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 Solarpreneur you might ask?
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.
Speaker: Okay, what's going on, solopreneurs?
Speaker: We're back here today with another episode and we've got my good friend and probably the top female rep in the industry, Melissa Romiza.
Speaker: Melissa, thanks for coming on the show with us today.
Speaker: Yeah, thanks for having me, man.
Speaker: Yeah, it's gonna be a good time.
Speaker: And we had some connection issues.
Speaker: So we're starting the podcast about half an hour late, but I'm glad we finally got her on and it's gonna be a good time.
Speaker: So Melissa, we know each other through Noxstar and how long you been in Noxstar now?
Speaker: What it's been like a little over a year or something?
Speaker: No, I started in Noxstar the end of January.
Speaker: So I'm coming up on like nine full months in the program.
Speaker: Okay, sweet.
Speaker: Yeah.
Speaker: So yeah, it's been super impressive to see ever since Melissa joined.
Speaker: She's been one of the top people in Noxstar.
Speaker: And if you haven't heard of Noxstar, there are probably like the top sole reps in the industry.
Speaker: And Melissa's she's consistently have you won one of the competition?
Speaker: I know you've gotten like top three, but have you ever taken the crown in the competitions or not yet?
Speaker: No, man.
Speaker: I come in second, like every freaking competition, like Ty Segan or Tanner just like swoop in like the last day of the month.
Speaker: And I'm just like, damn it.
Speaker: So I've gotten close, but I've never taken the crown on any of them.
Speaker: Okay, well, that's gonna be coming soon.
Speaker: But even to get second, that's definitely insane, because I haven't got close to that yet.
Speaker: So you're crushing me, that's for sure.
Speaker: But it's been super cool.
Speaker: And we were just talking before we started the recording was how before you were exposed in Noxstar, some of your best months, it was like 10 to 15.
Speaker: I think you said your best was like 22.
Speaker: And since you've been in Noxstar, you've was your best month, like 3040, something like that.
Speaker: Yeah, it was like 35 stuck.
Speaker: I had signed like 41.
Speaker: So I ended around like 35.
Speaker: And that was in February.
Speaker: It was negative degree weather here in Colorado.
Speaker: Wow.
Speaker: Yeah, Mother Nature wasn't doing me any favors.
Speaker: She made me look for it.
Speaker: And it was the shortest month of the year.
Speaker: Jeez.
Speaker: Okay.
Speaker: Yeah, seriously.
Speaker: So that's insane.
Speaker: So I'm excited to hear about all that.
Speaker: How you've been able to grow, how you've been able to hit big numbers.
Speaker: I know Noxstar has been part of it for sure.
Speaker: But let's get into all that.
Speaker: And first, I want to hear kind of how you got into solar, Melissa, your background for those that don't know you.
Speaker: So can you tell everyone, I don't know, a little bit of your origin story for us?
Speaker: Hear a little background from you.
Speaker: Hey, solopreneurs, are you sick and tired of spinning your wheels every month and not seeing yourselves in
Speaker: they were 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: You'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 so book a call now don't miss out on
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 a time that works best.
Speaker: So shoot that email and let's increase your sales.
Speaker: Yeah, it's actually funny.
Speaker: I like wanted to do solar like years and years ago.
Speaker: I saw like some of my friends getting into like Solar City, like doing all these things.
Speaker: And then I was actually going to college out here in Colorado.
Speaker: I was only working during the summers because I'm from Cape Cod.
Speaker: So I'd like work really hard in the summers, make a bunch of money or what I thought was a bunch of money, pay like all of my bills a year in advance and then just kind of like coast through college.
Speaker: And my dad passed away when I was 21.
Speaker: So I like moved home.
Speaker: Just like kept doing the same thing.
Speaker: And then I was like, all right, I'm going crazy, move back.
Speaker: And I was like, you got to get a real job.
Speaker: You can't just like do the back and forth thing, like get a real job.
Speaker: So I was like, okay.
Speaker: So I went on indeed.com and like found a real job.
Speaker: And I like told her, I was like, look, I have an interview, like, don't worry.
Speaker: And before I went to this interview, I hopped on Glassdoor and I was like, let's
Speaker: just like look into this company and terrible reviews and I was like all right I'm not going to this interview like I don't know I'm gonna tell my mom but I'm not going so I'm like online like frantically looking for another job like at like 6 a.m.
Speaker: because she's gonna call me in three hours and be like how to go so I find one back in the day I uh my the first company I worked for was Ion Solar
Speaker: So I like applied, got the job, was like super excited.
Speaker: Um, worked there for like a year and a half, like worked my way up from a setter into a closer.
Speaker: Um, and then, yeah, just like ended up loving it.
Speaker: I was like, this is way better money than bartending.
Speaker: Like, oh my God.
Speaker: And like, I can work as much or as little as I want.
Speaker: Like, are you serious?
Speaker: Like nobody's going to yell at me if I don't go to work tomorrow.
Speaker: Like if I want to go snowboarding tomorrow, no one's going to fire me.
Speaker: Oh my God.
Speaker: Like this is perfect.
Speaker: So, um, yeah, I,
Speaker: I kind of just like found it online, which is crazy.
Speaker: Like nobody recruited me.
Speaker: Nobody introduced me to it really.
Speaker: I just kind of found it online and stuck it out, which is like such a weird story for most high producers.
Speaker: Yeah, I'll say.
Speaker: Because yeah, you probably know for anyone that comes through like Indeed or online, very high chance that they're going to like quit in a week or something.
Speaker: Yeah, like I'm the anomaly of it.
Speaker: Like when people like, oh, so who brought you in?
Speaker: I'm like the internet.
Speaker: That's awesome.
Speaker: Well, no, that's sweet.
Speaker: Yeah.
Speaker: Cause it doesn't happen.
Speaker: Let alone being a top producer.
Speaker: I mean, most of the time you're lucky to get those guys to even stick past a month.
Speaker: So that's freaking awesome.
Speaker: That's cool.
Speaker: And what were you thinking?
Speaker: Because you know how it is.
Speaker: And we'll talk about this more here in a little bit.
Speaker: But especially with girls that come in, and I would say even higher chance online, most girls that come in, they're like, Oh, this is door knocking.
Speaker: There's no way I'm going to come in and knock doors.
Speaker: So were you thinking that in the beginning?
Speaker: Or did you hear door knocking?
Speaker: You're like, Okay, that's fine.
Speaker: I'll give it a shot.
Speaker: Or
Speaker: I mean, I like where I'm from, like nobody knocks on doors.
Speaker: So I was just like, I'm like, you can make money knocking on doors.
Speaker: Like, isn't that like what the paper route does?
Speaker: Like I started asking like, it was this guy, Jesse Carl.
Speaker: And if anybody like whoever listens to this was at Vivint, they might know who Jesse Carl is, but he worked with me and he was like, yeah, no people, people knock on doors and like, we make tons and tons of sales.
Speaker: And I was like, you're kidding me.
Speaker: And he was like, I was like, is it safe for girls to like be out there knocking on doors?
Speaker: And he was like, oh yeah, like you're going to be fine.
Speaker: And I was like,
Speaker: All right.
Speaker: Like in my head, I'm like, I will try this for a week.
Speaker: And like, if it doesn't work, it doesn't work.
Speaker: And like, actually, I sucked at this job when I started and make my first sale for like seven and a half weeks.
Speaker: Granted, like I didn't I didn't have another girl to like relate with there.
Speaker: Like it was all boys.
Speaker: And
Speaker: So I was just like super nervous to like ask too many questions because I didn't want to be like the stupid girl in the room.
Speaker: So I like was embarrassed to ask for help.
Speaker: So I just like kept kind of rolling through the punches just like I was like something has to click something's got to give and eventually it did.
Speaker: I got my first three sales within 24 hours and I was like about to quit like I was so close.
Speaker: I was at week six week seven and then like three came in like in three hours.
Speaker: For me, I was a setter at the time and I was like, I remember I was eating tacos at a taco joint with a bunch of the other guys.
Speaker: I was like, oh my God, I just closed three deals.
Speaker: And I was like, from then on, I just like, was like, I literally just made, you know, I wasn't making great money back then either.
Speaker: It was like 40 a sit, 45 a kilowatts.
Speaker: Like once again, if people are complaining about their pay scales, like I don't want to hear it.
Speaker: But like then I was like, oh, I made like $1,500.
Speaker: Like this is amazing, you know, and just kind of took off massively from there.
Speaker: Like then I started to like really believe in myself, like wanted to get better.
Speaker: Um, but it was, it took a while.
Speaker: Yeah.
Speaker: Wow.
Speaker: That's awesome.
Speaker: Well, yeah.
Speaker: And, um, yeah, I love hearing that because some people it's like instant success on the doors, but I think the majority of us, including myself, it takes a little bit to get rolling.
Speaker: And, um, I've got reps I'm training right now and they're like, Taylor, how, why is it taking so long to see success in this job?
Speaker: I'm like, dude, it took me.
Speaker: um three weeks i got my first close and then they canceled and then it took me another like three weeks to get one that didn't cancel and so that's cool hearing you know top producers had to go through it and had to face the grind and really figure out how to get a sell uh that will stick but another thing i like is you said that you were the only girl rep in the office um so was that like tough
Speaker: I know you said you're scared to ask questions and all that.
Speaker: But right now, matter of fact, we brought in a couple female reps in our offices, all guys right now.
Speaker: We don't have a female rep currently.
Speaker: So what would you say for people that come in your similar situation, their girls, they see that there's no other girls in the office?
Speaker: What would you say to them?
Speaker: And what helped you kind of like get past that and think, okay, I can do this.
Speaker: And it's not that big of a deal that I'm the only girl in the office.
Speaker: What would you say to those?
Speaker: I'd say like my biggest mistake was like not asking for help sooner.
Speaker: So like, don't be afraid to ask for help.
Speaker: Like the leaders are going to look at you and like give you a ton more respect because you're getting up and you're asking questions instead of like sitting in the back of the room at the meetings.
Speaker: not asking any questions and also not bringing results.
Speaker: Like in the back of their head, they're gonna be like, why are we holding onto this person?
Speaker: Trying, even if they're not in your organization, like something that I've seen this past year is there's so many people in like with a different logo on their shirt that want to help.
Speaker: So like if there isn't somebody that you feel comfortable confiding in, in your company, like find somebody that you look up to, whether that's on Instagram, Facebook, whatever.
Speaker: And those, those solar groups, like just find somebody and pick their brain, like hop on a phone call with them.
Speaker: Like my, my inbox is always open.
Speaker: Like anybody that's messaged me on Instagram, like,
Speaker: I send them my phone number.
Speaker: I'm like, hey, if you ever need anything, give me a call.
Speaker: I've had so many girls and guys from different organizations that just call for advice.
Speaker: And I think that that goes a really long way.
Speaker: Just not feel alone.
Speaker: Don't be afraid to ask for help.
Speaker: Yeah, I love that.
Speaker: And I think that's changed too.
Speaker: I don't know about you when you first started, but when I started in 2016, I tell this story all the time, how the industry was not like that.
Speaker: It was like, if you weren't part of the same company, you weren't getting help from someone outside of your organization.
Speaker: So it's really cool to see that evolution and people are a lot more willing now.
Speaker: And I think it's because of, you know, just that abundance mindset like you have and other people like Christian Moroni.
Speaker: I know he's the same way you guys talk all the time.
Speaker: And I see you guys texting back and forth and encouraging each other.
Speaker: So that's super cool to see that and just how much we've grown as an industry that we're willing to help each other, even if we're even in the same market.
Speaker: I think most people are a lot more willing to talk and all that.
Speaker: So that's awesome.
Speaker: And so now I know you're so you're regional at ClickSolar, right?
Speaker: So how did you progress into a regional and you want to tell us kind of how many reps you're managing now and how you've been able to grow that office and I guess how you stepped in that role and everything there at ClickSolar?
Speaker: Yeah.
Speaker: So it's actually really funny how I even got into Click.
Speaker: I one day got a Facebook invitation to like Click Solar from Cody.
Speaker: And I worked with Cody and Chase at my last company and I was not feeling the best.
Speaker: So I like called them up instantly.
Speaker: And I was like, Hey, are you guys working for a new company?
Speaker: Cause I'm like, you know, kind of getting burnt out over here.
Speaker: And they were super shy.
Speaker: They were like, Oh, well, you know, and I was like, spit it out, man.
Speaker: He was like, we started our own company.
Speaker: I was like, sweet.
Speaker: Let's go to lunch next week.
Speaker: Nice.
Speaker: And like they knew I put in the work because while they were there, I was actually out producing them.
Speaker: And I was put in the front of this room like all the time.
Speaker: People like, tell us how you're doing it.
Speaker: And I was like, I just work harder than all of you.
Speaker: Like I don't have a magic secret.
Speaker: Like everybody comes through this magic secret.
Speaker: It's like,
Speaker: You got to outwork me to outproduce me.
Speaker: But I basically like told them what I wanted.
Speaker: I didn't ask for it.
Speaker: And I was like, I want an office.
Speaker: I want my own guys.
Speaker: Like, I feel like I can step into that role.
Speaker: And they're like, all right.
Speaker: And they gave it to me.
Speaker: And to be honest, like, I didn't know what the hell I was doing.
Speaker: He shouldn't, he should not have given me an office.
Speaker: You know, I was still young.
Speaker: I didn't have any direction.
Speaker: So like, it took me a really long time.
Speaker: to become a good leader.
Speaker: And a lot of that is because of Knox.
Speaker: So like my first two years with click, like I was just like sifting through people like left and right, like coming in and coming out.
Speaker: Like I, and I didn't know what I was doing wrong and you know, shout out to Danny and Taylor for like giving us kind of a roadmap at Knox on like how to be a good leader, how to produce.
Speaker: And I honestly, at the beginning of this year in January, I only had nine guys.
Speaker: Um, but that's when I started Knox stars and I started to like grow a strong foundation.
Speaker: And now I have just shy of 40 reps.
Speaker: Um, and
Speaker: of that 40% of them are females.
Speaker: So like, that's been huge.
Speaker: And I have, you know, I have three other managers I manage with, I have a setter manager, I have an assistant manager and a traveling manager.
Speaker: And between the four of us, we have a really good organization system.
Speaker: We all play different roles in our office and like, we're still
Speaker: growing massively.
Speaker: Like I have to get a new office soon or split my office.
Speaker: Cause I can't even fit everybody in my office space anymore.
Speaker: So I think the biggest thing has just been like, I wasn't always leading from the front.
Speaker: Um, I thought like I could like hold others accountable and like, you know, try to tell them what to do and they would do it.
Speaker: But like, the truth is, is like, you have to go out and do the shitty parts.
Speaker: You have to go out and do the things no one else wants to do.
Speaker: If you don't do them, they won't do them.
Speaker: And you've got to work 10 times harder than all of your guys.
Speaker: Cause they'll work half as hard as you do.
Speaker: So if you're working 10 times harder than them,
Speaker: you know, they're going to put in that work and you're going to see the numbers that you want to see.
Speaker: Yeah, for sure.
Speaker: No, and that reminds me, I think you probably heard Danny say this, Danny Pesciot in Noxstar, but your reps, they're going to do 50% of the good things you do.
Speaker: And then I think it's like 200% of the bad things or something like that.
Speaker: Yeah, 50% of what you do, right?
Speaker: A thousand percent of what you do wrong.
Speaker: A thousand, okay.
Speaker: Yeah, more than 200%.
Speaker: So, yeah.
Speaker: Yeah, I think we've all had to learn that.
Speaker: It's like sometimes we expect and it's a big thing I see just in general in the industry is guys think they can step into management.
Speaker: They think it's going to be easier because they get to knock less or they're just going to be like telling their guys to work and them not...
Speaker: them not out there themselves.
Speaker: So yeah, and those guys that do that and don't put their money where their mouth is and go out and work themselves.
Speaker: I don't really see them grow offices.
Speaker: So I think that's been the difference maker for yourself is I don't know you tell me since January, you've been working extremely hard.
Speaker: I hear you talking knock star where you're like, Alright, 30 days, I'm not taking a day off.
Speaker: I'm going to work full days every single day.
Speaker: I'm like, holy, this girl's insane.
Speaker: She's going nonstop for 30 days.
Speaker: 56 days without a day off.
Speaker: Like,
Speaker: It was insane.
Speaker: Yeah.
Speaker: So that's crazy.
Speaker: I don't know how you do that.
Speaker: But yeah, so I think that's probably been a big part of your growth.
Speaker: But I don't know.
Speaker: Do you think there's anything for you since you joined Noxstar?
Speaker: Do you think it's been more stuff you've learned or just being in the environment of seeing other guys close a lot of deals?
Speaker: Or what do you think has been the main difference maker in just growing the office and producing more yourself?
Speaker: Yeah, the community.
Speaker: The community is huge.
Speaker: When you're in a room of a bunch of top producers, it forces you to lift your lid, either step up or step out, straight up.
Speaker: And you don't want to be the person at the bottom of the leaderboard, especially if you're competitive.
Speaker: But there's also some serious gold nuggets in Noxstar that has improved my cancellation rate and helped me get more referrals and just doing things like that.
Speaker: So I'd say it's a combination of everything.
Speaker: But if I had to put one thing that's most important, I'd say it's the community.
Speaker: It's opening yourself
Speaker: up networking, allowing those people in your life, allowing them in yours, and just like
Speaker: kind of getting to know them, talk to them, see what they're doing.
Speaker: Cause you have all these different people that are high producers and you get to see what each of them are doing that gets them there.
Speaker: You can take a little piece of what everybody's doing to build yourself.
Speaker: Yeah, for sure.
Speaker: And no, it's true.
Speaker: I mean, not to like, um, undervalue any of the stuff that comes from Danny or Taylor, cause they're awesome.
Speaker: But I think it's been like, just basically just as valuable to hear from top producers and networking and, um, yeah, being the competitions here, what other people are doing.
Speaker: So I know that's helped me a ton as well.
Speaker: And then as far as like growing your office, you said you have 40% female reps.
Speaker: So I'm curious to know about that.
Speaker: Is that just, has that been like on accident or do you like, like purposely try and get female reps in or do they come to you or how does this happen where you get so many female reps part of your office?
Speaker: Yeah, I honestly like, I feel like we attract a lot of girls.
Speaker: Like I was, I was the first girl in the click office and then I got this girl, Margaret off Craigslist and like, she is my unicorn.
Speaker: And I still, to this day, like describe her as my unicorn.
Speaker: Cause this girl came in her first six sets sat and sold.
Speaker: And I remember just like turning around.
Speaker: She worked part time for me being like, do you just want to start closing your own deals?
Speaker: And she was like, yep.
Speaker: I was like, cool.
Speaker: We're going to the office right now.
Speaker: We were at the office like 10 at night, taught her how to close.
Speaker: And she had like a very loving persona, like had tons of like, I say we're kind of like the hippie office because we're the Boulder office.
Speaker: But she brought in our next girl.
Speaker: which was Tessa, who's now my co-manager and Tessa brought in Karen, who is now my setter manager.
Speaker: And it kind of just trickle affected.
Speaker: Um, it's like everybody, like I've brought in quite a few other girls and like, it's really hard for guys to bring in girls, but it's really easy for girls to bring in girls.
Speaker: So once you have one really good girl, treat her like gold, treat her like gold.
Speaker: And I swear to God, treat her like gold.
Speaker: Like it's the small things it's, it's checking in once a week.
Speaker: It's the phone calls.
Speaker: Like, Hey, how are you doing?
Speaker: Like, Oh, you, you seemed like a little off at the meeting.
Speaker: Like the little things with girls go so far.
Speaker: Um,
Speaker: And I'd say like, obviously I am a girl, so I was able to kind of like fill that niche.
Speaker: And each of my girls has brought another girl in my office.
Speaker: There's not a single girl in my office minus like maybe two that haven't brought another girl in.
Speaker: And it's because they feel safe.
Speaker: Like girls want to get into sales, but they don't want to do it alone.
Speaker: So like you have to start a tribe and they'll, they'll build the tribe for you.
Speaker: Like I have only recruited of like my office, like maybe six of the people, everybody else has recruited people, you know, and I think I really harp on that.
Speaker: So that's been super important.
Speaker: Yeah, that's huge.
Speaker: And now I agree with that 100%.
Speaker: I remember we had Suli.
Speaker: I know you know Suli, but she's another one of the top reps in solar.
Speaker: And I asked her a similar question.
Speaker: And she's yeah, she said same thing, just little things like that.
Speaker: And even like having shirts for girls, like, like, you know, girl shirts, because a lot of offices I've been in, they just have like the same shirt.
Speaker: Pink shirts back there.
Speaker: Okay.
Speaker: There you go.
Speaker: Yeah.
Speaker: So I didn't even think about that.
Speaker: But it's like, she's like, yeah, it's a big deal.
Speaker: If you just have all guys shirts, and they're just gonna wear like the same shirts as the guys.
Speaker: That's like, it's like a little thing that will matter to them.
Speaker: So yeah, I think that's a nugget.
Speaker: And yeah, well, I'm still trying to crack the code myself.
Speaker: But it can be hard to get the BMR reps to stay at times.
Speaker: But yeah,
Speaker: I know, but I have been in offices where we have a lot and it's, it's true.
Speaker: If you get one that's solid and will work, then it's so much easier to just bring on.
Speaker: Even if you, if she's not recruiting them, it made our life so much easier if we could just bring in another girl and be like, Hey, you see this, you see her over there.
Speaker: She's closing tons of deals.
Speaker: She's having tons of success.
Speaker: Um, but it is harder when there's not another example in the offices, which we're kind of dealing with right now.
Speaker: But, uh, yeah, it's awesome.
Speaker: And then another thing that's, so you're working insanely hard.
Speaker: You said 54 days.
Speaker: Was it 54 or 56 days?
Speaker: 56.
Speaker: 56 days.
Speaker: That's crazy.
Speaker: So how do you, yeah, I don't think there's anyone.
Speaker: You and maybe Ty Segan.
Speaker: I know Ty Segan is also another of the guys that works insanely hard.
Speaker: But so I asked Ty this, but for you, how do you like work that harder?
Speaker: What drives you to work so hard?
Speaker: I'm sure you get asked this, but it's like, Melissa, how do you work so hard and not take a day off?
Speaker: And how do you do this?
Speaker: I feel like I've conditioned my body to it.
Speaker: Like when I'm not working, I took yesterday off.
Speaker: It felt so weird.
Speaker: I'm like, what am I doing?
Speaker: Like you, you have a routine and like, once you step out of the routine, it doesn't feel normal.
Speaker: So it's just like normal to work and it feels abnormal to not work.
Speaker: Like when I take a day off, like I don't feel, I still feel weird, you know?
Speaker: And I'm like, not, and especially if I'm not doing anything, like when I took those, I was supposed to work 55 days straight.
Speaker: And everyone's like, take your next day off.
Speaker: So I went home.
Speaker: on that 56th day and I'm like sitting there trying to get work done.
Speaker: I was like, screw this.
Speaker: I'm just gonna go knock on a couple of my neighbors doors.
Speaker: And like just told one of my neighbors stole her.
Speaker: I was like, I'm cracked.
Speaker: You know, but it's like, it's just like when you have a routine and you stick to that routine, it's hard to get out of it.
Speaker: You know, it's like, you're doing that same thing day in and day out and day in and day out.
Speaker: And it's just like what you know.
Speaker: So like once you break that routine, it's like weird.
Speaker: And like, you don't have to like work super hard, like of that 56 days, like it's not like I didn't go out and do anything.
Speaker: Like I still would work like half of Sundays.
Speaker: So I would work like nine to four on Sundays.
Speaker: And then like, I'd have like some people over and have like a nice Sunday dinner for like me time, hang out with my dogs, things like that.
Speaker: So I still got that break, but it allowed me to stay consistent because like anybody can have a work super hard for a day.
Speaker: Anybody can work super hard for a week.
Speaker: But like I dare somebody to work consistently for like six months straight because it's tough.
Speaker: And you have to be mentally strong to do it.
Speaker: So like you have to find a routine that does – it's like a diet.
Speaker: It's like working out and going to the gym.
Speaker: Like if you dread it, you're not going to do it.
Speaker: Like ask people how they go to the gym every day.
Speaker: It's just a routine, you know, and they're used to it.
Speaker: And once you step out of that routine, it's weird.
Speaker: Yeah.
Speaker: Yeah, I'd say that's the biggest thing is just having a proper routine.
Speaker: And then it just like keeps everything moving for you.
Speaker: So for you, did you you talked about like, you got kind of conditioned.
Speaker: So did you have to like kind of condition yourself and work up to that?
Speaker: Like, were you working?
Speaker: Yeah, I don't know, maybe seven days straight and you're like, hey, or how did you kind of build up this tolerance to working so much and just making it the normal instead of started with what you have started with waking up early.
Speaker: I hated waking up early.
Speaker: Now I'm always the first person up in my house.
Speaker: So like most of my house is, it's like company housing at my house.
Speaker: I have five bedrooms and every bedroom is filled with a rep.
Speaker: Um, so I'm always the first one up.
Speaker: So that was like the first thing is like making sure I'm setting the right example for my guys.
Speaker: because like, once again, I can't expect them to do more than I'm doing.
Speaker: So I need to be the first one up.
Speaker: I need to be the first one to eat and I need to be the first one out the door.
Speaker: So I, I kind of forced me to get better when you're, when you're living with your reps, they see you inside and outside of work.
Speaker: Like I don't get that break time.
Speaker: They see what I look like at seven in the morning and at seven at night and in the middle of the day.
Speaker: So I'd say that was something that forced me to condition myself was having reps in my home.
Speaker: And then just like,
Speaker: having a proper morning routine, like just starting with something super simple, super basic and like working yourself through that.
Speaker: So like, you don't have to have this long drawn out morning routine where you meditate, then workout, then write, then blah, blah, blah.
Speaker: Just start with like waking up and taking care of you and showering.
Speaker: And then like add one thing, one small thing and do that for a week.
Speaker: Don't try to add something every day.
Speaker: Try to add something a week and something small, like five minutes of writing or like 15 minutes with the dogs or whatever it is that makes you feel good.
Speaker: Cause like my morning routine could be, it's so much different than so many people's on my team, but mine works for me, you know, and just like finding a routine that kind of fits.
Speaker: And like, I don't even feel like I had to condition myself.
Speaker: I just like never marked off days.
Speaker: Like once I mark off a day in my calendar, I have surrendered a day.
Speaker: Like, so I would just never mark a day off and I just say, hey guys, I'm free range.
Speaker: And then they would just book me.
Speaker: They'd book me Monday through Sunday and like, I'm not going to let them down.
Speaker: So like, I'm just like, my guys forced me to work.
Speaker: Okay.
Speaker: So you just filled your calendar with appointments and like, I got to go.
Speaker: Oh.
Speaker: I'm dying.
Speaker: I got to go.
Speaker: Yeah.
Speaker: And that does help.
Speaker: Yeah.
Speaker: If you got people counting on you.
Speaker: I was just talking with Christian about this in his podcast, but we were just talking about that, how the best way to go out in Knox, if you're not feeling motivated to just go train someone else and have someone waiting for you at a door.
Speaker: It's like,
Speaker: You can't not show up when your guys are out there, right?
Speaker: Yep.
Speaker: That's huge.
Speaker: So yeah, for your schedule, 56 days straight, what did it look like?
Speaker: Just like a typical schedule.
Speaker: Like what time were you waking up?
Speaker: How many, I don't know, were you knocking a ton versus closing?
Speaker: Or what is your typical schedule work look like while you're out there working every day?
Speaker: Hey, solopreneurs, are you sick and tired of spinning your wheels every month and not seeing your cells in?
Speaker: 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: You'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 so book a call now.
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
Speaker: you out a calendar link and we will figure out a time that works best so shoot that email and let's increase your sales so the only thing that like remains the same in my schedule is like the time i wake up in my weekly meetings besides that like it kind of can be sporadic but like i usually wake up like just shy of eight o'clock so like 7 45 i wake up i'm usually like up ready showered dressed by like 8 30 8 45 i spend like 15 20 minutes in the morning with my animals um and then if i don't have a meeting like i'm
Speaker: headed to hood or i'm headed to pick somebody up to go to hood or going to an appointment like i just like have to be out of my house by like 9 10 a.m so i get out of my house i have weekly meetings monday wednesday friday with my team so i go to those normally monday wednesday friday straight from the meeting out to hood if i don't have an appointment like right after the meetings or like right when i wake up that i'm knocking you know like i will never be too good to knock doors i've knocked doors for five years i still you know i'm not handed all my deals everybody asks
Speaker: are these all sets like no they're not i go out and knock my own doors as well i do take sets as well because i have a team and i'm a high volume closer and you know i'm most likely to get them paid out of all my guys so that's why a lot of them feed me appointments because you got to keep your guys paid but i go out there i lead from the front and it's just like i don't know my calendar till the night before but that's kind of when i dive into it it's like the day before i'll look at my whole calendar and i'll kind of every day just go through like what my day is going to look like so like to
Speaker: Today, I'm on this podcast and I have team meeting.
Speaker: After team meeting, I have to go pick up a Tesla with one of my reps.
Speaker: So we're going to go video that.
Speaker: And then I have two appointments till about seven o'clock tonight.
Speaker: So I probably won't get dinner till about 7.38, which means I'm probably ordering in tonight because by the time I eat dinner, it'll be nine.
Speaker: And then my day starts again tomorrow with knock stars at 10 a.m., which means I got to be up by eight.
Speaker: My last appointment tomorrow is at 7, which means I'm not getting home until 9 tomorrow.
Speaker: Day after that, my appointment's until about 10 at night, so I'm not getting home until 10.30.
Speaker: Day after that, my last appointment's at 6.
Speaker: My calendar's pretty full, but I will block out every minute.
Speaker: I pretty much can to...
Speaker: I'll have people book me just for an hour too.
Speaker: Cause like, I understand people are going to cancel and reschedule and I want to be in as many homes as possible.
Speaker: So I'm like, yeah, put me, put me for nine appointments tomorrow.
Speaker: Like odds are five of those are going to sit.
Speaker: Um, but just like fill me up.
Speaker: And then if I can't make something, like I'll get somebody in the house.
Speaker: Like I've got enough closers.
Speaker: I've got enough reps where I can have somebody on the fly, go to an appointment if I can't make it, but I just like keep myself busy.
Speaker: And I just don't know my calendar till the night before.
Speaker: Wow, that's incredible.
Speaker: And so if an appointment no-shows, you're just knocking right there.
Speaker: If you no-shows, just go.
Speaker: Yeah, unless like I have two stacks.
Speaker: So say like I have a five o'clock and it no-shows, but then I have a six and a seven.
Speaker: I'm going to go to my six early just to make sure I have enough time to get to my seven.
Speaker: But like if my five goes to me, I don't have a six and I have a seven, then I'm definitely knocking.
Speaker: So it just depends on how the calendar falls.
Speaker: Okay, for sure.
Speaker: Yeah, no, I like that.
Speaker: That's something Ty Segan said too, is he'll like, a lot of times he'll double book appointments just because he knows stuff is going to fall through and then he can reschedule.
Speaker: If they're actually interested, he's going to be able to reschedule and then, you know, worst case, just go and knock.
Speaker: Not that knocking is bad.
Speaker: But yeah, that's what I see top people do.
Speaker: It's like...
Speaker: I remember when I was starting, when I first stepped into closing, I thought it was like the promotion where I'm never going to knock again.
Speaker: I'm like, sweet, I'm off the doors now.
Speaker: I'm just pure appointments.
Speaker: And then when appointments would fall through, I made the mistake of just like, okay, I'm just going to maybe follow up, just hang out, take a break.
Speaker: Where now the difference is, especially being in knock stars, it's like you guys, if something falls through, like you're using that time to knock, go get your own deals, even if you have appointments stacked.
Speaker: Because what would happen to me?
Speaker: I'm like, okay, well, I got three more appointments today from my setters.
Speaker: So I don't need to get more appointments.
Speaker: I've already got a pretty stacked schedule.
Speaker: I'm gonna go take a break.
Speaker: And I think I could have got so many more deals if I would have done what you're doing and what other top guys are using that to go out and, you know, fill it with self-chance and, you know, just make a lot more money.
Speaker: So super cool to see what you guys are doing.
Speaker: Yeah, that's awesome.
Speaker: And then all your reps, they're pretty similar.
Speaker: Do you have so for your setters, do you have them on like a consistent knocking schedule or how do you get your...
Speaker: team to um i know that's something you mentioned before the call that you would struggle with in the past so what's been the difference maker now of getting like your setters to knock consistently and being able to manage them really effectively and create a good culture there i think something we also do that a lot of companies don't do and each company to their own but like we do a lot of buddy knocking like we give probably more support than like any company should and everyone's like you're babying them whatever but like i have guys that like they needed that babiness like they needed to be babied and then like i let them go
Speaker: And the next month they did 10 on their own.
Speaker: So like we do a ton, a ton of buddy knocking, but also having minimums in place.
Speaker: Like when you put minimums in place, it forces them to work either once again, you step up or step out.
Speaker: If you don't hit the minimums, you fired yourself.
Speaker: Essentially, we put minimums in place.
Speaker: We're never going to be like the micromanagers.
Speaker: That's like, let me see your knocking schedule.
Speaker: Oh, you're knocking nine to five and I'm texting them at nine and I'm texting them at five.
Speaker: Are you still out?
Speaker: Pictures on the doors.
Speaker: You know, I promised myself I would never be that manager.
Speaker: You know, because my last manager at my last company would always, he would never knock doors, but he would always say, where's, where's the pictures?
Speaker: Who's on the doors?
Speaker: And I never saw him knock a door in my life.
Speaker: And I was like, you know, I'll never be that manager.
Speaker: I won't.
Speaker: Um, so like I won't micromanage.
Speaker: And I think that that's super important as well.
Speaker: But like, I also think just having a super supportive group, it gets people like happy to go out and excited to go out.
Speaker: Like no one on my team, like dreads going out and knocking doors.
Speaker: And like, most people don't love knocking on doors, but like we have, we have so much fun.
Speaker: You know, we're usually out there like we're not on every door together, but like, yeah, we, we most of us carpool and like I get one street, they get the other, then we meet up and like, we talk about the shitty homeowners that screamed at us or yelled about their no soliciting sign or told me to get off their property.
Speaker: But it just like lightens the mood and it makes it easier because you're not alone, but it also keeps you in your hood way longer.
Speaker: Cause if I got three and my friend has two, like she doesn't want to go home with just two.
Speaker: She wants to get another one too.
Speaker: So I have to stay out till she gets her other one and odds are I'm going to get another one while she goes and gets her other one.
Speaker: So yeah.
Speaker: I think buddy knocking has been huge.
Speaker: Having a super, super supportive culture, like making everybody feel heard, like goes a really, really long way.
Speaker: Yeah, that's awesome.
Speaker: Yeah, no, it's definitely way easier to, you know, deal with rejection when you got your buddy on the other side of the street and can kind of joke about it and, you know, meet up.
Speaker: So I think that's super effective, especially for me in like the off season or when you're not feeling as motivated.
Speaker: It's like just go grab a buddy and split up the streets or whatever.
Speaker: So I think that's a nugget for sure.
Speaker: Cool.
Speaker: And then just kind of as we start getting close to wrapping up here, Melissa, you had a huge day.
Speaker: I think it was was that last week or the week before where you had your 50 kilowatts in a day?
Speaker: Yeah, it was like 49.5 kilowatts.
Speaker: That was not this past week, but the week before.
Speaker: Okay, well, we'll round up to 50.
Speaker: Pretty incredible.
Speaker: Pretty incredible day.
Speaker: So I asked you a little bit about it, but you said they were all referrals.
Speaker: That was your biggest day, you told me, since you've been in solar.
Speaker: And so I want to hear about this day.
Speaker: How did you get these referrals?
Speaker: And let's jam on that for a little bit about what that day was like, how you got the referrals.
Speaker: Yeah, tell us about that.
Speaker: Yeah, so this is actually really funny how I got the referrals.
Speaker: So during the February competition with NoxStars, the month I had that huge month,
Speaker: Um, I had sold this guy solar and how this guy got my information is hilarious.
Speaker: So he had already signed up with another company who's going solar and they kept switching his engineering and he was getting super mad.
Speaker: And he finally said, you know what, like, this is what I want my design to look like.
Speaker: They said, well, we can't do that.
Speaker: He goes, yes, you can accompany right down there.
Speaker: Same exact floor plan has this design.
Speaker: That's the design I want to go.
Speaker: We can't do that.
Speaker: And he goes, okay, I'm canceling with you.
Speaker: So he cancels with that company.
Speaker: He goes and knocks on that person's door.
Speaker: He goes, who did your solar?
Speaker: And they go, click solar did.
Speaker: He goes, give me your reps number.
Speaker: So the guy calls me and he puts me through the ringer.
Speaker: Like I had to drop this guy to the floor.
Speaker: He had 40 quotes, financial advisor, most analytical guy.
Speaker: Like we're diving into spec sheets, like inverters.
Speaker: Like I had to go back to this guy's house three times, three times.
Speaker: finally got him though like i was like look i couldn't even beat the last two quotes i was like i i'm not gonna beat their price i can't they're they're subcontracting they're from zenernet like i can't match that but what i can promise you is no one's gonna work as hard as i am and i'm gonna be the best damn rep that you've ever put on your account because it's you know you pay for what you get and like i promise i'm worth the extra the extra couple bucks on that payment and he's like all right so like i made no money off this dude he has been a referral god
Speaker: Like I have gotten like six referrals and like when I walk in the house, these people don't even want to hear the solar pitch.
Speaker: Like Tim did it.
Speaker: We trust them.
Speaker: He's a numbers guy.
Speaker: He's our financial advisor.
Speaker: We just need to sign the paperwork.
Speaker: I'm like, well, we're still going to walk through this.
Speaker: Like that's literally how I walked into 50 kilowatts.
Speaker: Like both all these systems are like 17, 12, 12.
Speaker: And there's like three families in one house, like just ready to sign.
Speaker: And I was like, we're going to walk through all of this, you know?
Speaker: And like, and the thing is, is their electric company was 8 cents a kilowatt hour.
Speaker: I wasn't beating their bill.
Speaker: I came in above all of their bills, like 20, 30, 40 bucks on metal roofs, trenching farmhouses, like all the adders, the whole nine.
Speaker: But because Tim had referred them, they trusted me.
Speaker: So like, it took me an hour to close three deals of 50 kilowatts.
Speaker: And I'm just sitting there like, what?
Speaker: What just happened?
Speaker: And they've been like the sweetest homeowners ever.
Speaker: But like when a lot of people get those analytical buyers or those engineers, they like are like they write them off and they don't want to deal with it or they don't want to take the commission cut and they just don't.
Speaker: We're like, I'm not doing this job for the money.
Speaker: I'm doing it for the golden door.
Speaker: Like I'm not doing like, that's all I wanted this year.
Speaker: So like, that was part of me wanting a golden doors wanting me.
Speaker: I just wanted that deal to win that knockstar competition.
Speaker: Cause most people wouldn't have put up with that guy.
Speaker: And because of that, I've made tens of thousands of dollars because I helped that one homeowner and I took that time with them.
Speaker: And it's just crazy.
Speaker: Like super analytical buyers will be your best referral outlets as long as like they're fully bought in on you.
Speaker: Yeah.
Speaker: Wow.
Speaker: That's incredible.
Speaker: Yeah.
Speaker: And that was, didn't you close them all before like noon or something?
Speaker: I feel like you got them all in the morning and still have like a whole day to work.
Speaker: Yeah.
Speaker: It was like 10 AM out by like 11, 15.
Speaker: I was back down in Denver by noon because it was up North, but yeah.
Speaker: Wild, wild, wild.
Speaker: Like they didn't want to hear the pitch.
Speaker: They just wanted to sign paperwork.
Speaker: And I was just like, we're going through this.
Speaker: You guys are going to understand how solar works.
Speaker: That's so cool.
Speaker: Well, yeah, it's true.
Speaker: Because yeah, it's so many of these analytical types, they can be a headache.
Speaker: But so you didn't even ask for the referrals, you just signed them up and he just gave them after facts, but you didn't even really ask for them.
Speaker: He just keeps sending them to me.
Speaker: He just sends them to me.
Speaker: I get like one a week from him.
Speaker: Oh my gosh.
Speaker: He sent me, he's only been installed for two months.
Speaker: His neighbor just got installed yesterday or is getting installed today.
Speaker: And then I just sold his other neighbor on the other side last week or the week before.
Speaker: So he's just like, everybody trusts him and he's a financial advisor.
Speaker: So people like trust him with their finances, which means they're going to trust him
Speaker: to use me.
Speaker: And the crazier part is, is like, I never even knocked on this guy's door.
Speaker: He literally went and knocked on my customer's door.
Speaker: Yeah.
Speaker: Talk about how ass backwards that is in our industry.
Speaker: He went and did all the work for me.
Speaker: He went and knocked on the door.
Speaker: He got my phone number.
Speaker: He called me for the design.
Speaker: I went to his house.
Speaker: It's crazy.
Speaker: That sale that he knocked on the door is from two years ago.
Speaker: Yeah, that's awesome.
Speaker: I guess you can't be too mad about dropping your commission on that one because you didn't have to knock a door.
Speaker: It's like, come on.
Speaker: He set the deal for you.
Speaker: No, I didn't.
Speaker: The biggest pain in the butt was it was an hour away.
Speaker: I'm trying to stay closer to my office now, but yeah, not mad at all.
Speaker: I love having a ton of installs in one neighborhood, so it worked out well for me.
Speaker: Yeah, that's awesome.
Speaker: Well, yeah, and even with those guys, like you've probably done this before, but if they're haggling you on price and if you think they're going to be someone like that, that's super analytical, that's going to be able to refer a ton of people, that's like, why not take that commission cut?
Speaker: Just be like, hey, look, we don't do this.
Speaker: And this, you know, cuts out our marketing budget and everything, but we'll pass those savings on to you if you can give us like two to three people and get some referrals from on the spot.
Speaker: And because like if you make them do something,
Speaker: then they're going to appreciate it more.
Speaker: If you make them give your referral, if you make them write a testimonial or something, then they feel like they've earned it.
Speaker: So it sounds like you didn't even need to do that with this guy.
Speaker: But I feel like that's something that's helped me with those super analytical types is make them kind of earn it and make them feel like they had to work for a little bit.
Speaker: Don't just drop the price immediately.
Speaker: But then you'll find that a lot of those people can give a ton.
Speaker: Yeah.
Speaker: Just regularly check in on them too.
Speaker: Like if you're confident that you sold them, like, like what you sold them was super honest.
Speaker: Like you should be so confident when you follow up once they're PTO to be like, how do you like it?
Speaker: Those analytical buyers, when you check in on them, they just start tossing you more referrals.
Speaker: So I check in with this guy often, you know, and that's probably been the biggest thing.
Speaker: Cause he wasn't going to give me any referrals on the spot.
Speaker: He's like, I want to make sure this all works out exactly how it is.
Speaker: Like a lot of people trust me with my decision-making skills.
Speaker: And I was like, Hey, that's totally fair.
Speaker: I'll come by after PTO.
Speaker: He didn't even want me to come by for install after PTO.
Speaker: He received his first negative bill for referrals.
Speaker: You know, because exactly what I told him and I was super honest and I set the right expectations for what he was going to get because everything I said to him lined up.
Speaker: He had no problem giving me referrals.
Speaker: So don't don't sugarcoat stuff.
Speaker: Don't say stuff just to get to the install, because what you really should be pushing for the referrals.
Speaker: So if you set the right expectations, they're going to hand you all the referrals you could ever want.
Speaker: Yeah, 100%.
Speaker: It's a nugget for sure.
Speaker: And yeah, what percentage would you say come from referrals?
Speaker: Do you get a lot of referrals typically Melissa or do you have a referral process that's different than that or how much of your business is referrals right now?
Speaker: So just last month I did 22 deals of those 22 deals, eight of them were referrals.
Speaker: So like almost half referrals, but like, I'm just now like getting more into referrals.
Speaker: Like before I'd never really knock stars, you know, I never really, I was just going for the set and the clothes and like, there's just more doors where I was like, man, I could work half as hard on the doors if I spend an extra 30 minutes in home.
Speaker: And I just like try to make sure I do all those small things in the house, like get those video recordings, buy them something on the spot that makes them feel special.
Speaker: Whether it's dog treats, like a,
Speaker: a fly zapper, like whatever it is, light bulbs, a thermostat, you know, different strokes for different folks, find something that fits into their home for them.
Speaker: But doing those little things and then just checking in, checking in, because I've just been checking in more this month.
Speaker: And because of that, I've gotten more referrals than any other month.
Speaker: And three of those were equaled 50 kilowatts.
Speaker: So.
Speaker: just yeah okay yeah i remember taylor mccarthy told us on a call recently is um i don't think somebody new did like a check-in every friday with all of his active accounts and like doubled his referrals or something like that just from doing a check-in with all of his accounts that were recently installed or yeah yeah just active in the pipeline about to get installed so i think that's probably one of the biggest secrets yeah
Speaker: Yeah, I think a lot of people are scared to check in.
Speaker: They don't want that person to cancel or double guess it.
Speaker: But if you do enough rapport building in the house, like you've wrapped up that close good enough, that follow up should just lead to a referral.
Speaker: If it doesn't lead to a referral during that conversation, when you go back to see them, it should.
Speaker: Yeah, love it.
Speaker: Well, Melissa, it's been awesome having you on.
Speaker: And I know we could go for hours, but I know you got a packed schedule and got lots of deals to close.
Speaker: So before we start wrapping up here, where can guys reach out to you?
Speaker: Do you want to drop maybe your social media or best place people can get in touch if they want to connect more with you?
Speaker: Yeah, Instagram.
Speaker: My Instagram is my first and last name.
Speaker: So M-E-L-I-S-S-A-R-O-M-I-Z-A.
Speaker: And then there's four A's.
Speaker: So A-A-A-A and then seven on Instagram.
Speaker: You guys can hop in my inbox, like always down to hop on a phone call, you know, give any help.
Speaker: There's anything I can ever do for any of you guys.
Speaker: I'm more than happy to help.
Speaker: My goal is just to help as many people as possible these next couple of years.
Speaker: So don't be shy.
Speaker: Love it.
Speaker: So everyone go shoot or follow, shoot or message on Instagram.
Speaker: Let her know you appreciate her for coming on the show when you hear this.
Speaker: And I see you've been coming out with some content, you knocking doors.
Speaker: I was actually watching your door knock before this, getting prepared for the call here a little bit.
Speaker: But are you going to be doing more content like that and recording on the doors and giving people more nuggets like that?
Speaker: Yeah, yeah.
Speaker: Okay.
Speaker: Yeah, I had a girl I recruited from California and lo and behold, she does video editing.
Speaker: So we've got content stacking.
Speaker: We've got four or five videos in the pipeline right now that we're working on.
Speaker: So I will be releasing more and more over the next few weeks.
Speaker: So right now it's just content stacking.
Speaker: Okay.
Speaker: Yeah, I love it.
Speaker: I mean, super high quality.
Speaker: I'm like, man, this looks like some Taylor McCarthy knocking videos right here.
Speaker: Some good stuff.
Speaker: That one was from an iPad.
Speaker: So now we got a camera and a microphone.
Speaker: Yeah.
Speaker: and stuff like that so it'll be much better the first one was was very choppy but the next one will be a lot better okay well i love it can't wait to see him and yeah i learned a lot so i know it's gonna be super uh valuable content there well cool and then uh before yeah and before we wrap up melissa anything else any other secrets that you feel like are super helpful for guys growing teams or just starting out or any uh i don't know final nuggets you want to leave for our uh solopreneurs here before we say goodbye
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: You'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.
Speaker: So book a call now.
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 a time that works best.
Speaker: So shoot that email and let's increase your sales.
Speaker: Put in the hours and know your numbers.
Speaker: You can't get better if you don't know your numbers.
Speaker: Track them.
Speaker: Track your sits.
Speaker: Track your doors knock.
Speaker: Track your interactions.
Speaker: Track your yes.
Speaker: Track your no.
Speaker: Um,
Speaker: And you'd be surprised how much you're going to see the results just by working on your numbers.
Speaker: So just know your numbers.
Speaker: Awesome.
Speaker: Yep.
Speaker: You cannot improve what you don't know.
Speaker: So measure, adjust, measure, track, and adjust.
Speaker: And you're going to be able to dominate just like Melissa has.
Speaker: So Melissa, thanks for coming on the show with us.
Speaker: Hopefully we'll be able to have you on again in the future.
Speaker: And appreciate you and keep sharing good stuff for us.
Speaker: So thanks again for coming on with us.
Speaker: Appreciate it, man.
Speaker: Thanks so much.
Speaker: What's up, solopreneurs?
Speaker: Hope you enjoyed the episode.
Speaker: Before you run out and start selling more solar yourself, wanted to let you know about an exciting new cheat sheet we created specifically for you in mind.
Speaker: One of the top questions I get asked on Instagram, on Facebook, by our listeners is, Taylor, where should I start?
Speaker: What episodes should I listen to in the podcast?
Speaker: You got too many podcasts, man, because now we have over 200 episodes.
Speaker: So what we've done, we created the top 10 most downloaded, most listened to, and I would say widely accepted, most useful podcasts that we've done here on Solarpreneur.
Speaker: We put them together all in one sheet so you can go, you can hit the ground running, especially if you're new, you do not want to not have this sheet.
Speaker: So go download it right now.
Speaker: It's going to be at top10.solarpreneurs.com.
Speaker: Again, that's top10, the number 10,.solarpreneurs.com.
Speaker: Don't forget the S on solarpreneurs.
Speaker: We will have that in the show notes.
Speaker: Go download it right now.
Speaker: And especially if you have not listened to them, go listen to them and you can re-listen to them.
Speaker: That's going to show you how.
Speaker: So go download it and we'll see you on the other side.
