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Golden Door Secrets: How Brandon Burke Made 6 Figures in 2 Weeks (Solar Blitz Strategy)
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Brandon Burke is on today's podcast to share his journey of finding greener pastures in the solar industry. With belief and commitment to his systems, he started his own dealer and a team that focuses not only on the installs, but has innate understanding of every step of the sales process.
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Transcript
Introduction to Solarpreneur Podcast
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
Taylor Armstrong's Journey to Success
00:00:08
Speaker
My name is Taylor Armstrong. I 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.
Learning from Mistakes and Industry Leaders
00:00:19
Speaker
I teach you to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro, and closing more deals.
Defining a Solopreneur
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. All right. Welcome to another podcast. Super excited for today's podcast.
Introducing Brandon Burke
00:00:45
Speaker
We've got someone that's a multiple time Golden Door Award a winner and actually heard him on another podcast, mutual friend of ours, Mikey Lucas. and You guys can go check out his podcast as well.
00:00:56
Speaker
But ah excited
Brandon Burke's Solar Industry Success
00:00:57
Speaker
to have Mr. ah Brandon Burke on the show with us today. Thanks for coming on, Brandon. Absolutely. I appreciate you inviting me, Taylor. What's up, guys? Yeah, yeah.
00:01:07
Speaker
So yeah, we were just, ah before we hit recorder, just talking about how much I enjoyed the podcast you did with Mikey the other day and um knowing some people that have worked with you, gone on blitzes with you, heard nothing but good things. So yeah, just congrats on all the suck success you've had up to this point and you're crushing it, dude.
00:01:25
Speaker
Thanks, brother. i really appreciate that. Yes, it's a lot of fun. great Great industry, great place to be. Yeah, yeah. So we're getting into a lot of good stuff here today. Excited to teach guys how to hit ah a golden door award in solar and um just hopefully have more success than than they've ever had before.
00:01:42
Speaker
But ah before we get into that, brandon Brandon, do you want to give us just kind of the Reader's Digest background, how you got into solar and what the journey's been like up to this point?
Return to Solar in 2022
00:01:52
Speaker
Yeah, for sure. So i um I actually originally got into solar back in 2018.
00:01:58
Speaker
I was doing mortgages before that. And I tried it for like a year, a year and a half. I did pretty well. um Everybody asked me what it was like back then. Rates were like, you know, I'm in California. It was like 16 to 23, 24 cents.
00:02:12
Speaker
and Purchases were still alive. lot of people are doing purchases. And then ah PPAs were just getting hot. And for the most part, I think my first like... eight or nine months. I don't think I actually saved anybody money. They paid about the same.
00:02:26
Speaker
um It wasn't as knocked as much, but it didn't make as much sense financially for people, especially if they had like care or medical or any discounts. Yeah. ah commissions were a lot different back then too and so i did it for like a year a year and a half and i left and then in twenty twenty two um my mentors at the time from from the company i was at they sat me down things have changed and i couldn't believe how much rates had increased in that past four years and i'm like oh my gosh there's a big opportunity here And so I came back in October of 2022. 2023 was my first four year back. Got a Golden Door.
00:03:02
Speaker
i did it again in 2024. ah Last year, you know, I said this on Mikey's podcast. Last year, I did pretty well. and Anybody that got a Golden Door last year, you're an absolute dog. You know, kudos to you. That was the most difficult year.
00:03:15
Speaker
with the one big beautiful bill, you know, tariffs and things like that, ah all these financier changes. It was very difficult, but I still had a really good year and made a lot of changes last year that is setting up for a really good 2026. But yeah, yeah.
00:03:28
Speaker
but yeah I love it. Yeah. And, um you know, up and down. That's why we call it the solar coaster. But um love to see you guys like you that are still in it, still grinding.
00:03:40
Speaker
um and I know you recently you were at a bigger, bigger company. Now you've gone on to ah start your own dealer. Sounds like as we're talking before we hit record. So, yeah. Tell me what's that what's that transition been like, Brandon, going from kind of, you know, like a bigger company to kind of being more your own boss, doing a little bit more your own thing now.
From Big Company to Solar Dealer
00:03:59
Speaker
Yeah. So, you know, it was it was great, you know, working somewhere where it was so established and, and, you know, there's so many, you know, it's like proximity. There's so many great people around you and being part of building something bigger. Um, last year i would say it was a big wake up call for me. um you know, changes in the market can impact things so, so big.
00:04:19
Speaker
And, you know i think one of the the the beauties, especially earlier in my career there was ah being small up to where we could be nimble and kind of navigate through these things quicker. um If you're out there and, you know, you're really high level, you know, you're going to succeed no matter what.
00:04:32
Speaker
But for a lot of people, the opportunity when things like that change, it it hurts, you know, some of the newer people most. And so I just got curious and and I started looking around and just seeing what other opportunities were out there. And honestly, it was kind of like, you know trial by fire, just checking out a few places, seeing what
Building a Team with Conviction
00:04:50
Speaker
made sense. You know, I found a home at the end of last year, um started with them, you know, full time, you know, grew a team. You know, I went from just me in like December of last year to about 40 guys here in in March of 2000 and almost April 2026.
00:05:06
Speaker
And it was basically just trial by error. I do not want to bring somebody into something where I don't have conviction. Like I have to believe in it to be able to want to bring people into that.
00:05:18
Speaker
And for me, it was just trying it. It was seeing it work. You know, it was working with the the installers, the financers, you know, the the company I work for in general, and just making sure that everything was aligned and then slowly, you know, trickling people in and just seeing how we could scale this.
00:05:33
Speaker
I think right now we have a really good system. We've been able to really obviously scale it fast, but um it's been it's been the best decision I've ever made so far in my seller career.
00:05:44
Speaker
Yeah, that's great. yeah Yeah. And um again, I like hearing that just because, um as I mentioned before we started recording, um you know, I had a couple of bad dealer experiences and it's kind of always the the risk. Maybe some some people are like, ah dealers, it's it's scary. What if they don't pay out or what if it doesn't go as well?
00:06:05
Speaker
And um so it's cool it's cool to see the guys are still having success with dealers in California and um ands still being able crush it like that. And so when you went over, ah yeah when you switched your dealer, did you have a lot of guys from the team come with you or are you kind of building from scratch just on your own now? Or what was that like as far as the team you had before?
00:06:27
Speaker
Yeah. So, you know, there were some guys that I'd i'd worked with in the past that were curious. um I'm not the kind of person where I'm going to, you know, like take from another company. Like, obviously, I recruited a lot of people, but I really wanted to to try something on my own.
00:06:42
Speaker
I wanted
Vetting Dealers for Alignment
00:06:43
Speaker
to see it. And I think you hit the nail on the head there with the the dealer experience is really risky. It's scary. The first place I landed is not the place I'm at today, right? i got I was on, I mean, for like two months before it anything happened. I'm making phone calls. I'm asking people what their experience was.
00:07:00
Speaker
i'm you know I'm Googling things. I'm getting information, talking to CEOs. I'm just making sure I'm not going do anything silly. The first place I went... um I got some some deals through there. it was fine, but it there was no alignment at all.
00:07:13
Speaker
And then the second place that that I continue to work at today, there was a lot of alignment, but a lot of like flexibility and nibbleness, like seeing, hey, we can we can make this work.
00:07:24
Speaker
Now, as i as I started to do that, you know I you know reached out. had people reaching out to me on Instagram and different places. um I had a few people I'd worked with past that were kind of free agents. And what we did is we kind of merged.
00:07:37
Speaker
And then we kind of you know kind of compounded on that. And so every time we do like a blitz or we you know every month, it seems like we're getting more and more people asking ah to the point where we went from me to three people.
00:07:50
Speaker
to 18 to 24 to 40. Um, and that was in about a four month period. Wow, man. Yeah.
Scaling Through Strategic Recruiting
00:07:59
Speaker
Yeah. That's great. its It's pretty exciting.
00:08:02
Speaker
Yeah. And so did you just start it by yourself or did you have, do you have a couple of people that are kind of running the team with you and everything? Yes, it's funny how that worked. You know, first it was kind of, you know, at the other company that i I started off with, you know, there was a few people and we just didn't mesh that well, you know, different kind of industries, different kind of thoughts.
00:08:21
Speaker
um It wasn't that we didn't mesh well, it's just maybe we had different visions. different kind of, i would say standards. You know, um I know what it takes I'm not trying to brag, but like, it's hard to to achieve a lot of success and get golden doors and stuff like that. um I don't want to, like, my goal is to help people achieve massive success. It's not to lower standards and and just hang out and, you know, not really be productive. Like I want to help people achieve what they're best at, get the, you know, get the most out of their abilities.
00:08:52
Speaker
And so the you know the first you know little start of this before I left that other company, I actually went on my own and I had one other person who was also selling. First Blitz, you know, worked great. and There's like three of us. Second one, i brought some more people in who'd reached out and said, you need to try this.
00:09:07
Speaker
We did really well. Then the last one, actually I've had two since then, but that that next one was phenomenal. And that's really where the, you know, the door exploded because a lot of the, you know, like when it's just you selling,
00:09:21
Speaker
it's it's easy. Like, your you know, your volume pushes through, it's fine. ah You can go really fast by yourself, but if you want to go far with other people, it has to be the same experience. Like I can share my experience and say, I did really well. I made a lot of money, but when other people come into the organization, they have to get the same kind of success. They have to fill the same kind of, um you know, fast installs. They have to get the same kind of, you know, you know, see the pay at at ah at a high level. And so,
00:09:47
Speaker
Between that second and third blitz, we actually worked with some of our financers and installers and and really the installers and basically said, hey, these are my expectations. And gave them our expectations and I'll give them a lot of credit and I'll give the owner of our company a lot of credit for pushing this.
00:10:03
Speaker
We were able to get massive alignment between ourselves, the finances of the installers to where this last puts, I mean, we're getting sub two week, you know, three week installs in some cases, but average is right around 20, 29 days for a dealer, which is insane.
00:10:19
Speaker
Yeah, that's incredible. yeah yeah it's ah Yeah, especially out here. you know um i don't know how i don't know if you guys deal with like permit poachers and deals getting snatched and stuff like that, but it just helps so much when deals are going in quicker and there's not that time for them to and back out.
00:10:38
Speaker
Yeah. And, you know, have like get cold feet, and change your heart and everything. But at something I was curious, curious about Brandon. um I know there's guys that maybe they've thought about starting their own dealer or going off to an installer.
00:10:52
Speaker
But I actually just had a phone call with a guy from Florida the other day and he was just asking me, he's like, man, how do you know if you're going to get paid? um How can you like trust the installers going to pay you and everything?
00:11:04
Speaker
And so maybe for guys that are asked those similar questions, what type of, i don't know if there's like vetting you did or and what the experience was like looking for an installer to partner with and starting the dealer up or anything maybe you think you would have done differently. Any advice you have on that and guys that are like, oh man, how do you trust this installer? or How do you know it's going to gonna go well? Or what's what's your process on i going all in with that installer and starting your dealer? Any tips on that?
00:11:31
Speaker
Yeah. Okay. First thing, if you're with a company, don't leave until you know, don't leave that company or that situation. 100%. Don't make it known until first of all, you get paid, make sure that company you're currently for pays you for the installs your own, you know, don't leave money on the table.
00:11:47
Speaker
Secondly, um on ask. So there's a lot of really good people. Like you could literally, like you can go to a company, you know, find find out who this dealer is. And then, Hey, I want to see like proof. I'm see pay stubs. Like I need, I need the proof of it.
00:12:01
Speaker
And then just see who their finance partners are and what kind of position, like, you know, for instance, if you just onboarded with a company that only sold Everbright last month, you'd be pretty disappointed today to find out that you don't longer have any business. So just be smart, right? Like make sure that there's options and like what this actually looks like.
00:12:17
Speaker
um For me, like I said, what I did is I tried a couple. I just pushed the volume through there just to see what actually stuck. you know The first place, first couple of deals were fine, but after that, it really tailed off. Then the second place I went to, it was consistent. It was really good. I'm like, okay, this is great.
00:12:34
Speaker
Then I could show, so when people ask me, I could say, hey here's my proof. I talked to a lot of people that were currently at the company. I said, hey, I want to talk to like 10 of your guys. Call them up how it is. you know Pardon me, how it is. How it is it?
00:12:45
Speaker
you know I just asked. you know I looked at the companies that, you know the the specific dealers, and I went and got names of people that actually worked there. I saw the the proof. I didn't want to hear it. I wanted to see it. Like, hey, what's your actual pipeline look like? How fast is it moving?
00:12:58
Speaker
Are you actually getting paid? Are these legitimate? Made sure that they had plenty of like product options and things like this. And then I tested it. and i sent I sent a couple of deals different places. You know, after I was able to show that this worked for me, at that point, I started slowly like showing others like, hey, if you want to come,
00:13:15
Speaker
you know you know, that were calling me or whatever it was like, hey, this is what I've been able to do. Oh, okay, cool. This is legit. And then they came in and then not just me, but it's like, hey, now they're getting paid. And then we could show more people because it's all about perfect concept.
00:13:27
Speaker
And like like you said, like people are scared dealers because they're not getting paid. But if you find a good dealer you are getting paid and they have good systems and good structures no wanting to work with you. yeah And honestly, like a big thing nowadays is sell the right way.
00:13:40
Speaker
then you Then you probably found a good home, but you just want to really, really bet it. Okay. Yeah, that's good. Good advice there. But man, that's incredible. You said, ah you know, 40 reps in four months. And um I mean, that's that's insane. There's people have been building for years that struggle to get past 20 reps. um yeah Myself i included, you know, solar sits up and down.
00:14:02
Speaker
lot of people leave. So what maybe some advice on that. What was your biggest secret to growing so fast to 40 reps, starting a brand new dealer and getting it cranking so fast?
Rapid Team Growth
00:14:13
Speaker
Yeah, so shout out to the the last company that I worked for because we were really, you know we made some changes and we really pushed recruiting. And last year was actually my best year. It was actually end of 2023.
00:14:24
Speaker
I recruited a pretty big team that came in at the beginning of 2024. Unfortunately, i'm sorry, end of 2024 going into 2025. mean, we end up getting like 18 people. But what what it is, is you just find somebody that's high level, that that you know has a team that has influence.
00:14:41
Speaker
And then, you know ultimately, they have a good experience, they'll bring people with them. And then if their reps have good experiences, then they'll bring people with them. And so what happened was i had a lot of success at the end 2024, had a really good start to 2025. And then all these like finance or changes, you know, Sanova going out of business and different things.
00:15:00
Speaker
um You have to make sure that your reps are getting paid and they have a good experience. And a lot of that was out of my control. Fortunately, know, they made a move. Then I had another team that came in.
00:15:12
Speaker
Big team that came in in that summer. Same kind of situation. Like, you know, I'll take accountability. ah You know, a lot of it's got to be on me at some point. But there was that was right when the big, beautiful bill happened.
00:15:23
Speaker
And everything just kind of froze. And it was just tough. And then at the end of last year, I had a team come in. that's That's kind of the one where I said, you know, maybe some of the standards weren't there.
00:15:33
Speaker
You know, they're they're really good at what they do, though, you know, regards to pests and things like that. And so when i when I moved, like I said, a big thing for me was like, I felt like, we had the tools and stuff like that. Like we have good systems, we have good trainings and stuff like that, but it just, it wasn't like a plus B didn't equal C because the B part, the ops side, the installs, like guys got to get paid. It's like, yeah, this is great. We're getting all this training, but we're working for free.
00:15:57
Speaker
So if we could find a good, a good B part to make C, which is sticking around and growing. And that's what we were searching for. and and I found that, you know, and yeah, So bringing guys in, I wish I could take all the credit, but truthfully, this is just having a ah really good group of people around you.
00:16:13
Speaker
um you know We came in, we had a really good experience on these blitzes, and every time it just kind of compounded. and But proximity-wise, that's that's a big thing. You want to surround yourself with really high-level people, and you want to enable them to take bigger roles. Like a big thing that we do, i know' my expectation is not to close every deal. My expectation is to give the guys that are you know here that are building this, give them an opportunity to close a ton of deals, give the setters the best territory possible. We're going to limit you um and take away from you, I should say, to give to somebody else. like The opportunity is for everybody to grow their own business here.
00:16:49
Speaker
Yeah, love that. I know I keep thinking back to, you know, you probably heard like TSA, all the guys at the airport stopped getting paid and everything. And of course they're leaving and ah you got all the long lines at the airport.
00:17:01
Speaker
So I'm like, man, it's the same, it's the same thing. Guys need to get paid or you look, what's happening at the airports? Yeah, it'd be tough. Yeah, it'd be tough. Absolutely. And, ah you know, those guys are making a lot less, I think, than most solar guys. and Yeah, but it's the same thing.
00:17:18
Speaker
like Like, at the end of the day, like TSA guy people, like generally people don't care for you, right? Like, you're the TSA guy. You're waiting in lines. Hey, I'm knocking somebody's door at 730 at night when they're trying to have dinner. They don't love us. This is a hard job.
00:17:32
Speaker
And to not get paid for it or to get paid very little, um why would you want to stick around for that? right yeah it's it's it's hard to retain people if if you can't if you can't get compensated properly and that's what's most important part yeah so true yeah well no that's that's awesome man and um so if i remember right i think in your last podcast you did on with mikey you said you guys more do blitzes right you guys mainly doing blitzes are you guys full year round or what does that look like for most of your team
Boosting Performance with Sales Blitzes
00:18:03
Speaker
Yeah. so So for a lot of us, it was like, you know, this endless years or months or or weeks, like not everybody's going to go to a company and and immediately advance and, you know, get a bunch of closing ah opportunities or leadership.
00:18:15
Speaker
um But going and knocking the same area for two or three years, It's just, it burns you out. And so what we did is we adapted like, hey, let's just go really hard for for two weeks.
00:18:25
Speaker
And then at the end of those two weeks, like let's just break and we'll, you know, we can go travel. Because a lot of people like, know, they only get one or two times year to travel because their expectation is meetings every week.
00:18:36
Speaker
Hey, let's go travel. We'll do something cool. Not together necessarily, but could. But just go live your life, like enjoy yourself. And then we'll go back and we'll go hard for two weeks. And like, just to give you perspective, in the beginning of this month, end of last month, we did a blitz and four of us made over six figures and nine of us made over $50,000. Yeah. Wow. so And a lot of that's already been paid, which is really cool.
00:19:00
Speaker
so Wow. So good. That's awesome. And so do you, ah cause I know some people that um sometimes it's like they struggle retain guys, getting guys back together after blitzes and all that. Maybe some people did better than others.
00:19:14
Speaker
So how do you like, ah yeah i don't know, create kind of like the team environment where guys are taking off a week or whatever and then getting everyone to come back. Anything you do to keep guys kind of like bought in when they're not blitzing and then it's like, all right guys, let's come back. How do you kind of create the culture while you're off and on like that?
Maintaining Team Spirit
00:19:32
Speaker
Yeah, so I guess it's just like making sure that those two weeks or or however long that blitz is. Like the first one, we had like a month in between. It was crazy. But during that time, like that's a period where you should be like checking in calling.
00:19:44
Speaker
You know, we have a team chat that we retain. Like so like we have like a core group. of like 20 of us, 25 of us that are that are pretty much been here on every Blitz. We maintain that. And then like right at the Blitz, we create a chat and then we add everybody. And we just have a really good environment.
00:19:59
Speaker
We support each other. Like during the Blitz, we're doing steak nights, we'll barbecues, a lot of great training, just like a really good culture. And then obviously guys are getting paid. So what happens is we leave that Blitz you know, during that time, installs are getting scheduled. Everybody's excited.
00:20:17
Speaker
We get a break. Cause if it was like, Hey, we're going to do six months straight of seeing the same people every day, living in an Airbnb, um you know, burning ourselves out, like i six months off for, Hey, just two weeks and then go do whatever you need, like reset.
00:20:32
Speaker
And hopefully like this last blitz that we did, the one I was telling you about, half of us got bored. We're like, dude, this is kind of like people do something a month, a long time. So I just got home last night. from another blitz that we did for like a week.
00:20:45
Speaker
We just went out in the middle nowhere, know, did like 30 accounts in about seven days. And then, you know, in two weeks, we have another one or two weeks, 10 days or whatever it is. But it's just it's just making sure that you have a good experience because if you enjoy something, you're to want to do it again. And if you get compensated properly,
00:21:01
Speaker
you're going to want to go back because you'll get paid again. So it's just making sure that it's it's a really solid a really solid experience. And then just connecting with those people during that off time. And then, hey, compensating them like properly. Like, hey, we have really good override structures. Like if you bring friends in, you're not going have to wait six months or three months to to realize it.
00:21:22
Speaker
It's at an an installation. You get an override. Whatever that looks like to get people to want to come back and to potentially grow this. Yeah, love that. Love that. That's awesome. And then so for Airbnb, I'm curious to how you guys structure it I know everyone has kind of their different ideas on how they do blitzes. And sometimes it's like kind of pay to play, have people buy in What does that look like for you? How do you get guys bought in to make sure they're working the whole time? Do you have them put some skin in the game? Or do you do like kind of incentive if they hit a certain amount? It's blitz house covered. know if you do anything like that. Or what's what's your secrets on that?
00:21:56
Speaker
Yeah, so so a couple ways. So we do have blitz housing. so you know, unfortunately, a lot of people are coming in with without ah you know a savings or anything like that. It's it's a big investment. it And so we always we always have that. There's a very small adder, very minimal to recuperate like flights or potential Airbnbs.
00:22:14
Speaker
And then we have a lot of people there, but we have like a lot of really high level people. It's like, if you wanted to like get your own Airbnb, like you can split it. And then every night we do trainings, right? So the mornings go, go to the gym and get the hood and then we'll do a late training, you know, so you can, we can improve upon, look at the KPIs from that day, do a training.
00:22:34
Speaker
If you're like brand new and you come in and the best guys in that company that you work for are out there on the hood, like trying to fight for first blood or, you know, like the, whatever the, cause every day I do an incentive, like, you know, fight for that. Like, and you're sleeping on the couch, you're probably not going to invited back, you know you know, but what you're going to, hopefully you're going to be like, Oh, i want to, I want, I want to win.
00:22:56
Speaker
Like, how do I get out there? Cause most of the time anybody can win. Anybody can get the first bill. Anybody can get like the, the highest month bill now or whatever, or the most same day, whatever it is.
00:23:06
Speaker
And so we we try to encourage people, you know leading from example, none of us are going to sit in a car and wait to close deals. It's two weeks. like You want to make six figures, go work. And so you know you know I set an appointment last time that I had another closer set it or close it, pardon me. All all four of our top closers set for the calendar and other closers close them on this last little list.
00:23:26
Speaker
Yeah. And so it's like, if you see your, those guys doing that, hopefully that motivates you. And if it doesn't, then you're probably not built for door to door and you're definitely not built for our team and you just won't come back.
00:23:37
Speaker
But if you're like, Hey, I want to get better. I'm going to do what these guys do, like what it takes to get there. Then you're going to naturally kind of adapt to that environment. And it's, it is, it's so much fun. Like I was talking to one of our new guys and it's kind of fun. It's like for two weeks, like we're just hanging out and doing this. I'm like, yeah, it kind of is.
00:23:54
Speaker
Trust me at the end of once I'm ready to go home and sink my own bed. But for two weeks, like it's, it's really cool. So we try to make it as good of an environment as possible. Um, but when you have really good people, like fortunate video on this team and they're leading from the front and you get paid well, um,
00:24:10
Speaker
It has been difficult to to maintain a line. and And I do hold hard standards. Like I don't allow drinking. I don't allow like, you know, smoking weed or anything like that. There is an expectation where we're out in the field by 11, that we attend the trainings, that we utilize the the calendar and chats properly and stuff like that. And if you set expectations properly up front, then you don't have these issues. But...
00:24:32
Speaker
it's been great so far. Yeah. Yeah. Yeah. Well, no, I love blitzes. And um yeah, I'm a huge fan. I think it's one of the best ways to build like camaraderie with your team, get guys some extra production.
00:24:43
Speaker
um The way we structure down here for our team is we are a year round team, but we try to do like one blitz a quarter. i Just kind of like infuse some life in into guys. And, and yeah, sometimes I think it's better even do more. One of the challenges is,
00:24:58
Speaker
Being a year round team, a lot of guys will like if we do too many blitzes, a lot of guys will just work on the blitzes and then they won't work at all when we come back to like the main market. So it's been something we figure out. And then the other thing is to, you know, I told you before we started, I'm married, three kids and everything. So i'm like, man, I'd love to do more blitzes. But it's like, how many how many blitzes can I get away with before my wife just says, all right, do a permanent blitz, you're out of here. yeahlised my motel sitting Yeah.
00:25:28
Speaker
I mean, it's always worth it, but um also it can be tough with with kids, young kids and the wife and everything. And so I know you don't have any kids yourself, Brandon, but ah I don't know if you have married, got a lot of married guys with kids coming in your blitzes. you have any yeah advice for those for those people? Maybe from what you've seen, how guys can structure that and still, a you know, maybe be effective with families and not just be like blitzing all the time. Yeah.
00:25:54
Speaker
yeah I'll say it's, you know, like on our team, you know, we do we do actually have a couple of guys that are married and stuff like that. and i would say a lot of it is just communication and like expectations. Like, hey, you get me for two weeks. Like I get all my time invested for two weeks.
00:26:07
Speaker
And then on these two weeks, like it's it's just, you know, you're not going to see me. With that being said, like, you know, a lot of the guys that are married, maybe their spouses don't work. Like if you're doing a blitz, like lot of the places you're blitzing are pretty cool and pretty nice, right?
00:26:22
Speaker
So it's like, hey, why don't, you know, for two nights on that first week, how about you and the kids come up and maybe that Sunday we'll go do something cool, but we'll get a hotel and we'll stay with you guys together. And then same thing with the following you know the following one.
00:26:34
Speaker
And so it's almost like, yeah, you're gone for two weeks, but... during those two weeks, you know four or five of those days, you're seeing each other. And then the other two weeks, you're you're with each other full-time. And maybe you take a cool family vacation whatever it is And a lot of it is like just being really intentional with your time.
00:26:51
Speaker
like If you're around somebody all day, every day, all the time, you may you know you may actually not give them that attention. But during those periods when you're with them, especially if it has like some type of limitation, maybe you're more present during those times. right yeah um So I would say, again I'm not like the...
00:27:09
Speaker
experience going on this but i would say that's my thought right yeah that's good yeah it's good in some ways um I think that could almost be better at times because um you know blitzes are hard but at the same time being you out year-round is also extremely challenging because For me, it's just tough to turn it off when I'm doing.
00:27:29
Speaker
but I'm selling pretty much all the time every ah every week. And so when I am doing blitzes, I usually take a little bit more. can't justify taking, okay, three, four days off. Be like, okay, I just went hard for 10 days.
00:27:42
Speaker
going to be try to be on with the family. But I just struggled to turn it off even though i'm not working as much and I see the family more. When I do see him, that's one of the things I struggle with is just like being able to separate the work from the family because I'm like, oh I'm seeing him more, but I'm still kind of in the work.
00:27:59
Speaker
And so it can be tough that time. Yeah.
00:28:05
Speaker
But ah no, that's good. That's good advice. um So before we run out of time, Brandon, I want to yeah get
Achieving the Golden Door Award?
00:28:12
Speaker
some questions. So you're a multiple time Golden door winner. And um there's guys that are fighting to hit their first Golden Door. You know, I got mine back in 2019. Haven't hit it since then. got Gun him for another one.
00:28:28
Speaker
But um yeah, I haven't been able to hit it since then. But we'll we'll get there. we'll We'll build back up. yeah um But yeah, so maybe just generally speaking, what's ah just kind of like general terms, the biggest advice you would give biggest, biggest things, biggest difference makers for you in hitting your first golden door word for someone that's never hit it before? 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.
00:29:01
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 SolarScout. But it's not a door-knocking app. It's a data platform that shows us who is likely to go solar in our market.
00:29:14
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. I'm going to be one of the first two SolarScout in San Diego so I decided to partner up. But I told them, hey, I'm going to talk about SolarScout on my show, you need give my listeners a great deal. And they did.
00:29:39
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.
00:29:52
Speaker
Okay, back to the show. Yeah, i would just say really, really track your KPIs, right? So like no know what it's actually going to take to get there. So I think they changed it this year. is it 150 points or something like that?
00:30:04
Speaker
I think so. i think it's different. just let Let's get 150 installs, right? So like just just go all the way back to the basics, right? like if you're If you're just a closer, and ah honestly, like if if you're doing if it's 150, whether it's closer or setter, I highly recommend you do a closer or setter model.
00:30:21
Speaker
If one point for closing and setting, or so a self-gen is one point, and a set's one point, and a close is one point, you might as well just take the easiest... Easiest situation. So I think it's actually the easiest maybe for a setter now, as long as you have really good closers. Because what you can do is you can just track, hey, what what's my... For one install, what what what does that actually that one install look like? Okay, one install is every two solds.
00:30:45
Speaker
Hopefully it's not two because that's not good attrition. But every every two sold deals, I get one install. Let's say one and a half. That's okay. Right. That's meh. But so you get one and a half. Well, what what does one and a half souls mean?
00:30:56
Speaker
And I guess you just multiply, divide that by three times by two whatever. But so what one soul takes me, you know, um two sits. And then to get two sits, I need four leads. Okay. So four times 1.5 because we did that math. So I need six leads.
00:31:16
Speaker
six leads to get an install. And then it took me 20, let's say 25 decision makers to get six, six leads. So my base is 25. So need 25 decision makers.
00:31:30
Speaker
So if need 150 installs, then I to talk to 300, 3,750 decision makers. Right. And so if I'm working 50 weeks out of the year,
00:31:38
Speaker
installs then i need to talk to three hundred three thousand seven hundred and fifty decision makers and so if i'm working fifty weeks out of the year from a setter, then I need to talk to 75 decision makers a week.
00:31:50
Speaker
And you go from there. And until you hit that, don't do anything. But the cool part is, if that's like your average baseline, you know this because you've gotten a golden door, you're gonna hit a flow state where every person you talk to just says yes. It was like, God, this is so easy, right? And then you're gonna have times where you hit the solar coaster, which we talked about before the call, maybe it's like, man, I just lost my mojo. If you feel like that at all, whether it's on the doors or whether you're closing, just record yourself. Record the ones that you win and then record the ones that you lose on. So if you're in a flow, record yourself a few times. pop your phone on. That way, if you get these funks, you can record that, oh, this is where I'm losing it, right? You can go back to that. But if you had to get 75 decision makers a week for 50 weeks out of the year to get a golden door, that's not that hard. That's 15 decision makers a day you're getting a golden door. But like I said, if you continue to do that, you're going to get way better. So probably by five months in four months it may take 30 decision makers, right? Because you're so much better than you were at the beginning because you're doing it every week. It's just repetition. It's a 10,000 hour or 10,000 hour roll.
00:32:50
Speaker
yeah ten thousand hour roll Like you're just going to get really good at it. So that's what I did. I just figured out what it took. I had a beginning of my first golden door, was self-genning exclusively. i had a lot that installed. And then I had me and a setter and it was just like, I knew exactly what was needed.
00:33:04
Speaker
To be very honest, I didn't know what a golden door was until i got really close. And I'm like, oh, this is cool. I had no clue. I was like, you know, what does that mean? I don't know what that means. And then i got it. And then the next year, i think it was more difficult, but I was still able to manage it. You know, we had a, with a lot more people.
00:33:20
Speaker
So like when you're, when you're smaller, it's actually easiest to get a golden door. If it's just like, maybe like you and a couple of really, really high level setters. But when you have a lot of setters and you're trying to recruit and stuff like that, you're trying to grow teams. It's actually way more difficult because,
00:33:32
Speaker
uh the standards on those closes aren't the same now over time like if you build a really good closer system closer setter model you know where it's like hey you don't have to adjust the close because you have a specific closer there or because a specific setter set it you can just be super uniform you can i think a lot of people do do that now but it's just kpi tracking you know figuring out what's working and then when you when you' when you're doing well remember it make sure you record it and when you're struggling record it because you can always go back to what but what you're doing right when you run a hot streak that's so good man and i think people tend to forget about that so often they get in these funks and then they just totally throw the kpis out the window like oh the job just got way higher harder
00:34:14
Speaker
It's like, oh, how many conversations you get this week? And you see their conversations are like half as much as they should have. And, ah you know, even myself, hearing you break it down like that, I'm like, oh, I forgot how simple it is when you really break down the math on like a year basis. It's like you just got to hit the inputs and, you know, you go through slumps. But typically it's if you keep your averages, you know, one week where you only got one deal, maybe the next week you get six deals to make up for the slower week just by yeah keeping the averages. Yeah, let's be real. So if you had 75 decision makers like this week and you got one sole deal and the next week you could get nine, right? It's just a lot of averages. So to stay consistent, you you can't control the the outputs, but you can control the inputs. So to stay consistent with the inputs and the average average is average, right?
00:34:59
Speaker
You know, it regresses the mean. So you're probably going to hopefully it goes higher. You're above the same deviation. But as long as long as you're still consistent, you'll end hitting that. Yeah, that's good. For California, for me, I've noticed that as time goes on, we sell a lot of Mexican families here down in ah around San Diego, Southern California.
Challenges in the California Market?
00:35:17
Speaker
Got a lot of good really good Mexican setters. And so there're they focus on the Hispanic market. And we're seeing that ah you know as time has gone on, they've heard from a lot of family members that maybe had a negative experience, got screwed over. i think specifically for those people, sometimes they can talk and it's leading to cancels and things like that. And so ah um I've noticed, at at least for me, since 2019, it seems like it's a little bit harder. I've seen myself having more cancels just because of... And maybe it's just because we're focused on more Hispanic families.
00:35:48
Speaker
But they hear about the negatives and then they get cold feet and then we are seeing more cancels. I don't know if you've seen a similar thing. But um before we get into maybe some more specific sales stuff, do you have any advice on and reducing cancellations, making sure these things are actually getting the
Reducing Cancellations
00:36:04
Speaker
installs? That's one of the most frustrating things that we're seeing on our teams is just newer reps coming, deals canceling, and it's just the high and the low.
00:36:12
Speaker
So what do you guys do to reduce your cancellations after you sell the deal, Brandon? Don't be afraid to address it. Right. So it's like it's like the ah black swan like Chris Voss, like there's always a reason. Right. So you want to do discovery like, hey, why have you guys not done this? Like, what have you heard bad?
00:36:28
Speaker
OK, your buddy got a trip. OK, what else? OK, they had a hole in the roof. OK, what else? Oh, ah the um the sales rep told them that they wouldn't get a second. Well, guess that's a trip. OK. Oh, they they didn't tell you that there's an escalator and it goes up every year. Okay. they They told you that you had a backup battery, but you didn't. Like, dude, all this stuff happens. Like, how many deals do you run into nowadays after an M3 that don't have a battery? How many deals do you run into now that got sold it you know on a on a true-up, got sold and moved over to Netmeter and 3 when they were on m two and got an undersized Enphase 5P battery that doesn't fix the current system, just maybe helps a little bit with the new one? How many people that just got solar
00:37:06
Speaker
got one 5p battery when they need 7,000 kilowatts and they're getting two bills or getting a truck. it's just It's just bad practices by others are creating it issues for us. you know so So a couple of things. So just don't be afraid to bring that up. Like, okay, what what did you hear?
00:37:21
Speaker
Oh, okay. So yeah, your buddy did it and they got a little small battery and they use more power and now they're getting two bills. Okay, this is different. So one of the benefits like that I have is our pricing is really good. So I only sell Tesla Powerwall three s So it's like, hey, I make sure the battery size, because if you sell somebody a system now that has too small of a battery, you can never fix it.
00:37:41
Speaker
Like they they don't add second batteries on it unless they pay for a cash. So it's like if you can tell the customer that and you're an expert and you can explain that to them, hey, what what else do you not like? Okay, you don't like this. You don't like this.
00:37:53
Speaker
you have to make sure the company can actually appease that. Because i think a lot of times it's going on because batteries change the market. A lot of companies are are basically like, um i don't want to say ripping off, but they're not giving the customers what they actually need so they can make a commission on that. Because you got to pay your setters.
00:38:08
Speaker
You got to pay yourself. Like, hey... But okay, you made an extra $2,500. But guess what? That person, they have to live with that system for 25 years that's undersized and doesn't work the way it should. Told that incorrectly. Oh, and they're going to tell their neighbors and they're never going to work with you again.
00:38:24
Speaker
And it's going to like ruin the solar industry. So just just don't be afraid to address that. Like, hey, I know like, you know, the setter told me that you guys have friends that had a bad experience. Let's figure out what that was. And let me explain why this is different. And if you address that, because everyone's like, oh no, this is like, what actually, what is it? Oh, okay. So their issue was their battery is too small. So they have 25 panels and they have a battery that's holds five kilo. It's a five kilowatt battery, but only does 3.2 kilowatts. So what happens is all that power that they don't use during the day just disappears.
00:38:59
Speaker
They get barely anything from the utility company and then they get charged for that same power at night because that battery is too small. Here's the difference. This battery holds three times as much. It actually backs up the house.
00:39:10
Speaker
It's designed for you. This is why you won't have that problem. You become an expert. if You instantly build trust and your attrition is going to drop substantially. But a lot of that has to do just, do you actually have that product to to offer that to that customer. Yeah, that's good. And I think guys just need to not be nervous to ask the tough questions. like Sometimes we're scared to ask the tough questions you know as we're going through a deal because it's easier to just sign it, run out of the house. but That's something that i used to do. Yeah, yeah. That's why I look at it, dude. Like, I'll tell like, hey, if we're not going to do this, we're not going to sign it. because you make zero. You either wasted an hour signing paperwork and getting zero dollars, or it's just like, you know, you just...
00:39:51
Speaker
fought the question like, hey, so if hypothetically all this happened and it wasn't the same position, like what else you hate? Okay, you have 500 reasons of things they hate and if you can one by one address it. Okay, so all that didn't exist and you got exactly what you wanted, would you do it?
00:40:06
Speaker
Okay, great. Now let's move forward versus like, ah if I bring that up, you know I can't bring up an escalator or I can't bring up the cancellation policy because they might cancel. Let's go sign it.
00:40:16
Speaker
Well, guess what they're going to do? They're going cancel and you're still not going to get paid on it. 100%. Yeah. What about in situations? Because we have a lot of deals where it's like, so it's people that haven't necessarily looked into solar that much or talk to their friends, but we spark that interest. We get them signed up.
00:40:31
Speaker
Then after they're signed up, then they go talk to all their friends and hit up people. Then sometimes that's where they're hearing the negatives. And then they come back to us to try to cancel. And then it causes this whole thing where we have to go try to go save them and address concerns that they heard from neighbors, friends, family, realtors or whatever.
00:40:48
Speaker
um Do you have situations like that? And what do you do? Do you just try to get in front of it during the sale? Or um yeah and don how do you get back in front of them do to save cancellations and things like that? there's two ways. So eight mile it, right? So you can like, you know, the movie B-Rabbit, you know, he goes out and I think he's Papa Doc or something like that in the in the movie where it's like, you went to I went to private school, right? I live in a trailer or you went to private school. I live in a trailer park, you know, my mom's bole blah, blah, blah.
00:41:12
Speaker
all these things. And then the guy is trying to like battle him. And it's like, I don't know what to say because he's already, it's already out there. And so for you, it's like, hey you know, just so you know, like if, you you know, these are issues that other people have, I want to explain why this is different. you know, I don't want to go too far in the weeds, but that, that does happen. I don't have that as often, which is funny. Mine is more like if there is an issue with the past, cut you know, experiences in the past, I want to know that so I could preempt it. But it's something where, you know, there's a few things that,
00:41:40
Speaker
you can do to you know maybe cancellation. like just Just be honest, like when you go through the agreement, like you can move. This transfers over automatically if you move. it does go I think a big one is people skip the escalator. Make sure you get all the steps, like ACH or whatever it is.
00:41:54
Speaker
And then, hey, look, If there's any issues or you have any questions like like of a doctor, like, hey, if you give me medical advice, oh, I went and talked to my sister and she had, I know you said my my leg's broken, but she thinks it's just a ah sprain and I should run on it.
00:42:09
Speaker
Like, no, it's not, right? I'm the expert. yeah and You're going lot of information. Sometimes too much information is is bad information because nothing gets done. Like at the end of the day, like what what is your risk of doing nothing? So if you stay with the utility company, what what does this say? Well, if you're in California, your rates were in 2020.
00:42:27
Speaker
Now they're here. What do you think it's going to continue to do? So hypothetically, if we could go back to 20 rates and it was like things that you may not like, like, yeah, we have to run your property. yeah Battery, right?
00:42:37
Speaker
Yeah, it goes up a little per year. What is utility per year? If you kind of like defeat all those things up front, you know, anything that you might feel like this. And again, it's it's situational, right? It just depends on the customers, what kind of concerns they're addressing. And if you can send them to the punch and hey, if you end up after you've had having any questions, sure you reach out to me and maybe help explain to make sure all this makes sense. Just don't leave a margin of error for them to back and say, well, this is the reason why I can't. Because if you already address it and you out there,
00:43:06
Speaker
And then you can prevent ah an unneeded violation. Yeah, no, i think that's so important. And um like we're talking about not being afraid to bring up the tough questions, go through those common concerns that even if they don't ask it in the deal, you can almost guarantee that they're going hear about it from a neighbor or family member.
00:43:23
Speaker
So I've had to learn that the hard way so many times by maybe skipping over some stuff. And then they sure enough, it comes back later. And it's just that's much harder to overcome it after the fact.
00:43:34
Speaker
Then if I would have brought it up beforehand, it would have, you know, totally been smooth selling. Yeah. That's good. And then what about, do you do anything after they did? I know blitzes, sometimes that can be tricky if you're in a different area or back of your house or whatever. But do you do any like follow-ups or in-person, going back to site surveys or weekly updates? And what's like your post-sell stuff like? I'm one touch, right? So I let the customer know straight up, like this will be the last time we meet. Everything's done in one. And then I set up a through-ex with myself and Mike. manager, every week we send out multiple updates, typically once or twice. There's more if needed, but just keep them in the loop on what's going on.
00:44:10
Speaker
And the whole point is a transaction. Like if you're installed in three weeks, dude, send out six text messages to the customer in three weeks or five, whatever it is. And then it's install. And then after the fact, I think that's really important Technically, you don't get paid to PTO.
00:44:24
Speaker
So you want to make sure that at PTO, you continue to let them know, set really good expectations. So when I was at home, it's basically, hey, look, these are next steps. They're going to do a survey to project, take, you know, Tuesday, so two to three business days for sure. There's any adjustments, we'll send them out during that period.
00:44:43
Speaker
Once it gets approved, we'll send out the final design and submit the permit.
Setting Clear Customer Expectations
00:44:48
Speaker
Permits take a few days. After permits, we'll get you on the installation schedule. Once it's installed, it does not turn on.
00:44:55
Speaker
What happens next is they do a couple inspections. Then the utility companies going to grant you what's called option to operate in the bill, typically about 30 days after that. During that time, you're going to get updates from me or my account manager.
00:45:09
Speaker
i'm going to send it through text message. If you have any questions, you reach out to us. If anybody calls you or contacts you and you're uncertain of it, reach out to us. It it prevents permit poaching.
00:45:20
Speaker
It prevents, um you know, miscommunication. I don't want, you know, an account manager to install or like confused or frustrating a customer because things happen, right? Like maybe accidentally CC'd on an email.
00:45:33
Speaker
I want to be the quit between that. But that doesn't mean I'll go back and babysit three weeks because my goal is sell volume. It's not to sell the deal. Right. And then and also stuff like you'll send me a text message.
00:45:45
Speaker
we can set up a phone because I'm all but at your leisure where I can take, you know, an hour call every 15 minutes. um but We'll set up a time, make sure you're comfortable and, you know, that there shouldn't be anything in that. And it really the account manager issue at that point anyways, but yeah, just setting really good expectations.
00:46:05
Speaker
And then one thing I'm going to shout out to Vustle for, it really good. Once it's in, you send out like key of some type. So I started doing that after the install. Yeah. push your furrow. Let's go. eat you You said a thank you card. Sorry, cut out for a second there.
00:46:18
Speaker
Yeah, some type of thank you. Like a thank you card or a gift. It doesn't have to be anything major, just that you thought about them, right? Because it is, I mean, short transactions is a big deal. Like this is something for you or me where it's an hour of our time what once with this human being. So good. Well, yeah, i love that. And hopefully you guys will start implementing some of that, especially if you're having low signs install. Yeah, i definitely worth taking a look at.
00:46:45
Speaker
And like you're talking about really recording yourself because I think sometimes guys skip skip over steps or they're not doing these things. They didn't even realize it. So recording it can be one of the best ways to figure out, I'm actually going through this process. Am I addressing all the concerns? I'm asking the tough questions.
00:47:02
Speaker
And then you're going to notice probably if you're having high constellations, you're probably goingnna notice some things that you're not doing just by doing that. Yeah. so so And Taylor, that works for closers and setters too.
00:47:13
Speaker
Because there's nothing more than me where it's like, you know, we have folks on our team and like, we're not, but we don't know why. like, well, you don't send your KPIs in ever, which I require end of the day.
00:47:24
Speaker
You're not recording your pitches. Well, let me tell you the situation. It's like, I don't care. Oh, that situation on a door that's coming from your perspective. Like that gives me no info. How about this? How about you record yourself? We can listen to and then we can figure it wrong together. But your story, it's from whose perspective, right? Yeah. and and then probably can embellish yourself look better. oh I had the perfect pitch and the customer did this. If you're really good to record your body, you know, your posture, whatever it is, these little things that take that. So with your better or closer, like there's nothing better than, and the best data is obviously proof of recording or numbers, which you guys,
00:48:00
Speaker
Well, i love that, man. And um as we start wrapping up here, Brandon, I wanted to ask in your closing process, being multiple golden door winner, would you say there's anything unique you do maybe to build urgency or ways that you're getting people to to close on the spot when you're out on these blitzes, anything unique you do or advice you have on closing as we ah start wrapping up here?
Closing Deals with Confidence
00:48:24
Speaker
I'm really assumptive. I'm very assumptive with the clothes. Like, yeah, so basically these are next. I take some of the responsibility off myself. So like with the setter, it's like, hey, I push the responsibility, you know, the clothes are like, hey, you know, my clothes are going to come back or whatever term you want call. They're going to come back and they're going to answer these questions for you. don't want to get in the weeds.
00:48:48
Speaker
And a big thing for me, it's like I make sure – I know exactly what they don't want. i want to hear like you asked before. Tell me all the the why why haven't you done solar? Because if you live in California, you know, you've been in this longer than me.
00:49:01
Speaker
You've been knocked by solar. There's a reason you didn't do it. So if I know all the reasons you didn't do it and then find out what you're really looking for and I can and I can offer that to you and I can can show you like then why would it make sense?
00:49:13
Speaker
Right now, different customers might require like I might have to go through the entire agreement. I might have to. I might have to battle them a little bit on the ACH, which is good about preempting or the verification calls. I might have to do all that. We're going to do all that during that period. Otherwise, it's more than likely not a deal.
00:49:30
Speaker
So it's being really like, hey, so, you know, this is what it looks like. Next step, basically, we're going to go ahead and we're going to make sure that we guys get you guys approved. We're going to do a soft credit check. Then we're going to go through an agreement to make sure that we're on the same page. Once this gets signed, we're going to submit this out so we can set up a survey.
00:49:49
Speaker
After the survey, we'll really know whether we can do it at that point. you know, to reach out to you and let you know that we're good, that we're ready to submit for permits. After permits installation, i kind of go over the whole process with them.
00:50:01
Speaker
make sure we're on the same page. Um, and then I make it really, really unthreatening, like, you know, terminology, contracts, stuff like this. And if it's something like, well, we're just not ready. Yeah, no, I completely get it. So just to make sure, like, so I know, you know, what, what, what we're not ready for, like what, what doesn't, what isn't adding up or like what what information is, is, is missing here to help, help make this make sense. And then it really, it's just a couple loops.
00:50:27
Speaker
Um, yeah, And then, you know, if I have to at the end of the day, it's like, okay, so like, just to confirm, like, you know, we're comfortable like with this. And I always have like a spreadsheet of what PG&E is doing currently and what what it's going to look like and what this would look like. So like, is there anything on here that's not clear?
00:50:44
Speaker
Like, are we okay with this, which is what your current utility is like? Is this something we're good with? ah i So like fix and but solution would be problem you get ah had or so got but again, hypothetically, if you can get rid of all that and get this, then would you be opposed to doing it?
00:51:05
Speaker
Well, we'll know. Okay, so what what is it? What other information is missing? but Well, nothing. Okay, great. So let's go ahead make sure we can do this. Let's get a survey done, blah, blah, blah, and then push it forward. It might take a few reloops, but... And then, you know what?
00:51:20
Speaker
There's going to be people who said, I just don't want to do it right now. I'm just not ready. but I know if it made as much sense to everybody, to us, like we wouldn't pay anything because you could just walk into somebody and it's hard. I get it. like Even the best deal are hard deals. Yep. Got to know when to move on to the next one for sure. And...
00:51:38
Speaker
Yeah, I love that though. I think assumptiveness. Yeah, this is definitely probably one of the biggest secrets I tell people to do is just so many people just are not a symptom enough. And they wonder they're not just being led to the next steps, the next process. And they feel like they feel like you're there to give them option, asking them if they want to move forward. like, no, here's what's happen. Like our job is to do this. Our job is submit the application and see if this home is actually eligible for the program. People feel like that's what you're here to do. You're leading them.
00:52:06
Speaker
like you said, a like a doctor would or something, then then more more often than not, they're going to go to the next step. But if they feel like the option is to think about it or whatever, then they're going to want to think about it and and drag their feet on it. So, well, cool, man. So before I forget, if people want to follow you more, Brandon, um maybe join you on future blitzes or just find out ah more about what you're doing. do You want to drop just your Instagram or whatever the best place is to get in touch with you on here and then we yeah put it the show notes as well.
00:52:36
Speaker
Yeah, absolutely. Hit me up on Instagram. Give me DM. It's B-R-A-D-N-O-N 916. um I'm really good about getting back to you. So hit me up on there and we can help out however we can or discuss opportunities.
00:52:50
Speaker
Yeah. Okay, love it. And then ah just to end here, last question, Brandon, if you have ah maybe a struggling rep, someone that got their teeth kicked in on the last blitz and they're just questioning maybe themselves or maybe continue with solar, what do you tell that rep or what's some words of wisdom you would give to maybe a struggling at solar rep right now?
00:53:11
Speaker
Yeah, I mean, especially if you're new. you know slow it down gently with yourself. You're going to walk in and be the best. Comparison is a thief of joy. like you know our best you're not You're not going to be our best setter. I mean, you could. There there are people who done that. But realistically, like what's going happen is you're going to do this.
00:53:29
Speaker
and And then it's going to compound. Just be patient. just do it Follow the step. Track your KPIs. Worry about the inputs because ultimately it's going to flip. it could It could be the territory.
00:53:42
Speaker
You never know you know. You could have had all like the five good doors in that hood. They all just happen to be on vacation. And then two months later, a month later, somebody else is going knock that. They're going be home and they get the deals. i don't know.
00:53:53
Speaker
But yeah it's just that it's a lot challenges. If you do what you're supposed to do you're going to have people that want to do it. Just be patient. Don't quit on yourself. you know it's It's a long game, not a sprint. Yeah, that's right.
00:54:05
Speaker
So good. Well, Brandon, thank you for coming on the show with us. And I'm excited to see what you do next. Keep growing the team. And man, if you keep this rate up, you're going have like a thousand reps in the next year or something. I'm happy to retire next time you talk to me. Thanks, man. I really appreciate it. It was awesome to be on your tender. Thank you so much.
00:54:23
Speaker
Yeah, yeah, yeah, man. But thanks again. And hopefully everyone hits you up. Thanks for coming on the podcast. And yeah, let's do it again, man. was fun. Yep. Thanks, guys. See you. 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 it specifically for you in mind.
00:54:47
Speaker
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Speaker
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Speaker
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Speaker
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