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Selling More Than $2 Million in Solar in a Month - Ricardo Ricci
172 Plays4 years ago
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Transcript
Introduction to the Solarpreneur Journey
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
00:00:08
Speaker
My name is Taylor Armstrong.
00:00:10
Speaker
I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
00:00:19
Speaker
I teach you how to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro, and closing more deals.
Defining a Solarpreneur's Path
00:00:31
Speaker
What is a Solarpreneur you might ask?
00:00:33
Speaker
A Solarpreneur is a new breed of Solar Pro that is willing to do whatever it takes to achieve mastery and you are about to become one.
Ricardo's Rapid Rise in Solar Sales
00:00:41
Speaker
What's going on, solopreneurs?
00:00:43
Speaker
We are back with another episode and in the office here today.
00:00:47
Speaker
Got the American flag in the background.
00:00:50
Speaker
Go America.
00:00:51
Speaker
But even cooler, we have the Italian stallion in the house himself.
00:00:56
Speaker
We have our Ricardo on the show today.
00:00:58
Speaker
Ricardo, thanks for joining us on the podcast.
00:01:00
Speaker
Thanks for having me, brother.
00:01:01
Speaker
It's a pleasure to be here.
00:01:03
Speaker
It'll be fun and if you haven't heard about this guy, he's been tearing it up in the solar industry.
00:01:08
Speaker
You've been in what, six months since June or something?
00:01:11
Speaker
May, June, yeah, six, seven months.
00:01:12
Speaker
Okay.
00:01:13
Speaker
So he's been in seven months.
00:01:15
Speaker
He's taken the industry, I think, by a storm.
00:01:17
Speaker
He's done some incredible feats he's achieved that we're gonna talk about today.
00:01:22
Speaker
um so yeah it's just been a cool scene this progression and just some of your records ricardo um as far as like revenue can you tell us some of your like records that you've had so far in the industry yeah i guess i i don't know as far as industry records because i don't know what everyone else is doing but as far as me yes my biggest month was august it was 1.9 millions in revenue if we account for contracts sold
00:01:49
Speaker
As far as accounts go, June was 44 accounts.
00:01:53
Speaker
And those are my two biggest ones.
00:01:55
Speaker
I guess biggest week is 20 that I did in June still.
00:01:59
Speaker
That's about it as far as I know.
00:02:01
Speaker
Yeah, pretty incredible.
00:02:03
Speaker
And what's even crazier is, yeah, he came in doing this, you know, with six months in the industry, very little time under his belt.
00:02:11
Speaker
And yeah, so we're going to hear about your story, Ricardo, why you got into the industry.
00:02:16
Speaker
And, yeah, I mean, you got your Italian accent.
00:02:19
Speaker
That's no excuse for you.
00:02:20
Speaker
Still closing deals up the storm.
00:02:22
Speaker
Do you feel like that helps you?
00:02:23
Speaker
People are like, oh, where's your accent from?
00:02:26
Speaker
I tend to use it, I guess, right?
00:02:27
Speaker
I try to use everything I can as an advantage.
00:02:29
Speaker
So I guess, yeah, I use it as a connection point if I need to.
00:02:32
Speaker
Okay.
00:02:34
Speaker
People always think I'm Canadian, so I do the same thing.
00:02:37
Speaker
It helps.
00:02:38
Speaker
I have no reasoning for mine.
00:02:41
Speaker
But yeah, good topic of conversation.
From Pest Control to Solar: A Success Story
00:02:44
Speaker
So yeah, let's hear about, you started in Pest, do you wanna kinda tell about, I guess, why you switched over to Solar, what it was like in Pest?
00:02:51
Speaker
Yeah, well I started in Alarms originally.
00:02:54
Speaker
My first year in Alarms at Vivint, and then I went to Pest, and then I went to Solar.
00:02:58
Speaker
So it's three years in the industry, I've been to basically all the industries so far, but my first year in Alarms was great.
00:03:04
Speaker
I had a short summer, so I was still in college, I played college soccer.
00:03:08
Speaker
So I had about a two, two and a half month summer, did great, had fun.
00:03:12
Speaker
Next year, I kind of decided to take it seriously as I graduated college.
00:03:16
Speaker
After that, I saw the first year and I was like, all right, this is real.
00:03:19
Speaker
You know, it's when you realize I wanted to actually give it a shot and go 100%.
00:03:23
Speaker
That's when I did PEST, had a great summer last year.
00:03:27
Speaker
I was technically a rookie in PEST, and so I guess I broke the industry rookie record.
00:03:32
Speaker
before so I had a big year last year and then just transferred over to solar I guess through the offseason I was still gonna go back then talk to Jason back and forth we knew each other from Vivian days I kind of checked solar out I kind of got comfortable with it and then the more I saw just the industry and what's going on I just decided it was just the place to be so I made the switch and then the rest is history
00:03:54
Speaker
Yeah, let's go.
00:03:56
Speaker
I've heard legends about your pest control day.
00:03:58
Speaker
You tell me if this is true, but you'd be up, go grab your McDonald's breakfast sandwich out on the doors by like 9am and just work like all day.
00:04:06
Speaker
Yeah, it was a grind.
00:04:09
Speaker
It was an absolute grind, yes.
00:04:11
Speaker
It was last summer, was it May 1st to I guess I went to about mid-September, so four and a half months.
00:04:18
Speaker
And it was 10 a.m.
00:04:19
Speaker
on the doors, no matter what.
00:04:21
Speaker
I either have a McDonald's sandwich or no sandwich, no breakfast at all.
00:04:25
Speaker
Straight on the doors and then knock until 8, 9 p.m.
00:04:28
Speaker
every day, four and a half months.
00:04:30
Speaker
It's brutal.
00:04:31
Speaker
Absolute grind, but it paid off.
00:04:33
Speaker
It was good.
00:04:33
Speaker
Definitely got me ready for solar, whereas it's not as grueling.
00:04:37
Speaker
Yeah.
00:04:38
Speaker
Yeah, and no, that's one of the things I respect about Ricardo the most is he just has that, like, take no prisoners mindset that I've seen.
00:04:45
Speaker
I remember in one of our meetings, we had someone, I don't know, just kind of making excuses about why they weren't working as much.
00:04:53
Speaker
And you basically told them, like, look, this is what I did in pest control.
00:04:57
Speaker
I didn't eat.
00:04:57
Speaker
And that person was like, Ricardo, but were you happy doing that?
00:05:02
Speaker
And you're like, dude.
00:05:04
Speaker
I don't care if I was happy.
00:05:05
Speaker
I'm out there to make money.
00:05:06
Speaker
I'm out there to go 100%.
00:05:07
Speaker
And I'm like, man, this kid is hard.
00:05:10
Speaker
This kid goes all out.
00:05:13
Speaker
So I don't know.
00:05:14
Speaker
Would you say that's been one of the biggest factors in your success is just going all out and just being 100% committed like that?
The Drive for Success in Sales
00:05:22
Speaker
Yeah, 100%.
00:05:22
Speaker
I think that's a big factor to it.
00:05:25
Speaker
And I feel everybody, once you get to a certain point, everybody has sales skills.
00:05:29
Speaker
Everybody knows what they're supposed to be doing.
00:05:32
Speaker
Someone's more talented, someone's less talented, right?
00:05:34
Speaker
But everybody knows what they're going to do.
00:05:36
Speaker
Everybody knows how to make sales.
00:05:37
Speaker
So that point is just how much are you actually going to work?
00:05:40
Speaker
How many excuses are you going to make?
00:05:43
Speaker
Or are you actually going to do what you're going to do?
00:05:44
Speaker
So for me, one big thing is I've just been really careful
00:05:49
Speaker
as far as the goals that I actually put out there and what I tell myself I'm going to do.
00:05:52
Speaker
Because when I actually tell myself I'm going to do something, then I have to do it.
00:05:57
Speaker
And I hold myself accountable to that 100%.
00:05:59
Speaker
So sometimes I've been scared, quote unquote, to put out big goals.
00:06:03
Speaker
Because then I know if I put out big goals, I'm going to have to work 40 hours a day to do it.
00:06:08
Speaker
But I will.
00:06:09
Speaker
And so it's just being really careful of what you tell yourself.
00:06:12
Speaker
And once you tell yourself you're going to do something, then you just have to do it.
00:06:15
Speaker
If you told yourself you're going to sell X accounts, X amount of accounts by X number of days, you're just going to have to do it and just have to do whatever you're going to do, whatever you have to do to do it.
00:06:25
Speaker
So that's kind of been my mindset throughout, especially past last year.
00:06:29
Speaker
I kind of carried that into solar.
00:06:31
Speaker
I feel like that helped me a lot.
00:06:33
Speaker
produce big numbers in solar.
00:06:34
Speaker
That's what I see a lot in solar is, obviously commissions are a lot bigger, big accounts.
00:06:40
Speaker
It's easy to get complacent when you have six, seven, eight, 10 accounts on the month and you're like, oh, I made a bunch of money.
00:06:46
Speaker
People stop working.
00:06:48
Speaker
carrying that mindset over from past to where it's all about volume, volume, volume, and just work, work, work, and don't worry about the actual end result as much.
00:06:55
Speaker
And then as long as you do that, then the results come and that's what helped me kind of get big volume on there.
00:07:02
Speaker
But yeah, it's just about, for me, it's just about work.
00:07:05
Speaker
If you're telling yourself you're gonna do something if you have a goal, right?
00:07:08
Speaker
Everyone's goals different if somebody's happy selling five accounts a month ten accounts a month That's what you want to do.
00:07:14
Speaker
That's great then do what you need to do to achieve that But if you're gonna tell yourself you're gonna do 20 30 40 accounts a month You need to match that with your actions.
00:07:23
Speaker
You can't just talk and not do it Yeah, if you're gonna say that then you just have to go all in and actually go work for it.
00:07:28
Speaker
Yeah, I love that's huge and yeah a lot of guys you hear about in the industry they can't them and
00:07:34
Speaker
You know how it is in door-to-door.
00:07:35
Speaker
There's a lot of guys from Utah, Idaho, guys working on farms and stuff like that.
00:07:40
Speaker
And, I mean, this guy is from Italy.
00:07:43
Speaker
Were you out there, like, you know, making wine or something?
00:07:46
Speaker
I don't know.
00:07:48
Speaker
I played soccer.
00:07:49
Speaker
I played professional soccer back in the days.
00:07:51
Speaker
Yeah, okay.
00:07:51
Speaker
So do you feel like that's kind of where your competitive drive comes from is just, like, pushing yourself in sports or I don't know?
00:07:56
Speaker
Do you?
00:07:57
Speaker
100% I think I definitely get that from sports.
00:07:59
Speaker
I'm just super competitive in everything I do in general.
00:08:03
Speaker
A bit too much sometimes, but I'm super competitive.
00:08:06
Speaker
Definitely comes from sports.
00:08:08
Speaker
And so I just kind of see it.
00:08:10
Speaker
I guess the way I try to look at it is not as much of an end result.
00:08:13
Speaker
You know, where a lot of people in the industry try to look at how many accounts have you sold, how much revenue, how much money have you made, all these type of things.
00:08:20
Speaker
Obviously, that's important.
00:08:22
Speaker
But that just comes from just focusing on the work and just do it.
00:08:27
Speaker
And then I don't like to spend too much time about how many accounts, what am I going to do, what's the actual result.
00:08:32
Speaker
I just like to focus on what do I have to do.
00:08:34
Speaker
I know what I have to do.
00:08:35
Speaker
I'm just doing it.
00:08:36
Speaker
The rest is just going to happen.
00:08:39
Speaker
And that comes from sports.
00:08:40
Speaker
Just worry about training, worry about what you got to do, and then the rest follows.
00:08:44
Speaker
Yeah, that's awesome.
00:08:45
Speaker
And yeah, I mean, you've probably seen it.
00:08:47
Speaker
Some of the best recruits, some of the most successful people in this industry have the sports backgrounds, super competitive.
00:08:53
Speaker
And really, that's what it is.
00:08:55
Speaker
I mean, any successful guy I see, they're not that focused on like the money part of it.
00:09:00
Speaker
Like they're making door to door sell their sport, basically.
00:09:03
Speaker
And they don't care about numbers so much.
00:09:05
Speaker
They just want to be the best.
00:09:07
Speaker
I see that in you, for sure.
00:09:09
Speaker
Yeah, I remember I asked you once if you were going to win, like, competition, and I think you were going to be gone that month, and you were just like, oh, I'll figure out a way to win it, something like that.
Leadership and Competitive Culture in Sales
00:09:21
Speaker
Like, man, so, yeah, Ricardo, he definitely, you know, takes it to an extreme with the competitiveness.
00:09:26
Speaker
But what would you say, Ricardo?
00:09:27
Speaker
I don't know, have you helped people or maybe people that don't have that sports background?
00:09:31
Speaker
Do you know of any way to, I don't know, help –
00:09:34
Speaker
people become more competitive or like help push themselves more if because yeah as you've seen in meetings not everyone is like you so how do you transform these people and really like light that fire under them i guess um everybody has some sort of competitiveness in them to a certain degree some people have it more some people have it less but it just takes good leadership right because you can see when some of the leaders actually step up and you want to create that competitive environment right i i love to create that competitiveness yeah
00:10:03
Speaker
and it usually comes from me or other people that are competitive in the office but you have to just make it a priority of actually creating that culture because if you're not creating that culture and you're just making it look like nobody's competing everybody's just doing their thing and coasting and being comfortable that just spreads into the office and everybody's numbers go down so
00:10:24
Speaker
I try as much as I can to take my competitiveness, but I put it on to other people.
00:10:28
Speaker
Like I'll trash talk somebody in a joking way, but just compete, right?
00:10:32
Speaker
Just challenge people around you, especially if you're in a leadership position.
00:10:37
Speaker
You want to make sure that you're just always carrying that energy as far as like call people out, throw competitions, make sure people care about them.
00:10:44
Speaker
but just kind of carried that energy.
00:10:47
Speaker
And I've just noticed that the entire office just follows what the top guys are doing, right?
00:10:51
Speaker
So if the top one, two, three guys in the office are being competitive and competing against each other, putting competitions up, the rest of the office will kind of follow that as long as they're involved.
00:11:03
Speaker
If the top guys are kind of doing their own thing and not worrying about it, then you'll see everybody else levels just kind of go down.
00:11:09
Speaker
So it follows leadership, I think.
00:11:11
Speaker
Yeah, that's huge.
00:11:12
Speaker
And I've heard from a lot of people in the industry and a lot of guys we haven't had on the podcast.
00:11:17
Speaker
It's like basically your team is going to do half the production that you do.
00:11:21
Speaker
And twice the mistakes that you make pretty much, they're going to follow whatever you do along with the production.
00:11:29
Speaker
So that's why I've seen any company I've been with
00:11:32
Speaker
You know, it's no, I guess, mistake on it.
00:11:36
Speaker
All the top producers, their teams are producing more too.
00:11:39
Speaker
Yes.
00:11:39
Speaker
Which I think you've seen a lot.
00:11:41
Speaker
So no, I think that's huge.
00:11:43
Speaker
And so, yeah, you said you switched from pest control to solar, Ricardo.
00:11:48
Speaker
And so how did you, what was that transition like?
00:11:51
Speaker
And I don't know, do you feel like there's stuff that helped you a lot in pest control that you're now applying in solar?
00:11:56
Speaker
Yeah, a lot of changes.
00:11:58
Speaker
I mean, I think there's definitely a lot of things there.
00:12:01
Speaker
Sales is sales at the end of the day, right?
00:12:02
Speaker
You can sell pest control, you can sell solar, you can sell alarms, you can sell anything.
00:12:06
Speaker
Once you know how to sell the principles of it, you'll apply that anywhere.
00:12:10
Speaker
But there's definitely things that I took from pest control that helped me a lot in solar.
00:12:15
Speaker
And so I guess I just like to take skills and cross them back and forth.
00:12:18
Speaker
Yeah.
00:12:19
Speaker
On there, the transition was easier than I thought, honestly.
00:12:22
Speaker
You know, when you're in other industries, especially guys that are in other industries will relate with this, but you're looking at solar and you hear about the commissions and the money and it looks like this promised wonderland type of thing, right?
00:12:33
Speaker
But then everybody makes it sound so hard and it's this big sale.
00:12:36
Speaker
Those are all things to just kind of de-incentivize people from actually moving over.
00:12:40
Speaker
Once I made the transition and I checked solar out, then it was easier than I thought.
00:12:44
Speaker
It's pretty easy sales.
00:12:45
Speaker
When you actually think about it and you break it down, solar is a pretty easy sale.
00:12:49
Speaker
At the end of the day.
00:12:50
Speaker
Right?
00:12:51
Speaker
And so it's just about the way you keep it in your mind.
00:12:54
Speaker
It's just not overcomplicated, but transition is pretty simple.
00:12:57
Speaker
Yeah, no, it's good.
00:12:58
Speaker
And I think you'd agree.
00:12:59
Speaker
I came from pest control, too, and it's like...
00:13:01
Speaker
I don't know anyone that's still selling pest control like you got to switch to solar man.
00:13:05
Speaker
It's like yeah all the guys are doing it.
00:13:08
Speaker
To each their own but I mean yeah.
00:13:10
Speaker
Yeah because I mean yeah I mean we're saving people money day one I mean Ricardo's making a million bucks like yeah it's like crazy what you're doing and then yeah what you're saying earlier is pest control you're knocking what 9 a.m.
00:13:22
Speaker
to 10 p.m.
00:13:23
Speaker
pretty much.
00:13:24
Speaker
Yeah it's
00:13:24
Speaker
Yeah, it's a summer, so yeah, 10 to 8, 10 to 9, so the summers are brutal, 10 to 11 hours a day.
00:13:30
Speaker
I think it was great for me to really kind of cement that work ethic on there, because I mean, solar, if you're smart and you can actually set up referrals and work smart, you can still be a high producer without actually having to grind, which is great.
00:13:47
Speaker
pest control, if you're gonna wanna be a top guy, you just have to work your face off.
00:13:50
Speaker
No matter how good you are selling, you can sell any door you talk to, you still have to sell 10 or 12 a day.
00:13:56
Speaker
So you still have to work your face off, and I think that just really helped in cementing that work ethic of like,
00:14:02
Speaker
Okay, until you have seven in a day in pest control, you're not even started.
00:14:06
Speaker
My day would start when I had seven or eight, right?
00:14:09
Speaker
Because until then, it doesn't even start.
00:14:11
Speaker
So that just helped me develop that mindset of just not being satisfied.
00:14:15
Speaker
If I'm a 10 on that week or 12 or if I'm a 30 on the month, I could just sit back and relax.
00:14:20
Speaker
I'm like, it's not even started, right?
00:14:21
Speaker
I'm just trying to always push it.
00:14:23
Speaker
So that kind of helped.
00:14:25
Speaker
Yeah, that's awesome.
00:14:26
Speaker
And I've seen you turn it on and off in solar, but yeah, we were just talking before recording here.
00:14:31
Speaker
Ricardo, he's been on some trips this month.
00:14:33
Speaker
It's December and Christmas coming up.
00:14:36
Speaker
And you've had a couple referrals in, still made like, what, 60 grand in the past couple weeks just from a few referrals, like barely working.
00:14:44
Speaker
Barely, yes, probably.
00:14:46
Speaker
So that's what's crazy is, I mean, it's cool that you had, you can push yourself that level, you know you can hit those levels of work in like, you know, 12, 15 hours in a day if you need to.
00:14:55
Speaker
But then you can also, you know, tone it down and you're still getting results, which I think is awesome with the solar industry.
Strategies for Preventing Burnout and Maximizing Sales
00:15:01
Speaker
I've gotten lazier in my time because pest control, that was me like six years ago now.
00:15:06
Speaker
So sometimes I feel like I need to go back and do a summer pest so I know what it's like to, like,
00:15:10
Speaker
It definitely gets you lazier, 100%.
00:15:13
Speaker
But yeah, I like to go on and off.
00:15:16
Speaker
I mean, 12 months because solar is obviously around, so you're off the summer thing.
00:15:19
Speaker
It's year round.
00:15:20
Speaker
So I personally, I don't know if anybody can, but I don't want to sustain 12 months of working 12, 15 hours a day just grinding because I would just, you know, it would just burn you out completely.
00:15:31
Speaker
Just about working smart.
00:15:33
Speaker
And so I'll have one or two months where I'm just going to push really hard, do a ton of accounts,
00:15:37
Speaker
the third month, I'll tone it down a little, work on the pipeline, make sure everything gets installed.
00:15:42
Speaker
Still work, you'll still put up those accounts.
00:15:45
Speaker
but not going as hard.
00:15:47
Speaker
And then just kind of manage that as far as like, it's helped me kind of recharge throughout the year.
00:15:51
Speaker
That's what's helped me kind of being sustained is if I did six months all out, I would be gone right now.
00:15:56
Speaker
I wouldn't be selling any accounts because you'd be burned out.
00:15:59
Speaker
But putting two, three months hard, take a month more, relax.
00:16:02
Speaker
You just kind of recharge yourself still.
00:16:05
Speaker
And the crazy thing about solar is if you sell 10 accounts that month, when you're chilling, you still made a hundred grand.
00:16:11
Speaker
So you're going to recharge, solo the less accounts, and relax, and then you'll kind of get ready for another sprint.
00:16:16
Speaker
But that's how I like to do it is just kind of time it and then go hard.
00:16:20
Speaker
Yeah, that's awesome.
00:16:21
Speaker
And I think all the people getting huge results, they're doing little mini blitzes like that and just push themselves really hard for a little bit.
00:16:28
Speaker
So for those listening, if you haven't done a blitz like that, if you're like me, before I met you guys and all of the team here, Ricardo, I was just kind of happy putting in my...
00:16:37
Speaker
four or five hours for the day and not pushing hard but that's something I've seen that's different for you guys is you yeah you really go and you push hard and your results speak for themselves because that's when you got the you know 40 what was that 44 deals in a month 44 that was one of your hard pushes since you're at what 130 accounts for the year is it uh I think I got the scorecard this morning on pull this up okay um uh we'll go check on that
00:17:01
Speaker
But yeah, I mean, seven months, he's had 179.
00:17:04
Speaker
Yeah, incredible.
00:17:07
Speaker
So gotta be definitely near the top of the industry, if not setting industry records here.
00:17:12
Speaker
So pretty crazy.
00:17:13
Speaker
So yeah, can you talk about, I mean, this huge month you had 43.
00:17:18
Speaker
and you had the 1.9 million in revenue.
00:17:20
Speaker
What did it take that month for our listeners that want to go out and do something like that?
00:17:24
Speaker
You tell them how much you were working and maybe the mindset that you had to have?
00:17:29
Speaker
Absolutely.
00:17:30
Speaker
Those were two different months.
00:17:31
Speaker
So the 44 was in June and that was my most accounts in a month.
00:17:36
Speaker
And then 1.9 million was in September.
00:17:38
Speaker
Actually, I said August.
00:17:39
Speaker
It was September.
00:17:41
Speaker
And that was just like sold less accounts.
00:17:43
Speaker
I just sold bigger accounts.
00:17:44
Speaker
And that's something I've got better at doing as I learn how to not burn out and kind of sustain is I started selling a couple less accounts, but I sell them bigger and higher to where you obviously make up, you have to work a little less, but it's sustainable.
00:17:58
Speaker
So yeah, in June, we were in a blitz for two weeks out of the month.
00:18:02
Speaker
And so the first two weeks in June, we were here in San Diego, went hard.
00:18:05
Speaker
June was like core summer for me.
00:18:06
Speaker
So I just took it really hard.
00:18:08
Speaker
June and July, that's when I pushed the most, probably this year.
00:18:12
Speaker
And so my schedule was,
00:18:14
Speaker
Kind of a pest control schedule if you want to say that that's what I wanted to do I said I want to take the skill and what I did last year in the grind and apply to solar and see where it goes because I don't see a lot of people actually do that and so 11 a.m.
00:18:27
Speaker
Probably I was out either on the doors or appointments obviously my setters have done a great job so all these numbers and all what I've achieved it took me have some awesome setters helped me obviously set some solid leads and helped me kind of manage my time to where it's actually efficient
00:18:42
Speaker
And so I tried to either be on the doors at 11 that month.
00:18:45
Speaker
When I achieved that, if I had an appointment, I had all my setters schedule appointments first thing in the morning, like 9.30, 10 a.m.
00:18:52
Speaker
first appointment.
00:18:53
Speaker
I tried to have them scheduled two-hour time slots all day long.
00:18:57
Speaker
So I teed them up either myself.
00:18:59
Speaker
I would just go.
00:19:00
Speaker
If there were any leads from other setters, I would just set them up myself and tee up my whole day or have them tee it.
00:19:05
Speaker
But I would have the first deal at 10 a.m.
00:19:07
Speaker
So wake up, hit the gym, whatever I got to do, 10 a.m.
00:19:10
Speaker
on my first deal, close that.
00:19:12
Speaker
That means by noon you already have a sale.
00:19:15
Speaker
Anybody that's in the industry knows when you get the momentum, when's the best time to get a sale?
00:19:19
Speaker
It's after you just got a sale.
00:19:21
Speaker
So you just want to build that momentum.
00:19:23
Speaker
I'd have a sale almost probably at least through the blitz, two weeks.
00:19:26
Speaker
I probably had a sale before noon every single day when I did that.
00:19:30
Speaker
so by noon you have a sale go to the second appointment between noon and two try to get my second before late afternoon and then either go knock to find another one or get a set but the goal was about three a day two to three a day every single day that's that's kind of what we're going for yeah and i would just try to have this schedule built before that so where you can do that the the biggest things that i've seen when you start getting big numbers in solar is just actually time management because it's hard to actually fit in and
00:19:58
Speaker
Something will go wrong with an account you have to get a redesign you're gonna sit in a house for three hours and you just actually have to make the time the physical time for you to be there and actually Make sure it works and so I kind of was pretty particular about two hour time slots and just have every single two hours just booked So I would have something I would double book appointments for flakes.
00:20:19
Speaker
Yeah, I just wanted to make sure there was no excuse like I
00:20:21
Speaker
No, oh, the appointment flake, they didn't sit, I didn't have time.
00:20:25
Speaker
I double booked appointments if I had to to make sure that whenever one flaked, I would just run to the other one.
00:20:30
Speaker
So I was basically running appointments all day, every day.
00:20:33
Speaker
I would have one backup, two backups.
00:20:35
Speaker
Sometimes we would triple book a slot.
00:20:37
Speaker
So I would go to a two o'clock, they flake, I go to the other one, they flake, I go to the third one.
00:20:42
Speaker
And so we just wanted, yeah, I just had backups making sure that there were no excuses going on.
00:20:47
Speaker
That's good.
00:20:47
Speaker
Yeah, I've seen that.
00:20:48
Speaker
Like all the top guys, you know, Mike O'Donnell, Chance Pranschinski, the guy that came on.
00:20:55
Speaker
He had like 16 a month.
00:20:56
Speaker
Same thing.
00:20:57
Speaker
These guys are like triple booking their appointments.
00:20:59
Speaker
And I think that's the key is if you want to hit big numbers like this, you just have to stack the appointments like crazy.
00:21:05
Speaker
So if you got nothing on the schedule, then, yeah, you got to make sure you're sitting in, you know, three, four appointments a day, right?
00:21:10
Speaker
Yeah.
00:21:11
Speaker
To set yourself up.
00:21:12
Speaker
Yeah, it's volume.
00:21:12
Speaker
You just need to make sure no excuses there, right?
00:21:15
Speaker
If you're getting two, three appointments, you have two or three appointments on the schedule, you just got to know one or two of those appointments will flake, potentially even all three.
00:21:22
Speaker
So when I go on these pushes and I want to make sure I go for big numbers, I just don't want there to be any excuse.
00:21:28
Speaker
As we talked about earlier, I don't want to be the guy that has three appointments on the schedule, they all flake, and then I just go home at night with no deal and I said, oh, well, they all flake.
00:21:37
Speaker
It's not my fault.
00:21:38
Speaker
I just want to take ownership for that and make sure I have seven, eight, nine on the schedule.
00:21:44
Speaker
I know half of them will play because that's just how it goes for the most part, but I just want to have the backup.
00:21:48
Speaker
Just plan for the worst case scenario and then if it's better, if they all sit, we have closers, you can spread appointments.
00:21:54
Speaker
There's always a way to take more appointments.
00:21:56
Speaker
There's not a way to have appointments when you don't have them, right?
00:21:58
Speaker
So I'd rather be double booked than not have any.
00:22:02
Speaker
Yeah, no, that's awesome.
00:22:03
Speaker
That's the way to do it.
00:22:04
Speaker
And so, yeah, huge numbers, huge month.
00:22:06
Speaker
But what's more impressive to me than probably any of that is just like the revenue of the month.
00:22:11
Speaker
You had 1.9 million.
00:22:13
Speaker
And do you know how many accounts that took to do the 1.9 million?
00:22:16
Speaker
Probably around 37, 38, somewhere around there.
00:22:20
Speaker
Yeah, still a ton.
00:22:21
Speaker
But what's crazy, I mean, we're selling smaller systems typically.
00:22:25
Speaker
We're not like Texas or anything.
00:22:26
Speaker
So smaller systems than a lot of these other states.
00:22:30
Speaker
But Ricardo, when I first met him, he's telling me the prices he's selling at.
00:22:34
Speaker
And I'm like, man, I've never heard anyone consistently selling every single account at such high revenue.
00:22:41
Speaker
And not only is he selling a ton of accounts, but you're selling them through the roof.
00:22:44
Speaker
And you're not price gouging people.
00:22:46
Speaker
But it's like here where we're at, you can charge extremely high.
00:22:51
Speaker
And people are still saving boatloads of money.
00:22:54
Speaker
So that's something I've seen from you.
00:22:55
Speaker
And it makes sense too.
00:22:56
Speaker
Why not make what you're worth?
00:23:00
Speaker
and then you know make a high commission you're still going to cut the customer's bill in half a lot of times where people that i see that don't know how to sell aren't well trained they're just trying to you know compete on rock bottom prices and always you know sell for cheaper cheaper cheaper so yeah something i respect a ton so i don't know you want to talk to us a little bit ricardo about like what's allowed you but i don't know maybe that mindset shift and why you decided to just start like
00:23:24
Speaker
Yeah, absolutely.
Value Over Price: Ensuring Sales Success
00:23:26
Speaker
That's huge for me and that's something I actually took from pest control.
00:23:29
Speaker
When I sold pest control as my company, we used to sell really high kind of premium pest control.
00:23:35
Speaker
So we were charging probably two to three X the normal industry price for a premium service.
00:23:40
Speaker
And I learned through my time there that it's never about price.
00:23:44
Speaker
It's never about price.
00:23:45
Speaker
When you make it about the price or you try to save people more money to get the deal,
00:23:50
Speaker
You're just not selling right or you were just never trained on how to properly sell The reality is at the end of the day customers don't care about price.
00:23:56
Speaker
They care about value, right?
00:23:58
Speaker
And so you can deliver more value selling a lot higher if you're right if you're doing things correctly then selling cheap So I see it two ways number one
00:24:08
Speaker
is valuing my time so the most important thing for selling high revenue high accounts is you have to value your time like i'm really busy as we said we're doubling appointments triple stacking appointments when i'm pushing my time is actually really valuable throughout those times because i can go and we can go sell a lot of accounts i'm not going to take time out of my day to go sell an account and make
00:24:29
Speaker
a small commission on it.
00:24:30
Speaker
This is not worth my time.
00:24:31
Speaker
It would just be a dumb business decision, so to speak, right?
00:24:34
Speaker
Opportunity cost.
00:24:35
Speaker
So the way I look at it is when I'm getting those pushes and I have a lot of accounts going on, I have to maximize every single account to be efficient.
00:24:43
Speaker
I have had times where I'm in a deal and I'm closing the account.
00:24:47
Speaker
It's a small account.
00:24:48
Speaker
The customer's price shopping me.
00:24:50
Speaker
They're trying to get it down.
00:24:52
Speaker
It's a small, cheap deal.
00:24:53
Speaker
I'm not making much money on that deal, and I know I have another one.
00:24:56
Speaker
I'll leave.
00:24:57
Speaker
I'll be like, sorry, I'm down.
00:24:58
Speaker
See you later.
00:24:59
Speaker
And I'll go to the next one because I'm trying to maximize my time and actually spread efficiency on there.
00:25:03
Speaker
And so that's the number one is just valuing your time, knowing that
00:25:07
Speaker
what you do is worth it.
00:25:09
Speaker
I mean, the customers, if you're selling the right way, you're not selling on savings, right?
00:25:14
Speaker
I mean, in California here, for everybody in other states, you guys are not selling on savings as much, but California, it's very easy to save people money.
00:25:20
Speaker
So what I see a lot of guys do is they just compete on bottom price.
00:25:24
Speaker
Or I can save you 50%, 60%, 70%.
00:25:25
Speaker
At the end of the day, the customer does not care.
00:25:30
Speaker
They would have been way better off if you save them less money.
00:25:33
Speaker
Say you save them 20%, 30%.
00:25:35
Speaker
but they got a quality product, quality system, and you explained it correctly, so they're actually educated as far as what they're doing.
00:25:43
Speaker
As far as you just throwing them a random number that's really cheap, but they actually don't understand what's happening, they don't know what's going on, and they're getting crappy equipment.
00:25:50
Speaker
So for me, it's just all about value.
00:25:52
Speaker
Because at the end of the day, I've had customers, I try to make it a point, when I go to customers that already shopped around and have other quotes, I usually get the deal, and I try to make it a point to be the most expensive quote they've had.
00:26:05
Speaker
For a purpose, it's just for, if you're selling correctly, price doesn't matter.
00:26:09
Speaker
So I try to prove that to myself and as you're getting better at sales and understanding psychology and understanding how it actually works,
00:26:17
Speaker
It just doesn't matter.
00:26:18
Speaker
So once you understand that, all you're really worrying about is delivering value to that customer and make sure they understand solar, understand all the benefits, not just the savings money.
00:26:27
Speaker
And once you do that and you explain it correctly, the customer will be the first one to see the value and agree with you as far as price doesn't matter as much.
00:26:36
Speaker
So I try to deliver that and then yeah, it's just valuing my time.
00:26:39
Speaker
Just try to hold strong.
00:26:40
Speaker
I have lost deals on price and I refuse to drop my price.
00:26:44
Speaker
And that's just...
00:26:46
Speaker
psychological thing for me.
00:26:48
Speaker
Once you do it one time, you're just gonna keep doing it and I don't wanna be the guy that keeps doing it.
00:26:53
Speaker
I'd rather lose a couple of deals and just hold firm on my price and make sure I can actually deliver value.
00:26:58
Speaker
And in the long run, that just made me so much more money than just try to get cheap deals.
00:27:04
Speaker
Right?
00:27:04
Speaker
So it's just know your value.
00:27:06
Speaker
And there's something about customers can sense that and they respect it.
00:27:11
Speaker
They can respect it.
00:27:12
Speaker
You don't want to buy from somebody that's trying to low value or being cheap.
00:27:16
Speaker
You don't want to buy from the guy that tells you, I can save you a lot of money.
00:27:19
Speaker
I'm the cheapest one you've ever seen.
00:27:20
Speaker
No one wants to buy from that guy.
00:27:22
Speaker
You want to buy from a guy that's an expert and that you respect and that actually knows what you're talking about.
00:27:28
Speaker
So as you're holding price and you're firm and you're up front with your customers, you gain a lot of respect from them.
00:27:35
Speaker
When customers go like, okay, I'm going to shop this around.
00:27:38
Speaker
I want a cheaper quote.
00:27:39
Speaker
It's about price.
00:27:39
Speaker
I'm just very upfront and very direct about the fact that, look, this is not the cheapest you're going to get.
00:27:45
Speaker
Matter of fact, it's probably one of the most expensive ones, but here's why.
00:27:48
Speaker
And just be very strong and know why.
00:27:51
Speaker
And that just gains a lot of respect and it got me a lot of deals.
00:27:54
Speaker
As opposed to probably a lot of deals.
00:27:56
Speaker
If I would have tried to undercut them or go cheaper, I would have lost them.
00:27:59
Speaker
As opposed to holding my price and being the most expensive and saying why and holding strong on that.
00:28:05
Speaker
Got me a lot of deals out of that.
00:28:06
Speaker
Yeah, that's huge.
00:28:07
Speaker
And yeah, it's, I mean, it's awesome because that's why you're so, especially right now, we're just talking, that's why you're making so much per account when, you know, you're on vacation and stuff.
00:28:16
Speaker
You only have to sell one deal because you're selling them at a higher, you know, revenue and all that higher price.
00:28:22
Speaker
And yeah, it's true.
00:28:24
Speaker
I go to a lot of these marketing conferences and stuff like that, and all these guys, they just talk about there's no advantage to be middle-of-the-pack pricing.
00:28:32
Speaker
Not at all.
00:28:32
Speaker
You'd be the most expensive or the cheapest, but there's never going to be an advantage.
00:28:37
Speaker
Yeah, you don't want to compete with what everybody's selling because it just makes you like everyone else, especially in such a saturated market like San Diego is.
00:28:45
Speaker
Everybody's got a solar quo here, everybody knows about solar, everybody's already sat down and everybody sells at the same price and it's pretty cheap.
00:28:52
Speaker
In San Diego everybody sells pretty low.
00:28:54
Speaker
So if I'm showing up to a house and I'm pulling up the same proposal with the same presentation with the same pricing, what's the homeowner going to do?
00:29:01
Speaker
I've already seen this a million times.
00:29:03
Speaker
I'll let you know, right?
00:29:04
Speaker
You're not going to be able to actually have any leverage to close that deal.
00:29:07
Speaker
Yeah.
00:29:08
Speaker
If I'm actually showing up at a house, my price is significantly higher, but I'm actually able to back it up and know why that is and deliver value and make myself way different from everybody else that showed up.
00:29:19
Speaker
That's why I'm going to get that deal.
00:29:20
Speaker
Yeah.
00:29:21
Speaker
And...
00:29:22
Speaker
it was a high revenue and I had more margin and everyone's happier.
00:29:24
Speaker
The customer's happy because they finally got solar and they didn't believe any of the other guys.
00:29:29
Speaker
So they're in a better situation.
00:29:30
Speaker
I'm in a better situation because I got a higher margin.
00:29:32
Speaker
The company's happy, so everyone's happy.
00:29:35
Speaker
Yeah, and I'm sure you've probably sold people maybe the exact same product that they got with another company.
00:29:40
Speaker
But the thing is, they're not getting you from it.
00:29:43
Speaker
They're not getting your level of education.
00:29:45
Speaker
I mean, obviously you had the better sales skills to actually help them take action.
00:29:49
Speaker
So that's the thing, sometimes we're using the same panels, but for those that are listening, what experience are you delivering your customers?
00:29:57
Speaker
What's the level of education you're getting in them?
00:30:00
Speaker
And then I think it's good questions to ask for those that are like, you know, like you want to be making
00:30:05
Speaker
a lot on these deals.
00:30:07
Speaker
We're not doing pest control to make a couple hundred bucks, right?
00:30:10
Speaker
Right, right.
00:30:11
Speaker
You want to have the highest margin possible, you obviously have to back it up, right?
00:30:15
Speaker
You can't just go give a crappy experience and not take care of your customers and try to charge higher, right?
00:30:21
Speaker
Because it's not going to work.
00:30:23
Speaker
You have to back it up with experience and actually, like, with the experience that they get.
00:30:27
Speaker
But as long as that's there, I've had plenty of customers that have been undefensed about solar and they've been kind of even wanting solar.
00:30:35
Speaker
You find so many people that have been wanting solar, nobody were actually able to sell them the way they wanted to be sold, right?
00:30:40
Speaker
Everybody's always trying to push their agenda or do it the way they want to sell it to where if you actually just listen to your customers and understand what their needs are,
00:30:48
Speaker
It's never about the money.
00:30:50
Speaker
It's never about saving more money.
00:30:51
Speaker
It's always about they don't understand one thing, they don't understand the second thing.
00:30:55
Speaker
They want to make sure they can trust you.
00:30:57
Speaker
They want to have somebody they can rely on.
00:30:58
Speaker
As long as you can deliver all those things, price doesn't matter.
00:31:02
Speaker
So I try to give my customers a lot of education.
00:31:06
Speaker
Keeping it simple, you don't want to overcomplicate, but my customers, after they get solar, they know everything about it.
00:31:11
Speaker
They know their equity, how that affects them.
00:31:14
Speaker
They know a lot of things and how they get benefits.
00:31:17
Speaker
other than just saving.
00:31:19
Speaker
They understand inflation, all those things that we talked about.
00:31:22
Speaker
And so that's number one, to where they feel like they actually got a lot of value and education after they talk to me, as opposed to just being another guy that's trying to give them solar panels.
00:31:30
Speaker
They actually know what they're doing and know what's going on, and they know what they're talking about.
00:31:34
Speaker
Number two, I mean, I have a personal assistant.
00:31:38
Speaker
They'll have their phone number.
00:31:39
Speaker
I create group chats with all my customers.
00:31:41
Speaker
They get cookies.
00:31:41
Speaker
They get pizza right after we sign up.
00:31:44
Speaker
We're in constant communication.
00:31:45
Speaker
I have my assistant talk to all of them nonstop.
00:31:48
Speaker
If they have questions, they call her directly.
00:31:50
Speaker
They call me, but they get straight, constant communication with me at all times.
00:31:54
Speaker
They always know what's going on.
00:31:56
Speaker
And so those are all valuable things that if I'm going to take the time to go out of my way and do that and deliver that to my customers, I'm going to also value my time and make sure that we're compensated for that.
00:32:05
Speaker
Yeah, that's huge.
00:32:05
Speaker
So yeah, not only charging higher, but actually backing it up.
00:32:08
Speaker
So we're not saying, you know, sell crap and then don't give them service and still charge higher because.
00:32:13
Speaker
You don't want to do that.
00:32:14
Speaker
Yeah, it's going to be rough.
00:32:15
Speaker
And, you know, we all want to get referrals too.
00:32:17
Speaker
So I don't think Ricardo will be getting referrals if he's doing that.
00:32:21
Speaker
But no, that's huge.
00:32:22
Speaker
And so I think a lot of things that are something that reps get concerned about is just like, oh, Ricardo, if I sell this price high, what happens if the guy goes and shops me out, then I lose the deal later, maybe I don't get a referral.
00:32:35
Speaker
So for you, is it more like just a mindset change?
00:32:38
Speaker
I know you're talking about build more value, but I don't know, is there anything specific that you tell customers or try and pre-frame it?
00:32:44
Speaker
So...
00:32:45
Speaker
Sometimes if I know they're a shopper, if I know that customer is that type of person, I will pre-frame it, but it just comes from your mindset, number one.
00:32:54
Speaker
It literally, customers can sense
00:32:56
Speaker
how you're feeling and what you think.
00:32:59
Speaker
Customers can sense your energy.
00:33:01
Speaker
They can sense whether you actually believe what you're saying or not.
00:33:04
Speaker
And so, guess what?
00:33:06
Speaker
If you try to sell somebody really high and you don't think what you're doing is worth it, and you think that the customer is actually gonna shop it, guess what?
00:33:13
Speaker
They're gonna shop it.
00:33:16
Speaker
sense it in you that you're not confident in what you're actually doing and once they make that call and say hey I just got a quote and it's a lot cheaper you're gonna fumble on that and then you're gonna drop price and it doesn't work so once you're actually convicted and have conviction
00:33:32
Speaker
and what you're doing, I get those calls, not a lot, but here and there, I get those calls, I'm like, hey, we just shopped it and I just found one that's a lot cheaper.
00:33:40
Speaker
I'm like, great, that's fine, I just hold strong.
00:33:42
Speaker
I never drop a price, I'm like, that's cool.
00:33:45
Speaker
I'll go back and I'll ask questions and figure out what they're looking for, and again, it's never about the money.
00:33:50
Speaker
Once you actually go back, then if somebody's shopping for a cheaper price or they're gonna shop you in the backhand, it just means they didn't trust you in the first hand.
00:33:58
Speaker
or you didn't do a good enough job actually building value and selling them.
00:34:02
Speaker
So what I see is a lot of my customers don't shop at all because they have all that value and all that stuff that they got from my presentation that they didn't get from anybody else.
00:34:10
Speaker
So they don't actually go out of their way to do that.
00:34:13
Speaker
When that happens, you just want to actually be able to back it up.
00:34:16
Speaker
Don't fumble, don't be afraid, just actually explain to the customer, yes, I told you, it's definitely more expensive
00:34:22
Speaker
but here's why.
00:34:24
Speaker
And then, and X, Y, Z, like, if you want it cheap, I can do it cheap.
00:34:28
Speaker
We're gonna lose X, Y, Z. Do you want me to do that?
00:34:31
Speaker
And most of the time the answer is no, because it's never about money.
00:34:34
Speaker
It's actually about value and having a customer experience that they're comfortable with, right?
00:34:40
Speaker
So that's my biggest thing is pre-frame it if you have to, I'll do it here and there.
00:34:44
Speaker
Like if I know the customer is a shopper,
00:34:46
Speaker
they're actually going to go out of their way to search or they know they're actually doing that I'll pre-frame that and I will even give customers option through my sale right as I'm through my Sally final it's that type of person you want to get them to agree to what you want to agree on but it's got to be their decision and not yours right so I will tell people a lot of times look we have a couple different options there's low mid high here's what you got with everything
00:35:11
Speaker
blah blah blah and i'll just get them to what you actually want most of the time nobody tells you the cheapest they either tell you middle or high and most of the times when you actually explain it people would rather be sold higher and have a good experience than be sold cheaper and not have a good experience yeah
00:35:27
Speaker
That's awesome.
00:35:28
Speaker
Yeah, super important.
00:35:29
Speaker
Yeah, I love that, giving them options.
00:35:32
Speaker
And, yeah, I think the biggest thing is you're educating them.
00:35:37
Speaker
Obviously, people have the level of trust.
00:35:38
Speaker
They feel like you educate them for keeping communication with them.
00:35:41
Speaker
Probably very few people are going to, like, change their mind if you're giving them that level of service.
00:35:46
Speaker
so that's what i've seen too is you can give them that um service mindset and i guess it's like grant cordone says too whatever objections you have in your clothes are going to come up um as you're talking to customers so for those that are listening that have um i guess um fears about this then you're going to reflect that on your customers so do whatever you need to do sell yourself first right
00:36:09
Speaker
You have to sell yourself first.
00:36:13
Speaker
Once you believe what you're doing is actually worth it and you can back it up, the customers will follow the same.
00:36:18
Speaker
I mean, at the end of the day, your job is not to convince the customer to believe in what you're doing.
00:36:25
Speaker
Your job is to convince the customer that you believe in what you're doing.
00:36:28
Speaker
As long as the customer can sense certainty in me that I'm 100% certain as the expert that that's what they should do, they will just...
00:36:37
Speaker
follow that but they need to see the certainty within you to follow that yeah that's huge so Ricardo I know we don't have a ton of time but I think people are curious to know you closing at such a high you know revenue high prices and then closing so many accounts can you walk us through just maybe like your general closing structure and maybe I don't know anything you feel like are super helpful in closing and getting people to take action today and not think about it or go get multiple quotes and stuff
00:37:05
Speaker
Yeah, absolutely.
00:37:06
Speaker
It goes back to, first of all, well, the way I structure my clothes, let's say, is obviously rapport building is huge for me.
00:37:13
Speaker
Any of my customers, most of them I have a really good relationship with, like as far as I'll connect with them a lot, to where you want to try to make it as personal as possible.
Building Customer Connections for Sales Success
00:37:25
Speaker
to where they're not, I'm not the solar guy, I'm Ricardo, they know what I do, they know my background, they know all that stuff.
00:37:31
Speaker
It's just a lot harder, there's a much deeper connection when they can actually connect to Ricardo and I'm at their dinner table and I'm hanging out with their family and joking and playing around with the dog and all those things as opposed to just be the solar guy that's trying to sell on solar, right?
00:37:44
Speaker
There's a much different level of connection there.
00:37:47
Speaker
So I feel like trust and connection is number one.
00:37:50
Speaker
So that's the biggest thing that will help you to actually push through those deals that are a little more choppy or just actually get people to take action.
00:37:59
Speaker
It's all on trust and connection.
00:38:01
Speaker
If you don't have that and you're going to try to push somebody to do something and you don't have that connection, they're just going to kick you out of the house, right?
00:38:08
Speaker
It's not going to work.
00:38:09
Speaker
So if you're going to want to do that and close at a high rate and have that upper hand,
00:38:14
Speaker
when you want to go actually close and push, you need to create a really solid connection first because that gives you that.
00:38:20
Speaker
So I spend about five or ten minutes when I sit down at the table just joking around.
00:38:25
Speaker
I don't even probably start talking about solo for the first five or eight minutes.
00:38:28
Speaker
I don't want to feel like I'm just there to sit down and tell them something.
00:38:31
Speaker
Take time to ask them questions, just get to know them, get to know the family, just hang out.
00:38:36
Speaker
then I'll start asking a lot of questions about solar related stuff.
00:38:41
Speaker
I guess the biggest mistake I see people do is you'll see, actually it's mind blowing the amount of deals I've gone where people already sit down with solar people.
00:38:50
Speaker
Say you'll sit down and I see a lot of new reps or just a little unexperienced reps, they'll just sit down and start selling.
00:38:56
Speaker
And start selling right away and you're gonna try to sell the customer how you think they wanna be sold.
00:39:01
Speaker
Now you don't know how the customer wants to be sold until you just ask.
00:39:04
Speaker
And you just listen.
00:39:06
Speaker
Right, so as opposed to sit down and start selling, selling, selling, now the customer's just gonna be taken back.
00:39:11
Speaker
What I do is I get to know them first, I ask a ton of questions about solar first.
00:39:15
Speaker
So I'll ask them, hey, is this the first time you actually sit down with somebody?
00:39:18
Speaker
Have you said most people have sat down before here, right?
00:39:21
Speaker
It's California, everybody's already sat down with solar.
00:39:24
Speaker
So, okay, when's the last time you actually sat down?
00:39:26
Speaker
What did they tell you?
00:39:27
Speaker
What did they go through?
00:39:28
Speaker
What were they explaining to you?
00:39:29
Speaker
What was the reason why you didn't end up doing it?
00:39:32
Speaker
If you just do that and just ask them those questions, I promise you'll get 30% more deals.
00:39:36
Speaker
Because I've done so many deals where I literally sit down and I just go, okay, so you guys have done before, yes.
00:39:44
Speaker
What did the guy explain you?
00:39:45
Speaker
This, this, and that.
00:39:46
Speaker
Okay, so what was the reason why you didn't end up doing it?
00:39:49
Speaker
And that will say the dumbest reason to where if you literally just asked the question, you would have solved that concern and gotten an easy sale, right?
00:39:57
Speaker
I've gotten so many of those to where you're like, how did the rep before me get it, right?
00:40:01
Speaker
Because they probably didn't ask enough questions that they never got to that concern.
00:40:05
Speaker
If you're just selling, selling, selling, maybe they have one little dumb concern and you don't ask that question and they don't buy it because of it.
00:40:11
Speaker
Yeah.
00:40:11
Speaker
Right and they'll tell you I got to think about it or any of those things never hear from them again So literally just taking five minutes to ask questions will lay down all their objections and all their problems Yeah Just doing that and asking why have you guys not done this before?
00:40:25
Speaker
Do you have any weird questions or anything that you feel like you should know?
00:40:29
Speaker
They'll ask you they'll literally lay out all their concerns now at that point once they build the connection I asked them all the questions
00:40:37
Speaker
Now they trust me and they like me as a person, Ricardo as a human being.
00:40:40
Speaker
After that, I talk to them about solar, I ask them why they haven't done solar in the past, they've told me why they haven't done it, they told me all their concerns.
00:40:49
Speaker
Now it's easy, what do I have to do?
00:40:51
Speaker
They like me, all I have to do is just handle those concerns.
00:40:54
Speaker
sales done.
00:40:55
Speaker
Right?
00:40:55
Speaker
That's it.
00:40:55
Speaker
It's pretty simple.
00:40:56
Speaker
So I guess a lot of my sale is done in the first 10 or 15 minutes is building the connection then actually get the objections.
00:41:03
Speaker
And then after that, I'll get into my closing process.
00:41:06
Speaker
I'll have a presentation to where I focus a lot on building value.
00:41:09
Speaker
So you won't catch me talking about savings until the very end.
00:41:13
Speaker
I will not mention savings at all.
00:41:15
Speaker
I'll have a presentation where we're just talking about actual equity in the house,
00:41:19
Speaker
inflation rates where prices are going up, all those things.
00:41:23
Speaker
I'll have them pull up power bills.
00:41:25
Speaker
I'll explain how the rates are going up.
00:41:27
Speaker
Net metering 3.0 is coming out.
00:41:29
Speaker
It's just information.
00:41:31
Speaker
Getting people to take action is about actually educating them in the right way.
00:41:34
Speaker
California, we have net metering 3.0.
00:41:37
Speaker
Utility rates are changing.
00:41:38
Speaker
Prices are going up like crazy.
00:41:40
Speaker
Addison territory is going to time of use.
00:41:42
Speaker
All those things are happening.
00:41:43
Speaker
Customers have no clue.
00:41:44
Speaker
All they know is they just get a higher bill.
00:41:46
Speaker
They don't know why that happened.
00:41:47
Speaker
They don't know any of those things.
00:41:49
Speaker
If you can actually educate them and explain them what's happening and how fast it's happening, that's the biggest thing to create actual urgency out there.
00:41:56
Speaker
And so I'll explain all of those things, create value into owning solar, equity, locking in the rates, all those things.
00:42:02
Speaker
And then at the end, now what I've done is I've had the connection.
00:42:06
Speaker
I've had...
00:42:07
Speaker
all their objections laid out basically what they had before some preconceptions they have about solar stuff their friends have told them they had a bad experience all of that stuff i laid out on the table before i don't want to hear any of those objections after i try to close yeah right the worst place to be in is you go through the presentation without asking those questions and then you get unloaded all those objections at the end yeah you've already given your presentation you've taken you don't have any power anymore at that point
00:42:32
Speaker
and all you're doing is you're taking that objection and you're trying to backtrack it and it's just a lot harder so i don't want to get any objections by the time i'm closing i i don't close until i know for a fact that when i'm closing it's done when i go for the close i know there's zero objection there they're just going to sign up and that's it i won't close until that's the case so i'll take everything out
00:42:54
Speaker
Get all their objections, get all the questions.
00:42:56
Speaker
As I'm going through my presentation, check in with them very often, every 20, 30 seconds.
00:43:01
Speaker
Any question, concerns, get everything out.
00:43:04
Speaker
I want to get all their objections out before I actually go close.
00:43:08
Speaker
Now, I'm going to handle all of them.
00:43:10
Speaker
throughout my presentation.
00:43:12
Speaker
If I have them all laid out before, through my presentation, I'm gonna handle all those concerns that they gave me at the beginning, and I'm gonna fish out new concerns that they might have.
00:43:20
Speaker
So as I'm taking them all out, by the time my presentation done,
00:43:24
Speaker
There's nowhere else.
00:43:25
Speaker
All their concerns are handled.
00:43:26
Speaker
They understand everything.
00:43:27
Speaker
They agreed with me on everything I said.
00:43:29
Speaker
I'm gonna go close.
00:43:30
Speaker
Customers sign up 100% of the time.
00:43:31
Speaker
Because there's no concern anymore.
00:43:34
Speaker
But you never want to go close.
00:43:36
Speaker
Or what I see a lot of people is you try to push that close and try to close them.
00:43:40
Speaker
Now you might be able to get that deal if you just push it and then the next day they call you to cancel, right?
00:43:45
Speaker
And so,
00:43:46
Speaker
A big thing is yes, you want to push them, sometimes customers need to push, they need some sort of urgency there, but you want to do that once all their concerns are already handled, because now it also makes sense.
00:43:57
Speaker
As opposed to try to just push them through without handling concerns, you might be able to do it here and there, but they'll just cancel.
00:44:03
Speaker
You want to retain that customer.
00:44:05
Speaker
Or they'll call later, they'll shop, any of those things.
00:44:08
Speaker
So I just want to make sure throughout my whole process is really just made and designed to get concerns out and get, and most of the time for solar is concerns, not objections.
00:44:18
Speaker
Yeah.
00:44:18
Speaker
As when people, I mean, really, the only way people don't buy solar is because they don't understand it.
00:44:24
Speaker
Period.
00:44:24
Speaker
That's the only way.
00:44:26
Speaker
And once you come from that standpoint of it's not that you don't want solar, it's not that you're anti-solar, it's not that you don't like solar, you just don't understand it.
00:44:34
Speaker
Once you come from that place, all you have to do is get the customer to understand it.
00:44:39
Speaker
Once they understand it, they'll do it if you do it the right way.
00:44:42
Speaker
And so coming from that frame of mind for me is just about
00:44:45
Speaker
Okay, what is it that you don't understand?
00:44:47
Speaker
What are some of the concerns?
00:44:48
Speaker
What are some of the things that your friends have told you that you don't understand?
00:44:51
Speaker
Once they handle all of that stuff, any logical person will do it because it just makes sense.
00:44:56
Speaker
And so you just have to be really good at explaining that in a way that does make sense and makes them feel like they understand what they're actually doing.
00:45:04
Speaker
as opposed to just being pushed into solar panels.
00:45:06
Speaker
Yeah, okay, that's huge.
00:45:07
Speaker
And so let me ask you, what if someone says, like beginning, you're going through the questions, says, okay, Ricardo, but yeah, we're not gonna, this is all good, but yeah, just so you know, we're not gonna sign up today.
00:45:18
Speaker
We're gonna have to think about it.
00:45:20
Speaker
How do you get what's your advice on getting people to take action that maybe you resolve their all their concerns, or at least you think you did you went through your process, they trust you, but it's like, oh, well, we need to take some time.
00:45:31
Speaker
So I know that's what's we get questions all the time about that.
00:45:35
Speaker
So what's been helping you with that?
00:45:36
Speaker
So the big thing for me is coming back to how you carry yourself, value your time, and actually hold strong.
00:45:42
Speaker
That's the number one thing that helps me close all those deals.
00:45:44
Speaker
I don't get a lot of those objections at all to begin with.
00:45:48
Speaker
Just for the way I carry myself and pre-framing.
00:45:51
Speaker
All of that is, you don't handle that objection at the end of the sale.
00:45:55
Speaker
If you get to that and you get it at the end of your sale, you've already lost.
00:45:58
Speaker
If you're just going through your sale and you get, I gotta think about it at the end, you can try to overcome it, but...
00:46:04
Speaker
You probably lost the sale or you're gonna have to circle back like once you've given all your presentation And they say I got to think about it.
00:46:10
Speaker
You just haven't sold them well enough.
00:46:12
Speaker
I gotta go back and so I do a lot of work at the beginning of pre-framing and making them understand what's actually gonna happen and then the way I carry myself so when I'm there when I pre-frame the sale I'll say something along the lines of obviously, you know, we've been really busy We came from Cindy whatever neighbors.
00:46:29
Speaker
Yeah
00:46:29
Speaker
So, because of these new regulations, whatever I'm going to explain to them, like the net meter in 3.0, any of those things, because of these new things going on, we've just been slim.
00:46:38
Speaker
Like, all the neighbors are trying to get in.
00:46:39
Speaker
So, to be honest with you, I don't have a lot of time.
00:46:42
Speaker
I'm just going to be pretty straight up with you.
00:46:44
Speaker
That just sets up the tones to where I'm like, dude, I'm not here to waste the time.
00:46:47
Speaker
I'm not here desperate for your sale.
00:46:49
Speaker
I'm like, dude, if you don't want solar, I don't care.
00:46:51
Speaker
Don't get it.
00:46:51
Speaker
Like I'll give it to your neighbors, right?
00:46:54
Speaker
You just want to have that, you're never desperate for a sale.
00:46:57
Speaker
And so for me, you're never gonna catch me try to beg quote unquote a customer or try to push him into it.
00:47:04
Speaker
I just told myself, I was like, look, I'm doing so many homes, I don't have time at all.
00:47:08
Speaker
It's kind of more of like a favor of me showing up and actually getting it done.
00:47:12
Speaker
When it comes from that frame, they value your time a lot more and they're not gonna give you all those objections.
00:47:18
Speaker
But I'll say something along those lines and then pre-frame it.
00:47:20
Speaker
So I'll say, look, we've been super busy every time everybody's trying to get in before end of the year when the tax credit changes, any of those things.
00:47:27
Speaker
So I'm just going to be really straight up with you.
00:47:29
Speaker
I'm going to check a couple of things.
00:47:30
Speaker
This might or might not work for you.
00:47:31
Speaker
If it doesn't work, I'll be the first one to tell you because I don't have time to waste.
00:47:35
Speaker
So you don't want to waste time.
00:47:36
Speaker
I don't want to waste time.
00:47:37
Speaker
So if this doesn't work for you, I'll stand up and leave in five minutes.
00:47:39
Speaker
OK, if this works,
00:47:41
Speaker
What I'll do is we'll go through it and as long as it makes sense, we're a little crushed on time, so I'll help you file the application and get going.
00:47:46
Speaker
Sounds fair?
00:47:47
Speaker
Cool.
00:47:48
Speaker
At that point, I agreed on two things.
00:47:50
Speaker
I'm either going to tell him it doesn't work and that's going to be on my terms, or we're going to keep going and I'm going to do it.
00:47:56
Speaker
And I said, my time is scarce, right?
00:47:58
Speaker
I don't have a lot of time here.
00:48:00
Speaker
I'm doing all the neighbors.
00:48:01
Speaker
I don't have time.
00:48:02
Speaker
Within five minutes, I will know if this works for you or not.
00:48:05
Speaker
If this works, we're going to keep going and sign up.
00:48:07
Speaker
Basically, that's what I told them.
Time Management and Efficient Sales Process
00:48:09
Speaker
If it doesn't work, I'll stand up and leave.
00:48:11
Speaker
Fair?
00:48:12
Speaker
Yes.
00:48:13
Speaker
Cool.
00:48:13
Speaker
After that, that's it.
00:48:14
Speaker
The sale's done right there and then, right?
00:48:16
Speaker
After I stayed there for five minutes and I tell them, okay, you're qualified, they've already agreed as far as I handle their concerns at that point and as far as it all makes sense, they will sign up because we've already pre-agreed on that.
00:48:26
Speaker
Now, you don't want to make it a big deal.
00:48:27
Speaker
It's kind of like a little thing that you push in there.
00:48:30
Speaker
You don't want to say before the sale, hey, if this makes sense, you'll sign up, right?
00:48:33
Speaker
I'm signing a contract today.
00:48:35
Speaker
25 years.
00:48:37
Speaker
But you're setting the intention to what we're doing.
00:48:39
Speaker
We're scarce on time.
00:48:40
Speaker
Here's what we're doing.
00:48:41
Speaker
I don't want to waste your time or mine.
00:48:42
Speaker
I'm going to look at this for five minutes.
00:48:44
Speaker
If this makes sense, I'll help you get going.
00:48:46
Speaker
If not, I'll get up and go to your neighbor's school.
00:48:48
Speaker
That's it.
00:48:49
Speaker
At that point, I have all the power there.
00:48:52
Speaker
I either tell them yes or no, but I'm holding all of that.
00:48:55
Speaker
I never give them the power of saying yes or no, if that makes sense at that point.
00:49:00
Speaker
Boom, dude, that's fire.
00:49:01
Speaker
So anyone that's not closing as many deals as you need, go back and listen to the last couple of minutes.
00:49:06
Speaker
Because, yeah, I think if you do that, yeah, because I mean, it's just any time the customer can sense that desperation, begging for the sell, it's like getting that girl in high school.
00:49:18
Speaker
People want what they can't have, right?
00:49:20
Speaker
And that's what you're doing.
00:49:20
Speaker
Absolutely, they want what they can't have.
00:49:22
Speaker
And people, if you ever think about, I mean, one of the best things you can do to increase your sales is actually think when you're being sold something, right?
00:49:30
Speaker
I always go back and I think about when I go shop cars, right?
00:49:34
Speaker
I go buy a car at the dealership or I go do a couple of things and I'm like, dude, I would have bought this thing if the sales guy was a little better, but I didn't, right?
00:49:43
Speaker
So when you go back and think of how you're actually sold and what you respect,
00:49:46
Speaker
you are not gonna buy from somebody that's begging you for sale.
00:49:50
Speaker
If somebody came to you begging you to buy a car, you wouldn't buy that car.
00:49:53
Speaker
You would buy from the guy that's busy as hell, that barely gives you any time, and that's like, dude, quick, yes or no, I'm busy, I've got a million things going on.
00:50:03
Speaker
You wanna buy from that guy.
00:50:04
Speaker
You don't wanna buy from the guy that's desperate.
00:50:07
Speaker
Because you see that guy is busy, he knows what's happening, he's the expert, he's quick.
00:50:11
Speaker
Same thing with everything.
00:50:12
Speaker
If you apply that to your life,
00:50:14
Speaker
you don't wanna, I mean, that's just how you wanna put yourself.
00:50:17
Speaker
Because you wanna be the guy that's the expert, that's busy, that you know what they're doing, and you know exactly their situation, and that's honest, and that's straight up.
00:50:25
Speaker
Like, I'm very honest and blind with my customers.
00:50:28
Speaker
I've sat down, and as I said, once you do the pre-framing,
00:50:31
Speaker
It goes back to valuing your time.
00:50:33
Speaker
If I do that five, 10 minutes of the initial meeting with the customer and I understand they're not a buyer, because you'll get better and better with time understanding they're a buyer or they're not a buyer.
00:50:44
Speaker
When the first two to five minutes in the house, I'll already know if they're signing up or not.
00:50:47
Speaker
And when I'm sensing my time and I know they're not a buyer and they're giving me weird objections or they're not following you or all those things, sold your time.
00:50:57
Speaker
Get up and leave.
00:50:58
Speaker
I do that all the time.
00:51:00
Speaker
When I'm at a table, I'm valuing my time and I'll tell customers these things and I pre-frame it and I get everything done right and I go through my process.
00:51:09
Speaker
If they don't agree with me or they don't want to follow the process, I'll leave.
00:51:13
Speaker
I'll say, okay, no problem.
00:51:14
Speaker
This doesn't work for you.
00:51:15
Speaker
Goodbye.
00:51:16
Speaker
I get up and leave.
00:51:17
Speaker
But you have to have that kind of strength and that comes from you first.
00:51:21
Speaker
It's the same as holding price.
00:51:22
Speaker
It's the same as holding your time valuable.
00:51:24
Speaker
It comes from you first.
00:51:26
Speaker
If you're trying to go through this process and you sit down with a customer and now the customer's not following your process and they're like, no, I want a quote and then I'm gonna shop again, you know those customers.
00:51:37
Speaker
When they sit down and they're like, look, just so you know, I just wanna get a quote today and then I'm gonna get another quote and then another quote and then I'll compare.
00:51:44
Speaker
I want to sit with that guy.
00:51:45
Speaker
He's wasting my time.
00:51:46
Speaker
You think I'm going to sit there for an hour and give him a quote just so this dude can go shopping somewhere else?
00:51:51
Speaker
I'm not going to do that.
00:51:52
Speaker
I'll say, look, here's what we're doing.
00:51:53
Speaker
I'm busy.
00:51:54
Speaker
I don't have time for this.
00:51:55
Speaker
If this makes sense, I'll get it going today.
00:51:57
Speaker
Does that work?
00:51:57
Speaker
No.
00:51:58
Speaker
Boom.
00:51:58
Speaker
All right.
00:51:58
Speaker
Goodbye.
00:51:59
Speaker
See you later.
00:51:59
Speaker
I'll leave.
00:52:00
Speaker
Go somewhere else.
00:52:01
Speaker
But you just have to hold your time first.
00:52:04
Speaker
When you do that, then the right people, they're actually ready to go.
00:52:07
Speaker
They're all going to sign up with you.
00:52:09
Speaker
And I'm not saying don't handle objections, I handle a ton of objections through the sale, but you have to be good at knowing when it's a no-go or if it's somebody that's actually not gonna happen.
00:52:18
Speaker
Don't waste an hour of your time.
00:52:20
Speaker
Why would you do that?
00:52:21
Speaker
Just to feel like you gave it a shot when you know you're actually not gonna get the sale.
00:52:25
Speaker
And if you have enough experience,
00:52:27
Speaker
you will know.
00:52:28
Speaker
If you're newer, I would say sit through all of them because it takes time and experience to actually understand that.
00:52:34
Speaker
If you're a newer guy and you're starting to close right now, when I started closing, I would sit through all of them.
00:52:38
Speaker
I would go through objections and just bulldoze them and just try to go through them all.
00:52:42
Speaker
Then with experience, you understand, there are some people who are just not going to buy.
00:52:46
Speaker
Just don't waste your time.
00:52:47
Speaker
Exactly.
00:52:48
Speaker
That's the main thing.
00:52:50
Speaker
But as you get better, that's something I think helped me so much at actually getting high numbers is just keeping my time open and valuable as opposed to wasting it with people.
00:53:00
Speaker
I would rather sit on my laptop, do account management for an hour, as opposed to sit with a guy that's wasting my time, right?
00:53:06
Speaker
A lot of times I've left deals, say I was in a deal, and I sit down and I'm like, this guy's going to waste my time for two hours.
00:53:13
Speaker
So he's gonna ask all the questions, get in all the details, keep two hours of my time, and then get a quote, right?
00:53:19
Speaker
And I'm like, dude, I don't have time for this.
00:53:20
Speaker
See you later.
00:53:21
Speaker
And I'll leave, knock the door next to him, and sign him up on the spot, right?
00:53:24
Speaker
So just hold your time valuable to where you can actually go and do better things.
00:53:27
Speaker
Yeah, well, that's huge.
00:53:28
Speaker
Yeah, one of the biggest mistakes I see, especially in newer reps, is they just spent two hours with Grandma Betty, that's 96 years old.
00:53:36
Speaker
Never gonna buy.
00:53:37
Speaker
They're never gonna buy.
00:53:38
Speaker
And they thought, they just built a great rapport for two hours.
00:53:40
Speaker
Yes.
00:53:41
Speaker
Yes.
00:53:42
Speaker
That's tricky.
00:53:43
Speaker
Yes, that's one thing.
00:53:45
Speaker
It's being really careful of that.
00:53:46
Speaker
Especially you see in your reps all the time.
00:53:48
Speaker
Yeah.
00:53:49
Speaker
Oh, I've met this grandma.
00:53:50
Speaker
She's amazing.
00:53:51
Speaker
She's the nicest lady on earth.
00:53:53
Speaker
She's for sure going to do it.
00:53:55
Speaker
When you show up and then you're like, yeah, grandma never had an intention of buying solar.
00:53:58
Speaker
She's an awesome.
00:54:00
Speaker
She wasted two hours of your time.
00:54:02
Speaker
So it's just being able to have that difference of when you're working, I'm working.
00:54:07
Speaker
I'm there to get revenue, make sales, get going.
00:54:11
Speaker
I'm not going around to have two-hour conversations.
00:54:13
Speaker
If I wanted to do that, I'd go hang out with my friends.
00:54:16
Speaker
So I'm just keeping my time valuable and make sure that you're optimizing.
00:54:20
Speaker
I'm pretty particular about it, maybe too much, but I go by the 10 minute, 30 minutes, an hour, like I'm just holding my time so much, especially when I'm out on the doors, because it's so valuable, especially in solar, is...
00:54:33
Speaker
Five minutes more, five minutes less could be the difference between me getting an account that's 30 grand or not, right?
00:54:38
Speaker
If I wasted 20 minutes too long with a guy that's not going to buy, then I show up to the next appointment late, and maybe that was a 30k lay down and I didn't get it because I was late.
00:54:47
Speaker
So, solding time to always being efficient, that's one big thing for me.
00:54:51
Speaker
that's awesome yeah huge powerful concept right there so for our listeners make sure you know the value of your time make sure you go through and really ask yourself was i utilizing my time to you know maximum efficiency in those deals in those appointments because
00:55:07
Speaker
Any top producer, especially Ricardo, it's a huge concept that's helped him a ton.
00:55:11
Speaker
So Ricardo, I know we're speaking at time.
00:55:13
Speaker
I know we're getting short on time as we speak here.
00:55:16
Speaker
But last couple things.
Closing Thoughts and Social Connection
00:55:18
Speaker
First of all, before I forget, where can people, I don't know, reach out to you, connect with you, hit you up on social media?
00:55:24
Speaker
Yeah, I guess I'm always on my Instagram.
00:55:26
Speaker
That's my biggest thing.
00:55:27
Speaker
So Ricardo Richie7, I guess you can put a handle after that.
00:55:30
Speaker
So that's where I'm the most active or the easiest to reach is Instagram.
00:55:34
Speaker
That's the last way.
00:55:35
Speaker
Sweet.
00:55:35
Speaker
So we'll put that in the show notes.
00:55:37
Speaker
Go hit him up when you hear this.
00:55:38
Speaker
Let him know you appreciate him for, yeah, this game-changing nuggets advice you've heard on the show today.
00:55:45
Speaker
And then last question, Ricardo.
00:55:48
Speaker
Yeah, I guess biggest thing for people that are struggling,
00:55:51
Speaker
Maybe they're going through a slump right now or maybe they're starting out and not having much success.
00:55:56
Speaker
Is there any last advice you'd give or any final tip you'd give for those people?
00:56:00
Speaker
Yeah, I think biggest thing is just focus on the process.
00:56:04
Speaker
Forget about the outcome.
00:56:05
Speaker
That's the biggest thing.
00:56:06
Speaker
I guess that's the number one thing that helped me become a top producer is completely forget about the outcome.
00:56:12
Speaker
Like if I sell 20 deals in a week or I sell two deals in a week, I don't necessarily care as long as I know I've done everything I could have done.
00:56:21
Speaker
I've had weeks where I've sold five deals, three deals, four deals, and I was happier than a week I sold 10 or 15 or 20 because I know that that week I sold four, I went all out, and four is all I could have done that week.
00:56:36
Speaker
As opposed to I had weeks where I did 10 and I'm like, dude, I was lazy, I could have done 15.
00:56:40
Speaker
So everybody has that, is just forget about outcome and just go back and focus on the process.
00:56:45
Speaker
Now if you're struggling, you're in a slump, you're probably just overthinking things.
00:56:49
Speaker
If you're new to the industry and you're like, is this gonna work for me?
00:56:51
Speaker
I don't know if this works for me.
00:56:53
Speaker
I promise you it works.
00:56:55
Speaker
You've seen there's thousands of people out there doing this, selling, making plenty of money, being successful.
00:57:01
Speaker
It's not rocket science.
00:57:03
Speaker
Sales is not rocket science.
00:57:05
Speaker
So it's simple as long as you have a right mentor, have somebody to follow, have somebody that gives you good advice, and then just implement.
00:57:11
Speaker
It doesn't come overnight.
00:57:13
Speaker
You see all the people that are successful.
00:57:15
Speaker
You can see myself, a ton of other top reps.
00:57:18
Speaker
It takes time to get to that point.
00:57:20
Speaker
We didn't just wake up one day and we're the top rep.
00:57:23
Speaker
It takes time, and so just go through the learning curve, embrace it, just know that as you're going through that, either learning curve or slump, focus on the output, do as much as you can, just work.
00:57:34
Speaker
Literally just fall back and work.
00:57:36
Speaker
One of the things that,
00:57:38
Speaker
gives me the most peace in general and I don't really stress a lot about sales at all.
00:57:44
Speaker
I know the outcome will come as far as I put in the output.
00:57:47
Speaker
I know, and hard work and work ethic is so important, just because it gives you that peace of mind.
00:57:53
Speaker
I know that if
00:57:54
Speaker
you know, stuff happens.
00:57:56
Speaker
I know that if I really need to, I'm having a really bad month and I really need to go get results, I know, because I've done it, I can go on the doors for 16 hours every day.
00:58:05
Speaker
I know that for a fact.
00:58:06
Speaker
And so that just gives you peace of mind in the back of your head, knowing that if things are great, great.
00:58:12
Speaker
If things are not working for you, I know for a fact I can drop everything and be straight for four months, 16 hours at the end of the doors.
00:58:18
Speaker
I know I can do that.
00:58:20
Speaker
So once you know that, it just gives you so much peace of mind of actually going out.
00:58:24
Speaker
And if you're not getting the results you want, go work.
00:58:26
Speaker
Get 12 hours on the door.
00:58:27
Speaker
I promise you, you go 10 hours a day on the doors for a week straight.
00:58:30
Speaker
I promise you'll get sales.
00:58:32
Speaker
No way, no way you don't.
00:58:34
Speaker
Right, so just, it's just about having that confidence in yourself.
00:58:37
Speaker
Of like, I can work hard, prove yourself you can do those things.
00:58:40
Speaker
Like, prove yourself you can do hard things.
00:58:42
Speaker
Work out hard, go around a marathon, do hard stuff, be uncomfortable, have hard conversations.
00:58:48
Speaker
When you can prove yourself you can do all those things, it just gives you so much peace of mind.
00:58:52
Speaker
Because you know, look, if stuff goes bad, if I need to do stuff, I can do hard stuff.
00:58:57
Speaker
I can go 16 hours a day and I'll be fine.
00:58:59
Speaker
So once you give yourself that backup,
00:59:02
Speaker
then it just gives you so much more peace to actually go through things and enjoy the process and get better.
00:59:07
Speaker
And if you keep trying it, you're not getting the results you want, actually go to backup option, go work 12 hours a day.
00:59:13
Speaker
And do that for two weeks straight and then see what happens.
00:59:16
Speaker
Boom, fire, that is money right there.
00:59:19
Speaker
So guys, once again, go give Ricardo a shout out, let him know you appreciated him on the show today.
00:59:26
Speaker
And yeah, I think that's a wrap.
00:59:27
Speaker
Just focus on the process, not the outcome, like you said.
00:59:31
Speaker
And then especially if you are struggling, don't be afraid.
00:59:34
Speaker
Ask yourself, am I really putting in the hours that I need to?
00:59:37
Speaker
Am I putting in the max effort?
00:59:38
Speaker
Because that's the first step to getting over that hump is really putting in the effort that you need to.
00:59:43
Speaker
So Ricardo, thanks again for coming on the show today.
00:59:45
Speaker
I'm sure people will hit you up and appreciate it.
00:59:48
Speaker
I'm sure we'll have you on for a follow-up episode.
00:59:50
Speaker
And yeah, peace out.
00:59:52
Speaker
Thanks.
00:59:52
Speaker
Great here.
00:59:52
Speaker
Yeah, we had fun.
00:59:53
Speaker
It was good to be here.
00:59:54
Speaker
Yeah, thanks, man.
00:59:55
Speaker
Cool.
00:59:57
Speaker
Hey, Solar Pruners.
00:59:58
Speaker
Quick question.
00:59:58
Speaker
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?
01:00:08
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.
01:00:20
Speaker
That's why I want to make a truly special announcement about the new learning community exclusively for solar professionals to learn, compete, and win with top performers in the industry.
01:00:31
Speaker
And it's called Solciety.
01:00:33
Speaker
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 a day.
01:00:52
Speaker
Currently, Soul Society is open, launched, and ready to be enrolled.
01:00:58
Speaker
So go to soulcide.co to learn more and join the learning experience now.
01:01:06
Speaker
This is exclusively for solopreneur listeners, so be sure to go to soulcide.co and join.
01:01:13
Speaker
We'll see you on the inside.