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Top Female Rep Closes 50 kw Before Noon - Melissa Romiza
109 Plays3 years ago
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Transcript
Taylor's Journey to Success
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.
Becoming a Solarpreneur
00:00:19
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.
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.
Introducing Melissa Romiza
00:00:42
Speaker
Okay, what's going on, solopreneurs?
00:00:44
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.
00:00:52
Speaker
Melissa, thanks for coming on the show with us today.
00:00:54
Speaker
Yeah, thanks for having me, man.
00:00:56
Speaker
Yeah, it's gonna be a good time.
00:00:57
Speaker
And we had some connection issues.
00:00:59
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.
00:01:06
Speaker
So Melissa, we know each other through Noxstar and how long you been in Noxstar now?
00:01:10
Speaker
What it's been like a little over a year or something?
00:01:12
Speaker
No, I started in Noxstar the end of January.
Melissa's Competitive Edge
00:01:15
Speaker
So I'm coming up on like nine full months in the program.
00:01:18
Speaker
Okay, sweet.
00:01:19
Speaker
Yeah.
00:01:20
Speaker
So yeah, it's been super impressive to see ever since Melissa joined.
00:01:23
Speaker
She's been one of the top people in Noxstar.
00:01:26
Speaker
And if you haven't heard of Noxstar, there are probably like the top sole reps in the industry.
00:01:31
Speaker
And Melissa's she's consistently have you won one of the competition?
00:01:34
Speaker
I know you've gotten like top three, but have you ever taken the crown in the competitions or not yet?
00:01:39
Speaker
No, man.
00:01:40
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.
00:01:47
Speaker
And I'm just like, damn it.
Record-Breaking Sales
00:01:49
Speaker
So I've gotten close, but I've never taken the crown on any of them.
00:01:52
Speaker
Okay, well, that's gonna be coming soon.
00:01:53
Speaker
But even to get second, that's definitely insane, because I haven't got close to that yet.
00:01:59
Speaker
So you're crushing me, that's for sure.
00:02:01
Speaker
But it's been super cool.
00:02:02
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.
00:02:11
Speaker
I think you said your best was like 22.
00:02:13
Speaker
And since you've been in Noxstar, you've was your best month, like 3040, something like that.
00:02:17
Speaker
Yeah, it was like 35 stuck.
00:02:19
Speaker
I had signed like 41.
00:02:21
Speaker
So I ended around like 35.
00:02:22
Speaker
And that was in February.
00:02:24
Speaker
It was negative degree weather here in Colorado.
00:02:27
Speaker
Wow.
00:02:27
Speaker
Yeah, Mother Nature wasn't doing me any favors.
00:02:31
Speaker
She made me look for it.
00:02:32
Speaker
And it was the shortest month of the year.
00:02:34
Speaker
Jeez.
00:02:34
Speaker
Okay.
00:02:35
Speaker
Yeah, seriously.
00:02:36
Speaker
So that's insane.
00:02:37
Speaker
So I'm excited to hear
Melissa's Entry into Solar
00:02:38
Speaker
about all that.
00:02:38
Speaker
How you've been able to grow, how you've been able to hit big numbers.
00:02:41
Speaker
I know Noxstar has been part of it for sure.
00:02:43
Speaker
But let's get into all that.
00:02:44
Speaker
And first, I want to hear kind of how you got into solar, Melissa, your background for those that don't know you.
00:02:49
Speaker
So can you tell everyone, I don't know, a little bit of your origin story for us?
00:02:52
Speaker
Hear a little background from you.
00:02:55
Speaker
Hey, solopreneurs, are you sick and tired of spinning your wheels every month and not seeing yourselves in
00:03:02
Speaker
they were able to improve it until I figured out what was going wrong.
00:03:06
Speaker
So that's why I'm excited to announce for a limited time we are doing a free sales diagnostic.
00:03:11
Speaker
You'll break down your sales process, figure out the holes in your business and see how we can help you improve.
00:03:18
Speaker
So at now we have six bucks for this month so book a call now don't miss out on
00:03:23
Speaker
What you're going to do is send an email to taylor at solarpreneurs.com.
00:03:27
Speaker
That's taylor at solarpreneurs with an S dot com.
00:03:31
Speaker
I'll send you out a calendar link and we will figure out a time that works best.
00:03:35
Speaker
So shoot that email and let's increase your sales.
00:03:39
Speaker
Yeah, it's actually funny.
00:03:42
Speaker
I like wanted to do solar like years and years ago.
00:03:45
Speaker
I saw like some of my friends getting into like Solar City, like doing all these things.
00:03:48
Speaker
And then I was actually going to college out here in Colorado.
00:03:51
Speaker
I was only working during the summers because I'm from Cape Cod.
00:03:53
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.
00:04:01
Speaker
And my dad passed away when I was 21.
00:04:04
Speaker
So I like moved home.
00:04:06
Speaker
Just like kept doing the same thing.
00:04:07
Speaker
And then I was like, all right, I'm going crazy, move back.
00:04:10
Speaker
And I was like, you got to get a real job.
00:04:11
Speaker
You can't just like do the back and forth thing, like get a real job.
00:04:14
Speaker
So I was like, okay.
00:04:14
Speaker
So I went on indeed.com
Overcoming Early Struggles
00:04:16
Speaker
and like found a real job.
00:04:17
Speaker
And I like told her, I was like, look, I have an interview, like, don't worry.
00:04:20
Speaker
And before I went to this interview, I hopped on Glassdoor and I was like, let's
00:04:22
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.
00:04:33
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
00:04:40
Speaker
So I like applied, got the job, was like super excited.
00:04:43
Speaker
Um, worked there for like a year and a half, like worked my way up from a setter into a closer.
00:04:48
Speaker
Um, and then, yeah, just like ended up loving it.
00:04:51
Speaker
I was like, this is way better money than bartending.
00:04:53
Speaker
Like, oh my God.
00:04:54
Speaker
And like, I can work as much or as little as I want.
00:04:57
Speaker
Like, are you serious?
00:04:58
Speaker
Like nobody's going to yell at me if I don't go to work tomorrow.
00:05:00
Speaker
Like if I want to go snowboarding tomorrow, no one's going to fire me.
00:05:03
Speaker
Oh my God.
00:05:04
Speaker
Like this is perfect.
00:05:05
Speaker
So, um, yeah, I,
00:05:07
Speaker
I kind of just like found it online, which is crazy.
00:05:09
Speaker
Like nobody recruited me.
00:05:10
Speaker
Nobody introduced me to it really.
00:05:12
Speaker
I just kind of found it online and stuck it out, which is like such a weird story for most high producers.
00:05:18
Speaker
Yeah, I'll say.
00:05:19
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.
00:05:28
Speaker
Yeah, like I'm the anomaly
First Breakthroughs in Sales
00:05:29
Speaker
of it.
00:05:29
Speaker
Like when people like, oh, so who brought you in?
00:05:31
Speaker
I'm like the internet.
00:05:32
Speaker
That's awesome.
00:05:34
Speaker
Well, no, that's sweet.
00:05:35
Speaker
Yeah.
00:05:36
Speaker
Cause it doesn't happen.
00:05:37
Speaker
Let alone being a top producer.
00:05:38
Speaker
I mean, most of the time you're lucky to get those guys to even stick past a month.
00:05:41
Speaker
So that's freaking awesome.
00:05:43
Speaker
That's cool.
00:05:44
Speaker
And what were you thinking?
00:05:45
Speaker
Because you know how it is.
00:05:46
Speaker
And we'll talk about this more here in a little bit.
00:05:49
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.
00:05:58
Speaker
There's no way I'm going to come in and knock doors.
00:06:00
Speaker
So were you thinking that in the beginning?
00:06:02
Speaker
Or did you hear door knocking?
00:06:03
Speaker
You're like, Okay, that's fine.
00:06:04
Speaker
I'll give it a shot.
00:06:05
Speaker
Or
00:06:05
Speaker
I mean, I like where I'm from, like nobody knocks on doors.
00:06:09
Speaker
So I was just like, I'm like, you can make money knocking on doors.
00:06:12
Speaker
Like, isn't that like what the paper route does?
00:06:14
Speaker
Like I started asking like, it was this guy, Jesse Carl.
00:06:16
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.
00:06:24
Speaker
And I was like, you're kidding me.
00:06:25
Speaker
And he was like, I was like, is it safe for girls to like be out there knocking on doors?
00:06:30
Speaker
And he was like, oh yeah, like you're going to be fine.
00:06:32
Speaker
And I was like,
00:06:33
Speaker
All right.
00:06:34
Speaker
Like in my head, I'm like, I will try this for a week.
00:06:36
Speaker
And like, if it doesn't work, it doesn't work.
00:06:38
Speaker
And like, actually, I sucked at this job when I started and make my first sale for like seven and a half weeks.
00:06:44
Speaker
Granted, like I didn't I didn't have another girl to like relate
Advice for Women in Solar Sales
00:06:47
Speaker
with there.
00:06:47
Speaker
Like it was all boys.
00:06:49
Speaker
And
00:06:49
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.
00:06:54
Speaker
So I like was embarrassed to ask for help.
00:06:57
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.
00:07:03
Speaker
I got my first three sales within 24 hours and I was like about to quit like I was so close.
00:07:09
Speaker
I was at week six week seven and then like three came in like in three hours.
00:07:13
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.
00:07:18
Speaker
I was like, oh my God, I just closed three deals.
00:07:22
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.
00:07:27
Speaker
It was like 40 a sit, 45 a kilowatts.
00:07:29
Speaker
Like once again, if people are complaining about their pay scales, like I don't want to hear it.
00:07:33
Speaker
But like then I was like, oh, I made like $1,500.
00:07:35
Speaker
Like this is amazing, you know, and just kind of took off massively from there.
00:07:39
Speaker
Like then I started to like really believe in myself, like wanted to get better.
00:07:43
Speaker
Um, but it was, it took a while.
00:07:45
Speaker
Yeah.
00:07:45
Speaker
Wow.
00:07:46
Speaker
That's awesome.
00:07:46
Speaker
Well, yeah.
00:07:47
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.
00:07:55
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?
00:08:01
Speaker
I'm like, dude, it took me.
00:08:03
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
00:08:25
Speaker
I know you said you're scared to ask questions and all that.
00:08:27
Speaker
But right now, matter of fact, we brought in a couple female reps in our offices, all guys right now.
00:08:35
Speaker
We don't have a female rep currently.
00:08:37
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?
00:08:45
Speaker
What would you say to them?
00:08:46
Speaker
And what helped you kind of like get past that and think, okay, I can do this.
00:08:49
Speaker
And it's not that big of a deal that I'm the only girl in the office.
00:08:52
Speaker
What would you say to those?
00:08:53
Speaker
I'd say like my biggest mistake was like not asking for help sooner.
00:08:56
Speaker
So like, don't be afraid to ask for help.
00:08:58
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.
00:09:06
Speaker
not asking any questions and also not bringing results.
00:09:08
Speaker
Like in the back of their head, they're gonna be like, why are we holding onto this person?
00:09:11
Speaker
Trying, even if they're not
Leadership at ClickSolar
00:09:13
Speaker
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.
00:09:19
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.
00:09:27
Speaker
And those, those solar groups, like just find somebody and pick their brain, like hop on a phone call with them.
00:09:31
Speaker
Like my, my inbox is always open.
00:09:33
Speaker
Like anybody that's messaged me on Instagram, like,
00:09:35
Speaker
I send them my phone number.
00:09:36
Speaker
I'm like, hey, if you ever need anything, give me a call.
00:09:39
Speaker
I've had so many girls and guys from different organizations that just call for advice.
00:09:43
Speaker
And I think that that goes a really long way.
00:09:45
Speaker
Just not feel alone.
00:09:47
Speaker
Don't be afraid to ask for help.
00:09:48
Speaker
Yeah, I love that.
00:09:50
Speaker
And I think that's changed too.
00:09:51
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.
00:09:57
Speaker
It was like, if you weren't part of the same company, you weren't getting help from someone outside of your organization.
00:10:02
Speaker
So it's really cool to see that evolution and people are a lot more willing now.
00:10:06
Speaker
And I think it's because of, you know, just that abundance mindset like you have and other people like Christian Moroni.
00:10:13
Speaker
I know he's the same way you guys talk all the time.
00:10:15
Speaker
And I see you guys texting back and forth and encouraging each other.
00:10:18
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.
00:10:26
Speaker
I think most people are a lot more willing to talk and all that.
00:10:29
Speaker
So that's awesome.
00:10:31
Speaker
And so now I know you're so you're regional at ClickSolar, right?
00:10:36
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?
00:10:47
Speaker
Yeah.
00:10:47
Speaker
So it's actually really funny how I even got into Click.
00:10:50
Speaker
I one day got a Facebook invitation to like Click Solar from Cody.
00:10:54
Speaker
And I worked with Cody and Chase at my last company and I was not feeling the best.
00:10:58
Speaker
So I like called them up instantly.
00:11:00
Speaker
And I was like, Hey, are you guys working for a new company?
00:11:01
Speaker
Cause I'm like, you know, kind of getting burnt out over here.
00:11:03
Speaker
And they were super shy.
00:11:04
Speaker
They were like, Oh, well, you know, and I was like, spit it out, man.
00:11:08
Speaker
He was like, we started our own company.
00:11:09
Speaker
I was like, sweet.
00:11:10
Speaker
Let's go to lunch next week.
00:11:11
Speaker
Nice.
00:11:12
Speaker
And like they knew I put in the work because while they were there, I was actually out producing them.
00:11:17
Speaker
And I was put in the front of this room like all the time.
00:11:19
Speaker
People like, tell us how you're doing it.
00:11:21
Speaker
And I was like, I just work harder than all of you.
00:11:23
Speaker
Like I don't have a magic secret.
00:11:25
Speaker
Like everybody comes through this magic secret.
00:11:26
Speaker
It's like,
00:11:26
Speaker
You got to outwork me to outproduce me.
00:11:28
Speaker
But I basically like told them what I wanted.
00:11:30
Speaker
I didn't ask for it.
00:11:31
Speaker
And I was like, I want an office.
00:11:32
Speaker
I want my own guys.
00:11:33
Speaker
Like, I feel like I can step into that role.
00:11:35
Speaker
And they're like, all right.
00:11:36
Speaker
And they gave it to me.
00:11:37
Speaker
And to be honest, like, I didn't know what the hell I was doing.
00:11:40
Speaker
He shouldn't, he should not have given me an office.
00:11:42
Speaker
You know, I was still young.
00:11:44
Speaker
I didn't have any direction.
00:11:46
Speaker
So like, it took me a really long time.
00:11:48
Speaker
to become a good leader.
00:11:49
Speaker
And a lot of that is because of Knox.
00:11:51
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.
00:11:57
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.
00:12:05
Speaker
And I honestly, at the beginning of this year in January, I only had nine guys.
Developing Leadership Skills
00:12:09
Speaker
Um, but that's when I started Knox stars and I started to like grow a strong foundation.
00:12:14
Speaker
And now I have just shy of 40 reps.
00:12:17
Speaker
Um, and
00:12:18
Speaker
of that 40% of them are females.
00:12:20
Speaker
So like, that's been huge.
00:12:22
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.
00:12:29
Speaker
And between the four of us, we have a really good organization system.
00:12:33
Speaker
We all play different roles in our office and like, we're still
00:12:36
Speaker
growing massively.
00:12:37
Speaker
Like I have to get a new office soon or split my office.
00:12:40
Speaker
Cause I can't even fit everybody in my office space anymore.
00:12:43
Speaker
So I think the biggest thing has just been like, I wasn't always leading from the front.
00:12:48
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.
00:12:53
Speaker
But like, the truth is, is like, you have to go out and do the shitty parts.
00:12:56
Speaker
You have to go out and do the things no one else wants to do.
00:12:58
Speaker
If you don't do them, they won't do them.
00:13:00
Speaker
And you've got to work 10 times harder than all of your guys.
00:13:02
Speaker
Cause they'll work half as hard as you do.
00:13:04
Speaker
So if you're working 10 times harder than them,
00:13:06
Speaker
you know, they're going to put in that work and you're going to see the numbers that you want to see.
00:13:09
Speaker
Yeah, for sure.
00:13:10
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.
00:13:20
Speaker
And then I think it's like 200% of the bad things or something like that.
00:13:24
Speaker
Yeah, 50% of what you do, right?
00:13:25
Speaker
A thousand percent of what you do wrong.
00:13:26
Speaker
A thousand, okay.
00:13:27
Speaker
Yeah, more than 200%.
00:13:29
Speaker
So, yeah.
00:13:29
Speaker
Yeah, I think we've all had to learn that.
00:13:32
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.
00:13:39
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...
00:13:46
Speaker
them not out there themselves.
00:13:47
Speaker
So yeah, and those guys that do that and don't put their money where their
Work Ethic and Team Example
00:13:52
Speaker
mouth is and go out and work themselves.
00:13:53
Speaker
I don't really see them grow offices.
00:13:55
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.
00:14:02
Speaker
I hear you talking knock star where you're like, Alright, 30 days, I'm not taking a day off.
00:14:06
Speaker
I'm going to work full days every single day.
00:14:08
Speaker
I'm like, holy, this girl's insane.
00:14:10
Speaker
She's going nonstop for 30 days.
00:14:12
Speaker
56 days without a day off.
00:14:15
Speaker
Like,
00:14:15
Speaker
It was insane.
00:14:17
Speaker
Yeah.
00:14:18
Speaker
So that's crazy.
00:14:19
Speaker
I don't know how you do that.
00:14:22
Speaker
But yeah, so I think that's probably been a big part of your growth.
00:14:24
Speaker
But I don't know.
00:14:24
Speaker
Do you think there's anything for you since you joined Noxstar?
00:14:27
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?
00:14:32
Speaker
Or what do you think has been the main difference maker in just growing the office and producing more yourself?
00:14:38
Speaker
Yeah, the community.
00:14:39
Speaker
The community is huge.
00:14:41
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.
00:14:48
Speaker
And you don't want to be the person at the bottom of the leaderboard, especially if you're competitive.
00:14:52
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.
00:15:01
Speaker
So I'd say it's a combination of everything.
00:15:03
Speaker
But if I had to put one thing that's most important, I'd say it's the community.
00:15:06
Speaker
It's opening yourself
00:15:07
Speaker
up networking, allowing those people in your life, allowing them in yours, and just like
00:15:13
Speaker
kind of getting to know them, talk to them, see what they're doing.
00:15:15
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.
00:15:21
Speaker
You can take a little piece of what everybody's doing to build yourself.
00:15:24
Speaker
Yeah, for sure.
00:15:26
Speaker
And no, it's true.
00:15:26
Speaker
I mean, not to like, um, undervalue any of the stuff that comes from Danny or Taylor, cause they're awesome.
Creating a Supportive Culture
00:15:32
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.
00:15:40
Speaker
So I know that's helped me a ton as well.
00:15:42
Speaker
And then as far as like growing your office, you said you have 40% female reps.
00:15:48
Speaker
So I'm curious to know about that.
00:15:50
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?
00:16:00
Speaker
Yeah, I honestly like, I feel like we attract a lot of girls.
00:16:03
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.
00:16:10
Speaker
And I still, to this day, like describe her as my unicorn.
00:16:13
Speaker
Cause this girl came in her first six sets sat and sold.
00:16:16
Speaker
And I remember just like turning around.
00:16:17
Speaker
She worked part time for me being like, do you just want to start closing your own deals?
00:16:20
Speaker
And she was like, yep.
00:16:20
Speaker
I was like, cool.
00:16:21
Speaker
We're going to the office right now.
00:16:22
Speaker
We were at the office like 10 at night, taught her how to close.
00:16:24
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.
00:16:31
Speaker
But she brought in our next girl.
00:16:33
Speaker
which was Tessa, who's now my co-manager and Tessa brought in Karen, who is now my setter manager.
00:16:37
Speaker
And it kind of just trickle affected.
00:16:39
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.
00:16:46
Speaker
So once you have one really good girl, treat her like gold, treat her like gold.
00:16:50
Speaker
And I swear to God, treat her like gold.
00:16:51
Speaker
Like it's the small things it's, it's checking in once a week.
00:16:54
Speaker
It's the phone calls.
00:16:55
Speaker
Like, Hey, how are you doing?
00:16:56
Speaker
Like, Oh, you, you seemed like a little off at the meeting.
00:16:58
Speaker
Like the little things with girls go so far.
00:17:00
Speaker
Um,
00:17:00
Speaker
And I'd say like, obviously I am a girl, so I was able to kind of like fill that niche.
00:17:04
Speaker
And each of my girls has brought another girl in my office.
00:17:07
Speaker
There's not a single girl in my office minus like maybe two that haven't brought another girl in.
00:17:10
Speaker
And it's because they feel safe.
00:17:11
Speaker
Like girls want to get into sales, but they don't want to do it alone.
00:17:14
Speaker
So like you have to start a tribe and they'll, they'll build the tribe for you.
00:17:17
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.
00:17:24
Speaker
So that's been super important.
00:17:26
Speaker
Yeah, that's huge.
00:17:28
Speaker
And now I agree with that 100%.
00:17:30
Speaker
I remember we had Suli.
00:17:31
Speaker
I know you know Suli, but she's another one of the top reps in solar.
00:17:34
Speaker
And I asked her a similar question.
00:17:36
Speaker
And she's yeah, she said same thing, just little things like that.
00:17:40
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.
00:17:47
Speaker
Pink shirts back there.
00:17:49
Speaker
Okay.
00:17:50
Speaker
There you go.
00:17:50
Speaker
Yeah.
00:17:51
Speaker
So I didn't even think about that.
00:17:52
Speaker
But it's like, she's like, yeah, it's a big deal.
00:17:54
Speaker
If you just have all guys shirts, and they're just gonna wear like the same shirts as the guys.
00:17:58
Speaker
That's like, it's like a little thing that will matter to them.
00:18:01
Speaker
So yeah, I think that's a nugget.
00:18:02
Speaker
And yeah, well, I'm still trying to crack the code myself.
00:18:05
Speaker
But it can be hard to get the BMR reps to stay at times.
00:18:10
Speaker
But yeah,
00:18:10
Speaker
I know, but I have been in offices where we have a lot and it's, it's true.
00:18:14
Speaker
If you get one that's solid and will work, then it's so much easier to just bring on.
00:18:18
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.
00:18:25
Speaker
She's closing tons of deals.
00:18:27
Speaker
She's having tons of success.
00:18:28
Speaker
Um, but it is harder when there's not another example in the offices, which we're kind of dealing with right now.
00:18:33
Speaker
But, uh, yeah, it's awesome.
00:18:34
Speaker
And then another thing that's, so you're working insanely hard.
00:18:38
Speaker
You said 54 days.
00:18:40
Speaker
Was it 54 or 56 days?
00:18:41
Speaker
56.
00:18:41
Speaker
56 days.
00:18:43
Speaker
That's
Success with Referrals
00:18:44
Speaker
crazy.
00:18:44
Speaker
So how do you, yeah, I don't think there's anyone.
00:18:47
Speaker
You and maybe Ty Segan.
00:18:49
Speaker
I know Ty Segan is also another of the guys that works insanely hard.
00:18:53
Speaker
But so I asked Ty this, but for you, how do you like work that harder?
00:18:57
Speaker
What drives you to work so hard?
00:18:59
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?
00:19:03
Speaker
And how do you do this?
00:19:05
Speaker
I feel like I've conditioned my body to it.
00:19:08
Speaker
Like when I'm not working, I took yesterday off.
00:19:10
Speaker
It felt so weird.
00:19:11
Speaker
I'm like, what am I doing?
00:19:12
Speaker
Like you, you have a routine and like, once you step out of the routine, it doesn't feel normal.
00:19:16
Speaker
So it's just like normal to work and it feels abnormal to not work.
00:19:20
Speaker
Like when I take a day off, like I don't feel, I still feel weird, you know?
00:19:23
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.
00:19:29
Speaker
And everyone's like, take your next day off.
00:19:30
Speaker
So I went home.
00:19:31
Speaker
on that 56th day and I'm like sitting there trying to get work done.
00:19:33
Speaker
I was like, screw this.
00:19:34
Speaker
I'm just gonna go knock on a couple of my neighbors doors.
00:19:36
Speaker
And like just told one of my neighbors stole her.
00:19:38
Speaker
I was like, I'm cracked.
00:19:39
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.
00:19:44
Speaker
You know, it's like, you're doing that same thing day in and day out and day in and day out.
00:19:47
Speaker
And it's just like what you know.
00:19:49
Speaker
So like once you break that routine, it's like weird.
00:19:51
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.
00:19:56
Speaker
Like I still would work like half of Sundays.
00:19:58
Speaker
So I would work like nine to four on Sundays.
00:20:00
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.
00:20:06
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.
00:20:11
Speaker
Anybody can work super hard for a week.
00:20:13
Speaker
But like I dare somebody to work consistently for like six months straight because it's tough.
00:20:16
Speaker
And you have to be mentally strong to do it.
00:20:18
Speaker
So like you have to find a routine that does – it's like a diet.
00:20:22
Speaker
It's like working out and going to the gym.
00:20:23
Speaker
Like if you dread it, you're not going to do it.
00:20:25
Speaker
Like ask people how they go to the gym every day.
00:20:27
Speaker
It's just a routine, you know, and they're used to it.
00:20:30
Speaker
And once you step out of that routine, it's weird.
00:20:32
Speaker
Yeah.
00:20:32
Speaker
Yeah, I'd say that's the biggest thing is just having a proper routine.
00:20:36
Speaker
And then it just like keeps everything moving for you.
00:20:38
Speaker
So for you, did you you talked about like, you got kind of conditioned.
00:20:41
Speaker
So did you have to like kind of condition yourself and work up to that?
00:20:44
Speaker
Like, were you working?
00:20:45
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.
00:20:55
Speaker
I hated waking up early.
00:20:57
Speaker
Now I'm always the first person up in my house.
00:20:58
Speaker
So like most of my house is, it's like company housing at my house.
00:21:01
Speaker
I have five bedrooms and every bedroom is filled with a rep.
00:21:03
Speaker
Um, so I'm always the first one up.
00:21:04
Speaker
So that was like the first thing is like making sure I'm setting the right example for my guys.
00:21:08
Speaker
because like, once again, I can't expect them to do more than I'm doing.
00:21:11
Speaker
So I need to be the first one up.
00:21:12
Speaker
I need to be the first one to eat and I need to be the first one out the door.
00:21:15
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.
00:21:22
Speaker
Like I don't get that break time.
00:21:23
Speaker
They see what I look like at seven in the morning and at seven at night and in the middle of the day.
00:21:28
Speaker
So I'd say that was something that forced me to condition myself was having reps in my home.
00:21:33
Speaker
And then just like,
00:21:35
Speaker
having a proper morning routine, like just starting with something super simple, super basic and like working yourself through that.
00:21:41
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.
00:21:46
Speaker
Just start with like waking up and taking care of you and showering.
Boosting Referral Business
00:21:49
Speaker
And then like add one thing, one small thing and do that for a week.
00:21:52
Speaker
Don't try to add something every day.
00:21:54
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.
00:22:01
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.
00:22:08
Speaker
And like, I don't even feel like I had to condition myself.
00:22:11
Speaker
I just like never marked off days.
00:22:14
Speaker
Like once I mark off a day in my calendar, I have surrendered a day.
00:22:17
Speaker
Like, so I would just never mark a day off and I just say, hey guys, I'm free range.
00:22:20
Speaker
And then they would just book me.
00:22:21
Speaker
They'd book me Monday through Sunday and like, I'm not going to let them down.
00:22:24
Speaker
So like, I'm just like, my guys forced me to work.
00:22:27
Speaker
Okay.
00:22:27
Speaker
So you just filled your calendar with appointments and like, I got to go.
00:22:31
Speaker
Oh.
00:22:32
Speaker
I'm dying.
00:22:32
Speaker
I got to go.
00:22:33
Speaker
Yeah.
00:22:34
Speaker
And that does help.
00:22:35
Speaker
Yeah.
00:22:35
Speaker
If you got people counting on you.
00:22:37
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.
00:22:46
Speaker
It's like,
00:22:47
Speaker
You can't not show up when your guys are out there, right?
00:22:50
Speaker
Yep.
00:22:50
Speaker
That's huge.
00:22:51
Speaker
So yeah, for your schedule, 56 days straight, what did it look like?
00:22:54
Speaker
Just like a typical schedule.
00:22:56
Speaker
Like what time were you waking up?
00:22:58
Speaker
How many, I don't know, were you knocking a ton versus closing?
00:23:01
Speaker
Or what is your typical schedule work look like while you're out there working every day?
00:23:06
Speaker
Hey, solopreneurs, are you sick and tired of spinning your wheels every month and not seeing your cells in?
00:23:13
Speaker
the truth is I was never able to improve it until I figured out what was going wrong.
00:23:17
Speaker
So that's why I'm excited to announce for a limited time we are doing a free sales diagnostic.
00:23:23
Speaker
You'll break down your sales process, figure out the holes in your business and see how we can help you improve.
00:23:29
Speaker
So at now we have six bucks for this month so book a call now.
00:23:33
Speaker
Don't miss out.
00:23:34
Speaker
What you're going to do is send an email to taylor at solarpreneurs.com.
00:23:39
Speaker
That's taylor at solarpreneurs with an s dot
The Importance of Performance Metrics
00:23:42
Speaker
com.
00:23:42
Speaker
I'll send
00:23:43
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
00:24:12
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
00:24:38
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
00:25:01
Speaker
Today, I'm on this podcast and I have team meeting.
00:25:04
Speaker
After team meeting, I have to go pick up a Tesla with one of my reps.
00:25:07
Speaker
So we're going to go video that.
00:25:08
Speaker
And then I have two appointments till about seven o'clock tonight.
00:25:11
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.
00:25:17
Speaker
And then my day starts again tomorrow with knock stars at 10 a.m., which means I got to be up by eight.
00:25:22
Speaker
My last appointment tomorrow is at 7, which means I'm not getting home until 9 tomorrow.
00:25:29
Speaker
Day after that, my appointment's until about 10 at night, so I'm not getting home until 10.30.
00:25:32
Speaker
Day after that, my last appointment's at 6.
00:25:35
Speaker
My calendar's pretty full, but I will block out every minute.
00:25:39
Speaker
I pretty much can to...
00:25:41
Speaker
I'll have people book me just for an hour too.
00:25:43
Speaker
Cause like, I understand people are going to cancel and reschedule and I want to be in as many homes as possible.
00:25:47
Speaker
So I'm like, yeah, put me, put me for nine appointments tomorrow.
00:25:49
Speaker
Like odds are five of those are going to sit.
00:25:51
Speaker
Um, but just like fill me up.
00:25:52
Speaker
And then if I can't make something, like I'll get somebody in the house.
00:25:55
Speaker
Like I've got enough closers.
00:25:56
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.
00:26:01
Speaker
And I just don't know my calendar till the night before.
00:26:03
Speaker
Wow, that's incredible.
00:26:04
Speaker
And so if an appointment no-shows, you're just knocking right there.
00:26:08
Speaker
If you no-shows, just go.
00:26:10
Speaker
Yeah, unless like I have two stacks.
00:26:12
Speaker
So say like I have a five o'clock and it no-shows, but then I have a six and a seven.
00:26:15
Speaker
I'm going to go to my six early just to make sure I have enough time to get to my seven.
00:26:18
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.
00:26:22
Speaker
So it just depends on how the calendar falls.
00:26:24
Speaker
Okay, for sure.
00:26:25
Speaker
Yeah, no, I like that.
00:26:26
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.
00:26:34
Speaker
If they're actually interested, he's going to be able to reschedule and then, you know, worst case, just go and knock.
00:26:39
Speaker
Not that knocking is bad.
00:26:40
Speaker
But yeah, that's what I see top people do.
00:26:43
Speaker
It's like...
00:26:44
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.
00:26:50
Speaker
I'm like, sweet, I'm off the doors now.
00:26:52
Speaker
I'm just pure appointments.
00:26:53
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.
00:27:01
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.
00:27:12
Speaker
Because what would happen to me?
00:27:13
Speaker
I'm like, okay, well, I got three more appointments today from my setters.
00:27:16
Speaker
So I don't need to get more appointments.
00:27:18
Speaker
I've already got a pretty stacked schedule.
00:27:19
Speaker
I'm gonna go take a break.
00:27:20
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.
00:27:30
Speaker
So super cool to see what you guys are doing.
00:27:33
Speaker
Yeah, that's awesome.
00:27:33
Speaker
And then all your reps, they're pretty similar.
00:27:35
Speaker
Do you have so for your setters, do you have them on like a consistent knocking schedule or how do you get your...
00:27:40
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
00:28:08
Speaker
And the next month they did 10 on their own.
00:28:10
Speaker
So like we do a ton, a ton of buddy knocking, but also having minimums in place.
00:28:13
Speaker
Like when you put minimums in place, it forces them to work either once again, you step up or step out.
00:28:18
Speaker
If you don't hit the minimums, you fired yourself.
00:28:20
Speaker
Essentially, we put minimums in place.
00:28:21
Speaker
We're never going to be like the micromanagers.
00:28:23
Speaker
That's like, let me see your knocking schedule.
00:28:24
Speaker
Oh, you're knocking nine to five and I'm texting them at nine and I'm texting them at five.
00:28:27
Speaker
Are you still out?
00:28:28
Speaker
Pictures on the doors.
00:28:29
Speaker
You know, I promised myself I would never be that manager.
00:28:31
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?
00:28:37
Speaker
Who's on the doors?
00:28:37
Speaker
And I never saw him knock a door in my life.
00:28:39
Speaker
And I was like, you know, I'll never be that manager.
00:28:42
Speaker
I won't.
00:28:43
Speaker
Um, so like I won't micromanage.
00:28:45
Speaker
And I think that that's super important as well.
00:28:47
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.
00:28:53
Speaker
Like no one on my team, like dreads going out and knocking doors.
00:28:56
Speaker
And like, most people don't love knocking on doors, but like we have, we have so much fun.
00:29:00
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.
00:29:11
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.
00:29:16
Speaker
Cause if I got three and my friend has two, like she doesn't want to go home with just two.
00:29:20
Speaker
She wants to get another one too.
00:29:21
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.
00:29:25
Speaker
So yeah.
00:29:26
Speaker
I think buddy knocking has been huge.
00:29:28
Speaker
Having a super, super supportive culture, like making everybody feel heard, like goes a really, really long way.
00:29:33
Speaker
Yeah, that's awesome.
00:29:35
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.
00:29:43
Speaker
So I think that's super effective, especially for me in like the off season or when you're not feeling as motivated.
00:29:48
Speaker
It's like just go grab a buddy and split up the streets or whatever.
00:29:51
Speaker
So I think that's a nugget for sure.
00:29:55
Speaker
Cool.
00:29:55
Speaker
And then just kind of as we start getting close to wrapping up here, Melissa, you had a huge day.
00:30:01
Speaker
I think it was was that last week or the week before where you had your 50 kilowatts in a day?
00:30:05
Speaker
Yeah, it was like 49.5 kilowatts.
00:30:07
Speaker
That was not this past week, but the week before.
00:30:10
Speaker
Okay, well, we'll round up to 50.
00:30:12
Speaker
Pretty incredible.
00:30:14
Speaker
Pretty incredible day.
00:30:15
Speaker
So I asked you a little bit about it, but you said they were all referrals.
00:30:19
Speaker
That was your biggest day, you told me, since you've been in solar.
00:30:24
Speaker
And so I want to hear about this day.
00:30:26
Speaker
How did you get these referrals?
00:30:27
Speaker
And let's jam on that for a little bit about what that day was like, how you got the referrals.
00:30:32
Speaker
Yeah, tell us about that.
00:30:33
Speaker
Yeah, so this is actually really funny how I got the referrals.
00:30:35
Speaker
So during the February competition with NoxStars, the month I had that huge month,
00:30:39
Speaker
Um, I had sold this guy solar and how this guy got my information is hilarious.
00:30:43
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.
00:30:50
Speaker
And he finally said, you know what, like, this is what I want my design to look like.
00:30:53
Speaker
They said, well, we can't do that.
00:30:54
Speaker
He goes, yes, you can accompany right down there.
00:30:56
Speaker
Same exact floor plan has this design.
00:30:58
Speaker
That's the design I want to go.
00:30:59
Speaker
We can't do that.
00:31:00
Speaker
And he goes, okay, I'm canceling with you.
00:31:01
Speaker
So he cancels with that company.
00:31:02
Speaker
He goes and knocks on that person's door.
00:31:04
Speaker
He goes, who did your solar?
00:31:05
Speaker
And they go, click solar did.
00:31:06
Speaker
He goes, give me your reps number.
00:31:07
Speaker
So the guy calls me and he puts me through the ringer.
00:31:10
Speaker
Like I had to drop this guy to the floor.
00:31:11
Speaker
He had 40 quotes, financial advisor, most analytical guy.
00:31:15
Speaker
Like we're diving into spec sheets, like inverters.
00:31:17
Speaker
Like I had to go back to this guy's house three times, three times.
00:31:21
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
00:31:45
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.
00:31:49
Speaker
Like Tim did it.
00:31:50
Speaker
We trust them.
00:31:51
Speaker
He's a numbers guy.
00:31:52
Speaker
He's our financial advisor.
00:31:53
Speaker
We just need to sign the paperwork.
00:31:54
Speaker
I'm like, well, we're still going to walk through this.
00:31:55
Speaker
Like that's literally how I walked into 50 kilowatts.
00:31:58
Speaker
Like both all these systems are like 17, 12, 12.
00:32:01
Speaker
And there's like three families in one house, like just ready to sign.
00:32:04
Speaker
And I was like, we're going to walk through all of this, you know?
00:32:06
Speaker
And like, and the thing is, is their electric company was 8 cents a kilowatt hour.
00:32:09
Speaker
I wasn't beating their bill.
00:32:10
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.
00:32:18
Speaker
But because Tim had referred them, they trusted me.
00:32:21
Speaker
So like, it took me an hour to close three deals of 50 kilowatts.
00:32:24
Speaker
And I'm just sitting there like, what?
00:32:26
Speaker
What just happened?
00:32:28
Speaker
And they've been like the sweetest homeowners ever.
00:32:29
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.
00:32:37
Speaker
We're like, I'm not doing this job for the money.
00:32:39
Speaker
I'm doing it for the golden door.
00:32:41
Speaker
Like I'm not doing like, that's all I wanted this year.
00:32:44
Speaker
So like, that was part of me wanting a golden doors wanting me.
00:32:46
Speaker
I just wanted that deal to win that knockstar competition.
00:32:49
Speaker
Cause most people wouldn't have put up with that guy.
00:32:51
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.
00:32:56
Speaker
And it's just crazy.
00:32:57
Speaker
Like super analytical buyers will be your best referral outlets as long as like they're fully bought in on you.
00:33:03
Speaker
Yeah.
00:33:03
Speaker
Wow.
00:33:04
Speaker
That's incredible.
00:33:04
Speaker
Yeah.
00:33:05
Speaker
And that was, didn't you close them all before like noon or something?
00:33:08
Speaker
I feel like you got them all in the morning and still have like a whole day to work.
00:33:12
Speaker
Yeah.
00:33:12
Speaker
It was like 10 AM out by like 11, 15.
00:33:14
Speaker
I was back down in Denver by noon because it was up North, but yeah.
00:33:19
Speaker
Wild, wild, wild.
00:33:20
Speaker
Like they didn't want to hear the pitch.
00:33:21
Speaker
They just wanted to sign paperwork.
00:33:23
Speaker
And I was just like, we're going through this.
00:33:24
Speaker
You guys are going to understand how solar works.
00:33:28
Speaker
That's so cool.
00:33:29
Speaker
Well, yeah, it's true.
00:33:30
Speaker
Because yeah, it's so many of these analytical types, they can be a headache.
00:33:33
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.
00:33:39
Speaker
He just keeps sending them to me.
00:33:40
Speaker
He just sends them to me.
00:33:41
Speaker
I get like one a week from him.
00:33:43
Speaker
Oh my gosh.
00:33:43
Speaker
He sent me, he's only been installed for two months.
00:33:45
Speaker
His neighbor just got installed yesterday or is getting installed today.
00:33:48
Speaker
And then I just sold his other neighbor on the other side last week or the week before.
00:33:52
Speaker
So he's just like, everybody trusts him and he's a financial advisor.
00:33:55
Speaker
So people like trust him with their finances, which means they're going to trust him
00:34:00
Speaker
to use me.
00:34:01
Speaker
And the crazier part is, is like, I never even knocked on this guy's door.
00:34:04
Speaker
He literally went and knocked on my customer's door.
00:34:06
Speaker
Yeah.
00:34:07
Speaker
Talk about how ass backwards that is in our industry.
00:34:10
Speaker
He went and did all the work for me.
00:34:11
Speaker
He went and knocked on the door.
00:34:12
Speaker
He got my phone number.
00:34:13
Speaker
He called me for the design.
00:34:15
Speaker
I went to his house.
00:34:17
Speaker
It's crazy.
00:34:19
Speaker
That sale that he knocked on the door is from two years ago.
00:34:22
Speaker
Yeah, that's awesome.
00:34:23
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.
00:34:27
Speaker
It's like, come on.
00:34:28
Speaker
He set the deal for you.
00:34:29
Speaker
No, I didn't.
00:34:31
Speaker
The biggest pain in the butt was it was an hour away.
00:34:33
Speaker
I'm trying to stay closer to my office now, but yeah, not mad at all.
00:34:37
Speaker
I love having a ton of installs in one neighborhood, so it worked out well for me.
00:34:40
Speaker
Yeah, that's awesome.
00:34:42
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?
00:34:54
Speaker
Just be like, hey, look, we don't do this.
00:34:57
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.
00:35:07
Speaker
And because like if you make them do something,
00:35:11
Speaker
then they're going to appreciate it more.
00:35:12
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.
00:35:18
Speaker
So it sounds like you didn't even need to do that with this guy.
00:35:20
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.
00:35:28
Speaker
Don't just drop the price immediately.
00:35:30
Speaker
But then you'll find that a lot of those people can give a ton.
00:35:33
Speaker
Yeah.
00:35:33
Speaker
Just regularly check in on them too.
00:35:35
Speaker
Like if you're confident that you sold them, like, like what you sold them was super honest.
00:35:38
Speaker
Like you should be so confident when you follow up once they're PTO to be like, how do you like it?
00:35:42
Speaker
Those analytical buyers, when you check in on them, they just start tossing you more referrals.
00:35:46
Speaker
So I check in with this guy often, you know, and that's probably been the biggest thing.
00:35:49
Speaker
Cause he wasn't going to give me any referrals on the spot.
00:35:51
Speaker
He's like, I want to make sure this all works out exactly how it is.
00:35:53
Speaker
Like a lot of people trust me with my decision-making skills.
00:35:56
Speaker
And I was like, Hey, that's totally fair.
00:35:57
Speaker
I'll come by after PTO.
00:35:58
Speaker
He didn't even want me to come by for install after PTO.
00:36:00
Speaker
He received his first negative bill for referrals.
00:36:03
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.
00:36:10
Speaker
He had no problem giving me referrals.
00:36:12
Speaker
So don't don't sugarcoat stuff.
00:36:13
Speaker
Don't say stuff just to get to the install, because what you really should be pushing for the referrals.
00:36:18
Speaker
So if you set the right expectations, they're going to hand you all the referrals you could ever want.
00:36:21
Speaker
Yeah, 100%.
00:36:22
Speaker
It's a nugget for sure.
00:36:24
Speaker
And yeah, what percentage would you say come from referrals?
00:36:27
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?
00:36:35
Speaker
So just last month I did 22 deals of those 22 deals, eight of them were referrals.
00:36:41
Speaker
So like almost half referrals, but like, I'm just now like getting more into referrals.
00:36:46
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.
00:36:57
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.
00:37:03
Speaker
Whether it's dog treats, like a,
00:37:05
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.
00:37:13
Speaker
But doing those little things and then just checking in, checking in, because I've just been checking in more this month.
00:37:19
Speaker
And because of that, I've gotten more referrals than any other month.
00:37:21
Speaker
And three of those were equaled 50 kilowatts.
00:37:24
Speaker
So.
00:37:25
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
00:37:48
Speaker
Yeah, I think a lot of people are scared to check in.
00:37:50
Speaker
They don't want that person to cancel or double guess it.
00:37:52
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.
00:37:58
Speaker
If it doesn't lead to a referral during that conversation, when you go back to see them, it should.
00:38:02
Speaker
Yeah, love it.
00:38:03
Speaker
Well, Melissa, it's been awesome having you on.
00:38:05
Speaker
And I know we could go for hours, but I know you got a packed schedule and got lots of deals to close.
00:38:11
Speaker
So before we start wrapping up here, where can guys reach out to you?
00:38:15
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?
00:38:20
Speaker
Yeah, Instagram.
00:38:21
Speaker
My Instagram is my first and last name.
00:38:22
Speaker
So M-E-L-I-S-S-A-R-O-M-I-Z-A.
00:38:26
Speaker
And then there's four A's.
00:38:27
Speaker
So A-A-A-A and then seven on Instagram.
00:38:30
Speaker
You guys can hop in my inbox, like always down to hop on a phone call, you know, give any help.
00:38:34
Speaker
There's anything I can ever do for any of you guys.
00:38:36
Speaker
I'm more than happy to help.
00:38:37
Speaker
My goal is just to help as many people as possible these next couple of years.
00:38:39
Speaker
So don't be shy.
00:38:41
Speaker
Love it.
00:38:41
Speaker
So everyone go shoot or follow, shoot or message on Instagram.
00:38:46
Speaker
Let her know you appreciate her for coming on the show when you hear this.
00:38:48
Speaker
And I see you've been coming out with some content, you knocking doors.
00:38:52
Speaker
I was actually watching your door knock before this, getting prepared for the call here a little bit.
00:38:57
Speaker
But are you going to be doing more content like that and recording on the doors and giving people more nuggets like that?
00:39:02
Speaker
Yeah, yeah.
00:39:03
Speaker
Okay.
00:39:03
Speaker
Yeah, I had a girl I recruited from California and lo and behold, she does video editing.
00:39:08
Speaker
So we've got content stacking.
00:39:09
Speaker
We've got four or five videos in the pipeline right now that we're working on.
00:39:13
Speaker
So I will be releasing more and more over the next few weeks.
00:39:16
Speaker
So right now it's just content stacking.
00:39:17
Speaker
Okay.
00:39:18
Speaker
Yeah, I love it.
00:39:19
Speaker
I mean, super high quality.
00:39:20
Speaker
I'm like, man, this looks like some Taylor McCarthy knocking videos right here.
00:39:23
Speaker
Some good stuff.
00:39:24
Speaker
That one was from an iPad.
00:39:25
Speaker
So now we got a camera and a microphone.
00:39:28
Speaker
Yeah.
00:39:28
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
00:39:56
Speaker
Hey, solarpreneurs, are you sick and tired of spinning your wheels every month and not seeing your sales increase?
00:40:02
Speaker
Well, so was I, and the truth is I was never able to improve it until I figured out what was going wrong.
00:40:08
Speaker
So that's why I'm excited to announce for a limited time, we are doing a free sales diagnostic.
00:40:13
Speaker
You'll break down your sales process, figure out the holes in your business, and see how we can help you improve.
00:40:19
Speaker
So at now, we have six bucks for this month.
00:40:22
Speaker
So book a call now.
00:40:23
Speaker
Don't miss out.
00:40:24
Speaker
What you're going to do is send an email to taylor at solarpreneurs.com.
00:40:29
Speaker
That's taylor at solarpreneurs with an s dot com.
00:40:32
Speaker
I'll send you out a calendar link and we will figure out a time that works best.
00:40:36
Speaker
So shoot that email and let's increase your sales.
00:40:41
Speaker
Put in the hours and know your numbers.
00:40:43
Speaker
You can't get better if you don't know your numbers.
00:40:45
Speaker
Track them.
00:40:45
Speaker
Track your sits.
00:40:46
Speaker
Track your doors knock.
00:40:47
Speaker
Track your interactions.
00:40:48
Speaker
Track your yes.
00:40:48
Speaker
Track your no.
00:40:49
Speaker
Um,
00:40:50
Speaker
And you'd be surprised how much you're going to see the results just by working on your numbers.
00:40:54
Speaker
So just know your numbers.
00:40:55
Speaker
Awesome.
00:40:55
Speaker
Yep.
00:40:56
Speaker
You cannot improve what you don't know.
00:40:58
Speaker
So measure, adjust, measure, track, and adjust.
00:41:01
Speaker
And you're going to be able to dominate just like Melissa has.
00:41:04
Speaker
So Melissa, thanks for coming on the show with us.
00:41:06
Speaker
Hopefully we'll be able to have you on again in the future.
00:41:08
Speaker
And appreciate you and keep sharing good stuff for us.
00:41:11
Speaker
So thanks again for coming on with us.
00:41:12
Speaker
Appreciate it, man.
00:41:13
Speaker
Thanks so much.
00:41:15
Speaker
What's up, solopreneurs?
00:41:16
Speaker
Hope you enjoyed the episode.
00:41:18
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.
00:41:29
Speaker
One of the top questions I get asked on Instagram, on Facebook, by our listeners is, Taylor, where should I start?
00:41:36
Speaker
What episodes should I listen to in the podcast?
00:41:39
Speaker
You got too many podcasts, man, because now we have over 200 episodes.
00:41:43
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.
00:41:56
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.
00:42:05
Speaker
So go download it right now.
00:42:07
Speaker
It's going to be at top10.solarpreneurs.com.
00:42:11
Speaker
Again, that's top10, the number 10,.solarpreneurs.com.
00:42:16
Speaker
Don't forget the S on solarpreneurs.
00:42:18
Speaker
We will have that in the show notes.
00:42:20
Speaker
Go download it right now.
00:42:22
Speaker
And especially if you have not listened to them, go listen to them and you can re-listen to them.
00:42:27
Speaker
That's going to show you how.
00:42:29
Speaker
So go download it and we'll see you on the other side.