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Goals Down, Dues Paid - Marshall Tuten
70 Plays3 years ago
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Transcript
Introduction to Solarpreneur Podcast
00:00:03
Speaker
Welcome to the Solarpreneur Podcast where we teach you to take your solar business to the next level.
00:00:08
Speaker
My name is Taylor Armstrong.
00:00:10
Speaker
I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
00:00:19
Speaker
I teach you 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 solopreneur, you might ask?
00:00:33
Speaker
A solopreneur is a new breed of solopro that is willing to do whatever it takes to achieve mastery, and you are about to become one.
Meet Marshall Toon: Journey and Achievements
00:00:43
Speaker
Okay, what's going on?
00:00:44
Speaker
My name is Taylor Armstrong.
00:00:46
Speaker
We're here live with my good friend, Marshall Toon.
00:00:49
Speaker
Thanks for coming on the podcast with us today.
00:00:51
Speaker
Of course, Taylor, you're the man.
00:00:52
Speaker
Yeah, well, I'm super excited because it's been a long time coming.
00:00:55
Speaker
I've known Marshall for probably a couple of years now.
00:00:59
Speaker
Been someone that I've just always respected, has been doing incredible things in solar and growing teams.
00:01:06
Speaker
He's now vice president over at Better Earth, one of the vice presidents over there.
00:01:10
Speaker
And, yeah, we've been at Noxstar together and just seen you do some incredible things, man.
00:01:16
Speaker
So, yeah, I'm excited for today.
00:01:17
Speaker
It's going to be good.
00:01:18
Speaker
I'm hyped to be here, too, man, and I really respect the podcast.
00:01:21
Speaker
Your podcast was the first I'd ever listened to having to deal with solar because I was stranded up in the mountains kind of Tahoe, and it was three hours.
00:01:32
Speaker
and I listened to your like I think it was all the episodes at that point it was in 2019 wow okay alright maybe that's the way to get people to listen you just strand them some out it was good though we chose to listen to your podcast that's all okay thank you well that's awesome and definitely appreciate that it's cool to hear that's you know that's one of the reasons I've kept the show going is because when I hear guys like in my opinion that are way better than myself that know all these things that actually have gotten value and listen to my podcast I'm like okay
00:02:02
Speaker
If even some of these guys like Marshall listen to it, then it must be like, all right.
00:02:06
Speaker
It's got to be okay.
00:02:09
Speaker
So
A Leap of Faith: Moving to California
00:02:10
Speaker
that's cool.
00:02:10
Speaker
And so, yeah, I want to hear just your story, kind of how you got into solar, Marshall.
00:02:14
Speaker
And then I know you're vice president now.
00:02:16
Speaker
So, yeah, let's just start.
00:02:18
Speaker
And, you know, we don't spend all day on that.
00:02:20
Speaker
I know we've got a lot of other stuff to talk about.
00:02:22
Speaker
But, yeah, do you want to give us kind of the Reader's Digest, how you got into solar and your experience with better earth and all that?
00:02:28
Speaker
Happy to.
00:02:28
Speaker
So I've worked for several other solar companies besides Better Earth, but it was in 2019 I graduated from Slippery Rock University.
00:02:36
Speaker
I come from Pennsylvania, a small little town.
00:02:38
Speaker
And like a lot of people who come into this industry, I came from a space where kind of...
00:02:43
Speaker
Not to talk down about anybody, but it's a lot of small thinking.
00:02:47
Speaker
Like, hey, I'm going to get a job, I'm going to get a little house in this area, I'm going to drink coffee on the back of my porch for 40 years and work my job and do my thing, and that's okay.
00:02:57
Speaker
For me, I just wanted to do different things.
00:02:58
Speaker
So I was graduating college, applying to a ton of different jobs, direct sales jobs, banking, internships, all kinds of things.
00:03:09
Speaker
And I got an ad in class on Instagram and it just said, looking for six-figure sales reps in California, swipe up.
00:03:19
Speaker
And I got that ad because I had done a sales job selling magazine subscriptions in college for a whole year before I started getting targeted with like Grant Cardone stuff, sales stuff.
00:03:29
Speaker
I found Zane's stuff, Zane Jan, who's our CEO.
00:03:32
Speaker
And I just got targeted with these ads.
00:03:34
Speaker
And right after I graduated, the day after I graduated in 2019, I moved out to California, got a small room in a house, roomed with a few 50-year-olds in Concord, California.
00:03:46
Speaker
And then I just commuted to our office there every day.
00:03:49
Speaker
I worked for that company.
00:03:50
Speaker
I worked for a few others until I found Better Earth, like end of 2019.
00:03:54
Speaker
And I've been here ever since.
00:03:56
Speaker
Wow, okay.
00:03:57
Speaker
That's pretty crazy, man.
00:03:58
Speaker
Were you like nervous coming clear across the country, kind of like unknown?
00:04:02
Speaker
Well, you know, for me, what it was, and I talked to people who we recruited who come to work with us all the time about this.
00:04:08
Speaker
I recognized, listen, I don't have kids.
00:04:09
Speaker
I don't have a mortgage.
00:04:11
Speaker
I don't have big financial responsibilities.
00:04:13
Speaker
If there's a time to take a risk, now's the time.
00:04:16
Speaker
And so that was, it was not an easy decision.
00:04:19
Speaker
It took me three, four weeks because I had all these other opportunities.
00:04:22
Speaker
And then I was like, I'm going to go knock doors in California.
00:04:24
Speaker
Yeah.
Growth and Challenges at Better Earth
00:04:26
Speaker
It was who I was talking to.
00:04:28
Speaker
I was talking to Dean Sharabi, Sean Sharabi, who were my team leads at the time.
00:04:32
Speaker
Now they're executives at Better Earth.
00:04:35
Speaker
They were just so honest with me about what it was going to entail, that it was going to be difficult, but that they thought I could do it.
00:04:42
Speaker
And, you know, here I am.
00:04:43
Speaker
So I took that leap and then timing has been really good.
00:04:46
Speaker
The people I've been involved with have been awesome.
00:04:49
Speaker
And, you know, I would like to say in some ways I've gotten lucky, but I've also, you know, had plenty of crossroads where I could have done different things.
00:04:55
Speaker
And so I'm thankful that I've ended up here.
00:04:57
Speaker
Yeah, that's awesome.
00:04:59
Speaker
Well, yeah, I think that's great that like, especially now you're so well set up and Marshall's engaged in which congrats by the way.
00:05:07
Speaker
Of course, I'm excited.
00:05:08
Speaker
She's lovely.
00:05:09
Speaker
Yeah, awesome.
00:05:11
Speaker
So what's cool is now you're like, you know, in such a good position, you've built all this momentum, you're running teams, you're VP now.
00:05:19
Speaker
And like how many guys starts like, well, I'm kind of one of them.
00:05:23
Speaker
Like I wish I would have had more momentum when I was single.
00:05:27
Speaker
I guess I got married like, you know, not for my first summer doing it, but now I got kids and everything.
00:05:32
Speaker
So one of my like small regrets is that I would have pushed a little bit harder, that I would have like been a little more committed when I didn't have kids and when I had more time, because it's like now I got kids and now I see all these single guys popping off with like 50 deals in a month and all that.
00:05:46
Speaker
I'm like, sure.
00:05:47
Speaker
Like that's awesome.
00:05:48
Speaker
But at the same time, do I have like, am I willing to like not spend time with my kids?
00:05:53
Speaker
Like,
00:05:55
Speaker
It's like I wish I would have pushed harder and you know.
00:05:57
Speaker
Can we talk about that for a sec?
00:05:58
Speaker
Yeah.
00:05:58
Speaker
Because it's something that it's really important to me and I think you'll, you know, it's going to be important to you down the line and it already is because you have family, right?
00:06:06
Speaker
Yeah.
00:06:07
Speaker
We're in an industry where you can be even 18 years old.
00:06:12
Speaker
You can come in.
00:06:14
Speaker
Learn a very simple skill.
00:06:16
Speaker
It's not easy, but it's simple.
00:06:18
Speaker
Knocking on a door, giving a presentation.
00:06:20
Speaker
You can literally memorize a script.
00:06:22
Speaker
Anybody can do that and learn it off at as many doors as possible.
00:06:26
Speaker
Right.
00:06:26
Speaker
And you can be 18 and you can do that and you can get really good at it and you can make a ton of money.
00:06:32
Speaker
What I've found just because I've worked with people everywhere from 16 to
00:06:38
Speaker
you have to is that no matter what no matter what down the line you're gonna have to learn certain lessons in your life like you're gonna have to get right you can't get away from these lessons you can't buy enough courses you can't go to enough seminars to not learn the lessons that life is just gonna teach you and you can't run away from so the fact is is that those the people who you're seeing going out they're closing their 50 deals in a month whatever
00:07:02
Speaker
Yeah, maybe they'll make like this huge chunk of money or whatever they're learning from that.
00:07:05
Speaker
Good.
00:07:06
Speaker
Like be grateful for them.
00:07:08
Speaker
But dude, the things that you learn by being a dad, by running a family, you said you just bought a new house.
00:07:13
Speaker
Yeah.
00:07:13
Speaker
Like all those things that you're going to look back in, it could be three months, it could be three years, it could be 10 years.
00:07:21
Speaker
And you'd be like, I'm so grateful.
00:07:24
Speaker
for where I'm at and that I didn't do X, Y, Z, because you're going to be in a spot where you want to be.
00:07:29
Speaker
And then all the other people who you're looking at and being like maybe a little jealous of, trust me, they're going to have to learn their lessons too.
00:07:35
Speaker
Like we have 18, like I said, 18 to 22, 23 year olds when they hit 27 or when they're in relationships or whatever it might be, they're going to have to learn the same lessons you're learning now.
00:07:45
Speaker
And
00:07:45
Speaker
So that's why comparison, one thing, one of my favorite people ever is Ed Mylett.
00:07:51
Speaker
And the first person, he was the first person I heard this from, he said, comparison is the thief of happiness.
00:07:55
Speaker
The thing that's about sales, we have to compare.
00:07:58
Speaker
We have to compare, hey, this person sales, this person sales, what are they doing?
00:08:01
Speaker
How can I grow?
00:08:02
Speaker
How can I get better to hit these higher numbers?
00:08:05
Speaker
But the thing is, and people learn this eventually,
00:08:07
Speaker
growth is not limited to closing more deals.
Leadership and Team Building
00:08:11
Speaker
It's not, dude.
00:08:12
Speaker
I hear people saying all the time, oh, well, we got to get, I got to close 200 deals a month.
00:08:15
Speaker
I'm like, I mean, come on.
00:08:17
Speaker
Like you can, that's fine.
00:08:18
Speaker
But like, imagine you having a team and you know, they close a lot of deals per month and you're closing.
00:08:25
Speaker
Yeah.
00:08:25
Speaker
Maybe you're showing an example.
00:08:26
Speaker
I'm at 14 this month, right?
00:08:28
Speaker
We're at the end of February.
00:08:29
Speaker
There's been months where I did 24,
00:08:32
Speaker
or 25 or whatever.
00:08:33
Speaker
But like, if I can keep 14 and I can help other people produce 10, 15, 20 and do that as well.
00:08:39
Speaker
Look at that.
00:08:40
Speaker
I'm hitting well over 200 in a month.
00:08:41
Speaker
I'm not doing it just myself.
00:08:44
Speaker
I'm building a team around that.
00:08:45
Speaker
And so just to, cause I'm glad you said that.
00:08:48
Speaker
Like in your head, I know you're thinking that right now,
00:08:50
Speaker
But give it three or four years and those people, they're going to run into their own issues.
00:08:54
Speaker
And guess what?
00:08:55
Speaker
They're not going to put it on social media and they're not going to talk about it, but they're going to go through their own battles and demons and you will have surpassed them at that point.
00:09:04
Speaker
You have in other areas of life.
00:09:06
Speaker
So they'll wish, oh, dang, I wish I would have learned what Taylor learned when he was however many years old.
00:09:10
Speaker
So I think it's important to keep that in perspective, bro.
00:09:12
Speaker
Yeah, that's true.
00:09:14
Speaker
And no, I think I need to do better sometimes.
00:09:17
Speaker
Yeah, like you said, we get in this habit of just comparing ourselves and just like, like Ed Mallet says, thief happiness.
00:09:24
Speaker
Now, sometimes it'll affect me.
00:09:25
Speaker
I see these numbers and like, I'm like, man, man, we'll buy this.
00:09:29
Speaker
We make excuses a lot.
00:09:31
Speaker
Like, I'm like, oh, if I was single, buy this, buy this.
00:09:33
Speaker
But...
00:09:34
Speaker
It's like, I think it's all part of the process and we all have our own journey.
00:09:38
Speaker
And like I said, I've got my own experiences.
00:09:40
Speaker
I've got my kids and things that I can teach other people.
00:09:45
Speaker
Same thing with you.
00:09:46
Speaker
I know there's all things that we ensure when people do get married or when they do have kids.
00:09:50
Speaker
then come to guys like me or whatever you're going through and then we all share experiences from that so yeah believe it or not like you are an example for me in that way i mean i've seen you with your kids for a few years yeah i'm thinking like dang you know taylor's out here he's still doing door to door he's still working in teams he's working solo he's running a podcast and he has kids and his wife you went through that your fitness journey like you're crushing it that motivates the heck out of me yeah so you're doing a lot of good stuff man i appreciate that yeah yeah i'm always trying
00:10:19
Speaker
But yeah, so I want to know, Marshall, like you, you're at Better Earth, now you're a VP, so how did that go?
00:10:25
Speaker
Like, how did you turn, did you just go from like sales ramp, eventually build things up, or what was kind of like your growth path, how you grew into leadership and everything?
00:10:33
Speaker
Good question.
00:10:34
Speaker
So I started in a different organization that was related to Better Earth, and what happened is in my first three months, I made a good chunk of money, I did really well.
00:10:46
Speaker
But it wasn't enough for me.
00:10:47
Speaker
I didn't like it.
00:10:48
Speaker
It wasn't like, sure, I can make money.
00:10:50
Speaker
And it's not that the money wasn't enough.
00:10:51
Speaker
It's just that it didn't matter as much as other things.
00:10:53
Speaker
And I realized when I started training people how awesome it was to take somebody who's brand new, help them feel confident, say, hey, I was exactly in your position.
00:11:02
Speaker
Let's take this thing.
00:11:03
Speaker
you know, by the horns and go out and work, right?
00:11:05
Speaker
Let's put the time in, stay out till this time and people would trust me.
00:11:10
Speaker
And I felt really good about that.
00:11:12
Speaker
So I started to realize that I felt better about what I was doing when I was serving other people.
00:11:17
Speaker
I haven't done it perfectly.
00:11:18
Speaker
You know, I mean, everybody's got to learn, you know, in leadership, but I realized that.
00:11:22
Speaker
And so what I did is I just ended up putting time and energy into people over time.
00:11:28
Speaker
And luckily, I don't want to say luckily, but gratefully, the leaders at Better Earth who have created it the way they are now put it together in a way where the more impact, generally, the more impact you have on somebody in their growth, the more you're able to benefit both structurally and financially and, like, leadership-wise from working with them.
00:11:49
Speaker
So, you know, I got...
00:11:53
Speaker
a really good deal because I had without waiting for overrides or without asking necessarily for money and all this stuff, I had put my time into these people and then the structure benefited that effort.
00:12:07
Speaker
And like I said, I'm grateful that it was put together that way because it's very unique.
00:12:11
Speaker
Long story short, when I work with a new rep or when I work with somebody who comes into Better Earth, their work
00:12:21
Speaker
directly influences a point system that allows me to get promoted.
00:12:26
Speaker
But I don't have to ask anybody.
00:12:28
Speaker
Nobody has to say, oh, does Marshall deserve this position in the company?
00:12:33
Speaker
Or will we give it to him?
00:12:34
Speaker
I'm not waiting for anybody to give me anything anymore.
00:12:37
Speaker
It just kind of, the structure...
00:12:40
Speaker
And the compensation structure itself benefits that type of effort.
00:12:45
Speaker
Okay.
00:12:46
Speaker
And so then I'm able to rank up to that level.
00:12:49
Speaker
Okay.
00:12:49
Speaker
And so by ranking up, I'm then able to, you know, I have a little more influence.
00:12:53
Speaker
I have some, I have, you know, things I can do and access to capital that other people don't at certain points.
00:12:59
Speaker
And so that helps me to grow and scale up.
00:13:01
Speaker
Does that make sense?
00:13:03
Speaker
So they just have it set up basically where like you do X, Y, Z, you're automatically in this position.
00:13:07
Speaker
Yeah.
00:13:08
Speaker
Yeah.
00:13:08
Speaker
It has its drawbacks for sure in business.
00:13:11
Speaker
We could talk about that all day, but everything has its drawbacks.
00:13:16
Speaker
For me, the better a company can incentivize building people for the long term, the better the company and the people in it are going to do.
00:13:24
Speaker
Yeah, okay.
00:13:26
Speaker
I like that.
00:13:26
Speaker
That's good in a way because so many companies, like, I've heard of situations where reps are like, oh, I deserve this.
00:13:32
Speaker
I deserve, like, give me this promotion.
00:13:34
Speaker
Give me this.
00:13:34
Speaker
Give me this override.
00:13:35
Speaker
It's just not clear.
00:13:37
Speaker
And then reps, like, leave over things like that.
00:13:40
Speaker
Yeah.
00:13:41
Speaker
That still happens because at the end of the day, it's sales and you have leadership and you're dealing with people.
00:13:45
Speaker
Whenever you're dealing with people, you're always going to have the, hey, I deserve this.
00:13:49
Speaker
I deserve that.
00:13:49
Speaker
I've been in that position, you know.
00:13:51
Speaker
And so you have to.
00:13:53
Speaker
it's just working with people at that point.
00:13:55
Speaker
So the bigger a problem you can solve, the more money you're going to make.
00:13:57
Speaker
And so I think we're solving really big problems here, both in sales and in solar.
00:14:01
Speaker
And so it's benefiting itself.
00:14:03
Speaker
Yeah, for sure.
00:14:04
Speaker
Yeah, how has it changed now that you're in like a VP position?
00:14:07
Speaker
Do you feel like your, I don't know, kind of daily responsibilities are way different?
00:14:11
Speaker
Are you still like selling on a daily basis?
00:14:13
Speaker
Or what does it look like now versus maybe like a year ago when you were just?
00:14:16
Speaker
Yeah, good question.
00:14:19
Speaker
So I can kind of do, I can do whatever I want
00:14:23
Speaker
which is both awesome and also a weakness.
00:14:27
Speaker
And it also says a lot about me being able to maintain where I've been and consistently have well over 100 deals sold every year and close to if not over 100 installs each year.
00:14:38
Speaker
And basically,
00:14:43
Speaker
and this is one of my weaknesses, I struggle sometimes to spend my time in places that it's most needed.
00:14:48
Speaker
Because nobody's saying, hey, Marshall, by the way, like, this is your responsibility.
00:14:51
Speaker
Since you've got this position now, you've got to do this, this, this, this.
00:14:54
Speaker
So you have to kind of learn it and decide how to run it.
00:14:56
Speaker
Basically, I'm running a dealer without having to have the expenses and the setup of a dealer.
00:15:03
Speaker
Yeah.
00:15:04
Speaker
So it's really cool, but it also puts me in a position where I do.
00:15:07
Speaker
I got to learn things that I never thought I would learn, you know, and I'd like make mistakes for sure.
00:15:13
Speaker
Yeah.
00:15:13
Speaker
So it's it's a really unique way of building things.
00:15:17
Speaker
That's awesome.
00:15:18
Speaker
Well, and something that's really cool that I see you doing and, you know, a lot of other guys that are like in VP positions or VP sales, whatever, their companies.
00:15:27
Speaker
Most guys I see and this isn't always the case, but for you, I know you're still producing at a really high level.
00:15:32
Speaker
Like you said, you're still going to do 100 installs this year.
00:15:35
Speaker
You did 14 this month.
00:15:38
Speaker
And so some guys at companies, they're like, oh, my VPSLs are not even selling anymore.
00:15:42
Speaker
They're just running around doing trainings.
00:15:44
Speaker
Like, how can I listen to this guy?
00:15:46
Speaker
And so, and I know, obviously, I'm sure there's times where you can't sell as much too, but
00:15:51
Speaker
How do you still produce at a high level and have all these other responsibilities?
00:15:56
Speaker
Do you have any advice on that?
00:15:57
Speaker
Yeah, that's such a good question.
00:15:59
Speaker
And I think that's going to be an age-old question that gets asked forever in sales and especially like door-to-door.
00:16:06
Speaker
How do you produce and run a team?
00:16:08
Speaker
Here's the thing.
00:16:09
Speaker
I think they're one and the same.
00:16:11
Speaker
And one thing that I've taught a few of my people who are doing the best in my teams right now is...
00:16:18
Speaker
You can't set, what you have to do in order to properly lead a team and lead people in your team is not tell them what to do, but do it with them.
00:16:31
Speaker
So for example, if you want to produce,
00:16:37
Speaker
And one of your guys comes to you, or one of your reps comes to you and says, hey, I want to produce 15 deals this month, what do I have to do?
00:16:43
Speaker
You say, okay, well you have to knock this many doors, you gotta have this much of a realization or a sit rate, right?
00:16:49
Speaker
The number of doors you have to knock have to turn into this number of appointments sat, this number of closed goes to this number of closes and installs, et cetera.
00:16:57
Speaker
This is X number of doors you gotta knock, and then you can go out and you can execute that.
00:17:02
Speaker
What you have to do is basically do that for yourself and then take the people in your organization who are asking you that, who say, hey, how do I step it up a level?
00:17:11
Speaker
How do I produce?
00:17:12
Speaker
How do I do this?
00:17:12
Speaker
Like, okay, I'm going to take you, you, you, and you.
00:17:15
Speaker
And you set up that structure and you go and you do it with them.
00:17:19
Speaker
You go out, you pull them in a car group, you go with them every single day.
00:17:23
Speaker
And they're doing it and you're doing it.
00:17:26
Speaker
And you're producing and they're producing.
00:17:29
Speaker
And boom, you've got yourself like a formula that works.
00:17:32
Speaker
And so that's what I've done with like five or six people.
00:17:35
Speaker
Now granted, when I started, I wasn't nearly as good at it.
00:17:39
Speaker
as I am now.
00:17:40
Speaker
But what I've found is that there's a lot of things that get in the way of me doing the most important things.
00:17:44
Speaker
The most important things for me right now are, and I write them down every day,
00:17:48
Speaker
which is what we can talk about with Goals Down, Do's Paid, something I do every day.
00:17:53
Speaker
The first one that I write down is I gain influence.
00:17:58
Speaker
That's one thing I do every day.
00:18:00
Speaker
So, all right, I try to do every day.
00:18:01
Speaker
I gain influence.
00:18:03
Speaker
The next one is I produce results.
00:18:07
Speaker
So I gain influence, I produce results, and the final one's my favorite.
00:18:12
Speaker
It's I serve the one.
00:18:13
Speaker
So if I serve...
00:18:16
Speaker
one person or if I help one person in my team or in the organization or in the industry, that helps me feel really good about the work I'm doing actually being a good thing for other people.
00:18:27
Speaker
So if I can go out and I can serve the one, that could be anybody.
00:18:30
Speaker
It could be somebody who's not even in the organization.
00:18:31
Speaker
If I can do that every day,
00:18:33
Speaker
and I can gain influence, and I can produce results, that influence, the people who I'm influencing will see the results, and I'll be doing good for other people, and then I know that it's just going to work out in the end.
00:18:45
Speaker
Like, it's a given.
00:18:46
Speaker
Yeah, that's awesome.
00:18:47
Speaker
Yeah.
00:18:49
Speaker
well, speaking of that, do you think it is important for, say, a VP or, I don't know, people at other companies, do you think it is really important for them to be, like, the highest producer or one of the high producers?
00:18:58
Speaker
I don't think so, no.
00:18:59
Speaker
Like, if we look, if we, and when I say that, by the way, I'm kind of talking to what I believe is probably the majority of the audience who would listen to this, is, like, managers who have teams of, like,
00:19:09
Speaker
8 to 12 people.
00:19:11
Speaker
And you work directly with them.
00:19:14
Speaker
If that's you, do exactly what I just said there.
00:19:17
Speaker
Find those people who are your best producers, take them out with you every day and produce with them.
Delegation and Management Training
00:19:22
Speaker
But if we're talking on scale, 60, 80, 100 people, you'd be doing your team a disservice to not delegate and teach
00:19:38
Speaker
the ability to bring that production to your team to like four or five people.
00:19:42
Speaker
And like we know from like research that it really, you can only effectively manage like eight to 10 people without some of them feeling neglected or not getting what they need or you going absolutely insane.
00:19:55
Speaker
Right.
00:19:56
Speaker
Yeah.
00:19:56
Speaker
So what, what it's, uh, what it is, is if you're in,
00:20:01
Speaker
position we have a lot of people you're responsible to for and you're not able to delegate you're gonna crash it burn and I've absolutely done that yeah right and I found that you have to be able to trust one other person just as much as you trust yourself for every eight to ten people in your organization okay so imagine this right imagine I have ten people I trust a ton I work directly
00:20:32
Speaker
people.
00:20:34
Speaker
Now you're sitting at like somewhere between 90 and 120 ish people that are being effectively managed because you're effectively managing the people you have to spend your time on.
00:20:45
Speaker
And I've made that mistake.
00:20:47
Speaker
not spending time on people who are producing, who have the right attitude, and instead not trusting myself or not trusting people in my organization to do the things that I've done.
00:20:56
Speaker
I would not be where I am today if people above me, you could say, hadn't trusted me to do things that they couldn't do anymore because they had too much to do.
00:21:04
Speaker
Yeah.
00:21:06
Speaker
you really have to look at it as in it's a trust thing.
00:21:09
Speaker
Like good leadership knows how to delegate.
00:21:11
Speaker
Good leadership knows how to trust other people to do things.
00:21:15
Speaker
And good leadership knows how to communicate too.
00:21:17
Speaker
Like if you can't do any of those things, you can't run an organization that big.
00:21:21
Speaker
Or if you try, people are going to leave you.
00:21:23
Speaker
They're going to branch off and peace out.
00:21:25
Speaker
Does that make sense?
00:21:26
Speaker
Do you feel like that answered the question?
00:21:27
Speaker
Yeah, I agree with that.
00:21:29
Speaker
I think that goes too with just like, you know, a lot of things we do, even if you're just a sales rep,
00:21:34
Speaker
Like I feel like I had to learn this.
00:21:36
Speaker
Like I was spending time on just so much account management.
00:21:39
Speaker
I was spending time on so many things that maybe like, I don't know, HOA documents, resigning, things like that.
00:21:45
Speaker
And it's like, I feel like the top reps that I've had on this podcast is they're not spending time on like all these tedious things.
00:21:52
Speaker
They're delegating.
00:21:53
Speaker
A lot of them have like assistants.
00:21:56
Speaker
And they've like mastered this thing, like you're saying, getting other people to help manage and run things because you can't do it all yourself.
00:22:01
Speaker
Mm-hmm.
00:22:02
Speaker
And so, yeah, I agree with that for sure.
00:22:04
Speaker
And did you have to like learn that?
00:22:05
Speaker
Was there like a time where that like click for you?
00:22:07
Speaker
I don't know if you had like experience where you were like trying to do everything yourself and then you're like, okay, I'm going to try and like.
00:22:13
Speaker
Yeah.
00:22:13
Speaker
So, um, I had a period where I didn't spend, uh,
00:22:22
Speaker
I was spending time with brand new reps coming in on the doors when I had four to five people who were struggling to run their own teams that I wasn't spending time with.
00:22:32
Speaker
And the only reason that happened is because I lost, I had a lot of, I don't want to say had, like it's never going to happen again.
00:22:38
Speaker
Like as you grow, you're going to face other challenges, but I had insecurity about producing.
00:22:44
Speaker
I have this part of me that's like attached to producing deals and knocking on doors and thinking, dude, if I don't knock on a door, like I'm going to fail or like I'm not a good leader, which just isn't true.
00:22:56
Speaker
When you break past that boundary and you get into other modes of, oh, this is how I know I'm producing, how I'm successful.
00:23:02
Speaker
That's when you really level up.
00:23:03
Speaker
So I realized that the best thing I could do and I could help way more than just that brand new rep who I'm knocking doors with by doing
00:23:12
Speaker
seeing the people in my organization who want to step up, who are putting the effort in, who believe in it, and then I can gain influence, push more belief, serve the one right there.
00:23:20
Speaker
And then, boom, that person is going to absolutely, it's going to branch out and they're going to help more people than I ever could knocking on a door.
00:23:27
Speaker
I can't, I know we have like Taylor McCarthy, he'll bring like 10 people with him to knock on a door, which I've done to like train people before for fun.
00:23:34
Speaker
But like that's not an effective way to build your own solar company.
00:23:39
Speaker
It's an effective way to train somebody on like, hey, this is how you do a great presentation and like kill the doors, right?
00:23:47
Speaker
Yeah.
00:23:47
Speaker
You know what I mean?
00:23:48
Speaker
Yeah, like that.
00:23:49
Speaker
So you're saying like it's almost now at a point where you train like say a manager and then like you don't spend time with new reps.
00:23:56
Speaker
You go with like the managers and then they go with the new reps.
00:23:58
Speaker
I still spend time with new reps because I love it.
00:24:01
Speaker
Like to me,
00:24:06
Speaker
That I'm going to at least like when I get to certain points, like I'm when I'm making my 20 million in a year or whatever it might be, whatever I may be doing, it's going to include solar.
00:24:16
Speaker
Absolutely.
00:24:17
Speaker
But I'm going to be doing other things.
00:24:18
Speaker
Right.
00:24:18
Speaker
I still want to commit myself to knocking five doors a month.
00:24:23
Speaker
Yeah.
00:24:24
Speaker
Like whatever that might be, like literally walk up to my neighbor's door, knock on it.
00:24:28
Speaker
say, hey, this is what I do in my business, check it out online.
00:24:30
Speaker
Whatever I do, I still want to knock on doors because it keeps you sharp, man.
00:24:35
Speaker
I know leaders in this industry who some people will know, talking here, who are in management positions and they just can't get themselves to go out and knock a door with their people and their people don't trust them.
00:24:48
Speaker
And if somebody says, I don't even think you can properly knock a door and get a lead, I'd be like, all right, bring it on, bro, because I totally can't, right?
00:24:55
Speaker
Right.
00:24:55
Speaker
And I still want to always be in that position.
00:24:57
Speaker
But I also, you know, I know that my time can be used in some places more effectively.
00:25:02
Speaker
Yeah.
00:25:02
Speaker
So I don't want to think.
00:25:04
Speaker
I'm sure you agree, like knocking doors can help and everything else you do.
00:25:07
Speaker
Like I find myself closing better when I'm also knocking doors at the same time.
00:25:12
Speaker
There's going to be times where I'm more closing, times where it's more knocking.
00:25:15
Speaker
Yeah, and it depends on your organization, right, on how this kind of gets set up.
00:25:20
Speaker
Some people do really well with a strict set or closer model.
00:25:23
Speaker
Some people do well a little bit more loose.
00:25:26
Speaker
I think that it's a combination of both, but the industry is shifting, and we've seen results recently in the last year or two.
00:25:34
Speaker
On some models working extremely, extremely well to get people deals and get systems installed and all that.
00:25:41
Speaker
So we have to keep our minds open to recognizing like, hey, there's always better ways to do things down the line.
00:25:49
Speaker
Five, 10 years from now, we might be saying, why the heck did we do that thing that we thought was perfect?
00:25:53
Speaker
Because it wasn't.
00:25:55
Speaker
Yeah, definitely.
00:25:56
Speaker
Well, something I wanted to ask you, Marshall, this is something that I'm kind of going through right now, actually.
00:26:02
Speaker
I'm sure when you started, like, you had to build up your office, you had to get guys in.
00:26:05
Speaker
I don't know, better kind of help with recruiting.
00:26:09
Speaker
But something that I'm currently going through right now is we have one of our managers down here in San Diego that they're going to Texas to, like, open up a new office.
00:26:18
Speaker
And so we're going to be, like, I'm going to be running and trying to kind of build back momentum, build back a team, build back a team,
00:26:24
Speaker
um, get things rolling again.
00:26:26
Speaker
So if you could go back when you first started your team, when you're really small, um,
00:26:31
Speaker
or I'm assuming you probably had a small thing.
00:26:34
Speaker
Would you do anything different, or do you have any advice for maybe someone like myself that's like, I'm going to be left with, I don't know, say probably seven, eight guys, and trying to build things back up, recruit, and get things set up organizationally.
00:26:47
Speaker
So I don't know, maybe it's like how you run your meetings, stuff you would, I don't know, do different, if you could go back.
00:26:54
Speaker
Do you have any advice on that?
00:26:55
Speaker
Yes.
00:26:56
Speaker
I think you're really going to like this.
00:26:58
Speaker
It came to my mind.
00:26:59
Speaker
So the first thing, because I
00:27:01
Speaker
I could tell, I'll tell just a small story.
00:27:05
Speaker
So I've, throughout my whole leadership career, I've really struggled with holding standards.
00:27:10
Speaker
It's not one of my strengths.
00:27:12
Speaker
I have people on my team who are better at holding standards, so I empower them.
00:27:19
Speaker
You said, what, seven, eight people?
00:27:21
Speaker
Yeah.
00:27:21
Speaker
First of all, start with this.
00:27:25
Speaker
Be super, super grateful that you have that small of a group right now
00:27:30
Speaker
and then be really, really intentional about setting a standard and a mindset for those people.
00:27:37
Speaker
And anybody who doesn't buy into that with you, get them out.
00:27:41
Speaker
Because the thing is, is that if you had 30 people, you might feel better.
00:27:45
Speaker
Like, oh, I got, it's a number.
00:27:46
Speaker
I got 30 people on my team, bro.
00:27:48
Speaker
You can have numbers of people and then your culture can be really suffering like big time.
00:27:53
Speaker
And then people produce less.
00:27:54
Speaker
Yeah.
00:27:55
Speaker
I've seen that over and over.
00:27:56
Speaker
So if I could go back and start with just like five people, um,
00:28:06
Speaker
I would get deep with them on a spiritual level about why we're doing what we're doing.
00:28:12
Speaker
Anything, right?
00:28:13
Speaker
Get people to talk about why they work hard and why they want to make money and what's important to them there, right?
00:28:21
Speaker
And get them on the same page as you.
00:28:23
Speaker
Get them into this, like brainwash them, dude, in a good way, right?
00:28:28
Speaker
Brainwash them on themselves.
00:28:30
Speaker
Sell your team on themselves, like buying into themselves.
00:28:34
Speaker
And if they can do that,
00:28:35
Speaker
and they trust you with that, they're going to see how much you did for them, which is build that confidence.
00:28:41
Speaker
And then the thing is, the people who don't buy into that, people who push back, people who aren't going in, thank God.
00:28:47
Speaker
Get rid of them anyways.
00:28:48
Speaker
And then what's going to happen is that when you have people like that who are bought in, they are going to attract other people who want that.
00:28:56
Speaker
And they're going to get more excited.
00:28:57
Speaker
They're going to talk to their buddy at the gym.
00:28:59
Speaker
They're going to talk to their server.
00:29:00
Speaker
They're going to talk to their
00:29:01
Speaker
friend from back in college or whatever it might be, and then they'll start to attract people who also want to participate in that.
00:29:09
Speaker
And then you'll start getting recruiting opportunities.
00:29:13
Speaker
You'll get people who are actually what you want.
00:29:16
Speaker
And one of the biggest, this is me, right?
00:29:19
Speaker
There's people in my organization who disagree with this, and that's fine.
00:29:22
Speaker
But for me, recruiting is definitely a quality over quantity thing.
00:29:30
Speaker
you can have numbers of, you can, let's just say it this way.
00:29:34
Speaker
You could close 60 deals in a month and have almost none of them installed.
00:29:40
Speaker
And you didn't get any deals, right?
00:29:41
Speaker
Or you got very few.
00:29:43
Speaker
Same with the recruits, like build an intentional culture.
00:29:47
Speaker
You've got a small group now.
00:29:48
Speaker
Good.
00:29:49
Speaker
Like make sure it is what you want it to be.
00:29:52
Speaker
And then you're going to, you're going to get people to come in.
Team Culture and Standards
00:29:55
Speaker
And like, if you can't get those seven people to produce,
00:29:58
Speaker
What are you going to do with 30 people?
00:29:59
Speaker
Yeah, true.
00:29:59
Speaker
You know, so be grateful that that's where you're starting and use that as fuel for making it like super intentional about where you want to go with it.
00:30:07
Speaker
And then that's going to, everything else is going to come from that.
00:30:09
Speaker
And you'll feel better.
00:30:10
Speaker
You'll feel more confident.
00:30:11
Speaker
You won't be worried so much about the number of people in your office.
00:30:14
Speaker
You'll just like have the right people.
00:30:16
Speaker
And that's way more key than having a lot of people.
00:30:18
Speaker
Okay.
00:30:18
Speaker
I love that.
00:30:19
Speaker
What about something I get asked by people is like, I don't know if you've ever seen this, but where you have people on the team that they're producing a little bit, because we know how it is.
00:30:28
Speaker
If someone's not producing and they have a bad attitude or whatever, like get rid of them.
00:30:31
Speaker
Yeah, it's easy.
00:30:32
Speaker
But what about people that are, they're producing a little bit, but they have a bad attitude.
00:30:37
Speaker
It's almost like you want to let them go, but they're throwing in maybe two, three deals a month, whatever.
00:30:42
Speaker
Mm-hmm.
00:30:43
Speaker
And so, like, have you had any experiences with that or what's your take on that?
00:30:46
Speaker
Do you let those people go or have a conversation or... Yeah.
00:30:49
Speaker
You know, I could sit here and tell you, oh, yeah, it just doesn't matter.
00:30:53
Speaker
Like, you have to get rid of them or whatever.
00:30:55
Speaker
But the thing is, I think anybody who says that is either a sociopath or, like, is probably lying and probably has people like that in their team that they're not quite ready to, like, get rid of or ask to go somewhere else.
00:31:06
Speaker
Yeah.
00:31:07
Speaker
Here's what I believe.
00:31:08
Speaker
Okay.
00:31:09
Speaker
Everybody...
00:31:11
Speaker
goes through phases in their life.
00:31:14
Speaker
And there's going to be certain things in your team that you hold it again as a standard.
00:31:20
Speaker
If your standard is produce a certain amount of deals a month and like don't talk bad about other people
00:31:29
Speaker
don't bring people down consistently.
00:31:33
Speaker
Like bring as much good energy as you can and produce there and then let's build together.
00:31:40
Speaker
Like that's, those are pretty loose, right?
00:31:42
Speaker
But to some extent you can, you can fit a lot of people into that.
00:31:46
Speaker
Yeah.
00:31:46
Speaker
Right.
00:31:47
Speaker
And you're going to have people
00:31:49
Speaker
who just their personality is not like your personality.
00:31:54
Speaker
And to get rid of those people, just because they have different personalities or like ideas is just, it's also a bad idea to just get rid of those people because they don't think like you.
00:32:04
Speaker
A lot of the time,
00:32:06
Speaker
the people in your organization who are producing, but like you don't like their attitude or you don't like this, that, or the other, a lot of the time they just need to be given certain responsibilities that they don't have.
00:32:17
Speaker
Like a lot of the time complaints and negativity are just people's inability to actually communicate the fact that they like, they don't know what they want and they're like struggling to actually find purpose.
00:32:27
Speaker
Like that's
00:32:28
Speaker
why people, in my opinion, underproduce and don't do well.
00:32:30
Speaker
It's because they don't know why they want, they don't know what they want, they don't know why they want it, and they don't know how to get it.
00:32:36
Speaker
So if you can go through to those people, and you can say, okay, well, hey, this is something you're really good at, and you can empower them.
00:32:43
Speaker
Say, hey, this is something that, like, you are benefiting the team massively here.
00:32:47
Speaker
Talk about the things they're doing really well.
00:32:49
Speaker
They'll keep producing, and as they go down the line, they're going to do the things that do really well, really well.
00:32:55
Speaker
And if they
00:32:57
Speaker
don't do better the more responsibility you give them, then that's when you boot them.
00:33:04
Speaker
For sure.
00:33:05
Speaker
So that's kind of my idea on that.
00:33:07
Speaker
And who knows, maybe I'll tell myself I was wrong, but I feel like that's pretty close to the truth.
00:33:12
Speaker
Yeah, I like that.
00:33:14
Speaker
Well, what are some examples, like you talked about standards and structure a little bit.
00:33:19
Speaker
So for you guys, what's some standards on teams you've been part of?
00:33:22
Speaker
Can you give some examples of like your team standards that you guys have?
00:33:25
Speaker
Yeah, I don't think necessarily a certain deals per month is like...
00:33:31
Speaker
I don't think that's it's a standard.
00:33:33
Speaker
Yeah, I don't think it's the most useful standard.
00:33:36
Speaker
Okay Have you ever read a book called the one thing?
00:33:39
Speaker
I haven't read it, but it's a good one besides the first two personal development books I ever read were the 10x rule Grant Cardone.
00:33:48
Speaker
That's great.
00:33:48
Speaker
Yeah, great book and the one thing which I can't remember the guy's last name or I can't remember the guy's name which look it up, okay, but
00:33:57
Speaker
There's this awesome statement in there.
00:33:59
Speaker
It says, to determine what you should do, what you should focus your energy on, you say, what is the one thing I could do that would make everything else easier or unnecessary?
00:34:12
Speaker
So for me, if all I do is set a target of deals per month,
00:34:17
Speaker
maybe realization rate's gonna fail.
00:34:20
Speaker
If all I do is set a target of deals per month, maybe I'm gonna get producers, but people who, like, they're just short-term thinkers, they come to my team for two, three months, and then they peace out.
00:34:29
Speaker
Then it doesn't build a sustainable business.
00:34:31
Speaker
If all I do is set a number of deals per month, perhaps there are people who can contribute to the team in a way that's gonna get everybody more deals per month down the road, but I boot them because they didn't get that number of deals per month.
00:34:43
Speaker
So here's my thought.
00:34:46
Speaker
If I can set a standard of loyalty, communication, and ethical selling, then as long as I'm not a sucky trainer, as long as I can train somebody, I know how to properly say, hey, this is good script, this is how you go out on the doors, spend this time, and I can get them to an office at a certain time and to meetings at certain times.
00:35:08
Speaker
As long as I can provide that structure and they're loyal, they're ethical, and they communicate,
00:35:14
Speaker
I feel pretty good that I'm going to have a pretty darn well-rounded team that's going to grow over time.
00:35:22
Speaker
And so for me, those standards are a lot more personality-based.
00:35:29
Speaker
And sometimes there are times where I have had people who I keep around too long because I see those things in them.
00:35:37
Speaker
And I'm slowly learning how to...
00:35:41
Speaker
how to see those things sooner and to let those people go sooner.
00:35:45
Speaker
But I believe, and I think that my numbers and the results I've had over time speak for themselves, that investing in your people and believing in them and like empowering them is much more useful than, uh,
00:35:59
Speaker
Just giving them a target to hit.
00:36:01
Speaker
That's how I feel.
00:36:02
Speaker
Okay.
00:36:02
Speaker
Well, yeah, I agree.
00:36:04
Speaker
I look back at my first year in solar.
00:36:07
Speaker
If my results were based off the deals I was doing, I probably wouldn't have kicked off of most solar teams.
00:36:12
Speaker
Yeah, and then we wouldn't have Taylor here with an awesome podcast running a team, and then whoever fired you, who knows what they'd be doing.
00:36:23
Speaker
Yeah, because I think there's some guys that it takes time.
00:36:25
Speaker
Some guys will pick it up quick.
00:36:27
Speaker
Some guys like me, they're going to take longer.
00:36:29
Speaker
And you never know, like the guys that don't pick it up quick, they could be your top producers maybe a year from now.
00:36:35
Speaker
So I like that.
00:36:36
Speaker
It's a good way to measure it for sure.
00:36:37
Speaker
And what about like meetings?
00:36:39
Speaker
One of the teams you've been a part of.
00:36:40
Speaker
I know some people are like, oh, we got to do daily teams.
00:36:43
Speaker
We got to keep it super structured, get our guys out there.
00:36:46
Speaker
A lot of bigger companies like, let's do one or two meetings a week.
00:36:49
Speaker
What's your take on that?
00:36:50
Speaker
What have you guys done?
00:36:51
Speaker
So I've done it all.
00:36:53
Speaker
And so one of the things now, this is, it's interesting because a lot of things I'm going to say here relate strictly to Better Earth.
00:37:02
Speaker
Like there's a lot of organizations that couldn't do this because like it just wouldn't work for them.
00:37:08
Speaker
Right?
00:37:08
Speaker
So a little plug for Better Earth there.
00:37:09
Speaker
But either way, what I found has been more effective
00:37:16
Speaker
is that the leaders that I have who are building teams and recruiting and working, right, I'm gonna give them, I'm gonna say, hey, you gotta have daily meetings,
00:37:29
Speaker
in whatever capacity works for you.
00:37:30
Speaker
Okay.
00:37:31
Speaker
You can have, if everybody's out traveling, like get on a Zoom meeting.
00:37:35
Speaker
Okay.
00:37:35
Speaker
Right?
00:37:36
Speaker
If everybody is all in that same area, you're doing a blitz, you're in an Airbnb for 10, 15 days, you're having daily meetings every morning.
00:37:43
Speaker
Yeah.
00:37:44
Speaker
Give me two days a week.
00:37:45
Speaker
Okay.
00:37:46
Speaker
Give me one day where I have with all you specific leaders and we get together and we talk about important things about culture, team, and I pump you up.
00:37:54
Speaker
And then give me one day a week where we all come together, like everybody, you and all your teams and me,
00:37:59
Speaker
and we talk about what's working.
00:38:02
Speaker
We go over targets.
00:38:02
Speaker
We say, hey, this is how many deals we fit.
00:38:04
Speaker
Hey, this is a realization right here.
00:38:05
Speaker
Here's what we can do better.
00:38:06
Speaker
Hey, here's this cool announcement.
00:38:07
Speaker
Hey, here's this thing we want to do.
00:38:08
Speaker
Hey, we're going to do this event.
00:38:11
Speaker
And then you kind of run it.
00:38:13
Speaker
You run your own show to there.
00:38:15
Speaker
And then all I ask is that you come to me and we talk about what's working and what's not and you adjust it from there.
00:38:20
Speaker
Because the thing is, dude, I've just seen it over and over and over again.
00:38:24
Speaker
Whenever you come and you have an every single day meeting, dude, you get...
00:38:29
Speaker
You build momentum, you crush it for a while, and then there's always, always one or two or three people that's screwed up.
00:38:35
Speaker
They come in and they say, I don't want to meet every day, or I don't have to meet every day, or I don't want to drive here, or I don't want to drive there.
00:38:39
Speaker
And maybe they're good producers.
00:38:41
Speaker
And then people start to listen to them.
00:38:43
Speaker
And you're like, oh no, it's screwed up.
00:38:45
Speaker
So what I've found is that, yeah, you have to hold some standards.
00:38:50
Speaker
I find it really good that I have different personalities in my team.
00:38:54
Speaker
And they tend to attract and recruit the people who work well with their personality and their, hey, we have meetings at this time, this time, and this time.
00:39:01
Speaker
And then there's this one big standard that we keep all together.
00:39:04
Speaker
And then people kind of run their own things.
00:39:05
Speaker
And that scales.
00:39:07
Speaker
That scales, in my opinion.
00:39:08
Speaker
Okay.
00:39:08
Speaker
Because they're going to be able to do it in a way that works for them and that gets them results.
00:39:12
Speaker
If they get those results, they'll grow.
00:39:13
Speaker
They'll continue to do those things that get them the results.
00:39:16
Speaker
Yeah.
00:39:16
Speaker
Okay.
00:39:17
Speaker
Okay.
00:39:18
Speaker
You tell your guys, run two meetings that happen for sure, and then the rest is just going to fill in the blank.
00:39:23
Speaker
The rest is fill in the blank for the leaders.
00:39:25
Speaker
So I don't say, yeah, do whatever you want.
00:39:27
Speaker
I say, listen, this person here, you're in charge of this group.
00:39:30
Speaker
This person's in charge of this group.
00:39:32
Speaker
You run this thing the way that you're seeing it fit.
00:39:35
Speaker
Because the way we have it, we have a lot of guys who live in a house together.
00:39:38
Speaker
A lot of guys who will be in a certain geographic.
00:39:42
Speaker
And like maybe, and this is my opinion, maybe it really isn't that effective to have somebody drive an hour and a half every day to a meeting and lose three hours of work.
00:39:53
Speaker
But they should definitely be willing to do it.
00:39:55
Speaker
And they should definitely do it at least like twice a week.
00:39:58
Speaker
Once twice a week, right?
00:40:00
Speaker
We have one of, I'll shout him out.
00:40:02
Speaker
His name's Jaleel in Florida.
00:40:04
Speaker
He lives an hour and a half away from our office in Tampa.
00:40:08
Speaker
He drives there every day.
00:40:10
Speaker
He's a beast.
00:40:11
Speaker
He crushes it.
00:40:12
Speaker
He gets deals.
00:40:13
Speaker
He's a committed guy.
00:40:14
Speaker
Here's the thing.
00:40:15
Speaker
Jaleel's not doing well because he drives an hour and a half every day.
00:40:19
Speaker
Jaleel's doing well because he communicates.
00:40:21
Speaker
He's ethical.
00:40:23
Speaker
And he's an honest, hard worker.
00:40:26
Speaker
That's it.
00:40:27
Speaker
So I think that...
00:40:34
Speaker
specific things and you just have to hold on to those like this is the only thing that will get us where we want to go the bigger you get or the more you grow you're going to grow out of those things you're going to have to shift them yeah so you have to be willing to do that or you're going to stay small yeah you know what i mean okay yeah that's good to know yeah that's true i've seen you know some guys like they're all fit about daily meetings but yeah i know a lot of guys going a ton with them so
00:40:56
Speaker
Yeah, and I'm asking all these things because it's like stuff I'm going through in real time.
00:41:00
Speaker
Yeah, yeah.
00:41:01
Speaker
Dude, if it's just the circumstance you're telling me about, you guys need to have daily meetings for sure.
00:41:06
Speaker
Okay.
00:41:06
Speaker
When those guys are producing their 10, 15 a month and they've recruited three or four people,
00:41:11
Speaker
Yeah.
00:41:12
Speaker
And it's like, okay, well, hey, what's working for you?
00:41:15
Speaker
Like, of course, it's going to work to meet every day.
00:41:17
Speaker
Like, you've got to scale it up.
00:41:18
Speaker
But to some extent, you're going to have that people who push back.
00:41:22
Speaker
Yeah.
00:41:22
Speaker
Right.
00:41:22
Speaker
And so you do have to be able to be flexible.
00:41:25
Speaker
Yeah.
00:41:26
Speaker
So when guys push back to, um,
00:41:29
Speaker
I don't know, do you let them kind of butt heads with you or do you let them kind of run off?
00:41:33
Speaker
Because it's tough.
00:41:35
Speaker
Like you were saying, if two or three guys don't want to, then the rest of the team is like, oh, well, you're not coming to meetings.
00:41:42
Speaker
Yeah, that always happens, right?
00:41:44
Speaker
It's just such a pain.
00:41:46
Speaker
What I would say is that, and I'm not necessarily the most qualified person to answer this question,
00:41:52
Speaker
But given the experiences I have had, people are usually pushing back against like coming to meetings for one of two reasons.
00:42:01
Speaker
One, they have some kind of financial like issue that's keeping them from like they have little money or they can't make it to a meeting because they have to do this, that or the other.
00:42:11
Speaker
They're relying on somebody else and they don't like that.
00:42:13
Speaker
Right.
00:42:13
Speaker
Right.
00:42:15
Speaker
Or two, they have like they are trying to be effective.
00:42:19
Speaker
They're like, I want to use my time effectively.
00:42:21
Speaker
And I don't believe that this use of my time is effective.
00:42:24
Speaker
That's on you as a leader.
00:42:25
Speaker
You've got to make your meetings more effective.
00:42:27
Speaker
You've got to make your meetings more valuable.
00:42:29
Speaker
People aren't willing to show up to them.
00:42:30
Speaker
Look at yourself.
00:42:32
Speaker
If people aren't willing to show up to them and they're just complainers and they have other issues, you're going to have to address that.
00:42:38
Speaker
They might not be a good fit for your team.
00:42:40
Speaker
Okay.
00:42:41
Speaker
You know?
00:42:41
Speaker
Yeah.
00:42:42
Speaker
Well, I think because I've been that rep where I've been with some companies where it's like the manager just gave the exact same training every single day.
00:42:49
Speaker
And like, why am I coming to this meeting?
00:42:52
Speaker
We're just going to like...
00:42:53
Speaker
go over a number real quick, do like, does the exact same role playing situation every day, so yeah, like I get that, so.
00:43:00
Speaker
Yeah.
00:43:01
Speaker
There's something to be said about that.
00:43:02
Speaker
There definitely is, dude, so you gotta make your meetings more effective, but you don't wanna put your leaders, or yourself, for example, you don't wanna feel like, oh god, I have to come up with this elaborate training here today, and it takes you an hour and a half to put together to be, it's just not gonna be effective there either, so, to have a proper meeting, you have to have people together, hype up, go over targets and wins.
00:43:22
Speaker
Yeah.
00:43:25
Speaker
train together there on something useful that you can take out that day and then measure those results and go from there.
00:43:31
Speaker
Yeah.
00:43:32
Speaker
That's awesome.
00:43:33
Speaker
Yeah.
00:43:34
Speaker
Well, no, that's good stuff.
00:43:35
Speaker
And so I want to transition a little bit as we start to wrap up all the air marshal.
00:43:39
Speaker
And so two things.
00:43:40
Speaker
First, I want to ask your opinion.
00:43:42
Speaker
Like, we all know in California, we're getting closer to Netmeter 3.0, which everyone that listens to the podcast should know about that if I know what's going on in California.
00:43:52
Speaker
If not, come to a blitz with us.
00:43:53
Speaker
We got the modern day gold rush going on.
00:43:55
Speaker
Uh-huh.
00:43:56
Speaker
Yeah.
00:43:57
Speaker
Hook you up some deals out here.
00:43:59
Speaker
But yeah, so what are you guys doing as a company to kind of prepare for that?
00:44:04
Speaker
And what's just your thoughts around what's happening?
00:44:06
Speaker
Is the world ending or what do we got going on when all this stuff changes?
Adapting to Solar Industry Changes
00:44:10
Speaker
Yeah, I'll go to Warren Buffett.
00:44:15
Speaker
I'm gonna paraphrase.
00:44:18
Speaker
When people are greedy, be fearful.
00:44:21
Speaker
When everybody's fearful, be greedy.
00:44:24
Speaker
Everybody's fearful right now.
00:44:26
Speaker
So we're being greedy, and without going into details, and by greedy I don't mean negative, like we're trying to steal people's money and stuff, but
00:44:34
Speaker
The fact is this, in California and in solar in general, it's easy to make a lot of money and not even have to be that good of a sales rep.
00:44:44
Speaker
You could be a mediocre salesperson and make a killing in solar.
00:44:48
Speaker
And so then that boost ego of that person when in reality, like they weren't probably weren't that great of a salesperson anyways, they just had a great product.
00:44:55
Speaker
So solar is a great product.
00:44:56
Speaker
Yeah.
00:44:58
Speaker
As the product changes and you can't just always say, hey, we're going to cut your bill in half.
00:45:03
Speaker
It's a little bit more complex than that.
00:45:07
Speaker
The fakers and the people who are mediocre are going to go elsewhere.
00:45:11
Speaker
And that's happening right now.
00:45:12
Speaker
Now, I'm not saying everybody who goes out of California is mediocre.
00:45:15
Speaker
I'm just saying in general in our industry.
00:45:17
Speaker
Yeah.
00:45:18
Speaker
the type of salesperson that's gonna be necessary to sell solar in the future is gonna have to be a lot better.
00:45:23
Speaker
So we're gonna need way better salespeople and way better of an expectation of our salespeople and both ethically and their knowledge and their ability to actually sell a deal that goes to install.
00:45:36
Speaker
43% realization rate is the industry average, by the way.
00:45:39
Speaker
That's despicable.
00:45:41
Speaker
You know who you are.
00:45:44
Speaker
But I digress.
00:45:46
Speaker
Going back to the point,
00:45:48
Speaker
Net metering is going to change the landscape.
00:45:52
Speaker
Batteries are going to become crucial.
00:45:55
Speaker
Companies and organizations, installers alike, that don't have the volume
00:46:01
Speaker
to impress battery companies, the ones that actually matter and are working, are not gonna be able to successfully run a business.
00:46:09
Speaker
They'll go out of business, their sales reps will go elsewhere.
00:46:12
Speaker
Whether it's to a different state or to different companies in California.
00:46:15
Speaker
And so if you wanna make a killing in a career in California, you're gonna have to be with a company that has good connections with reputable battery companies, has actual good training
00:46:29
Speaker
And people in their company who have shown over time that they can sell a product and do it well.
00:46:35
Speaker
And have a referral business, et cetera.
00:46:37
Speaker
And companies that have customer service systems.
00:46:42
Speaker
Now, I'm not saying they always work perfectly, right?
00:46:44
Speaker
Better Earth is awesome.
00:46:46
Speaker
We continue to get better.
00:46:48
Speaker
But if you're selling batteries and you've got all this complex equipment at somebody's house and it goes kaput and they don't know...
00:46:56
Speaker
how to deal with it and like maybe the manufacturers are super busy and they're relying on actual companies to service these guys and your customers have nowhere to go they're going to hate the product they're not going to like you they're not going to refer you and then there's going to be more people who don't like solar down the road so like we got to have good sales people so you got to be able to get good training have a battery connection
00:47:16
Speaker
and know that the company you're working with has a reputation that people can actually count on.
00:47:21
Speaker
So I feel really good about that with Better Earth here, but we're also opening in a ton of markets this year.
00:47:26
Speaker
So I'm going to be going to Florida this week, Arizona, Texas.
00:47:30
Speaker
It's awesome.
00:47:31
Speaker
Awesome.
00:47:32
Speaker
Yeah, no, I agree for sure.
00:47:33
Speaker
And yeah, I'm just waiting for some idiot rep to come around and say, no, you don't need a battery.
00:47:37
Speaker
We're still going to cut your bill in half.
00:47:40
Speaker
Oh, it's going to happen.
00:47:41
Speaker
Yeah, it's true.
00:47:43
Speaker
You got to be prepared.
00:47:44
Speaker
You got to have the training.
00:47:45
Speaker
And yeah, you got to educate yourself on the technology and just like selling on more than just savings because especially in California, I think more than any other market.
00:47:54
Speaker
I think there's more mediocre sales reps in California, I would say, compared to in California.
00:47:59
Speaker
You cut people's bills in half and it's so easy.
00:48:02
Speaker
You could just literally show up and say, hey, we're going to cut your bill in half.
00:48:04
Speaker
That's what a lot of these people do when they get sales like that.
00:48:07
Speaker
It's true.
00:48:08
Speaker
Where now it's like, yeah, you got to do more than that.
00:48:11
Speaker
Like you're saying, you got to build value.
00:48:12
Speaker
You got to explain why it's important to own versus rent and all these other aspects.
00:48:17
Speaker
All kinds of stuff.
00:48:18
Speaker
Though I will say just a quick plug for the leasing and PPA side of things.
00:48:22
Speaker
Yeah.
00:48:22
Speaker
as interest rates go up and the economy changes, leases are going to become actually a very viable option for people to go solar to start replacing loans.
00:48:33
Speaker
Not completely, but it's going to make a comeback.
00:48:38
Speaker
EPAs and leases are going to make a comeback.
00:48:40
Speaker
We're plugged in there.
00:48:41
Speaker
We've got the connections to make that happen as well.
00:48:43
Speaker
That's part of the industry.
00:48:45
Speaker
That's a good point.
00:48:46
Speaker
Well, cool.
00:48:47
Speaker
And then just to kind of start wrapping up here, Marshall, I know one of your big like motto, mantras, whatever you call it, is goals down, dues paid.
Personal Mantras and Long-term Goals
00:48:56
Speaker
Yeah.
00:48:56
Speaker
And so I know that's like, you know, everyone's shouting that out on Instagram these days.
00:49:01
Speaker
And I think you're creating like a movement around this whole thing.
00:49:03
Speaker
Trying.
00:49:04
Speaker
I'm going to do better over the next several months.
00:49:06
Speaker
Yeah.
00:49:07
Speaker
So I've been seeing it and love it.
00:49:09
Speaker
So tell me, where did this come from and what's like your whole idea and where did all this gold-owned dues paid come from?
00:49:16
Speaker
I will keep it simple.
00:49:17
Speaker
It started, I started putting it on social media when I was having a really tough time.
00:49:22
Speaker
My team had imploded.
00:49:24
Speaker
I'd lost a lot of money.
00:49:25
Speaker
I was in a tough space like mentally.
00:49:28
Speaker
Things were just not going super well.
00:49:30
Speaker
I wasn't getting the support I needed.
00:49:31
Speaker
Okay.
00:49:33
Speaker
And...
00:49:34
Speaker
So I realized, oh, I gotta support myself.
00:49:36
Speaker
Nobody's gonna come save me.
00:49:38
Speaker
I've always been into working out.
00:49:39
Speaker
I've built that habit over years, and I wake up and I get it done.
00:49:43
Speaker
I don't have to think about it anymore.
00:49:44
Speaker
I'm like a robot, and I'm so grateful for that because it builds momentum in everything else I do.
00:49:49
Speaker
But dues paid is about,
00:49:56
Speaker
Doing the things that are necessary to buy you your freedom.
00:50:03
Speaker
Really?
00:50:04
Speaker
And I mean freedom in a lot of ways.
00:50:06
Speaker
If you don't exercise, you aren't healthy, you eat like crap.
00:50:11
Speaker
Years and years down the road, you're going to pay for that.
00:50:12
Speaker
You're going to pay for that in your health.
00:50:14
Speaker
If you don't communicate properly,
00:50:18
Speaker
well with people if you don't fulfill your responsibilities, everything catches up.
00:50:22
Speaker
I guess you could call it karma of some sorts.
00:50:25
Speaker
So Deuce Paid is not just about going and working out really hard.
00:50:28
Speaker
It's a big part of it.
00:50:30
Speaker
It's much more about, okay, what are the things that I got to do every day?
00:50:35
Speaker
that I know are going to bring me success that sometimes are hard to do, but I know are necessary.
00:50:42
Speaker
And so you do those things anyways.
00:50:43
Speaker
You do it anyways.
00:50:44
Speaker
And so I actually wrote down a few tips for, I get asked a lot about discipline, right?
00:50:49
Speaker
Like, how do I have discipline?
00:50:50
Speaker
You can't have it.
00:50:51
Speaker
You've got to earn it, and you've got to decide to earn it, and you've got to decide to pay the price of the pain and the discomfort that will come with it.
00:50:57
Speaker
But I'm going to tell you,
00:50:59
Speaker
And this comes from a book called The Greatest Salesman in the World.
00:51:03
Speaker
Have you heard of it?
00:51:03
Speaker
I love that.
00:51:04
Speaker
Yeah, yeah.
00:51:05
Speaker
First sales book there.
00:51:05
Speaker
Awesome book.
00:51:06
Speaker
Awesome book.
00:51:07
Speaker
And I love this line in there.
00:51:08
Speaker
And I'm going to paraphrase again.
00:51:11
Speaker
But it basically says,
00:51:13
Speaker
Anything that you do repeatedly becomes easier.
00:51:17
Speaker
Things that are easy are a pleasure to perform.
00:51:20
Speaker
Ring any bells?
00:51:21
Speaker
And if it is a pleasure to perform, it is in man's nature to perform it often.
00:51:26
Speaker
So it's not that the things that you want to do
00:51:30
Speaker
get easier, it's that you get better.
00:51:31
Speaker
And I know it's a very common phrase, but it's so true.
00:51:34
Speaker
So there's three things I've found that help you to do things that are hard until they get easy and then you like them more and then you keep doing them.
00:51:42
Speaker
Right?
00:51:42
Speaker
So one of them is accountability.
00:51:44
Speaker
This can be a person that you're accountable to, or it can be, I call it, it's a post accountability.
00:51:50
Speaker
When I was in this tough time, I was like, I'm gonna, I had this temptation, like, I'm so tired.
00:51:56
Speaker
Like, I don't want to work out anymore.
00:51:57
Speaker
I don't want to do anything.
00:51:58
Speaker
I'm struggling.
00:51:59
Speaker
And I was like, no, like, I'm not going to do that.
00:52:01
Speaker
I'm going to look back at myself here in three or four years.
00:52:03
Speaker
And I'm going to say, I doubled down and I did the things that kept me healthy because that's way more important than my money.
00:52:09
Speaker
And so I posted on Instagram and said, it's like dues paid.
00:52:13
Speaker
It was just dues paid at first.
00:52:14
Speaker
It's like, I'm going to pay these dues.
00:52:15
Speaker
I'm going to do it because I know it counts.
00:52:16
Speaker
And no matter what happens career wise, I'm going to make it.
00:52:19
Speaker
So that was dues paid first and that's how that developed and that was a post accountability I put it on Instagram and then people started saying hey you've been doing this consistently like way to go man and then I would think oh geez I can't stop now right so a post you can keep yourself accountable with posts on social media the next one is an exact wake-up time every single day if you do not have an exact time you wake up every single day no matter what
00:52:42
Speaker
I can guess 20 other things about your life.
00:52:46
Speaker
Set a time when you wake up at that same time every day.
00:52:48
Speaker
It doesn't have to be 5.45 a.m.
00:52:50
Speaker
It doesn't have to be 4, like Jocko Willink.
00:52:55
Speaker
It could literally be 7.30 a.m.
00:52:57
Speaker
But you've got to do it consistently.
00:52:59
Speaker
If you do that, it's just going to open up a world of possibilities for you.
00:53:03
Speaker
So that's the second one.
00:53:04
Speaker
And the third one is something called the five-second rule.
00:53:07
Speaker
which is when you know there's something that you need to do that you're avoiding and you're scrolling on social media and you're like, oh gosh, you know, I got to do this.
00:53:14
Speaker
I got to knock a door.
00:53:14
Speaker
I got to get out of my car, knock this door.
00:53:16
Speaker
I got to call this rep or I got to do this.
00:53:19
Speaker
And you don't want to do it.
00:53:20
Speaker
Recognize that.
00:53:21
Speaker
And then literally hold your hand up in front of you or at your side or something like this.
00:53:25
Speaker
And just count down in your head.
00:53:27
Speaker
Just five, four, three, two, one.
00:53:31
Speaker
And then do it.
00:53:34
Speaker
go and do it.
00:53:36
Speaker
And so that's super key.
00:53:38
Speaker
I found that to be very, very, very helpful.
00:53:40
Speaker
And I'll do that to help me do all kinds of things that I don't want to do that I know I need to do.
00:53:45
Speaker
So those are some really good ways to be accountable.
00:53:47
Speaker
And then the goals down came from me recognizing
00:53:51
Speaker
that my goals have changed over time and I'm not the same person.
00:53:55
Speaker
Life changes, things change.
00:53:57
Speaker
You're not gonna have the same goals your whole life.
00:54:00
Speaker
You'll have similar values.
00:54:02
Speaker
Your values are gonna stay the same, hopefully, in some ways.
00:54:05
Speaker
But your goals and how you're gonna fulfill those values in your life
00:54:08
Speaker
It's going to change.
00:54:09
Speaker
Sure.
00:54:09
Speaker
Like for me, at some points I would write down like, Oh, I want this exact Porsche car.
00:54:14
Speaker
I would like write it down.
00:54:15
Speaker
And then I realized like, dude, this is not helping me.
00:54:17
Speaker
Like, I don't care about the car.
00:54:19
Speaker
I want to be able to go where I want, when I want with who I want, whenever I want.
00:54:24
Speaker
Right.
00:54:24
Speaker
That kind of thing.
00:54:25
Speaker
So like, I'll write that down.
00:54:27
Speaker
Right.
00:54:28
Speaker
Or I, I was writing down like, I'm going to make a million dollars in commissions this year.
00:54:31
Speaker
But instead of that, I wrote down everybody in my team,
00:54:35
Speaker
makes 250K plus.
00:54:37
Speaker
And if they do that, I'm making way more than I'm doing.
00:54:40
Speaker
Right?
00:54:41
Speaker
So like that's bigger to me and it connects more with my values.
00:54:44
Speaker
So I think there's this lie and it comes from a lot of things, but there's this lie that you've got to know exactly what you want all the time right now and it's going to stay the same forever.
00:54:53
Speaker
And then your life changes and things change and you hit these certain points.
00:54:57
Speaker
and then it changes and you think, oh no, like, I don't know what to do anymore.
00:55:01
Speaker
Dude, if you just recognize, that's going to happen to you.
00:55:04
Speaker
Like, everybody listening to this right now that thinks maybe you're a,
00:55:08
Speaker
24 year old running a dealer and you just think you're on top of the world like give it four or five years man like things are going to change and you're going to be like what is going on I have no idea what I'm doing so if you can accept that that's going to happen be like okay cool how do I how do I hit the nail on the head and and still go out and do important things and grow myself that's what goes down is about you write down the things that you want and you write those down every day and you write down your values keep it simple five to eight things and then
00:55:38
Speaker
Those are going to change, but you're going to get a lot more clear on what you want as things go on.
00:55:43
Speaker
So that's what that's about, man.
00:55:44
Speaker
You write those goals down every day and you pay your dues.
00:55:48
Speaker
You're not going to fail.
00:55:49
Speaker
You're going to find opportunity and you're going to win.
00:55:52
Speaker
Yeah, 100%.
00:55:52
Speaker
I love that.
00:55:53
Speaker
And yeah, it's something I used to do.
00:55:55
Speaker
I need to get back in the habit.
00:55:56
Speaker
But I don't know if you ever got like the Grant Cardone 10x journals or whatever.
00:56:00
Speaker
Yeah.
00:56:01
Speaker
Where he says, I need to get more.
00:56:02
Speaker
I can write them down.
00:56:03
Speaker
Yeah.
00:56:04
Speaker
That's when I was doing it super consistent.
00:56:06
Speaker
But yeah, I agree.
00:56:07
Speaker
It helps you focus in on things and having you think of more things as you do it.
00:56:11
Speaker
You do.
00:56:12
Speaker
Get back into it, man.
00:56:13
Speaker
Yeah.
00:56:13
Speaker
I need to.
00:56:13
Speaker
I need to.
00:56:14
Speaker
And then post it's on Instagram.
00:56:16
Speaker
Just do at GoalsDownDeusPaid or hashtag it or something.
00:56:19
Speaker
Okay.
00:56:19
Speaker
And then, you know, we'll keep growing that.
00:56:22
Speaker
I mean, I didn't come up with the idea of paying your dues every day.
00:56:25
Speaker
Of course not.
00:56:25
Speaker
Right.
00:56:26
Speaker
I'm just putting them together in a way that's worked for me.
00:56:28
Speaker
Yeah.
00:56:28
Speaker
Yeah.
00:56:29
Speaker
Love it.
00:56:30
Speaker
So yeah, everyone listening to this podcast, go do that.
00:56:32
Speaker
That's the challenge we got on the podcast for you.
00:56:35
Speaker
Go write your goals down, pay your dues today, whatever that may be.
00:56:39
Speaker
Tag, what is it?
00:56:40
Speaker
Goals?
00:56:41
Speaker
Goals down, dues paid on Instagram.
00:56:43
Speaker
We're working on a Twitter and a TikTok and stuff right now, but it's mainly on Instagram right now.
00:56:49
Speaker
And I got some cool things coming in the works with a few other guys in the industry who do personal development, psychology, therapy, to help sales reps do better.
00:56:59
Speaker
And we're going to be putting together some really cool stuff and resources for people to grow.
00:57:04
Speaker
So keep an eye out for that.
00:57:05
Speaker
I can't wait.
00:57:06
Speaker
Well, it's been awesome having you on the podcast, Marshall.
00:57:08
Speaker
And I'm sure you've heard this, but it's like you can suffer.
00:57:11
Speaker
You can pay the dues now.
00:57:13
Speaker
You can pay that price or you can pay the dues, which comes in the forms of regrets probably later by not paying your dues right now.
00:57:21
Speaker
And so I think we could all agree it's much more worth it to pay the dues now to suffer the price of discipline now versus suffer the price of regret later.
00:57:30
Speaker
Yeah.
00:57:31
Speaker
Couldn't put it better.
00:57:32
Speaker
Yeah.
00:57:33
Speaker
Just backing up what you said.
00:57:34
Speaker
Yeah.
00:57:35
Speaker
That's a universal principle, I think.
00:57:38
Speaker
100%.
00:57:38
Speaker
And so just to wrap up, we're excited.
00:57:40
Speaker
We already shouted out the Goals Down News page.
00:57:43
Speaker
But if people want to connect with you more, reach out.
00:57:45
Speaker
What's the best way to do that?
00:57:46
Speaker
Yeah, I'm mainly on Instagram, though.
00:57:48
Speaker
Thank goodness I've quelled my addiction to social media so much over the last several months, which I'm grateful for.
00:57:50
Speaker
But Instagram, it's just M-double-underscore-tootin.
00:57:51
Speaker
T-U-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O-T-O
00:57:59
Speaker
and you can find me there and I'm working on a YouTube and things like that but it's just little developments Instagram would be the place I won't get my phone number on here because I have already have 2400 unread text on my phone no way I'm sure that's like it's probably like a community number right I should get one of those yeah I really appreciate all the people who have been on here I feel honored to be here
00:58:22
Speaker
having this discussion and I'm excited to have more of these because I know I have a lot to offer to the industry and I'm going to continue to like push that out because I know people want it.
00:58:30
Speaker
Yeah.
00:58:30
Speaker
Well, I can't wait to see what you come out with next.
00:58:33
Speaker
I've learned a ton from you, Marshall.
00:58:34
Speaker
So we appreciate you, you know, sharing and being a person of value and spreading abundance.
00:58:39
Speaker
And so just to wrap up, do you have any, I don't know, like final words of advice or anything else you wish you maybe would have learned sooner?
Value, Impact, and Satisfaction
00:58:47
Speaker
Any final words of wisdom you'd have for a solopreneur or audience?
00:58:50
Speaker
Yeah.
00:58:50
Speaker
Yeah.
00:58:52
Speaker
And I'll keep it as brief as I can.
00:58:55
Speaker
But again, I would say be careful who you compare yourself to from a financial standpoint.
00:59:06
Speaker
I've learned...
00:59:10
Speaker
that just because somebody has money, they're making money, doesn't mean that they're actually providing the value that would earn them that money.
00:59:21
Speaker
And I've done that myself.
00:59:23
Speaker
I'm not going to be a hypocrite and say I haven't been in that position, but I recognize when that's happened.
00:59:28
Speaker
So just know that making your money is awesome and do it.
00:59:35
Speaker
Just remember that a lot of the time,
00:59:39
Speaker
The money, it's only going to get you so far.
00:59:42
Speaker
And when you have the impact and influence and you serve people, you're just going to be a lot happier.
00:59:47
Speaker
So find ways to do that and then find an opportunity and a structure that will allow you to get the financial benefit from doing those things.
00:59:53
Speaker
And then that's when you're really going to shoot off.
00:59:55
Speaker
That's what I found.
00:59:56
Speaker
Yeah.
00:59:57
Speaker
Okay.
00:59:57
Speaker
Yeah.
00:59:57
Speaker
A hundred percent.
00:59:58
Speaker
Like we were talking about, especially in California, there's a lot of people who make money, but that doesn't mean necessarily that they're progressing in all other areas.
01:00:07
Speaker
Yeah.
01:00:07
Speaker
Yeah.
01:00:08
Speaker
Super important.
01:00:09
Speaker
So, Marshall, we appreciate you coming on.
01:00:11
Speaker
Hopefully we'll have you on in the future.
01:00:13
Speaker
It's been awesome.
01:00:14
Speaker
So, guys, go shoot Marshall a follow.
01:00:16
Speaker
Let him know he appreciated him coming on the podcast.
01:00:18
Speaker
Remember, get your goals down, get your dues paid, keep crushing it.
01:00:22
Speaker
And with that, we'll peace down right here.
01:00:25
Speaker
Thanks again.
01:00:25
Speaker
And as I always say, take it to the bank.
01:00:28
Speaker
Let's go.
01:00:28
Speaker
Okay.
01:00:30
Speaker
What's up, solopreneurs?
01:00:32
Speaker
Hope you enjoyed the episode.
01:00:33
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.
01:00:44
Speaker
One of the top questions I get asked on Instagram, on Facebook, by our listeners is, Taylor, where should I start?
01:00:51
Speaker
What episodes should I listen to in the podcast?
01:00:54
Speaker
You got too many podcasts, man, because now we have over 200 episodes.
01:00:59
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 Solapreneur.
01:01:12
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.
01:01:21
Speaker
So go download it right now.
01:01:22
Speaker
It's going to be at top10.solarpreneurs.com.
01:01:26
Speaker
Again, that's top10, the number 10,.solarpreneurs.com.
01:01:31
Speaker
Don't forget the S on solarpreneurs.
01:01:34
Speaker
We will have that in the show notes.
01:01:35
Speaker
Go download it right now.
01:01:38
Speaker
And especially if you have not listened to them, go listen to them and you can re-listen to them.
01:01:43
Speaker
That's going to show you how.
01:01:44
Speaker
So go download it and we'll see you on the other side.