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From Prison to Building 3 Sales Teams in Under 2 Years | Dani Relentless
1 Playsin 6 minutes
Dani Relentless lives up to his name as one of the most productive solar sales leaders to date in Florida. Coming from a prison background and a difficult environment for growth, he uses his street smart and discipline to mold his team by exercising discipline, authenticity, and thorough content creation.
CLICK HERE: https://apply.solarpreneurs.com/
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Transcript
Taylor's Journey from $50 to 150 Deals
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong. I went from $50 in my bank account and struggling for groceries to closing 150 deals in the year and cracking the code on why sales reps fail.
What is a Solopreneur?
00:00:19
Speaker
I teach you 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? solopreneur is a new breed of solopro that is willing to do whatever it takes to achieve mastery and you are about to become one. right, what's going on, everybody? I'm excited to be back with another podcast.
Meet Danny Relentless: From Prison to Sales Success
00:00:46
Speaker
We've got someone that I've been following for a while now on social media. This guy makes some killer entertaining content and has just a great story. So excited to welcome Mr. Danny Relentless on the show with us today. Thanks for coming on on the podcast, Danny.
00:01:00
Speaker
Yeah, it's awesome to be on here, Taylor, man. Thanks for having me, brother. Yeah, man. And it's crazy. I didn't even realize you were telling me just before we hit record here that you've only been doing this 15 months and, um'm you know, just seeing your content.
00:01:13
Speaker
I would have thought you'd be doing it like as long as I have. So ah awesome to see the success you're already having, already building a good, solid team out there in ah Florida. What part of what part of Florida are you in, Danny?
00:01:24
Speaker
We're in Central East, right by the shore, like Daytona area. It's pretty beautiful out here. The market's really awesome. People are cool. Doors are soft. That's cool, man. And do you guys blitz around at all? are you kind of just staying mostly in the same place? Well, we've been blitzing from the but the rep house, but we're about actually we actually have blitzes planned for this next month. So you guys will see that on posts and everything.
00:01:47
Speaker
So yeah, um we're going to get into your story, Danny, just hear your background. um And ah you're telling me just what couple years out you were actually in ah in prison, right? I've only been out of prison 23 months.
00:02:00
Speaker
um I got out the first day of summer of 2024. Didn't know anything about sales. 10 days before I get out of prison, though. well I mean, I read a bunch of books, but 10 days before I get out of prison, though, God's like, yo, you gotta do one more thing, man. You got to get in that water and submit.
00:02:14
Speaker
Like I always known God, but I never like, you know what mean? Made him like my Lord, and my personal savior. I was like, all right. So I go and I get baptized at Polk CI. I'm out of the water and i was a changed man. Wow. Like everybody can see.
00:02:25
Speaker
And then like I'm walking through the chapter and they're all you look different, bro. You got a light your eyes. After that, like, so I get out of prison. I'm just, I'm in an ah RV. It's looking rough. I don't know what I'm doing. I'm trying to get a job. I get caught in a hurricane, like doing remodels, storm homes with a broken knee. And that's how I ended up in door to door. It was just like a crazy situation. Yeah, I started knocking doors with a broken knee.
00:02:45
Speaker
And you just told me that you had a knee injury recently, right? Yeah, I got my crutches right here walking around. head over I've crutched up the doors. I've crutched up the doors. Oh, yeah. Don't let it stop. I got respect, man. Because I'm like, you know, I went ran ran some appointments last weekend on crutches and even just trying to carry an iPad around crutching. it's yeah it's it's It's hard. It makes you appreciate when you have your two legs working.
00:03:12
Speaker
So have respect that you're knocking the doors. I'm hoping it's a quick recovery for me. Yeah. I'm rehabbing my knee. I'm in the gym every morning. Not this morning, but, you know, most mornings I'm in the gym rehabbing my knee or, you know, getting some good exercise in. That stuff's like a whole lifestyle.
00:03:28
Speaker
It's part of like, you know what mean? It's like the whole culture, bro. You got to wake up, get fit. You know mean? Like, it's just, I don't know. If you know, you know, know what mean? yeah But yeah, I'm curious, man. Well, if you don't mind, do you mind sharing some of your background, Danny? Like, it sounds like you had some lows, took you to prison and all that.
00:03:46
Speaker
And ah cool you being able come back. do you mind getting into your background a little bit just so guys kind of know where you're coming from? Just the typical it's typical American underdog, know what I'm saying? Coming from, a you know you know, parents got, you know, broken home, addiction issues, like, you know, coming up on Section 8, you know what mean? Stuff like that. Public housing, like we did all that. So, you know, and then like, it you know, you don't know what you don't know.
00:04:12
Speaker
So like when you're out there young and in the streets, you look to you look to your role models that you see in your environment. So like that's what that's what I gravitated towards. yeah i you know, I i wouldn't i would have never known that what I do now is like everyday lifestyle. I used to look like that was major. what I'm saying? Like,
00:04:28
Speaker
eating nice do you know i mean having having to worry about your bank account like owning stuff like I never thought I'd be there. and Like, so when you're growing up, you just, you know, it's the same stuff they feed you. You're watching the TV, listening to music, you're you're out there, you're at school, you're talking with your peers. And eventually you skip, you know, that the devil will lure you in. And they know that a lot of times in them in them environments, you don't know what you don't know. They don't educate you guys on financial literacy. They really don't tell you that that door, the sales is a gateway out of you know mean? It's freedom. People don't tell you that. I i went to prison five times just just trying to be a better drug dealer or trying to be a better criminal.
00:05:04
Speaker
good i yeah do You only know what you only know. Yeah. So I made sure educated myself and God always had his hand on me. So I look back at every situation I've been in. It was character building because like now where I am in my life, everything makes sense now. I know why I went through everything. So I really don't like focus on regrets. And like I come from up north. You know what I'm saying? Like got down here to Florida as soon as possible. I don't I just didn't like the cold. And here I am in the sunshine state. would have thought I'd get some solar, brother? It's wild. Yeah. Well, it's crazy what happens when you channel some of that energy.
00:05:35
Speaker
You're not the first person I've seen that's been to prison, that's had drug background. I've seen actually multiple guys come through and door to door and have success. i don't know if you'd say the same thing, but from what I can see, its just because they channel that same. They were hustling when they're into drugs and stuff like that. And once they decided to accept God, channel that
Success in Sales Despite Challenging Backgrounds
00:05:54
Speaker
energy into something positive, I've seen a lot of these guys just have massive success in door to door and solar.
00:06:00
Speaker
And yeah, glory to God, man. It's cool to see you and just making a happen, building the team. Something that I noticed I had, Danny, is I came from kind of like a middle class family. Dad was a dentist. So I would say maybe like upper middle class. Sometimes it's tough to break past the mental barrier of thinking, I can have success with that. I can like be make more money than my dad made. i kind of put like a like a cap on what I thought I should make. And I would say kind of held myself back. So especially someone like you coming from Section 8, low income, stuff like that. Was that something that maybe was tough for you? Yeah. knowing that you deserve to be great, knowing that you deserve to get out of that situation. And how did you overcome that?
00:06:43
Speaker
don't know. God's always been telling me that, I don't know, I've just been dreaming like there's something better for me my whole life. Everything I ever set my hand to do, I end up end up being pretty good at. I mean, it's just is how he made me.
00:06:55
Speaker
And I'm just blessed to be able to like have this skill set. like The experiences I went through in my life, it was like a like a training course that you can't get anywhere else. Like prison, Prisons and education because it's this whole world. It's so inside society, like, in a microcosm. So, like, yeah, you just pick up on stuff. You pick up on stuff. So, like, when you get out, just so your heightened senses are just a little more tuned into people. Your antennas go up a little bit faster.
00:07:20
Speaker
So that first three seconds when we do door-to-door, like, when you got to spot judge and read somebody right there, that day tells you everything. You got to... That's just like a skill set. you can't You can't really go get that education. You really can't do it.
00:07:31
Speaker
yeah You have to go do some crazy stuff to go learn that skill set. And it doest it comes with stuff. yeah i mean like yeah sorry its You know I have any breaths. like Every one of my my ah trials and tribulations was a blessing in disguise, and I'm grateful for it.
00:07:46
Speaker
I wouldn't change anything. Yeah. Do you have any, ah you have any i don't know, cool prison stories or stuff that maybe helped you heighten the senses? Let me see what I tell them. Let me think of something about Superviolent.
00:08:02
Speaker
Funny prison story. Everything I've seen was pretty morbid. It's not too much funny, good... There's some people's funny stuff in there, but it doesn't really stand out. know what I mean?
00:08:16
Speaker
not It's not. You just got to look at it like, yeah, it's this whole world, man. It's this whole world, bro. Like, you'll see people up there on drugs, like on the streets. There's more drugs in prison than there is on the streets. So, like, people the road are all like, it's crazy. You'll see people out there like...
00:08:31
Speaker
They're on drugs running them around and people are just messing with them. Like for jokes, these people are, what talking about? It's crazy. yeah It's crazy. what's all What else? and Florida, Florida though, like Florida, Florida prisons, man, they're just like camps out the outdoor. he just go out he's outside all day. what mean? In these big dorms, bro. They kick you out early in the morning. Like, you know what? I know this, but Florida gets cold.
00:08:53
Speaker
It gets cold. They have you out there in like this little cotton shirt. I'm talking about that's your jacket. They give you, it's holes all in it. You're just out there. They don't care. The towels are horrible. food's horrible. The buildings are falling apart. Like, you'll see rats running through, running through the hallway in the vents. Like, roaches are everywhere. Like, you're in there grabbing your food, and there's roaches crawling across your tray. You know what I mean? Oh, my God. It's not glorious. Wow.
00:09:18
Speaker
Crazy. I did. i did educate myself the whole time i was there. Like, I get a lot of reading books. I'm on my fitness program. I'm just trying to better myself. So a lot of the books that i read in there actually helped me out. Like,
00:09:31
Speaker
Robert Kiyosaki, Thank Grow Rich, um Napoleon Hill. ah What else? I read out, you know all the Robert Greens, Zig Ziglar, Peace Fire, some sales books I have.
00:09:42
Speaker
Who else? And then really, since I got out, my little brother was a freight broker. was like into sales. So he's like, get these So he gave me Jeffrey Gittemer's Little Red Sales book. I read that one. Then I read a bunch of other books on this little reading list. was like, all right, let me check this out.
00:09:58
Speaker
And I didn't even know i was going to be in sales. I was just reading them because you know it looked interesting. And then fast forward a couple months, I just fall in the door to door like I broke my knee. I was chilling at a gas station.
00:10:12
Speaker
Some guy walks up and he's like, hey, man, you can sell solar. I'm like, nah, nah. He's like, yeah, you could. I'm like, nah, I'm fresh out of prison looking crazy. He's like, you got to come to a sales meeting, man. I'm like, what? He's like, it'll change your life. I'm like, yeah, okay. So here's how God works, though. I'm like, I'm not doing that.
00:10:30
Speaker
The next day, I just happened to be in the neighborhood and he eat the B&B he pointed at, there's a bunch of Teslas and Beamers out. I'm like, man, let just go check it out. went in there. These kids were energy was through the roof. They're like, I'm like, what are these kids doing in here, bro? Like there's something going on in here. They're like 15 of them. They're all like 18, 19, 20. They all drive brand new be beavers, Teslas. all I'm like, they're happy. I'm like, they're on to something. don't know what's going on in here. ire I'm finna see what it is.
00:10:59
Speaker
So they all did their pitching, the practice pitching, right? So my homeboy, I was with He gets up there. he's like I can do it. He's been doing sales for a long time. He goes up there. He does the pitch. Okay. They're like, yo, you can do this.
00:11:11
Speaker
So then it's on me. I'm like, I can do it. So I watch their pitch. I go up there. I do their pitch perfect the first time. They're like, yo, yo, no one does that. They're like, we got to get him on the door. i'm like ah like I'm like, all right, let's do it. I got a knee brace on, let me tell you now. You what mean? and i got this beard, looked way different.
00:11:29
Speaker
So I go out there, I knock. I knock with them for the first day. The next day, when we come in there, I go out myself to knock the first day. I set the company record for bull for bill rips, that, my second day. I get nine bills that day. Wow.
00:11:43
Speaker
nobody Nobody's beat that in that company, except for me, two weeks later, I went and got 11 with my homeboy who was knocking me that day. That's the only time that records were beat. But yeah, I went out there and snapped.
00:11:55
Speaker
But like, I didn't even know how to set, bro. I didn't know what a set was. I'm just out on these people's... I'm like, hey, hey, go get your electric bill. I'm like, boozey. I got him. I was like, you, you, you, too I'm like, you, you, you all y'all bring me. They're all bringing me all the electric bills. I'm on one dude's porch with like five neighbors. The closer pulls up, and I'm smiling with all these electric bills in my head. I'm like, yeah, man, I got i gotta a five. can do all five of them. they're like, no, that's not how this works. You got to give them to We got to go in the house with these people and sit out. We can't do this on the porch. So, like, I didn't know what sit was. I didn't know what an appointment was. All I knew was, like, this little bit of the script, and I had to get an electric bill.
00:12:38
Speaker
And, like, I come back, and I'm like, all right, did make any money? And they're like, no, bro, you didn't. You did it all wrong. You did great, but you did it wrong. And I'm like, what'd I do? And they're like, bro. And then they break it down. There's steps and stuff. So when they actually break it down to me, like exactly what I'm going to they actually told me like what the psychology was. It just made so much sense. like From then on, no one ever had to tell me what to do. I was like, Forrest Gump. I was just like, and I was knocking. Yeah.
00:13:05
Speaker
That's awesome, man. I was just knocking. so Well, it just goes to show me, it's all about the energy and you got such, you got such good energy that, uh, even, you know, it's infectious. Just talking even on a podcast.
00:13:18
Speaker
It's like, I can see why you had so much success. Cause I think people, sometimes they overthink this so much and they go, I got to dig in analysis and all that. But like, you just came in first day, had good energy, told people to get their bills. And, um, can, you can accomplish so much just with that.
00:13:35
Speaker
And, uh, Yeah, you'd be like, man, don't even know. It's my first day, but I know I need to see that bill. Go grab it. It's conviction, bro. I really believed in that that day. Yeah.
00:13:45
Speaker
So I saw it at work. i was like, you know what? I'm on to something here, man. We're going to do this. this Yeah, 100%. We're going to do this. Yeah. So I think anyway. But I was in a bad company at first, though. okay Yeah, OK. It was a crazy company. Like, there's good and bad in every year. I actually believe they're about to go bust pretty soon. That's the last I heard scuttlebutt in the industry. Yeah.
00:14:03
Speaker
But yeah, it was just a bad, you know, there's good and bad in every industry. For sure. We were out there making our commissions and everything. And then they're just paying us on W2 instead of our money. And it was wild, bro. So like, then then I started making waves and stuff and they just tried to get rid of me.
00:14:19
Speaker
And then this opportunity opened up. Yeah. So I came over here, told them, I told this company over here, I was like I'll come over here for a week. That's all you get. 10 days in, I call up Tambo, like, I'm never coming back. Stay here. Keep all that. Nice. Well, so you, so how long were you with your first company then?
00:14:38
Speaker
i was with them about six, six months. Okay. And then you switched over and now you're running, this is your own dealer you're running. Is that right? No, I'm the manager over here at No Constructor. There's another owner. Okay.
00:14:51
Speaker
But I am the owner of Relatless, the CEO of Relatless, which is the team. Okay. Gotcha. So, yeah. his head how How has that adjustment been? You went from and being on the team, now you're running the team. Was that adjustment, you know, running your own team, being the manager? what So, we started it started out.
00:15:10
Speaker
I started... I came out, I was just a setter, didn't know how to close. Mastered setting, they had me as like a setter trainer, like, don't know, two weeks in or something like that.
00:15:21
Speaker
I was like, you're really gifted to this. So I go out there, I put a lot of numbers in. I ran like a $60,000 pipeline out. And then, you know how managers and stuff, once once you start making like don't know, it's crazy.
00:15:33
Speaker
Like, your egos. e Solar guys got egos. yeah So, like, regardless of how much money you're making some people, like, if you make them feel a certain way, they'll be spiteful about the money because they're just, they're pride. Man's pride will make them do something that makes financial, no financial respect sense. yeah I started seeing stuff that, like, i was like, yeah, it's...
00:15:53
Speaker
This ain't really a conducive environment for me. I'm on to something, but I don't think it's good here. So then ah i'll I ended up getting like kind of froze out. I didn't have a closer. They wouldn't show me how to close.
00:16:03
Speaker
so I'm out there and like all I had was the doors. Like like there was a time where I knew my closer wasn't going to show up. I know, and but I'm still knocking and setting appointments because that's all I got. You know what saying? Like, I set appointments I knew would never get closed. I'm like i got the bills. I got the info. was like, one day it'll mean something.
00:16:21
Speaker
And so then another company, a major, major, major company, everybody knows them. They hit me up. They've been following me for a while. They're like, why don't you come out here? Come check out some other states, knock some different markets. I'm like, okay.
00:16:34
Speaker
So i go to Missouri. ah knocked I knocked Missouri for a little while. That was probably pretty cool, the net metering stuff. I'm like, all right. Then i had some downtime. So I come back. So while I was on a two-week break, Novastrucker hits me and they're like, yo, we really love what you're doing in the industry, man. um We'd like to offer you a position. And I'm like, man, I don't What's the market like?
00:16:56
Speaker
They're like, well, you should come check it out. I was like, all right, I'll come out there for a week. And it's fast forward. This was September. Okay. Been here since. Okay. Wow. Wow. And you've got a pretty big team. I think you said you got 13, 14 guys, something like that.
Social Media's Role in Recruitment and Sales
00:17:11
Speaker
That's just on this team. I've got three teams. Wow.
00:17:15
Speaker
So that's a, that's pretty explosive growth, man. um A lot of guys I know they grind, they grind to get, a you know, six, seven, eight guys joining their team in a whole year or so. What's, ah what's, what's it been like getting that many guys? How do you, yeah.
00:17:30
Speaker
yeah How do you recruit so many guys so quickly? The gram, brother. Okay. Instagram. Yeah. Instagram. Straight like that. Yeah. Gets a lot attention. And like, these people are watching this stuff, man.
00:17:42
Speaker
And once they see a certain amount of information, they've made their decision up. Sometimes I get a message like, hey, I'm landing. I'm like, what? Yeah, I'm about to land, brother. I'm like, all right. I guess I gotta come pick you up.
00:17:55
Speaker
right Yeah, there's a high washout. they theized Sometimes they land and it doesn't work out for them. You know what mean? It's not. It's just like, wow, you had no clue what you came here to do, did you?
00:18:06
Speaker
e You didn't know what you was going to do, huh? That's that's cool what on these elements this deep It's hot out there. people. them you out. Yeah,
00:18:19
Speaker
and yeah yeah yeah Yeah, well, that's that's quick. And so are they are people hitting you up and to come? Are you like DMing people? or what's what's your ah I don't know. How does that work? little back but I mean, um I got my eye on some talent, but pretty much everyone's just like, for over the quarter. There's criteria I need to check out though. Like you got to recheck ID to make sure that you're, you know, above board to sell in Florida. I got to make sure that you can sell for light reach because ah they kicked a bunch of people.
00:18:47
Speaker
So I don't want anybody, with you know, mudding their names. And then there's like a bunch of companies that just folded. So there's like a lot of reps out there who don't have a job, don't have a home, and they just lost their pipeline. So now I feel like it's my responsibility with this beautiful opportunity over here at least be like, hey, hey, I know you're in dire straits. You can reach out. you can If you need to run a pipeline up, it's the fastest place to do it it's because no one's getting installs as fast as me.
00:19:15
Speaker
That's awesome. but getting glass on roof. How fast? How fast we talking? How fast are you installed? My average install time is a week. If it's not installed in 19 days, though, the rep gets an extra $1,000 on his commission guarantee. Oh, my gosh.
00:19:28
Speaker
ah That's pretty good. yeah And I only need 600 to sell. Tyco. Yeah. I got in-house lenders and stuff. Yeah. And we don't just sell solar. I sell solar, roofs, HVAC, water systems, and all the tested products.
00:19:40
Speaker
Okay. Yeah, that's pretty cool, man. Tested? Yeah. Yeah. So that it's is that like permits or permits that quick out there? Like you can get permits in a week or whatever and slap it up there? No, we get permits tomorrow.
00:19:53
Speaker
ah Next day permit. Wow. Yeah, that's impressive because yeah I don't know how it is. im Yeah, I'm sure it depends on the area, but yeah out here in California, it's you know some some places like over over the counter permits, some places you got to wait weeks.
00:20:08
Speaker
and so Well, I mean, Miami, Broward, Dade County, Broward County, it takes forever. But as far as like... we're on that We got the whole state sold out.
00:20:21
Speaker
Yeah. That's incredible, man. Well, no wonder you're getting, I'm sure we people hitting you up after this podcast too. Because we got some past timelines. That's good.
00:20:31
Speaker
that's Yeah. And so most of the guys that come out, are they coming out on blitzes or are they coming out to stay? Do you like, just kind of like you a week, you're coming out? So I've got... So I don't have a non-compete.
00:20:44
Speaker
So I'm probably... I don't care who you work for. You can come over here. I ain't to say nothing. You can run a bag And if you want to tell your friends, tell your friends. If not, no sweat. I got a bunch people I can't post.
00:20:56
Speaker
because they got pipeline issues with other companies. But that's not to mean they can't come over here and get money. So like, it's a joke about because always talking about silent assassins where they know who they are and other people know who they are. of them just don't want to get posted.
00:21:08
Speaker
But yeah, like come over here, run it up. yeah It's simple, it's real. Want the world to see you? did You can say hey. I mean, if not, it's whatever. You to posted.
00:21:19
Speaker
Doesn't matter. It's just, I like, all that stuff goes hand in hand. I started doing door to door and social media at the same time. Yeah. well So like... Yeah, that's another thing. You've grown super quick and um getting a good presence on social media. So was that always your idea with it? Was social media just kind of the thing you started doing on the side what brought you into the whole social media thing?
00:21:41
Speaker
I started doing social media... as a way to prove a proof of production. all alright So I didn't know nothing about Instagram really or TikTok. I just got out of prison. My little brother, he knows a little stuff. He knows some stuff about social media. So he puts me up on game.
00:21:57
Speaker
So I learned a few things. Add value. The first three seconds are important. But as I'm learning about social media and sales, I realize they're the same thing. Like a post is just a pitch. know what saying? That first three seconds gets the hook. You add some value, little pullback. Boom, they're to watch it again.
00:22:13
Speaker
That's a sale. So as I start studying sales and start doing sales and start post posting, my posts get better and my pitches get better. And I do real time. I pitch myself real time and just post it live, like straight, no filter, none of that.
00:22:28
Speaker
And I was doing that because I felt like I was better than anybody in my company. So I posted on Instagram and I know they're all going to see it. And I'll be like, and I'm just really, it started out me just flossing for the guys, like like a group chat, but I was using Instagram, like like a group chat. You know what I mean?
00:22:43
Speaker
And then I started getting traction. People, and I started, we'd be just being me. People started getting, I started getting views, started getting views. And then mid-summer, I just kept staying consistent, consistent, consistent.
00:22:54
Speaker
I started doing, like, millions of views in it per month, and I was like, wait a minute, I might be on to something. And then, like, the growth just exploded once once I went through with my other company, and everybody who had been, like, aware of watching what was going on, after that, it came it became, like, interesting for people, and they started engaging a lot.
00:23:10
Speaker
Wow. And, like... Yeah. That's awesome. Total blessing. Yeah. It's all God. It's all God. I love that. Yeah. Well, and before we started recording, and Danny, you mentioned that a lot of guys that that have maybe come on your team, and sounds like there's been some surprises where guys that didn't seem like they'd be great at it end up crushing it. And I'm sure vice versa. Maybe some guys that seemed like they were great weren't it weren't so good. All right. So I got this guy now. He's 17.
00:23:40
Speaker
He's been doing past for two years in San Diego or no, in ah Santa Rosa, California. So he's been following me for like so a time some time and he just gets it in his head. He's like, you know what?
00:23:51
Speaker
I'm going to go to Florida and sell soda. I'm like, all right. Well, he doesn't tell me he's 18. I'm like, all right, you're 18. You're grown, man. Do what you want. Come on, fly out. I'll pick you up. So halfway in the air, i get a phone call as i'm on the way to the air airport.
00:24:06
Speaker
It's homeboy's mother. She's like, yo, she's like, do you my son? I'm like, yeah, I don't like to pick him up. She's like, yeah, he disappeared. I'm like, what? She's like, yeah, he's not even, he's only 17. I'm like, what?
00:24:18
Speaker
at I was like, what? So he's in the air. I can't call him. I'm like, look, tell me what to do. Send him home if you want. I was like, or you could just you just let him change his life right here. i was like, because if I have to send him back, I'll just fly him back when he's next month. And she was like, all right, let me you you can take it I'll give you a shot. So he he was out here for three days. He just got his first deal yesterday. Wow.
00:24:42
Speaker
Yeah. So like, he's super stoked, like, so worth the trip. But like now you say he's actually good. Like, he's really good. And like, I'm really excited to see how many how much money he makes before he's 18. So I got a couple young guys over here. I've been filming. Like, listen, this is the glow up, right? No one even knows you exist until you make all this money. Then I'm opposed to post the before, the during, and the
Empathy and Faith in Sales Approach
00:25:05
Speaker
after. One little post, bro. Then I get to know who you are. but but yeah 17 years old i got some kids over here making more and their teachers you know mean so yeah that's the flex yeah and i got documented yeah well it's incredible man let's and like like you're saying before started recording and it's so many times where there's been guys that seem like they should have no business having success in this you know we fresh out of high school young kids you never know sometimes they can crush and um that's why i think it's important to
00:25:34
Speaker
The kids from like the rough environments, those kids, they just got to get different gifts. They got a different skill. Like they know how to convert stuff. They can take nothing and make something.
00:25:44
Speaker
Like the kids from the hood, man, they get them to sales early, brother, and nothing can stop them. Yeah, no, it's it's it's one of the hardest things is identifying. i don't I don't know if it's possible to really identify. There's like, you know, key traits you can look for of ah who who will be good.
00:25:59
Speaker
Guys with sports backgrounds, military backgrounds, and they and guys that have actually guys that have ah overcome like addiction or even been to prison. Those guys actually have been good a lot of times for us. And so you see key traits, but at the end of the day, it's you really never know who can be good at this. So it's about giving them an opportunity, setting the standard, ah making sure they show up for themselves, stay positive. But um yeah, how do you do you have standards for your teams or how do you make sure that you're bringing on solid guys and a good mindsets? On our shirt, like our shirt on our shirt, you'll see you'll see high energy, high standard excuses. The high energy, high standards, no excuses. We have like you know we are a daily standard, but like we also, we're faith-based. like My total we go to church on Sundays. We pray every morning. like That's first and foremost. We've got to have that servant mentality. yes
00:26:53
Speaker
I was at Door to Door Con. I actually heard Ryan Pineda speak on that. And that was poignant, really, because like right before he had spoke of that, I was like, this is you got to have love in your heart. You got to have empathy to even relate to these homeowners. And I was trying to talk talk about that. He ordered it so right. So yeah, you got to have like, you got to have that servant's heart, really. So some of you already know that I run my own door-to-door sales team here in San Diego. And as we were gearing up for the summer, I realized if we do the same thing we always did, we're going to get the same results.
00:27:22
Speaker
But if I want to increase my deal flow, I need to do something different to get an advantage. Then we discovered an app called Solar Scout. But it's not a door knocking app. It's a data platform that shows us who is likely to go solar in our market.
00:27:35
Speaker
It shows us who has previously applied for solar but later canceled the deal, who has moved in recently, and even how much electricity the homes are using in a given neighborhood. It's been working for a lot of teams across the country, and now I'm on board too.
00:27:49
Speaker
I'm going to be one of the first to use Solar Scout in San Diego, so I decided to partner up. But I told them, hey, I'm going to talk about Solar Scout on my show, can give my listeners a great deal. And they did.
00:28:00
Speaker
So go to solarscout.app forward slash Taylor and book a demo with them, and you'll get 10% off your first month when you sign up. That's solarscout.app forward slash Taylor.
00:28:12
Speaker
okay so So important to believe in something have a higher power. And I will say, I think every top setter I've had on the show, that's ah that's something they have in common. They all like have deep faith, conviction in it. You'll be sitting there they'll be sitting there they' like, not interested, not interested. You're like, yeah, yeah, I totally get it And all of sudden, you like you're like, uh-oh, I'm getting the bill, bro. This ain't even supposed to happen. Like, it's God. Like, you're like, this is God. Like, there'll be that time where you're like, there's that couple those deals. Like, you've been doing it 10 years. Like, I know been walking up to that house that couple of times, like, and you're looking, you're like, is this even real? Like, I know this is about happen. Like, yeah. Yeah, like,
00:28:56
Speaker
I don't want the man. She's like, this is about to happen right here. Yeah, man. Yeah. it's It's crazy that, yeah, we got our top set on our team right now. He's, you know, he's always wearing like a Jesus shirt around and um always like praying, praising God and all that. yeah And um yeah, i told this I told this story on at a month or two back on a podcast, but we went to a door or I was driving. I'm getting ready to drop them off at the area. Yeah. And ah before we got to his area, he's like, he's like hey, stop right here.
00:29:26
Speaker
I just saw a person leave. I'm going to talk to him. Like, okay. And we're still like a mile from the hood I was supposed to drop him off at. But he gets out, kid you not, he sets the plane with this random guy he just you just saw and felt like God told him to go talk to.
00:29:41
Speaker
and then in this does it all day Yeah. And then in the appointment, the guy is like, that's crazy. I actually had a dream last night that two people were going to come to come to my house and talk to me about something that I really needed.
00:29:51
Speaker
And this was the guy that he just felt like inspired to get out and go talk to. And I'm like, man, if that's not God, I don't know what is. It's like, you can't make stuff up, man. So I've been riding with another manager back when I was setter. right Now they said I hadn't had the vision. I could see a deal.
00:30:07
Speaker
We're riding by. I'm like, stop the car. We're mid-blitz. I'm like, that's a deal right there. i pointed at a house that we just, random house. So that's a deal. He's like, really? I'm like, yeah. So we pull over. i'm like, I'm going to go set this. I jump out the car to go knock the door. And he's like, stop. And I'm like, what?
00:30:23
Speaker
He's like, there's a closer in-house already. Our closer's in-house already. I'm like, what? He's like, yeah, a closer in there right now. the Yeah, that's awesome.
00:30:35
Speaker
Yeah. Yeah. Well, um yeah, it just helps. I don't know. I think ah people that don't have a belief in God, i just don't know how they can how have they do the job. At least that's a higher power or some type of faith in something, man. Because yeah like when you're out there dealing with rejection, you don't have faith in God, if you don't faith in a higher power, i just, yeah, I just don't think the job. That's the inner strength. It's a wellspring of strength. Like that's where, yeah. Yeah.
00:31:01
Speaker
Yeah, man. So I love it. And our team, we're definitely faith based too. just help so much. You got have God on your side doing a job for sure. Were you always like a pretty, pretty God fearing person, Danny? You always grew up or is it you said you got that faith? Like, my mom was telling me about Jesus since a kid. I just never surrendered to him until 10 days before I got out of prison. But, like, he's always been there. seen crazy things. Like, I know from how our prayer works, like, my faith is unshakable.
00:31:28
Speaker
But it's something that I rest and lean into. What you mean? Yeah. Like, I pray up every day before i even hit the turf. Like, what? As soon as I wake up, I hit my knees and pray. Then I read the Bible. line Then I go hit the gym. Then I go get me a little protein shake, smoothie.
00:31:42
Speaker
And then come back, jump in the ocean, come back, and then we do a sales meeting. Love it. And after the secret meeting, we'll pray up again, hit the doors, and we'll knock till about 830. Yeah.
00:31:52
Speaker
But prayer prevalent in everything we do. Because if I can't help a homeowner, I pray for him. You know what I mean? God's had a bad day, I'm like, man, I just pray blessings on you, brother. You know what I mean? I go in for it. Yeah. I've seen some videos of you praying with the whole team. Is that like ah the thing you do every day? Get the whole team doing little prayer before you guys get out?
00:32:10
Speaker
Love to see it. Love to see it. Well, I want to get into it. Have you knocked other states before? You were not Florida? i never I've never knocked Florida. What? Yeah, I've only knocked a few other states.
00:32:21
Speaker
So I'll have to come try it. But ah yeah I'm so surprised. I've heard Florida's... um I mean, I haven't heard too many people doing solar in Florida for a minute, man. um I don't know.
00:32:33
Speaker
i don't know if was just hearing negatives about it or guys weren't having as much success there. But for whatever reason, I haven't been hearing as much about solar in Florida. But it sounds like it's still going awesome there.
00:32:44
Speaker
butdale the sunshine state. We got net metering still. Yeah. One to one. Bye-bye. Yeah. yeah So you don't got to batteries. not and It's just economic. Saving the homeowners money. Yeah. Okay. but So the other products you're talking about, um is that something you guys offer with yourself? You primarily are doing solar and then that's kind of like an upsell offering other products or how do you guys structure all that? Well, we got a standalone everything. We can sell everything. Roof, HVAC, water systems, percolas, all test the products, test the power walls, test the power walls, water systems standalone. We do those installed next day. What else do we have? So are you offering those at the door just depending on what people need or are you guys still like primarily? so and Well, no, I go in with a with a critique pitch targeted just for that market sidestep because it's been not saturated. solar So I train my guys just a little bit different, it little do something just a little bit different. okay
00:33:38
Speaker
We get results. Okay. So you're often there, you're kind of leading with other products and then bringing in solar after because people are pretty cool. Well, no, don't we I go in there and build on a problem, little discovery, find out how I can present out the information to them by asking them questions. I just ask questions. Okay. I'll ask a bunch of questions and lead them up to like, a ah like you know they come up with their own thought. yourself the questions I ask. But that gets me to walk and to sit. Okay. Yeah. Because here in California, you know it's really saturated too for solar.
00:34:08
Speaker
Solar has been been pitched tons of times for these California homeowners. So a lot of times what we'll do is we'll lead with a battery because battery is somewhat new. Past three, four years that you're doing batteries. And so a lot of times we'll lead with the battery and then kind of like bring up solar after the fact. But hey, by the way, you also are open adding solar, then they'll save you this much more. It'll benefit you this in this way too.
00:34:33
Speaker
And then it's kind of like sometimes can make it easier to bring up solar. We're just leading with solar. They're like, oh, no, right off the bat. They're like, I've heard solar so many times. And so I don't know if you guys were doing stuff like that in Florida too, maybe you leading with another product, then bringing up solar after the fact. So, yeah, I mean, but we do water pitches sometimes.
00:34:53
Speaker
Like, actually, I'll knock on doors and be like, hey, um we're here with the windmill program. We're going to get to see your electric don't know windmills I'm need to use for your house. And if I can't do it with the windmills, don't worry, you might do it with the panels.
00:35:06
Speaker
But i don't know. They'll get it. Nice. Yeah, man. That one work for you? about the wordmial program but That one work? Get lots of bills, right? Yeah.
00:35:17
Speaker
Yeah. Hey, we're here with the windmill program, brother. Did you see the notice on there? Go grab that. bell It makes sense right now. So like what? Yeah, I just got to see how many windmills we're going to see, even if it's fixed. And if we can't do it with the windmills, don't worry. We'll just have to figure it out with the panels. But go grab that right Yeah.
00:35:35
Speaker
That's awesome. I love it. Well, so let's get in a couple of practicals here, Danny, for guys listening. Maybe they're struggling setting appointments. How do you train? If you bring guys out, if they struggle, what do you do to help guys like fix their pitch, have success out there? What are some mistakes you're seeing and guys you bring in? So we make them write it out in their own hand because it's easier for people to remember. it's something that they've written in their own hand. When you pull it up for your memory, you'll actually see your handwriting in the front of your head.
00:36:06
Speaker
So when you write it out, line for line, say a line, write a line, say a line. You have to get those lines word for word verbatim before you can even deviate from it. And then I make sure you guys offer repetition or repetition. you guys practice pitch pitch back and forth over first two, three days. You you get get it in about two, three days.
00:36:23
Speaker
After that, I go and knock with you on the doors and show you exactly how to do it. Step by step, tonality, pitch, you know body language, eye contact. I show you guys the dance. Dan, let you rip for a couple of days. And i have, like, my trainers I can put with you to, like, critique you on certain spots or where you need to transition with. And we have, you know, we just keep train, train, train, and pray, pray, pray.
00:36:49
Speaker
But yeah, ill go out there and knock on the doors with them, brother. I'll be out there like, um' all right, I'm going to sell you in the day, bro, I'm going go knock with you guys. So I'll knock and sell you in the mornings with the new guy with the new guys. They see me pop, pop, sent him to a sentence set a couple appointments, and I just slide off.
00:37:04
Speaker
so after go know I spend some of the day recruiting. I spend some of the day in house closing. But I've got like nine setters and four closers. Okay. Yeah. I was laughing at one of your videos because one of your guys was knocking the door and then you, you rolled up on them. You came up and then right when the guy saw you, was like, already talked to that guy before. And then he just closes the door.
00:37:27
Speaker
like see But it's it's in entertaining content. I've knocked every door in this county down here, bro. Yeah. So like when my guys go hit turf, they're walking through the hood like, bro, you hit every house. And I'm like, listen, bro, you just got to follow up. You know who you're knocking behind, so you better step your game up. yeah That's funny. And then what about when it comes to closing?
00:37:54
Speaker
So how do you train guys to progress setter to closer? um i don't know. What's maybe some things that have helped you in closing? So I train my guys. I train for the most part. I train you guys how to self-gen and close as soon as you get here. Because no one's going to show you that. So i'm like, let's just get that out the way. So I show you i'll show you how to build proposals and systems, teach you how to close it so you're not butt naked in the house. Because I'm training you guys how to set, like knowing sets. You can put every closer in the house and you can go in your house go in the house yourself and try to close one.
00:38:25
Speaker
We ain't leaving nothing on the table. So I want you guys at least to know how it works because I'll get on that phone from another set and talk you through your clothes if I have to. Because I don't want anybody in there or not, you know, and I've done that. I've done like, ah I've done a lot of like, all right, hold up. No, go in there, do this.
00:38:39
Speaker
I'm with ah you. know I'm a manager. i don't get to do too many house calls these days, but just bear with me. appreciate your patience. And they love that. know mean? Because then when I click the phone up, I go right back into my authority.
00:38:50
Speaker
And I'm just like, all right, yeah, so here's what's going on. You know what I mean? But I teach them how to set different, so I teach them to close differently. Yeah, I like that. often I'll to try that. I was helping one of my guys close their deal the other day while I was also sitting in my own appointment trying to close this one. Yeah, I wasn't really sure. I i just kept saying, oh man, sorry, the system's running low running slow today. It's taking a while, even though it was just like me trying to you know help them send out the proposal for the other guy and help them figure out their technology issues. just added you as you. You're good. You're good, bro. There you go. but But I like what you said.
00:39:27
Speaker
Like, don't worry. already made the proposal for you, bro. You can't even get through. Yeah, but, ah you know, I'll have to try what you did. Just maybe picking up the phone and having that little authority ah frame. Be like, oh, I'm the manager. Just helping on one of my guys. I like that. yeah Yeah, you tell them look, like my time is kind of valuable. I'm actually the project manager. i don't really get to do too many of these. I have guys who do that.
00:39:49
Speaker
But a lot of your neighbors are right now, they're sitting with most of my guys. So that's why I'm here. Yeah, I'd actually square you away, so yeah, you guys get me. And um I just go right into, you know, um just a simple three-step simple process. I'm just going to ask you some questions about the house. I got your usage. I'm going to look at the main panel, and I'm going walk you to the steps.
00:40:09
Speaker
And then after that, I'm going build a savings report. If it comes out cheaper than what you're paying, usually it's a no-brainer, right? All right, you want to save some money, right? All right, let's do it. And we're going to go in with some rapport. yeah go But I tell my guys, like, it's all energy, man. You just got to connect with people. And then once they like they feel you a little bit, then you can tell them whatever.
00:40:29
Speaker
but do it inside the house. Don't do it on the porch. Get in that house. yes That's so good, man. And well and most importantly, Danny, how do you after you close the deal, the biggest problem, so many guys, they close these things, but then they can't get them to the roof. They can't actually get paid. What's some secrets on how you get these things solidified to the roof, making sure they don't cancel?
00:40:50
Speaker
What do you do? So first of all, you show them that we are on the Better Business Bureau with an A-plus rating. I show them like our history, our reviews, all that. But actually, like i show them me. lot of times, I just show them us like on social media. I'm like, actually, this is me. I'm like, I'm totally a real person, totally transparent. i'm not hard to find. I mean, i was like, I'm probably like, I'm facing someone on this industry.
00:41:11
Speaker
So i was like, this is me. Then I show them, I'll i go over my my photos, and i'll be like, this is all the people I've helped in the past year. And I show them all the people I signed. And they're like, okay, okay. And I'm like, yeah. And then i I'll show them a little, I um i got little videos I've made just just for homeowners, like little instructional videos, but it's part of my clothes.
00:41:31
Speaker
Like I'm talking talking about Q-Sales and then i got other ones where like, I'm actually with an install and I'm like talking about their installers or what they're doing. And I'm like, yeah, you look at that. And it's like, I'll be doing my thing, but I'm letting them just scroll and look and like absorb it before I even get to where we're going. Cause like,
00:41:46
Speaker
lot of times, they don't know what's sold it. They help them out with a problem. They don't even really, they're really going to say, like, yeah, it been getting expensive. I don't really know you're going to do about it, but I believe you're going to something about it. And that's the expectation.
00:41:56
Speaker
and then And they're like, I'm like, listen, this is what I got to do to help you out. And they're like, yeah, I'm like, yeah. I mean, it might not make sense, but I need all your questions and your concerns. i need to know all right now.
00:42:09
Speaker
And then when they go, I'm like, tell me more. I'll rock that pen and paper for like,
00:42:15
Speaker
half an hour 45 minutes in there really really in there like a kid with a crayon bro yeah well i love i love getting the photos with customers because man that's if you guys aren't doing that you got to be crazy man because so much social proof from there if you just show them the whole photo album with you and 100 faces of people that have signed up and done this It's like I've seen just weight the weight come off of people's shoulders when they're like, go okay, this guy, he's done this with like 100 other people this year. So it must not be a scam, must not be like fraud or anything. He just showed me if he's scamming people and he just scammed like 100 other people.
00:42:56
Speaker
I just click my tarot so open. I click my tarot so open. I'll scope scope out a little bit. I'll show them. but That's all my installs. And it looks like it's got acne. The map got acne, bro. I'm like, that's the install. That's the install. That's the install. That's the install. And zoom in. I'm that's it. Yeah.
00:43:11
Speaker
yeah Yeah, it's its says it's underrated, man. So like a lot of guys on my team, they'll like they'll just take like photos after the deal, but without the customer. you got to have a selfie. I snap about that.
00:43:23
Speaker
Yeah, I'm like, dude, why you like I don't know why you're taking a photo of just you. like you at At a minimum, get a photo with the customer. It's a huge opportunity you're missing out on. Get a video of them cussing the utility company out or something. Yeah.
00:43:38
Speaker
even better video yeah because uh yeah it's crazy once people hear it from other people's perspective you can be in a close i've used that where people are like no no no no no you show them a video of a neighbor yes that that could be the one thing that tips that person over the edge and actually signs the deal just such an underrated thing if guys aren't getting the photo and video with their customers missing out on a huge opportunity love I think a lot of sales reps got to actually do a little bit more active listening.
00:44:05
Speaker
um and like but when you come back, come out, come with a little more empathy. they like Yeah, totally get it. Sure, your dog just died. Awesome. All right, here. This is great, man. You're like, your dog just died? Oh, man, I love dogs, bro.
00:44:21
Speaker
I know you're sad today, brother. But listen, I'm going to make you happy you right now. i got the best news if you ever want to hear it. And then you just, you're pre-framing right here. Get ready for it. Get ready for it.
00:44:32
Speaker
that' so So with your social media stuff, Danny, you're using just like the meta glasses, you're rocking the phone out there, you got a camera guy behind you. are you getting most your social media content?
00:44:44
Speaker
Oh, man. i had I had a cameraman out here. We were shooting a documentary about my life. It still hasn't been released yet. I think we're trying to get it to Sundance Film Festival and it should be in Colorado next year.
00:44:56
Speaker
So we're trying we're trying to get that in there. They were going release it to YouTube, but I think they want to do like a full length or something. So we're waiting on that. Other than that, though, I usually have, you know, trainee guys with me. I've got everybody knows this this is the motion. i mean Everyone's got a phone these days.
00:45:13
Speaker
So like I'm metaglasses. I'm filming everything. um just got site survey went through. Okay. Yeah. yeah yeah so would you ever have any issues with like people seeing the meta glasses and uh because then doesn't the glasses like light up or something when you hit that yeah because already throw there's ways around that yeah get on amazon correct Throw some tape or something. Stickers. Put some.
00:45:39
Speaker
There's special little caps that you got to buy to clip on it to turn the light on. Okay. That's cool. They only record for like, isn't it like a couple minutes at a time something?
00:45:52
Speaker
Three minutes at time. Okay. Yeah, because I got some. That's the only thing I didn't like. I'm like, man, three minutes already cut me off. But I guess just got to start a new one. yeah maybe They'll come out with an update. They need to make those things that have no cap on the recording. I bought two of them yesterday. I got the Gen 2 dark ones and the polar transition lenses. Cool, brother. Well, it's been awesome having you on, Danny. and um It's a pleasure. Thank you, Taylor, man. it was pretty awesome to talk with you, bro, considering you've got all this experience for so for so long in this industry. We're always learning something new. I've been doing this 10 years and I learned a lot from you today, Danny. So it's it's cool to always learn from people where they're in it a year.
00:46:33
Speaker
10 years you know that's always something to learn from guys that are having success like yourself I'm sure everyone's following you but um just in case they're not what's the best way to get in touch with you Danny you want drop your social media and all that guys want to reach out Danny Relentless on Instagram Danny Relentless at TikTok and there's ah there's a podcast come soon sales to sales podcast that will be released pretty soon probably like another week love it man we'll have have you on yeah Hit me up. Still a podcast exchange, but I would be honored. Yes, sir. Absolutely. Yeah, man. Well, thanks again for coming on. And last question, Danny. um Maybe someone that's struggling, wondering if they should keep going in solar, wondering what they should do to get out of their rut. What would you tell that rep? How would you help them today if they came and asked you for that advice?
00:47:23
Speaker
Ask, you shall receive. Seek, you find, knock, the door will be opened unto you. Get in that Bible. to Keep your faith, rock with Jesus, and keep that servant mentality. And always remember it's a numbers game.
00:47:35
Speaker
Always hit that next door. Don't stop until you get your walk in. right, guys. Well, you heard it here. Follow God and ah put in the time, put in the numbers, and then there's no reason you can't have success just like Danny's having.
00:47:49
Speaker
So thank you so much for for coming on, Danny. And yeah, we'll have to do this again in a year or something. But I can't wait to see what you got going next. Appreciate you. Yeah. All right, brother.
00:48:01
Speaker
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00:48:12
Speaker
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Speaker
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