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How To Master Selling To Latinos - Rene Armendariz
335 Plays23 days ago
In this episode, Rene Armendariz gives us a few insights on his solar career and how he specialized in selling to Latino people. Harnessing this powerful demographic within your area is not an easy task, and requires not only cultural context but genuine care and attention for the common concerns of these homeowners.
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Transcript
Introduction and Purpose of the Solarpreneur Podcast
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong. went from $50 in my bank account and struggling for groceries to closing 150 deals in the year and cracking the code on why sales reps fail.
00:00:19
Speaker
I teach you 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.
Defining a Solopreneur and Taylor's Sales Journey
00:00:31
Speaker
What is a solopreneur you might ask? 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. So some of you already know that I run my own door to door sales team here in San
Leveraging Solar Scout for Increased Sales
00:00:46
Speaker
Diego.
00:00:46
Speaker
And as we are gearing up for the summer, I realized if we do the same thing we always did, we're going to get the same results. But if I want to increase my deal flow, I need to do something different to get an advantage.
00:00:57
Speaker
Then we discovered an app called Solar Scout, but it's not door knocking app. It's a data platform that shows us who is likely to go solar in our market. It shows us who has previously applied for solar but later canceled the deal, who has moved in recently, and even how much electricity the homes are using in a given neighborhood.
00:01:16
Speaker
It's been working for a lot of teams across the country, and now I'm on board too. I'm going to be one of the first to use SolarScout in San Diego, so I decided to partner up.
Introducing Rene Aramandaris and the Spanish Market
00:01:25
Speaker
But I told them, hey, I'm going to talk about SolarScout on my show, you need to give my listeners a great deal, and they did.
00:01:31
Speaker
So go to solarscout.app forward slash Taylor and book a demo with them and you'll get 10% off your first month when you sign up. That's solarscout.app forward slash Taylor.
00:01:44
Speaker
Okay, back to the show. All right, what's going on? We got a very special podcast today here with one of my good friends. ah Uno de mis mejores amigos, Rene Aramandaris here in the house.
00:01:58
Speaker
um And I'm excited because I don't think we've had too many people that are really like, I would say specialize in just selling to, ah you know, Mexican families.
Rene's Sales Journey and Transition to Solar
00:02:06
Speaker
I really mastered the Spanish market, which I've seen. That's a niche that you can have a lot of success in. And Rene, he's proven that we've been working together for a couple of years now. And yeah, just excited to get into your story and what's been going on. So thanks for coming on the podcast with us, Rene.
00:02:24
Speaker
Thanks, Taylor. Thanks for the invite. Yeah, we've been ah just to give you guys a little bit of history, right? Like, like here, just to present myself. My name is Rene Armandarius. I've been with Legacy in SolarCell for two years and seven days actually today. Congrats. Yeah, to this day. Thanks. And yeah, it's been it's been amazing. um You know, Spanish is the market i I really target because I feel like we have more potential on connecting with, with you know, with with host homeowners because Most of them, if it's like older people, they don't really speak English. So we can we can explain to them little bit you know better and they trust us more.
00:03:00
Speaker
and that's why That's why I target like Spanish communities. Yes. Yeah. Yeah. Yeah. No. And you've, ah yeah, I think you've pretty much mastered it. You get a ton of sales. You're on the top of the leaderboard here at our company. And so I'm excited to talk about how you, you know, figured that out. But yeah, do you want to give us just like your background, Rene, how you got started in solar? What led you up to this point so far?
00:03:23
Speaker
100% yeah so I started i started just just to give you guys my my background like you like you mentioned I started in sales when because I was doing car sales before yeah okay maybe at the age of like 16 I was going one of my uncles to you know you know like the like the auction you know buying cars and then just like flip them just resell them so I learned like how to actually present the get the car you know to to a certain home um certain you know like like customer that he's looking into something similar or something like that And then from even like before that, my mom, she was always, a she used to sell like, like, you know, like used clothing and and like the swap meet and stuff. So even since I was like 10 or 11 years old, she will ask me to, to talk to to, to, you know, to the customers like, Hey, we have people like just ah walking by our, our, our tent, you know, where where we're selling to like, Hey, ask them like, what are they looking for?
00:04:15
Speaker
Like, how's their day? Like, are they, are they looking for something in particular? If not, just offer them like what we have. I feel like that helped me a lot too. So then we just started like that, me and my brother, always like selling, selling cars, selling, you know, speakers to my, to our uncles, to our neighbors. And I really, i really like making money like that, that way, not really relying on having, you know, like, oh, like, like you're young, you're like, you don't have a job, like have to apply, you know, like maybe like McDonald's or something. Yeah.
00:04:41
Speaker
and We're always just like selling cars, like going to the auction at the age of 16. My brother, he was he two years older than me. He would buy the cars and then we'd just like resell them. And that's how I learned, like, let's say, like like communication, you know, like, you know, i because when when when you're starting, you don't feel like that, you know, like comfortable.
00:04:57
Speaker
Maybe like if because it's like stranger, basically. And then I would like I said, i would like like 16, 17. And then I just learned that. So I like that. And then since there, since then, I was doing sales.
00:05:08
Speaker
I was doing, business to business also for a wholesale company. All Mexican products, Mexican products to to to the market. So I so that's what I was a business business and and basically just mastering that they already have a provider basically, you know, for the products, basically just giving value to or like the company I was working for at the time.
00:05:27
Speaker
And like um' like, I know your but like you're buying this product you know already, so but this is what we have you know to offer you. Maybe it's just better dates, expiring dates, maybe better, necessarily cheaper prices, but like if you buy volume, also you're going to get something cheaper. so Yeah. And then from there, I was doing plumbing and then from from f plumbing, I was looking for an another sales job. I was doing Uber.
00:05:51
Speaker
I figured like there's something out there that I don't know about. I can be making way, way more money, but I'm just, I just don't know what it is. I'm pretty sure it exists. That's how I got into solar. Basically just, you know, looking at maybe like internet was the best like commission sales job that gets paid the most.
00:06:08
Speaker
And and ah so that's how I got into
Importance of Targeting Spanish-speaking Markets
00:06:10
Speaker
solar basically. Okay. So was it like Indeed or something or like, Yeah, you know what? It's funny because it's like my wife, like like she always trusts me.
00:06:18
Speaker
you know like She knows like well like yeah everyone has like highs and lows, right? But she knows I'm not going to get stuck, right? like always i will always be looking for something to sell if I don't have an anything to sell.
00:06:30
Speaker
If I have something to sell, I'll just like sell it. And then, so I was you know applying for different... I was in Uber, so I was applying for jobs. like I would get home maybe like at 11 p.m. You know, and then I would just go in and eat, eat, eat, eat. So I was just looking for Joan. She's like, oh, what are you doing? Like, oh, I'm applying.
00:06:47
Speaker
She's like, just just keep working, you know? Like, I don't think that's going to So I applied to sell actually alcohol, tequila, and then for a company, then I applied for solar.
00:07:00
Speaker
So that the tequila called me first, but I didn't have, I wasn't feeling good that and la day. I was like, no, I'm just going to keep doing what I'm doing. And then I i just told them, oh, we'll like like we'll meet like another day. And then they called me for the solar. and I'm like, they had a sign-on bonus.
00:07:13
Speaker
And then i was like, okay, yeah, I'll grab that. And then I'll just like, I'm just going to quit. But it was a cap. It was a catch on it. You have to sell and then you get 500, 500, 500. And then, okay so I was already there, Taylor. And I was like, okay, I need those 500.
00:07:26
Speaker
You told me about a sign-on bonus of 4,000, right? right And like, I want it. They're like, okay, yeah. But like, it's because for every account you sold you sell, you're going to get 500. Okay, this is like upfront money. Yeah, and then I was like it's it's basically what we have right now like your legacy, you know, like the fast way Yeah, and then uh, so was like, okay, I need that money So what do I need to get those 500?
00:07:47
Speaker
Then they were like, okay, okay you need to sell like, okay How do I sell because I didn't even know like a pitch? I didn't even know how solar work. I didn't even know anything I just know how I just knew how to grind and how do I have something to sell? Yeah,
00:07:58
Speaker
So I just started like like learning learning the the products, learning the benefits, you know, prompts and cons. And then I just put it on my own words because like I said, when I joined the other company, I was doing, no one, actually not a lot of people speak Spanish there.
00:08:13
Speaker
So when I got there, they were like, oh, that's great. Cause we get a lot of like Spanish speaking people and and we don't have anyone that said said appointments in his Spanish cause they don't trust us or not everyone trusts us basically. Yeah.
00:08:25
Speaker
So that's when I was like, okay, so so there is a demand for this and they don't have the right person right now to set this. yeah So that's how i that's how I got into like selling in Spanish, because it worked for me.
Challenges and Mindset in Door-to-Door Sales
00:08:39
Speaker
And then and then our here Legacy, we have an amazing, Before when I started, like I said, like as an installer, I was in the other company, I was there just for like two or three months. Yeah. Because they cause i had I had sales, they they didn't pay they didn't pay me they didn't pay us like on time or whatever they they said they were going to do, they they they were not doing it. So that's why that's all we looked for something else and that's that's why we I met Mike Brand.
00:09:03
Speaker
Yeah. And ah yeah, he he he he brought me here, bro. And just not me, but you know, like our team, you know TMT. yeah ah We come from there. And and since since the first weeks, in the first two weeks, I already had, had a you know, like appointments. yeah And i just got I got paid so quick and that I was like, okay, what I was doing over there.
00:09:23
Speaker
Like, I think like I should have been here like since the beginning, but it's fine. Yeah. And it's been, it's been amazing, bro. It's been amazing. That's awesome, man. Yeah. Yeah. No, uh, Mike, yeah, we, Mike brought, uh, both of us in. I was also brought in by Mike. Oh, nice.
00:09:38
Speaker
Good recruiter. Mikey Brown. Yeah. It's amazing. moment um but yeah that's that's cool so you it sounds like you figured out your niche pretty early on they had a need for someone that could just speak spanish were they already getting like spanish appointments and they needed someone to did they throw you into like closing right away ah or just more setting up appointments well but basically basically both right um because when i started like i like i like i said they were like oh actually like I mean, I was just looking at it like, like you know, like the setters they had at the time um and not everyone like speak Spanish. yeah
00:10:12
Speaker
And then i would just i was just like comparing the homeowners like to my, maybe to my my family, you know, my mom, my aunts, my uncles. yeah And then i was just like, yeah, like I've seen i've seen like guys like maybe like AT&T or like Solar, I don't even remember, like talking to my my aunts when I was like visiting.
00:10:33
Speaker
and they didn't connect. yeah I would tell them, oh, like like who was it? Quien era, who was that? And then they would be like, I don't know, like and I didn't even understand them. They're like, yeah, I guess he didn't speak Spanish. you know And then I was like, okay, so I it. was like, okay, so that's why. yeah That's why a lot of these door-to-door people, that's why they don't sell in these neighborhoods because they they can, yeah, there's like language barrier.
00:10:57
Speaker
So that's when I started, like, okay, so we're in California. I speak Spanish. I like selling and like, of course, like, like, you know, like we know how to present the product and we can sell it.
00:11:08
Speaker
I'm like, this is, this is what I'm going to do. And this is what I'm going to try to do. And it just worked. It's been working, you know, it's been working, it's been working within a We've been in many, i mean, right now in San Diego, we've been in like other cities and we, the good thing is that we can sell um basically here, we can sell like if we pledge to another city, we are going to sell, bro, basically because we can connect. Yeah.
00:11:30
Speaker
Yeah. done Yeah. i mean, matter of fact, I got a sale yesterday and it was a Mexican lady. She's married to like an American guy. So she spoke really good English and everything, but they had had people come by the house before.
00:11:45
Speaker
no And I just saw she's next since I started speaking Spanish to her right off the bat. And I think I think that's the only reason she set up an appointment because everyone else had come like talking English and everything. But she just was like, oh, this is they like trust you more automatically speaking your language.
00:12:01
Speaker
So um and I think I always tell people they should try to learn, you know, Spanish another language because once you do it like opens up a whole new door yeah opens up a whole new market for you and um at the end of the day there's gonna be a lot of people that don't speak spanish um and even maybe in other cities maybe there's populations of other i don't know chinese oh yeah yeah like work yeah yeah we've seen it we've seen it all um like there's a lot of um that Like you said, there's like like Vietnamese, you know like there's like like like all english English speaking population, there's some areas that there's just like you know like Latinos, my Spanish speaking. yeah
00:12:42
Speaker
um And yeah, that's ah that one um that's that's why that when you asked me, like how do because somebody passing like how do you guys target that? Like how do you target that market, right? It's not easy.
00:12:53
Speaker
Basically what I do, like, you know, we have our tool, we can check like like the last names or, you know, like the area kind of. yeah That's how we that's what target those those neighborhoods. Nice. Yeah, it's I mean, is' it's been it's been working.
00:13:06
Speaker
I noticed it's been working for other people as well. You know, you speak Spanish too, so that that's just like another extra feeling like trust. Like, yeah, also you speak Spanish. So they were like, okay, amigo. Like, you know, like us, kind of Mexican, and there's there's most like, you know, like like like Latinos and and like like, you know, like the moms and aunts, like older their ladies, they're not going to trust anyone, especially if you know if you cannot communicate to them, you know? yeah
Building Trust through Language and Cultural Understanding
00:13:34
Speaker
Sometimes mean you might get a cell or two, but it's not the same as if you're talking to them in their main language. Right.
00:13:41
Speaker
And then explain to them, like, Like, okay, so I'm going to explain to you in your language, not in English or not in other, you know? Yeah. So that you understand that. Yeah. And that's, that's what has helped us a lot, bro.
00:13:52
Speaker
Like the most. Yes, for sure. Yeah. know I've noticed too, somewhere, you know, they understood English, but they're more comfortable in Spanish. I know some, I remember in the past where I've like closed them.
00:14:04
Speaker
and then they cancel after just because they felt like, I didn't understand it completely or maybe I was missing something. So I think just having that to where that's like way better understanding, they're going to be more comfortable with it. Yeah. It's like sometimes they it's like like just like what you said, because I just saw the deal the other day that the husband, he's hes ah he's all American. and He speaks no Spanish at all. i mean, a little bit. Yeah.
00:14:28
Speaker
But the wife, she's she's Mexican. And then she's like, it do you mind? Do you mind? Because i I get an appointment talking to her. Yeah. And then and then she's like, hey, you do you mind doing the presentation in English? I'm like yeah, i totally. you Yeah. So I had both connections there. She was on my side, I don't present in the beginning. Yeah.
00:14:44
Speaker
And then he was just more skeptical, but he's he's he was he was more into the agreement. He read the whole thing. I'm like, yeah, so, so you know, explained to you, know i explain cpuc like, you have to read this, take your time, no rush.
00:14:56
Speaker
and Then I was talking to her, she's like, yeah, no, we're going to do it. yeah Like, we just want to make sense. I'm like, oh, yeah, like, no worries. Even you guys don't qualify. That's fine with me. yeah And just that trust, you know, it just opens more doors to us, basically. I'll encourage everyone to at least try to learn the basics and like at least set in, you know, if you're first header. yeah If you can set in Spanish, if you have like Spanish speaking closer, going to have way, way more. If you just train a little bit, you know, like learn Spanish or any other language, maybe just not is Spanish, but there's a lot of other markets out there.
00:15:27
Speaker
yeah that's so true yeah yeah what i i'll do uh even you know for like i was just with like a vietnamese lady there that she didn't speak any english so i'm there with like google translate yeah yeah i've done it i i've done it i've done it yeah yeah and yeah i mean not ideal hey i think they appreciate that you're trying and yeah and nothing so yeah actually yes if like if you're like super honest like it like all every homeowner like every every interaction they're gonna they they appreciate that you're honest. You're like, hey, you know what? Like, hey, this isn't... If you're starting, right? If you're starting setting, like, hey, know you have a lot of questions. You know, um um I just started maybe like a month ago. Like, so we're gonna... that That's another way to actually set the appointment. Like, hey, you know what? i know you have a lot of lot of questions. Yeah. I'm actually not the guy with with all the answers. My job is super simple, but when we come back, we're going to just write them down, and when we come back, we we're going to answer all of them. that's not i mean ah I still get them like that, but I don't tell them I'm not the guy because I'll just let them go back. I'm like, you know what? like i don't have i don't have If it's basic information, I'll just give it away.
00:16:32
Speaker
If not, like yeah, just write your question. We're super busy. you know We're helping other people. i got to run to another appointment, but I'm going to come back maybe later today tomorrow if it works for you, and and then I'll just answer all them.
00:16:42
Speaker
Yeah. Easy, bro. Easier. Yeah, I still do that. You know, yeah it works for 10 years doing this. And yes, because that's true. More info. If you give them all the info at the door, then they're, yeah, they're more likely to not even show up at the appointment. So like they know everything. There's no curiosity, curiosity, curiosity basically. So yeah, kind of build intrigue.
00:17:01
Speaker
No, that's awesome. So, um, yeah, you mentioned. So what was that like 17? That's when you really, really started doing like sales, cars and all that. Okay. okay Well, I'm curious because i don't know. I've seen I've heard just like, you know, like Mexican culture and all that. It seems like most people want like secure jobs and I don't I don't see as many like entrepreneurs and stuff and like the Mexican mexican culture. Was that like scary to you just going out and doing something uncertain? Or sounds like maybe your mom was kind of a sales lady. But were you ever nervous?
00:17:34
Speaker
Of course.
Overcoming Cultural Challenges in Sales
00:17:35
Speaker
Yeah, no, no. Yeah, it wasn't easy because like I said, like he like it Like you just mentioned, it goes back to like like our parents or grandparents' dog culture, like in like in Mexico. It's like we have that we have that saying that go to school, just get a good job, you know be an architect, be an engineer.
00:17:57
Speaker
And then they don't they don't teach us because because they don't know that's there. you know They don't know that about sales. I mean, there's going to be one or two families you know in Mexico that they, um maybe more right, but like let they really teach you like like don't settle for for for a paycheck, right? Just go out and make, make earn like a commission job, you're gonna make more money.
00:18:16
Speaker
I mean, you know? and And it was hard for me because, like like I said, my my wife, she she she always believed in me because i was when I met her, I was already selling stuff, so she knows that she was used to it.
00:18:28
Speaker
yeah My mom, she was more like like, you should have studied something because I told you, you're not gonna make money. And that gets you bro like that gets you once you're out there knocking you are like you you get this this talk in your head like Man, like I wish I should have I should have studied, you know, yeah but that's just that's just your so you know like but your your brain just just getting weaker because Yeah, that's that and that's what happens if you don't really believe in you or believe in the product but because because once you start doing it, you know
00:19:00
Speaker
Now you know it's a reality. It's like when you get your first check, like a legacy or like any like so commission check. you You did it one time, you can just keep keep doing it could you become the person that, you know, like you can you can make more money.
00:19:12
Speaker
so So just going back to where you you asked me, it was hard for me. Yeah. Like I said, those conversations where I'm just talking myself out of like like knocking doors.
00:19:24
Speaker
But I still remember the first day I went out knocking for solar. Yeah. um I was shadowing a guy that he didn't even speak Spanish, bro.
00:19:35
Speaker
and then my English I think is good. i don't think it's the greatest, but I was like, oh, am I gonna pitch in English? Because I had a script. They they used to like tell me, like okay, so this is your pitch, learn it, and then just go the doors and call me if you have an appointment. he was not like is It wasn't he wasn't like what we have here in Legacy. yeah We have a lot of support.
00:19:53
Speaker
We have a lot of shadowing. We have a lot of training. They were just like, just go the doors. Text if you have an appointment. I'm like, okay. I didn't know better. I was like, okay, this is what I have to do. Let's do it. So the first time it was like, I think it was like, it wasn't like April. So it was sunny. I was in the sun knocking doors.
00:20:16
Speaker
And then that's when I got it because I was shuttling this guy in English. And I was just always just looking and and learning supposedly, right? And then he got to a door where it was um it was a Mexican lady.
00:20:28
Speaker
And then that was like the perfect scene, I still remember. ah he started pitching and then she's like, oh, no English. No English. And then he he just turned back to me. he just looked at me.
00:20:41
Speaker
It's like, you like like this is your time, bro. It was like 15 doors in. yeah Maybe two conversations in English and then that lady came out. and then And then I already knew a little bit about the product. So I panicked, of course. I was like nervous and like, oh, hey, my name is Randy. I mean, it's not like like right now what I'm doing right now.
00:20:58
Speaker
But I explained to her and then and then she's like, well, my husband is not here. When can you come back to give us information in Spanish? And then that's when I got it and I was like, okay, so that's what they wanted me.
00:21:10
Speaker
That's what they need, you know, like like Spanish speaking, because that's a leader, that's a customer that we cannot serve, you know, if if you cannot connect. yeah and i And actually, I never went back to the house. I know because, i you know, i I get nervous and then she's like, well, when can you come back? I'm like, I'll just come back another time.
00:21:27
Speaker
yeah I just wanted to be out of the house. I mean, out of the porch as soon as possible. And then I was like, then after when I got home, like, okay, all right. So then, then, uh, so I can sell this, I can do this. And then from there, bro, I just started, you know, like knocking, knocking, knocking, knocking.
00:21:44
Speaker
yeah And, um, and yeah, bro, he's not, I mean, he hasn't, he hasn't been easy, you know, like they're knocking is not easy, but it's
Sales Strategies and Mindset for Success
00:21:51
Speaker
worth it. And, and, um And I know I'm all over the place, but like we have to have a good mindset. We have to gap we have to believe in ourselves, especially since we speak Spanish.
00:22:01
Speaker
no Us Mexicans, bro, like our family, they don't really trust ah the commission job, bro. They don't. Usually they want you to study, they want you to go to school, of course, they want you to like graduate and just have like a dentist's job or like a doctor, you know, like a regular job. Traditional, right? Yeah, traditional, which is good. Like don't have anything against that. It's just like...
00:22:24
Speaker
I got to a point that, up bro, I didn't even graduate at high school. Wow. I didn't even graduate high school. I shouldn't be proud of that. But i at um ah some point, it's like, okay, I had to learn the hard way, like how to make a how to make a living and how to earn money without having, you know, like a like a degree or something. Yeah.
00:22:43
Speaker
And me and my brother, we've been always selling cars, bro. We i mean we used to make a lot of money. And I'm not talking about like got a dollar dealership. I'm talking about going, buying a car like a... Like at the auction, then just fix it and then just like resell it, make three, four, to five K per car. And that's when me talking to my brother is like, bro, like I don't get why, I don't get how people and can study and be maybe working, i don't know, like McDonald's or Starbucks or like Walmart.
00:23:14
Speaker
and they they earn like 800 or $1,000 a week, bro, we can just sell two cars, we just made 10 grand. that's one That's when everything started building up and and and we developed this mindset of,
00:23:26
Speaker
If we hustle, we can live we can live better. If we do hard things like at the beginning, you know like which is like going out, fixing a car, it's not like it's is's not as super hard as when I was doing plumbing, right? But also, it's the risk, bro. It's risky. you know like Commissions, it's risky.
00:23:43
Speaker
that's That's why the pay is higher. you know yeah school hard knocks yeah i love it graduated in the school hard knocks yeah bro but yeah that's cool was your mom was she uh pretty like upset about you not graduating high school and all that uh did she kind of calm down i'll say yes disappointed you know because um and i'm not saying that i was a bad student i was just like I just didn't want to follow the rules, bro. didn't want to, oh, you got to study. I'm like, man, what for? you know not not Not smart enough to to say to think like, yeah, I should have done that. yeah
00:24:18
Speaker
And then it it gets you, bro. It gets to a point where, shit, I didn't graduate. And now we need a I need to make money. So what am I going to do? And then, like I said, that was in 2008 when I should have graduated i didnt And then, but we were already making money selling cars.
00:24:39
Speaker
So we we're like, okay, I mean, I see i see my friends, like they they're they're working. They're making $600 a week, and which is fine. And then I was like, yeah, but we just sold a car. Me my brother, we just made like $2,500 each. Like, why am I going to be at a 9-0-5, bro, like, since the morning? And then following the rules.
00:25:01
Speaker
And I'm not saying I don't have anything against that. It's just like, in my brain, it was like, If I still want car, why, that means I can maybe buy like two more cars or three more cars and then just like resell them. That's how we started.
00:25:14
Speaker
yeah And just making money, making money, making money. And my mom, yeah, she was like,
Life Events Impacting Motivation and Perspective
00:25:19
Speaker
You guys are not gonna be selling, you know, like all this time, even though she was selling, but in her mind traditionally is like, like I got my kids so that you guys can study.
00:25:27
Speaker
Yeah. You know, and I want to be proud of having an engineer or, you know, something like that. I'm not saying she's not proud of me, but that was like in her mind, the ideal job that she had for us. Yeah.
00:25:38
Speaker
Um, and like right now I tell her like, like, mom, like, like I learned a lot from you from like of selling and and I'm just applying it basically. And she's like, yeah, I i understand. She's, she's proud, bro. She's proud. That's awesome. And, um, yeah, at the beginning disappointed.
00:25:51
Speaker
And then, uh, it's hard, it's hard for someone to believe in herself if, if, if we don't, you know, yeah that's another thing. i never really listened to anyone else, just myself, bro. Like, cause everyone is going to try to talk to you out of,
00:26:05
Speaker
They're not keen selling solar scam. It doesn't work, but they don't really, they don't really know because they're they don't really understand it. That's why. Yeah. It's funny. Sometimes we take advice from people that have never even done the thing we're talking about.
00:26:18
Speaker
It's like, you know, guys like Grant Cardone always say like, don't take money advice from broke people. And it's like, there's so many people that love giving advice, but it's like, they've never even done. They don't apply it. It doesn't apply to themselves. Yeah.
00:26:32
Speaker
But no, I can totally relate though, because that's how my mom was too. She was like the first year I was doing solar because I dropped out of um college. I was going to school in Utah. And yeah, she just the entire first year solar, she was like, you're wasting your time. i had just gotten married. So she's like, you need to go study to like provide for your future family, all this stuff.
00:26:52
Speaker
So we like butted heads really hard to the point where we we almost couldn't talk for a while. Yeah. And then finally, yeah, just like your mom, she came around and saw that, you know, started making decent money and all that.
00:27:04
Speaker
that's good. But I think that's what you got to do sometimes is like you said, just trusting yourself yeah and especially knowing that um maybe family members, other people, they haven't done what you're trying to do. So they can't, they're not really qualified to give advice, right? Yeah. Yeah, no, 100%. Yeah. And and then, uh, also now that you say that, yeah, actually when, when we, my my wife and my and and me, we had a, we had our our daughter at 21. Oh, that's young. Yeah, 21. So, so, but I was already selling, you know, I already knew how to earn money or make money basically just by selling stuff, not just cars, probably I've, I've sold everything, like a lot of,
00:27:45
Speaker
Everything, bro. I got like candies, you know, like chips, Mexican chips here. Tostitos, like anything, bro. I've been selling a lot of stuff. So already knew like, because I knew that, okay, I need a thousand bucks by next week.
00:28:00
Speaker
Okay, I need start today. So I'm going to go buy this and then restyle it. have this car. I'm going to go fix it right away and just be hustling, hustling, hustling. And then just like posting it, talking on the phone to to to to the customers. Yeah, so this car has this, this, this, I know.
00:28:14
Speaker
And that's where you learn like more more objections and how to read people. Because go when I was doing business to business too, it's not easy. Because they already have, like us is in Solar Bro, they have a bill that they're paying.
00:28:28
Speaker
And basically we just lower right? If it makes sense. Also, like business to business, they already have a provider. They've been working with them for years. They trust them. It's a little harder for for a new you know new provider. Like, hey, we have the same products.
00:28:42
Speaker
We're just going to give it to you lower. If they're comfortable with that provider, they're not going to look into you. That's where the skill comes from. you know or or like That's where it's going to separate you from from from other companies or other other salesperson.
00:28:56
Speaker
how you communicate and then how you present basically your product. Yeah, for sure. um and But yeah, bro, like, um like ah like, like, just going back to, to, to, to make it sorry, right? I always, I always, I always, always, I like talking and I always, always just, uh,
00:29:14
Speaker
don't know how to say it, but I always leave. I always leave. Okay, so when we got our daughter, everything was fine. I was like, okay, I just need to work harder. I just need to hustle more. I have to do this and it's gonna work.
00:29:31
Speaker
It's so hard for me to have sometimes a plan B, because I don't like to be like switching like a lot of options. yeah I just have a bomb plan and I just find a way to make it work, basically. Okay. um If any anything, bro, like about the business is, is ah I find, i look, there's there's people that they they're they're looking they're looking to, to um they're looking, they have the solutions that they're looking for problems, you know? So I just i just find, i just i just try to do it the other way, bro. I just try to,
00:30:05
Speaker
not even pay attention to like small details, meaning like small problems, right? Like I don't, want I don't want it to affect like if I'm working and if I have an issue like somewhere else with a homeowner, you know, I mean I'll take care of it, but I don't let it affect, you know, like, it like if we go to gym or my relationship in my house, you know, we have to be like a little bit balanced.
00:30:24
Speaker
Yeah. And, um, and, and yeah, bro, I had a, another thing that I want I want to share with you guys is, uh, I had an accident. I had a motorcycle accident. I don't think I don't think i don't think i said that on on the on the other nelet paska ah podcast. so It was hard for me because that was in 2022, actually.
00:30:43
Speaker
okay And that's where also I changed my mindset even harder because I almost died in a motorcycle accident. i don't think i don't think I don't think anyone knows. Well, maybe a couple of my guys on my team, they that they know.
00:30:59
Speaker
i I always liked the super bikes, you know like like Suzuki's and you know like CVR's. and and and and and you know so i I had an accident. A lady a girl, she she runs the stop sign, so I hit her. Oh gosh. I flew, i flew i landed on my head.
00:31:18
Speaker
It was bad. You had a helmet though, right? Yeah, I had my helmet. now I'm super lucky, bro. Like I didn't break any bones. I don't even know what happened. Did just like black out? didn't believe so.
00:31:33
Speaker
I don't really remember. I just, I just, I just remember that I hit the lady or the girl and then I just flew, landed on my head. So i landed on my head like this and then my body just went that way. I always had like, you know, like, like, oh like riding boots and then like the leather jacket, my leather, um, my leather gloves and everything. Yeah.
00:31:53
Speaker
But then that's where I realized like, shit, like I almost died. Like what wasn't happening to my family, you know? So that just hits the heart around like, I'm just gonna end whatever i was doing bad. I'm just gonna focus, bro. just gonna focus. Because,
00:32:07
Speaker
I like in my health like I should have I should have been there right now. So I'm just taking advantage of it, bro. Just hard hard hard because it's just better, bro. you know Yeah. Yeah. No, that's crazy. it really puts things in perspective when you like.
00:32:20
Speaker
Yeah, I see your life for that like every time I have to do a training or I just invite people to the opportunity like. show like Just imagine if that didn't happen to me. maybe I wouldn't have the same mindset that i have right now.
00:32:34
Speaker
i mean I'll just keep living regularly, maybe selling a little bit. And that's when i really actually that's when I really got into looking into solar because I changed everything. real like i changed i like I don't want to have the same lifestyle that I had or or the same life that I have for the past five years.
00:32:51
Speaker
I want it to be different. I want it to be worth it. yeah And now the way I think is like, okay, if I didn't die for a reason, I just i just need to make something amazing basically. That's
Advice for New Salespeople
00:33:01
Speaker
incredible. Yeah, and I think it's similar to you know when you go through like a life event. For me, it was having kids, getting married. That's when I started to work a lot harder in solar. So I'm like, ah we don't have any family in San Diego, so we're like out here by ourselves.
00:33:15
Speaker
So I'm like, man, I really better take this seriously because it's like... If I want my kids to like live up live out here, grow up out here, then... It's expensive. can Yeah, right. It was expensive, too. Yeah.
00:33:27
Speaker
But I think for people listening, and you don't necessarily have to like you know almost die or have kids or whatever. yeah You can decide, whoever's listening, you can decide to take it serious now. yes You don't have to like wait and be like, oh, I have to like almost die like Renee. Yeah, you're totally right. And then ah it's like another another thing, good thing that I always tell like the new people that they come into the team, you know, into the office is like if look because we're always in a compare to to someone else, like just don't try the best not to compare because you're in chapter one right now. If you're starting like setting or in the solar industry, do not compare your chapter one to someone in chapter 10 15 because
Maintaining Energy and Positive Attitude
00:34:08
Speaker
That's just gonna make you like just feel like, oh, this is not for me. Oh, I can't do this. You know, that's another thing. Just some advice, you know, like someone like starting to sell solar with legacy or or any other company that they're listening in. ah Just be the best version of you. i know I know everyone says that, but actually if you really do it, you're you're you're gonna change, bro. ja Like you guys are gonna you guys are going to be better. You guys are gonna have more success.
00:34:35
Speaker
And everyone has different, everyone learns different, everyone sells different, everyone has like different careers with different lifestyles. yeah But if you really focus and you do your best in learning everything, you're going to sell more, you're going to have more success, you're going to have more conversations, and you're to have a bit like better attitude, basically.
00:34:56
Speaker
Bro, people, they see us. Like right now, looking at the window, if I see someone like like walking by, I know that you can read their energy. Yeah. Oh, maybe he's having a bike. He's like super sad, like, you know, like low energy.
00:35:08
Speaker
They're not going to listen to you,
Team Culture and Growth within Legacy
00:35:09
Speaker
bro. Sure. man Bro, I've in my house and I see people like going like for, you know, like AT&T or like internet or whatever. Yeah. You can see the difference in attitude. Like for reals, I'm like, oh yeah, like I want to listen to this guy or this girl. Okay, yeah. So that's because like, is it what Andy Elliot says? Where like, there's like, you are you are the price. You are the billboard. Basically, you're a walking billboard. Like they see you.
00:35:31
Speaker
But if you have a great energy, like, hey, how are you? Hey, look, I know you're busy. Like, it's super simple. I just have some information. Are you busy right now? Yeah, okay, no no problems. Like, I'll swing by maybe like in 40 minutes.
00:35:42
Speaker
Just information, and you don't burn the lead. Because, you know, then also, like, that that's that' another tip. That's like and like a second touch, two touch, you know? like I do that with you all the time.
00:35:53
Speaker
It's like, hey, I know you're busy. Actually, we're going to go to another appointment. I just want to say hi, and then we'll come back and fill you in with information. Okay, is that fair? Perfect, yeah. Yeah, bro. Just trust, trust, trust, trust.
00:36:04
Speaker
and And that's how we have had have had the most success, bro. Yeah, that's awesome. Like, you know, like my team, Jose, of course, Jose's team, and everyone, bro, like in the office, that's why we, because our culture, they it's like now, the training is just amazing, bro.
00:36:18
Speaker
Good. That's so good. Well, that's, that brings up another question I had. So I know you got, uh, Jose, another guy that's killing it with the Spanish market and everything. Um, and you guys have almost like, you know, a team of Mexicans within the team. You guys all like Spanish clothes and all that.
00:36:36
Speaker
I think isn't pretty much everyone on your team, like, like Mexican only going to actually Spanish. Let me see. Actually. Yes. Yeah. Yeah. So, so, yeah so so Yeah, I mean, there's probably a few, but know you know, who's a team, but basically we're all we're all like Mexicans, bro. And, um, yeah.
00:36:55
Speaker
So what was the question? Mexican killers. So is that just, if you guys, how do you like recruit the team? Is it just, is it just ended up that way? Just word of mouth or, uh, how have you guys grown your team?
00:37:06
Speaker
ah kind of like within the culture of legacy and everything of being like the Mexican team. Cause I know there's some people you bring, some people on your team don't even speak English, right? Oh yeah, no, there's there's there's plenty. Yeah. Yeah, so so the way, the way in any it like I said, not just us Mexicans or Latinos, maybe there's other teams, like they it just like people that speak Chinese, I've seen it in other offices. Yeah. Maybe just a culture, like, hey, you know what? Because I tell them, like, hey, look, like, because another thing that whether we do but we have common is, like, we always want to
00:37:38
Speaker
broke worklaing If we're climbing, let's say mountain, we always want to bring people up, like lift people up. So I always tell them, like, hey, I want you to have the success that I have, 100%. hundred percent Maybe you're going to be better than me.
00:37:51
Speaker
Like, i'm just giving I'm just sharing the opportunity, right? Like, Jose, like to you, any other like any other person, like and in our team or in the office, is like, hey, look. I sell a lot because i speak Spanish.
00:38:04
Speaker
da spard t Okay, all right. So look, this is like, I show them the results, not just me talking. I show them the results, like how we started. Bro, TMT, when we started, we it was just four of us.
00:38:16
Speaker
i don't know if you remember. Yeah, I remember that. Two years ago. Yeah. and and and And now now we're like we're just another big team in the office, you know? yeah We put a lot of volume as well. We do a lot of sales. We do a lot of installations. yeah So just showing the facts, like I said, like the results, like, look, this is how this how many we were and we were selling this this this amount of deals.
00:38:38
Speaker
yeah And then I just sound like, bro, like my team, we're like we're all we're all Spanish speaking.
Effective Sales Techniques and Pitching
00:38:43
Speaker
Because i have I have, you know, like like like um like ah members on the team, like they say, hey, i don't know I don't know if I should go to like, relation, I don't speak, I don't speak, I don't speak, no English, no entiendo nada. And then I'm like, like, ill i'll I'll just translate it to you. Like, I'll just translate I'll give you the training, it's fine. yeah So we do we do our like training sometimes and like if we play as we do it like in Airbnb, we're like here, we do it like in Geos House, let's say, or anyone's home or in the hood.
00:39:12
Speaker
we're ah Like i'm always I'm always trying to provide the best for, for you know, for my team. Yeah. I do basically like one-on-one relations. Like, hey, I want to listen. Like, what are you like what are you saying? What's your pitch right now?
00:39:23
Speaker
yeah And then I tell them like, don't complicate it. We're Mexicans. Like, we just might speak in Spanish. that We have already read this trust. Not a lot. We have like 5% more.
00:39:34
Speaker
But the way we connect, that's that's like us us Latinos or Mexicans, we don't really trust anyone, bro. Like, not a lot of people. Not even Mexicans, bro. Like, they don't even, sometimes they don't even trust us. So that's why we have to do a good job. Like, hey,
00:39:47
Speaker
Bro, like, let me just share my pitch, if you don't mind. Yeah, yeah. If you mind. It's like, like, hey, like, I'm pretty sure you get knocked by a lot of people, right? Correct? We always want small jazzes. Like, oh, yeah. So, okay, look, so my job is, like, just to give you the information, right?
00:40:02
Speaker
So you can have it. It's kind of like what? Then, as you said, it's like my job is just to give the information because there's a lot of us like smaller companies. They're going to try to maybe put a linear property. but Maybe they don't, but that's one way to frame it. So they trust us more.
00:40:16
Speaker
It's like I'm sure you can like well a lot of people. right Yeah. OK, so look, my job is super simple. It's like I'm just going to give you the information so you have it. um you don't have to sign anything today i'm not here sign you up right i'm just i'm just gonna give it to you so you know in the future if someone else comes you already you already feel they know what's going on does that sound fair and you're gonna get more appointments just by saying that that's my pitch bro that's good but that's my picture now in spanish yeah yeah and then you've done spanish bro i just keep it simple huh can you do it in spanish spot see su Spanish is it. Perfect. In Spanish, I say, for to
00:41:00
Speaker
and in and a subli caci and thinkoum laperona castti And I always ask for the person who in the title. I never lose my time to see if they're renting. I always ask, hey, are you Juanita? No, well, yes.
00:41:14
Speaker
Okay, look, much fun. I'm René. We're Legacy Power. And I always put my hand on my chest. Because this is like trust. You know, like I care of you. Like, I care of you. Like, I care. Ah, I'm René. We're Legacy Power. One question. One question. We're busy.
00:41:28
Speaker
We're busy. not but want and they just almost go powers like busy the toable files they say mean my hino is improving in it on on um and I they always come on another thing.
00:41:40
Speaker
I always say, I'm not here to collect money or charge anything. and And they laugh. saen They laugh. I say, no, don't worry. My job is just coming to give information.
00:41:52
Speaker
Because they always come to bother, right? To touch their door, to sell things. And then you're not like, sí, siempre vienen. And then, if you listen, si escuchas, te dan más información.
00:42:10
Speaker
Por eso vengo. Exactamente, I'm here. Entonces, mire, para no perder su tiempo, yo sé que está ocupada. Nosotros somos una compañía solar. La diferencia es que nosotros venimos a darle la información para que usted sepa si quiere aplicar, usted decida.
00:42:25
Speaker
No toda la gente califica. ¿Sí me entienden? Yo no le prometo que le puedo ayudar porque tal vez no se puede.
00:42:41
Speaker
no, no, es mentiroso, es lo que sea. Por eso es que uno tiene, tienes poquito tiempo para agarrar to buy time, just want to stay with them so that they have more confidence.
00:42:53
Speaker
So we always tell stories, like, look, I'm going to
00:43:05
Speaker
And we got the date. Look, many companies will come buy a solar panels, but many people don't have to buy, they don't have money. They'll say, oh, yes, I don't have money to anything. Exactly. So, don't want to buy anything. I don't want to buy information. If it's a good thing, apply. And if it's not, look, the perdition, you know. And if it's a good thing, it's worth it. And if
Reducing Cancellations and Handling Objections
00:43:25
Speaker
it's not, it's worth it. And if it's worth it, it's worth it. if it's worth it, it's worth it. And if it's worth it, it's worth it. And you decide.
00:43:33
Speaker
And they always say, okay, okay, okay. When can you come? I how is it? And it a problem with your makepanel?
00:43:46
Speaker
ask you And not just playmo connect ta um sort of spmoly for ma comemoer with yourma yes you know less than channel man tell us okay i but iir mafa say We we
00:44:11
Speaker
That's good. But yeah, like I like how keep it simple. Another thing is you bring up like their concerns and all that. You bring up what they're probably thinking or what they thought. So seen that too, a lot of Mexican families that I help is they thought before they're gonna have to pay all this money.
00:44:24
Speaker
Yes. They just like assume that even if someone's gonna say, oh, you don't have to pay anything. They're like, you know, until they hear in like Spanish. Yeah, it's just like us, it's just like us Mexicans, bro, like we don't believe like, like there's no cost things, bro.
00:44:38
Speaker
Yeah. Or basically we know nothing's free. That's one thing that I always tell them too, like, na you regal now but to onka to says the hell islio for case thelopo you are seeing cost stay as theer And then explain to them how they can get a solar without putting money out of pocket or like, you know, like money down and that stuff. yeah um And yeah, road it's just building trust and then just having fun.
00:45:05
Speaker
You know, like don't make it that that ah that big of a deal to apply for solar. Of course it is. We have to be professional, you know, with the agreements and stuff. but um But we can do it like having fun, bro. It doesn't have to be that that that um that that's serious. like we're always We're always like, when it's time to be serious, we're quiet. But if we're like building trust and connecting, we're just laughing and having fun at the doorstep, always, all the time. Yeah, that's so good. And another thing that I do always at my pitch is I always tell the objections first before they tell me.
00:45:39
Speaker
Yeah. Because if i if I bring it up first, they cannot bring it again. Sometimes I i forget and then they tell it, oh, I should have said it first. But also it's like, that's the that' one of them. And then I'm like, hey, usually people that they look into this, maybe with another two companies, they were really saving or it didn't make sense.
00:45:58
Speaker
ah So the the most people, they they they say that to me, they're happy now. Like we could help them and they're saving a bunch of money right now. yeah That way they don't say, oh, i like, oh takes someone my came already and I'm not interested.
00:46:11
Speaker
You know, because that's if I said it first, it just buys me more time to yeah to be at the door. but That's fine. So what about last question, dear, René? Sometimes with Mexican families, Hispanics, I notice that um I have, like, higher cancellations sometimes.
00:46:29
Speaker
Just because I don't know. and Yeah, and my Spanish isn't perfect. So maybe for me, sometimes it's like, I'm not explaining things. like you But like, do you do anything that helps you have better attention for the Mexican families? i don't know if you have any advice on that. Because sometimes, you know, they overthink it or...
00:46:48
Speaker
They ah get cold
Learning from Feedback and Improving Customer Retention
00:46:49
Speaker
feet and all that. We have a couple right now actually that, you know, they talk to family members or... I think that's a big thing too. I've noticed with like, you know, Mexican Hispanics, they they hear from like their friends and family and if they hear from one of them that had a bad experience, they they're like, oh, they get really, you know, yeah hesitant to do it. But you have any advice on that? Of course. yes So...
00:47:11
Speaker
So one thing I really do is um I try to make it sound or I make it sound like if I'm not, if I always tell them like if I cannot help you, most likely no one will, no one can because like now these times they already got knocked by tons of people, tons of companies.
00:47:30
Speaker
So like usually at a lot setting, let's say, or or like at store for pigeons, I'm like, hey, usually usually everyone, like a lot of people, they really look into it, but they they didn't know like they didn't want to help them. So at the at the at the close, always make sure like, hey, it's just like with the permit poachers, right? always make sure like, hey, miss, look, ah every time I help someone,
00:47:54
Speaker
this this information it goes to public record however you want to you want to put out and they're going to call you uh they're going to they're to try to sell you something maybe like a roof but maybe they're going to try to sell your panels because you're already applying for solar right just be careful if it's but i always try to i always save my number and the installer number Any installer or the project manager, I save their number on their phone, like, okay, save this number, yeah write this. And I tell them, if it's not me or these numbers that call you, it's not from us. Just be careful, hang up, because they're going to scam you, basically. yeah
00:48:32
Speaker
And then, just just just going back to your question, if they tell me, I usually should tell them, hey, you know what? I always put examples, of brother. like You know what, sometimes if you share this with you know with with your cousins, with your comadre, like at the church, there's a lot of horror stories out there. There's a lot of clowns out there. I got this from Dak. There's a lot of clowns out there like not really doing their job properly.
00:48:55
Speaker
and And trust me, there's people that get scammed. It's real. That's why it's good for me to like tell you exactly how we work so that that doesn't happen to you. you're gonna hurt a lot of things from, you know, your your friends, family, maybe like, hey, don't do it because it's a scam, it's not gonna work, I know someone.
00:49:14
Speaker
But also, it's like if you remember when there were like this round of cars, like let's say like Kia or Hyundai, whatever, in the past, they say, oh, don't buy this car because it's not really worth it. It's trash.
00:49:25
Speaker
But now it's like, you know, it's ah it's it's a great car right right? Like there's like, usually the people that say bad things are about things like that is, they don't even know about it. It's just like mouth to mouth.
00:49:37
Speaker
And then like I have my Tesla, I like, bit I said, like, sample when I was gonna buy my Tesla, everyone was saying like, oh, they, they, they catch on fire. Don't buy them. It's trash. It didn't really work. yeah It's not reliable.
00:49:50
Speaker
But usually the people that say that they don't even, they, they they like They won't even buy it, like they cannot even buy one, bro. It's just because they see that on the news, they see that from other people, you know? yeah But I haven't had any problem with my car.
00:50:03
Speaker
Like, I hope I help i don't get any i don't have any problem with it, but I just put that example. Like a lot of people told me not to buy my car. I had no, bro, I've been my car for 40 years. Nothing at all, bro. Like no issues. It's like, usually it's people that didn't really understand how it works or what their real problems were.
00:50:21
Speaker
And that's how I pitch him. Or and that's why I tell him, like, at the close. okay Like, you're good. Or even if you... If it has happened to me, bro, cancellations, because, like I said, oh, my brother told me not to do that. So I'm just going to cancel. Or the son.
00:50:35
Speaker
That's why he's good at the close to have as most family members involved, bro. So that doesn't happen. Trust me, if I get an appointment, myself, not from a center, myself, I make sure, like, hey, miss, if it's an older lady...
00:50:48
Speaker
Hey, real quick, do your kids help you with the bills? are they I mean, do they live close by? yeah, I don't know, like, just do me a favor. Of course I want to close, I want it the same, but also I want to get an install.
00:51:01
Speaker
So I'm like, hey, do you mind calling them just to be here? Because the worst thing you want is, You sign the, you know, like the grandpa, the grandma, and then there's the son comes like, hey, why are you signing out? like, I'm agreement on a contract. You've probably been there.
00:51:15
Speaker
So I had to learn also the hard way, bro, like, okay, just just let them know, call them, and then if they can swing by so that we can explain to them. Because remember one thing, whatever we tell them, or maybe like a one-legged, you know, like just a husband, not a wife,
00:51:30
Speaker
They're not gonna say the same thing, bro. They're not gonna explain the same way. It's gonna sound too good to be true. and It's free. Nothing out of pocket. We're gonna be paying less and no commitments or whatever. So I always frame it that way.
00:51:41
Speaker
Like, hey, just just call your son, call you call your wife. If they can be here, actually better. Right now, I'm trying not to sit like one-leggers, you know? I'm like, hey, if I get there and I see the husband, oh, he's not he's not here at home yet.
00:51:56
Speaker
I'm like, you know what, like like like company policy, they they like every every every decision maker has to be here because it is important. It's your home, it's your finances, you know? um I can be here maybe tomorrow, or maybe on the weekend. We're pretty busy.
00:52:09
Speaker
Actually, yeah, I'm going to go to another appointment. I don't trust that. No, I'll make the decisions here. because Yeah. happened to me, right? Like I said, some, some, some are going to, are going to stop. Some of them are going cancel. Yeah, that's true. Yeah. I just lost one last week where similar situation is like Mexican family.
00:52:28
Speaker
And one of the daughters was like on the title of the home also owned it. So I signed up the parents, they were excited about it, but then they're still like, Oh, well, we we were going talk to our daughter. because She's also on the title and then they canceled. and Yeah. I tried to talk to the daughter, but she wasn't available. So in hindsight, I probably should have just, you know, maybe rescheduled, try to get in front of them.
00:52:51
Speaker
A hundred percent. Yeah. It's just like, they're not going to be able explain it like we are. And you don't know what they're going to say or what questions they're going have. And
Power of Referrals in Sales Success
00:52:58
Speaker
yeah. and And another thing is that, uh, let's say, for example, um, I always say,
00:53:06
Speaker
like um Like I always ask this, right, at the close, are like, hey, I'm pretty sure you know people that already have solar and it's not working for them, right? Even if they don't, they're going to say, yes, oh, yeah. So look, let me explain to you why.
00:53:16
Speaker
Like, let me lay with link explain to you why they're not, like, they're not probably saving. Probably they undersize the system. Maybe they don't have, of course, the battery, we know that's not real because if they if they the system is good, they're going to be good. But I said, maybe they just need a battery because they mean maybe they maybe they need more panels because they upgraded to an EV now. They're charging it. They put another AC.
00:53:38
Speaker
I explained to them what could have happened that that's why they're not saving. yeah And then I just put up like, look, like was playing you, for example, you're using this much amount of kilowatts. And then this is how much the system is going to produce.
00:53:49
Speaker
Also night usage to price to size a battery. And then ah just gentlemen you're going to have a battery so you don't get a true appeal basically unless you plug in your EV. yeah And then ill just stories like, hey, I know actually a guy that he got scammed because like he didn't know or they just undersized system.
00:54:08
Speaker
We don't want this to happen to you, right? Yeah. So I'm just going to do my work properly. I'm going to size it correctly. i'm going to ask you some questions. Are you going to use more or not? And then we'll go from there. Does that sound fair? Yeah. Let's do it.
00:54:20
Speaker
Yeah. That's fine. That's another that's another thing. relate you know You know, story Story
00:54:27
Speaker
But yeah, that's that's not that that's one way I try to get less cancellations. No one likes cancellations. all that work and have them cancel so frustrating um well renee it's been awesome having you on um i know you got deals to go to and all that but uh if people want to maybe like connect more with you or yeah ask you more questions is there a you on social media a good way to maybe get in touch with you and guess people want to hear more from you a hundred percent yes um i'm gonna so i don't know if you want me to say my phone number you want to put out there it's fine yeah we
00:55:01
Speaker
Yeah. anything you want to do Yeah. Phone numbers. Like I said, any any questions, any if you guys want to connect, if you guys want look into legacy, of course, like Rich to Taylor. Phone number is 619-882-0719. Like I call me, text me, anything.
00:55:17
Speaker
ah We're always working. We're always in touch. If someone needs needs help, like a Spanish pitch or how to, uh, how to, uh, you know, how to find like this, this hoods, right? Yeah. Uh, there's a lot of tips that we, that we're gonna, that we can, we can, we can share and, yeah and yeah, just an advice for everyone is like, just, just believe in the product, uh, believe in the company, believe in solar is working. i have family members that they, I've helped.
00:55:44
Speaker
Awesome. Um, industry is changing a lot so we can help even more people right now that we can, we should just take advantage of it and, and, and just focus on helping people, not really the commission, which is just part of it. But that's just gonna, that's, that's, we're gonna get the money anyways. Like, just, just just like, okay, I wanna help 10 families this, this week.
00:56:06
Speaker
You're gonna get paid anyways. So that's another thing.
Connecting for Further Advice
00:56:09
Speaker
I look at it now, it' like, eh, you know, sometimes we get issues with installer, like everything, you know, every any construction job, but I try not to take it personal, while you know, like, that's just how, how the business is. And yeah.
00:56:20
Speaker
and yeah Yeah, no, that's one thing I've learned from you and Jose, the other, um, your other guy that are closing so many deals. It's like, you guys definitely care more about the the customer, or the families you're helping them, the commissions.
00:56:33
Speaker
And, uh, you know, you'll do whatever you need to, even if you're making little amount on the deal, still more, still more focused on helping the family. And I think that's how you have long-term success and the people that are focused on the commissions, they're the ones, they make the quick buck and then a lot of them are out of here. Right. Yeah. Stuff gets hard, but yeah, i had, um, just, just real quick. I know, I know we're wrapping up, but i yeah, actually I like, like if i It has happened to me that I price maybe like super low just to help the old lady. Yeah.
00:57:01
Speaker
And it just ends up she's having like five referrals, brother. Exactly. Because she's like, hey, you help me. Hey, have my sorority. You know, I have my uncle or whatever. Yeah. And I just keep getting references too. Because we like if you do a good job, you're going to have more references.
00:57:16
Speaker
So you can yeah maybe sell a little bit more without having to go out and knock a lot, you know, which that's our main goal, bro, like knocking. I mean, I love it. But if you do also a good job, you're going to have in the longterm more references.
00:57:30
Speaker
Yeah. And you can just share the reference of, yeah, look like a hell this lady. And then she gave me this, isnt this, and this. That's just like social proof. process Yeah. But yeah. It helps a ton. Or Renee, thanks for kind coming on and, um, yeah, appreciate you sharing some advice on how to better help the, uh, you know, Spanish, Mexican families specifically.
00:57:49
Speaker
um but this stuff, it works for everyone. Right. But, um, You know, if you can learn another language, if you can learn how to like focus on a niche market, yeah I think they say riches are in the niches. So yeah, it helps to be able to focus on one, you know, specific culture and really master, thanks you know, the families you're helping out.
00:58:11
Speaker
So thanks again, Rene, and excited to see where you go. Thanks for the impact. We're going. We're going to be around. You're going to see us around, it and everyone's going to be seeing us around. Follow follow Taylor, follow ah you know like like Legacy, Legacy Nation, Legacy Valor.
00:58:26
Speaker
yeah And ah you're going to see us You're going to see us there. Thanks for the impact, bro. Thanks, Rene. What's up, solopreneurs? Hope you enjoyed the episode. 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.
00:58:45
Speaker
One of the top questions I get asked on Instagram, on Facebook, by our listeners is, Taylor, where should I start? What episodes should I listen to in the podcast? You got too many podcasts, man, because now we have over 200 episodes.
00:59:00
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.
00:59:13
Speaker
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00:59:38
Speaker
And especially if you have not listened to them, go listen to them and you can re-listen to them. That's going to show you how. So go download it and we'll see you on the other side.