Transcript
Speaker: Welcome to the Solarpreneur Podcast where we teach you to take your solar business to the next level.
Speaker: My name is Taylor Armstrong.
Speaker: I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
Speaker: I teach you to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro and closing more deals.
Speaker: What is a solopreneur, you might ask?
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 become one.
Speaker: Okay, we're here with Jared Uelu.
Speaker: Yes, sir.
Speaker: We're jamming here on a podcast out here in Dallas, Texas.
Speaker: I'm excited to be with Jared because he has mastered the art of sales.
Speaker: He's crushing a ton of deals.
Speaker: Number two office for all the pure, right?
Speaker: Yes.
Speaker: Okay.
Speaker: So coming from number one, but they're closing tons of deals, having lots of success.
Speaker: And most importantly, just influencing the lives of everyone he works with.
Speaker: And I know doing a lot in the community.
Speaker: So Jared, thanks for coming on podcast here with us today.
Speaker: Appreciate you, brother.
Speaker: Thank you.
Speaker: Yeah, it's going to be a good time.
Speaker: And the first time I kind of heard of you and got to know you, we were just talking before this, is the Noxstar competition.
Speaker: This guy, he did, what was it, 23 deals in a week?
Speaker: Yes.
Speaker: Yeah, insane amount of deals.
Speaker: I remember at the time, everyone's like, man, this guy's got to be like cheating or something.
Speaker: Yes.
Speaker: Did you get that all out?
Speaker: Dude, you know what was awesome was the way that we were just held accountable.
Speaker: Yeah.
Speaker: I know when Danny and Taylor was like, dude, you've got to post a picture with the customer and you've also got to post like the loan docs have been signed.
Speaker: For me, I made it a point to always make sure that those two things were always posted so that it was verified and that everyone knew that like, dude, this is legit.
Speaker: Like you can't Photoshop that.
Speaker: You know what I mean?
Speaker: Like, and so that was one of the things like when it came to accountability, I wanted to make sure that
Speaker: But dude, it was fun, man.
Speaker: It was fun.
Speaker: And it just goes to show that like, you know, where I came from, I came from the alarm industry and my best week in alarms was 27 in a week.
Speaker: But I, you know, the stereotype of, well, dude, solar is a bigger loan.
Speaker: You can't just like sell alarms like you sell solar.
Speaker: It's like, no, you actually can.
Speaker: Like you can do what you do in alarms, you could do in solar, right?
Speaker: And so I know in solar, it's like, if you have...
Speaker: seven in a week it's a big week yeah but it's like why can't you go and do alarm numbers in a solar uh industry but yeah dude it was fun man and uh definitely great for that time and i definitely remember you dude you were you and i were on the same team and i know we battled hard man we just yeah
Speaker: Fell a little short, but it was fun.
Speaker: Yeah.
Speaker: Good experience.
Speaker: I know, next time.
Speaker: So is that one of your goals is like be your best alarm week in solar?
Speaker: It was.
Speaker: I mean, yeah, coming into it, I just thought because I just heard like, you know, just all these things about like, dude, solar, like you can't, like this is typically, and I'm like, no, like you could do it.
Speaker: You know what I mean?
Speaker: I worked with dogs in the alarm industry that broke those barriers and stereotypes.
Speaker: So I'm like, if they could do an alarm, we could do it in solar.
Speaker: I know, right?
Speaker: Yeah.
Speaker: Well, every, yeah, almost every, um, like top guy, I see so many people coming from alarms and that's what they all say is they're just treating it like an alarm.
Speaker: So, cause I think guys that come in fresh from the industry or, you know, pest control or whatever, sometimes they think, Oh, that's the way bigger.
Speaker: So the loan, all that.
Speaker: But it's like, as you make it a big deal in your head, the bigger deal, it's going to be to the customer too.
Speaker: You know?
Speaker: I agree with that.
Speaker: Um, well, cool man.
Speaker: Let's, uh, just real quick, do you want to tell us kind of how you transitioned from alarms to solar and, uh,
Speaker: you know, how you've gone in the industry and everything?
Speaker: Yeah, absolutely.
Speaker: Just really just looking for opportunity.
Speaker: Okay.
Speaker: So obviously 2020 year, COVID year, interesting year, right?
Speaker: A lot of things happen.
Speaker: Obviously we know the pandemic, but it was actually my biggest year.
Speaker: Most money I've ever made, most alarms I've ever sold.
Speaker: Yeah.
Speaker: And the opportunity presented itself after the summer with solar.
Speaker: And here I am in Texas, dude.
Speaker: So yeah.
Speaker: But yeah, no, got back on the, got into the industry back in 2011.
Speaker: As I was sharing with you after lunch today, you know, I had a companion and a missionary that I served with.
Speaker: Dude, what's funny is he, so he, he's like, dude.
Speaker: He gets home, he starts writing me.
Speaker: He's like, bro, I just bought myself a brand new BMW.
Speaker: I'm like, wait, what?
Speaker: You found a job that quick you're making?
Speaker: He's like, no, dude, door to door.
Speaker: Like, what are you doing after the mission?
Speaker: You going to school?
Speaker: I'm like, no, I'm not going to school.
Speaker: And he's like, dude, just sign these papers.
Speaker: Sent me like a thick packet.
Speaker: You know what I mean?
Speaker: And I was like, cool.
Speaker: He's like, dude, just come sell with me, dude.
Speaker: Like, I'll help you make a bunch of money.
Speaker: And so I'm like, I don't have any plans.
Speaker: Cool.
Speaker: So sign the papers, then question it, send them back.
Speaker: And I was onboarded.
Speaker: Six months later, I get home.
Speaker: And I get my badge, I get my shirt, and I go out and knock my first year in Houston, Texas.
Speaker: So that's how I got into it, dude.
Speaker: And then just have been in it ever since and never really been the nine to five, you know what I mean?
Speaker: Yeah.
Speaker: Type of person, but yeah, that's awesome.
Speaker: Well, what about like solar?
Speaker: How many years did you do alarms for?
Speaker: Yeah, so I did alarms and I did a summer of pest control all the way up until basically 2020.
Speaker: Yes, it's been two years in the solar game.
Speaker: And I've always heard of solar, right?
Speaker: But I don't think in those days when I started with alarms that solar margins were...
Speaker: Yeah.
Speaker: What they are now.
Speaker: And so the timing of coming to solar, I'm definitely grateful for.
Speaker: And then just really like everything with alarms and pests, like, dude, that just gives you all the skillset, all the training, all the experience of like how to do door to door, how to build teams, how to master the art of selling skillset and all those things there.
Speaker: And then with solar, dude, it's just like, I look at it as like after college, you go and get your career job and you make the big bucks.
Speaker: Yeah.
Speaker: Like that's solar for me.
Speaker: I know.
Speaker: Yeah.
Speaker: Seriously, I know, crazy money right now.
Speaker: Yeah, great time.
Speaker: Well, yeah, and so 2020, were you nervous, like, coming in during COVID?
Speaker: Because, like...
Speaker: I don't know if you've heard this, but door-to-door was obviously getting shut down and all that.
Speaker: Yeah.
Speaker: In your head, was it kind of like a big deal?
Speaker: Yeah.
Speaker: Dude, it was.
Speaker: So just a personal experience.
Speaker: I had been feeling kind of a prompting that I needed to be in a location where I was working year-round.
Speaker: I had something stable.
Speaker: I wasn't traveling in the summer program six months on, six months off.
Speaker: And so I told my wife that I probably was going to be my last year.
Speaker: If I could find an opportunity where I could be in a market and just work the year round, I just didn't know what was going to be my next move.
Speaker: So 2020 going into it, I said, you know what, I'm going to commit to this year.
Speaker: And then whatever happens at the end of this year, like I want to be able to make sure that I'm following that prompting.
Speaker: And so I was nervous, dude.
Speaker: There was a lot of unknown because it's like you go from, and I remember, dude, I was on a blitz in Sacramento in February of 2020 and 530, dude.
Speaker: Everyone get off the doors.
Speaker: There's a, you know, on the news, this like lockdown thing of like people having COVID and all this.
Speaker: We're like, wait, what?
Speaker: You know what I mean?
Speaker: They're like, yeah, get off the doors.
Speaker: Like you can't, you know, be knocking or whatever.
Speaker: It was like, it was a, it was a Sacramento thing.
Speaker: It was like a city mandate.
Speaker: Yeah.
Speaker: And I was like, what the freak?
Speaker: So after that, you were like, okay, you don't know what to expect.
Speaker: You're going into the summer.
Speaker: You start getting training on like how to knock because, you know, COVID and you don't want to expose yourself to whatever.
Speaker: Yes.
Speaker: Yeah.
Speaker: A lot of uncertainty, but at the same time, I was confident.
Speaker: Yeah.
Speaker: And I had no choice but to make that year.
Speaker: a great year.
Speaker: And so the great thing about that year that came out of COVID was I didn't use COVID as an excuse, but I used it as a springboard.
Speaker: Like, dude, I use it to my advantage.
Speaker: And I'm like, yo, everyone's talking about how this year is so crappy.
Speaker: I'm having an amazing year.
Speaker: And I love it, dude.
Speaker: Like it was dope.
Speaker: So in a way, I feel like COVID helped.
Speaker: I know.
Speaker: Yeah, I think it did.
Speaker: Especially, what was that part of the reason why you came to Texas?
Speaker: I don't know if you're considering like other markets.
Speaker: So here's the thing, dude.
Speaker: Things transpired with the last company.
Speaker: And we were in Tallahassee, Florida.
Speaker: I was managing that office.
Speaker: For Solar?
Speaker: For Alarms.
Speaker: Yeah, with Vivint.
Speaker: And we ended up, long story short, we ended up finishing, well, we finished the summer in Tallahassee, but we ended up doing kind of like an extension season in Austin, Texas.
Speaker: And that's what brought me to Texas.
Speaker: Because I was like, I don't know anyone in Texas.
Speaker: My buddy, Tavita, that's obviously the CSO now for Pure, had sold with him back in 2013.
Speaker: So we've been buddies for years.
Speaker: And he's like, dude, he's like, come out to Texas, man.
Speaker: Come try Blitz.
Speaker: I'm like, dude, no.
Speaker: I wouldn't move out to Texas.
Speaker: I don't know anyone.
Speaker: Like, I'm born and raised in Utah.
Speaker: Like, you know, find something in Utah or California.
Speaker: Anyways, we came out to Austin, Texas, and I was just jumping into kind of like the solar scene, per se.
Speaker: I remember trying to sell a solar deal, and I'm like, dude, I –
Speaker: How does this make sense?
Speaker: Yeah.
Speaker: Call up Tavito.
Speaker: I'm like, dude, Tavito's here in Texas.
Speaker: It's like, well, I'm just asking him.
Speaker: Call him up.
Speaker: And he's like, dude, that's funny you call me.
Speaker: I'm actually in Austin.
Speaker: Like, we're doing a blitz out here.
Speaker: Wow.
Speaker: That's insane.
Speaker: Yeah.
Speaker: So, met with him.
Speaker: The rest is history, man.
Speaker: Ended up giving it a shot.
Speaker: You know what I mean?
Speaker: And just like, dude, what's the worst that could happen?
Speaker: You know what I mean?
Speaker: At least try it out.
Speaker: See...
Speaker: What it's like.
Speaker: And we did 11 deals in our first week as a team.
Speaker: Wow.
Speaker: It was like, cool.
Speaker: Like you set up the appointment.
Speaker: I'll go close it.
Speaker: Yeah, that's good.
Speaker: Let's go.
Speaker: Let's go rock and roll.
Speaker: You know, with that alarm mentality, you're you're just.
Speaker: that work ethics there and you're just you're crushing dude yeah so so were you like you just you work just as hard coming out and doing solar because i know a lot of people get into solar with the wrong mindset we're like okay i hear you can make just as much or more in solar and only have to work 25 of the hours or whatever just because yeah we make so much per deal it's like you can make that money but was your mindset just like i'm gonna come work at like alarms and
Speaker: Yeah, dude, you, yeah, no, my mindset was because the thing about it is you always, you always treat it the same way you treat anything else.
Speaker: And in alarms, we were always trained to, you know, have correlation meetings to work the hours, right?
Speaker: Meet every day.
Speaker: And so, you know, nothing changes.
Speaker: The only thing that changes is the product in which you're providing or selling on the doors.
Speaker: But everything else is just, it stays the same.
Speaker: And you want to treat it that way because when you start to do things that you don't normally do, then you don't get the same results.
Speaker: Right.
Speaker: You know what I mean?
Speaker: And then, you know, you start to get lazy.
Speaker: And so, you know, our team, we're year round, dude, we meet every single day.
Speaker: Oh, right.
Speaker: Yeah.
Speaker: Like, like sometimes maybe not on like a lot of the holidays, right?
Speaker: Yeah.
Speaker: but like year round, dude, from January 1st to January 1st of next year, like it's the same schedule.
Speaker: Nice.
Speaker: What is the schedule?
Speaker: What's your typical like work day?
Speaker: So now that we're in the off season, the sun goes down a little bit sooner.
Speaker: We'll meet earlier in the summers.
Speaker: We'll meet like at 12.
Speaker: Right now we're meeting at 11.
Speaker: We've, you know, kind of, um, downsize our meetings in terms of time.
Speaker: Yeah.
Speaker: Uh, we're just basically going through it.
Speaker: Meet for about 30 to 45 minutes.
Speaker: Um, and then we're,
Speaker: you know, having a team lunch or grabbing lunch and hitting the doors until dark.
Speaker: Nice.
Speaker: But that's essentially the schedule every day.
Speaker: Yeah.
Speaker: You know, that's been good, man.
Speaker: It becomes a part of your life, your daily routine.
Speaker: Yeah.
Speaker: And so that's kind of, it's been cool.
Speaker: We're going two years on just doing this year round.
Speaker: We're so used to the summer schedule where you're just, it's like a five-month blitz, right?
Speaker: Yeah.
Speaker: I don't know.
Speaker: But,
Speaker: Yeah, that's cool.
Speaker: Well, yeah, I've noticed that too.
Speaker: I think as you get guys meeting every day, they just get more in the habit because I see teams all the time where they go, I don't think guys are going out consistently.
Speaker: But then you ask them how often they're meetings, like they're meeting once a week.
Speaker: And then they're wondering whether guys aren't like they're getting out late or not going out at all.
Speaker: So every team that has success, they all say, oh, we just meet every day.
Speaker: Yes.
Speaker: Yeah, no one person is bigger than the team.
Speaker: The truth is...
Speaker: you know a lot of veteran guys dude i don't need these meetings these meetings are for the rookies yeah and it's like no dude you actually do need the team meetings because you can't produce the same amount that you're producing if you're just on your own rather than if you're plugged in and you're showing up to team meeting and you're learning and you're bought in and you're feeding off the energy and the culture and the team success right
Speaker: And one of those things that that translates to that is our group me.
Speaker: Our group me is lit.
Speaker: Right.
Speaker: I mean, we every day it's popping off.
Speaker: Everyone that like posted something, everyone goes and likes it.
Speaker: Like when someone gets a set, everyone's going on there and congratulating that one person.
Speaker: It's not this just like two or three likes like it's everyone's nice.
Speaker: for each other and like everybody eats that's awesome dbe baby dbe yeah love it love it that's sweet but do you have to get do you kind of tell people that as they join the team or everyone just sees the group follow suit man follow suit man everyone sees everyone doing it and uh everyone buys into that and what's cool is like you never have to tell the team to do that
Speaker: Our culture is each individual.
Speaker: It's just who we are.
Speaker: It's not a made up, hey guys, we got to go back through and make sure that everyone's following up on the group meet or it's just who we naturally are as people.
Speaker: We genuinely want to see people succeed and see each other succeed that when my brother goes and gets a set or my brother goes and gets a close, I felt like that was my set or my close because it's juiced up.
Speaker: Yeah.
Speaker: It's been pretty cool, man.
Speaker: Yeah.
Speaker: That's fun.
Speaker: That's cool.
Speaker: Yeah.
Speaker: I mean, I stepped in your meeting a second, but yeah, I mean, got the great, a lot of polys on the team.
Speaker: I can tell everyone's eating on your team.
Speaker: Everyone's eating.
Speaker: That's how to do it.
Speaker: So I want to transition a little bit, Jared, just as we get shorter on time.
Speaker: So I know a lot of people are wondering, like, people like to hear 23 deals in a week.
Speaker: Absolutely.
Speaker: So for all the listeners are like, man, how did this guy, like...
Speaker: do 23 deals sounds impossible to most people.
Speaker: So do you want to walk us through like, what was your mindset for that week?
Speaker: What was your preparation?
Speaker: And I don't know.
Speaker: Yeah.
Speaker: How did you do 23 deals in a week?
Speaker: Yeah.
Speaker: One of the thing is, you know, coming from alarms, you have that chip on your shoulder and you want to make a name for yourself.
Speaker: Um, you want to be able to show people that you can do this.
Speaker: Um, one of the things as a Polynesian male,
Speaker: in this industry is I almost feel like we instantly come into this door-to-door game underdogs because of our ethnic group in the sense that like the stereotype of Polynesians in a sense is they're lazy they don't work hard they take a lot of breaks they don't last they quit and I've known a lot of people that have done door-to-door but I've also known a lot of Polynesians that
Speaker: that are top dogs, man, that have done really, really well.
Speaker: And I looked up to a lot of them and I still to this day, and that's always just been my quest and my goal of like changing that stereotype and, and letting people know that dude, we belong.
Speaker: We're not just people that like, we work at the airlines, like we talked about, we're construction workers and we're only made to carry a shovel.
Speaker: No man, like we're, we're just as talented.
Speaker: And I think that we have a lot of advantages as Polynesians and
Speaker: minorities in a sense that our ability to genuinely create relationships of thin air and get people to like you is natural and it's genuine and that ability to be able to connect with people and that's all sales is yeah is the ability to be able to really connect genuinely with people get them to like you right and then you're able to essentially persuade in a positive manner yeah and that's when the transaction happened so that that was just kind of that chip on my shoulder man it's like dude we belong Polynesians belong
Speaker: And my hope was for me to be able to represent our people.
Speaker: It doesn't matter what Polynesian or what company you work for.
Speaker: If you're a Polynesian in the industry, if I could be a person that could inspire or essentially...
Speaker: you know, people hear about and be like, dude, he did this.
Speaker: Um, and we have a team, we have a culture and it's, and it's all love.
Speaker: Like that, that was my goal.
Speaker: So going into the week, man, that was just that mentality.
Speaker: It was, I was closing every single deal.
Speaker: Like that, that was my, and obviously like it was just literally one of those perfect weeks where just things happen.
Speaker: Like we talk a lot about momentum in this industry.
Speaker: Momentum is everything, no matter what you're doing, whether you're in sports, whether you're in the sales game and anything like momentum is everything.
Speaker: Yeah.
Speaker: And it was like little things that started.
Speaker: So like the day, the first day, it was like two or three deals and that momentum led on to the next day and to the next day.
Speaker: And it just kept building.
Speaker: Literally, I remember my 23rd deals on Saturday night at like 1030.
Speaker: You know what I mean?
Speaker: Everyone's like, dude, are you done yet?
Speaker: I'm like, no, I'm not done.
Speaker: Well,
Speaker: Like I am not done.
Speaker: Like, dude, I can go and sell five more.
Speaker: Like it's 1030, dude.
Speaker: I'm like not even tired.
Speaker: Wow.
Speaker: You know what I mean?
Speaker: And Saturday we had a morning meeting at eight.
Speaker: And so that week was fun.
Speaker: It was a lot of momentum and it was just a perfect storm.
Speaker: Right.
Speaker: You know what I mean?
Speaker: Like in every single deal, like I would say like 90% of the deal were both homeowners, both spouses.
Speaker: Right.
Speaker: You know, and I was able to just really just make it happen.
Speaker: Yeah.
Speaker: Yeah.
Speaker: How I was able to do it, very simple, right?
Speaker: Didn't overcomplicate it.
Speaker: The sales process is very simple.
Speaker: And that's why I love about solar because it's like at the end of it, it's either a yes or a no.
Speaker: Like if you can simplify the process and make it make sense and the numbers are there, at the end of the day, it's like you're either going to do it or you're not.
Speaker: Right.
Speaker: You know what I mean?
Speaker: And so it was just one of those weeks, man, to be honest with you.
Speaker: Everything fell into place.
Speaker: Obviously, stacking it in regards to like, hey, if I was in a home where it was like a one-legged, dude, I'm coming back Friday when your wife gets home or your spouse gets home, right?
Speaker: And so a lot of those homes that I was falling back and going back to, I closed 80% of those.
Speaker: Wow.
Speaker: You know what I mean?
Speaker: So it was building up.
Speaker: And I wasn't surprised, man.
Speaker: Like 23 deals in a week, I was not surprised that I did that.
Speaker: Nice.
Speaker: At the end of the week, Taylor called me.
Speaker: He said, dude, I'm like, dude, I could have done 30.
Speaker: Like, dude, I didn't maximize the whole week.
Speaker: Like, there were deals that I literally could have done like 30 deals.
Speaker: Really?
Speaker: So you've gotten more appointments.
Speaker: Yeah.
Speaker: There were some that I did close.
Speaker: You know what I mean?
Speaker: And they were on the fence.
Speaker: And I was like, damn.
Speaker: You know, and so I don't know.
Speaker: I had this one liner.
Speaker: It was like, I remember Ashton Buswell.
Speaker: He said something about like, you know, the referral game.
Speaker: Like if you're in competition, that competition one liner, it's like, hey, this isn't about you.
Speaker: Or sorry, this isn't about me.
Speaker: This is about you.
Speaker: But let me tell you something that's going on with me.
Speaker: Yeah.
Speaker: You know what I mean?
Speaker: Like there's this competition going on.
Speaker: You know what I mean?
Speaker: And if I'm like able to maybe drop that, maybe I get a few more deals.
Speaker: You know what I mean?
Speaker: Did you use that?
Speaker: I didn't, dude.
Speaker: I didn't tell any of them that I was in competition.
Speaker: Like I was just like, dude, don't waste my time, dude.
Speaker: You're either going to do this or you're not.
Speaker: You know what I mean?
Speaker: And so if they weren't going to do it,
Speaker: You know, I'm like, all right, well, my mentality was everyone wants to go solar with me today.
Speaker: And if you're not that one, that's fine.
Speaker: Yeah.
Speaker: I'll literally just sign up with your neighbor.
Speaker: Nice.
Speaker: You know what I mean?
Speaker: So I was on to my next appointment.
Speaker: But yeah, dude, it was fun, dude.
Speaker: So I think preparation mentally, momentum.
Speaker: Yeah.
Speaker: Right.
Speaker: And then, you know, it's just one of those weeks where everyone feels it, dude.
Speaker: Yeah.
Speaker: That week where you're just on a row and you're just like, dude, what the, I know it's just one of those weeks.
Speaker: Yeah.
Speaker: Well, and the difference between you and what a lot of people do is they get those couple of deals and like, Oh sweet.
Speaker: I can take it easy.
Speaker: Right.
Speaker: I just made 10,000 this week.
Speaker: Let's go take a break.
Speaker: Obviously it's not started, dude.
Speaker: You're, you're on a national platform.
Speaker: Yeah.
Speaker: So you can't really think that way.
Speaker: Yeah.
Speaker: And, you know, you're having meetings with these guys and you, you know, you're, you're like, you're literally telling everyone on zoom, like what you're going to do.
Speaker: Yeah.
Speaker: And if you don't live up to that, dude, like, then that was cool.
Speaker: Cause it challenged myself.
Speaker: I've always been one that's like, when the pressure's on dude, the pressure's a privilege.
Speaker: That was one of the things that, you know, I shared that week is like, dude, pressure's a privilege.
Speaker: You know what I mean?
Speaker: Pressure is one of those things where like, not a lot of people have pressure.
Speaker: Yeah.
Speaker: Not a lot of people.
Speaker: And like,
Speaker: to have pressure, it's a privilege to be able to perform in that because if you don't have that pressure, you don't have opportunity.
Speaker: You know what I mean?
Speaker: It's been fun.
Speaker: That was a fun event and a fun competition.
Speaker: I know.
Speaker: Incredible.
Speaker: Yeah, the only thing I wish we could have won, but it's all right.
Speaker: I'm getting it next time when the competition.
Speaker: But no, this is incredible.
Speaker: So were you knocking yourself?
Speaker: Were they like knocked?
Speaker: Did you have a big team setters feeding you a bunch of deals?
Speaker: Yeah, so we had a bunch of setters.
Speaker: We had a big team last year, so we had like over 30 setters.
Speaker: Okay.
Speaker: But then we also had like I wasn't the only closer.
Speaker: There was like five closers.
Speaker: But really anything that like as I was starting to close deals, everyone was like,
Speaker: dude, Jared's on the road.
Speaker: Like let's feed him.
Speaker: You know what I mean?
Speaker: I'm like, dude, feed the other closers.
Speaker: Everybody eats baby.
Speaker: You know what I mean?
Speaker: But what was cool was I had 23.
Speaker: We closed over 42 deals that week.
Speaker: Wow.
Speaker: 42 deals, dude.
Speaker: Cause I had a closer.
Speaker: that had eight deals one that had 11 um i had 23 and then a few of them had like single digits yeah you know what i mean so it was like it was a week dude like it was unreal um and we parlayed that into you know really the the the entire year which we did pretty good um but yeah no for sure you know a lot of those setter leads yeah incredible oh yeah yeah
Speaker: Stack that many point.
Speaker: I mean, you're getting, yeah, you close more deals than most people book appointments in a week.
Speaker: So yeah.
Speaker: Yeah, dude.
Speaker: When you know your numbers are good.
Speaker: And I didn't understand it.
Speaker: Cause I'm like, dude, this is like, I've only been in solar less than a year.
Speaker: Like, what do you mean?
Speaker: This is not normal.
Speaker: You know what I mean?
Speaker: Like, cause you know, they do a really good job at being able to show you the leaderboard every single day.
Speaker: And so every time I was in solar, I was always thinking alarms.
Speaker: Yeah.
Speaker: Like alarm numbers.
Speaker: Yeah.
Speaker: Like, this is,
Speaker: Yeah.
Speaker: Two today.
Speaker: I'm like, two today?
Speaker: What?
Speaker: You know what I mean?
Speaker: Like, it's like, dude, in alarms that you're doing 15 to 20 a day.
Speaker: Yeah.
Speaker: You know what I mean?
Speaker: So in my mind, I'm like, okay, we need to be doing like 10 to 12 solar deals a day.
Speaker: You know what I mean?
Speaker: So like our biggest day is like eight deals in a day.
Speaker: Yeah.
Speaker: So that's fire.
Speaker: Well, that's awesome, man.
Speaker: Well, yeah.
Speaker: And so now we were talking before this, I know now you've kind of transitioned more into just, you know, the leadership side of things and helping your guys do it.
Speaker: And I know you're not quite as involved as closing deals now and knocking, but just towards helping others grow.
Speaker: You got this whole, everybody eat things, everybody eats on your computer here.
Speaker: So yeah.
Speaker: Tell us about that.
Speaker: How did you, uh,
Speaker: I don't know what went into you kind of transition to more into the leadership, helping your guys.
Speaker: What's this whole idea behind it?
Speaker: Yeah.
Speaker: So what you got going here?
Speaker: Duplication, man.
Speaker: Essentially duplicating your systems and your processes, being able to develop leaders so that you could duplicate yourself and that you could put yourself in a position to be able to help them and grow them.
Speaker: into those positions and continue to help them to grow.
Speaker: And I can do a lot of those things, right?
Speaker: If I'm not always knocking the door, if I'm not always closing a deal.
Speaker: If I could teach someone how to do what I've done and to be able to have the same success in regards to closing setting and recruiting, then essentially that's where we can scale and we can truly grow.
Speaker: But always the biggest thing is everybody eats.
Speaker: So where did that start?
Speaker: It started with understanding that
Speaker: In this industry, it really is an everyman for themselves.
Speaker: I don't care what company you've ever worked for.
Speaker: The guys at the top are always getting the most money.
Speaker: And you start to see as you grow into a leadership position or a management position, the breakdown of those overrides and the breakdown of how the money is dispersed.
Speaker: And you realize like, yo, the guy that's putting in the most work is getting paid the less and taking the most deductions.
Speaker: And you're just like, that makes no sense.
Speaker: But it's like, dude, I built this thing and I've done this and I've done that.
Speaker: But it's like, dude, you're not on the doors.
Speaker: You're not in the trenches.
Speaker: You're not doing this.
Speaker: So where I came in, I says, dude, like, obviously, eventually you're going to get it to where you're not on the doors as much.
Speaker: But if I ever grow to that position, then I'm going to give the margin.
Speaker: Mm hmm.
Speaker: And I'm going to spread the margin because that's allowing the guys in your leadership to be able to grow.
Speaker: Yeah.
Speaker: Right.
Speaker: And we talked about it, you know, essentially before at lunch that, you know, my guys that have grown into that position are making bigger overrides than I am.
Speaker: And I feel like that that's fair and that's, you know, part of their growth.
Speaker: and everybody eating.
Speaker: It allows them to be able to eat.
Speaker: It allows their guys that are under them that allows them to eat and those guys that go out and recruit and grow.
Speaker: But essentially, that's what it is, man.
Speaker: It's just allowing a platform that allows everyone to eat in a very real, genuine way that you're just so used to this nickel and diamond.
Speaker: Yeah.
Speaker: Well, yeah, it's true because a lot of companies out there, it's just like they recruit a guy and then
Speaker: Hand them off to someone, they don't do anything, zero support.
Speaker: Yep.
Speaker: And then they're getting these, you know, fat overrides on them.
Speaker: Yep.
Speaker: But I agree with what you're saying.
Speaker: It's like, if your guys are doing more, if they're supporting them, then why shouldn't they get the bigger override?
Speaker: 100%.
Speaker: And you're training them to do that, right?
Speaker: And I'm training them to do that.
Speaker: I'm training them to do that, helping them to be able to, you know, essentially grow and scale in that way and duplicate the same processes that what we've done here, you just duplicate that over and over again.
Speaker: And so we do keep a tighter circle in regards to kind of like the team aspect of it.
Speaker: This past year, we had half of what we had last year.
Speaker: And that's fine because sometimes we look at recruiting as this massive thing that you have to go out and get 100 guys every single year.
Speaker: Whereas now we're just focused on real development, on sustainability rather than retention.
Speaker: and and having to go and retain guys and recruit you know you got some leaders out there that they've got a 30-man team and then it's a new 30-man team the next year and then a new 30-man team the next year and it's like that's fine you know whatever floats your boat however yeah we want to create something sustainable to where that 23 can be essentially your core and your foundation that then replicates and duplicates more into that yeah
Speaker: But at the same time, we're very selective on who we want to bring in and work.
Speaker: Like you asked me, you know, how are you recruiting?
Speaker: It's super organic, man.
Speaker: What you see is what you get.
Speaker: You want to be a part of it, dude, come rock with us.
Speaker: And it's those people that reach out to us that appreciate it, that actually stick, rather than the ones that's like, you know, like I told you, dude, you'll never see on my Instagram story, dude, we're hiring, come work with EBE, opportunity.
Speaker: I'll never do that.
Speaker: Yeah.
Speaker: People know who we are.
Speaker: They know what we're about.
Speaker: And if you want to come be a part of it, come and join in and come meet with us.
Speaker: Yeah.
Speaker: Well, I love that mindset because, yeah, everyone else, like, they're pulling teeth to get people to come.
Speaker: Like, oh, dude, I'll pay you $100 just to show up at the meeting.
Speaker: Come check it out.
Speaker: We'll, like, wine and dine you.
Speaker: But you guys are the opposite.
Speaker: It's like, come check it out.
Speaker: And just what I've seen with a lot of your teams is way more abundance mindset.
Speaker: If you want to be here, great.
Speaker: If not, yeah, you can go join.
Speaker: Yeah.
Speaker: Another company.
Speaker: Yeah.
Speaker: They don't fit within your organization, within the culture.
Speaker: Then it's like, you're not afraid.
Speaker: You just tell them, like, get out of here.
Speaker: Right.
Speaker: Yeah.
Speaker: 100%.
Speaker: No, dude, it's, uh, and the ones that do come,
Speaker: You know, we do our best to surround them and, you know, help them to feel of our family culture.
Speaker: And sometimes it's just not a good fit for whatever reason.
Speaker: You can provide the system, the culture and everything, the necessary tools and resources.
Speaker: But at the end of the day, you have to be bought it.
Speaker: You have to want it for yourself.
Speaker: And we can't want it more for you than you want it yourself.
Speaker: Yeah.
Speaker: So that's where I feel like, you know, people, for whatever reason, man.
Speaker: Yeah.
Speaker: You know what I mean?
Speaker: If it doesn't, if it's not, we know how it is, dude.
Speaker: Like this industry will eat you alive, dude.
Speaker: Yeah.
Speaker: If you're not going out there, if you're not getting better, if you're not sharpening your acts, if you're not going and putting the work.
Speaker: Yeah.
Speaker: Eventually.
Speaker: that momentum will just bury you.
Speaker: Yeah.
Speaker: You know what I mean?
Speaker: I agree.
Speaker: Yeah.
Speaker: Well, and something else we were talking about too before we started is just, I know I said you almost every week you have a meeting with your guys, especially your leaders.
Speaker: You go through things with them.
Speaker: If you see someone on the team that's kind of down or whatever, you said you meet up with them.
Speaker: So where'd you get that idea from?
Speaker: And like, how does it help the team that can do these one-on-ones?
Speaker: How do you kind of structure that?
Speaker: So I've had a lot of great leaders that I've looked up to.
Speaker: in my time in door-to-door.
Speaker: I've been in many offices.
Speaker: I've seen a lot of different styles of leadership.
Speaker: And what I've done over the years is I've taken what I've seen that I've liked and I've implemented that because they say that success leaves clues.
Speaker: And what I've done is I've watched my leaders over the years and I've seen what they've done.
Speaker: And I've always told myself, dude, if I were to run a team, this is what I would do.
Speaker: Nice.
Speaker: Right?
Speaker: Yeah.
Speaker: But contrary to that, the opposite to that is if I ever run a team, this is what I know not to do.
Speaker: Yeah.
Speaker: Right.
Speaker: And so just seeing that, man.
Speaker: But for me, my mentality has always been an understanding that like not everyone makes it in this industry, man.
Speaker: Yeah.
Speaker: And people will always remember how you made them feel rather than the things that you've done for them.
Speaker: Yeah.
Speaker: So just my person and who I am is I genuinely care and love people, man.
Speaker: Yeah.
Speaker: And I care about them more than I do them going out and getting a deal or them going out and making money for me.
Speaker: Yeah.
Speaker: I truly want people to feel like they are cared for and they're loved and that no matter what, I've 100% got their back.
Speaker: Yeah.
Speaker: You know what I mean?
Speaker: So that's kind of always been my leadership style.
Speaker: Nice.
Speaker: Yeah, that's awesome.
Speaker: With that.
Speaker: Yeah, well, no, I can tell.
Speaker: I mean, just going out to lunch with you just barely.
Speaker: We get in there and you, like, knew instantly what you wanted.
Speaker: You're, like, leading us to the, you know, cafeteria.
Speaker: So, yeah, I mean, you can definitely tell that, you know, it's genuine that you're a guy that people just follow.
Speaker: And, like, man, I'm just going to get whatever this guy's getting.
Speaker: He knows exactly what he wants.
Speaker: And, yeah, he's telling our server there that, hey, bring me out the meat without the fat or anything.
Speaker: You're getting your head bashed in the wall.
Speaker: It's Japanese.
Speaker: I don't think the guy understood what he's talking about.
Speaker: We have fun with it.
Speaker: Yeah.
Speaker: But no, man.
Speaker: Well, hey, I know you've got to run, pick up your mom from a flight here, Jared.
Speaker: But if people want to connect more with you and ask you more questions about what you guys got going on, what's the best way to get in touch with you?
Speaker: Hit me up on Instagram, man.
Speaker: At jhigleyi.
Speaker: J-H-I-G-L-E-Y-I.
Speaker: Okay.
Speaker: Shoot me a DM, connect with me, and then we could talk, man.
Speaker: So appreciate you, Taylor.
Speaker: Appreciate the value that you bring to this industry and just your genuine personality and your desires to truly help people, man.
Speaker: It makes a difference.
Speaker: And I know for yourself, you probably learn more about this and the growth for yourself than other people do in this podcast.
Speaker: But I love it, dude.
Speaker: And I aspire to be like you and doing what you're doing.
Speaker: And hope that we could connect again, dude, on an EBE podcast one of these days.
Speaker: Can't wait.
Speaker: Well, yeah, man.
Speaker: Love what you guys got going.
Speaker: And I wish we had a whole nother hour to jam.
Speaker: But I know you got your mom coming.
Speaker: um so yeah guys go uh shoot jared a dm let him know you appreciate him coming on the podcast with us today and uh yeah i mean this is the reason i do podcasts so i can connect with guys like yourself jared so it's been awesome having you on and um before we wrap up any final advice or any final words of wisdom that you could leave with maybe someone that's struggling in solar right now or in a slump or anything like that yeah absolutely um believe in yourself man
Speaker: Believe in your ability to be able to go out and make things happen.
Speaker: I think we're all born with an identity to be great.
Speaker: And I think that once you realize who you are and your true identity and that you were made to be great, that you will then realize your potential.
Speaker: And that if fear wasn't a factor or anything that's holding you back, you could go and do really anything that you want to.
Speaker: And that's why I'm grateful for this industry, because we literally can go and make a lot of money out of thin air and we have the ability to create.
Speaker: We're recession proof.
Speaker: So it doesn't matter what market you're in.
Speaker: You can go out and literally make it happen.
Speaker: But it all starts with that belief in yourself and understanding and really honing into your true identity.
Speaker: Find out what that is.
Speaker: If you're struggling with that, ask yourself, do I know who I really am?
Speaker: and really dig deep, man.
Speaker: It's a lot of lonely nights.
Speaker: A lot of people see the big money and the successes and the accolades, but not a lot of people see that mentally and emotionally and whatever.
Speaker: We go through a lot, man.
Speaker: And it takes a lot.
Speaker: So that's what I would share with you guys, man.
Speaker: Love it.
Speaker: Nugget right there.
Speaker: Jared, thanks again for coming on.
Speaker: For our listeners, remember, believe in yourself, dig deep, just like you're saying, never give up and then you can have success.
Speaker: Maybe not 23 deals in a week like Jared, but you can have success too.
Speaker: So thanks again for coming on the podcast, Jared.
Speaker: Appreciate it, brother.
Speaker: Hey Solarpreneurs, are you sick and tired of spinning your wheels every month and not seeing your sales increase?
Speaker: Well so was I and the truth is I was never able to improve it until I figured out what was going wrong.
Speaker: So that's why I'm excited to announce for a limited time we are doing a free sales diagnostic.
Speaker: We'll break down your sales process, figure out the holes in your business and see how we can help you improve.
Speaker: So at now, we have six bucks for this month.
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Speaker: Don't miss out.
Speaker: What you're going to do is send an email to taylor at solarpreneurs.com.
Speaker: That's taylor at solarpreneurs with an S dot com.
Speaker: I'll send you out a calendar link and we will figure out the time that works best.
Speaker: So shoot that email and let's increase your sales.
