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The SOLARPRENEUR podcast is here to help you close more deals in the solar industry, generate more leads and referrals, and hopefully, have a much better time and situation.
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Transcript
Taylor Armstrong's Solar Success 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 and 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.
00:00:31
Speaker
What is a solopreneur, you might ask?
00:00:33
Speaker
A solopreneur is a new breed of solopro that is willing to do whatever it takes to achieve mastery, and you are about to
Introducing Jeremy Rose: Solar Solopreneur
00:00:40
Speaker
become one.
00:00:40
Speaker
All right, what's going on, everybody?
00:00:42
Speaker
I am stoked for this podcast.
00:00:44
Speaker
We've got a full setup here in the studio, and this guy, he's been doing solopreneur probably, like, I don't know, almost more than anyone I've ever had on the podcast.
00:00:54
Speaker
How long have you been in solopreneur?
00:00:55
Speaker
Almost 11.
00:00:56
Speaker
Almost 11 years.
00:00:56
Speaker
11 years, man.
00:00:56
Speaker
Yeah.
00:00:58
Speaker
So in solar years, that's like a century, isn't it?
00:01:01
Speaker
Like forever.
00:01:02
Speaker
I'm definitely an old dog.
00:01:04
Speaker
Yeah.
00:01:05
Speaker
So I'm excited to hear his journey.
00:01:06
Speaker
We've got Jeremy Rose in the house with us.
00:01:10
Speaker
And yeah, this guy has just been through a lot.
00:01:13
Speaker
He's doing some commercial solar now.
00:01:15
Speaker
He's been in multiple companies, help them grow and just blow up.
00:01:20
Speaker
And I know you're consulting a lot of companies, so we're going to talk about all that and a whole lot more.
00:01:25
Speaker
I'm excited for the episode.
00:01:26
Speaker
So, yeah, man, do you want to just give us, like, I don't know, the background?
00:01:29
Speaker
I know you got a pretty crazy story getting into solar and all that.
00:01:32
Speaker
Yeah, no, I mean, first of all, thanks for letting me be on with you.
00:01:35
Speaker
I've followed you for a while.
00:01:36
Speaker
Thank you.
00:01:36
Speaker
It's super cool.
00:01:37
Speaker
I love your stories and your reels and, like,
00:01:40
Speaker
You give people a feel of what door-to-door is like.
00:01:43
Speaker
Yeah, try to keep it real.
00:01:44
Speaker
What the bathrooms are like.
00:01:46
Speaker
And if you've got cat allergies, be careful.
00:01:49
Speaker
You know, those kinds of things.
00:01:50
Speaker
So I love seeing your little reels and stuff you post.
00:01:53
Speaker
And you do a great job with your podcast.
00:01:55
Speaker
So I appreciate you having me be on with you.
Jeremy Rose's Entry into Solar
00:01:58
Speaker
Now, my story getting into solar goes back a ways.
00:02:02
Speaker
Like you said, I'm in this 10.
00:02:04
Speaker
I'm in my 11th year.
00:02:06
Speaker
And I just wanted to get into this industry.
00:02:09
Speaker
I think that there's a special thing in solar right now, which is I think we're kind of called into this industry.
00:02:14
Speaker
I think there's a lot of money in it because
00:02:18
Speaker
the creator of all things is like, we needed to help the earth a little bit.
00:02:22
Speaker
And so let's incentivize the humans to get to work on it.
00:02:25
Speaker
I think there's some of that going on, but early on, I actually helped another company that was doing energy conservation, not energy creation.
00:02:33
Speaker
And when I saw the numbers and how much it helped just conserving energy, it was kind of mind blowing to me.
00:02:40
Speaker
And then I started putting my mind to work and I was like, what if we could create energy?
00:02:44
Speaker
What would that look like using my skillset from door to door?
00:02:47
Speaker
How can we get involved?
00:02:49
Speaker
And there was a couple of companies just kind of starting to play around with it, with solar a little bit, but nothing that you could just go do.
00:02:58
Speaker
It wasn't really there.
00:03:00
Speaker
And so this is no joke, man.
00:03:02
Speaker
My story getting into solar, like I wanted in, I was trying to find a way in, but
00:03:09
Speaker
I was helping other companies at the time, kind of like how I do now with solar, just with sales in general.
00:03:14
Speaker
And I remember we got pregnant and it was my first kids.
00:03:18
Speaker
And we found out we were having twins.
00:03:21
Speaker
And what that did was change everything.
00:03:24
Speaker
Like now, as you know, we travel a lot.
00:03:28
Speaker
Like door-to-door guys, we travel all over the place.
00:03:31
Speaker
We train people.
00:03:32
Speaker
We help people.
00:03:32
Speaker
We're all over.
00:03:35
Speaker
And so then when I found out we were having twins, I figured out we couldn't travel anymore.
Life Changes Lead to Industry Focus
00:03:40
Speaker
So I had to fix something.
00:03:42
Speaker
And I'm like, man, what do I do here?
00:03:45
Speaker
Luckily, I just kind of was able to settle down for a couple months.
00:03:49
Speaker
I was scared of bed rest and all the things that come with twins.
00:03:53
Speaker
And I kid you not, we had a crazy delivery.
00:03:57
Speaker
It all happened.
00:03:59
Speaker
My wife was just beat.
00:04:00
Speaker
It took a whole day, 24 hours.
00:04:03
Speaker
And I was sitting in the...
00:04:05
Speaker
in the recovery room with her finally catching a breath just from a crazy, crazy time, just catching her breath.
00:04:11
Speaker
And I decided to check my phone and I see a message from a good buddy of mine.
00:04:16
Speaker
And I was like, okay, he, it was an incoming message.
00:04:20
Speaker
And I had talked to him a little bit about solar and possibly working in it.
00:04:24
Speaker
And if there was any possibility out there, but nothing substantial.
00:04:28
Speaker
So I get this random message and he says, Hey, I got a guy I want you to talk to, you know, can you set up a call?
00:04:34
Speaker
I'm like, sure.
00:04:36
Speaker
Long story short, I take the call.
00:04:39
Speaker
That was Lyndon Rive.
00:04:41
Speaker
Some of the solar people know who that was.
00:04:42
Speaker
He was the CEO of SolarCity at the time.
00:04:44
Speaker
Okay.
00:04:45
Speaker
And they were exploring the possibility of doing direct-to-market, like, door-to-door type sales.
00:04:51
Speaker
Yeah.
00:04:52
Speaker
And so, you know, we did a deal.
00:04:54
Speaker
I moved out to California, and we have been here ever since.
00:04:58
Speaker
Yeah.
00:04:59
Speaker
And been in this solar journey the whole time.
00:05:02
Speaker
Yeah.
00:05:02
Speaker
And it's been...
00:05:04
Speaker
We've had to make a lot of things happen that maybe weren't ready for us.
00:05:09
Speaker
And so what it's done is now you have companies you can just find, we call them EPCs, right?
00:05:14
Speaker
Hey, I've got deals.
00:05:15
Speaker
I'm going to go match up an EPC.
00:05:16
Speaker
That didn't exist back then.
00:05:18
Speaker
We had to really figure it out.
00:05:22
Speaker
But I've loved the industry.
00:05:23
Speaker
It's opened huge doors for me, not only in residential solar, but commercial, even utility scale overseas.
Adapting to Solar Industry Changes
00:05:30
Speaker
Like it's become a...
00:05:31
Speaker
major part of my life.
00:05:32
Speaker
So that's kind of how I got into it.
00:05:34
Speaker
I would say I, I, I claim divine intervention on it because I was looking for a way in and it just,
00:05:41
Speaker
It came right up.
00:05:42
Speaker
Yeah, that's awesome.
00:05:43
Speaker
Yeah, especially with twins, man.
00:05:44
Speaker
I can't even imagine.
00:05:46
Speaker
I got the four-year-old and the two-year-old, and I can't even deal with them.
00:05:50
Speaker
So listen, man, we moved – I was given the blessing and opportunity to be able to, like, search all the markets.
00:05:57
Speaker
Where do I want to go start this?
00:05:58
Speaker
And I remember thinking I'm going to go somewhere so I don't have to travel, so I don't have to move around.
00:06:03
Speaker
And yeah, we're right now we're in Southern California and this is where I've been almost 11 years now.
00:06:08
Speaker
Just, and trust me, people have come and gone, come and gone.
00:06:12
Speaker
I've seen a hundred gazillion solar companies start and end and leave.
00:06:17
Speaker
And, and it's been great the whole time.
00:06:20
Speaker
It didn't ever stop.
00:06:21
Speaker
Well, yeah, it's good to hear people say that because as you know, like especially now we've gone through NEM 3.0 here and all the changes.
00:06:30
Speaker
And I know you've been with a lot of companies that some of, you know, like aren't here anymore.
00:06:35
Speaker
Some have gone through some crazy things.
00:06:38
Speaker
So for, I don't know, like for a guy like you, how do you go through all these different changes?
00:06:42
Speaker
And I don't know if you struggle to like stay positive.
00:06:45
Speaker
It seems like, like you just keep going and you got the family, you got the roots dug in here, but so many people have left.
00:06:50
Speaker
So many people quit.
00:06:52
Speaker
I mean, back in the day, it kind of was tempting like to jump.
00:06:55
Speaker
Oh, that market's better.
00:06:56
Speaker
That look at these dudes are all going and selling super easy in this other market.
00:07:00
Speaker
They don't even know solar and you would be tempted by that.
00:07:02
Speaker
Yeah.
00:07:03
Speaker
But I think it just comes down to a baseline, the way you work.
00:07:08
Speaker
And changes don't just surprise you in solar.
00:07:12
Speaker
Yeah.
00:07:13
Speaker
I remember NEM 2, when it went from NEM 1 to NEM 2 in California.
00:07:17
Speaker
Yeah, that's fair.
00:07:18
Speaker
And then it went to NEM 3.
00:07:19
Speaker
So when it went from net metering 1 to net metering 2, everyone freaked out.
00:07:24
Speaker
And they're like, you don't get money at the end of the year anymore.
00:07:27
Speaker
This is BS.
00:07:28
Speaker
And a lot of people thought that was it.
00:07:30
Speaker
Yeah.
00:07:32
Speaker
Now, knowing what you know, looking back at Netmetering 2, it just wasn't a very bad deal.
00:07:39
Speaker
So that's what I saw.
00:07:40
Speaker
I'm like, it's still good.
00:07:41
Speaker
And I would just learn what was coming, like pay attention to the CPUC and what's coming and create a formula around it.
00:07:49
Speaker
So when NEM3 was being flirted with, my initial thought wasn't, I got to bounce out of here.
00:07:57
Speaker
My initial thought was,
00:07:59
Speaker
Well, I think they've been doing this in Hawaii already for a long time.
00:08:03
Speaker
Yeah.
00:08:04
Speaker
And I started calling battery companies and inverter companies.
00:08:08
Speaker
And I'm like, how are you guys going to handle this?
00:08:09
Speaker
Yeah.
00:08:10
Speaker
And it was actually pretty easy.
00:08:11
Speaker
They already knew.
00:08:12
Speaker
If you want to know how to handle NAMM3, call an inverter company.
00:08:16
Speaker
Call a battery company.
00:08:16
Speaker
Okay.
00:08:17
Speaker
Like they...
00:08:18
Speaker
They'll just tell you, they did a lot of high-level research before it ever hit.
00:08:23
Speaker
So I was able to look at all that and make a game plan and say, oh, look, it's actually still good.
00:08:29
Speaker
And I watched everyone leave.
00:08:31
Speaker
And I tried telling them, guys, it's fine.
00:08:33
Speaker
And they all came back.
00:08:34
Speaker
So that's how that went.
00:08:37
Speaker
Well, yeah, it's going to be, you know, it separates the pretenders from the contenders.
00:08:41
Speaker
Yeah.
00:08:42
Speaker
Like, I think it's just like anything.
00:08:43
Speaker
If you look for all the reasons it's going to work, you're probably going to find proof that it'll work.
00:08:47
Speaker
You know what's funny?
00:08:48
Speaker
You kind of always are going to find what you're looking for, right?
00:08:51
Speaker
I think in general.
00:08:52
Speaker
Yeah.
00:08:53
Speaker
And I'm looking for ways to stick around and not make my family move all the time.
00:08:58
Speaker
And truthfully, I've probably paid some financial price for that.
00:09:02
Speaker
Yeah.
00:09:03
Speaker
But that was the goal, right?
00:09:05
Speaker
Yeah.
00:09:05
Speaker
And, yeah.
00:09:07
Speaker
This industry has been a very solid place for me.
00:09:10
Speaker
Not always is it easy,
Staying Resilient in Solar
00:09:13
Speaker
but it really can be as solid as we want to make it.
00:09:17
Speaker
It's a tumultuous new industry, so it can get crazy.
00:09:23
Speaker
I've had my days where I thought money was coming.
00:09:26
Speaker
My receivables were huge and the money didn't come.
00:09:28
Speaker
I've had those days.
00:09:29
Speaker
Yeah, yeah.
00:09:30
Speaker
Live through it.
00:09:30
Speaker
Yeah.
00:09:32
Speaker
Yeah, well, no.
00:09:32
Speaker
I always say you haven't sold solar for a long time if you haven't not been paid.
00:09:37
Speaker
I don't know.
00:09:39
Speaker
And I've been dealing with a lot of new sales reps lately, too.
00:09:42
Speaker
And I'm like, look, and it's funny because they'll come to me and they say, I think my mental health is struggling.
00:09:48
Speaker
Yeah.
00:09:48
Speaker
And I'm like, you're probably right.
00:09:49
Speaker
But if you haven't sat on a curb and cried yet, you haven't done it yet.
00:09:55
Speaker
I know we need to create like a checklist of all the things that you have to go through to be like a professional solar salesperson.
00:10:01
Speaker
I think cry on the curb, have a gun pulled on.
00:10:05
Speaker
Yeah, there's a lot of crazy stories, but I can tell you the blessings of being a part of it have far outweighed that.
00:10:13
Speaker
Yeah.
00:10:15
Speaker
Yeah, I've had the opportunity to understand the inner workings of quite a few companies.
00:10:20
Speaker
I've had my own for a while.
00:10:22
Speaker
And it's been a great blessing and opportunity, just this whole thing.
00:10:27
Speaker
And it's still a baby.
00:10:28
Speaker
I'm in California.
00:10:29
Speaker
Hawaii maybe has had it a little bit longer.
00:10:32
Speaker
But it's a baby.
00:10:34
Speaker
We're opening markets that don't understand this stuff still today.
00:10:37
Speaker
Yeah.
00:10:39
Speaker
There's a big future here.
00:10:40
Speaker
Yeah, it's like even San Diego, you know, where I sell mostly and people say it's the most saturated market.
00:10:46
Speaker
Like, you know, I got three deals last week and two of them was like the first time they ever looked into solar.
00:10:53
Speaker
I mean, granted, they did have lower bills.
00:10:55
Speaker
They didn't really see a need, I guess, before now their bills have gone up.
00:10:59
Speaker
But there's like so many people, even saturated markets where they just like didn't think solar made sense, never looked into it.
00:11:06
Speaker
So, yeah, I mean, everyone can stay out of California and go do your thing, but we'll still find people here.
00:11:11
Speaker
Listen, and I'm noticing this.
00:11:14
Speaker
I've opened about 30 markets throughout the country in the last 10 years or so.
00:11:20
Speaker
And what I've learned is
Solar Growth Potential in Saturated Markets
00:11:21
Speaker
that it's not a matter of if, but when.
00:11:24
Speaker
Like eventually that price point is going to
00:11:26
Speaker
Just the natural inflation is doing it.
00:11:28
Speaker
So it's like once it crosses a certain threshold, this whole market just comes available.
00:11:34
Speaker
Yeah.
00:11:34
Speaker
And that's happening a lot.
00:11:36
Speaker
And we know what markets are close.
00:11:38
Speaker
We're like, okay, two more years in that market and they're going to kind of cross the line and it's going to work.
00:11:44
Speaker
So we got our eyes on that.
00:11:45
Speaker
Yeah.
00:11:46
Speaker
I would say to solar people, pay attention, man.
00:11:49
Speaker
Learn about community solar.
00:11:51
Speaker
Learn about commercial.
00:11:52
Speaker
Learn about this stuff.
00:11:52
Speaker
Yeah.
00:11:53
Speaker
residential is always going to be that good, fast, stable thing, but they'll learn these things.
00:11:59
Speaker
And, and there's a lot of opportunity in this space.
00:12:03
Speaker
Not a little it's, it's, it's massive.
00:12:05
Speaker
We're very lucky.
00:12:06
Speaker
We're in it this early.
00:12:07
Speaker
Yeah.
00:12:07
Speaker
Yeah.
00:12:08
Speaker
No doubt.
00:12:08
Speaker
And yeah, if anyone's listening to like, maybe, maybe you've been in solar for the first year or something, you're here in this podcast.
00:12:14
Speaker
Don't worry.
00:12:15
Speaker
It's not all like terrible.
00:12:16
Speaker
Like, yeah, there's a little worried about that.
00:12:19
Speaker
Look, how many millionaires do you think have been created?
00:12:22
Speaker
Yeah.
00:12:23
Speaker
In, let's say, the last 10 years in solar?
00:12:27
Speaker
I don't know, hundreds, if probably more.
00:12:30
Speaker
We need to research that.
00:12:32
Speaker
I bet you it's a big number.
00:12:33
Speaker
Yeah.
00:12:33
Speaker
What other industry...
00:12:36
Speaker
do you think has created that much wealth in under 10 years?
00:12:40
Speaker
Yeah.
00:12:41
Speaker
Other than like some like really lucky crypto stuff.
00:12:44
Speaker
Other than that.
00:12:44
Speaker
Yeah.
00:12:45
Speaker
What do you think?
00:12:46
Speaker
I don't know.
00:12:47
Speaker
Yeah, probably not.
00:12:48
Speaker
Cause yeah, you hear like, you know, Grant Cardone, Andy Elliott, a lot of these sales guys.
00:12:53
Speaker
And now they talk all the time about sores being like one of the best things to go into.
00:12:57
Speaker
Yeah.
00:12:58
Speaker
So it's like, I don't know.
00:13:00
Speaker
The opportunity is insane.
00:13:02
Speaker
So yeah, if anyone's new listening to this,
00:13:05
Speaker
Dig your heels in because this is, I mean, it's happening now, but our future depends on this going well is the way I see it.
00:13:12
Speaker
Yeah.
00:13:13
Speaker
So it has to.
00:13:14
Speaker
Yeah.
00:13:14
Speaker
So find your way, find, find your, your lane and solar and get involved for sure.
00:13:19
Speaker
I think as I say that it brings up some thoughts of like a lot of people are nervous about solar right now.
00:13:26
Speaker
We just came off a pretty rough year.
00:13:28
Speaker
Yeah.
00:13:28
Speaker
Like it got a little nuts, right?
00:13:31
Speaker
Yeah.
00:13:32
Speaker
So a lot of people worked really hard and didn't get rewarded.
00:13:37
Speaker
And I'm of the belief that if you work hard and you're consistent, it's always rewarded.
00:13:43
Speaker
Sometimes I would look back in my past and look at some of those times where maybe I didn't get financially rewarded, but I learned financially.
00:13:50
Speaker
very important lessons that I won't duplicate.
00:13:53
Speaker
So next time that won't happen, right?
00:13:55
Speaker
So we call it tuition.
00:13:56
Speaker
A lot of tuition in solar.
00:13:59
Speaker
But I have learned like, if you're new and you're looking for a place to land, find a good solid company.
00:14:05
Speaker
And believe it or not, this is hard.
00:14:08
Speaker
A lot of people are like, how do I find that?
00:14:11
Speaker
How do I know that the company I'm with is actually solid?
00:14:13
Speaker
Because
00:14:15
Speaker
How many people were driving Lambos three months ago?
00:14:18
Speaker
And now they're just gone.
00:14:19
Speaker
I know.
00:14:20
Speaker
Yeah.
00:14:21
Speaker
What happened?
00:14:22
Speaker
So people have a hard time identifying.
00:14:23
Speaker
Because if you look on social media, Instagram, everyone just looks like they're loaded in solar.
00:14:28
Speaker
Yeah.
00:14:29
Speaker
And that's not necessarily the case.
00:14:31
Speaker
And so what I found is if you can find companies that hold certain attributes,
00:14:37
Speaker
It's going to do a lot of homework for you.
00:14:39
Speaker
You don't have to do the homework.
00:14:40
Speaker
Yeah.
00:14:41
Speaker
Well, that's a good point because, like, I know you've been with some companies that things haven't gone ideal.
00:14:47
Speaker
I've been with, like, me and you, we've both been in the industry forever.
00:14:50
Speaker
And, like, I think both of us have made the mistake of maybe being with companies that, like, maybe we didn't know at the time, but things went south and didn't go great.
00:14:58
Speaker
I think a lot of these companies are actually good, trustworthy situations, but...
00:15:04
Speaker
Hey, solopreneurs, how would you like to close an extra 20, 30, 40, or even 50 deals this year without knocking a single door?
00:15:13
Speaker
If you said yes, then you need to join us at our first ever live event, the Solopreneur Referral Bootcamp.
00:15:22
Speaker
It is happening this April 17th, 2024.
00:15:24
Speaker
You're going to hear from guys like myself, Jonathan Wilson, Ashton Buswell, Matt Crowther,
00:15:31
Speaker
Brent Attaway, and many more about how to master the art of referrals, how to plug them into our CRM, how to automatically follow up with them and never lose a referral lead again.
00:15:42
Speaker
So join us.
00:15:43
Speaker
All you need to do is go to bootcamp.solarpreneurs.com.
00:15:49
Speaker
One more time, that's bootcamp.solarpreneurs.com, and you can grab your tickets today.
00:15:55
Speaker
Hope to see you there soon.
00:15:58
Speaker
The way the financial climate hit, it put them in situations where they had to make really hard decisions that, you know, there's collateral damage from all of it.
00:16:07
Speaker
And it's unfortunate.
00:16:08
Speaker
Yeah.
00:16:09
Speaker
But I would say what I found in searching is, one, if you can find a company that has revenue from another source and they're actually willing to use it –
00:16:21
Speaker
then that causes like a safety blanket.
00:16:25
Speaker
If something happens with a finance company or a load of jobs don't get
00:16:29
Speaker
funded or something, if they're willing to tap into that safety blanket, the sales reps don't even know that that glitch happened.
00:16:37
Speaker
And there's companies like that, right?
Choosing Stable Solar Companies
00:16:39
Speaker
I would say that's a part of the criteria.
00:16:41
Speaker
I would say another part is if they have institutional partnerships, institutional money.
00:16:47
Speaker
And I think it's important to know not debt, but like money, institutional money.
00:16:51
Speaker
And I also think it's important to know that it's at a minority share.
00:16:54
Speaker
Mm-mm.
00:16:55
Speaker
Like if you notice, a lot of times institutional money comes in, they want what percent of the company usually?
00:17:02
Speaker
51%.
00:17:02
Speaker
51%.
00:17:04
Speaker
So what that tells me is they want to call the shots when tough decisions have to be made.
00:17:09
Speaker
So if they can come in at a minority share and still bring partnership style money –
00:17:14
Speaker
That tells me they're trusting that group or they already maybe know that company to make good decisions.
00:17:22
Speaker
And I'm never going to be able to do the type of homework they did.
00:17:25
Speaker
And so I get, I piggyback on them and I say, okay, that's probably safe.
00:17:30
Speaker
I can roll with that.
00:17:32
Speaker
And a company in those situations would not even be allowed to.
00:17:37
Speaker
be put in the position to make hard, bad decisions.
00:17:39
Speaker
It's going to go fine.
00:17:40
Speaker
So at their expense, and they're willing to do it.
00:17:43
Speaker
So if you find that, I think there's a handful of them.
00:17:46
Speaker
I think there's a handful of them that probably fall under that criteria.
00:17:51
Speaker
But I would say if you're looking for safety, I've learned that that's kind of – Then you don't have to be like, I really trust this guy.
00:18:00
Speaker
Of course, I do trust the people I'm around right now, but I don't have to.
00:18:04
Speaker
Yeah, yeah.
00:18:05
Speaker
There was a really harder barrier of entry other than whatever I could research by far.
00:18:14
Speaker
So any new people out there, that might be really high level talk, but look for that.
00:18:19
Speaker
Okay.
00:18:20
Speaker
So you're telling me just don't go join the company with the lowest red line.
00:18:23
Speaker
I should have just said that.
00:18:24
Speaker
I could have just said that.
00:18:25
Speaker
Okay.
00:18:29
Speaker
Yeah.
00:18:29
Speaker
So, yeah, hopefully that's a lesson.
00:18:31
Speaker
And yeah, and this is coming from two guys that have been with companies who I think, you know, haven't paid out.
00:18:36
Speaker
I've had the best red lines in the whole industry several times.
00:18:41
Speaker
It's the most expensive thing I've ever done.
00:18:43
Speaker
Yeah.
00:18:45
Speaker
Yeah.
00:18:45
Speaker
All of a sudden you're red line when you don't get paid on five deals.
00:18:48
Speaker
It doesn't matter that much, does it?
00:18:49
Speaker
It just went a while higher.
00:18:50
Speaker
Yeah.
00:18:51
Speaker
Yeah.
00:18:52
Speaker
So, yeah.
00:18:52
Speaker
But no, those are good questions to ask.
00:18:54
Speaker
Maybe when you are checking out a company or considering maybe getting into solar, like I wish I would have known to ask those things and look at some of that before I just jumped in with every company or any dealer because…
00:19:05
Speaker
It's the opportunity for growth is what attracts us.
00:19:08
Speaker
Right.
00:19:09
Speaker
So we'll find us a group that's maybe smaller and we'll help grow them up.
00:19:12
Speaker
And I think that's big.
00:19:14
Speaker
But I also think that we there's no way to know how shaky those foundations were.
00:19:21
Speaker
And I think that some of the best guys are doing that.
00:19:24
Speaker
But.
00:19:26
Speaker
The foundation is what it is.
00:19:28
Speaker
No one's trying to put a bad rap on the solar industry.
00:19:32
Speaker
We love it.
00:19:34
Speaker
I think something to pay attention to is there's real efforts to try to fix it.
00:19:39
Speaker
The government's going to come in and regulate this.
00:19:42
Speaker
And that could...
00:19:44
Speaker
That could be bad because they might not understand our industry.
00:19:48
Speaker
So you may have – I'm going to plug this.
00:19:51
Speaker
There's a group called the RSA, Residential Solar Association.
00:19:54
Speaker
That's right.
Regulation and RSA's Role
00:19:55
Speaker
Anyone on this or looking at this should pay attention to that.
00:19:59
Speaker
That's a group of high-level leaders coming together, no competition among them to try to put good –
00:20:07
Speaker
best practices in place that we use as an industry.
00:20:10
Speaker
And then the government hopefully will look at that group and say, Oh, here's how we can regulate the industry in a safe way.
00:20:17
Speaker
So I'm always going to plug those guys.
00:20:19
Speaker
I, I just, my hats off to what they're doing.
00:20:22
Speaker
Um,
00:20:23
Speaker
I joined with that group a little while ago, and I would encourage anyone in solar to look at that.
00:20:28
Speaker
And they'll want to use your hands.
00:20:30
Speaker
They'll say, hey, we have a thing in California you can help with.
00:20:33
Speaker
We have a thing in Texas you can help with.
00:20:35
Speaker
Go spend an hour on this.
00:20:37
Speaker
And I would love to point people that way.
00:20:41
Speaker
Yeah.
00:20:41
Speaker
Okay.
00:20:41
Speaker
No, that's awesome.
00:20:42
Speaker
Yeah.
00:20:43
Speaker
We'll, uh, we'll drop some links for sure.
00:20:45
Speaker
How do they get involved with that?
00:20:46
Speaker
Or is there like that website or I would just go to like, if you go to Facebook or, or Instagram and just look, look up residential solar association or RSA, you'll, you'll see it.
00:20:59
Speaker
Um, a lot of these guys are posting it.
00:21:01
Speaker
Uh, there's a guy named Mark bench.
00:21:03
Speaker
If you know him, he's, he's kind of running the show right now.
00:21:05
Speaker
Okay.
00:21:06
Speaker
Um, so follow those guys.
00:21:08
Speaker
I don't know the, uh,
00:21:10
Speaker
Maybe you can put a link up or something.
00:21:12
Speaker
I don't know what it is, but RSA, Residential Solar Association, get involved with that if you can.
00:21:19
Speaker
It's pay your own way.
00:21:20
Speaker
Nobody's making money there.
00:21:22
Speaker
It's for the good of the industry.
00:21:24
Speaker
Yeah.
00:21:24
Speaker
Okay.
00:21:24
Speaker
Awesome.
00:21:25
Speaker
Now we'll post that for sure.
00:21:27
Speaker
Well, so last couple things I want to touch on before.
00:21:30
Speaker
I know we've got a time deadline, so just make sure we can get to a couple things here,
Building Industry Connections
00:21:35
Speaker
Jeremy.
00:21:35
Speaker
But something that's really impressed me that I've seen you do is you've got just a ton of connections with – I know you've been in it forever, but you've got a lot of connections with people.
00:21:44
Speaker
And, you know, off-camera we're talking about just some of, like, celebrities and boxers and all that.
00:21:49
Speaker
You know, like –
00:21:51
Speaker
you know, rub shoulders with and everything.
00:21:53
Speaker
Yeah.
00:21:55
Speaker
So like, yeah.
00:21:56
Speaker
Can you tell us, like, how do you build all these connections?
00:21:58
Speaker
And I know you had, like, you've gotten some cool things you've done with like Evander.
00:22:03
Speaker
What is it?
00:22:04
Speaker
Holy, Holy, Holy, Holy.
00:22:05
Speaker
Yeah.
00:22:06
Speaker
Yeah.
00:22:06
Speaker
So how do you, how do you make all this stuff happen?
00:22:08
Speaker
Listen, guys,
00:22:11
Speaker
solar is a big industry let's call it renewable energy yeah it's a big industry yeah and i've taken the initiative to learn it on every level yeah residential commercial um community solar utility scale you start getting involved with utility scale and you start getting it in in with some of these people but yeah i uh
00:22:33
Speaker
I learned how to do that.
00:22:36
Speaker
Not easy, by the way.
00:22:37
Speaker
It took a lot of effort, a lot of failed deals in Panama, in Zambia, Africa, and some of these places.
00:22:45
Speaker
But through that experience, I was able to attract people that want to be involved in those.
00:22:50
Speaker
And I ended up doing some deals, one with the WBC itself.
00:22:56
Speaker
And then kind of offshoot from that, yeah, Evander Holyfield was actually a sales rep for me for about two weeks.
00:23:06
Speaker
And then his lawyer called me and he was like, bro.
00:23:09
Speaker
He doesn't – because I had him on commission.
00:23:11
Speaker
And then his lawyer called me and he was like – well, we were doing countries, right?
00:23:17
Speaker
It wasn't like a house.
00:23:19
Speaker
But his lawyer called and he was like, he's not making these phone calls unless you pay him X amount.
00:23:23
Speaker
And it was a lot.
00:23:24
Speaker
And I was like, okay, well –
00:23:26
Speaker
Thanks.
00:23:26
Speaker
That was fun.
00:23:29
Speaker
But he was super gracious.
00:23:30
Speaker
He came to my little town that I live in in California.
00:23:32
Speaker
We did a golf tournament with him and a bunch of other boxers and stuff.
00:23:36
Speaker
And it was really cool.
00:23:37
Speaker
So this industry has opened amazing doors.
00:23:42
Speaker
I think everyone involved has these kind of possible things in front of them.
00:23:48
Speaker
Be resilient.
00:23:50
Speaker
Those things take a lot of resilience.
00:23:51
Speaker
They take your money.
00:23:52
Speaker
They take your energy.
00:23:53
Speaker
They take all that.
00:23:55
Speaker
They take dedication.
00:23:56
Speaker
You got to leave the country sometimes.
00:23:59
Speaker
And when I was in the middle of deciding on some of those things,
00:24:05
Speaker
Full disclosure, I haven't made a dime in that part of the industry yet.
00:24:08
Speaker
Well, yeah, that's still cool.
00:24:10
Speaker
But I remember thinking like, look, if I'm ever going to learn this, I just got to go do it.
00:24:15
Speaker
Just like knocking a door.
00:24:16
Speaker
If I don't go knock my first door, how am I going to learn it?
00:24:18
Speaker
So I knew the cost.
00:24:19
Speaker
I knew what was at stake.
00:24:20
Speaker
And that served me very well.
00:24:24
Speaker
And now the cool thing is I can do those type of projects here in the United States.
00:24:28
Speaker
It's starting to be a thing.
00:24:29
Speaker
So that's cool.
00:24:30
Speaker
That's pretty crazy.
00:24:31
Speaker
I would say for your podcast, though, like-
00:24:34
Speaker
the door to door stuff, the door to door skills, going out, making yourself knock doors when you don't want to going into these houses.
00:24:44
Speaker
Uh, there some are nice, some are crazy.
00:24:46
Speaker
You're good and all kinds of stuff like that prepares you to handle yourself in these other kinds of situations.
00:24:51
Speaker
Yeah.
00:24:52
Speaker
It, you know, it's true.
00:24:54
Speaker
I was sitting at a government table.
00:24:55
Speaker
It felt like a kitchen table, you know?
00:24:58
Speaker
And so be resilient, learn, you know,
00:25:02
Speaker
Give yourself time to learn.
00:25:03
Speaker
Like I would stay up all night and just...
00:25:06
Speaker
I put myself on the hook.
00:25:07
Speaker
Yeah.
00:25:08
Speaker
Right?
00:25:09
Speaker
I think I listened to a thing with Grant Cardone.
00:25:12
Speaker
And he was like, look, make a commitment.
00:25:14
Speaker
And then better make sure you live up to the commitment.
00:25:17
Speaker
And I made some big ones.
00:25:18
Speaker
Yeah.
00:25:18
Speaker
And so I would stay up all night.
00:25:20
Speaker
Like, I better be a professional of this by tomorrow.
00:25:22
Speaker
Yeah.
00:25:23
Speaker
And I would grind.
00:25:24
Speaker
And so that's the open door to everyone.
00:25:26
Speaker
That's free, guys.
00:25:27
Speaker
Yeah.
00:25:27
Speaker
So let's find it.
00:25:29
Speaker
That's what it takes.
00:25:30
Speaker
I know.
00:25:30
Speaker
And, yeah, you talk about, I know something you train on all the time with your teams and everything is just like,
00:25:35
Speaker
separating the sales rep or like the closer from the professional.
00:25:39
Speaker
So would you say that's like a big aspect of that is just like the dedication?
00:25:43
Speaker
Yeah.
From Closer to Professional in Solar
00:25:45
Speaker
Like, I don't know.
00:25:45
Speaker
I'm glad you brought that up.
00:25:47
Speaker
So in my mind to separate, and I'm usually have a door to door audience on this to separate a closer from a professional because closers in solar,
00:25:56
Speaker
Have made millions.
00:25:58
Speaker
Mm-hmm.
00:25:58
Speaker
They've done very good.
00:25:59
Speaker
Yeah.
00:26:00
Speaker
But I think the difference between just a closer and like a full professional is knowing what you have access to and being willing to use all the tools.
00:26:09
Speaker
Yeah.
00:26:09
Speaker
Knowing when to use them and not to use them.
00:26:11
Speaker
Yeah.
00:26:11
Speaker
I think a lot of closers find the easiest path and they crank on that, and that's good.
00:26:15
Speaker
That's been very profitable.
00:26:17
Speaker
Yeah.
00:26:18
Speaker
But I think a professional can actually...
00:26:21
Speaker
run not as fast and actually get more result because I'll give you an example.
00:26:27
Speaker
Southern California.
00:26:28
Speaker
If you're in Southern California and you don't understand Pace products, you're missing like a bunch of jobs.
00:26:37
Speaker
Yeah, true.
00:26:38
Speaker
And everyone kind of says, well, that's a crappy thing because of this.
00:26:41
Speaker
That's bad.
00:26:42
Speaker
Well, I think the real reason they say it's bad is they don't want to take the time to
00:26:46
Speaker
Deal with it.
00:26:47
Speaker
Take a little bit more process.
00:26:49
Speaker
And so I think knowing what you have access to, um,
00:26:53
Speaker
In fact, I might be doing an interview with a person that shows us all the different incentives that are available to us.
00:26:59
Speaker
We don't even know about all of them.
00:27:01
Speaker
There's tons available.
00:27:03
Speaker
So that's the difference.
00:27:04
Speaker
Be a professional.
00:27:04
Speaker
Find out if there's, like I learned that if you're a minority-owned business, you get more tax benefits than not.
00:27:12
Speaker
So there's all these things out there that are wind in our sails.
00:27:16
Speaker
We just got to pay attention, go find them, be resilient, be resourceful.
00:27:21
Speaker
And dude, there's guys like you out there.
00:27:23
Speaker
Listen to Taylor.
00:27:23
Speaker
Yeah.
00:27:24
Speaker
You've got trainings.
00:27:25
Speaker
Aren't you doing some coaching?
00:27:27
Speaker
Yeah.
00:27:27
Speaker
Yeah.
00:27:27
Speaker
Get me up.
00:27:28
Speaker
Applications open.
00:27:29
Speaker
Everything I just said doesn't matter.
00:27:31
Speaker
Like call you and just, you'll tell them what to do.
00:27:35
Speaker
Right.
00:27:35
Speaker
Yeah.
00:27:36
Speaker
And it's easier.
00:27:36
Speaker
Do that.
00:27:38
Speaker
Yeah.
00:27:38
Speaker
Well, now I'm still learning about a lot of this stuff on the flip side, though, because I'm sure you've seen this.
00:27:43
Speaker
Like sometimes there's reps that they learn all this.
00:27:46
Speaker
Oh, commercial deals.
00:27:47
Speaker
Oh, paste products.
00:27:48
Speaker
Oh, this, that.
00:27:50
Speaker
That sometimes they get distracted and just like they could be out knocking doors, just making a bunch of money.
00:27:56
Speaker
But they're like, oh, I'm going to try and figure out this thing, this product, whatever.
00:28:00
Speaker
So what's like how do you coach guys on that?
00:28:03
Speaker
Disclaimer, disclaimer, because I probably just set everyone up to do a bunch of that dumb stuff.
00:28:09
Speaker
The whole time I've learned all this stuff, I've had to keep residential sales moving.
00:28:14
Speaker
I could never go away from it because I paid my bills, man.
00:28:17
Speaker
Bread and butter.
00:28:19
Speaker
If I didn't have that, I couldn't afford to do that other stuff.
00:28:22
Speaker
Not at all.
00:28:23
Speaker
And I want to say one more thing.
00:28:25
Speaker
A lot of people say, oh, I want to go get this big thing and I'm going to level up.
Balancing Core and New Opportunities
00:28:30
Speaker
There's a difference between leveling up and leveling over.
00:28:32
Speaker
I don't know if you are into all the subconscious stuff and the
00:28:37
Speaker
And I'm into some of this study of the subconscious and how it works.
00:28:42
Speaker
But, you know, when you level up, your brain tries to bring you back to normal.
00:28:46
Speaker
Like your subconscious is like, this is weird.
00:28:48
Speaker
Bring you back to normal.
00:28:49
Speaker
It's the same thing when you go below your comfort level.
00:28:52
Speaker
Yeah.
00:28:53
Speaker
All of a sudden it's like, oh, yeah, I remember how to make money.
00:28:55
Speaker
Hurry and do that.
00:28:56
Speaker
And you get back.
00:28:57
Speaker
It works both ways.
00:28:57
Speaker
Your subconscious doesn't know the difference.
00:29:00
Speaker
So careful about leveling over.
00:29:02
Speaker
Yeah.
00:29:03
Speaker
And what I mean by that is a lot of people think, well, now I've got –
00:29:06
Speaker
A lot of residential sales and I've even got a team.
00:29:09
Speaker
Now I should focus on maybe growing my team and I should focus on commercial and I should do.
00:29:13
Speaker
You can't because the stuff that got you there will die.
00:29:17
Speaker
Leveling up means continuing to do that at the same level and adding this thing.
00:29:23
Speaker
You can't let that go.
00:29:25
Speaker
That lifts you up.
00:29:26
Speaker
Trading one for the next.
00:29:29
Speaker
drops you every time.
00:29:31
Speaker
So I'm very glad you brought that up.
00:29:33
Speaker
I don't want people running around thinking they're going to go sell a deal to Argentina tomorrow.
00:29:37
Speaker
Like it's going to, it won't work.
00:29:40
Speaker
But
00:29:41
Speaker
Get so good at what you do that you can do it along with this and not let go of it at the same rate.
00:29:47
Speaker
If you're selling 10 a month, you got to be able to sell 10 a month and add this one thing.
00:29:51
Speaker
Yeah.
00:29:51
Speaker
So it's so good.
00:29:52
Speaker
I'm very glad you brought that up.
00:29:53
Speaker
It can't go away.
00:29:54
Speaker
Yeah.
00:29:55
Speaker
No, it's important because I'm just thinking, you know, like first year rep to listen to this and they're like, oh, sweet.
00:29:59
Speaker
I'm going to go do commercial.
00:30:00
Speaker
I'm going to go do this.
00:30:01
Speaker
Yeah.
00:30:02
Speaker
So it's like, yeah, you need to like master, you know, one thing at a time, like get master your bread and butter, then start adding other things.
00:30:09
Speaker
And I think another point to that I've been doing door to door for more than 20 years.
00:30:14
Speaker
So.
00:30:16
Speaker
Yeah.
00:30:17
Speaker
That tells you a little bit.
00:30:18
Speaker
Yeah.
00:30:18
Speaker
Yeah.
00:30:19
Speaker
And also with that, it's just like knowing building these connections too.
00:30:22
Speaker
Cause like I was just texting you about a deal last week that failed credit.
00:30:26
Speaker
And so I know I don't have to necessarily know every single detail about this.
00:30:30
Speaker
I've done some pay deals out in California, which is put on like, you know, the property tax for, I guess, people out of California.
00:30:37
Speaker
But yeah, you'll train them.
00:30:38
Speaker
You'll train your students about that.
00:30:40
Speaker
Yeah.
00:30:41
Speaker
Another, another topic.
00:30:42
Speaker
Yeah.
00:30:42
Speaker
Like if you know people that are doing this, then it's like, I don't have to know everything.
00:30:47
Speaker
I can just text Jeremy now and say, Hey, can you like, like, what are the qualifications?
00:30:51
Speaker
What I need?
00:30:51
Speaker
There's so much opportunity.
00:30:53
Speaker
Yeah.
00:30:54
Speaker
Um,
00:30:55
Speaker
for people to help each other out.
00:30:57
Speaker
Yeah.
00:30:57
Speaker
Right.
00:30:58
Speaker
So if you don't want to learn that stuff, don't just let the deal not get
Collaborating for Success
00:31:02
Speaker
done.
00:31:02
Speaker
Yeah.
00:31:02
Speaker
Call Taylor and be like, Hey, what do I do with this?
00:31:05
Speaker
It fell to credit.
00:31:06
Speaker
Taylor will work the deal.
00:31:08
Speaker
You finish it.
00:31:10
Speaker
Nothing wrong with the commission split on something you were going to leave in the garbage at all.
00:31:14
Speaker
So work that out.
00:31:16
Speaker
Yeah.
00:31:17
Speaker
I was going to build an entire business right around that.
00:31:19
Speaker
That's a whole different discussion, but like work that out.
00:31:23
Speaker
Um,
00:31:24
Speaker
There's a lot of opportunity there.
00:31:25
Speaker
If you're in Florida or California specifically, Texas, there's some.
00:31:29
Speaker
There are things available for no credit customers.
00:31:32
Speaker
Don't leave them on the table.
00:31:33
Speaker
Find someone that knows how to do them.
00:31:34
Speaker
And if nothing else, split it with them or learn how to do it on your own.
00:31:38
Speaker
But be able to run fast.
00:31:40
Speaker
Yeah, definitely.
00:31:42
Speaker
Well, yeah, so a lot of different –
00:31:44
Speaker
A lot of other things we could talk about, Jeremy, but I think we'll have to do another podcast and jam more on like commercial solar and all that because I know you're getting into a lot of that.
00:31:53
Speaker
Yeah, we'll do another.
00:31:54
Speaker
Yeah.
00:31:55
Speaker
When I learn how to do it, when I learn how to use Instagram, I'll have you.
00:31:58
Speaker
Yeah, we'll teach you that.
00:32:02
Speaker
But yes, in case people want to connect more with you and maybe ask you more about getting into commercial deals or know more about some of these like pace options in California, what's the best way?
00:32:13
Speaker
I know you're not like huge on Instagram.
00:32:15
Speaker
I really should get in there.
Connect with Jeremy
00:32:17
Speaker
So I think my handle is just my name, Jeremy Rose, J-E-R-A-M-I-E Rose.
00:32:21
Speaker
You'll find me on there.
00:32:22
Speaker
I have a solid like eight pictures.
00:32:25
Speaker
Okay.
00:32:26
Speaker
Maybe 12 posts.
00:32:27
Speaker
Okay.
00:32:28
Speaker
It's pretty solid.
00:32:28
Speaker
Yeah.
00:32:29
Speaker
But no, you can find me there on Instagram.
00:32:30
Speaker
Just look or on Facebook.
00:32:32
Speaker
Same thing.
00:32:32
Speaker
Just put my name up.
00:32:34
Speaker
If that doesn't work, look up as MySpace.
00:32:36
Speaker
Might be on MySpace.
00:32:38
Speaker
Dude, my MySpace page is fire.
00:32:41
Speaker
Yeah.
00:32:44
Speaker
Let's go.
00:32:45
Speaker
I appreciate you, man.
00:32:45
Speaker
Well, hey, it was fun.
00:32:46
Speaker
And guys, so go connect with Jeremy.
00:32:48
Speaker
Let him know you appreciated him coming on the show.
00:32:51
Speaker
And yeah, we'll have to have you back soon.
00:32:53
Speaker
And I'll jam some more.
00:32:54
Speaker
But I know you got your kids waiting in school and everything.
00:32:56
Speaker
So, hey, man.
00:32:56
Speaker
We'll do it again.
00:32:57
Speaker
That's what happens when you got twins, huh?
00:32:59
Speaker
Taylor, you're freaking the man, dude.
00:33:01
Speaker
Thank you.
00:33:02
Speaker
It's been fun.
00:33:03
Speaker
See ya.
Join Solciety: A Solar Learning Community
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Speaker
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