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This Guy Closed Over 100 Deals in the Same Neighborhood - Ty Seguin
107 Plays4 years ago
SOLARCON April 21st - 23rd, 2022
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DISCOUNT CODE: solarpreneur25
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Thanks to our sponsor Pi Syndicate for this episode!
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Transcript
Taylor Armstrong's Introduction to Solarpreneur
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
00:00:08
Speaker
My name is Taylor Armstrong.
00:00:10
Speaker
I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
00:00:19
Speaker
I teach you how to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro, and closing more deals.
00:00:31
Speaker
What is a Solarpreneur you might ask?
00:00:33
Speaker
A Solarpreneur is a new breed of Solar Pro that is willing to do whatever it takes to achieve mastery and you are about to become one.
00:00:42
Speaker
Alright, what's up, solopreneurs?
00:00:44
Speaker
I am super stoked for this episode.
00:00:45
Speaker
It's been a long time coming.
00:00:47
Speaker
This man has been closing deals galore.
00:00:49
Speaker
Barely has time to think or breathe or do anything else besides close.
Introducing Ty Segan and His Background
00:00:54
Speaker
And I'm stoked because we have the man, Ty Segan, on the podcast today.
00:00:59
Speaker
So Ty, thanks for coming on with us.
00:01:01
Speaker
Of course.
00:01:01
Speaker
Sorry I had to reschedule last time.
00:01:03
Speaker
I'm stuck.
00:01:04
Speaker
We finally were able to kind of do it.
00:01:05
Speaker
It's better in person now, I think.
00:01:07
Speaker
Yeah.
00:01:08
Speaker
That'll be fun.
00:01:09
Speaker
So yeah, Ty has been busy.
00:01:11
Speaker
We just heard him speak.
00:01:12
Speaker
We're live at Noxstar, I don't know what they call this, Noxstar University.
00:01:17
Speaker
Cabin Treat.
00:01:18
Speaker
Noxstar Cabin Treat.
00:01:20
Speaker
And Ty, he just spoke to us, just gave an absolute fire training for all the attendees here.
00:01:26
Speaker
And yeah, we're going to dive into it, give everyone a little sneak peek on what he's been doing.
00:01:32
Speaker
So he's going to tell us his secrets.
00:01:33
Speaker
He closed, but I guess before we get started,
00:01:36
Speaker
Your best month was, you said you had 31 close and every single one of them went to install, right?
00:01:42
Speaker
Yep, exactly.
00:01:43
Speaker
That was as a closer and then a setter too because I come from a setting background.
00:01:48
Speaker
Best month was about 38 setter closes.
00:01:52
Speaker
Yeah, and then what was it, 200?
00:01:54
Speaker
240 is what I kind of ended the year with, just combined with both setting and closing.
00:01:59
Speaker
Because I started closing about, I learned to close just starting in March, end of March, last week of March was when I'd closed my first deal ever.
00:02:08
Speaker
Jeez, yeah.
00:02:10
Speaker
So he's on fire, top 0.1% of the industry for sure.
00:02:14
Speaker
So we're going to hear all about what's been driving his success.
00:02:17
Speaker
So I guess before all that, Ty, do you want to give us a little kind of intro, how you got into solar and just your background?
00:02:23
Speaker
Yeah, of course.
00:02:24
Speaker
So my name's Ty Segan.
00:02:26
Speaker
I'm 28 years old.
00:02:27
Speaker
I'm actually from Salt Lake City, Utah here.
00:02:30
Speaker
So we're here in the home state.
00:02:31
Speaker
So I've been in the door-to-door industry for about seven years.
00:02:35
Speaker
So kind of, I guess, a little background on kind of how I got introduced to the industry.
00:02:39
Speaker
So back in 2012, I actually dropped out of high school halfway through my senior year.
00:02:46
Speaker
My mom unfortunately passed away and it kind of, I guess, like left me pretty shook and didn't really know where to go in life.
00:02:53
Speaker
So kind of just decided to run from a lot of my problems and I actually kind of packed up my things and ended up moving out to Hawaii.
00:02:59
Speaker
So I was actually living on the island of Oahu for a collective of about four years.
00:03:03
Speaker
Two of those years I was kind of a homeless beach bum who was kind of couch surfing sleeping in a hammock in between two palm trees on the beach Just kind of skating surfing just kind of ran away from my problems.
00:03:15
Speaker
So it was obviously Sounds bad was actually pretty fun at the time.
00:03:19
Speaker
So I can't complain.
00:03:21
Speaker
I ended up meeting some of my lifelong best friends and
00:03:23
Speaker
I'm still continuing to this day and kind of came full circle but I pretty much was in back and forth in Hawaii I ended up actually after about two years there I actually ended up moving to Alaska for a summer and I was actually working out there as a nature guide for kind of like an animal like a rainforest sanctuary so I was basically taking like photographers and all these people traveling from around the world trying to see some Alaskan wildlife and so I was kind of just
00:03:51
Speaker
out working that.
00:03:52
Speaker
And then I'd spend the summers in Alaska and then go back to Hawaii for the winters.
00:03:55
Speaker
So kind of bounced back for, yeah.
00:03:57
Speaker
So I bounced back for a couple, I did that three times and then I ended up kind of getting a little homesick, had some Island fever, ended up moving back to Utah where I then decided to go back and get a formal degree of, you know, my GED.
00:04:13
Speaker
And so I got my GED, ended up getting into college just cause, you know, I was told from my dad and,
00:04:20
Speaker
just kind of my loved ones that I needed to at least just try to get my life back on somewhat of a straight path.
00:04:24
Speaker
So I ended up going back, getting enrolled
Transition into the Solar Industry
00:04:27
Speaker
in college.
00:04:27
Speaker
I was going to UVU.
00:04:28
Speaker
I went there for a collective about a year, but roughly around four months into college, I ended up getting introduced to door to door from actually a friend of mine that I went to high school with.
00:04:38
Speaker
And I saw a lot of my, you know, old high school friends who were actually like working for the solar company and they were setting appointments.
00:04:45
Speaker
I was like, everyone was posting about it.
00:04:47
Speaker
So I was like, hmm, like,
00:04:48
Speaker
what's, what's this you guys are all talking about.
00:04:50
Speaker
Right.
00:04:50
Speaker
And so I ended up kind of getting pulled into the door to door industry that was back in 2015.
00:04:56
Speaker
And so pretty much from there, it was like the end of 2015, but from there,
00:05:01
Speaker
I basically was just setting appointments.
00:05:03
Speaker
I was a setter collectively.
00:05:04
Speaker
I was working that for about 10 months.
00:05:07
Speaker
I was kind of just knocking around kind of like my hometown.
00:05:10
Speaker
So it was like a little weird.
00:05:11
Speaker
And I was just kind of doing it to get by, you know, I was really making two, maybe 300 bucks a week and I was just using that to get by.
00:05:19
Speaker
So I was pretty satisfied with it, but you know, I soon started kind of getting a little burnt out over it.
00:05:25
Speaker
And so I kind of just made the decision just to kind of bail out from door to door.
00:05:29
Speaker
kind of pulled away, went back to serving at some restaurants.
00:05:32
Speaker
I was like a waiter and kind of just working these little dumb jobs that, you know, I just was like quick cash and I just didn't really have like a, you know, almost a direction in life.
00:05:42
Speaker
And I was kind of going to school, kind of just living under other people's terms, kind of living a life that other people wanted for me, like my parents just to kind of seek their approval.
00:05:49
Speaker
And then so basically I, one of my friends that I was working with back at the original solar company, when I first started, I actually met him in Hawaii and we
00:05:59
Speaker
all kind of like found that we had roots back in Utah.
00:06:02
Speaker
So when he moved back to Utah from Hawaii, we both became roommates and I actually recruited him into solar.
00:06:07
Speaker
And so when I bailed out of solar, he ended up staying, you know, along the journey, they kind of bounced around to a couple companies and then they actually ended up going out to Denver, Colorado with Ion to start kind of like the
Setter-Closer Model Success in Denver
00:06:19
Speaker
office out there.
00:06:19
Speaker
And so he had basically tried to recruit me and I said, no, I was like, I'm not doing it again, man.
00:06:24
Speaker
I'm not doing this door to door thing.
00:06:26
Speaker
I already know how it worked.
00:06:27
Speaker
And so
00:06:28
Speaker
I kind of held back, but he kept sending me pictures of his paychecks and he's like, this is completely different, dude.
00:06:33
Speaker
You got to come back and try it.
00:06:34
Speaker
So I was like, he was a squeaky wheel for long enough to where I finally caved in.
00:06:39
Speaker
I was like, all right, let's do it.
00:06:40
Speaker
I was kind of like fed up with Utah again.
00:06:43
Speaker
And so I ended up just kind of dropping out of college.
00:06:46
Speaker
I only really had like $300 to my name and moved out to Colorado in Denver.
00:06:51
Speaker
And that was where we kind of started just setting deals out there.
00:06:54
Speaker
I was a setter out for
00:06:57
Speaker
in ION in our Denver office, I was a setter for collectively around like three, three years.
00:07:01
Speaker
I soon became a setter manager, me and Jackson, Jackson Rudd's the person I'm talking about.
00:07:06
Speaker
He's my best friend.
00:07:06
Speaker
So love you, Jackson.
00:07:08
Speaker
But he basically recruited me back into solar and me and him kind of ran the operations out in Denver for the setter team.
00:07:14
Speaker
And we actually ended up kind of like setting and building the whole entire structure of the setter closer model kind of for ION, which absolutely kind of made
00:07:22
Speaker
everything kind of just blast off, right?
00:07:24
Speaker
Like we, we grew over 35% just like, you know, after one year just from implementing that setter closer model.
00:07:30
Speaker
So we, we ended up selling, you know, well over 200 accounts just from a setter closer model just in one month.
00:07:38
Speaker
And last, last year we ended up netting just over 1800 accounts and you know, it was, it was pretty awesome.
00:07:45
Speaker
So, so yeah, so I was setting deals for a while and then
00:07:49
Speaker
You know, last year I ended up getting introduced to NocStar.
00:07:54
Speaker
And so I, you know, I went out on a limb.
00:07:56
Speaker
I never really had kind of like bought any like educational courses or anything like that.
00:08:00
Speaker
And so I ended up learning a lot of like valuable, you know, kind of sales training and just kind of one-liners and all these like just valuable content to use in sales.
00:08:10
Speaker
It was obviously I couldn't really use these, you know, one liners and all this stuff that I learned in the setting.
00:08:15
Speaker
So, you know, I had like almost like this like superpower that I couldn't like use.
00:08:19
Speaker
And so I ended up trying to put it into use kind of under the radar and kind of just fell into closing.
00:08:26
Speaker
And so I started.
00:08:27
Speaker
doing that.
00:08:28
Speaker
And that was March of 2021.
00:08:30
Speaker
And then from March, 2021 to December, 2021, I was the top self-gen rep in the entire company over, you know, company-wide, I think we have over a thousand reps, but you know, I had no closing experience.
00:08:45
Speaker
Obviously I had like prerequisite and setting, which is obviously the hardest part of the entire sales process.
00:08:50
Speaker
So lead generation is where I'd kind of gotten, you know, almost like a master's degree in.
00:08:54
Speaker
And so then now,
00:08:55
Speaker
Stepping into closing was definitely a different kind of ball game, but it was something that I caught on pretty quickly.
00:09:02
Speaker
So it was a pretty cool experience.
00:09:05
Speaker
And so, yeah, no, I'm stoked to be here.
Work Ethic and Immersion in Solar
00:09:07
Speaker
It's an incredible story, man.
00:09:08
Speaker
You've been through a lot.
00:09:09
Speaker
Yeah, it's been quite the journey.
00:09:11
Speaker
Yeah, it's super cool hearing your experience and all that.
00:09:15
Speaker
But, yeah, I got to ask you, like when you're out on the beach, just –
00:09:18
Speaker
you know, living it up, homeless and all that.
00:09:20
Speaker
What did your family think of all this?
00:09:22
Speaker
Were you just like missing in action?
00:09:24
Speaker
Yeah, no, I definitely kind of was because my dad obviously didn't think I was doing anything right.
00:09:32
Speaker
Like he thought I was kind of dumb for just dropping out of high school, but obviously he understood that I'd been through some trauma and I was kind of just dealing with it in my own way.
00:09:39
Speaker
And so I did kind of, you know, not talk to him for a while.
00:09:43
Speaker
And so I was kind of just on my own path, kind of like just learning along the way.
00:09:47
Speaker
And then
00:09:47
Speaker
Obviously, when I started coming back, we started kind of mending that relationship.
00:09:51
Speaker
That's good.
00:09:53
Speaker
It was pretty crazy.
00:09:54
Speaker
Statistically, I'm still in awe.
00:09:57
Speaker
I definitely shouldn't have ended up where I am today.
00:10:01
Speaker
It's funny.
00:10:01
Speaker
I see a lot of my old high school friends and a lot of people are like,
00:10:05
Speaker
I had no idea that you'd end up here and I'm still kind of in awe too.
00:10:08
Speaker
So it definitely wasn't expected and super grateful to be able to find this door to door industry.
00:10:15
Speaker
And sometimes it takes a couple of tries to kind of get it right.
00:10:19
Speaker
And that's what I'm super grateful to have at least just given it one more shot because I don't know where I'd be if I wouldn't have taken
00:10:27
Speaker
that chance to pack up my stuff and move out to Colorado.
00:10:30
Speaker
I know.
00:10:31
Speaker
I can only imagine seeing just some homeless punk kid laying on the beach.
00:10:35
Speaker
Yeah, it was.
00:10:36
Speaker
Thinking this kid's going to be.
00:10:37
Speaker
Yeah, I had a lot of super long, super long hair.
00:10:41
Speaker
I just never showered.
00:10:42
Speaker
Just was skateboarding in the ocean, surfing.
00:10:46
Speaker
It was a good time.
00:10:48
Speaker
That's so great.
00:10:49
Speaker
I can't even imagine.
00:10:50
Speaker
And so you were like, you had no connections to Hawaii, nothing.
00:10:53
Speaker
No, well, so I actually had a buddy.
00:10:55
Speaker
The reason why I had one friend out there
00:10:57
Speaker
who I had basically went to like elementary school with and I'd just known him for a long time and he was actually out there and we were kind of like messaging back and forth.
00:11:05
Speaker
He's like, yeah, you can come crash on my couch.
00:11:08
Speaker
And so I was like, I'm gonna take you up on that opportunity.
00:11:10
Speaker
So I ended up just sending it out there before I did have to like kind of earn up a little bit of money.
00:11:15
Speaker
I was like hustling at this car wash, like,
00:11:18
Speaker
seven days a week, just trying to make as much money as I could just to afford the plane ticket.
00:11:21
Speaker
I was like, I just need to get there.
00:11:22
Speaker
And I was like, that's all I care about and I'll figure it out.
00:11:25
Speaker
So you just told your dad, like, hey, I got my buddy.
00:11:28
Speaker
Yeah, I was 18.
00:11:30
Speaker
So I was able to kind of not have to listen to him legally.
00:11:34
Speaker
And so I, yeah, I saved up a little bit of cash enough to afford a plane ticket.
00:11:38
Speaker
And then I just kind of sent it out there.
00:11:39
Speaker
So
00:11:41
Speaker
Yeah, everything happens for a reason.
00:11:42
Speaker
So, you know, if I wouldn't have went out there, I wouldn't have found my friends out there and it wouldn't have kind of came full circle to where I was able to kind of find this, you know, opportunity to move out to Colorado.
00:11:51
Speaker
And yeah, it's a pretty cool kind of life circle that's all come.
00:11:55
Speaker
For real?
00:11:56
Speaker
Did you get like lonely out there ever?
00:11:57
Speaker
Like, did you ever like question, well, what am I doing?
00:12:00
Speaker
Sometimes, but I had a couple of good friends out there that I like built really good relationships with.
00:12:04
Speaker
So I never felt lonely, but sometimes I was like,
00:12:06
Speaker
you know, I remember I was, I only had a job for like one of the times, like when I first got there, I only had a job for a little bit.
00:12:14
Speaker
I was working at this little burger shop shack, like, uh, doing food prep and stuff.
00:12:18
Speaker
And then I would get off, you know, at a decent time so I could have the rest of the day to go just mess around.
00:12:23
Speaker
But yeah, no.
00:12:24
Speaker
Um, yeah, it was, it was pretty crazy.
00:12:26
Speaker
I used to, I was, I ended up getting food stamps while I was out there.
00:12:29
Speaker
And I remember big way I got money was I was, I would just go into the grocery store and I'd try to
00:12:35
Speaker
just ask people before they checked out, like, Hey, could I buy your groceries with my, my, with my, my food stamps?
00:12:40
Speaker
And then you just give me cash in exchange.
00:12:42
Speaker
And so I did that for a while, believe it or not.
00:12:44
Speaker
So yeah, so I, I was getting creative out there, but it was, uh, it was pretty funny.
00:12:49
Speaker
Yeah.
00:12:49
Speaker
That's awesome.
00:12:50
Speaker
Well, I know that's not the focus of the podcast, but that's fascinating.
00:12:53
Speaker
Definitely.
00:12:57
Speaker
So, no, that's cool.
00:12:58
Speaker
I hear your journey.
00:12:58
Speaker
And I mean, I want to hear you tell the story.
00:13:03
Speaker
Before you hit record, Ty told me kind of how he transitioned into closing.
00:13:07
Speaker
Can you tell our listeners the story, how you were out?
00:13:10
Speaker
Yeah, of course.
00:13:10
Speaker
So, yeah.
00:13:11
Speaker
So, like I said, I was a setter at Island Solar for three years.
00:13:15
Speaker
And
00:13:15
Speaker
had kind of paved the way and kind of show this platform and share it just to be able to spread throughout other markets throughout our organization.
00:13:22
Speaker
And so I really kind of dialed it down and got it down to a T like setting was all I did, you know, like it is the lifeblood of the business and for expansion and just, you know, large amounts of growth.
00:13:32
Speaker
It is needed to, you know, in my opinion, to help, you know, take organizations to new heights.
00:13:38
Speaker
And so I was doing that and I actually ended up getting promoted to director of sales training
00:13:43
Speaker
for the whole, like for the setter side of the organization.
00:13:46
Speaker
And that was back in October of 2020.
00:13:47
Speaker
And so I got this new role.
00:13:49
Speaker
I was pretty stoked about it.
00:13:51
Speaker
And then what do you know, come, I think it was November or December.
00:13:53
Speaker
I think that was when the whole new Noxstar, the very first university class had came out and I got a part of it.
00:13:59
Speaker
I was like, Hey, with this new role, like I want to, you know, invest in myself as much as I can.
00:14:02
Speaker
And I saw a lot of people posting about it and I'd been
00:14:05
Speaker
you know, kind of following Taylor McCarthy and Danny and I, you know, just watching some of their videos, I'd, I'd learned a lot.
00:14:10
Speaker
So I was like, Oh yeah, I definitely want to, you know, invest in this and try to learn as much as I can.
00:14:14
Speaker
And then come to find out like a lot of the structure of the program was focused on closing one-liners, like all this stuff that was, you know, obviously some of it was applicable and, you know, useful on, on the doors.
00:14:24
Speaker
Right.
00:14:24
Speaker
But a lot of it was stuff on the inside of the house that I'm,
00:14:27
Speaker
you know, I started learning in just this new skillset that I really wasn't putting into, you know, to play out in the, you know, in the field, because I was really just setting.
00:14:36
Speaker
And so pretty much come, you know, the new year, I remember that there was just a time where there was a lot of people in our office that were out of town.
00:14:44
Speaker
And, you know, there was a lot of deals that were needing to be ran.
00:14:48
Speaker
And so I just kind of went out and I was like, I'm just going to run this myself, you know?
00:14:51
Speaker
So I kind of started closing and I was like, wow, I'm actually closing these deals.
00:14:55
Speaker
And, you know,
00:14:56
Speaker
I don't need a closer for it.
00:14:57
Speaker
And so I kind of was doing it under the radar.
00:15:00
Speaker
And then as, you know, being a, uh, um, a leader in the setter organization, some, you know, a lot of people, all these setters in our company were looking at me, seeing me close deals and they're like, Oh, well I want to close deals too.
00:15:11
Speaker
And so, um, we basically had to create, you know, an alter ego, kind of an undercover alias for me because they're like, we don't want you to stop, but we also don't want
00:15:21
Speaker
everybody trying to switch over and then just makes the whole program fall.
00:15:25
Speaker
Because obviously we have a structure and kind of like almost just kind of like a guideline and a roadmap to move into it.
00:15:32
Speaker
It's just we want people making money.
00:15:34
Speaker
We want people to kind of learn a lot of the ins and outs of the organization and the program and all that starts from starting as a setter.
00:15:42
Speaker
So...
00:15:43
Speaker
Basically, I was selling under the radar under an alias called Fabian Espinosa.
00:15:47
Speaker
It's actually my, the name's real and he's a real person, is my uncle.
00:15:52
Speaker
He's from Sinaloa, Mexico, and he's kind of a crazy cool guy, but he's like my crazy uncle, but I love him.
00:16:00
Speaker
But yeah, no, that's kind of what I started doing.
00:16:02
Speaker
So yeah, so they had to create a whole new profile for me in the app.
00:16:04
Speaker
So I was just kind of closing deals for myself saying that like, hey, Fabian closed this deal for Ty Segan.
00:16:10
Speaker
And yeah, and so it was funny because just recently we came back from our company trip when they were doing the award ceremony.
00:16:16
Speaker
We were out in Mexico for the end of the year.
00:16:18
Speaker
And they kind of had first, you know, that was the first time they had kind of like spilled the beans and kind of pulled back the cover where they're saying like, hey, just so you guys know, for beyond Espinosa is TSEG.
00:16:29
Speaker
So it was pretty funny.
00:16:31
Speaker
So now I'm out in the open and yeah, I'm super excited now.
00:16:34
Speaker
I'm actually given a full year to actually gun at this and, you know, I couldn't be more stoked.
00:16:38
Speaker
That's sweet.
00:16:39
Speaker
You're like Superman, Clark Kent.
00:16:41
Speaker
Yeah.
00:16:42
Speaker
It was almost, yeah.
00:16:43
Speaker
Who is this, this part of the young guy?
00:16:45
Speaker
Yeah.
00:16:46
Speaker
Closing so many deals.
00:16:47
Speaker
Who is this guy?
00:16:48
Speaker
Yeah, it was a fun time.
00:16:49
Speaker
So it was, I kind of still wish it was there, but now I'm out in the open for the most part.
00:16:55
Speaker
Let's go.
00:16:56
Speaker
Hold on a second.
00:16:57
Speaker
Oh, it did?
00:16:59
Speaker
Perfect.
00:17:03
Speaker
Just heard it click.
00:17:05
Speaker
Do you have it like you're listening in there?
00:17:06
Speaker
Do you have a headphone in or something?
00:17:10
Speaker
Oh, you just heard it just regularly.
00:17:36
Speaker
all good yeah yeah yeah there you go yeah no videos hard it's so complicated stuff heaven trying to do more videos just because yeah it's like social media and stuff
00:18:03
Speaker
Yeah, no, I feel like it's good to have visuals and stuff, especially.
00:18:07
Speaker
Yeah, versus just a... Okay, we'll continue on.
00:18:12
Speaker
Ready?
00:18:12
Speaker
All right, cool.
00:18:14
Speaker
Let's start it up.
00:18:15
Speaker
So, Ty was... Yeah, you were setting it first.
00:18:19
Speaker
You started closing.
00:18:21
Speaker
And I want to talk about something that's super valuable that you shared with us just barely in the event here.
00:18:28
Speaker
You work in an area like nobody's business, man.
00:18:32
Speaker
He was just telling us in his presentation you had, what was it, 160 deals closing a single area?
00:18:38
Speaker
Is that right?
00:18:38
Speaker
Yep, exactly.
00:18:39
Speaker
So a little over that, like one area.
00:18:41
Speaker
has roughly around like 120 installs and then there's a neighborhood literally across the street that we have, you know, another, probably another 60, 70.
00:18:50
Speaker
So just within literally like the tiniest area.
00:18:53
Speaker
So yeah.
00:18:55
Speaker
Insane amounts.
00:18:56
Speaker
I don't think I've ever heard anyone close 160 in a single area.
00:19:00
Speaker
So that's just a next level.
00:19:02
Speaker
So I want, I want to hear kind of what your philosophy is with that.
00:19:05
Speaker
Why you work in areas.
00:19:06
Speaker
So obviously it's worked super well for you.
00:19:09
Speaker
But yeah, do you want to tell us just about, I don't know, what your mindset is when you first start an area?
00:19:14
Speaker
I know you mentioned your presentation.
00:19:16
Speaker
You like, you know, try to prep beforehand.
00:19:19
Speaker
You know the area as much as possible.
00:19:21
Speaker
So I don't know.
00:19:21
Speaker
Do you want to talk about some little strategies you shared with us?
00:19:23
Speaker
Of course.
00:19:24
Speaker
Yeah.
00:19:24
Speaker
No, I think that the biggest thing is just, you know, kind of studying your battlefield, right?
00:19:28
Speaker
Because you want to know the ins and outs.
00:19:30
Speaker
You want to know all of the details that
00:19:33
Speaker
have to do with the county, if there's any like weird one off like regulations or stipulations, you want to know all of the utility company regulations, you want to know kind of how everything works.
00:19:42
Speaker
And then also just kind of studying the market penetration too, right?
00:19:45
Speaker
Like figuring out how much solar has been kind of introduced to the area.
00:19:48
Speaker
Are there installs?
00:19:49
Speaker
Like what's people's common knowledge of, you know, this program or this product or service in this area specifically.
00:19:54
Speaker
So with that being said, you know, a lot of it comes with first with, yeah, learning about your area, right?
00:19:59
Speaker
Becoming the master and then just an expert about knowing everything, the ins and outs of this program, because people are going to have a lot of questions, especially if it's something that they've never heard of, right?
00:20:08
Speaker
So you want to be coming off as the expert.
00:20:10
Speaker
Second off is, you know,
00:20:12
Speaker
kind of my first couple of years just starting off, I was doing things completely opposite.
00:20:15
Speaker
I was the rep who would, you know, jump to a different neighborhood every single day.
00:20:18
Speaker
I only wanted to knock areas that no one had been in and, or talk to you.
00:20:22
Speaker
Right.
00:20:22
Speaker
And it was just like this weird mindset.
00:20:24
Speaker
And then we actually had a setter who came into our company.
00:20:28
Speaker
This was summer of 2020.
00:20:30
Speaker
And he basically, you know, completely just blasted off.
00:20:34
Speaker
He had no sales experience, but he ended up being my roommate.
00:20:37
Speaker
And, you know, he was very OCD about just kind of pinning out, you know, his areas.
00:20:43
Speaker
And he would see my area because he had this area that was pretty close to mine.
00:20:46
Speaker
He'd be like, dude, this, these pins are ugly.
00:20:48
Speaker
Like, what are you doing?
00:20:49
Speaker
Like, let me, let me show you.
00:20:50
Speaker
And so it kind of sparked,
00:20:51
Speaker
you know, this light bulb in my head where I was like, wow, like I actually see how this could be beneficial.
00:20:56
Speaker
Um, so that's when I started kind of diving into it a little bit more and taking more control of just kind of organizing the neighborhoods and just like whether you're using sales rabbit or whatever, uh, knocking out that you're using to kind of track your production and track who you've talked to, you know, I started realizing like, Hey, I'm seeing him start to timestamp and leave just notes, detailed notes on every single house.
00:21:19
Speaker
I started realizing like, wow, I'm basically creating like a cheat code for this area.
00:21:22
Speaker
Right.
00:21:22
Speaker
And so when you're staying in the same area, you're starting to learn new things about, you know, different times that people work different times people get home.
00:21:31
Speaker
Right.
00:21:31
Speaker
Cause there's so many different types of people who either work like night shifts or work day shifts or work from home.
00:21:37
Speaker
And you're not going to figure that out from just working an area for two
Mastering the Sales Battlefield
00:21:40
Speaker
days.
00:21:40
Speaker
Right.
00:21:40
Speaker
And so then I started realizing, Hey, like, you know, I'm getting a couple of sales.
00:21:44
Speaker
I have some installs going in.
00:21:45
Speaker
So why don't I go knock these installs and I'll try to set up the people across the street.
00:21:49
Speaker
It's almost just like free advertising, right?
00:21:50
Speaker
Like it's pretty easy to set an appointment with a homeowner when you have your trucks behind you across the street on your neighbor's house, drilling holes into their roof and stalling solar, right?
00:21:58
Speaker
Seeing is believing.
00:21:59
Speaker
So I was like, hey, I really need to kind of capitalize on this and just take more advantage of it.
00:22:06
Speaker
So that's when I started knocking more strategically and I was like, hey, like there's no reason why I would need to go anywhere else.
00:22:11
Speaker
There's several homes here that haven't been talked to that I haven't gotten a full door presentation.
00:22:17
Speaker
out in front of them.
00:22:18
Speaker
And so that's when I just, you know, started bandwagoning and then the rest just kind of started rolling.
00:22:23
Speaker
You know, I started getting, you know, lots of sales in this area and then it just, it just didn't stop from there.
00:22:29
Speaker
And it was more of like a strategic approach.
00:22:31
Speaker
I think it wasn't just kind of like a blitz, just go in and slam every single door.
00:22:35
Speaker
Right.
00:22:36
Speaker
And then new area, right.
00:22:37
Speaker
It was more like, Hey, I really need to farm this area and, you know, milk it for what it's worth.
00:22:42
Speaker
Cause it's just going to continue to grow.
00:22:43
Speaker
And then that also, you know,
00:22:46
Speaker
basically will transform into just a ton of credibility that you build in the neighborhood.
00:22:51
Speaker
And, you know, a lot of times these communities, they're, you know, they're like a pack mentality.
00:22:55
Speaker
They all have community pages.
00:22:57
Speaker
They all talk to each other.
00:22:58
Speaker
And this one specifically, you know, they all started sharing their experiences, you know, that kind of had gone with me and our, you know, our program.
00:23:05
Speaker
And then once they started
00:23:07
Speaker
building new houses onto this development that was already there, it just kept kind of almost like a snowball rolling down a hill.
00:23:14
Speaker
It just kept getting bigger and bigger and more momentum.
00:23:16
Speaker
And so I just stuck with it.
00:23:18
Speaker
And I've been in the area for about two years now.
00:23:21
Speaker
Two years.
00:23:22
Speaker
Yeah.
00:23:22
Speaker
And so it's definitely still, there's still houses that don't have solar on it.
00:23:27
Speaker
And it's basically just more of like a timing game, right?
00:23:31
Speaker
Like obviously the hardest part about our job's timing.
00:23:33
Speaker
So
00:23:34
Speaker
It's just basically taking a strategic approach when you're knocking these areas and just really taking advantage of bandwagoning and also just kind of like a pack mentality almost because when you're seeing, and it's like it's pretty hard because if another company or just a different product or service comes through, they're going to check on their Facebook page, hey neighbors,
00:23:54
Speaker
I had this company come by looking in solar, anybody you'd recommend, they're like, hey, we all went with TIE, we went with ION.
Building Momentum and Credibility in Sales
00:24:01
Speaker
It's pretty easy.
00:24:02
Speaker
They're the ones who are breaking down the trust and breaking down that barrier and kind of earning the trust for you.
00:24:08
Speaker
And it makes it almost the easiest sale in the world when you have a ton of credibility.
00:24:12
Speaker
Basically, I say just, hey, you want to become the HOA president of the neighborhood.
00:24:15
Speaker
So that's what I strive to do.
00:24:17
Speaker
Yeah, it's cool.
00:24:18
Speaker
And you're showing us screenshots of people literally asking their Facebook page, hey, do you know who this Ty guy is?
00:24:26
Speaker
His offer sounds too good to be cheering a lot.
00:24:28
Speaker
And then all these comments being like, no, Ty is the best.
00:24:31
Speaker
Yeah, no, and that's what you want to do.
00:24:33
Speaker
That's why I say just taking a very professional approach to managing your business.
00:24:37
Speaker
And managing your business is assuring that everybody in the area, it's way easier to maintain customer experience and guarantee that everyone's going to have a good time and basically...
00:24:47
Speaker
All expectations are met exactly how you told them it was going to be.
00:24:49
Speaker
And it's way easier to kind of control that when it's in a smaller area, very close together.
00:24:54
Speaker
And then also that comes with like go backs and stuff too, right?
00:24:57
Speaker
Because obviously when you're leaving detailed notes for each house, like, Hey, I'd knock this door at 12 o'clock on Saturday, nobody was home.
00:25:06
Speaker
I knocked this door again at three o'clock on Tuesday, nobody was home.
00:25:10
Speaker
And so you're starting to just leave like almost like a paper, like kind of like a trail of just, you know, you're basically figuring out their schedules.
00:25:17
Speaker
You know, these homeowners, you're figuring out, okay, it looking at this go back pin, it looks like they're never home, you know, from the morning to, you know, evening, but after seven o'clock, it looks like they get home then because, you know, you're seeing a car in the driveway and it just, you're basically just setting yourself up.
00:25:32
Speaker
And so,
00:25:34
Speaker
Then, you know, if you're bouncing around to a ton of different areas and you have these go backs, you're then wasting a ton of time driving to different neighborhoods all across the city, right?
00:25:43
Speaker
When, you know, you're wasting precious time that you could have spent
00:25:46
Speaker
just staying in the same neighborhood, hitting all those go backs when they're all just a couple streets away.
00:25:51
Speaker
It's way easier to kind of just buzz over and pop back and forth between these go backs.
00:25:55
Speaker
For sure, and I love that.
00:25:56
Speaker
Yeah, it's something I'm seeing more and more of the top guys in this industry.
00:26:01
Speaker
I'm in San Diego, a lot of Sunrun guys, things like that.
00:26:03
Speaker
I was talking to Mike Brand the other day.
00:26:07
Speaker
you know, director of cells over there.
00:26:09
Speaker
Yeah.
00:26:09
Speaker
So I think 950 installs, career installs, something like that.
00:26:13
Speaker
That's awesome.
00:26:13
Speaker
Similar thing.
00:26:14
Speaker
He didn't have 160 in the area, but he showed me one of his areas.
00:26:18
Speaker
He had 65 installs.
00:26:20
Speaker
So similar thing.
00:26:21
Speaker
And yeah, I think he'd been there over a year and all that.
00:26:24
Speaker
And just everyone knew him.
00:26:25
Speaker
He had like 10 names to drop.
00:26:27
Speaker
Yep.
00:26:27
Speaker
And that's where it becomes super easy, right?
00:26:31
Speaker
When you kind of crack the code where it's like, hey,
00:26:33
Speaker
you know, documentation beats conversation as Taylor always says.
00:26:36
Speaker
And I always, you know, think of that and I always try to implement that where it's like, hey, you know, I can show you that hundred of your other neighbors.
00:26:44
Speaker
I can give you a list of 20, 30, a hundred plus people that have all gone through me and, you know, you can call them up.
00:26:50
Speaker
and ask them about the experience.
00:26:52
Speaker
And, you know, I know it's going to be a great time because then that also puts the pressure on you, right?
00:26:56
Speaker
Because you can't have one bad apple fall in your basket where if one customer, you know, or a homeowner has a bad experience, then that's going to trickle out and kind of, you know, ruin future business for yourself.
00:27:08
Speaker
So it almost puts the pressure on me where it's like, I have to give everybody a good experience in this neighborhood.
00:27:13
Speaker
regardless of the outcome, just to make sure that I'm not kind of shooting myself in the foot, you know, eliminating future business for myself.
00:27:21
Speaker
Yeah, I love that.
00:27:22
Speaker
And one of the stories you told was just the level of follow-up.
00:27:26
Speaker
I've never heard anyone have the level of follow-up that Ty has had.
00:27:31
Speaker
I mean, you were telling us, what was it?
00:27:32
Speaker
You sat in front of a house for five hours one moment.
00:27:36
Speaker
Yeah, no, there was basically just this row of houses that I'd sold.
00:27:39
Speaker
I think there was like 10 houses, and I'd sold about seven of them.
00:27:43
Speaker
One of them was like a renter, so that one was gonna be hard, but one of them was like almost, it was like, I related it to like, you know, one of like the missing, the last infinity stone on Thanos' gauntlet, and I was like, I have to get this house.
00:27:55
Speaker
And you know, I haven't even talked to him, but every time I've knocked the door, I knocked the door like 10, 15 times, I could never get ahold of someone.
00:28:02
Speaker
I had kind of staked out around the corner, just sending emails and stuff, just like around the evening time, just to try to see if I could catch anyone home and no one was there.
00:28:10
Speaker
But I ended up going and stopping by another customer.
00:28:13
Speaker
But when I came back, there was a car there and I was like, oh crap.
00:28:15
Speaker
You know, it was like, it was like nine o'clock.
00:28:17
Speaker
It was after nine o'clock at night, come to find out, you know, they don't get off until eight, eight, 30, nine o'clock at night.
00:28:22
Speaker
So that's the only time that you could catch them.
00:28:24
Speaker
So it's really just, you know, setting up,
00:28:26
Speaker
the notes to where you can find these windows when people are home and just basically eliminates room for error and just makes you more efficient, really.
00:28:34
Speaker
Yeah.
00:28:35
Speaker
And what's cool is if it's this hard for you to get in front of this person, then you probably pretty much guarantee that no one else has that level of follow-up.
00:28:42
Speaker
Yeah.
00:28:42
Speaker
And it was crazy because it was just like, hey, I finally, like I knock on the door and it was a lay down.
00:28:47
Speaker
Like I was like, this has been sitting here the whole time, right?
00:28:49
Speaker
Like, oh yeah, I've seen a lot of my neighbors been getting installed, but, you know, never really looked into it.
00:28:53
Speaker
And so, yeah, that was, that's kind of.
00:28:57
Speaker
Yeah, it's really just timing, right?
00:28:58
Speaker
You got to just find the perfect time, perfect place.
00:29:01
Speaker
And, you know, outside of that, we don't really have control over it.
00:29:04
Speaker
So, yeah, I know.
00:29:05
Speaker
So, so groundbreaking.
00:29:06
Speaker
And so something that I like wonder, because I've tried to implement this more and more myself, but how do you balance between like maybe, maybe you're wasting time knocking the same doors of people that aren't there.
00:29:18
Speaker
Versus just going to a fresh hood and starting on that.
00:29:21
Speaker
So do you have, I don't know, any tips on that?
00:29:23
Speaker
Yeah, for sure.
00:29:24
Speaker
And I think it's good to have like a couple backup plans, right?
00:29:26
Speaker
It's not like that's the only area I have.
00:29:29
Speaker
I have about like three or four that I kind of bounce between.
00:29:31
Speaker
So it's like, hey, if I'm in one area and I've been working this for a couple hours, I'm not catching anything.
00:29:36
Speaker
I'm going to jump around to another one and then I'll come back out at prime time.
00:29:39
Speaker
Right.
00:29:39
Speaker
So it's just kind of like sifting through it.
00:29:40
Speaker
So it is good to have a couple of them because yeah, I probably have, you know, four neighborhoods where I have 60 plus customers installed and you know, they're not far from each other either.
00:29:49
Speaker
So I try to stay in like around the same area, obviously like over our turf, you know, it's like, there's different sections where it's like, Hey, sometimes, you know, like in our office,
00:29:59
Speaker
Now we have an overflow of appointments, so sometimes I step up and pick up overflow and help run some leads when we're double booked and stuff like that.
00:30:09
Speaker
Sometimes when I'm down there, I'm closing deals in different neighborhoods, but a majority of a lot of my deals are all within just less than a quarter mile square.
00:30:18
Speaker
They're all really, really close to each other.
00:30:19
Speaker
It takes me less than five minutes to get to all of them.
00:30:22
Speaker
Okay, so you're just knocking it out until you talk to the majority of the people and then
00:30:27
Speaker
You know, starting on a fresh air.
00:30:28
Speaker
Exactly.
00:30:29
Speaker
And then sometimes like, you know, when I feel like maybe I hit a wall or I'm like, hey, I'm really not talking to anyone.
00:30:34
Speaker
I keep a huge detailed list of like all the people that I either met with, talked to, timing wasn't good right then.
00:30:40
Speaker
And so I just have a huge list that I just will always go back and sift through.
00:30:43
Speaker
So basically pretty much almost every single person that I come in contact with that has somewhat of a bit of interest is
00:30:49
Speaker
where enough interest to where it's like, yeah, you can email me info or whatever the case is.
00:30:54
Speaker
I'm keeping note of that and then I'm just going back and sifting through it.
00:30:56
Speaker
I have just a huge booklet of just in my notes, just a ton of go backs and so I'm just always going and sifting through those.
00:31:04
Speaker
So it's like, hey, this person, they told me two months ago that they were getting a hot tub installed and they wanted to wait to look at it after that or whatever the case is like, oh, it's been two months.
00:31:12
Speaker
I can stop back in now.
00:31:14
Speaker
It's just keeping a lot of detailed notes.
00:31:15
Speaker
I'd say like with taking the responsibility and ownership for managing your business in a professional manner, I'd say that, you know,
00:31:23
Speaker
keeping record and tracking your stock is the biggest thing, right?
00:31:26
Speaker
Like organizing your inventory, that's going to be the biggest thing because if you're just keeping full track of all of it, it makes it a lot easier to have just potential customers or people you could go reach out to when you're not really catching anything.
00:31:40
Speaker
For sure.
00:31:41
Speaker
Yeah, no, incredible the level of detail you've had in your areas and just keeping track.
00:31:47
Speaker
And then for those listening, if you're not following up with your customers, if you don't know,
00:31:52
Speaker
who each person is in the neighborhood, then take the advice that Ty has given you, maybe keep track, take more detailed notes, because you were showing some of your notes, and it's literally like seven different attempts.
00:32:03
Speaker
So this date, it wasn't there.
00:32:05
Speaker
This date, the sun answered.
00:32:06
Speaker
This date, what was it like?
00:32:07
Speaker
Yeah, it was over the course of like four months, and I think I had made like eight points of contact.
00:32:12
Speaker
and still nothing.
00:32:13
Speaker
And then boom, finally caught them and gone.
00:32:16
Speaker
So, so yeah, it just goes to show all about the timing.
00:32:18
Speaker
And then for those that are complaining about areas or, you know, maybe you're a new rep asking your manager for area.
00:32:24
Speaker
I mean, how long, ask yourself, how long have you been in the area?
00:32:27
Speaker
How many people have you talked to?
00:32:29
Speaker
Cause I mean, yeah, there's always more people you can find out there on a percent.
00:32:33
Speaker
Yeah.
00:32:34
Speaker
And that's what I was saying too.
00:32:35
Speaker
Like, you know, the better the rep, less territory, right?
00:32:37
Speaker
Less, the less the territory.
00:32:39
Speaker
So, and then it's like, I've,
00:32:41
Speaker
And I started learning this from a lot of people that I look up to in the industry and kind of mentors that I've had who have done the same thing.
00:32:47
Speaker
And it's like, yeah, they've achieved a lot of the success from just staying in these small areas.
00:32:51
Speaker
And I didn't really see the light on that side of the business.
00:32:55
Speaker
And I just always wanted to talk to fresh doors that nobody had knocked to because they had this weird kind of like mental wall up that it's like, hey, if there was a setter,
00:33:03
Speaker
from our company or somebody was knocking this area just like a couple of weeks ago, like there's no way I'm going to be able to go in here and talk to someone.
00:33:09
Speaker
So I'm just going to bounce around to somewhere completely different.
00:33:11
Speaker
You don't build momentum that way, right?
00:33:12
Speaker
It's like you build up a little bit of momentum, then you just let out the gas.
00:33:15
Speaker
Then you have to rebuild it back up.
00:33:16
Speaker
So if you're just staying in there consistently day in, day out,
00:33:20
Speaker
You're building up all the momentum and you're just kind of maximizing.
00:33:24
Speaker
You're farming your crops.
00:33:25
Speaker
That's really all it is.
00:33:26
Speaker
So true.
00:33:27
Speaker
Yeah, and so much is just like a mindset like you said.
00:33:29
Speaker
Yeah.
00:33:30
Speaker
There's that little shift of mindset.
00:33:31
Speaker
Now you know you can build up the momentum where before you're just like, oh, I can't be here.
00:33:35
Speaker
I almost kind of bummed at myself that I didn't have this.
00:33:40
Speaker
coming to Jesus moment earlier in my career because I probably would have had a lot more success than just figuring it out just a couple years ago.
00:33:49
Speaker
Incredible.
00:33:49
Speaker
Another thing that was super impressive that you're talking about, Ty, is just the level of work ethic, the amount of time you put in there.
00:33:57
Speaker
You told us, close the 200s, was it 240?
00:33:58
Speaker
Yep, 240.
00:33:59
Speaker
You've been basically working seven days a week, eight to 12 hour days, right?
Why Work Seven Days a Week?
00:34:02
Speaker
Yep.
00:34:02
Speaker
I work
00:34:09
Speaker
Last year, yeah, I was working seven hour days.
00:34:10
Speaker
I mean, I know Sundays are kind of frowned upon and kind of like in our organization, a lot of people take Sundays off, right?
00:34:16
Speaker
And I didn't really seem the value in Sundays for a while.
00:34:19
Speaker
And then I start seeing like, hey, it's like almost kind of like a second Saturday, right?
00:34:23
Speaker
Like if anything, we should be taking Mondays off if you're going to take any days off, like work Saturday and Sunday, because those are the days where people are chilling, right?
00:34:29
Speaker
They're just hanging out and most people are making plans for Saturday and then Sundays kind of just do nothing, right?
00:34:36
Speaker
So
00:34:36
Speaker
If you're kind of putting yourself out there working when other people aren't, then you're more likely to be able to catch more people home.
00:34:43
Speaker
And I think Sundays are the best day of the entire week to kind of sell solar personally.
00:34:47
Speaker
And it sucks because it's like, okay, yeah, I'm going to work Sunday.
00:34:49
Speaker
I'm going to take Monday off.
00:34:50
Speaker
It's like I have a really good Sunday.
00:34:52
Speaker
I'm like, no, I'm not taking tomorrow off.
00:34:53
Speaker
Like we're going to go in tomorrow.
00:34:55
Speaker
So, yeah, and it's pretty cool too because, you know, kind of the culture in our office is we have a lot of reps now who like we all look forward to the Sunday bomb drop where –
00:35:05
Speaker
The whole chat silent throughout all Sunday.
00:35:07
Speaker
And then at nighttime, we all just drop our bombs.
00:35:10
Speaker
Like just like we dropped the closes or we drop all the leads that we got.
00:35:13
Speaker
whatever the case is there's always a sunday night bomb drop so it's kind of it's it's pretty cool because we know like other people are out there like hustling and it's it's always you know we always are getting you know 20 plus 30 plus sometimes rfps on on sundays and it's because it's one of the best days to kind of catch people home right yeah now people are happy i mean i'd be coming home from church and stuff and you know yeah and i think it kind of like acquired more of like a video game aspect to it right where it's like i
00:35:39
Speaker
I don't want to stop playing this game because it's like really fun.
00:35:42
Speaker
And so I was just like, I just became fully immersed in it.
00:35:45
Speaker
I was eating, breathing, sleeping, dreaming about solar.
00:35:49
Speaker
And so it was just like hard to just pull myself out of that world and just like snap back to reality.
00:35:53
Speaker
So I just ran with it and I liked it and I was genuinely enjoying, you know, the whole journey and,
00:36:00
Speaker
That's why it was just like when you're loving what you're doing, you're never going to work a day in your life.
00:36:03
Speaker
I didn't look at it as work.
00:36:04
Speaker
I just looked at it as my obligation.
00:36:06
Speaker
That's why I just didn't take any days off.
00:36:10
Speaker
That's awesome.
00:36:11
Speaker
Look at the results you got.
00:36:12
Speaker
You have that obsessive mindset.
00:36:15
Speaker
That's all you're doing pretty much is just out there hustling.
00:36:18
Speaker
Combine the skill with the hustle.
00:36:20
Speaker
That's when you close 240 deals.
00:36:23
Speaker
What would you say, Ty?
00:36:24
Speaker
There's a lot of people like, I got two kids and all that.
00:36:27
Speaker
I'm taking Sundays off.
00:36:29
Speaker
and i know i definitely could work harder too and everything but what would you say is like oh ty's a freak no one's there's no way i can achieve this level of success i'm not going to work 12 hours a day or yeah people in your company like yeah on a pedestal like that what do you say to those people yeah well i mean a lot of it just comes with just honestly kind of like with your why too and like i totally get it right like
00:36:50
Speaker
I would not be working Sundays if I had kids, you know, but I don't.
00:36:53
Speaker
So it's like for the time being until whenever, if that day ever comes, you know, I'm going to just milk it and get it while it's here, right?
00:37:00
Speaker
And so, you know, a big thing just comes to like, you know, where's your goals at?
00:37:05
Speaker
What are you working towards, right?
00:37:06
Speaker
And like, how bad do you want to reach those goals, right?
00:37:08
Speaker
Because I completely altered, like, honestly, the whole course of my career just with it, like halfway through the year, right?
00:37:15
Speaker
Like my whole goal is to just,
00:37:17
Speaker
you know, take it super far in the setting division.
00:37:19
Speaker
I was like, I'm never going to close.
00:37:21
Speaker
And then, well, you know, here comes beginning of April.
00:37:23
Speaker
I'm like, I guess I'm going to start closing.
00:37:25
Speaker
And I was like, okay, like let's do it.
00:37:27
Speaker
Right.
00:37:27
Speaker
And so I was like, well, I have some catching up to do.
00:37:29
Speaker
I was like, if I'm going to do it, I'm going to do it as big as I can.
00:37:33
Speaker
Right.
00:37:33
Speaker
And so I ended up finishing second in the entire company.
00:37:37
Speaker
Jason DeShiel finished first.
00:37:38
Speaker
He had 250 net and well over 300 gross, which is insane.
00:37:44
Speaker
He's an absolute workhorse and he's the same thing.
00:37:46
Speaker
He works seven days a week.
00:37:47
Speaker
And so me and him are always checking in on each other.
00:37:49
Speaker
I see him out running like there's only like two people who work on Sundays, like I'm like running appointments.
00:37:55
Speaker
And it's like, hey, if the setters are out here,
00:37:57
Speaker
and they're working every single day, right?
00:38:00
Speaker
If they're out working on Sundays, then, you know, and they're setting appointments for Sunday, then someone needs to go run their leads.
00:38:05
Speaker
And Sundays, I'm always trying to have some self-gens too, right?
00:38:07
Speaker
But a majority of the time, there's only like one or two other, you know, closers in our office that are willing to work on Sundays.
00:38:13
Speaker
So we normally are stacked like, you know, like five, six appointments on Sundays.
00:38:17
Speaker
So it's just kind of like, almost like an obligation where it's like, hey, if I don't work on Sunday, whether there's appointments or not, if there are appointments and I don't want to work, then
00:38:26
Speaker
setters leads aren't gonna get ran and that's not how we do things over here.
00:38:29
Speaker
So, you know, we're gonna get them ran and we're gonna get them closed, so.
00:38:32
Speaker
Yeah, that's awesome.
00:38:33
Speaker
But would you say, have you always had that like high level of work ethic?
00:38:36
Speaker
No, which is the crazy thing too, because I was always super lazy.
00:38:39
Speaker
I was always like skipping class, so it's like, you know,
00:38:43
Speaker
all through school.
00:38:44
Speaker
I never went to class.
00:38:45
Speaker
I was always a horrible with grades.
00:38:48
Speaker
Like I don't even think I ever got an A, honestly.
00:38:51
Speaker
Like I think in yoga I did.
00:38:52
Speaker
I got an A in yoga and workshop and woodshop too.
00:38:57
Speaker
So I got an A. Two most important topics there.
00:38:59
Speaker
Yeah, exactly.
00:39:00
Speaker
I love building things.
00:39:01
Speaker
But no, with that, I think it was just like, it kind of came to more, it's like, Hey, like I'm, I started realizing the opportunity and
00:39:09
Speaker
you know, kind of how valuable this position we have is.
00:39:12
Speaker
It's like, Hey, like we're, we're literally given this vehicle, this platform and this job that has a pay scale with no ceiling.
00:39:18
Speaker
Right.
00:39:19
Speaker
And it's like, I, I, um, dinked around and messed around, wasted a lot of years in my life.
00:39:24
Speaker
So I was like, I have some catching up to do.
00:39:25
Speaker
And I honestly just kind of caught this bug where I was like, it was a very competitive mindset where I was like, Hey, you know, if I'm leaving the setting side where I absolutely dominated, it's like, I need to start catching up.
00:39:33
Speaker
I want to dominate on this side of the industry and I want to start closing.
00:39:36
Speaker
And it's like, I got to take it by storm.
00:39:38
Speaker
And I wasn't even like looking at the paychecks.
00:39:41
Speaker
Like I didn't even look at like what I was making.
00:39:44
Speaker
I was just kind of focused on like, hey look, I want to go put these numbers up.
00:39:47
Speaker
I want to, you know, I kind of held a standard and then I started realizing like, I'm pretty good at this, right?
00:39:52
Speaker
And so I almost just became like addicted, right?
00:39:54
Speaker
Like, you know, obviously like I'd close a deal and I just have this insane sales high, whereas like I wanted to just walk outside and go walk across the street and just try to same day, the next door neighbor.
00:40:03
Speaker
Like I was just confidence through the roof and I was just on fire.
00:40:08
Speaker
There was no slowing down the rocket ship, so I just kept feeding the beast.
00:40:11
Speaker
So that was kind of that.
00:40:13
Speaker
So it was pretty cool.
00:40:15
Speaker
Yeah, no, it was insane work ethic.
00:40:17
Speaker
And I was telling you before we started recording, I mean, I wish, you know, when I didn't have kids and I was married and stuff, I wish I would have been hustling like you are because, I mean, think of how far ahead you're going to be when maybe you do have kids someday and all that, and you're going to be glad that you hustled.
00:40:31
Speaker
Exactly, where it's like, hey, I'd rather, you know,
00:40:35
Speaker
suffer from the pain right now of hard work and just fatigue and everything we all experience when we're selling at a very high volume and at a very fast pace and then rather than suffer the pain of regret looking back a couple years, five, ten years from now thinking I didn't give it my all, I didn't leave it all out there.
00:40:53
Speaker
And it's also just with the industry, no?
00:40:54
Speaker
It's always constantly evolving, it's always changing.
00:40:56
Speaker
We don't know if net metering is gonna be around, right?
00:40:58
Speaker
And it's like if we were to wake up tomorrow and they shut down net metering, we'd be all regretting like, hey, I should've worked Sundays.
00:41:05
Speaker
I should've worked way harder.
00:41:06
Speaker
I should've stayed out those extra hours after dark.
00:41:08
Speaker
I should've put in that extra work when I felt like giving up.
00:41:13
Speaker
And so that's just, I just don't wanna have that regret again because I do regret not doing better growing up.
00:41:18
Speaker
I should've stayed in school more.
00:41:20
Speaker
I should've saved more money, but I didn't.
00:41:23
Speaker
Now I have an opportunity to kind of a clean slate, so I'm not going to mess this one up.
00:41:26
Speaker
Yeah, no, that's such a good mindset to have.
00:41:28
Speaker
And yeah, all the top performers, they're saying similar stuff.
00:41:31
Speaker
Like Mike O'Donnell, we had on a podcast just earlier today.
00:41:35
Speaker
One of his best years was when he thought net mutering was ending in Arizona.
00:41:38
Speaker
Yeah, I remember.
00:41:40
Speaker
I remember that training last year, gun to your head.
00:41:42
Speaker
Yeah, I remember that training.
Adapting to Changes in the Solar Industry
00:41:44
Speaker
Yeah, all the top guys are doing it.
00:41:45
Speaker
And I mean, literally in California, as we speak, stuff is being talked about, being changed.
00:41:50
Speaker
So I mean, yeah, I think anyone that's listening, you just need to have that mindset because we're digging for gold right now.
00:41:59
Speaker
Maybe we're on the last gold mine.
00:42:00
Speaker
Maybe it's running out.
00:42:01
Speaker
So if you treat it like that, if you hustle as hard as you can, and then like Ty said, it's a lot easier to live with the pain of working hard now versus the pain of regretting you didn't work hard enough.
00:42:11
Speaker
Yeah, exactly.
00:42:13
Speaker
Yeah.
00:42:13
Speaker
So incredible stuff you've talked about, Ty.
00:42:16
Speaker
And just to kind of wrap up, I know guys downstairs are grabbing dinner and stuff.
00:42:20
Speaker
So sorry if we got some background noise here.
00:42:22
Speaker
Of course.
00:42:23
Speaker
But yeah, you talk about just kind of a couple last questions.
00:42:27
Speaker
You talked about just having that mindset of treating the, you know, solar like it's a career job, you know, doctors and all that.
00:42:35
Speaker
So what would you say the role, like, you know, training and just treating it like the profession, how has that like helped you as your...
00:42:42
Speaker
Yeah, no, and I think it just, it all came to when I kind of had the flipping perception where my perception changed, where I started looking at door to door as like, this is my career, right?
00:42:51
Speaker
And it's like, if I'm going to have a career, I want to be a professional and I want to be the best that I possibly can.
00:42:55
Speaker
Because, you know, I started looking at my friend, my friend Jackson, the one who kind of got me back into door to door.
00:43:00
Speaker
He was basically, you know, he wanted to be a brain surgeon.
00:43:03
Speaker
He's an absolute genius.
00:43:04
Speaker
Like he wanted to be like a neurosurgeon.
00:43:06
Speaker
And I just saw like how much work, like countless hours, like he was my roommate in college and I never saw him because he was always in the library studying.
00:43:12
Speaker
And I just saw like it takes, I started looking at it and I was like, how much studying is involved?
00:43:17
Speaker
You know, how many hours of studying does it take to become a doctor, right?
00:43:20
Speaker
And it's like 10 to 14,000 plus hours of just studying.
00:43:24
Speaker
And it's like, okay, if we have this opportunity here, you know, in this vehicle, in this platform to be able to make money more than a doctor and just like make money just as much as like, you know, professional athletes, then why aren't we putting in the same amount of time
00:43:36
Speaker
in conditioning and training and hours of studying like professionals do.
00:43:40
Speaker
So I was like, well, I want to be a professional at this.
00:43:42
Speaker
So I'm going to treat it like, you know, professionals do.
00:43:44
Speaker
And I'm going to put in the work outside of the doors and I want to become an extra expert at this craft.
00:43:50
Speaker
Right.
00:43:50
Speaker
So that was kind of where I said,
00:43:51
Speaker
You know, to achieve absolute mastery in a skill or craft, it takes at least, you know, a total of 10,000 hours of just, you know, full, complete training and just, you know, kind of focusing in on that subject and just learning everything there is.
00:44:06
Speaker
Just practice, you know, makes the master, right?
00:44:08
Speaker
You know, I threw up that quote.
00:44:10
Speaker
that was from Bryce Lee you know I fear not the man who knows 10,000 kicks but I fear the man who knows you know who's practiced a kick 10,000 times the same kick so it's just like you know if you're practicing you're working out your craft every single day you know you're just becoming better and better and that's where you know you're going to achieve you know a lot of great things from taking this this whole industry in this profession serious right and so like when I started doing that that's when I started seeing I was like hey look like
00:44:37
Speaker
know i don't want to take any days off because you know i want to be the best in the field and i want i don't want to you know let anybody outwork me and so you know i'd say that that's like a big mind shift is just taking this opportunity serious invest in yourself and invest in your craft i was saying that you know i'm always recording myself on the doors and i'm replaying it back later that day i'm then kind of going back and i'm i'm almost just kind of debriefing myself on the day like okay hey what did you do good today
00:45:02
Speaker
what did you do bad, right?
00:45:03
Speaker
What could we have done better?
00:45:04
Speaker
And it's like, hey, when I was on the door, I recorded this presentation where this objection came up and I didn't know how to overcome it, right?
00:45:10
Speaker
And I kind of felt stupid.
00:45:11
Speaker
I lost the deal.
00:45:12
Speaker
So I went back, listened to it 10, 15, 16 times, like, okay, hey, what could I have done better right then and there?
00:45:17
Speaker
What could I have said differently to where it would lead to a different outcome, right?
00:45:22
Speaker
And so then when I'm learning these different ways, you know, four or five, six different ways to handle one objection,
00:45:28
Speaker
Then when in real life, when you're back on another door and that exact same objection comes up, it's almost like Matrix, like slow-mo, like, oh, I remember what not to say, so I'm going to say what I practiced, right?
00:45:37
Speaker
And then you're like, hey, actually, by the way, and then you're just tweaking yourself up, right?
00:45:44
Speaker
Just like professional athletes, I'm sure they watch videos of themselves how they play and watch other games, and they're just reviewing their performance, and then they're going back to the drawing board, making adjustments,
00:45:54
Speaker
kind of tweaking things, recalibrating, resetting, and then going back out and just trying to keep continuously getting better.
00:46:00
Speaker
So I feel like that's a big thing for, you know, new reps that are in the industry and then also reps that have already maybe hit a plateau or, you know, I know in this, I was even saying it earlier in this, in this room, like there's so many other people out there that have achieved amazing things.
00:46:12
Speaker
So it's like, I almost feel like, you know, kind of not worthy in a sense, like, cause when there's so many legends in the room, you know,
00:46:18
Speaker
But the way that I think that's helped me is I've just tried to maintain a student mentality and just be a sponge, right?
00:46:24
Speaker
Like if you're the smartest person in the room, you need to go find a new room, right?
00:46:27
Speaker
And so when you just like are always learning, you're always just observing and just taking notes of just everything that happens.
00:46:34
Speaker
I think that that's when that perception comes.
00:46:36
Speaker
you know, kind of changes and you have a new perspective where it's just like, hey, like I just only want to get better, nothing more, nothing less.
00:46:42
Speaker
And the only way to kind of do that is just, you know, to always strive to become better and just become an expert at your craft.
Continuous Learning and Improvement
00:46:48
Speaker
So 100% yeah, and just shows, I mean, that's the difference between a professional and amateur, you know, you're practicing your craft every day.
00:46:55
Speaker
I don't think there's many people that are at the level where they're, you know, driving themselves nuts out there, talking themselves in the car.
00:47:01
Speaker
Yeah, exactly.
00:47:02
Speaker
I think self-talk's the greatest.
00:47:03
Speaker
Like I'm always, you know, talking to myself, just trying to just, you know, I'm doing fake closes and stuff.
00:47:09
Speaker
And I feel like that, you know, usually the craziest people are always talking to themselves.
00:47:13
Speaker
So I try to talk to myself as much as possible.
00:47:16
Speaker
But yeah, no, I think that that's a, that's a huge thing is just wanting to,
00:47:20
Speaker
just monitoring your production, figuring out what you've done and then just, you know, creating, creating, just breaking everything down to the ridiculous, right?
00:47:26
Speaker
Just running it just like a business.
00:47:28
Speaker
And you know, the reason why you want to put more hours on there is because if there's another guy who comes by,
00:47:33
Speaker
that put more hours into his craft outside of work, then he's obviously probably gonna be better of an expert and probably get the deal over you.
00:47:41
Speaker
But if you've put in the time and you work the hours, then you're gonna usually always come out on top.
00:47:46
Speaker
Yeah, 100%.
00:47:46
Speaker
I mean, that's the curse of the industry too, is you're treating it like a game.
00:47:50
Speaker
But I guess pros and cons is there's reps that can go out and work a couple hours a week, maybe get a deal closed.
00:47:58
Speaker
make great money and be happy with that.
00:48:01
Speaker
But that's the curse, man.
00:48:04
Speaker
And homeowners appreciate that too.
00:48:06
Speaker
I'm not giving them BS, but when I tell them, I say, hey, just so you know, I don't take days off.
00:48:11
Speaker
I work seven days a week.
00:48:12
Speaker
So if you need anything, text me, call me.
00:48:14
Speaker
Any time of the day, any time of the night, I'll have my phone on me at all times.
00:48:18
Speaker
I don't take days off.
00:48:19
Speaker
And it's like on a Sunday, they're like, why are you working on a Sunday?
00:48:22
Speaker
I was like, oh, I work every single Sunday.
00:48:23
Speaker
They're like, okay.
00:48:24
Speaker
And then like, yeah.
00:48:24
Speaker
And even in these neighborhoods where I've had over 100 plus installs, people see me there every single day.
00:48:31
Speaker
And they're like, will you ever take a day off?
00:48:33
Speaker
I've had neighbors like, you need to go home and spend time with your girlfriend.
00:48:36
Speaker
and I'm like oh my gosh I was like oh I gotta work so it's just clocking in and it's just how it is so nothing more nothing less just focusing on activity quotas not production quotas so that's next level man well no we taught us all a lot today well yeah no I'm stoked I've learned a lot here and you know like I said like your podcast with Taylor that was one of the first podcasts that I listened to on repeat every single day for like a ton of times and then
00:49:05
Speaker
You know, obviously it's awesome stuff.
Reflecting on Career Milestones
00:49:07
Speaker
So I'm stoked.
00:49:07
Speaker
It's pretty cool to be able to see it come to fruition when I was like learning so much from the podcast here with you and Taylor.
00:49:13
Speaker
And then now I'm here today.
00:49:14
Speaker
So thanks again for having me, bro.
00:49:16
Speaker
I'm super stoked.
00:49:17
Speaker
I consider you a legend, man.
00:49:18
Speaker
Well, dude, thanks.
00:49:19
Speaker
You too, man.
00:49:19
Speaker
So congrats on all you've accomplished.
00:49:21
Speaker
Can't wait to see what's next.
00:49:22
Speaker
Yeah, I appreciate it, man.
00:49:24
Speaker
I got a lot of work to do.
00:49:25
Speaker
So...
00:49:27
Speaker
this is like one of my last days off of the whole year so i know i would say you're probably itching and just go out and hit some doors yeah it's a little weird i almost i almost don't know what to do with myself like when i'm like just like only sales mode like i don't even know how to be like a human like outside of like you know just selling so yeah did you feel where i mean you go home for christmas and all yeah no yeah i came home for christmas yeah i came home for christmas and obviously my
00:49:50
Speaker
family and everyone's like, stay off your phone, like just be present.
00:49:53
Speaker
I'm like, I can't like, got to get these last deals in before the end of the year.
00:49:56
Speaker
So I do need to be better at that.
00:49:58
Speaker
And I think that, you know,
00:49:59
Speaker
There's definitely a work-life balance that I'm still trying to figure out.
00:50:03
Speaker
But obviously, like I said, I've only been closing for about 11 months total now.
00:50:09
Speaker
So I'm definitely trying to figure out how to run with it.
00:50:12
Speaker
That's awesome, man.
00:50:14
Speaker
Well, before we wrap up here, Ty, where can people connect more with you?
00:50:17
Speaker
Maybe follow you.
00:50:19
Speaker
I don't know if you got like... Yeah, so unfortunately, I don't have Instagram anymore.
00:50:24
Speaker
So...
00:50:25
Speaker
Yeah, I don't really know.
00:50:26
Speaker
I could get my phone number out, but text Taylor for my phone number.
00:50:30
Speaker
Yeah, yeah.
00:50:31
Speaker
Michael Donald gave his out, and he gets way too many texts from that.
00:50:35
Speaker
Does he really?
00:50:35
Speaker
Yeah, I remember that.
00:50:36
Speaker
And I think that that's also another thing I did, too, is I kind of cut off social media.
00:50:40
Speaker
I haven't been on Instagram or anything for over a year now, so I just cut out all distractions.
00:50:45
Speaker
So, fortunately, I'm sorry, but I'll eventually try to get back on when I do.
00:50:49
Speaker
tree will find me okay well yeah we'll we'll post it when he eventually does yep well uh cool man um last question before we we uh you know say goodbye here and everything ty if you were to go back i don't know to when you're first starting out what would you tell your old self that maybe mistakes you made or stuff you could have done better or maybe a new rep uh you know starting or maybe someone that's hit a plateau any advice you'd give to that type of rep yeah no i think if i could go back and you know kind of give a couple pointers to myself i would uh
00:51:19
Speaker
I would say one, I'd build my conviction a bit more because I didn't really have a whole lot of conviction.
00:51:25
Speaker
And then two, look at the noses, yeses, because we get paid for the noses.
00:51:32
Speaker
Obviously, if this job was easy and everybody said yes, then we'd probably be making minimum wage on W2s and not be making the type of commissions and have the pay scales that we do.
00:51:42
Speaker
Looking at the no's is getting you closer to the yes's, right?
00:51:45
Speaker
Like all the top reps in the industry have broken all these records.
00:51:48
Speaker
They've been told no more than anybody else, right?
00:51:51
Speaker
Because they just face rejection every single day.
00:51:56
Speaker
And the more rejection that you get, if you can kind of look at it and shift the whole outlook on this whole day-to-day relationship,
00:52:05
Speaker
kind of routine that we see is just basically looking for as many no's as possible because the more no's that you go through, it's just getting you that much closer to the yes's.
00:52:12
Speaker
So I'd say look at the no's as yes's and try to get as many damn no's as you can.
00:52:17
Speaker
Love it, love it.
00:52:19
Speaker
And work the hours, work Sundays.
00:52:20
Speaker
I wish I could go tell myself to work more and
00:52:23
Speaker
stop being stupid.
00:52:24
Speaker
At least until you have kids.
00:52:26
Speaker
Exactly.
00:52:27
Speaker
Yes.
00:52:27
Speaker
It definitely won't be working Sundays whenever I have kids.
00:52:29
Speaker
Definitely don't do that.
00:52:30
Speaker
But until then, work Sundays.
00:52:32
Speaker
Let's go.
00:52:33
Speaker
Cool, guys.
00:52:34
Speaker
We'll go share this podcast with someone that could use some words of advice.
00:52:39
Speaker
And I would say go hit Ty up.
00:52:40
Speaker
Let them know you appreciate them.
00:52:41
Speaker
But if you see them at events, definitely let them know you heard the podcast.
00:52:46
Speaker
And Ty, thanks for coming on.
00:52:47
Speaker
Of course.
00:52:48
Speaker
Thank you, Taylor.
00:52:48
Speaker
We got dinner downstairs.
00:52:49
Speaker
Yeah, I appreciate it.
00:52:50
Speaker
Let's go grub and chop it up.
00:52:51
Speaker
So...
00:52:52
Speaker
Thanks again, guys.
00:52:53
Speaker
Okay.
00:52:53
Speaker
Appreciate it, man.
00:52:54
Speaker
All right.
00:52:54
Speaker
Boom.
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Speaker
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Speaker
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Speaker
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Speaker
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