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How a Former Athlete Built a 250-Rep Solar Empire - Mana Kobe
210 Plays5 days ago
Mana Kobe, the founder of NSPYR is on today to share his inspiring story and his path to uplifting solar reps in his own self-built network. Rekindling passion and commitment after a career-changing incident, he now leads an organization that uplifts individuals with focus on growth and supports their progress in the solar space.
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Transcript
Taylor Armstrong's Journey to Success
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong. I 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.
Avoiding Sales Mistakes and Solopreneurship
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.
Innovative Sales Strategies for San Diego
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 to door sales team here in San 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.
Introducing Solar Scout App
00:00:57
Speaker
Then we discovered an app called Solar Scout, but it's not a 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. But I told them, hey, I'm going to talk about SolarScout on my show, you need 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. Okay, back to the show.
00:01:45
Speaker
All right. What's going on, ladies and gentlemen? We're back with another podcast.
Mana New's Impact on Solar Sales
00:01:49
Speaker
I'm excited to have this guy this guest on. He is inspiring thousands of solar sales reps across the country.
00:01:56
Speaker
And ah what more fitting because he is actually the founder of a sales org called Inspire and runs a pretty large team over there. So this guy is blowing it up.
00:02:07
Speaker
right correct me if I'm wrong, but running the org over the entire i'm kind of Northwest out here. So ah yeah, man, I know you're doing some awesome things. So excited to hear about it. So think we got ah the one, the only Mana New.
00:02:20
Speaker
Hopefully I'm saying that right. Coming on the show with us. Yeah. And thanks for coming on with us today, Mana.
Mana New's Background and Transition to Solar
00:02:25
Speaker
Appreciate it, man. Thanks for having me on, man. i'm ah I'm a big fan of of the Soul For Newer Podcast. Yeah, love to hear it. Yeah, always, always like having people on. You told me before the show that you got some you guys listening to it. And yes, that always gets me excited. That's, that's ah really the reason I keep doing this because, ah you know, hear from guys like I'm like, okay, people know that there's a few people is not there.
00:02:45
Speaker
and sore you you're role lot dude So I'm a big fan myself. i've I think I started listening to your stuff about six plus years ago. So it's kind of crazy how we come back full circle. Well, yeah, i know you're doing some great things and you've also made a huge impact on a lot a lot of guys out there and running a large organization, big team.
00:03:03
Speaker
So yeah, why don't we start with that? Monty, do you want to tell us how you got in the solar and how you ended up in what you're doing now at this point? Let's go back, man. I think for me, I got into solar. i mean, I'm born and raised in Inglewood, California. So I was ah grew up in Inglewood, lived in Compton.
00:03:18
Speaker
To the age of 16, moved out to Utah, played some basketball. and And during that time, got a college scholarship. had a kid at 18, trying to navigate through life at the time. And so i was chasing the NBA dream. Wanted to go play you know pro sports. That's always been my my goal as ah as a kid.
00:03:33
Speaker
I was blessed to go play a little bit overseas for a bit. and it was a short run, but got hurt, broke my foot. and Then that's essentially what got me into the solar game. A couple of buddies reached out to me from UVU and was like, hey, dude, you should come check this out. and My solar career started out Stockton, California, the good old Central Valley,
Leadership Growth in Oakland
00:03:51
Speaker
good old Mecca. i Got into solar my first like my first day, I think I was in a transition of just trying to make money and had 32 bucks in my account. I was in LA.
00:04:01
Speaker
My mom and my dad was like, hey, you probably should go find a better job, but I don't know. just competitive. And I was like, let me just go give it a shot. Drove from LA, got stacked in at 10.52 p.m.
00:04:13
Speaker
Next day, got a polo, and then i was out the doors. yeah And then that first month, I think I generated six figures and never looked back. That's crazy. That's funny. that's where Not a lot of people know this, but that's actually technically where I started Solar 2. Crazy. um It wasn't an official start because had a buddy that it was up there. This was back in like 2013, something like that.
00:04:33
Speaker
yeah But yeah, he was running like a little dealer up there. and I didn't like I just went for like a couple weeks and sold in Stockton. So that was like my first exposure to solar. I didn't like officially start it up there, but that was my first kind of like shadowing I did and where I started. And yeah, Stockton, man, it's a it's a crazy
Challenges and Adaptation in the Solar Industry
00:04:51
Speaker
place. I think it was voted as like, I don't know how it is now, but I know it was like one of the most dangerous cities in America or something like that.
00:04:59
Speaker
It's crazy say that because, you know, as the new guy, right, when you're in this organization, you're in the hood. You're just kind of knocking the trenches. And I had no idea. But looking back at it, I was like, there's no – why was I knocking this hood? Because it is a really dangerous place.
00:05:15
Speaker
um But, you know, you just have the confidence to just go out there and get it done. And i actually, I did really well out there. So I love Stockton. Yeah. yeah no it's a great market yeah interesting city for sure but yeah i think my buddy i think he sold one of like the diaz brothers you know nate diaz hey yep yep so yeah yeah it's a rough it was for stocking you know i think it was it was good for me coming in coming in to such a hard market just just because it was so saturated i i don't like the word saturated because i feel like your skill sets would be so good that there's nothing saturated for you but at the time
00:05:50
Speaker
you know knocking those doors back in what, 2017 or so? don't even remember what year it was, but you know you'd be the sixth, seventh, eighth guy that day knocking that door.
00:06:00
Speaker
I loved it. think it definitely taught me what I needed to learn to succeed to where I'm at now was going through going through that transition. Yeah. So yeah, you started Stockton. So what did it look like? When did you start your own organization? And what it looked like after that? Did you immediately start leading a team or you were just closing deals, making money or...
00:06:22
Speaker
where did it go oh it's crazy to bring that up i think for me my i think my first year as a rookie i did a hundred and something accounts about 90 of them were sub-gen so i i took the sub-gen route i think within i was with the organization for it started out pretty small and it was like we grew within a year to almost a thousand reps but within my third month i was manager so have to remember uh you know his name is brandon you know he he texted her he came in he flew in from utah and then in a month two he saw my stats and he was just like hey dude uh I think you're ready to run run your own office.
00:06:54
Speaker
And so he sent me out to to Oakland, which is about two hours from Stockton and then I got into management. So I think for me, I learned pretty fast, you know, how to get, how to go sell and how to go manage. And so i started up with a couple of buddies of mine from college and then we grew it to an organization of 50, 60.
00:07:12
Speaker
And then the next year I got into California, went back took my talents down south and then now you know dominated from LA to San Bernardino to the IE and then to your neck of the woods at the good of San Diego Gas and Electric. I was with that company for you know for a couple years. And then you know there were some things that shifted in an industry that forced me to, I guess, go figure it out on my own. And so I just kind of took the risk to just go you know bet on myself and created my own dealer at the time and now navigated through that uncertainty and was able to figured it out for four years. And then luckily, I was blessed enough to to meet some good people along the way. And I think that's the great thing about solar. You just have so many great networks. And then um I was able to, you know, get back to my neck of the woods, which was which was Washington, just because I was living out of suitcase for the last five years.
Personal Motivation in Sales Success
00:07:56
Speaker
You know, Monday, Thursday, sailing on the plane, Friday, Sunday. And I did that for about five years. So it's been a great journey. But that's one of the things I look back. And that's one of the things i talk about with my guys is that solar career, that solar journey is is ah it's a special experience once you go through it.
00:08:11
Speaker
That's awesome. And um I don't know if I hear this too often. So you you didn't start in any other door to door industry. so You started in solar back in 2017, you said and it's been solar ever since. No, I had no door door experience. i had no business. taylor viion door to door I'm six foot five. um I'm talking a big brown dude. So it's like, you know, pretty intimidating. But I just, for me, it was just I've always been an athlete. So I just treated it just like sport and just figuring out, you know, figuring it out as I got. I didn't have a pitch.
00:08:40
Speaker
I didn't even know what utility goes at the time. he said It just got a clipboard and said, go figure it out. But yeah, no good or no experience. Wow. Yeah, that's, that's definitely unique because, uh, you know, most people that started that long ago, myself included, a lot of us, we came from, you know, like pest control, alarm, stuff like that.
00:08:58
Speaker
And, um, so it's cool to hear that you came in. It sounds like it was pretty much success right off the bat and six figures your first month. um which is incredible, especially with no door to door experience. So yeah, I mean, I think people are probably listening to that. They're like, man, i've I've been in solar a year and I haven't even gotten close to having a month like that.
00:09:17
Speaker
So what is it you think? i'm Looking back, do you think there's anything you would recommend or anything you did that um helped you just have like success that quick, especially coming in with no door experience?
00:09:28
Speaker
Yeah, that's that's a great question. I'm glad you asked that. you know For me, i look back to Edna Taylor, ah think what it was was understanding my vision. oh I think knowing what I wanted for myself and having that mentality of sacrificing what I want later um or sacrificing now for what want later, that was big for me. So you know during this time of my transition, you know i was going through a custody with my daughter. So I needed to make $25,000 within a month to pay out attorney fees. And I just had this the sense of urgency to get out there and go figure it out. how
00:10:01
Speaker
But for me, helping me get to that type of success, so really a lot of it was I just had systems in place. so um I wasn't a natural extrovert. I didn't really like talking to people. I think I had some had to learn.
00:10:12
Speaker
wow I'm a super introvert, but I just relied on my system. So a lot of that was just my routine. I would say you know starting out if you're brand new to the industry is just figuring out what works for you. you know For me, it was getting up at 6 a.m., jogging around the block, visualizing myself on the doors at 6 a.m.
00:10:29
Speaker
When I did clock in at 9, I've been clocked in for three hours. So just that type of mindset helped me have the confidence. And then more importantly, just being competitive. If I got five sets that day, the next day I'm going for six. If I got six, I'm going for eight.
00:10:42
Speaker
and So I just had this kind of chaotic obsessiveness with like beating my numbers. And so yeah in my first three days, I think I said 20 appointments and in my fourth day, I was already subjointed. Yeah, it's kind of blah.
00:10:54
Speaker
yeah Well, yeah, and it probably helps too, especially if you had to make money that quick. You said you had to pay 25K for custody and all that. I would imagine that's probably like you're like, I got no choice but to figure this out.
00:11:06
Speaker
And ah maybe you said you had friends that introduced you and all that. Because know for me, it's like I tell some of my guys all the time when they ask, like, how how do you how do you stay consistent and all that consistently make money in solar? And I say a similar thing. It's like I got three kids.
00:11:21
Speaker
I got a mortgage. It's not cheap in Southern California. And so it's like it's pretty much do or die. So I'm going out there with the urgency that it's like, hey, this customer is saying no. If I accept that, then in a way I'm letting my family down because like they're counting on me to show up to pay the bills.
00:11:36
Speaker
and pay the mortgage this month. And it's like that. That's why i believe in the product. I believe in myself. And I know it's I know but other people are counting on me.
Adapting to Industry Changes
00:11:45
Speaker
So um um sometimes, you know, we get the guys coming in that they don't have many bills, maybe they living and with living with their parents.
00:11:52
Speaker
And ah I think it's tougher for them to maybe find that why and maybe you dig a little deeper than other people. But yeah, would you say that was a pretty big thing that helped you just like knowing that you come up with the money you had to pay for your daughter and stuff right off the bat?
00:12:06
Speaker
Yeah, i just you know I just have powerful wives. and I think a lot of it is just my upbringing. I didn't have the best the best childhood. you know Pretty poor growing up in ne LA. so I think everything for me in my life has always been um earned, not given. and so I just have this mentality of, um you know I can't feel sorry for myself. No one's going to come out and give me. a you know they're not There's no jackpot that's going to be awarded to me. and so I just learned this mentality that you know my wives are strong. so I think for me, it was kind of a ah blessing in disguise to get into door to door.
00:12:35
Speaker
just because I had a lot of strong whys coming into it. I don't think if I had the whys that I had at that time, I don't think I'd be here right now. socon I think for a lot of new but like new guys who are listening to this, if you're struggling with that, it's really important to so dig a little deep. i mean if your're If your whys don't scare you or make you want to cry,
00:12:52
Speaker
They're not strong enough. Yeah. yeahp yeah And then um what did you say? Because I know there's people listening to this too. They're like, oh, Mona, that was so long ago, 2017. They're like, solar's changed. I know some people tell the tell this story that solar is like way harder now. That, oh, you can't have you can't make the um but same money now. It's way more saturated or...
00:13:11
Speaker
Trump's big, beautiful bill, whatever's going on. So like, what's what's your take? Do you think solar is harder now with the stuff that's changed? You say it's harder, or easier, just difference. What do you like tell reps that are like, oh, it's completely different now than it was back then?
00:13:25
Speaker
you know Just to keep it just just to keep it you know fully transparent, it's it's it's definitely different. you know The industry has changed. I'm excited about where the industry is going just because if you don't really have a real skill set in the solar space, um you'll be exposed.
00:13:42
Speaker
um but I like the changes that are being made because it you know I think you can get away. I think in the past, you can get away from not really knowing solar and just go selling price. Now it's actually knowing how the product works and knowing how the grid works and having to take a little bit more time and the attention into details on like what our product does. and That's like what you mentioned earlier the call is that conviction of a product and I think it's the best time. I think 2026 would be the biggest year.
00:14:08
Speaker
you know I'm a big crypto guy. So it's like you know in the times of uncertainty, that's the that's the time to go make the most money.
Developing Talent and Leadership
00:14:14
Speaker
And so with a lot of the changes, learning how to navigate through it, if you can if you can understand how to go sell value rather than price, you'll dominate.
00:14:21
Speaker
Yeah, agree. yeah agree. You know, it's probably in some ways. Yeah, I think it is harder because like you said, you got to be more of a professional now. You got to know the product better, especially where I'm at in California. we got to know more as far as batteries go, how to size it, things like that.
00:14:35
Speaker
But um yeah, it's at the same time, it comes with a bigger opportunity because um I would say, i mean, I've been around San Diego. uh since like 2017 2016 and to me it feels like the doors are way fresher now because like so many people have left companies gone out of business yeah so it's like there's a lot area i mean don't get me wrong it's they's still competitive there's still companies and all that but um there were times where it's like you brought up solar and then it's like instantly closed the door and uh i think i think it's now it's not it's not uh quite as bad so we there are some pros pros with that too
00:15:11
Speaker
as As far as the solar, like, you know, me selling California and also Ness DG&E, Edison, PG&E, it was different coming to like the Northwest. And why it was so different is like, you know, out here in the Northwest, you know, power is like six, seven, eight cents.
00:15:26
Speaker
So when you look at like the magnitude of what people are paying, it's like, well, how do you sell in ah and a market that's typically lower in power? And, you know, one of the things for me is just knowing like a lot of these states is is headed towards that, those rates that California is currently paying.
00:15:39
Speaker
And so if A lot of it is just being able to sell the vision of like early adoption, where if you had an opportunity to lock in gas at a buck 20 years ago, would you do it?
00:15:51
Speaker
And that's the concept now where you know obviously in other markets, people are not seeing 60 cent kilowatts a kilowatt hour. um But we know it's coming in the next five years with AI and just the supply and demand of the grid.
00:16:03
Speaker
um This is not a problem that hasn't been figured out. And I'm glad to be on this part of the side of figuring out the the solution. There's a lot of upside. And I think solar is going to be, you know, solar going to around for the next 20, 10, 20 years, in my opinion.
00:16:15
Speaker
Yeah, for sure. And so what does it look? I know you're up now in Washington. Are you actually selling up there? Are you still like coming down to California and all that? Or like, what does it look like as far as working day to day and everything up there?
00:16:28
Speaker
Well, I definitely want to come back to California, dude. I mean, commissions are a lot different. For sure. to um But for me, you know I've taken on a different role in my career. I'm more of a developmental side of the business now of just developing new talent and showing them the ropes.
00:16:45
Speaker
So I don't really have too much tie to California anymore. I do miss it. um But right now, I'm just i'm focused out here in the Northwest and then building out. you know We're going open up Tennessee next year, Nashville, Georgia,
00:16:57
Speaker
A couple of markets out in the Midwest. So that's kind of where I'm at now.
Building Team Culture and Standards
00:17:01
Speaker
Cool. Yeah, i mean, different levels of leadership. I just just did a podcast with a few people where we talk about, you know, those levels of leadership, first leading yourself, leading other people, building up other like ah other leaders.
00:17:13
Speaker
So it sounds like you're more... Now, you know, just trying to grow other markets, grow other leaders. um What's been some ah some challenges with that? i don't know What have you seen? do you like more? Do you miss like being on the doors selling?
00:17:26
Speaker
or what would you say has been ah some adjustments you've had to make into the role from selling and to growing other leaders? Oh, man, I miss selling, dude. i love I love the doors. I love knocking. mean, still, if I got time to get out there with the guys, I'll go out there and go hit.
00:17:40
Speaker
hit the pavement. um But you know that's what leadership's about. Leadership is about ah sacrifice. And I've embraced that role just because I love my people so much.
00:17:50
Speaker
and know um'm im and I'm invested in a lot of these guys that you know trust me with their lives. you know A lot of these guys have you know three, four kids with families and wives. And so it's important for me to see them grow only succeed and But you know if there's a time where I need to go and close down the same day, I'm not opposed to it.
00:18:04
Speaker
yeah So we love something like this. yeah so what's because what uh a big challenge i see i've been with companies where it's just like so tough to grow leaders in other markets you talk about opening up different states different markets um so how do you guys do that successfully sometimes it's so hard to be able to do that while you're like in a completely different state you're trying to help them you're not like in the field with them every day so how do you like find ah solid leaders that will do the job and open up these new markets and then just be able to help them actually do it instead of everything just crashing and burning when they open up a new place.
00:18:39
Speaker
Well, I'll tell you how not to do it. is I think for me, when I first started, I think that's another skill set of recruiting is all money is not good money. So just understanding like what your standards are and what you think culture, think the word we're looking for is culture on what you want to build. For for me, i wanted to create a culture of success, mentor young entrepreneurs to develop them through financial literacy and freedom.
Managing Rapid Team Growth
00:19:06
Speaker
And so everything that base was based off of that was making sure we had the right people. um you know A lot of that too was I changed a lot of my you know recruiting out of state, you know flying deep find guys, a blitz model.
00:19:18
Speaker
I don't believe in the blitz model now. i I'm more of a... It's year round. um so A lot of it is just sorting through talent and just making sure that they're the right fit for for what we're building. and you know i've I've actually put turned away a lot of really talented solar guys just because they didn't fit the standard of what I was looking to go build. and so I think culture is everything as far as building and opening up new markets, making sure that you know we're doing things the right way, regardless of whatever you know side of the team we're on in front of the company, just protecting the solar industry as a whole, making sure we're doing it right way.
00:19:52
Speaker
I watched, I actually know you had Jeremy Rose on one of your shows. He's a good buddy. And, ah you know, Attorney Generals are watching. So, you know, it's um it's important to make it sure you're doing good business at all times. 100%. Yeah, no, it was a fun podcast. Just did one with Jeremy recently. So yeah, he knows all about that.
00:20:09
Speaker
um Yeah, no, super important. We don't want to be getting shut down. And so what are you looking for? You talked about you, you're looking for a guy that fits your culture, ah your core values, things like that. So if you had to say like, what are you, what are you looking for when you, when you're trying to hurt someone?
00:20:25
Speaker
and the other My three principles that that I focus on, and I teach my leaders on bringing new talent is they got to be hungry, they got to be humble, they got to be confident. Those are the three core principles I'm looking for in an individual. and The biggest thing we're sitting down with these recruits is just understanding what are they looking for in their life.
00:20:43
Speaker
you know Is it money? Is it opportunities? Is is a relationship? Or is it growth? um Usually when they answer you know money or opportunities or relationships, they're already in the wrong mindset. And so we focus on individuals that are really wanting to grow. like if If you're focusing on growth, money comes, relationship comes, opportunities comes. And so that's really what we... you know Hiring is probably the most important thing in building an organization.
00:21:07
Speaker
Because if you hire the wrong person, do you know one bad apple can spoil the whole tree. Yeah, percent. And so you said, I think before we started the call, you said we had, you had what, about 85 reps right now that you're over? Yeah, I heard we're growing. So the goal is to get to, I think my goal is ah like getting up to 250 in the next year. So lot of it is just for me is is building organically and just making sure that we're developing leaders. You know, my my my mentality is we're not in the solar business. We're in the people business.
Maintaining Focus and Motivation
00:21:38
Speaker
So just making sure we're developing people. Yeah. Yeah. Yeah. yeah Well, I'm curious because we know what's happening right now with solar. We got and know Trump's big, beautiful bill, tax credit ending end of this year.
00:21:50
Speaker
um you know, luckily for us out in California where we're doing PPAs, leases, it's not too big of a deal for us. But we have seen a lot of turnover, even personally on my team. I lost, you know, last quarter, I lost a few of our more solid closers, um had to go through some ups and downs. We're rebuilding a little bit from some of our solid guys we lost.
00:22:13
Speaker
And i think they just let some negativity get in their head and... you know, started thinking about changes with solar and, um, yeah, ultimately just decided that they wanted to go switch to a different industry.
00:22:26
Speaker
So do you have any advice, like how you keeping guys, um, from just like staying positive with, with changes and all that in the industry? What do you do to keep your guys focused on the positive, um, just go through the whole solar coaster without, um, you know, thinking they should switch to a different industry when all the craziness is going on?
00:22:44
Speaker
Yeah, that's a that's a tough one. I mean, we can go so can go deep in that one. it's for me For me, what I've learned is, and I'm still, you know, leadership, you'rere it's a continual journey of just learning.
Setting Expectations and KPIs
00:22:56
Speaker
You know, there's mistakes I make every single day, but I learned that the best way to keep um guys, and it's really the trust but that you're looking to go build, is being compassionate, number one.
00:23:06
Speaker
but also being persistent. and so For me, it's just having a high level of accountability of the same way we set the expectations for homeowners sitting down in the homes is the same expectation that have sitting down with the recruit on what they're looking to go build with us. and so you know If they're sitting at my desk and they're Their expectation of coming in the door door is, hey, I want to make $100,000 or I want to make $200,000, whatever it is. It's just it's my responsibility be as a leader to make sure I hold them accountable.
00:23:34
Speaker
um I think accountability is something don't see much in in the industry. and I think guys need accountability. and A lot of that is I'm ah um'm a big i'm big on numbers. so A lot of it is KPIs.
00:23:46
Speaker
You mentioned the solar coaster. i don't ever get on that colal on that ride because it's not a fun ride. and I've seen a lot of my buddies do it. It's just making sure that you understand your system and process of KPIs. you know What are your key performance indicators to ensure that you're getting the right result that you're looking for? Because you know the the saying is, insanity is doing the same thing over and over and expecting a different result.
00:24:09
Speaker
A lot of it is sitting in with those guys in their standing role. If you're struggling, like let's break down the funnel. you know Is it an hours issue? as you know Is it a door knock issue? Or is it a set conversion or a set conversion issue? A lot of times when you're able to sit down and understand what youre what's your business and at the end of the day, we as solopreneurs, we're self-employed.
00:24:28
Speaker
so If we don't go out there and create results, we're not making money. and so if It's my responsibility as a business owner myself to understand, okay, what is my business doing this week? What is my business doing this month?
00:24:40
Speaker
And if I if if i can track that, then I can take the emotion out of it and just understand that, hey, maybe I had a big bad day.
Success Story: Overcoming Challenges
00:24:46
Speaker
and Maybe I bageled one day or one week, but I know what what's what's going well in my funnel.
00:24:51
Speaker
So I would say that's my input on that. Yeah, yeah, I agree. Yeah. And a lot of people, especially newer guys, they don't, you tell them, but then a lot of times they forget. and so I know, I know a big thing that's helped our team is just doing like the one-on-ones with our guys.
00:25:06
Speaker
Especially if so if you have a smaller team, um it's been so helpful. Just like sit down one-on-one with the guys and say, let's look at your actual numbers, see what's happening, see what the conversion is.
00:25:17
Speaker
um Maybe if you have a bigger team, you can delegate some of that. Or we'll do like weekly calls with our squad and have like a score tracker for all for everything. So yeah, super helpful and something that needs to be tracked and used to hold people accountable. Because if not, I think you have people can get in their heads and they can think they're working. But then you look at their numbers.
00:25:37
Speaker
It's like, hey, man, you think do you think 50 doors knocked this week is going to get the results that you said you wanted? Probably not. Probably gonna be tough, right? Yeah. mean, a lot of reps that come into it, it's like a lot of it is changing your habits. So, you know, understanding, okay, what are the top earners doing? What is their schedule looking like? You know, and gives them something to look at. Okay, this going to be like 50 doors knocked and you want to go make $160,000 is probably not going to cut it.
00:26:05
Speaker
So a lot of it is just moving as a top earner. So yeah, Mona, do you have any times, any ah maybe like reps or leaders that you have right now where they're maybe like getting in their head, thinking of thinking of quitting or just getting caught up in changes in solar and then you were able to like sit down with them, create like a success story out of it and ah anything that helps? do you have any like, I don't know, examples that can think of?
00:26:29
Speaker
Yeah, and and's probably there's probably a thousand. um I think that's something that i I think it's one of my superpowers is just being able to sit down and be present with a lot of reps.
00:26:40
Speaker
One that comes to mind was, you know, i was recruiting a rep, you know, last year, you know, I opened up the market literally with no reps. You know, I came out from California to Washington with just myself and I had to do it from like scratch.
00:26:53
Speaker
And there was a, you know, I put post out there on IG. I had a guy reach out to me on B&E. He DMed me. You know, he's like, yeah, I'm interested in it. And I just told him, like, hey, man, just come hear it out. You know, he has two kids, two homes, high-paying job.
00:27:07
Speaker
You know, he's making $150,000 a year. And so I told him just come do this part-time. And then, you know, during the transition of it, you know, he was kind of in the, he's like, hey, man, this job is like not hard, but it's hard on me mentally. And I just don't feel like I can't do this job just because of just how much time and attention, especially closing, right? Closing is just, it's not an instant gratification. There's a prolonged process. So I think that's one of the things he struggled with is like, cancels.
00:27:31
Speaker
You know, had, I just, I had like freaking three, five bills this week, three canceled, and I got to put food on the table for my family. So I sat him down and you know, I looked him in the eyes and and just told him, cancels is part of the game. That's part of the Growing but just understanding why those jobs are canceling is is what that's trying to teach you and so fast forward he was able to Go back out there with full confidence and then you know putting his job and now he's the manager for me now He's actually running an organization and now he's on track to make 350 this year But a lot of it was just $350K in Washington, which you know most most reps out here were here for five, six years to get solar. their Their best year was like $200K. And so it's cool to see guys that can actually just trump the process and go dominate.
00:28:18
Speaker
Yeah, no, that's incredible. Yeah, especially because Washington is crazy. I mean, the rates are what, like 10 cents up there? It's 10 cents. it's it's since sense I mean, you know, Bonneville Power, which is which is a government plant right now, is you know going up 24% this year. And and so there's going to be an influx on utility rates rising.
00:28:38
Speaker
But...
Motivating Through Competitions and Incentives
00:28:39
Speaker
You know, it's kind like California, man. I wish I would have gotten solar back in 2010. twenty ten know Yeah, for sure. you know That's cool. that's ah Yeah, that's a good story, though. um But yeah, I want to talk to you I know you mentioned you're a competitive guy. You came from the basketball backgrounds.
00:28:54
Speaker
And i think that's huge. Having like effective competitions for for reps and getting them going. um what are some uh do you guys do you guys have any big competitions in your company that you do or how do you get your guys like bought in to kind of think of it more like a sport and compete and like think the way you did when you're starting out you have any advice for that yeah as far as just some of the things that we do is you know we'll do uh you know monthly incentives for if if we're i like to ball out uh so i mean we we will do like a seahawk game or we'll do like i just take our guys out on the yacht we get a water to wine incentive But a lot of it is just giving guys something to chase for. But it's great to see what they push for because you know you see what the income they generated throughout those competitions.
00:29:39
Speaker
And so I'm a big incentive guy, but I'm um'm a big culture guy. So i love reinvesting back into the culture and doing fun incentives. I don't think guys would be that thrilled if I just offered $50 cards.
00:29:51
Speaker
so the senate oh But, you know, guys, you know, guys, let's try, you know, the Travis Scott and, you know, things like that. And a lot of it is just being or being able to to be around top earners. You know, when you go and compete and you actually go do something that you've earned, it's cool to hang around the people that earned it as well. And you guys can speak the same language.
00:30:10
Speaker
for sure yeah yeah it's funny have it i have one of our guys that i'm working with right now uh he came from like a call center and he was like the top rep i think it's for like american express selling credit cards or something like that and he was the top rep for that and he said they did like the award ceremony at the end of the year And yeah, they literally gave him, I think it was thousand a $100 Subway gift card or something.
00:30:32
Speaker
like Like for me and the top rep, I think you said like for the entire region. And he's like, okay, thanks. I made you guys millions of dollars and I get $100 card.
00:30:43
Speaker
You know, it's funny, Ted, you know, my first sales job, was a telemarketer in Arizona. I was actually inside sales and was a software. And um I made, i think during that time, think I was like 19 or 20 years old, but I was the best sales guys in the West region.
00:30:57
Speaker
think I would get like five bucks, five to 15 bucks up for a sale. And I thought that was great. And and it anyone I think at the end of the year, ended up a like a $50 cell gas market. And i was like, well, thanks. Thanks guys. but Yeah.
00:31:15
Speaker
So yeah, you know, give give stuff that people actually want. It's not just to go straight to the trash. I think that's important. but yeah i need to guess they hit on the essential part I know most people aren't really money motivated.
00:31:29
Speaker
um I was never one of those guys that I didn't want the prize. I think the real incentive is figuring out the vision of like what you want to accomplish with your income. still A lot of it is you know I hold our guys to a to a monthly minimum of and income. you know I don't manage people, I manage systems. So as long as they're following the systems in place, I think that's the real incentive to making sure that they hit their gross and net goal per month.
00:31:55
Speaker
And just throwing an incentive on top of that is really what drives production. So i've I've noticed that's the biggest thing is making sure guys that, you know who have a mortgage or who have a, I'm a cheer guy, so cheer is expensive.
The Value of Referrals in Sales
00:32:06
Speaker
So it's like making sure that you have that income to go do the real things that want to go the fun stuff. Yeah. Love that. What about, do you guys have, uh, you know, anything like monthly standards or anything like that in the company where it's like, Hey, you gotta be hitting a deal or otherwise we're, um, cause I know it's a tough challenge. You don't want guys like, I don't know. We always try to lead more with the, uh, with the, the carrot and then the,
00:32:30
Speaker
think this stick we try to make it more of like where people aren't scared of being let go but more like hey let's keep a positive chase the next thing but the same time there's got to be like standards and guys can't just be hanging out so what do you do how do you how do you how do you lead like that and how do you uh maybe just like you know get rid of guys that aren't producing aren't showing up do you have any any tips on that or any like standards that you guys hold for your guys Yeah, big time. I'm ah' a big standard guy. So a lot of it, I operate with high SOPs.
00:33:00
Speaker
So our s SOPs are are non-negotiables. So for me, it's just understanding, you know, be a man of your word. is If your goal was X amount, um making sure you hit it.
00:33:11
Speaker
I would say for me, it' I'm lenient and compassionate with performance as long as there's effort. you know I'll never knock a guy that's out there working the extra 30 minutes when it's dark out or clocking in a bit early.
00:33:24
Speaker
um But what I can do is complacency and laziness. If a guy is constantly being a negative man, complaining about, I'm not getting leads or why am I getting the crappy ones? so Why can I get the better ones?
00:33:39
Speaker
That's typically just a lack of initiative. and I see a lot of that comes from self-gen reps, reps who are lone wolves, is they don't they need a team. you know You got to be surrounded around individuals because I know there's most reps that think they can do it on their own typically don't last long.
00:33:54
Speaker
um So it's really important to make sure you're working with me. So my line of goal was um as long as you're putting effort and activity towards it, I'm compassionate. I'm willing to work with you. But, you know, if if you're complaining and I see zero activity and um then there's nothing for me to base on I go off the data, then it's probably best to part ways.
00:34:13
Speaker
Yeah, that's good. but but Yeah, um people needs people need to be held accountable for sure. um And before we start im kind of wrapping up here, Mana, and speaking to closing, ink um I mean, sounds like you've always been super high level.
00:34:28
Speaker
You said six figures your first month. So what do you wish to speak on that before we end here? What do you think separates the great closers from the good ones? what are you What are you seeing that your top guys are doing? um Getting the malls deals, separating them.
00:34:41
Speaker
I think the difference of a great closer and the average closer is definitely the value build and learning how to master expectations. I think that's one of the things I've learned was, you know, we call it babysitting, where it's like you sell a job and then you babysit it to you know to install.
00:35:00
Speaker
But what I really got great at was setting like clear, proper expectations. And so you know when a closer can really sell the outcome of what what the prospect is going to get with the solar process, um I noticed retention is a lot higher.
00:35:12
Speaker
you know like For instance, if I tell you that, Hey, I'm not going to talk to you, Taylor, for the next three weeks. So if you don't hear it from me, that's great. um But if I say, hey, I'm going to call you tomorrow, I don't call you back the next day, that's typically when homeowners lose the trust.
00:35:26
Speaker
So I would say the biggest thing with great closures is learning how to sell the outcome and the expectations. um And if you could master that, you're going to dominate. um But it's typically pipeline, right? you know Anyone can sell deals, but you know nothing matters unless you get glass on the roof.
00:35:41
Speaker
So I've always been, a I think the best closer, the greatest closures are the are the closures that can generate referrals. you know I have a strong relationship with homeowners where solar is really one transactional one transactional, where it's like I sell it and I forget it.
00:35:56
Speaker
I'm opposite. um I'm going to be your best friend. going to be through the process, and I'm coming back and asking for referrals. If I could compound those cells, I don't need to go get 100 new leads, 100 new cold
Building Confidence and Self-Belief
00:36:08
Speaker
doors. I can actually work my referral program. I think referral is something that's definitely underestimated in industry I see, where if you take your time and really care for people and do it the right way, you're going to see a more success.
00:36:20
Speaker
Yeah. Well, how do you, um, yeah. How do you like stay organized with referrals? Cause that's something I struggle with is, you know, we got a couple of good setters. I'm in appointment right now with how the setters are cranking. I'm in appointments typically two, three, four, um, a lot of days, um, I get out and I don't have the best system in place. I know you're systems guy.
00:36:42
Speaker
and Yeah. but yeah like being a high being selling a lot of deals it gets tough to like manage referrals and i see a lot of top clothes forget to even contact referrals and forget about them because they're so busy in the next appointment so what do you being a high producer and still selling referrals like what do you do you have any systems in place to help you stay organized reach out to the referrals or i wouldn't with that Yeah. For me personally, speaking for myself, um I don't fly by the seat my pants. So a lot of it is just using my calendar. you know i if i'm cause I'm just so naturally busy. I'll have you know how it is where you have eight appointments on your calendar and you're just still go, go, go, go.
00:37:19
Speaker
So I just have to make a routine. So let's say, for instance, if I leave that house, I'm in my car or in my truck and I'm um opening up my Google Calendar and I'm scheduling that time to follow back up. And usually before I leave the house, um I'm asking for rules. So I say, you know hey, I pull out a piece of paper and I say and i slide the piece of paper over to the homeowner. I'm like, hey,
00:37:41
Speaker
We have a referral program right now where we pay you $1,000 for every person you refer. You have three people that you know that would be interested in this. And I just give him them the paper and I let them do their thing. And 95% of the times people are opening up their phones like, oh, maybe maybe Jim or maybe Karen ah would be interested.
00:37:59
Speaker
And that's all I need. And I also work referrals from people who don't want to do solar. So if I'm knocking a door where they're, I'm not doing solar, I'm asking them like, so tell me who else of your neighbors would be interested in this program.
00:38:11
Speaker
So a lot of it is just making sure you ask for the sale at all times. Yeah, that's good. I would say that's the big thing for me is making sure that you ask for referrals. That's the biggest thing. If you don't ask, you're never going to get it.
00:38:23
Speaker
Yeah. And do you have any like CRM type stuff you use or something like once you get these referrals? How do you remember? Like, say you call them once, they don't pick up. Do you have any like a system in place? It's like, okay, I call them. They didn't answer. Maybe it's going to go into CRM or follow up with them later. um What do you do with that? How do you like remember?
00:38:42
Speaker
Yeah, the CRM. I track data every day, so a lot of lead logs. There's a of software where you can go and actually um just automate it. But it takes you know a lot of it. I'll pay for that. I actually have someone go do it for me, but just making sure that they're taking all those leads and putting on it on a spreadsheet.
00:39:00
Speaker
And you know let's say, for instance, you it's a week were stuff where stuff, our show rate is is pretty low. you know that's something that i can go back to that lead list and then follow back up um so i would just say you know tracking on the excel spreadsheet it may take you 10 minutes but that 10 minutes can make you an extra 50 60k yeah for sure yep simple thing to do but a lot of guys don't do it and um i forget too so a lot of these questions i'm speaking for myself be like oh i forget all the time like right as we're talking about this i just remembered i got I got ah four referrals from a customer from last week that I still haven't called yet. I'm like, oh, shoot, I got to get on that and go call me out over to this podcast.
00:39:37
Speaker
and Yeah. But yeah, helps a lot. Well, cool, Mana. So yeah, before I forget, as we wrap up here, if guys want to reach out to you, connect with you more, um i know you're pretty big on Instagram, but any any yeah ways you want to drop where people can reach out to you more follow you or anything like that?
00:39:55
Speaker
Yeah, you can reach out to me on Instagram. It's monakay33. And yeah, feel free to shoot me a DM. And I just love seeing everybody in the solar industry win. So appreciate you having me on.
00:40:07
Speaker
Of course, man. And um last question here. So I know you're you're a big dude. ah Polynesian, got tattoos and all that. And some people I'm just thinking I've got guys on my team where matter of fact, I got a big dude on my team that has, you know, big old arm sleeve and everything.
00:40:24
Speaker
And he's pretty new to solar, but ah he he sometimes will get in his head and be like, oh, man, I think people just don't want to answer the door because they see I'm like a big guy. He's like six, four, got an arm sleeve and all that.
00:40:36
Speaker
And so how did you ah when you were first starting? I don't know if that ever crossed your mind, but what would you say to people like that, me, where um they're thinking, oh, people might not listen to me. I'm like, got tattoos or for whatever, insert whatever reason, right? How do you like overcome that and like have that belief that it doesn't matter my background, it doesn't matter I'm big, small, got tattoos, no tattoos, whatever.
00:41:01
Speaker
How do you ah help guys overcome that? And maybe how did you like... yeah build that confidence in yourself that say, I'm going to go out and crush it no matter what the circumstance. Any advice on that? Just to end the show here. Yeah, I think, sorry, I don't think I know what what it is, is the biggest sell that you have to sell is yourself every single day. And just knowing that I am the professional, I am the best at what I do.
00:41:24
Speaker
I'm a big affirmation guy. So a lot of this is I'm carrying that confidence, that confidence fails. And when I'm knocking those doors, it's people judge you. You know we open up that door, they're they're standing you up and down. so for me, it's about making sure that it may be a little bit harder if a girl knocks the door. But for me, it's working on my icebreakers. you know I'm not maybe jumping into my net metering pitch. Maybe I'm complimenting you know the house or, you know hey how's it going? Or just be selling myself.
00:41:50
Speaker
A lot of it is just making sure that your sales identity and your personal identity are the same. I think where reps struggle that way is that they try to be someone that they're not. And so a lot of it is just don't be insecure.
00:42:02
Speaker
you know Just embrace yourself, feel confident. Like, dude, you're the sexiest dude out there on the door. It's like, go on it. That's right. that's right And that's right I always have the mentality and a lot of that too is, I i would say the best thing for me is being really professional. So, you know California, for instance, the biggest thing is scams. Like, are you ah you're legit? You're scammer. So a lot of it is just making sure that I, you know shirt tucked in for me, I was you know making sure that i I look good, smell good, haircut, clean cut, and just really looking like a professional because people do judge you know your first impression.
00:42:36
Speaker
If you're out there with your shirt tucked out and you're just walking around with no urgency, most of the times people are not going to take you serious. So that'd be my advice. Tell them to hit me up, by the way. Yeah.
00:42:49
Speaker
Yeah. i Hit them up. Well, yeah. No, so true. And I think it starts with feeling good about yours, like you said, doing the affirmations and all that. But then for me, it's also like doing like doing the stuff that makes you feel good. Like I got to get a workout in.
00:43:00
Speaker
Got to be eating good foods. Because if I feel good about myself, then it's so much easier to have confidence, stay positive and all that. And then you actually believe that from your tone. So yeah, hopefully whoever's listening this, um believe in yourself today.
Episode Wrap-Up and Resources
00:43:12
Speaker
Go out and do do some positive affirmations.
00:43:15
Speaker
And then you too can have the six-figure months like I'm on here. But I appreciate you coming on, brother. Can't wait to see ah you blow up this next year. Hopefully we get a couple hundred reps by this this time next year on your teams. and um And yeah, man, we'll have to have you again on the future. I'll be back on and give me an update.
00:43:35
Speaker
But yeah, I appreciate it. Let's do it. Well, cool, man. Thanks again. And guys, feel free to hit him on up. We'll put his ah Instagram and everything in the show notes. Hit him up. And yeah, man, best of luck because we come into 2026 and i keep crushing it. What's up, solopreneurs? Hope you enjoyed the episode.
00:43:56
Speaker
Before you run out and start selling more solar yourself, wanted to let you know about an exciting new cheat sheet we created it specifically for you in mind. One of the top questions I get asked on Instagram, on Facebook by our listeners is, Taylor, where should I start?
00:44:13
Speaker
What episodes should I listen to in the podcast? You got too many podcasts, man, because now we have over 200 episodes. 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 Solopreneur.com.
00:44:34
Speaker
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00:45:00
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.