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Unshakable Certainty: How Luke Ward Became the #1 Rep in Solar
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Luke Ward is on today's podcast to give us a crash course on his principles as a leader and as a genuine steward for solar on the doors. Believing in a philosophy of genuine growth within his team and real benefits for his customers, he is the definition of the 'Nation's #1 Solar Sales Rep'.
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Transcript
Introduction & Taylor's Journey
00:00:02
Speaker
Welcome to the Solarpreneur Podcast where we teach you to take your solar business to the next level. My name is Taylor Armstrong. went from $50 in my bank account and struggling for groceries to closing 150 deals in the year and cracking the code on why sales reps fell.
00:00:18
Speaker
I teach you to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro and closing more deals.
00:00:30
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.
Summer Prep & SolarScout Partnership
00:00:40
Speaker
So some of you already know that I run my own door to door sales team here in San Diego.
00:00:45
Speaker
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. But if I want to increase my deal flow, I need to do something different to get an advantage.
00:00:56
Speaker
Then we discovered an app called Solar Scout, but it's not door knocking app. It's a data platform that shows us who is likely to go solar in our market. It shows us who has previously applied for solar but later canceled the deal, who has moved in recently, and even how much electricity the homes are using in a given neighborhood. It's been working for a lot of teams across the country and now I'm on board too.
00:01:19
Speaker
I'm going to be one of the first to use SolarScout in San Diego so I decided to partner up. But i told them, hey, if I'm going to talk about SolarScout on my show, you need give my listeners a great deal. And they did.
00:01:30
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.
00:01:43
Speaker
Okay, back to the
Featuring Luke Ward: Sales Success
00:01:44
Speaker
show. All right, what's going on, everybody? We've got a podcast that I've been super excited for. It's been a long time coming. This guy, I've been wanting to get him on for a long time. Heard him speak several times now.
00:01:55
Speaker
Finally getting him on. He is the number one rep in solar. I don't think there's anyone doing numbers like this guy. So we've got Luke Ward.
Luke on Consistency & Solutions
00:02:05
Speaker
Thanks for coming on the podcast with us today, Luke.
00:02:07
Speaker
Hey, thanks for inviting me Appreciate you. Yeah, I'm excited. um Yeah, I think last time I saw you speak was at Sam's, probably been a couple years now, but Sam's last little boot camp, Sam Taggart's boot camp he did down there in Arizona.
00:02:20
Speaker
And yeah, just every time I hear from you, it's like you bring the heat, learn something new, and you just do it year after year after year, never stops. So um yeah, I'm excited to hear some secrets, how you've been doing it and how you stay so this is so consistent. the the big the big part about the consistency is being bought in. You have to have more certainty than everyone else. And so what we see in the space right now is where see lot of uncertainty?
00:02:46
Speaker
People are like, oh, the tax credits, or this is happening, or this is happening, this is happening. And and what you find is I see that people get what they focus on. So if you're looking at, if you're focusing on the the sky is falling, you're going to find the sky is falling. It's a feedback loop that you'll continuously see. But if you're bought in with certainty, the solar equation, solar makes sense. Solar makes sense for us, makes sense for them, makes sense for the utility companies. This universally makes sense for
Benefits of Solar Energy
00:03:10
Speaker
everybody.
00:03:10
Speaker
um And you have more certainty than everyone else. You don't buy into whatever's happening. So and And by the way, in this market, you see people, um it's always like the sky is falling. So the tax credits was one thing.
00:03:21
Speaker
Before that, so another policy makes one thing. The interest rates make one thing. i mean, it's like this ebb and flow. So the solar industry, this isn't new. This has always been going on since I've been in the space. And I'm sure long before I was in the space, it's been happening. So...
00:03:34
Speaker
I'm bought in just with more certainty that this makes sense for customers, especially right now. A large part of my career was doing nothing but loans. like I did nothing but loans. I had no lease. Arizona's a very, it's a difficult, it's a little bit different, challenging market, especially in the utility I sell in. Mainly I sell in SRP, which is like a hybrid system.
00:03:52
Speaker
And so um we never did leases because we didn't have the battery attachment. I truly feel right now is the best time ever to go solar. It's never been better. You could have energy dependence with a battery source and and a solar system and eliminate or eradicate a large percentage of bill. Sometimes the bill in its entirety, the way that I designed the solar system. so
Opportunities vs. Challenges
00:04:12
Speaker
Like it's all the use about what people focus on. So people can focus on the opportunity or they can focus on the alternative. And so in this space, and you've seen all of the people, ah all the naysayers and stuff say, oh, it's the sky is falling, sky is falling.
00:04:27
Speaker
And then a lot of times you'll see this huge shift in people and people are getting ready for next year, the tax rate is going away. And then the year after they're going to go away from the lease agreements. But Like at the end of the day, it's like, are you focused on the opportunity or are focused on the problem outcome?
00:04:42
Speaker
Like I'm focused on the the solution outcome. So I would suggest anybody's listening here today, focus on the solution. if If there's one person making millions of dollars, everybody can make millions of dollars.
00:04:53
Speaker
Don't look for the people that are struggling. Look for the people. You can model the people that are actually crushing it. And there are are tons of people just absolutely destroying and crushing the solar market, making millions of dollars, helping millions of people, making making millions of, making a lot of impact in the lives of others.
00:05:08
Speaker
And so um those are the things I choose to focus on. I choose not to focus on the sky is falling, interest rates, policy, all of these other things
Confidence in Sales
00:05:16
Speaker
are happening. And by the way, with the solar tax credit ends, there'll be something else will pop up. I mean, it still makes sense. Yeah.
00:05:21
Speaker
I have more certainty that solar solar makes sense whether people save money or not. I just, I'm bought in. You can't convince me otherwise. i can't have a customer convince me otherwise. Can't have anybody convince me otherwise that solar just doesn't make sense because it makes sense on every single one.
00:05:35
Speaker
So good. So good. And yeah, something I can tell we're right off the bat and the times I've seen you speak, Luke, is just the absolute confidence you have. And like you talked about,
Luke's Solar Industry Entry
00:05:44
Speaker
just barely whatever you focus on is ah what you're going to get, the thing that's growing.
00:05:48
Speaker
And i think... I mean, you can tell us, but I would say that's probably a huge reason for your success. I mean, even before the show started, I was asking you, what what do what do you want me to kind of introduce you as?
00:05:59
Speaker
And no hesitation. You're like, I'm the number one rep in solar. Introduce me as the top guy in solar. And I'm like, okay, this guy's confident confident in what he does. And ah so it's no secret that you're having insane amounts of success because you go out there, you're confident in the product, you're confident in yourself.
00:06:16
Speaker
And I think that's a huge secret. So how much how much of that would you say contributes to the success you've had, just your confidence in and what you've been able to do? and So the confidence is the transmutation of certainty. So if you have more certainty than anybody, you're going to win whatever the conversation is. And so like when I go in front of when I'm knocking doors or in front of clients, I have more certainty than them. I have more certainty than their than their than their objections.
00:06:40
Speaker
So you can't give me an objection I can't overcome. I can overcome every single objection someone throws at me, right? There's conditions, there's objections. Any single objection I've got an answer to just by probing and asking questions, identifying with empathy and then coming over and then being able to transition them into a good situation. But if if a rep, if I train a rep and he has confidence and certainty,
00:07:00
Speaker
in the value proposition it's going to be very hard to to to not have a whole a huge amount of success and so i've been certain about the solar equation ever since i got into space so i got in this space in may of 2020 during covid right and so like i was absolutely certain this would fit in with my values so my values are you know saving money having certainty because that's what you're going to get ah better quality life and freedom, right? that's the That's the solar
Everyone is a Solar Candidate
00:07:27
Speaker
equation. So I talked about talked about this before it started.
00:07:30
Speaker
People are not buying solar. They're buying freedom. They're buying independence. They're buying certainty. They're buying peace of mind. And so it's an abstract idea that we're actually selling, which is why some people struggle to sell because they're not totally bought in to what this actually gives people. I'm 100% bought in. I've been bought in since the very beginning.
00:07:49
Speaker
I got in the solar space. It was just kind of like I owned an alarm company and I just kind of fell into this because I was living, had an alarm company in California and the alarm company in California was shut down during COVID. I met some guys and they were doing their company Christmas party.
00:08:02
Speaker
And i ended up connecting with them and I have a whole database. I have 9,000 customers, alarm customers in California. And initially I was thinking, oh, well, I'll just sell all these guys solar. So that was the whole idea of thinking about it. But once I found the once i found the solar space and I saw the equation, how this worked, that we were actually gonna get paid for saving people money. We're gonna get paid for people giving people freedom and certainty. Like, dude, this is a no brainer.
00:08:24
Speaker
And so I was full of confidence, you know, it might've been. And I didn't listen, i didn't have the naysayers. The people told me that stuff wasn't possible. So I never had this in my head. A lot of times people will attach themselves to somebody ah someone else's limiting belief.
00:08:38
Speaker
You can't do this. You can't do this. You can't do this. You can't. And they'll buy into somebody else's limiting belief. It's not even their own. They just bought into somebody else's. And so like i was I was just ah on fire about this ah proposition.
00:08:49
Speaker
And then I went wholeheartedly just in the solar and alarm business. I still have a guy running a sub dealership, but i don I don't want to mess with alarms. It's just not the same equation. And not everybody's a good candidate for an alarm system. But let me tell you this, everybody is a good candidate for solar. There's not a single person out there that isn't a great candidate for solar.
Overcoming Limiting Beliefs
00:09:06
Speaker
um It's going to fit in with everybody's values.
00:09:09
Speaker
Because if I were to ask you the alternative, like, do you want uncertainty? You'd say no. Do you wanna give up your freedom? You'd say no. Do you wanna give up your quality life? You'd say no. So the alternative to those is obviously yes, it's a resounding yes.
00:09:22
Speaker
And so people can't convince me whether I'm at the doors or I'm at the kitchen table, if I'm in front of them, I have way more confidence and certainty than they do at this value proposition. where I think a lot of reps go bad is they're not certain that they're a good candidate. So maybe you go to some person's house and they're not saving money and you all of a sudden you get in your head and you're like, oh, this doesn't make sense to them. Why?
00:09:44
Speaker
Wouldn't it be better for them to have absolute certainty and predictability for the next 25 years versus the alternative? Uncertainty, knowing not knowing what this bill is going to do, not knowing if the utility grid is going to be stable enough for them to have power and energy.
00:09:57
Speaker
not knowing if they go up 80% one year, maybe they go up 90%, maybe a whole lot of uncertainty that they have with it. So where people go, where where people, where where I see people propel and then people kind of de-accelerate, it's like the people are bought in. and There's people that are bought in, there's people that are not bought in. And this this goes back to sell or be sold. Are you going to buy their objections? Are you going to take their limiting beliefs and take them on yourself?
00:10:18
Speaker
Or are you gonna be more certain about the value proposition? This isn't about pushing. I don't push. I do not push. But I do assume that everybody wants this. Everybody needs this. and you can't convince me otherwise.
00:10:29
Speaker
In fact, I'll straight up tell people this. I'm like, hey, listen, if you knew what I knew, you would have already done this. You would have already
Building a Successful Sales Team
00:10:35
Speaker
done this. This would be opening close. You guys already have already done this and I would be your house today.
00:10:40
Speaker
If you knew what I knew, you wouldn't be kicking me off your doorstep right now. You'd be asking me to come in and and to sign you up because of what we're actually able to deliver. And I'm just open and honest and I'll tell people straight up.
00:10:51
Speaker
i don't i don't pull I don't pull any punches. I'm just, I'm like absolutely forward about things. because I'm not trying to like deceptively or tactfully be able to gain their business. I'm trying to do it with just absolute certainty in the value proposition. and So often a bad rep compared to a good rep, a bad rep is uncertain about the value proposition.
00:11:08
Speaker
Maybe they heard from somebody that somebody has a bad solar a bad solar solar story. And then what they'll do is they'll choose to focus on someone that had a bad situation. But if you really look down to it, and I'm not saying there's there's people that have all had great experiences. There's probably some people that have had some bad experiences. But if we look down into it, you have to be able to find the positive in all the situations. And I find the positive in the majority of the solar situations, whether people bought high or bought low. The way that I sell solar is the way that I value price, quality and service. I'm not trying to hit a home run off every deal.
00:11:39
Speaker
So people, there's some people that work for me that they're hitting a home run on every single that they're charging this max, max price per watt. I don't do that. I sell like I buy. So I give really good value. So my, my PPW isn't high. i don't have to hit a home run because I have a multitude of deals coming through.
00:11:55
Speaker
I'm one of abundance and I'm one that's like, I want to give these people a fair deal, ah a good value deal more than a fair deal, good value deal. And so it's just the way that i positioned myself in in, in what I'm able to offer these people. And by the way, you say like the other thing with a certainty and the confidence is like knowing what I'm able to deliver. So no one's more educated than me. No one's going to design your system better than me.
00:12:14
Speaker
You might find a a way cheaper price, but you're going to get what you pay for. I'm going to give you a fair price and I'm going
Adapting to Industry Changes
00:12:20
Speaker
to give you the best deal, best deal possible. So price, quality and services stuff all bundled in. That's so good. So good. Yeah. Well, and as you've seen at the time of this recording, a lot of reasons that people have had to lack confidence in our product and our deals and our offerings. um You know, we got Trump's big, beautiful bill, a couple of things you mentioned.
00:12:39
Speaker
So I've seen and um sounds like maybe it didn't affect you as much. But yeah, I mean, when this first big, beautiful bill hit, I was I've been in solar 10 years myself. So I've seen plenty of ups and downs.
00:12:51
Speaker
But even even me, I'm like, man, and i wonder if this is like the hammer on the head. I wonder if this is going end solar for good. And then sure enough, we got some, you know, updates to it. And we're good for least a couple, at least a few more years for the leases and all that.
00:13:07
Speaker
But how do you, I don't know how many reps you run and everything, Luke, but how how do you, when when news like that hits, that changes are being made with government or whatever, do you have any ways you've been able to help your team stay confident? and like stay confident yourself, you know, all the solar coasters, all the up ups and downs that we go through.
00:13:24
Speaker
Yeah, so I've been unaffected by anything that's happened. So what was it before the big, beautiful bill? It the interest rates, right? The interest rates, people, the sky is falling. You saw this huge, you saw like the numbers dip across the United States. a couple of companies went out of business because they weren't growing in enough to the attrition. And so like, I choose to not participate in what everybody else is doing. That's the first and foremost thing.
00:13:47
Speaker
And when we go back to the later, the the the beginning this conversation, you get to choose, everybody gets to choose what they focus on. This isn't sticking your head in the sand, pretending like things don't exist, but this is making a decision to choose what to focus on.
00:14:00
Speaker
So there's always a silver lining in everything that happens. So there's gonna be a silver
Commitment in the Solar Industry
00:14:05
Speaker
lining out of this big, beautiful bill. There's gonna be a silver lining in every single thing. This creates a lot of urgency. there's This has never been a better time to sell solar right now because we have this immense amount of urgency for people to make a decision to go solar.
00:14:17
Speaker
after this is all said and done people are going to even after all the taxes cut are stripped away there's still going to be a value proposition there we'll kind of figure it out so we'll we'll go from there but and to to get out of the industry in the space is like so many deals can be had right now with with the batteries and the battery attachment the solar and independence like dude this is going to be this should be life-changing for everybody um everybody and so what we're going to focus on is and when we do our sales meetings we have 128 that work for our organization.
00:14:44
Speaker
But what we focus on is we don't focus on, oh, like this is what's happening. We focus on what's the silver lining? What's the solution? Let's be in a good outcome frame. Let's not be in a problem frame because whatever we think about is what we're gonna bring about. so if we're thinking about what are we gonna do? the sky is falling. Oh my gosh, so I better start you know stressing out and looking for other means and ways and I better start looking for other opportunities.
00:15:04
Speaker
Then we're half one foot in, one foot out. And by the way, in the solar space, you've gotta be both feet in 100% committed for this to work. If you're one foot in one foot out, you're going piss all over the opportunity, dude. You're not going to give it 100%. You're always going to looking for greener grass.
00:15:18
Speaker
We see this stuff all the time. You see it all the time. Been in the space 10 years. I see it all the time. I see reps coming in here looking for an easier easier, softer way because they're not fully committed to this process. Then understand that anybody, there's any solar rep out there can make over seven figures a year, right? Everybody can do that. If I can do it, anybody else can do that But what level of certainty they have and where's their focus going?
00:15:39
Speaker
Their focus isn't on the opportunity. It's on all of this other of crap that they can't control. And if we focus on the stuff we can't control, pretty soon we're like in this we're in this say anxiety state because we can't control all these things.
00:15:51
Speaker
Focus on the controllables. What's the controllable? What can you do right now to change the situation? What can you do right now to fix the situation? What can you do right now that will put you in a better position that you're well-formed outcome?
00:16:02
Speaker
So like I choose not to do that. And when I talk to my guys, we're not focusing on the big, beautiful bill. We're talking about urgency. There's never been a better time to sell solar than right now. Everybody should be leaning in with with what's happening and what's going to happen.
00:16:15
Speaker
And we should be future pacing these people to what's going to happen if they don't make a decision today. If you don't make the decision today, this and this and this, these are the consequences that happen. If you do make a decision today, here's what you're going to receive.
00:16:26
Speaker
This is the value that you're to receive. And so for me, like seeing this and and watching people kind of react, everybody's just reacting to this. and you
Resilience & Self-Improvement
00:16:34
Speaker
saw this huge tumultuous stuff, especially if you looked online. there's like crazy stuff out there and all these other things.
00:16:39
Speaker
Sky is falling. And you just get the masses. Don't fall. The masses are asses, dude. Don't fall. This people create your own patterns, create your own way. This is what I do. I try to focus on this, focus on the control. lets Do I run into issues? Absolutely. Do run into problems and challenges? Absolutely.
00:16:53
Speaker
But there's always going to be a silver lining. And what you'll also find is that sometimes like the weak, the weak sales guys in the solar space need to see this and need to focus on this. So they get out of here. And so it leaves more space for the people that are actually going in there to help you.
00:17:06
Speaker
And so sometimes it's going to have have to happen. And so what we're going to focus on is like, how can we get better? How can we improve? How can we skill up? How can we make our skills so absolutely irreplaceable that it's unaffected by interest rates, policy, tax credits?
00:17:22
Speaker
How do you make yourself more worth to the game than what the game is going to be worth to you? So like I'm always focusing on how to improve myself. It's a never ending, unceasingly study and on on my craft and getting better and improving.
00:17:34
Speaker
And so if everybody just focuses on that, focus on the control, but what can you control? You can't control policy. I mean, there's a million, how many people wrote letters to senators and trying to get these things changed and what did it make? Made absolutely no difference at all.
00:17:46
Speaker
And I appreciate these organizations going to fight for us, but dude, like the average everyday rep just needs to focus on getting better. They're not dependent on tax credits. They're not dependent on interest rates. I've never been dependent on interest rates. I've never been dependent on um tax credits.
00:18:01
Speaker
I've leveraged those. I've used those absolutely 100%. But when interest rates shot up through the moon, dude, I was still doing 300 plus accounts a year. When interest rates were 8.99%, I didn't miss a beat.
00:18:12
Speaker
I didn't let, I didn't choose to focus on that. I choose to focus on the value proposition. What was the value proposition when interest rates went through the roof? Now, now I'm not focusing on the monthly to monthly payment. I'm focusing on the overall.
00:18:23
Speaker
And I'm going to tell people, Hey, listen, you used to pay close to 30% extra on a loan. We're going to give you this loan without any those dealer fees. You can pay this thing off whenever you wanted. I found the silver lining and i focused on it and I didn't miss a beat in, in my sales, in, in my sales.
00:18:37
Speaker
Just like today, I was talking to, or a last week, talking to Sam Taggart. I'm like, oh, hit my golden door. He's like, yeah, it's getting harder now. It's like, who says who? Says who? Yeah. Who says that? Other people?
00:18:48
Speaker
Like, I don't know why you're struggling. Like, is the struggle real? Yes, if you focus on it. But if you if you consistently improve every single day, you get better every single day, you study every single day, you hone in on your craft, you make yourself valuable the marketplace, you'll be unaffected by these these extenuating circumstances that we don't have any control
Increasing Closing Percentage
00:19:05
Speaker
over.
00:19:05
Speaker
I still have to work on other things. I'm not focused on the macro perspective. I don't have any control over policy. I'm not going to call Trump and tell him to change his bill. Right. I'm not going to do any of these things. But what I can do is like find the silver lining, exploit the silver lining, talk about the silver lining, and then talk about why this is important for every single customer to be able to to to make a decision. And by the way, my closing percentage has gone up exponentially since this bill passed.
00:19:28
Speaker
So since June, I'm usually hovering at about 70% close ratio. Now it's like closer to 85% because I'm leveraging and using these the the big, beautiful bill. This is awesome. I love telling the stories about it.
00:19:39
Speaker
I love being upfront and honest and and telling people how it is and what's happening. And it's really allowed me to pivot myself into a higher closing percent. Yeah, that's so good. Yeah, and I totally agree. It's so much of it is just the story we tell ourselves is actually what's happening. ands um It's unfortunate to see you guys just talk themselves out of it, tell them this story in their head that, oh, it's harder, people aren't listening, solar is not good anymore.
00:20:02
Speaker
and then um they end up leaving. But the silver lining, like you talked about, is, hey, more deals for us. I mean, I'm fine. I'm in California. I'm fine with less reps in California. I'll take those deals that they would have got.
00:20:14
Speaker
So... It's like there's always going to be pros and cons. California makes massive amount of sense because the energy rates are so ridiculously high. I'm working with $0.15 a kilowatt, dude. Like that's what we're working with here in Arizona.
Adapting Sales Strategies
00:20:26
Speaker
So you add a battery to the equation. You add solar the equation. A lot times you're going to save a little bit of money. not saving a whole lot of money, especially in SRP. Now, if you're an APS, you save a little bit money, money, money, money. like But here's here's here's the thing, like you adapt, you figure out ways to make the value proposition make work work. So I option close people on every single battery.
00:20:43
Speaker
I don't present it with the battery, but I tell them I option close them and 99% of customers are going to choose the battery. because of the way that you present it. So if they're looking at the monthly to monthly on the solar, it's going to be a little bit less.
00:20:54
Speaker
But if you add the battery, it's going to be a little bit more. But now you're leveraging and you're using the battery. The battery has its own value. So like lot reps will just show them the whole price and it's a little bit more, but they're not leveraging and using the battery for what it's made.
00:21:06
Speaker
That's a value proposition. The battery is a complete new. That's a game-changing difference for out here in Arizona, dude. It's a game-changing difference. And so California, if you get rid of some of these reps, like it's going to get rid of the weak ones. The people that weren't committed anyways are going to leave.
00:21:19
Speaker
They were already one foot in, one foot out. They were giving it half-hearted effort. They weren't 100% committed. They were looking around and seeing the low-level people, and everything's relative, so they're comparing themselves with other people.
00:21:31
Speaker
And here's the other thing. When people leave, they look at all the people not making money. They don't look at the people making money. like I choose to not study the people not making money. I want to study the people that are
Sales Achievements & Awards
00:21:40
Speaker
making money. What are they doing differently?
00:21:42
Speaker
How are they acting? how are they breathing? How are they, what are they doing different? They're doing something different. And understand this, that like all we have to do is find somebody and model somebody that's doing something and is very successful in the space and just model what they're doing. What is it that they're doing?
00:21:56
Speaker
All I need them to do is is do what they're doing and I can have the same level of success. It's very easy model to duplicate and it's not reinventing the wheel. It's finding somebody, somebody that's actually done something great and then modeling what they're doing.
00:22:06
Speaker
Yeah, so good. Well, speaking in of modeling, that's what I want to get into a little bit, Lucas. For people listening, I'm sure they would love to know, hey, how can I model? How can I be more like Luke? What are some things he's doing? They really make him the top rep in solar.
00:22:20
Speaker
So I guess before that, can you maybe for those that maybe don't know you as well, what are some like numbers? How many Golden Door Awards have you got? What are some kind of like, I don't know, accolades numbers you've hit? and Just so guys know.
00:22:33
Speaker
Right. So I sell over 300 counts a year and it's usually over two megawatts every single year. So ah last year what was a was a slow year for me. um I was I was actually building a team. and I was shifted from one company to another it was really tumultuous last year.
00:22:48
Speaker
And so I still hit 225 accounts. um This year, I'm at close to 164 accounts. I've got over two megawatts. My system size has gone up ah pretty significantly, but um every single year, ah the my best year was 376 net accounts.
00:23:03
Speaker
So that was close to three and a half megawatts. So um year after year, I've consistently put in these numbers. The first year I got into solar was 2020. I started in May. And I ended in in January 1st. Nobody showed me anything. I watched a bunch of videos to kind of figure this thing out.
00:23:17
Speaker
I sold 117 accounts. It was close to a megawatt. So every year since then, I've been able to get the ah the Golden Door Award um even after they keep raising the bar. So like I've consistently been able And if you look at some of these numbers, um like there's one other guy, Ricardo Ricci, that's come come close to me year after year.
00:23:38
Speaker
One year, he beat me. I think he beat me a couple of three years ago. He beat me. It was bittersweet. I thought I was the number one rep and this guy came out here and crushed me. So he's a good rep, dude. So whatever he's doing, he's done.
00:23:50
Speaker
that So he's the competition. So here's the other thing, too, is I just look for people that are ah performing at a high level. The one ingredient with this is just that working hard, like I do it. I won't be underworked.
00:24:00
Speaker
Like nobody will outwork me. um So like, I just, I work my ass off to be able to get that position. But also um in working hard, you get feedback. People always feel like if they didn't get a deal in a week and they went hard, like they feel like they failed. That's not failure. That's, you've got a lot of feedback.
00:24:17
Speaker
ah so yeah You got feedback on what worked and what doesn't work. And a lot of times, sometimes we get a lot of feedback on what doesn't work. So you shift your strategy, you come up with a new strategy, and then you implement that strategy to get different results.
00:24:28
Speaker
And you keep trying and keep trying. And if you're fully committed to a process, you don't give up. You continue to to put one foot in front of the other. And so like, this is that this is the thing that we see ah in this industry is that people just want to give up.
Training & Commitment
00:24:40
Speaker
So I bring on brand new reps. I bring on reps that have never sold anything before and I build them out. And so the common denominator and the people that don't work is they're committed at first and then they don't see the results as quickly as they want. And then typically they're going to be looking around, looking at other people in this in the company or out out of the company that making money or why they've failed.
00:25:00
Speaker
And then they leave they use that as an excuse rather than looking to the people that are successful and continuing to do what they do. So yeah like consistently I've got a mega and a half and stuff over a mega and a half that I've sold this year. I'll end the year with, uh, after my pipelines, uh, install, I'll end up with two and a half megawatts this year.
00:25:17
Speaker
Incredible. Yeah. And even more. Yeah. yeah Well, and like you said, doing it in, uh, Arizona where like i'm I'm in California, people are getting their bills cut in half in most cases. And it's like people complain that it's too hard here.
00:25:34
Speaker
then It's like, yeah, you're talking like bill swaps and everything. yeah yeah like I don't understand. like Here's the thing though. Here's the thing. California and Arizona are pretty saturated markets. So you get a lot of guys.
00:25:45
Speaker
And so what customers are left with is a preconceived misconception. yeah so You come to their door, you knock on their door. Somebody's already knocked on their door and ruined it for you because they weren't. And they sounded like the other five guys that came before them and they weren't interested.
00:25:57
Speaker
So it's about finding out why they weren't interested and then and then reevaluating this and coming up with something that's more creative than the last six or seven guys that knocked on their door. Everybody, I believe everybody would do this if they just kind of understood how it worked.
00:26:11
Speaker
especially with the lease i switched over to leases the last year probably october of last year so leases a lot dude like i abs last october i sold 54
Building Leaders & Vision
00:26:20
Speaker
accounts like i absolutely crushed it because now we're leveraging a a lease agreement with the battery dude leases are the easiest thing ever like you don't have to build up the value to show them a huge loan amount like it's so crazy easy man and like people understand how easy it is like yeah If you can't or a PPA, at least very similar.
00:26:37
Speaker
But if if you can't convince people to like, like that you just got to switch up your strategy. So since we've since we're now we're just we're just becoming the essentially the new utility company um with independence with the battery service like this, this should be relatively easy for everybody. A lot of my guys, they've only been selling leases. They don't know.
00:26:55
Speaker
They don't know the challenge of selling loans. I didn't realize how how how much more challenging it is to sell loans versus ah a lease or a PBA. It's a lot more challenging. Two objections you hear in the lease space. you know What happens if I move?
00:27:08
Speaker
this is This is the biggest concern. What happens if I move? So everybody has concern. And the other concern is is is what happens if you guys go out of business? These are two legitimate concerns that people have. There's not, yeah ah that's a huge load amount. They don't get all cold feet because of loan amount. People don't do that. Like it's it's crazy, man. It's just, it's crazy easy to be able to do this.
00:27:26
Speaker
Yeah, so easy. Yeah. um So let's let's hear. So if if I'm like a new guy listening, um what are maybe some things you do like you talk about you work harder than anyone else. So what does it look like on a typical week?
00:27:39
Speaker
Are you still
Purpose Beyond Money
00:27:40
Speaker
knocking your own door? Do you have a lot of people setting appointments for you? Or what does that look like? What's kind of like your hours and the amount of the work ethic it takes to hit numbers like this?
00:27:50
Speaker
Absolutely. So, so obviously to, to be able to my type of numbers, you have to, you're going to have to have a a squad under you. So like, this isn't about, for me, it's, I'm not getting guys and having the idea that I'm just going to get these guys to set me appointments. Like, no, no, no.
00:28:05
Speaker
This is a way that I'm able to leverage my position to make impact in people's lives. So this is why I love taking reps that have never sold solar before and then giving them a system and a process of vehicle that allows them to to write their own paycheck. And so so we'll build up. We'll have a a transitional phase where they come in there, they'll set appointments, I'll train them. Yes, I still knock doors.
00:28:24
Speaker
Dude, I'm badass at knocking doors. i'm i' like I'm good at selling solar, but you know my bread and butter is knocking doors. I can't knock doors and sell the level I do. So I obviously take appointments, but I'm i'm really good knocking doors.
00:28:36
Speaker
um And so in that space, like what it is, it's going to be knocking doors, it's going to be setting appointments and and running appointments. So my my preset calendar um is preset every single week.
00:28:46
Speaker
And then in in the spaces in between, I go out there and I hit some doors and I i follow up and I do some training with the guys. to be able to get them up to par. But the idea is if you're going to perform, if you're going to do big levels, if you're going to do big numbers, like you're going to have to have a huge team under you.
Positive Impact & Fulfillment
00:29:00
Speaker
Huge, maybe four or five reps, but it's always transitioning these guys out. It's not just keeping them setters.
00:29:05
Speaker
Listen, I try and duplicate myself. So my process is like I bring a setter on. I'm like, this is the, this is the trend. This is where we're going to put you. we're going to start you out as a setter. Then we're go start you out a closer. Then we start building out your team under you.
00:29:17
Speaker
And so this is this is this is the blueprint. This is what you're to And you're go to do this. you're going to this. And then they're going to have this. And so this is the desired outcome. This is what we see for you. And can you buy into this vision or this thought?
00:29:29
Speaker
And they're like yes, I can do this. And so that's the position that we're in. So I'll have guys set up ah as as setters and they'll go with me on the close. They'll watch me close. And then when they're ready, they go out there and they close their own deals.
00:29:40
Speaker
And then we start building out their team underneath of them. So we start building up, they start building out the team. We start helping them build the team. And we're always transitioning these guys out. So it's never the same setter. I wish I could keep all my closers as setters because they're badass. You know, finally, when they're good enough to set really good consultations,
00:29:56
Speaker
then that's when we have to transition them out. It's just part of the process. And so it's the ebb and flow of the solar space. It's like you're going to train some guy. he's goingnna get really He's finally going to get really good where he's setting really good consultations, but then he got you got to graduate this guy so that he's actually closing his own deals, making his own mark.
00:30:13
Speaker
And then the other thing too, the focus isn't just on making money. So the focus can't be just on making money. It's a bigger purpose. So we're focusing on the bigger purpose and everybody in the solar space should focus on a bigger purpose. If your focus is just to make a bunch of money, I don't know how long this is last because once you get the money, then what do you do?
00:30:30
Speaker
What do you do? Like what what's there to do? So you made a million bucks, you made $2 million, dollars you got a million dollars in big help, then what? So is it 10 million? Is it 20 million? I mean, what's the monetary value that you're going attach to it? Because what you'll find is that if you make all this money, you have no fulfillment that's attached to it.
00:30:45
Speaker
So for me, it's about the trend it's the it's the transformation and the lives that I get to impact, whether it's customers' lives or whether it's the lives of the people that will join my organization. So we focus on faith, family, fitness, fun, and finances. And so we get to these guys up to par.
00:31:00
Speaker
I like taking the beaten, broken people. I like taking the people that you know have really struggled in life and to be able to show them show them the transform the the transformative art of the people that have come before them and the and my transformation and their transformation and give them hope and stuff so that they have something to strive for. And so when I look at it from that perspective, it gives me more fulfillment It gives me more purpose and more meaning. If all I'm doing is going out there and selling customers solar and that's all my job is, dude, that leads to no fulfillment.
00:31:29
Speaker
Fulfillment comes
Empowering Team Leaders
00:31:30
Speaker
from me from watching the guy come in, like come in and not knowing how to sell and then transition and transform into somebody that knows how to effectively, ethically, morally sell people, help people, and then change the lives of other people.
00:31:45
Speaker
It's a ripple effect. So it's like that pond, it's that it's that rock in the water and the ripple effect. But now it's like you drop that rock, then there's more rocks and more rocks. around And this is pretty soon it's all ripples. And so it's that sort sort of effect that happens. and And by the way, people can be in the solar space and and you can find the fulfillment and purpose, whatever that fulfillment purpose is.
00:32:03
Speaker
But at the end of the day, we're not selling solar. Our business is people business. whether it's customers or whether it's sales reps, we are in the people business. And once you get into, but once for me, once I get in the perspective of like, I'm here to transform lives and change lives.
00:32:17
Speaker
And now it's a higher meaning. It's a hierarchy of criteria. Now my criteria is much higher than what it would be if I'm just selling deals. By the way, if I'm just selling solar deals, du I'm going to get burnt out very But what it now comes down to is transforming and changing the lives of others.
00:32:30
Speaker
And I'm going to be honest with you, for the first two years of my career, I didn't do that. I had some setters, but I wasn't focused on the fulfillment. I was just like, I got to be the best. I want to be the best. I got to be the best. I gotta want to be the best.
00:32:40
Speaker
And I didn't focus on really team building. I had a team. I transformed many lives and stuff in that process, but I didn't have the same level of impact that I get to have today. Because I took a look and i I saw my life and I'm like, this leads to no fulfillment, no purpose. i got I'm the number one solo rep, but what does that do? What did that do for me? it lasted five seconds.
00:32:57
Speaker
Like i'm like, you know what? know what's actually last is the transformation of and showing them, showing them that life is is much more, has much more value and much more meaning and much more depth when you're impacting the lives of others.
00:33:09
Speaker
and showing them how much fulfillment that you can have by doing this. And by the way, too, it doesn't just end at the reps. it it also ends and It also starts with the customers as well. So if you could take a, let
Recruiting & Training Strategies
00:33:20
Speaker
let's say you take someone that's on a fixed income and now you just gave them certainty, you gave them peace of mind, you gave them freedom, you gave them a better quality life.
00:33:28
Speaker
you'd have to agree that their life's in a better position. It's not in a worse position. It's not in the same position. It's in a better position. And so like we focus on those things and then we're open and honest about it, about the, about honest with the customers about how their life is going to change and we future pace them and then we test it. You know, these are some of the things, the stuff that some sales reps don't do. I'm sure the the, the, the number one solar reps do, and I'm sure they have more purpose of meaning out there. But for me, it's way more than just a platform to sell solar and, and, and do these things.
00:33:55
Speaker
And so it's more impactful and more fulfilling Yeah, yeah, it's so good. And it's true, though. Something I see from top guys a lot times is they're so focused on their deals themselves. that It's um sometimes a challenge to build a team and build up other people because, um I mean, number one is just like the time it takes to close all those deals.
00:34:16
Speaker
um it's like how do you pour into a team as well so i'm curious with that because that's actually something i've gone through a little bit this year myself is um i've had some pretty solid setters gotten a lot of lot of deal a lot of good appointments but uh as i'm trying to build up my team i'm like man it's tough to find the time to go out and knock with other guys to build my team to do the recruiting because it's like the the 30 minutes i have between one appointment and the next it's you know you can only slam so much in there so So how have you have you figured out it still produce at such a high level and then i'll also be able to build up your team and duplicate yourself? do you have any advice on that?
00:34:53
Speaker
Yeah, well, that's a good, you just you just ah an announced like, that's a luxury problem, by the way. That's luxury problem because
Nurturing Leaders
00:35:00
Speaker
yeah but the problem is a problem it is a challenge. I would say it's a challenge, but you're exactly right. So so what what I do is it's very hard for me to focus on the entire team.
00:35:09
Speaker
um So I build out the leaders and then I pour into them and then they pour into the guys, but I'll still work with some of the guys on the team. So like guys from my downline, guys from the other people's teams and stuff I'm still going to work with. But you know as far as like, going out and knocking with every single rep. Dude, I don't have the bandwidth to be able to do that and do what I do.
00:35:26
Speaker
And so I build out and pour into leaders. I make sure I have the good leaders and stuff on my team. And then making sure that I'm the one that does all the training. So we have three trainings a week. We have Monday, we have Wednesday, and we have Friday. So a lot of this is going to be mindset. Remember, we're selling abstract ideas. We're not, I can give you the tactics and skills on how to sell solar. I've got plenty of those, but really it's always about the mindset. got to understand sales is 90% mental. So- so It's about taking the time and then still working with them where I can. If I have if i have a two hours in between appointments, I'm going to go out and I'm going to go choose one guy that might be struggling. I'm going to go out there and i'm and know um I'm going to go out there and work with him and and and have him shout on me why I knock.
00:36:02
Speaker
I'm also going to give him feedback. I'm going to watch him do some knocking. andm but I'm going to be able to give him some good feedback as that with that as well. But it's focusing on the leaders. In an organization, you got to focus on leaders. You know, like 80% of the sales force or 20% of the sales force do 80% of the business.
00:36:17
Speaker
yeah And so, like, who are those people? And by the way, I'm unwilling to invest in people that don't invest in themselves. Like, I just had a guy, he came on, he'd been here for like two weeks, barely knocking any doors. And he was asking for my time. I'm like, no, I'm not going to give you my time. not Dude, I'm not going to give you 100% until you give me 100%.
00:36:32
Speaker
Like you're giving me 20%, dude. Like, no way. I'm not going to invest in you if you're not investing yourself. That's going to be worthless. And any information I do give you, it's just going to be a mute point anyway. She's not going to apply it.
00:36:43
Speaker
So it's about spending the time and then and then finding spaces in the calendar. We can all find spaces in our calendar. Our calendar is never too busy. Now, when we come down to recruiting, training, and selling, this is the challenge that all of us face because we want to be able to recruit Psi level. So it's being intentional about the recruiting process.
00:37:01
Speaker
Like I'm intentional about recruiting. When someone gives me really stellar service, I'm going to try and I'm going to actually position them and I'm going offer them something. Right. So finding those types of people um that I get stellar service from when I find those people.
00:37:14
Speaker
um It's not about, you know, going down to the local recovery house. Nothing wrong with those people, but those people are transitioning in their life. But it's not going down there and finding the guys who just got clean and trying to put them into a position where they're going to make a ton of money.
00:37:26
Speaker
and and seeing if they have the grit and the desire to do so. But it's about finding those people, everyday seeing every gay people, every every walk of life that are just give you some sort of stellar service to go above and beyond.
00:37:37
Speaker
And those are the types of people that I want in my organization. The common denominator is I have 25 characteristics of people that I look for, 25 characteristics that I look for in the people that recruit. And and you know the one is just committed, disciplined, coachable, you know some of these at least the top five characteristics.
00:37:54
Speaker
you know, they did and loyal, you know, so these characteristics is in when we're intentional about finding these people, what you'll find is that these types of people just kind of come into your life. It's about finding those people that are going to be real, that are going to fit really well into the system and this process and in finding the common denominator upon um the top performers.
00:38:12
Speaker
Those are the types of people that you want your organization. um We can also... Also, like if I just get a guy that's just going to be a tourist, I call them tourists. There's checking
Storytelling in Sales
00:38:20
Speaker
it out. They might make one or two deals. There's tourists. um We don't know the impact we'll make in their life.
00:38:26
Speaker
So maybe it doesn't work out for them. But like what I found is that, you know, maybe they just it didn't work out for them. And, ah you know, part of me wants to like, you know, talk a bunch of trash about these guys. But then the other part of me is like, maybe I made impact in life and I've seen the impact that's made in people's lives.
00:38:40
Speaker
Maybe they couldn't do this, but you planted some sort of seed that's going to grow up and produce fruit as they get older. um And it's something that we're trying to do on every single person that that we come And the organization, and then the organization kind of builds itself. Once you recruit people, they recruit people.
00:38:55
Speaker
And then it kind of builds this organization itself. like yeah ah Someone that's done a really good job, the Solar Pros, obviously, that organization is absolutely savage when it comes to recruiting and people bottom their system and the processes. I mean, they've done something really, really well to build have an organization that grows in and has the growth that they've had.
00:39:12
Speaker
So, pam like, you just duplicate that. What do they do? Like, I'm always curious about it. talk to Josh, like, hey, what did you do? How did you do? You know, like, what what exactly is it that you did to have something that sparked, that made your organization grow to the extent that it's grown?
00:39:24
Speaker
Yeah. Yeah, so good. love that. i love that. um Yeah, I mean, and it's ah about building up the leaders too. Because, yeah, I mean, sometimes guys are just trying to pour into everyone. They haven't really found the leaders on their team.
00:39:38
Speaker
So I think sometimes ah I found you got to like empower guys to be the leaders. And I think that's a mistake I've made in my yeah solar career sometimes, just trying to pour into everybody, not empowering else to lead other guys.
00:39:51
Speaker
And then I just end up kind of like not doing a great job with anybody. No one's really stepping up and lead another step into the next next spot. So ah do you have anything you do to kind of like empower guys to get them to believe that they can be the next leader?
00:40:03
Speaker
And then that way you're kind of delegating um other than then you just try to run everything. How do you empower these guys to step into leadership positions? That's a great question. By the way, if you're listening to this, he's asking really good questions. This is someone that's obviously in the solar space.
00:40:17
Speaker
So these are these are great questions and the great concerns. So the first thing that I've done, I've been in the door-to-door space since 2008, been knocking doors since 2008. So the one thing that will happen to most people as they stay in door-to-door space is that you start seeing the worst in people.
00:40:32
Speaker
So you start seeing the worst in people. And so you start looking for the negative. And obviously, if you're looking for the negative, you're going to find the negative. And so I had to shift my mindset. So I had to shift my mindset and find the good in people, find the good, find the good attributes, the good characteristics that these people have.
00:40:46
Speaker
So there's some people that are going to have a little bit better characteristics and attributes than the other people. And so once you find those people that have those common core ingredients that you're looking for, there's five that are non-negotiable, the the characteristics.
00:40:57
Speaker
Once you find those people, like you latch on those people and you really invest in those people. And you don't spend your time. i don't so I've quit spending my time because 80 percent of my time used to be spent with the 80 percent lower class.
00:41:10
Speaker
And no matter how much I work with them, I would never see them rise above their own station in life. You just never see it. Those people aren't ambitious enough. They're not committed enough to be to to be top tier rep or to be actually a leader.
00:41:23
Speaker
And so now I've learned to identify people and you identify people with their actions. People can say, pay your lip service all the time. Because in the solar space, if we're salespeople, we pay people lip service. People pay people lip service stuff.
00:41:35
Speaker
Some guys are professional lip service guys, right? So they tell you all the stuff and it sounds really
Ensuring Deal Completion
00:41:40
Speaker
good. i'd be like But then you look at their action. What are they doing? Do I have to call and motivate this guy to get on the doors? do have to call and motivate this guy to take the lead?
00:41:48
Speaker
So you find those people that are willing and and able and ambitious enough to kind of take that next step. And so once you find those people, you latch on to those people and you really invest hard in those people. And so i've got I've got guys that have stepped up to the plate.
00:41:59
Speaker
And once they step up to the plate with their action, I see that. And then obviously there's the people that I'm going to invest in and I invest in pretty heavily. So I'm like, what do I have to do to help you? Like, let's, let's lay out a blueprint.
00:42:10
Speaker
Let's reverse engineer your goals and let's see exactly how we can get you to the next level or where you want it. And then I'm going to invest in those people. I'm going to invest heavily in those people. And then they're going to invest heavily in their guys. And then everything that I teach them, I obviously like, Hey, listen, you're going to meet with all your guys. Are youre going to do this? And so you're going to meet with your guys. You can do the same thing I did for you. And there's going to have other leaders and stuff that are going to step up on there.
00:42:30
Speaker
And then you're going to invest in those leaders, just like I did with you. Once you identify those leader. And so it's about looking at their action and looking at and identifying those people and then investing in those people they're actually going to step up to. Like it the other thing is investing all the time. Like, dude, we have a finite amount of time, especially if forre running ah if you're still selling.
00:42:46
Speaker
And there's those really good leaders that aren't selling that have really good capacity for leading people. I'm a sales guy at heart. Like the leadership attributes that come to solar and the door of space.
00:42:58
Speaker
Like I didn't understand it. I thought everybody's like me. I'm just like, and if you're not like me, I completely discounted you. And then I understood like after being here and seeing so thousands and thousands and thousands of people that like, there's a, I have a unique quality. This is not my ego talking. I just look and and based on my own experience, this is my story.
00:43:15
Speaker
So seeing some of the people that have these attributes and these characteristics, not everybody's going to have it. And they can't be measured at the same standard that I measure myself at. So I can't measure the guys to my standard. Are there guys that are actually going out there and go getters? If you find those guys that are go getters, they're knocking doors. You don't have to get on them. If you find those guys stepping up in leadership roles and helping guys and and performing at a high level and closing at a high level, like those are those are the, that's the diamond in the rough, right? Those are the diamonds that you've got to really concentrate and focus on.
00:43:42
Speaker
And by the way, some of us, i would say about 5%, maybe we talk about the 1% of the population like that, but there's a top five, there's a 10%, there's a 5%, there's a 1%. If you find the 1%, dude, you do whatever to keep those guys. If you find the 5%, you do whatever to keep those guys. You find the 10%, you want to really try hard to retain those guys because those are your future leaders.
00:44:02
Speaker
And also, you've got to paint a picture. you've got to have a vision that's big enough to fit their vision underneath there. If your vision isn't big enough to fit their vision underneath there, they're going to leave so that they can actually ah make have their ah have the manifestation of their vision.
00:44:16
Speaker
And so it's about having a vision big enough that will ah have the umbrella that all those guys can fit their vision in there as well. And creating a space like that and creating a vision of what's possible and what we're doing and creating some sort of a mission.
00:44:27
Speaker
So often, guys, if guys are just selling solar and that's all their life is, man, they're going get burnt out and they're not going to be truly committed to this process. So it's about getting them to buy in whatever vision and stuff that you have.
00:44:37
Speaker
And so my vision is impacting the lives of others for good, being a force for good, actually going in there and training people to be more valuable to the marketplace. And not being dependent on on policy or not being dependent on you know interest rates or whatever and stuff that might affect us.
00:44:52
Speaker
It might affect us. It might or might not. I don't think it will. I think we look for the silver linings, just like what we go went back to in the beginning the conversation is we focus on some of those things. But creating a vision that allows other people have their vision inside your vision.
00:45:04
Speaker
If your vision is is finite, it's very limited, and someone has a bigger vision than you, then they're going to leave you because they're going to need to be able to make that vision manifest. And so creating some sort of a vision that's big enough to encompass all everybody else's vision and still be able to get theirs and have yours too.
00:45:19
Speaker
So good. So good. so Love that. That's fire. um Yeah. And well, before we start wrapping up here, Luke, I wanted to touch on, I mean, you're obviously a master sales guy.
00:45:29
Speaker
And so ah maybe some stuff just to start wrapping up here on how guys can just close the maximum amount of deals, we got a lot of urgency with this bill. um So just touching on some maybe a tactical things, some sales stuff.
00:45:44
Speaker
What are some ways you've been able to you said you've seen an increase in your sales. So what are some ways you've leveraged to like build increase urgency? Or things you've done a different to close even more deals this year?
00:45:56
Speaker
Good question. So yeah if you went to the the sales summit yeah for Sam Taggart, there's one main important part about my equation, and it's going to be, and I could go deep.
00:46:07
Speaker
We could go deep, deep, deep into the stuff that I do. um and the The level of closeup, like i go way past this reading sales books. It's it's way more deep. It's meta models.
00:46:18
Speaker
It's embedded commands. I get all of these things and stuff that I could give you guys. But um the main The main important part about any sort of presentation is not relying on numbers to sell your deal. Remember, this is abstract ideas.
00:46:30
Speaker
So abstract means like it's it's theoretical, but you can't paint a real good picture. It's not like solar is not sexy. People aren't buying solar because it's a sexy thing to have on the roof. Nobody's doing that, right? It's not like a car or any other item.
00:46:43
Speaker
So you're selling them abstract ideas, which is the stuff that we talked about, freedom, control, quality of life, you know, certainty. These are the things that we're selling these people. So the best way to deliver information that I have always found is doing it in a story story mode.
00:46:57
Speaker
So if I'm going to create, the first thing you're going to do is when you're inside of any sales presentation is create the urgency, Create the urgency. Now, if you're telling a story, you're telling a story about what's happening with the big, beautiful bill and it passing.
00:47:10
Speaker
And you got to tell stories about other people freaking out. There are people freaking out, especially solar people freaking out about this big, beautiful bill. So I'm going to create and I'm going paint a picture of of the urgency.
00:47:21
Speaker
and and And that's going to be leveraged from the very beginning. So at the end, it's not like I'm pushing them, but they understand that if they don't do this today, they're going to miss out and it's going to cost them tens of thousands of additional dollars.
00:47:33
Speaker
So I'm creating a story with a story mode, right? Now, once you identify the customer's personality type, then what we're going to do is we're going to relate a story that's going to be that's going to actually apply to them. And so some sort of a story about somebody like them. Like if you're an engineer, and listen, I have this engineer, he loves spreadsheets, graphs, and maps.
00:47:53
Speaker
These are the things that he really resonated on. And let's say he had an internal model, not an external model, which when he comes conclusion himself. And he could not be convinced by our words. But once he did his research and he does his spreadsheets, graphs, and maps, he came to the conclusion this didn't require a scientific calculator.
00:48:09
Speaker
All it required was simple subtraction method. Here was this his utility bill right here, and here's his new utility bill right here. So what he found is that this was the obvious decision to make because he wanted certainty, he wanted freedom, he wanted flexibility, and he wanted to shore up the leak in his finances, which is why he made this decision.
00:48:26
Speaker
Now, I don't know if you are like him, but I know for a fact that this guy really wanted to be able to make this decision because of the spreadsheets, graphs, and maps all correlated to him making this decision.
00:48:37
Speaker
And so like getting to know your customers and then leveraging it through, there's a process that I do on every single person. You know, the first is going to be able to do the rapport, but we're not just rapport. People mistake rapport with getting them to like you. Well, how do you get people to like you?
00:48:49
Speaker
It isn't because you have, oh, like you have that. Oh, I have that. It's mirror and matching the customer, even in their internal breathing. But then after you're done doing the rapport, you're gaining all of the stuff they're telling you or giving you the nuggets on specifics on how to be able to serve this customer at the highest level.
00:49:06
Speaker
You're finding what is their buying tendencies. And then you create the through the story mode, All my entire presentation, story, story, story, story. I'm going to be leveraging the story about why people are doing this, rising utility rates, the solar the solar tax credits are going away, um the data centers, all of these other things.
00:49:24
Speaker
um I'm going to be leveraging this this this sense of urgency that are laced with problems if they don't make a decision to do this. Then I come in with a solution. And I'm going to once again leverage this with story modes.
00:49:34
Speaker
Listen, if you sell solar, you have tons of stories. You have stories about people making this decision. Make sure that you're remembering those and you're bringing those up with the client that you're with. Stories sell.
00:49:45
Speaker
Salesman tell. Always leveraging you stories. Always. And by the way, we put ourselves in the character stories. And by the way, telling stories is hypnotic. It puts people in a trance state. People will immediately get themselves in a trance state. Trance state means they're going to put themselves in the character shoes and they're going to apply all of the stuff that you gave them internally, right? Without delivering the information that you know you're going to reach their so unconscious and their consciousness.
00:50:09
Speaker
And so now we're leveraging that. We're using that as throughout the story mode. Then we're coming with the solution. And then we're coming in with why to do this and why not to do this and we're doing the close. And there's various different close. But if you've done a really good presentation and you've really done really well on knowing who your customer was and be able will leverage this, then the close is just the natural next step.
00:50:27
Speaker
You assume the close. You don't pause. You assume the close with certainty and confidence and you assume the close all the way to the end. where you ask them, oh, the first thing we have to do, you tell them the process. And then what you're doing is like, hey, all we have to do is we have to make sure your roof, we we have to make sure that you own the house. We have to make sure that you pass a FICO score check. Make sure you don't have any warrants for your arrest, right? Just go you lighten it up. And then immediately you ask for their date of birth. You don't pause.
00:50:50
Speaker
After they laugh, you ask their information and then you you start closing from there. And then you go through the entire contract. Go through every single word, not every single word, but every single, every single subtitle of of the contract, which I do on every single customer.
00:51:02
Speaker
which leaves at a low inflation rate, right? And then you close the deal. And then you ask them at the end, what are you most excited about to go solar with? Why did you make this decision to do this? And then they're gonna sell you on why they made the decision to do this.
00:51:13
Speaker
At that point, you're not selling anything. They're selling you on why they made this decision and they're justifying it. People always buy emotionally, even if they're that rigid engineer type. And we all know those rigid engineer type.
00:51:24
Speaker
They're unemotional and they They're super, they're too smart for solar a lot of times, but they're always going to buy emotionally and then they'll justify logically. This is just the way human beings are. And in the solar space, if we're selling abstract ideas, you better make sure that you have some sort of emotional attachment.
00:51:39
Speaker
This is why people that launch into like, hey, I'm just going to show them it's a lower bill. But people don't know solar. It's crazy. Right. If everybody bought logically, everybody would buy solar. Everybody. If they bought logically, we should just be able to go to their door and say, hey, listen, this your current bill. Here's your new bill.
00:51:55
Speaker
Do you guys want to do it? They should say yes. If they bought logically, people don't buy logically. They justify logically. They're going to buy emotionally. And this is emotional roller coaster. By the way, stories is the best way to get people bought in emotionally.
00:52:06
Speaker
Like I've never found a better way. And you look at it your own life. If you're watching this, you know, from your own personal life that when someone tells you a story, we get engaged. It's like story time. Let's Let's go. Let's sit down for a story.
00:52:18
Speaker
We're not bored. Now, if you're just giving a bunch of information, dude, you're like, dude, when can I get rid of this guy? Like if anybody's just giving you that information, you're like, dude, I got to get rid of this guy. This guy's annoying, man. This guy's so boring.
00:52:28
Speaker
But if you leverage some sort of a story, an actual story that actually happened, and one of your clients that you've met or somebody that's very similar to your current, the current client that you're sitting with, you're going to have much greater traction.
00:52:39
Speaker
Yeah, so true. So true. Love that. And it's so important, even in doing this podcast, Luke, it's like I've had people come on to talk about like solar products, this and that.
00:52:49
Speaker
And if I can't get them to like, you know, I can't get them to like. talk about some stories or you know like do something, then then ah no one's listening to that podcast.
00:53:01
Speaker
So I think it applies in so many different areas. If you can't get them bought in emotionally, so tough to sell this thing and to so so hard to get people bought in. And um I think what I found, if you don't do that, then they're just going to cancel after because it's just all logic, logic, logic. They're not going to remember that emotional high, then it's just going to lead to a cancel.
00:53:20
Speaker
That's right. So yeah, love that. And yeah, you touched on so many good things there. But ah speaking of cancel, is just to kind of wrap up here, Luke, what are I know you talked about some things like going through some going through the contract, each section of it.
00:53:33
Speaker
But is there anything else you do to like button up the deal or maybe after the fact that you've sold them to actually get the thing to the roof? Because it's one thing to sell it. But so many guys have a hard time getting these things to the roof. So what's your biggest ah tips for that?
00:53:47
Speaker
Yeah. So the the biggest of the worst part of the equation is and because there's a ton of guys from my company that sell lights out, bro. But then you look at the cancellation rate, like, dude, you got to change something. So like, I got a guy that sold almost as many deals as I have this year, but he's got a 60% cancellation ratio, bro. I'm like, what's going on here?
00:54:03
Speaker
I'll tell you the number one reason why people are going to cancel. um They feel like you omitted something or you lied about something. That's going to immediately cancel that deal. It doesn't matter if 99% of the presentation, you were honest, you lied about one little tiny thing and they found out about it, these are going to cancel, which is exclusively why I go through the entire contract with everybody.
00:54:22
Speaker
I don't want to leave any ambiguity about what's going to happen. You've got to understand most customers, even if they've met with solar people before, solar is like a brand new thing to them. This is a lot of information that we're delivering very quickly. So a lot of these times these people are going to get cold feet or they're going to talk somebody that gives them some bad information.
00:54:38
Speaker
Or the worst part is like you just go through and they're just of those customers that clicks on everything. Sign, sign, sign, sign, sign. without going through those things. And listen, you can, once we talk, when we talk about silver lining, our contracts, whatever contract you're selling has a silver lining.
00:54:52
Speaker
This is for your protection. This is for your protection. This is for your protection. This is for us. This is for us. And like being open and honest about that. And it's selling with integrity is being open and honest and transparent about the contract and what this.
00:55:02
Speaker
So often you see those people that are scared of the contract. They're scared because there's something in there that doesn't doesn't feel good or doesn't look good. Like if there's something in there that doesn't feel good or look good, make sure that you internalize it so it does look good or at least bring it up, at least bring it up and talk to them about it.
00:55:19
Speaker
So the first thing is selling with integrity. if If you lied at all, if there was one even little tiny white lie and these people find out about, they're going to cancel every single time. So it's allowed me to have, ah I think my cancellation rate this year is 25%. Last year was The year before it had a little bit higher cancels issue.
00:55:36
Speaker
And I don't know what it is with the leases. People just get cold feet. But you know the other thing, the other really important part about this, maybe you assume the sale. Maybe they were like a sheep type of personality and then you just led them all around. You just led them along and and they're going to cancel. So you feel like you kind of push them a little bit, right?
00:55:53
Speaker
um I don't push people. I assume, assume the sale. So don't push, I assume. But let's just say that I assumed a little, as I assumed ah ah really well on somebody and they just didn't say no and they let me go through it.
00:56:03
Speaker
at the end of the con At the end of the presentation, I will tell them that that that question that I gave you initially. Like, hey, what are you most excited about with your solar system? And they're going to tell me. I'm just like, why did you make this decision to do this today?
00:56:17
Speaker
And then you shut up. And then they tell you. Now, here's the thing. You shut up and then you let them go on and then you still stand there. If they haven't said all of the things and stuff that you made a point to talk about, you just stand there and then they'll keep looking and they'll keep searching and they'll keep looking. They'll look up, they'll do eye accessing cues. You see them looking up and trying to remember this stuff, whether the auditory doing this stuff to themselves, you see them start doing these things.
00:56:39
Speaker
And so like, and if they're really struggling on that reasons, like you got to go back, you're like, no, no, what wait wait a second here. Like that's not good enough reason. Like you you guys are doing this for 25 years. That's a long time. i want to tell you, this is a very long time for you.
00:56:51
Speaker
So let's just take a minute. And I want to really, truly figure out why you made this decision to do this today. If they're telling you, because you made me, dude, you got some work to do. You're going to go back to the table. You're going sit down there and go, no, no, no, no. I'm sorry you felt like that, but let's really find out exactly why you made the decision to do this today.
00:57:06
Speaker
And you force them to tell you why. Dude, you'll never lose the sell at the end. You won't lose it. You won't, but people get scared. They just want to scurry out of there onto the next appointment. Dude, by the way, too sometimes appointments are back to back to back.
00:57:18
Speaker
Dude, I'm not concerned about my next appointment. I'm going to be where my feet are at and I'm going to be there and I'm concentrating and focusing on them. Because believe me, I've gotten to like, oh, I got to hurry up and get through this. and I'm on to the next customer. And I piss all over that one as well.
00:57:30
Speaker
So I'm to sit there and I'm gonna ask them. I'm to make them sell me. Now, sometimes people will struggle and they don't remember it. They can't list all of the reasons. um ah And I'll say, well, what about this? What about the whole home energy dependence the battery gives you?
00:57:41
Speaker
What about the next time your power goes out? You still have power on. Was that an added? Was that a was that a benefit that that really kind of pushed you to make this decision today? What about that? What about saving, you know, $64,000 in 25 years? Was this a motivating factor?
00:57:56
Speaker
What about being able to use your thermostat when and how you want without feeling like you're going to penalized for doing that? Was this an ancillary benefit?
Predictability in Solar
00:58:02
Speaker
Okay, good. What about the peace of mind, the predictability? What about having that exact same bill in January as it is in July without having those huge spikes? Was that a benefit for you?
00:58:11
Speaker
Okay, so let me just understand. So let's just recap once again why you made decision to do this. And then you go through it with People are going to remember the first 30 seconds and the last 30 seconds that you talk them. going remember any of that other stuff.
00:58:22
Speaker
People never remember how much they're going to pay or anything like that, dude. Like you got to say, people's attention span, very short-lived. They're going to remember some stuff that you might accentuate. You might anchor them to a couple of those things in there.
00:58:34
Speaker
But for the majority, they're going to remember the first 30 seconds
Handling Objections
00:58:36
Speaker
and the last 30 seconds. And so you want to be able to point out all of the reasons they made the decision to go solar. This wasn't about me making you. You made the decision to go solar for this, this, this, and this.
00:58:45
Speaker
So I don't do that on every single customer, but I do that on the shaky ones. I do that on ones where I felt like I just assumed the way they never told me no. I was too big of a personality never told me no. They never threw me any objections. And by the way, everybody on the call, we live in objections. I love objections. Please tell me an objection.
00:59:03
Speaker
yeah If someone gives you an objection, that's your blueprint to sell them, right? so they're going to have some hesitancy and some objections. All you have to do is answer the objection. They give you the blueprint, answer, give me the peace of mind of this objection and I'll move forward.
00:59:16
Speaker
Like the objections, don't shy away from objections. so Don't like get scared that they might give you an
Understanding People & Motivations
00:59:20
Speaker
objection. Pull the objections out, get them out on the table and then answer them and then give them, reframe those objections into assets, right?
00:59:28
Speaker
And those people will always make a decision to slower. It's the ones that aren't telling you the objection that are the problem because they're keeping their cards close and they don't want to tell you what the objection is because they're afraid that you might answer it and then they'll be forced to make decisions to this.
00:59:40
Speaker
So yeah I could go all day for tactics and skills and whatnot. um The other thing is that everybody on the call, like, hey, listen, dude, be a professional. Pride yourself on being a professional.
00:59:52
Speaker
If you don't know a lot about solar, that's okay. You can learn a lot about solar. It's not just about solar. Learn about people. Once you understand people and and their motivations and why they make decisions, like all you have to do is understand that. If we're selling abstract ideas, get to understand people's internal
Continuous Learning & Improvement
01:00:10
Speaker
motivation.
01:00:10
Speaker
If you can understand their internal motivation, sales will be easy and effortless. And I find sales easy and effortless. it's It's easy and effortless for me to go into a house. Doesn't matter how I'm feeling. Doesn't matter what the state I'm in.
01:00:22
Speaker
When I go into a house, I'm immediately on because it's unconscious competence. And now it's unconscious mastery because I can actually teach this and duplicate this for people. If you're curious, like, hey, how do I get better? Model people that are proven proven practice.
01:00:36
Speaker
Go out there and study books. Always be reading books. Like I'm at 53 books this year. um My reading has allowed me to be in the position that I'm in. Has given me a wealth of knowledge. I've got a university's education without paying for it.
01:00:49
Speaker
It's ah on a book, 11 or 12 bucks. You know, be and understanding if you read, if you're watching this shoulder podcast, that tells you a lot about these people that are watching this podcast. They're interested in their own education.
01:01:01
Speaker
They're interested to see people um and and hear about people that are successful. They're interested in how to be better. If you're interested on how to be better, takes that next step. and make sure that you're investing in yourself.
01:01:12
Speaker
Read a book, read a book on sales, read people and understanding people, read a book on psychology, read a book on anchoring people and motivations and internal motivations and internal states and stuff to be able to get people to make a decision to go solar.
01:01:24
Speaker
I've never found a better way to further my education than reading a book and doing some online study.
Transition to Solar
01:01:29
Speaker
And believe me, most of our process that we have today, we have a mentor that takes you through this process, shows you how to knock doors, shows you how to close deals, and then shows you how to team build.
01:01:38
Speaker
When I got into spaces during COVID, everything was shut down. I had to figure everything out myself. I was already a badass sword knocker because I was the top in top of the industry in alarm space. But coming into the solar space and not knowing even how solar worked, not knowing how what a red line was, not knowing any of these things and still being able to sell lights out speaks to the volume of selling abstract ideas, which is what solar is.
01:01:59
Speaker
It's an abstract idea that we're selling. And so understanding that and and knowing that and knowing that we're not selling like a real product, but we're selling an idea or a concept to people, you get really good at selling ideas and concepts to people. and that's what solar space is.
01:02:12
Speaker
Yeah. Wow. So many good things. Thank you, Luke. Thank you, Luke. And then when you say read books, do you actually read? Are you more like an audio book guy? Do you listen to them? Dude, I read and I listen audiobooks.
01:02:24
Speaker
They're both, I guess. 53 books or something this year. I read and I listen. universe Listen, if you're in your car and you do it, I i live in the Phoenix market. So this a huge area geographically. So everywhere I go is like 20 to 30 minutes.
01:02:38
Speaker
So I'm always listening to books. Very rare.
Building Knowledge through Reading
01:02:40
Speaker
I'll listen to some music, but like um I'm always going to be listening to books. So I'm listening to books and I'm also and i'm also reading books. So I read, I make a ah what's called a mini habit. I learned this from Michael O'Donnell.
01:02:50
Speaker
actually savage. So I heard a podcast from him and Sam, and he was talking about a book called Mini Habits. This was years and years ago. And that Mini Habits book, what he said is like, ah the Mini Habits book is predicated upon making a ah goal so easy, it's it's like almost impossible to not do. And so one of the goals was to read two pages a day. I was already an avid reader before that.
01:03:10
Speaker
So my goal is to read two pages a day, but dude, I never just read two pages. It's usually like 20 pages, but all the goal is to read two pages a day. So I have cues, habits that I do when I get into bed, that's my reading time, right?
01:03:23
Speaker
So I get into bed, it's my reading time. I'm going read two pages a day. Usually I'll i'll just, ah I'll skim through about 20 pages or maybe 30 pages of book. And then when i'm when I'm driving my car, it's university education on wheels. Like I'm going listen to audio books.
01:03:34
Speaker
And and it's meant it's not specific to sales. A lot of it is sales books, but I've been to listen to other, I've been to listen to psychology books. I'm listening NLP books. Like I've really gained, especially this year, my education has gone up exponentially.
01:03:46
Speaker
Every year I've been in solar, my cell skills have compounded, gotten better and better and better and better and better. better It wasn't like that in alarm space. I teared out. But every single year that I've been in the solar space, I've improved every single year. and, and exponential rates to like the stuff I know today versus the stuff I knew five years ago is like astronomically more than what I knew five years ago. It's it's crazy.
01:04:06
Speaker
So all the stuff I've learned, it'll get specific about one actual ah genre of books, and then I'll listen to that and then I'll read it and I'll listen to it and I'll read and I'll listen to it read it until I have all the information about that book that I needed to know all about that genre I needed Yeah. Wow.
01:04:20
Speaker
Wow. Such a nugget. And yeah, for anyone listening, if you're not, I mean, Luke, he came in, he did a hundred plus deals in his first six months and he's still devouring books at this level, still reading, still learning.
01:04:32
Speaker
So if that's not eyeopening for some guys, I don't know what is because you get some guys, they do. they do 10 deals in a month, they're feeling good about themselves. Like they never need to do a training again. so I think that's one of the big secrets in life is just constantly learning, constantly being hungry. And then um I would say that's a a very common denominating factor I've seen in top producers and guys like yourself.
01:04:55
Speaker
So Luke, thank you so much for coming on today. And before we ah end this, if guys want to reach out and hear more, looking at what you're doing, what's the best way to reach out to you? um My Instagram, Luke Ward official is what my Instagram is. Luke Ward official.
01:05:11
Speaker
um They can again reach out to me on there. So you can always send me a DM. um I monitor this a pretty regular basis. And so I also produce, ah I have a guy that produces my content. So I'm always showing door tactics and skills.
01:05:24
Speaker
And so it's that free stuff. So if you can find free stuff that just makes you a better person, I would just be able to latch onto it. Always send me a DM on there. um I usually respond. Maybe it takes me like two or three days and stuff, but I always give you a response.
01:05:35
Speaker
So yeah, go shoot Luke a follow. He's got some greats. I even saw some live footage he got on there, some knocking content. So love seeing that. Very engaging, very entertaining. And um and not last question before we wrap up, Luke, maybe there's one rep who's struggling, who her who is a you know question if they should continue in solar.
01:05:54
Speaker
What would you tell that rep today if you had to offer him one piece of advice? Well, if you're listening, if you've listened to this entire podcast, dude, you have what it takes.
Encouragement & Modeling Success
01:06:02
Speaker
Yeah. Let me tell you, most guys, the attention span lasts for like two minutes, sometimes 20 seconds.
01:06:07
Speaker
So if you've listened this entire podcast, like you have what it takes. You have the discipline. You have the commitment. And if you don't have discipline and commitment, these are are characteristics that you could foster, that you could train. You have a growth mindset.
01:06:19
Speaker
Listen, if I can do this, you could do this. If you know my backstory, my backstory is ter like I had made bunch of terrible decisions. The one way I decided to say I made a decision that and not ever again was I going to act like this or do like this and I was going to be something more.
01:06:33
Speaker
And so like if if you're if you've if you've watched this all the way through, you have what it takes. spend 45 minutes or an hour or whatever it's been. You have what it takes. If you can sit here and listen to this for 45 minutes an hour, you have what it takes.
01:06:44
Speaker
And by the way, don't look at the people that are underperforming. Look at the people that are performing. You have one guy in the office or maybe you have somebody in the nation that you can look to. Look to those people, model those people.
01:06:55
Speaker
Don't hang around with the people that aren't producing and that'll make you feel good about yourself. You know, discomfort, but We need to have discomfort because if we're not comfortable, a lot of times people will seek comfort. That discomfort, there's a reason for that discomfort because it's telling you that you're made for so much more.
01:07:11
Speaker
You have potential in you and you're squandering that by looking to other people that are underperforming just like yourself. You don't have to underperform any longer. You can model proven practices. You can latch. You can read books.
01:07:22
Speaker
You can study. You can train. You can put one foot in front of the other and you can actually be able to do this. I firmly believe that anybody can can make it seven figures in the
Impact of Solar Sales
01:07:31
Speaker
solar space. I firmly believe this.
01:07:33
Speaker
I have a growth mindset. It doesn't matter our station in life. doesn't matter if they're an introvert or extrovert. doesn't matter what characteristics that we have. Everything can be fostered and trained. And I firmly believe that everybody can do this. So remember the key ingredient to this. You have to have more certainty.
01:07:48
Speaker
than the uncertainty. And when we talk about confidence, confidence comes from certainty. If you're more certain about this value proposition than what everybody else is telling you or what you're seeing, you're going to be successful at this.
01:08:00
Speaker
If you look at people that changed the world, you know, a lot of times they were ridiculed and people talk shit about those people, but they had more certainty than everyone else. People are, yeah, right, you're not going to accomplish this. So you're not going to do this. Now, if they would have listened to those people and they would have sought other people that agreed with the other people, the dream stealers or the limiting beliefs, and they would last on those limiting beliefs, they never would have done anything.
01:08:19
Speaker
It's the people that have certainty about their position. I have certainty about solar. If you don't have certainty about solar, believe that I have certainty about solar. This is universally, it's ecological.
01:08:30
Speaker
It's good for everybody. it's good for us, good for the customer, good for the utility company. We create entire industries. This isn't about you making money. This is about how many other people are needed to fulfill your solar deal.
01:08:40
Speaker
Think about the installers that are providing for their families with good paying jobs. Think about the account managers that we're supplying jobs to. Think about the supply chains, the supply houses. They're actually having jobs because of what we do. We are the tip of the spear.
01:08:54
Speaker
We make massive impact. Don't think of yourself as small. Think of yourself as great. Understand and know that we all have the capacity to make massive changes in this
Finding Meaning & Passion
01:09:03
Speaker
world. Whether you're selling, you're helping somebody save money and have predictability and certainty, whether you're helping somebody have a good paying job to support their families because they're on these roofs and they're installing solar systems, whether you're helping somebody else, an account manager, have a good paying job that they back to their families and be proud of what they're doing, knowing and understanding that they're our helpers and they're able to help us do our job even better.
01:09:24
Speaker
So people don't understand the impact that solar people make. We make massive impact, be bought into making massive impact. No one understand that you can have fulfillment and purpose and meaning in your life by selling solar, by changing, evolving and and transforming your own life.
01:09:39
Speaker
This is the greatest thing that you'll ever be able to do in your entire life because of the transformation that takes place and because of the impact that each one of us make. A lot of times solar reps feel like we're just selling solar. No, no, no, we're not just selling solar. We're making impact in the lives of thousands of others, if not millions of others.
01:09:54
Speaker
by what we do every single day. Every single door you knock leads to somebody making a paycheck at home that weren't responsible, didn't have the tenacity and the grit to be able to go out there knock doors. So I would challenge you to find deeper meaning, to find deeper purpose in what you're doing.
01:10:08
Speaker
Find the purpose, find the meaning, get on fire about it, get passionate about it, get enthusiastic about it, and you will eventually be able to overcome whatever hurdles or obstacles that you have today.
Inspiring Action & Dedication
01:10:17
Speaker
Woo. Wow. Man, bringing the heat. I think I'm just going to turn this on during my next sales correlation.
01:10:24
Speaker
Get guys fired up. I'm like ready to go knock some doors right now. But Luke, appreciate you so much, brother. Thank you for coming on. Thank you for bringing the heat for us, getting this fired up. And if you're not if you're not motivated after to that, i don't know what to tell you.
01:10:37
Speaker
But thank you again, Luke. Hopefully we can do this in the future. And I know we'll be seeing you the stage at ah Door to Door Con, all these events. So i make sure to go there and see Luke on stage and ah hang out with all of us there.
01:10:50
Speaker
But yeah, appreciate you, Luke. And everyone go shoot him a follow on Instagram, send him a message, let him know you appreciate him coming on the show today. And yeah, hopefully can do this again soon. Appreciate it.
01:11:04
Speaker
Would you like to make more money than you've ever dreamed of? Then join us on our final Blitz of the Year in sunny Southern California this November fourteenth through the 22nd. We're going to have Golden Door Award winners, people who have had a thousand plus career installs in solar. So make sure to click the link below, get your spot before it they run out. We have 20 spots, very limited. We'll see you there.
01:11:29
Speaker
Hey Solarpreneurs, quick question. What if you could surround yourself with the industry's top performing sales pros, marketers, and CEOs and learn from their experience and wisdom in less than 20 minutes a day.
01:11:41
Speaker
For the last three years, I've been placed in the fortunate position to interview dozens of elite level solar professionals and learn exactly what they do behind closed doors to build their solar careers to an all-star level. That's why I want to make a truly special announcement about the new learning community exclusively for solar professionals to learn, compete, and win with top performers in the industry.
01:12:03
Speaker
And it's called Solcitee. This learning community was designed from the ground up to level the playing field and give solar pros access to proven mentors who want to give back to this community and help you or your team to be held accountable by the industry's brightest minds for, are you ready for it, less than $3.45 and forty five cents a day Currently, SoulCity is open, launched, and ready to be enrolled. So go to SoulCity.co to learn more and join the learning experience now. This is exclusively for solopreneur listeners, so be sure to go to SoulCity.co and join. We'll see you on the inside.