next year and let's do it.
Speaker: And guys, let's, let's get this podcast over 3000 downloads.
Speaker: We got the last one is that 2,700, I think let's get this post this, share this.
Speaker: And, uh, we appreciate coming and showing then any last, uh, I don't know, words of wisdom you want to share with us as we hop up here, Christian.
Speaker: no taylor i just want to say time is the most valuable resource so i want to appreciate every single one to take the time and maybe we maybe we're just being listening to music too much there's so much good content out there like your podcast and so many other stuff so i feel like i do want to attribute is that a word like i want to give my success and say that like one of the main factors just not
Speaker: stop listening i i'm passionate about music but i do on my free time you know like when i'm on go go go like just listen the content that you listen to the type of media you consume will dictate the results that you get so important yeah yeah yeah love it that's it
Speaker: Yep.
Speaker: Brian Tracy says, turn your car into a university on wheels.
Speaker: So I think that's a good, a good pro tip right there.
Speaker: Well, thanks again, Christian.
Speaker: We appreciate you guys.
Speaker: Share this shoot Christian, some love and we'll see you next year.
Speaker: Christian.
Speaker: Look forward.
Speaker: Let's go.
Speaker: Thank you.
Speaker: 60 deals.
Speaker: Here we come.
Speaker: I'm ready.
Speaker: Thanks guys.
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