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How To Sell 100+ Deals In 60 Days - Ricardo Ricci
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Transcript
Taylor Armstrong's Success Journey
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
00:00:08
Speaker
My name is Taylor Armstrong.
00:00:10
Speaker
I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fail.
00:00:19
Speaker
I teach you how to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro, and closing more deals.
00:00:31
Speaker
What is a solopreneur you might ask?
00:00:33
Speaker
A solopreneur is a new breed of solopro that is willing to do whatever it takes to achieve mastery and you are about to become one.
Ricardo Ritchie's Achievements and Challenges
00:00:41
Speaker
All right, what's up, everybody?
00:00:42
Speaker
We're here for not the first, but the second time with the one, the only Ricardo Ritchie, one of the greatest in the industry.
00:00:50
Speaker
Thanks for coming on the podcast with us again, Ricardo.
00:00:53
Speaker
Of course.
00:00:53
Speaker
Good to be here, man.
00:00:54
Speaker
Appreciate it.
00:00:56
Speaker
I'm excited.
00:00:57
Speaker
And we're going to be jamming on some cool stuff.
00:00:59
Speaker
Ricardo actually just got done doing a little net metering.
00:01:03
Speaker
3.0 challenge.
00:01:03
Speaker
You did how many, what, like 100, over 100 deals in 60 days, right?
00:01:08
Speaker
112 in 60.
00:01:09
Speaker
Technically 60 days.
00:01:10
Speaker
We took like 10 days off more than that.
00:01:12
Speaker
So yeah, 112 in 60 days.
00:01:17
Speaker
So absolutely incredible.
00:01:18
Speaker
The guy continues to shatter records to just do things that no one else has ever done in the industry.
00:01:24
Speaker
So you know it's going to be a good time on the podcast.
00:01:26
Speaker
Of course.
00:01:26
Speaker
Hanging out with
00:01:27
Speaker
with a recorder um but yeah so if you have not listened to our first episode we recorded it i think about a year and a half ago um beginning of 2022 so we'll link to that you can go listen to a little bit more of ricardo's background and um
00:01:43
Speaker
you know what he what he had going on at that time so link to that but uh today we're gonna yeah talk about just like how he he did over 100 deals in 50 60 days um we're gonna catch up on what he's up to now but uh yeah do you want to fill us in it's been what a year and a half now a couple years i think yeah a year and a half two years
00:02:03
Speaker
So last time we talked, Ricardo, I guess the first question I got for you, last time we talked, I think your record at that point you'd done like 1.9 million in a month, I think it was.
00:02:15
Speaker
And I think the most deals you'd done in a month was like 42 or something.
00:02:19
Speaker
Maybe.
00:02:20
Speaker
I can't remember, to be honest.
00:02:22
Speaker
I just listened to it on the way up, so I'm pretty sure that's what it was.
00:02:25
Speaker
But have you beat those records?
00:02:27
Speaker
Oh, yeah.
00:02:28
Speaker
Was it really?
00:02:28
Speaker
42 at that time?
00:02:30
Speaker
Okay, yeah.
00:02:30
Speaker
We've beaten it since.
00:02:31
Speaker
So my new record that was NEM3 and NEM2 last month of NEM2 in March was 96 deals.
00:02:38
Speaker
Okay.
00:02:39
Speaker
That was my best month ever, but that was craziness.
00:02:42
Speaker
That was the last month of NEM2, so everyone was signing up.
00:02:45
Speaker
So 96, I beat that, and then my best week, 32, that I did the last week of March in the NEM2 push.
00:02:53
Speaker
Those are the new records, I guess.
00:02:55
Speaker
insane and yeah these are like video game numbers like no one that i know of that does these type of numbers and um it shows because if you've seen ricardo he's he's a he's skinny right now the guy barely eats it's all closing deals but uh i told him he does look like he has a little more meat on the bones since last time last time i thought we looked like a skeleton so i haven't closed anything in like a month so so that's why we're just not out there he's uh yeah filling up the coverage again
00:03:25
Speaker
But yeah, so do you want to fill us in?
00:03:27
Speaker
It's been a year and a half.
00:03:28
Speaker
Do you want to fill us in maybe like what you've been up to since then?
Founding of Momentus and Growth
00:03:31
Speaker
I know like you obviously have your company momentous here.
00:03:34
Speaker
So yeah, catch us up a little bit.
00:03:36
Speaker
Totally.
00:03:37
Speaker
Yeah, a lot of stuff.
00:03:39
Speaker
A lot of stuff happens.
00:03:40
Speaker
So yeah, a little fill in.
00:03:41
Speaker
Obviously, last time we talked, we were both at our old company.
00:03:44
Speaker
We were there together.
00:03:45
Speaker
Obviously, things happened there.
00:03:46
Speaker
So about six months ago, started Momentus with Travis, and then all of our original team that we had from Future Home came over, a lot of guys, and we started Momentus since then.
00:03:58
Speaker
So that was officially started in January.
00:04:01
Speaker
Ever since then, it's been crazy.
00:04:03
Speaker
Had a ton of growth going on.
00:04:04
Speaker
We started maybe with...
00:04:07
Speaker
15 people at a time, 20 people.
00:04:08
Speaker
When we really first started Momentus, we're up to about 100 now, just on the door-to-door side.
00:04:13
Speaker
We launched the virtual division that's really just starting to pick up.
00:04:16
Speaker
We started that a couple months ago.
00:04:18
Speaker
We have about 30 people are still on the virtual side, so cranking the online game and call centers and Zoom and all of that fun stuff.
00:04:25
Speaker
So it's just been exponential growth since.
00:04:27
Speaker
So really just relearning a bunch of other stuff and scaling the company, doing all new things.
00:04:32
Speaker
So it's been fun.
00:04:33
Speaker
It's been good.
00:04:34
Speaker
Yeah, a lot of stuff.
00:04:36
Speaker
Like you said, we went through a lot at our previous company when we were working together, and I'm sure there's been a lot of lessons learned since then.
00:04:46
Speaker
Tons.
00:04:47
Speaker
For you starting your own company now, what's been the biggest shift you've had to make?
00:04:52
Speaker
I know it's more work for you, but what's been the shift for you having to go from selling to now teaching everyone else to sell, to running the entire company?
Transition to Teaching and Leadership
00:05:01
Speaker
Yeah, 100%.
00:05:02
Speaker
It's a lot more work, to answer your question.
00:05:04
Speaker
A lot more work, and it's a little less fun, but it's more fulfilling, in my opinion.
00:05:08
Speaker
I mean, the biggest shift is really going from it.
00:05:12
Speaker
I mean, I had teams before, and I had pretty big teams before, so it's something that I learned, but it's one thing to have a team or manage a team in a company, and it's one thing where you actually have the company because then everything falls on you, right?
00:05:25
Speaker
There's nobody to blame.
00:05:26
Speaker
There's no one to point a finger at.
00:05:29
Speaker
It's all on you, so it's really that...
00:05:31
Speaker
extreme level of ownership to where like anything that goes on in here.
00:05:35
Speaker
It's my fault at the end of the day.
00:05:36
Speaker
So it's really having that ownership, but also like just shifting the mindset, right?
00:05:41
Speaker
To I'm pretty self-accountable person, meaning I know that if I have to get something done, I will, but then it's learning to really instill a culture and build a culture where everyone else
00:05:51
Speaker
kind of does the same thing and gets the same results as I did.
00:05:55
Speaker
So it's really shifting the mindset.
00:05:57
Speaker
Obviously, I've always been really focused on personal production and I know I can go out and produce big numbers.
00:06:01
Speaker
So we got to a point where like that's really no longer a challenge, quote unquote, for me to do.
00:06:05
Speaker
And so the biggest challenge is how many people can we teach how to do the same thing and how can we have a cool culture and create a lot of success.
00:06:12
Speaker
So it's really just shifting a mindset from my personal results and personal production to collective results and collective production, right?
00:06:19
Speaker
So it's
00:06:20
Speaker
If I were to make a decision before, maybe a year or two years ago, without a company, I would have made a decision that would benefit my personal production.
00:06:27
Speaker
Whereas now, I'd make a decision that benefits the collective.
00:06:29
Speaker
So it's just a different vision, different way of looking at things.
00:06:34
Speaker
Yeah, makes sense.
00:06:35
Speaker
And what's cool is you've been able to replicate.
00:06:37
Speaker
I mean, no one's doing the numbers you're doing, but you have several guys, like we just said.
00:06:41
Speaker
Cade Hiltz said on the podcast is doing 25 to 30 a month.
00:06:45
Speaker
I know you have a lot of other guys, setters that are cranking deals, a lot of guys producing.
00:06:51
Speaker
What's cool is you've really taken it leading from the front to the extreme, and guys do insane numbers.
00:06:58
Speaker
I don't know anyone that does the type of volume.
00:07:00
Speaker
I guess you could say per capita, based on team size.
00:07:04
Speaker
You probably have the heaviest-hitting solar team that I've seen in the industry.
00:07:09
Speaker
So do you think, um, like for you guys, is it more training?
00:07:13
Speaker
Do you think it's leading from the front?
00:07:15
Speaker
What are some things you're doing to get your guys to produce at such a high level and have such high quality reps in your office?
00:07:22
Speaker
Totally.
00:07:23
Speaker
I mean, I think it's a little bit of everything kind of like all of the above, like you said.
00:07:26
Speaker
And by the way, some of my guys are right now, some of our guys are actually getting close to my numbers because, um,
00:07:31
Speaker
Chandler and Kate are pretty much closing the same amount I was closing when I was full time, maybe not PP, but yeah, pretty much the same.
00:07:37
Speaker
So yeah, no, guys are absolutely throwing down.
00:07:40
Speaker
I think it's a couple things.
00:07:41
Speaker
I mean, it's a little bit of both.
00:07:43
Speaker
One, I think leading from the front is huge.
00:07:45
Speaker
The one big thing that pushed me to really go crazy, I mean, just the NEM challenge, the only reason why I did that is that was kind of my last 60-day run on really kind of closing before I wanted to fully transition into worrying about everything else in the company and scaling it.
00:08:00
Speaker
So I just wanted to leave something behind where it pushes the lid from everybody else.
00:08:04
Speaker
So I think that's important.
00:08:06
Speaker
At the end of the day, no one is going to do the numbers that are unthinkable or that you don't think anyone's going to hit unless somebody does it first.
00:08:13
Speaker
And so I just wanted to be the first person to do it so where everybody else can kind of fall in those numbers.
00:08:17
Speaker
footprints and footsteps and see how to do it right because obviously it's a lot easier if you see somebody in the office that's next to you all day every day doing this type of numbers it's a lot easier to actually go do it because it gives you belief it's a thing in the culture and obviously training is huge right so
00:08:34
Speaker
We do a lot of training.
00:08:35
Speaker
We role play in the office.
00:08:36
Speaker
We have a very specific way in which we train.
00:08:38
Speaker
We have our own roadmap.
00:08:39
Speaker
I have my closing roadmap.
00:08:40
Speaker
We have a setting roadmap.
00:08:41
Speaker
We have very specific things and a very specific way in which we teach guys how to close and how to set to where the process flows.
00:08:49
Speaker
So obviously I think training is huge.
00:08:51
Speaker
I think a lot of proximity is probably the most important thing.
00:08:53
Speaker
Yeah.
00:08:54
Speaker
Right.
00:08:54
Speaker
It's really just being around guys that produce high numbers when you're around that every day and you see guys doing it every day and you see what they do every day.
00:09:00
Speaker
It's inevitable, right?
00:09:02
Speaker
It's inevitable that everyone else is going to do it eventually, as long as you're putting
Company Culture and Leadership Practices
00:09:05
Speaker
in the work.
00:09:05
Speaker
So I think atmosphere and proximity is the biggest.
00:09:08
Speaker
Obviously, training is huge.
00:09:09
Speaker
Culture.
00:09:10
Speaker
I mean, obviously, we have a big, hardworking culture.
00:09:12
Speaker
Everyone that's in here is required to work the hours due to things that we train.
00:09:16
Speaker
And so everybody's self-accountable in that way.
00:09:18
Speaker
So it's really just the whole culture has been set up that way.
00:09:21
Speaker
Yeah, that's awesome.
00:09:22
Speaker
Yeah, and I've seen, I was talking with Travis about this too, but some companies, they have their leaders who aren't even selling anymore.
00:09:29
Speaker
They're just telling guys what to do.
00:09:33
Speaker
So it's really cool that you took it upon yourself to do that challenge because you're like, guys, any M3 is not a big deal.
00:09:40
Speaker
I literally just went on and did over 100.
00:09:42
Speaker
So now it's like anytime your reps come to you and say, this is too hard, too many changes.
00:09:47
Speaker
Like, no, I did it myself.
00:09:49
Speaker
I know what it takes to succeed in this.
00:09:52
Speaker
Yeah, no, I'm a big believer in that.
00:09:54
Speaker
I mean, I'm a big believer that you don't ask anybody else to do anything you're not willing to do or you haven't done.
00:10:00
Speaker
So, I mean, that's how I've always led, I guess, in my life is I'm not going to ask anyone to do something unless I've done it before or unless I'm willing to go do it.
00:10:08
Speaker
I mean, I ask our setters and our guys to work harder than most people.
00:10:13
Speaker
But the only reason why I ask that is because I've worked harder than most people.
00:10:16
Speaker
Yeah.
00:10:16
Speaker
Right.
00:10:16
Speaker
And sometimes we'll go through a competition and I will ask them to go absolutely insane and not 10, 12 hour days.
00:10:22
Speaker
Yeah.
00:10:22
Speaker
And I would never ask that if I didn't spend years knocking 12 hour days.
00:10:26
Speaker
And so it's just you can do certain things and it's part of the culture if everyone knows that you're willing to do it first.
00:10:32
Speaker
Yeah.
00:10:33
Speaker
Right.
00:10:33
Speaker
But, but I see a lot of leaders sitting back right at the office on the chair, whatever, telling everybody what to do.
00:10:39
Speaker
And that's cool.
00:10:39
Speaker
Cause there's a time and place for that.
00:10:41
Speaker
But, but yeah, I mean, you're just not going to get the same type of results when, when everyone else knows that you've been there, done that before.
00:10:47
Speaker
Yeah.
00:10:48
Speaker
And I think we talked about that on our first podcast too, but really half, well, I think a big part of your success is you're just literally willing to work harder than anyone else's.
00:10:59
Speaker
I watched a video of Will Smith the other day.
00:11:02
Speaker
They were asking him, like, why he's such a good actor?
00:11:04
Speaker
And
00:11:05
Speaker
or like what it takes to succeed.
00:11:07
Speaker
And he's like, if you put me on a treadmill with the other guy competing for the acting job against, I would die on that treadmill.
00:11:13
Speaker
That's why I'm successful.
00:11:14
Speaker
Cause I'm willing to die on it.
00:11:16
Speaker
You seen that video?
00:11:17
Speaker
Yeah.
00:11:18
Speaker
I think you guys are doing the same thing.
00:11:20
Speaker
And I know that cause we had just had a cage, one of your top guys on the podcast and you guys were just talking about outside kids.
00:11:26
Speaker
Like, Oh, I was, I've been working seven days or maybe it was last month or something.
00:11:31
Speaker
seven days for a month.
00:11:32
Speaker
I was sick for like two weeks after that.
00:11:35
Speaker
It's like all your guys are doing stuff that you're doing.
00:11:38
Speaker
And I see that it's a big lead by the front team.
00:11:42
Speaker
Yeah, absolutely.
00:11:42
Speaker
It's part of the culture.
00:11:43
Speaker
I mean, and obviously everybody gets rewarded for that because I mean, you get
00:11:48
Speaker
big numbers and there's a lot of things that come with that which is great but obviously it's like it's just showing an example of what it actually takes i think the biggest thing that my guys get to see that nobody else gets to see is what it actually takes to do those things and that's why the last the name challenge that we did i i filmed a lot of things i was filming before and after videos morning night i was filming my clothes but i really just wanted it to be something to wear
00:12:12
Speaker
everyone actually gets to see what it's like to do something like that.
00:12:15
Speaker
Because my guys see it, right?
00:12:17
Speaker
They see me in the office and I'm destroyed.
00:12:19
Speaker
I'm tired.
00:12:20
Speaker
I'm not sleeping.
00:12:21
Speaker
I'm just going, right?
00:12:23
Speaker
But nobody else does.
00:12:23
Speaker
And then maybe they just see the number and they see, oh, he closed this many.
00:12:27
Speaker
Must be easy or whatever.
00:12:28
Speaker
Must be lucky or he might, you know.
00:12:30
Speaker
So my guys get to see that part.
00:12:32
Speaker
And that's why they emulate it because they're like, oh, yeah.
00:12:34
Speaker
I mean, I guess he does that.
00:12:35
Speaker
I do the same thing.
00:12:36
Speaker
They get the same results.
00:12:37
Speaker
I mean, Katie is averaging probably the same amount that I was closing a peak.
00:12:40
Speaker
He's closing 50 deals a month.
00:12:42
Speaker
Right now, you know, so yeah, it's just a good, it's a good role model.
00:12:45
Speaker
I think it's just a good way to show.
00:12:48
Speaker
Yeah, for sure.
00:12:49
Speaker
You have so many guys that are producing at that high level.
00:12:53
Speaker
But yeah, I want to transition a little bit.
00:12:55
Speaker
And I'm sure people are curious to know, like how you actually, you know, did the 100 deals in two months or whatever.
00:13:03
Speaker
We'll talk a little bit about that, get into your clothes a little bit.
00:13:07
Speaker
It's cool with you.
00:13:09
Speaker
But yeah, I think just going off that, just to finish that thought you had, if you're listening to this podcast and you haven't put in those long days like that, I think that should be one of the first questions people ask themselves if they're not having the success you want to have.
00:13:21
Speaker
It's like, are you really putting in that effort?
00:13:23
Speaker
Mm-hmm.
00:13:24
Speaker
Are you working like 10, 12 hour days before you throw in the towel?
00:13:27
Speaker
Because a lot of guys, they complain about not getting success.
00:13:32
Speaker
That's I'm sure for your guys, they're not having success.
00:13:34
Speaker
That's probably like the first thing you look at, right?
00:13:36
Speaker
How many hours are you actually working?
00:13:38
Speaker
100%.
00:13:38
Speaker
What's the time you're putting in?
00:13:40
Speaker
I mean, I'll give you a little glimpse of that.
00:13:42
Speaker
I just actually finished.
00:13:44
Speaker
I spent the last two weeks basically having a one-on-one with every single person in the company.
00:13:49
Speaker
I have a few left, but I've done most of them.
00:13:51
Speaker
Nice.
00:13:51
Speaker
And so kind of really diving in each person per person to figure out what it takes for them to be successful.
00:13:56
Speaker
Cool.
00:13:57
Speaker
And obviously that happens a lot.
00:13:58
Speaker
You're like, oh, I'm not getting the results I want.
00:13:59
Speaker
And we track everything by inputs.
00:14:01
Speaker
I'm a big believer in inputs over outputs.
00:14:03
Speaker
Even when I'm going on a big push, if I want to sell a ton of deals, I never count the actual deals.
00:14:07
Speaker
I don't count how much I'm actually selling.
00:14:09
Speaker
I only count my inputs.
00:14:11
Speaker
Am I working the hours?
00:14:12
Speaker
Am I hitting X many doors?
00:14:13
Speaker
Am I hitting X many appointments?
00:14:15
Speaker
How many hours a day am I working?
00:14:16
Speaker
Because as long as you do that, everything else falls into place.
00:14:19
Speaker
So that's the first thing.
00:14:21
Speaker
I get a lot of people, like tons of people that will ask me, Ricky, what's your closing line?
00:14:25
Speaker
Or...
00:14:26
Speaker
What's your secret?
00:14:27
Speaker
You know, you've heard it all.
00:14:27
Speaker
What's your secret?
00:14:28
Speaker
What's your closing line?
00:14:29
Speaker
What do you do to close that many deals?
00:14:30
Speaker
Yeah.
00:14:31
Speaker
There isn't really a secret, but obviously there's things you can do, right?
00:14:35
Speaker
There's a good process and a bad process and all of those things.
00:14:37
Speaker
But I always say the first prerequisite is are you working 10 or 12-hour days?
00:14:41
Speaker
Because if you're not, there's literally nothing I can teach you that's going to increase your production.
00:14:45
Speaker
Maybe a little bit.
00:14:46
Speaker
So that's the way I approach everything with our guys.
00:14:49
Speaker
When they come to me and they say, I don't have – I'm not closing as much as I want to or I'm not producing as much as I want to.
00:14:54
Speaker
Yeah.
00:14:55
Speaker
Okay, let's look at your hours.
00:14:56
Speaker
Let's pull up the knocking app.
00:14:57
Speaker
How many doors did you knock?
00:14:58
Speaker
What's your conversion?
00:14:59
Speaker
How many hours?
00:15:00
Speaker
What was your first door?
00:15:01
Speaker
What was your last door?
00:15:03
Speaker
Right?
00:15:03
Speaker
Let's track actually how many hours you've worked.
00:15:05
Speaker
If you haven't worked the hours, like we're not going to train.
00:15:08
Speaker
Go work the hours.
00:15:09
Speaker
You work the hours, come back to me.
00:15:11
Speaker
Oh, look, I knocked 10 hours a day for two weeks and I sold nothing.
00:15:15
Speaker
Okay, cool.
Focus on Consistent Inputs for Success
00:15:17
Speaker
Now let's figure out what's wrong.
00:15:19
Speaker
Right?
00:15:19
Speaker
But you can have a perfect pitch.
00:15:21
Speaker
But if you do it for three hours a day, it doesn't work.
00:15:23
Speaker
Yeah.
00:15:23
Speaker
Right.
00:15:23
Speaker
And so number one is actually the hours.
00:15:25
Speaker
And then that's the first step.
00:15:27
Speaker
If you don't have that, nothing else that I'm going to teach you matters.
00:15:29
Speaker
I could teach the best pitch, best clothes, best whatever.
00:15:32
Speaker
If you don't do it for 10 hours a day, you're just not going to see results.
00:15:35
Speaker
So like that's the bottom line, you know?
00:15:36
Speaker
Yeah, that's awesome.
00:15:38
Speaker
And I'm sure a lot of your guys, like if they're not having the success, that's probably what it comes down to.
00:15:43
Speaker
Always.
00:15:43
Speaker
I have never seen, and I will say it, I have never seen ever, actually my door-to-door career.
00:15:49
Speaker
I mean, I'm not going to say ever, maybe a few, but
00:15:51
Speaker
Almost never, 99% of the time.
00:15:54
Speaker
I have never seen somebody consistently work 10-hour days for a month and not get good results.
00:15:59
Speaker
I have never seen that happen other than a few rare occasions.
00:16:02
Speaker
But other than that, it's 99% of the time, it's literally just the hours.
00:16:06
Speaker
Can you be more efficient?
00:16:07
Speaker
Sure.
00:16:08
Speaker
Can you close at a better rate?
00:16:09
Speaker
Sure.
00:16:09
Speaker
But if you put in a base level of effort consistently, I've never seen somebody not succeed.
00:16:15
Speaker
Yeah, it's true.
00:16:16
Speaker
Well, I've told stories on the podcast that I've worked with guys that have
00:16:19
Speaker
Like, you know, mental disorders.
00:16:21
Speaker
I've seen guys have like forms of autism, stuff like that.
00:16:25
Speaker
Come out and just work like crazy and have success at this job.
00:16:28
Speaker
100%.
00:16:28
Speaker
So it's like, okay, if people have mental things going on can do this and have success, then like, I think I can all do it.
00:16:35
Speaker
It's really just how bad do you want and how willing are you to put in the work and how willing are you to learn, right?
00:16:40
Speaker
And go through adversity.
00:16:41
Speaker
That's all.
00:16:41
Speaker
Yeah, yeah.
00:16:42
Speaker
But yeah, I know some guys struggle with because, yeah, it's like some people are probably thinking, oh, yeah, easy for you to say, Ricardo, but I just don't have what it takes to go out there and do 10, 12-hour days.
00:16:54
Speaker
So I know for you, if someone doesn't want to do it, you're probably just like, all right, go work for a different company.
00:16:57
Speaker
Yeah.
00:17:00
Speaker
basically because yeah i've worked with you but um like what would you say to a guy that's maybe just struggling with motivation like they really are skilled but they're just like dude i honestly like maybe they don't i haven't figured out why they're doing it or um they can't tap into that motivation they just like can't think like you're thinking do you have any wait i like how do you empathize with that and like
00:17:21
Speaker
Yeah, yeah, absolutely.
00:17:22
Speaker
I mean, obviously, no one is.
00:17:23
Speaker
I'm maybe on the far end of extreme, right?
00:17:27
Speaker
And then there's people in the middle.
00:17:28
Speaker
So not everybody in our company is that way.
00:17:30
Speaker
Obviously, people do need motivation.
00:17:33
Speaker
But, I mean, to me, it really comes down to clarity of what you want and what you want to achieve and map down your goal.
00:17:40
Speaker
Because not everybody needs to work like crazy.
00:17:43
Speaker
We're not saying that.
00:17:44
Speaker
And we don't have every single person in here work like crazy.
00:17:48
Speaker
But you've got to know what you want.
00:17:49
Speaker
Yeah.
00:17:49
Speaker
Right?
00:17:49
Speaker
So if somebody comes to me and says, hey, Ricky, I want to make whatever.
00:17:53
Speaker
I want to make 200 grand a year.
00:17:54
Speaker
I want to sell 60 accounts or whatever.
00:17:56
Speaker
And that's what I want.
00:17:57
Speaker
Because this is X, Y, and Z. And this is the life I want.
00:18:01
Speaker
That's totally fine.
00:18:01
Speaker
Then do the actions that map to that.
00:18:04
Speaker
And you're happy.
00:18:04
Speaker
And that's great.
00:18:05
Speaker
Right?
00:18:06
Speaker
And nobody's going to tell you, go work 12-hour days.
00:18:08
Speaker
This is what you want.
00:18:09
Speaker
The issue a lot of people have is they have a goal that's way outside of what they're willing to do.
00:18:15
Speaker
So somebody will come and will say, hey, Ricky, I want to make a million dollars.
00:18:18
Speaker
But I'm not willing to do this.
00:18:20
Speaker
How do I get the motivation to go make a million?
00:18:23
Speaker
Right?
00:18:23
Speaker
And then you're out of line.
00:18:25
Speaker
Right?
00:18:25
Speaker
And so you just, the biggest thing for me is making sure that your actual goal and what you think you want or what you say you want, you're actually aligning your actions to that.
00:18:33
Speaker
If you tell me I want to make $100,000, that's fine.
00:18:35
Speaker
You don't need to work like crazy at all.
00:18:36
Speaker
Just work three hours a day.
00:18:38
Speaker
work four hours a day, do that and you're fine.
00:18:41
Speaker
But then nobody that does that was going to come to me and say, oh, Ricky, how do I go do this?
00:18:45
Speaker
And so it's really just being aligned with what you want.
00:18:47
Speaker
So the first thing is clarity, right?
00:18:49
Speaker
Don't have a big goal or saying you have a big goal and not be willing to match it with actions because that's where people get stuck.
00:18:56
Speaker
They might see me producing tons of numbers, or they might see my guys producing tons of numbers, and they might say, oh, wow, I want to do that.
00:19:04
Speaker
I want to sell that much.
00:19:05
Speaker
I want to make that much money.
00:19:07
Speaker
But then they're not willing to go back it up with work.
00:19:09
Speaker
And maybe that's not what they want, and that's fine.
00:19:11
Speaker
They don't have to do that, but you have to match it to what you want.
00:19:13
Speaker
So I think that's the biggest thing is really –
00:19:16
Speaker
have clarity first, like spend some time actually figuring out why you're doing this.
Aligning Goals with Actions
00:19:20
Speaker
What is it that you want?
00:19:21
Speaker
What is your end goal?
00:19:22
Speaker
Like short term and long term, right?
00:19:24
Speaker
And we do that with all of our guys.
00:19:25
Speaker
I do one on ones with them.
00:19:26
Speaker
I write them down.
00:19:28
Speaker
We want to know what their short term goal is, like three to six months.
00:19:31
Speaker
What's the two year goal, five year goal.
00:19:33
Speaker
And if somebody tells me I want to make 200 grand a year, I'm never going to tell them go work 12 hours a day every day.
00:19:39
Speaker
It's just not what they want.
00:19:40
Speaker
But map it.
00:19:41
Speaker
Somebody tells me I want to make 10 million in the next three years.
00:19:45
Speaker
Cool.
00:19:45
Speaker
We can map that too.
00:19:46
Speaker
But it's a completely different roadmap.
00:19:48
Speaker
And as long as you're willing to do what it takes, then you'll do it.
00:19:51
Speaker
But you have to know going into it before.
00:19:54
Speaker
So it's really just reverse engineering the goal and knowing that it's worth it to you to do it.
00:19:58
Speaker
Because there are some people that are like, Ricky, to me, it isn't worth it to do this.
00:20:02
Speaker
Cool, just don't.
00:20:03
Speaker
But then where people really get stuck is again, they think they have a big goal, but they can't back it up because they don't know why they're doing it and they get really stuck in the middle.
00:20:11
Speaker
Yeah, yeah, that's huge.
00:20:13
Speaker
And I like what you said too about focusing so much on the input because you know how it is.
00:20:16
Speaker
Some guys, maybe they're working two, three hour days and they have like, they closed three, like six, seven deals that week.
00:20:24
Speaker
Maybe they got a bunch of referrals or whatever, have a huge week.
00:20:27
Speaker
They're like, oh, sweet.
00:20:28
Speaker
Like, I barely have to work and I just made all this money.
00:20:31
Speaker
But what you're saying is like, you don't care whether you close 20 deals in a week or five deals in a week, if you put in the input, that's what you're going to do.
00:20:39
Speaker
And I remember we talked about in the first podcast too, I think you said you had a few weeks where you worked just as hard as not harder and you only close maybe three, four deals, a couple of weeks, but you put in the input and you stepped away from that week satisfied, but like you did with what you said you were going to do.
00:20:56
Speaker
So yeah.
00:20:56
Speaker
Yeah, that's massive for me.
00:20:58
Speaker
And that's actually me and Kate, we're just talking about that outside.
00:21:02
Speaker
And I tell you that's what I preach.
00:21:03
Speaker
And but I think, I mean, and the more you level up and the more numbers you sell, and then, you know, now you have company stuff going on.
00:21:10
Speaker
So the more you step up, the more things are just outside of your control.
00:21:14
Speaker
There are just so many things.
00:21:15
Speaker
I was in sales, number one, right?
00:21:16
Speaker
I can go out and work 24 hours a day.
00:21:18
Speaker
There are certain things that are just outside of my control.
00:21:20
Speaker
Yeah.
00:21:21
Speaker
I mean, probably if I sell for, if I go out and work for 24 hours, I'll probably sell a couple of deals.
00:21:25
Speaker
Yeah.
00:21:26
Speaker
but there's a chance I don't.
00:21:27
Speaker
And if I don't, that's fine.
00:21:28
Speaker
But yeah, all I care about is inputs.
00:21:31
Speaker
Because the thing is, consistent inputs over a long period of time are guaranteed success.
00:21:36
Speaker
Now, you don't know exactly how long it's going to take.
00:21:38
Speaker
It could take a month, could take three, six, 12, 24 months.
00:21:41
Speaker
But I know that if I do this for the next 24 months, every single day and I never miss, there is zero chance I'm not successful in 24 months.
00:21:48
Speaker
I might not be successful in a month or two months or three months or six.
00:21:52
Speaker
Whatever it takes, right?
00:21:53
Speaker
But if I do it consistently over a long period of time, it's impossible.
00:21:57
Speaker
So that's all I care about.
00:21:58
Speaker
As we said, like some of the weeks where I've been the most upset on myself were some of my best weeks.
00:22:04
Speaker
Yeah, because I would have big weeks and I would look back and I realized I coasted a little bit.
00:22:10
Speaker
I'm like, oh, wow, I could have had five or six or seven more deals.
00:22:14
Speaker
I just didn't work.
00:22:15
Speaker
Maybe I already had four deals that day and it was seven o'clock and I go home and maybe I could have gone one or two more.
00:22:21
Speaker
Right.
00:22:21
Speaker
Things like that.
00:22:22
Speaker
That will upset me.
00:22:23
Speaker
I had weeks where I had very few deals, like three, four or five, whatever it is.
00:22:28
Speaker
But if I went out there and I worked all day, every day, like crazy, I get to Sunday, I look back and like nothing else I could have done.
00:22:34
Speaker
I'm happy.
00:22:35
Speaker
Right.
00:22:35
Speaker
That's what I had to do.
00:22:37
Speaker
And that's fine.
00:22:37
Speaker
Like some of the weeks, like my best week, 32.
00:22:39
Speaker
The 32 week, I didn't work Monday and half a Tuesday.
00:22:43
Speaker
And I'm still upset about it to this day.
00:22:46
Speaker
And it's not that I was coasting.
00:22:48
Speaker
I was dealing with payroll.
00:22:49
Speaker
I was doing payroll.
00:22:50
Speaker
So on Monday, I was running our payroll and I just didn't work at all.
00:22:53
Speaker
And then Tuesday, we're finishing up stuff and I was doing company things.
00:22:56
Speaker
So I didn't start selling that week until Tuesday.
00:22:59
Speaker
And to this day, I look back and I'm like, that upsets me.
00:23:02
Speaker
Because it's my best week.
00:23:03
Speaker
So everyone's going to ask, what's your best week?
00:23:05
Speaker
And it's that 32.
00:23:05
Speaker
And I know that I'm missing a day and a half.
00:23:09
Speaker
Right?
00:23:10
Speaker
And that will upset me more than having a four-week working 24 hours a day.
00:23:15
Speaker
Right?
00:23:15
Speaker
So, I mean, I just map everything to inputs.
00:23:17
Speaker
You got to make Travis do payroll, man.
00:23:20
Speaker
Now he does.
00:23:21
Speaker
That's what you told me.
00:23:23
Speaker
That's where he's going.
00:23:24
Speaker
That's funny.
00:23:25
Speaker
No, that's awesome.
00:23:27
Speaker
Well, yeah, so to shift gears a little bit, Ricardo, yeah, I want to talk about like we're in net metering 3.0 here in California.
00:23:34
Speaker
You just did over 100 deals.
00:23:38
Speaker
And a lot of people, as you know, were pretty fearful with any M3 or rolling around.
00:23:42
Speaker
Companies went out of business, tons of reps got out of the industry.
00:23:46
Speaker
People were losing their minds over it.
00:23:48
Speaker
So that's what's really cool is you just showed everyone that there's no reason to lose our minds.
00:23:51
Speaker
Yeah.
00:23:52
Speaker
We can still sell.
00:23:53
Speaker
But yeah, what were your thoughts as NEM3 was rolling out?
00:23:55
Speaker
Were you guys nervous at all?
00:23:57
Speaker
Or what were you guys feeling as NEM3?
00:23:59
Speaker
Frankly, no, not at all.
00:24:03
Speaker
I didn't really know what was going to happen.
00:24:05
Speaker
Nobody did.
00:24:06
Speaker
Everyone knew we had to adapt, but there was never a second in my mind where I was nervous.
00:24:11
Speaker
I knew we figured out.
00:24:14
Speaker
The second they announced it, I was very pumped for the January to April spring.
00:24:18
Speaker
Yeah.
00:24:20
Speaker
The second they announced that, you know, I still remember.
00:24:22
Speaker
Because we finished our selling season last year about mid-November.
00:24:26
Speaker
Everyone went home.
00:24:27
Speaker
We were on holiday and everything.
00:24:28
Speaker
And the NEM2 announcement came some point in December, I think.
00:24:33
Speaker
And I was with family.
00:24:34
Speaker
I was on vacation.
00:24:34
Speaker
And I wasn't planning on having guys back to sell until February, March.
00:24:38
Speaker
You know, everybody was coasting.
00:24:39
Speaker
I remember NEM2 happening and I just dropped a text in the group chat.
00:24:43
Speaker
My guys are back January 1st.
00:24:44
Speaker
Let's go.
00:24:46
Speaker
So I was excited for that for the three, four months.
00:24:49
Speaker
No, I was never really nervous.
00:24:50
Speaker
I knew we'd figure it out.
00:24:51
Speaker
I didn't really know how we would go about it.
00:24:53
Speaker
But I mean, in my eyes, you know, I mean, if you know how to sell once, you know how to sell everything.
00:24:58
Speaker
I mean, obviously, I've sold solar, solar alarms, I've sold pests.
00:25:01
Speaker
I've had the same results in all of them.
00:25:03
Speaker
I've seen guys get the same results in all different markets.
00:25:05
Speaker
So I never really thought about it that much.
00:25:08
Speaker
I mean, people outside of California.
00:25:10
Speaker
have been doing that.
00:25:11
Speaker
And so I didn't see it as a big deal at all, which then it showed.
00:25:14
Speaker
I mean, everybody left, the people that stayed are still getting about the same numbers as before, you know, so nothing, nothing huge.
00:25:21
Speaker
So that's kind of what I thought about it at first.
00:25:23
Speaker
No, that's good.
00:25:24
Speaker
Well, yeah, you obviously figured it out really quick, went straight into it.
00:25:28
Speaker
But yeah, what transition or what adjustments did you guys have to make, if any, or what changes did you guys make rolling in?
00:25:35
Speaker
I don't know if you train your guys different now because of it.
00:25:38
Speaker
Do you feel like there's a lot of things you've had to do different or pretty much all similar?
00:25:42
Speaker
Not at all.
00:25:43
Speaker
I think the funny thing about it is, obviously, we're in solar.
00:25:47
Speaker
This is our day-to-day, and so we all know about it.
00:25:50
Speaker
Customers don't, right?
00:25:51
Speaker
I mean, some customers do, but really 90% of customers don't know that there was an M2 or an M3.
00:25:56
Speaker
And so when people go and they overthink an M3,
00:25:59
Speaker
They over-explain to the customer, like, they don't know.
00:26:02
Speaker
They don't know anything.
00:26:03
Speaker
To them, this is solar.
00:26:04
Speaker
So what's the difference of me just selling you solar or now selling you, oh, it's solar and a battery?
00:26:09
Speaker
It's the same thing.
00:26:10
Speaker
This is how it is.
00:26:11
Speaker
And so it's really just selling it in that way.
00:26:13
Speaker
That was the biggest adjustment we had to do is just started selling batteries.
00:26:16
Speaker
We'd never sold batteries before.
00:26:19
Speaker
So just had to learn about how the batteries actually work.
00:26:22
Speaker
And we used to talk people out of batteries in that too if they wanted it.
00:26:25
Speaker
Right.
00:26:25
Speaker
And so now we're like, we sell a battery with every job, but he's really just learning that, which is a pretty quick learning curve.
00:26:31
Speaker
Obviously the cost, the monthly cost is higher.
00:26:33
Speaker
The savings are less, but it's a different value proposition.
00:26:36
Speaker
Yeah.
00:26:36
Speaker
I never liked to sell on savings anyways.
00:26:38
Speaker
You know, the last podcast, I think we talked about that.
00:26:41
Speaker
Yeah.
00:26:41
Speaker
I never really based my clothes on savings at all.
00:26:43
Speaker
It's always been, you know, equity or it's been inflation control or ownership, independence.
00:26:49
Speaker
So that's what I sell on.
00:26:50
Speaker
And that's what I teach our guys to sell on.
00:26:52
Speaker
So we didn't really care about, you know, losing savings as much.
00:26:55
Speaker
Obviously we used to sell, say 30% or 40% of people in M2.
00:26:58
Speaker
And now you save 10 or 15%.
00:27:01
Speaker
Savings are still there.
00:27:02
Speaker
It's really just a different value proposition.
00:27:04
Speaker
So just adjusting a few different things, but the overall concept of how you sell it's the same, you know, nothing's different.
00:27:10
Speaker
Yeah, definitely.
00:27:11
Speaker
Yeah.
00:27:11
Speaker
Once you have the skill to sell, like, like you said, you can really sell anything in transition and figure it out.
00:27:18
Speaker
But yeah, like another big change.
00:27:20
Speaker
I think you guys are doing a lot more like PPAs and all that.
00:27:24
Speaker
Right.
00:27:25
Speaker
So that's something that changed here in California is I'm sure you'd agree.
00:27:29
Speaker
It's nice.
00:27:29
Speaker
Now you can do these leases or PPAs batteries are covered for 25 years and
00:27:35
Speaker
You don't have to add it on to a loan and all that.
00:27:37
Speaker
And then obviously right now we're dealing with higher dealer fees, higher interest rates.
00:27:41
Speaker
Um,
00:27:42
Speaker
But yeah, so for you selling like the leases, PPAs, do you approach it a different way?
00:27:48
Speaker
Is it very similar to how you're selling the loans or what's been there?
00:27:52
Speaker
Yeah, very similar.
00:27:53
Speaker
I mean, obviously, I've sold probably 99% PPAs.
00:27:56
Speaker
Now, all of our team is selling PPAs and we used to only sell loans, but it's really just the economics different.
00:28:01
Speaker
I mean, dealer fees are higher, interest rates are higher.
00:28:03
Speaker
So the PPA is just a better value proposition now than a loan.
00:28:06
Speaker
Loans used to be better.
00:28:07
Speaker
It's cheaper.
00:28:08
Speaker
Now it's better to do a PPA.
00:28:09
Speaker
Yeah.
00:28:10
Speaker
I mean, obviously, we used to sell on equity a lot, can sell on equity on a PPA.
00:28:14
Speaker
So I guess that's the only switch.
00:28:17
Speaker
Other than that, everything is the same.
00:28:19
Speaker
I mean, PPA is easier.
00:28:21
Speaker
I mean, there's less meaning there's less to explain.
00:28:24
Speaker
Yeah, it's just the price for kilowatt hour.
00:28:26
Speaker
So the same value proposition, you have an escalator, right?
00:28:29
Speaker
So instead of being fixed, you have a small escalator, but it still goes up way less than that isn't.
00:28:33
Speaker
So it's really just emphasizing that.
00:28:35
Speaker
Yeah.
00:28:36
Speaker
That's pretty much it.
00:28:37
Speaker
Not a big switch.
00:28:37
Speaker
It's really just obviously we're not going to harp on equity as much.
00:28:40
Speaker
If it's a PPA, we're not going to talk about that.
00:28:43
Speaker
Everything else still stands, right?
00:28:44
Speaker
But now you have a battery to build a lot of value on.
00:28:47
Speaker
So we build a lot of value on the battery, and that's pretty much it.
00:28:50
Speaker
Gotcha.
00:28:50
Speaker
Cool.
00:28:51
Speaker
Well, yeah, so I want to get into a little bit of like the tactical and yeah, maybe talk about what you're doing in the clothes and things like that.
00:28:59
Speaker
But before we do that, just so guys understand when you did your 100 deals in two months, can you tell us a little bit like what was your
Mindset and Strategy for High Performance
00:29:07
Speaker
schedule?
00:29:07
Speaker
What was the I know we touched on that a little bit like aligning having clarity in your goals and everything.
00:29:12
Speaker
But if someone's like, okay, Ricky, I want to go out and hit 100 deals in 60 days, just like you did.
00:29:17
Speaker
Can you tell them what was the sacrifice you made and what's like the clarity you had to have?
00:29:22
Speaker
100%.
00:29:22
Speaker
How did you get in the mindset?
00:29:24
Speaker
Yeah, 100%.
00:29:25
Speaker
To me, it's a completely different mindset to me.
00:29:28
Speaker
And I train on this to my guys.
00:29:32
Speaker
I guess I think you go deep enough times in your life.
00:29:36
Speaker
And I feel like looking back on my life, I've done this over and over where I just put myself back against the wall, big goal, tons of work to do.
00:29:43
Speaker
And there's really no way out.
00:29:44
Speaker
You just got to do it.
00:29:45
Speaker
Yeah.
00:29:47
Speaker
And then you do that enough times, you know, it's kind of a separate mental space where you get into where you're just completely laser focused.
00:29:53
Speaker
And that's only one thing you care about.
00:29:55
Speaker
And you just do it.
00:29:56
Speaker
So I train on that.
00:29:57
Speaker
And obviously, having done that before, it gives you more confidence to do it again.
00:30:00
Speaker
But yeah, I mean, the schedule
00:30:01
Speaker
schedule was crazy.
00:30:02
Speaker
I second guess myself a bunch of times because because technically after an M2, I told myself I was gonna stop closing as much because we had we have a lot of company stuff going on.
00:30:13
Speaker
And so Travis been amazing.
00:30:14
Speaker
We've outsourced a lot of it.
00:30:15
Speaker
We have management team that deals with a lot of things.
00:30:17
Speaker
So that helps a ton.
00:30:19
Speaker
Right.
00:30:19
Speaker
But there's a lot of stuff that needed to be handled.
00:30:21
Speaker
And so I said after an M2 is over, I'm gonna worry about all of that.
00:30:25
Speaker
And so I wasn't really planning on doing a challenge.
00:30:27
Speaker
Yeah.
00:30:27
Speaker
The way the challenge came about is really just we came back.
00:30:31
Speaker
We did an M2.
00:30:32
Speaker
We took two to three weeks off.
00:30:33
Speaker
We took the team to Hawaii.
00:30:34
Speaker
We went on a company trip.
00:30:35
Speaker
We came back.
00:30:36
Speaker
And nobody was selling.
00:30:37
Speaker
Everyone was freaking out.
00:30:38
Speaker
Let me go sell the deal and see what happens.
00:30:39
Speaker
So I just went and sold the deal.
00:30:40
Speaker
I'm like, this is the same thing.
00:30:42
Speaker
So we just thought about it.
00:30:43
Speaker
Why don't we just launch an actual challenge to show everybody?
00:30:46
Speaker
I didn't really want to do it.
00:30:47
Speaker
I was actually gassed.
00:30:48
Speaker
But I said, let's just do it.
00:30:49
Speaker
Going into that, I had to really rework my mindset and get back into that mode.
00:30:53
Speaker
Because I had just finished the first.
00:30:55
Speaker
four months, a four month and then two push and maybe two to three weeks off.
00:30:59
Speaker
And then right after that, I'm like, Oh crap, I got to do this again for 60 days.
00:31:03
Speaker
And so I really had to work on my mindset and get back to that place.
00:31:07
Speaker
And then obviously my guys, honestly, they, I couldn't have done any of that without our guys have been amazing.
00:31:12
Speaker
Putting up leads, sets, they've worked just as hard as I have, you know, it's not harder.
00:31:16
Speaker
So that's the biggest thing, but yeah,
00:31:18
Speaker
But that was really kind of reworking on the mindset and getting laser focused.
00:31:22
Speaker
So to me, and obviously making it public, I've always done things when I put pretty big goals and I know I don't want to do it or I know I'm tired or I don't really feel like it.
00:31:33
Speaker
My number one thing I will always do is I will just go tell everybody what I'm going to do because then I'm accountable.
00:31:39
Speaker
So I started blasting it on the internet.
00:31:41
Speaker
Not because I originally, I just said, I want to do this and let's just put it on Instagram.
00:31:44
Speaker
So everyone knows so that I'm accountable to actually do it.
00:31:48
Speaker
And that's kind of how we went about it.
00:31:50
Speaker
You know, I just put it out there just because I didn't want to and I didn't feel like doing it.
00:31:54
Speaker
And I just started telling everybody I was going to do it.
00:31:55
Speaker
So I'm like, I guess we have to.
00:31:57
Speaker
And so that really put me in that place where I just looked at it and I was like, I guess I got to hit it.
00:32:02
Speaker
You know, we told everybody we were, we were going to do it.
00:32:04
Speaker
It's crazy.
00:32:05
Speaker
Were you like nervous at all?
00:32:06
Speaker
Like putting it out?
00:32:07
Speaker
Like I knew I was going to hit it.
00:32:09
Speaker
I never really doubted that I was going to hit it.
00:32:11
Speaker
But to be frank with you, that was probably, and I've sold a lot more than that before.
00:32:16
Speaker
You know, that was one 12 and 60 days.
00:32:18
Speaker
I had done one 96 and 30 before and had biggest two months pushes of that.
00:32:22
Speaker
But, but that's probably the most tired and the most burnt out I had ever been starting a push.
00:32:29
Speaker
So looking at it, I knew I was going to hit it, but I was scared about the amount of work that I had to go do to actually do it.
00:32:37
Speaker
And so I just had to really put myself in that place.
00:32:40
Speaker
I blocked everything out.
00:32:41
Speaker
And that's what I do when I get laser focused is I block everything out.
00:32:44
Speaker
I outsourced everything that had to happen in the company beforehand.
00:32:47
Speaker
I was like, hey, try to handle this, this, and this, handle this, this, and this.
00:32:50
Speaker
Make sure that everything else around me was kind of handled.
00:32:53
Speaker
And then I just had to block everything off.
00:32:55
Speaker
And I was like, I don't want to hear anything.
00:32:56
Speaker
I just wake up and I hit my workout and I go out.
00:33:00
Speaker
And that's what I did all day, every day, you know, and I didn't do anything else.
00:33:04
Speaker
No, actually, I did that for the first month.
00:33:06
Speaker
So the first month of NEM3 Challenge, I did 78 deals.
00:33:10
Speaker
And then I only did NEM20 or whatever it is.
00:33:13
Speaker
No, I did.
00:33:14
Speaker
I did 78 the first month and then 112 total.
00:33:17
Speaker
So what's the difference?
00:33:18
Speaker
Like 30, 34 the second month.
00:33:21
Speaker
So I really let off the gas the second month because there were a lot of things starting to compile that I had to worry about.
00:33:27
Speaker
And I knew that would happen.
00:33:28
Speaker
So I just pushed hard the first month.
00:33:30
Speaker
I was like, let's go 78 deals first month.
00:33:32
Speaker
So I'm almost there.
00:33:33
Speaker
Yeah.
00:33:34
Speaker
And then second month, I had to go to Miami for a week because Zane had the event, solar CEOs.
00:33:38
Speaker
I went to speak there.
00:33:39
Speaker
I spent the week out of town to do some other personal things.
00:33:43
Speaker
So I really kind of let off the gas the last month or so.
00:33:46
Speaker
And then we won 12.
00:33:47
Speaker
So I kind of recouped a little bit.
00:33:50
Speaker
Okay.
00:33:50
Speaker
But yeah, I just really had to put myself in that mental state, you know, and really knowing like, okay, this is what I got to do and really dumb it down to easy, actionable steps.
00:33:59
Speaker
Yeah.
00:34:00
Speaker
Which was like, I wake up, I hit the workout.
00:34:02
Speaker
After the workout, I come to the office, have the meeting, I go out and that's it.
00:34:06
Speaker
Hit deals all day, every day.
00:34:08
Speaker
And that's, that's really all I did.
00:34:09
Speaker
So yeah.
00:34:10
Speaker
Yeah.
00:34:11
Speaker
Well, yeah, that's something I remember we talked about in the first podcast a little bit, too, is when you have these high producing months when you're laser focused.
00:34:18
Speaker
Yeah, you just do it.
00:34:20
Speaker
You don't worry about the food.
00:34:21
Speaker
You don't worry about it.
00:34:24
Speaker
It's just work out and sell because, yeah, I think you probably agree.
00:34:27
Speaker
Like when we have this mental bandwidth that we have to put on other things.
00:34:31
Speaker
Even if we're not like spending a ton of time, even if we have to think about it, that's taking away that focus, right?
00:34:37
Speaker
Yes.
00:34:37
Speaker
And that's taking away like, I think I read this stat, even just us looking at like social media notifications, like when you're trying to focus, just looking at these, maybe text, social media, whatever.
00:34:49
Speaker
I think it takes like a full couple minutes to get back into like that focus state.
00:34:53
Speaker
Yeah.
00:34:53
Speaker
We will kill your mental focus.
00:34:55
Speaker
So for me, that's really what I do is I just eliminate every possible thing that doesn't directly correlate to my goal and the gym and health because if I don't work out in the morning, I just can't do anything.
00:35:07
Speaker
I won't move until I worked out because that's just how I operate.
00:35:10
Speaker
I'm just used to doing that.
00:35:11
Speaker
And if I don't work out, my whole day is ruined basically.
00:35:15
Speaker
But other than that, I just literally eliminate everything.
00:35:18
Speaker
All I care about, if I'm going to push, sometimes to extremes, but that's all I'm thinking about.
00:35:24
Speaker
This is what I have to do.
00:35:25
Speaker
And I dumb down my steps of this is what I need to do to hit that goal.
00:35:29
Speaker
And it's like, what is it that I have to do?
00:35:30
Speaker
I just got to go to as many appointments as possible or knock as many doors as possible or hit as many deals as I possibly can.
00:35:36
Speaker
That is it.
00:35:37
Speaker
That's the only thing I care about.
00:35:38
Speaker
I didn't count deals, really.
00:35:40
Speaker
I mean, I had to post them on Instagram, so I guess that kind of helped me count.
00:35:42
Speaker
But
00:35:43
Speaker
I wasn't counting my deals.
00:35:45
Speaker
I wasn't checking anything.
00:35:46
Speaker
I was literally just going and selling them.
00:35:48
Speaker
That's it.
00:35:49
Speaker
So I didn't even really know like what the numbers were, what was going on in the pipeline.
00:35:52
Speaker
And I outsourced everything to my assistants.
00:35:54
Speaker
I'm like, you deal with these.
00:35:56
Speaker
I sell them.
00:35:56
Speaker
I don't want to hear anything else.
00:35:58
Speaker
Right.
00:35:58
Speaker
Deal with this stuff.
00:35:59
Speaker
And so that's kind of how that went.
00:36:01
Speaker
Just get laser focused.
00:36:02
Speaker
Did you have a number in mind?
00:36:06
Speaker
If I do this X amount of hours, I will hit the goal?
00:36:11
Speaker
Or did you just know, okay, I'm going to wake up and go sell all day?
00:36:13
Speaker
I don't know if you have a set amount of hours that you knew you had to hit or set amount of doors, set amount of appointments.
00:36:19
Speaker
Yeah, I was going to sets.
00:36:20
Speaker
So for me, it's a little different.
00:36:21
Speaker
If I was just knocking doors, I would absolutely just do hours.
00:36:24
Speaker
So I guess that we train all of our setters is like, these are the hours and then track interactions.
00:36:30
Speaker
On the closing side is a little different because I'm going to appointments.
00:36:32
Speaker
And so it's literally just like, when's the first appointment and when's the last appointment?
00:36:35
Speaker
And I'm going to go to all of them.
00:36:36
Speaker
right or you know and so it's literally just the hours i don't really send my hours like if if somebody puts up an appointment at 8 a.m i'm there if someone has an appointment at 10 p.m i'm there right that's it so that's that's why it wasn't after me so it's really just maximizing that that's that's what it is but if i was to just go out and knock when i was just purely just knocking on the doors then i would absolutely have non-negotiable hours i would have
00:37:02
Speaker
X amount of time I would have to be on the doors.
00:37:03
Speaker
Like back when I was knocking my crazy hours, it was like my no negotiable was absolute latest on the doors, 10 a.m.
00:37:10
Speaker
That was the latest I could be there.
00:37:11
Speaker
So most of the time I'll get there at 945, whatever, but I would have to knock my first door by 10 and last door by nine.
00:37:18
Speaker
And I did that for a year.
00:37:20
Speaker
basically right and that was my non-negotiable so i never missed it and never skipped so that's what i would do if i wanted to just knock and get a ton of accounts yeah that's exactly what i would do just set the hours and just go yeah makes sense how many do you know how many appointments you're typically like sitting in every day to do the 78 your first month well i didn't count them but probably i was running an average of
00:37:42
Speaker
three, four appointments that we're going to and then you know, one or two will cancel or flake or whatever.
00:37:48
Speaker
So three good appointments a day probably that I would close I mean, our closing I mean, our status is that they said really good leads because we teach them a whole frame to actually set the right way.
00:37:58
Speaker
So that by the time we close I mean, our closing percentage is very high when our deals set
00:38:03
Speaker
like we're probably closing over 95% of them.
00:38:05
Speaker
So basically every close, every close that you see is a set and maybe there's one or two that didn't close out of that.
00:38:11
Speaker
So if you average it out, it's probably about three a day or so, three to four a day, something like that.
00:38:17
Speaker
That's awesome.
00:38:18
Speaker
Huge.
00:38:19
Speaker
Well, cool.
00:38:19
Speaker
Well, yeah.
00:38:19
Speaker
So now, you know, if you're listening, I think people are new, you should be able to go to like your managers, maybe company owners and break down what, what does it take to hit the goals you want?
00:38:29
Speaker
Because I know when I first started, I had no idea what it took to actually make 100 grand in a year.
00:38:35
Speaker
I had no idea.
00:38:36
Speaker
So if you're new listening to this, I think it's a good idea to do it.
00:38:39
Speaker
Ricardo's saying, figure out what it actually takes to hit the goals behind what you're saying.
00:38:45
Speaker
Maybe once you figure out that you're going to have to work 12-hour days, if you're not willing to do that, then, yeah, obviously adjust your goal to something you're willing to do.
00:38:52
Speaker
100%.
00:38:53
Speaker
Figure out your why.
00:38:54
Speaker
And one cool thing I'm going to say on that, now on the company side, being an owner and developing systems to make sure everybody kind of succeeds, I mean, that's how I've always managed.
00:39:04
Speaker
Now I'm implementing systems to actually systematize that, and that's how important I think that is.
00:39:10
Speaker
I was just on a call a couple hours ago before I showed up here with our development team.
00:39:14
Speaker
And we're developing a lot of tech infrastructure for the company right now is getting built.
00:39:18
Speaker
And the first thing I asked them to build is literally a full KPI tracker, which is almost ready, actually, is we already had it.
00:39:25
Speaker
We've been working on it for a while.
00:39:26
Speaker
But basically pull all the data from our knocking apps, pull all the data from our CRMs, pull all the data from appointments.
00:39:33
Speaker
And I want to know how many doors does it take somebody?
00:39:36
Speaker
And then every single conversion from door knock to conversation, from conversation to appointment, from appointment is sit.
00:39:43
Speaker
from sit to close, from close to install, all the way across.
00:39:47
Speaker
And we're going to track all of those and then be able to average it out company-wide and be able to have an algorithm.
00:39:54
Speaker
And so implement that in the tech to where when somebody, like you said, comes over and says, hey, how do I make $150,000?
00:40:00
Speaker
You don't even have to ask me.
00:40:02
Speaker
Just ask the algorithm.
00:40:03
Speaker
That's what it is, right?
00:40:05
Speaker
Plug it in.
00:40:05
Speaker
And it will tell you exactly how many doors it takes, how many hours, company averages, everything.
00:40:11
Speaker
So that's how important I think it is.
00:40:12
Speaker
I literally have a development team working on this to get that built to where everybody can have total clarity.
00:40:18
Speaker
Because that's the difference between a high production and mediocre production is knowing what you have to do.
00:40:24
Speaker
A lot of people think they know what they have to do, but they don't really know what they have to do.
00:40:27
Speaker
have to do so if you were actually executing on it's a big difference yeah nugget yeah and it's what's cool it just takes the emotion out of it too like it's so easy to get emotional on the doors or like oh this gotta cancel here um yeah this appointment didn't show up but it's like okay well do you know your numbers are you following your numbers then you just know okay i need to hit these numbers and
00:40:49
Speaker
Makes it easy.
00:40:51
Speaker
Yeah, it makes it easy.
00:40:51
Speaker
It's like, hey, if you know every 30 doors you get a deal, then just knock 30 doors.
00:40:55
Speaker
You can't get upset at door 20 that you don't have a deal yet because, you know, if you knock 30, you get a deal.
00:41:00
Speaker
So it just makes it very easy.
00:41:01
Speaker
Yeah, love that.
00:41:03
Speaker
That's huge.
00:41:03
Speaker
So, guys, definitely figure out your numbers.
00:41:05
Speaker
And then just as we start wrapping up a little bit here, Ricky, I want to give guys some, you know, just like tactical stuff you're using in the clothes.
00:41:14
Speaker
I know people love to hear like the one-liners and all that stuff.
00:41:17
Speaker
Yeah.
00:41:18
Speaker
I know you got a ton of them.
00:41:19
Speaker
That'd be a whole episode on its own.
00:41:21
Speaker
But yeah, just speaking for like some PPAs, leases now, I might ask you a little bit before, but are you explaining things different?
00:41:30
Speaker
Because I know I think last podcast we talked a little bit about how you explain like, you know, the equity value, stuff like that.
00:41:36
Speaker
So what have you changed in your presentation?
00:41:38
Speaker
Is there anything you've like changed and so on?
00:41:41
Speaker
Loans versus PPAs or?
00:41:43
Speaker
Yeah, yeah.
00:41:44
Speaker
It's a little bit of an easy, different, easier explanation.
00:41:47
Speaker
I mean, a PPA to its core, it's very simple.
00:41:51
Speaker
I mean, it's literally a very simple concept.
00:41:53
Speaker
So the more you overcomplicate it, like the worse it is.
00:41:55
Speaker
To me, the most effective way to sell is literally dumb it down as if you were to explain it to a three-year-old, right?
00:42:02
Speaker
Because the more you overcomplicate something, the more the customer can say no.
00:42:05
Speaker
Oh, I've got to think about it.
00:42:06
Speaker
I don't know.
00:42:08
Speaker
But if I can dumb it down to such a stupid level, which is black and white, like this thing is good, this thing isn't good.
00:42:15
Speaker
Which one are you going to choose, right?
00:42:17
Speaker
It's just that stupid and that simple.
00:42:19
Speaker
Then it's always a yes because you're just lowering the friction.
00:42:22
Speaker
So in the way I explain a PPA is literally very simple.
00:42:25
Speaker
I do everything off of kilowatt hours.
00:42:27
Speaker
So I don't really even sell the monthly payment, whatever that is.
00:42:30
Speaker
I really sell it on kilowatt hours.
00:42:31
Speaker
So I pull up their Edison bill.
00:42:33
Speaker
Like literally the simpler you can make this happen.
00:42:35
Speaker
I usually draw it on an iPad, right?
00:42:37
Speaker
But you can do it on paper, whatever you want to do.
00:42:40
Speaker
But I literally pull up their ads and bill and I show them and I walk through it with them.
00:42:43
Speaker
I'm like, okay, so here's how much you're paying per kilowatt.
00:42:45
Speaker
This is tier one, tier two, tier three delivery fees.
00:42:47
Speaker
I show them everything.
00:42:48
Speaker
We average out what their kilowatt hour is.
00:42:50
Speaker
Okay, cool.
00:42:51
Speaker
So you guys are paying $0.41 a kilowatt hour.
00:42:54
Speaker
It is very simple, right?
00:42:56
Speaker
If I get you approved, you don't have to pay anything for the equipment.
00:42:58
Speaker
There's no money in the pocket, no money down.
00:43:00
Speaker
We'll put it all up.
00:43:01
Speaker
All that happens is we reduce the $0.41 kilowatt hour rate.
00:43:05
Speaker
We try to get it down somewhere in the $0.24 to $0.26, whatever, with the battery, it's $0.25 to $0.27 PPA, something like that.
00:43:09
Speaker
Yeah.
00:43:12
Speaker
Yeah, like we'll take the 41 cents away.
00:43:15
Speaker
If we can do that, all we do is we'll just reduce it down to 25 to 27 cents.
00:43:19
Speaker
No money out of pocket, no money down.
00:43:20
Speaker
Obviously, the only kick is we don't know if you guys will get approved, right?
00:43:23
Speaker
Then I'll get into explaining the escalator a little later.
00:43:26
Speaker
But I mean, that's literally as simple as I would explain a BPA.
00:43:29
Speaker
Like I wouldn't say anything else other than like that's what it is.
00:43:33
Speaker
And the more you say, the more is got to think about it or the more is whatever.
00:43:38
Speaker
But like if somebody came to you and showed you a piece of paper and like you're paying 41 cents, it can go to 26 cents.
00:43:43
Speaker
This one goes up 20% a year.
00:43:45
Speaker
This one only goes up 3% a year.
00:43:46
Speaker
Which one do you want?
00:43:47
Speaker
No brainer.
00:43:48
Speaker
No brainer.
00:43:49
Speaker
But like that's literally how you sell solar, right?
00:43:51
Speaker
It's so simple.
00:43:52
Speaker
And people will overcomplicate and overexplain and get lost for 45 minutes in the battery system and whatever.
00:43:59
Speaker
Like literally just show no paper.
00:44:01
Speaker
41 cents, 26 cents.
00:44:01
Speaker
20% increase, 3% increase.
00:44:02
Speaker
Which one do you want?
00:44:03
Speaker
Yeah.
00:44:06
Speaker
That's it, right?
00:44:08
Speaker
Now, not to say that that's what I say, but that's the concept.
00:44:11
Speaker
And if you can dumb it down to that elementary level where a three-year-old will clearly say that one, that's how you sell big numbers because then there's no guessing out of it and there's no decision.
00:44:22
Speaker
It's so simple.
00:44:23
Speaker
yeah that's yeah so many people over complicated and i think especially as i remember when i was new once i started figuring learning some things about solar i actually started doing worse just because in the beginning i do so little that i had to explain it so simple then once i understood some stuff i would try to like sprinkle in like oh i know all this stuff about solar yeah and then my closing ratio went down yeah i'm sure you've seen it 100 that happens all the time you know
00:44:51
Speaker
Like if all we had to teach you was like, this is the rate and this is the rate and just know about the warranties and know enough to sell somebody the right offset and the right battery.
00:44:58
Speaker
Like that is it, you know, that's all you need to know.
00:45:01
Speaker
You don't need to explain every single inverter.
00:45:03
Speaker
You don't need to explain every single panel.
00:45:05
Speaker
You don't need to explain every single brand of panels and you don't need to explain how the battery exactly goes back and forth.
00:45:11
Speaker
Like all they care about is that it works and then they get enough power and that it saves them money and then it's a better situation for them.
00:45:18
Speaker
Yeah.
00:45:19
Speaker
And as long as you know how to do it, you don't need to relay all of it.
00:45:21
Speaker
You just need to relay the right things to where they understand the benefits, but you don't need to say everything else.
00:45:26
Speaker
Right.
00:45:27
Speaker
So it's really just the right way to present it.
00:45:29
Speaker
Yeah.
00:45:29
Speaker
That's awesome.
00:45:30
Speaker
And something you guys talk about a lot, I think at moment is well that I've heard from all your guys I've talked to is you guys focus a lot on doing a really solid pre-frame, like telling them exactly what's going to go
Sales Techniques and Customer Engagement
00:45:41
Speaker
on.
00:45:41
Speaker
And then you have really good hypothetical questions you ask.
00:45:45
Speaker
I know that just kind of like tie down the customer and all that.
00:45:47
Speaker
Mm hmm.
00:45:48
Speaker
um so what are now as you've been selling these ppas what are like are you still pre-framing the same can you give us some examples like kind of how you'd like pre-frame it what are some hypothetical questions you're asking the customer yeah how you tying them down to it totally totally i'll tell you like three important concepts like the three most important concepts i'll have
00:46:06
Speaker
in my sales presentation is the pre frame hypothetical tie down, right?
00:46:10
Speaker
If you if you get these three things down, pre frame hypothetical tie down, like your closing ratio will double, I promise if you really understand how this works, right.
00:46:18
Speaker
So most important things pre frame, and the pre frame starts with the set.
00:46:22
Speaker
So we teach the setter how to pre frame it, I show up with the appointment, most important thing is have the right expectation going into the appointment.
00:46:27
Speaker
Yeah, right.
00:46:28
Speaker
And so that's the first thing I do, I pre frame it, I build a little bit of urgency, obviously, when there was an M2, we'd build urgency on M2.
00:46:34
Speaker
Now we have batteries that are at interest rates, whatever urgency there is going on at that time.
00:46:39
Speaker
I show up and I pre-frame the appointment and be like, look, this is what's going on.
00:46:42
Speaker
Whatever it is, is what did so-and-so tell you?
00:46:44
Speaker
They'll tell me what the setter said.
00:46:45
Speaker
Awesome.
00:46:46
Speaker
So the main reason why we're here, he has this program going on.
00:46:48
Speaker
There's a lot of funding, right?
00:46:49
Speaker
Some of it's getting lifted.
00:46:50
Speaker
Some of it's changing.
00:46:51
Speaker
So we're just making sure we get every home that we can approved on time, right?
00:46:55
Speaker
Bottom line is not every home is qualified, right?
00:46:57
Speaker
I'm busy, you guys are busy, so I don't want to waste your time.
00:46:59
Speaker
I just want to make sure if it does work, we'll make sure we get you guys moving.
00:47:03
Speaker
If it doesn't work, we just won't do anything.
00:47:04
Speaker
Cool?
00:47:05
Speaker
Yes.
00:47:06
Speaker
Like very simple, right?
00:47:07
Speaker
Nothing special.
00:47:08
Speaker
But like they need to know, A, I'm busy, which I am very busy.
00:47:12
Speaker
They're busy.
00:47:13
Speaker
Right?
00:47:13
Speaker
So they don't want to waste time.
00:47:14
Speaker
I don't want to waste time.
00:47:15
Speaker
I'm not going to sit here for an hour and present to you if it's not going to do it.
00:47:18
Speaker
Right?
00:47:18
Speaker
I'm here for you to make a decision.
00:47:20
Speaker
It's yes or no.
00:47:21
Speaker
I don't care.
00:47:21
Speaker
Can be no.
00:47:22
Speaker
But it's not a maybe.
00:47:23
Speaker
Right?
00:47:23
Speaker
So we're there.
00:47:24
Speaker
If it makes sense, we'll move forward, get it going.
00:47:26
Speaker
If it doesn't make sense, we just want to do it.
00:47:28
Speaker
Cool.
00:47:28
Speaker
Yes.
00:47:29
Speaker
Great.
00:47:30
Speaker
So we get that.
00:47:30
Speaker
And that's a pre-agreement to where at least I know after that we move on and we're going to make a decision at the end.
00:47:37
Speaker
So yes, no.
00:47:38
Speaker
Right?
00:47:38
Speaker
Very simple.
00:47:39
Speaker
And then I do some discovery.
00:47:41
Speaker
and you start asking some amazing questions like hey when's the last time you guys looked at solar why didn't you do it last time whatever when the concerns come up very easy way to handle a concern is hypothetical tie down right that's the easiest way you get you get around a concern to a fundamental level so you can give me any concern on earth right oh last time i did it
00:48:01
Speaker
And last time I looked at it, I didn't do it because it didn't save me enough money.
00:48:05
Speaker
Or I had a big loan amount and I didn't want to do it.
00:48:08
Speaker
Easy way to handle it.
00:48:10
Speaker
Yeah, totally understand.
00:48:11
Speaker
Those were some of the older programs.
00:48:13
Speaker
So a lot of it is different now, right?
00:48:15
Speaker
But no, I get why you didn't do it before.
00:48:17
Speaker
Just a quick question, just curious.
00:48:19
Speaker
Hypothetically, let's just say that XYZ problem wasn't a thing.
00:48:24
Speaker
So let's just say it did save you money.
00:48:26
Speaker
Or let's just say it wasn't a big loan amount.
00:48:29
Speaker
Was there any other problem that you guys had with it or was that kind of the main thing?
00:48:33
Speaker
you'd be surprised how many times they're like, no, that was it, right?
00:48:36
Speaker
It's easy.
00:48:37
Speaker
It's like literally the craziest thing.
00:48:39
Speaker
And so you get that, right?
00:48:41
Speaker
You get a hypothetical.
00:48:42
Speaker
Now I have an hypothetical.
00:48:43
Speaker
No, that was the main problem.
00:48:45
Speaker
Okay, so, and I can't promise anything, right?
00:48:49
Speaker
But hypothetically, as I said, like assuming that we actually did save you 20, 30%, and I'd probably ask one or two more questions in between, right?
00:48:56
Speaker
To really figure out what's going on, but then I tie it back down.
00:48:59
Speaker
Yeah.
00:49:00
Speaker
So hypothetically sounds like that was the main problem.
00:49:02
Speaker
No other problems.
00:49:03
Speaker
Cool.
00:49:04
Speaker
This one, we show on the same page.
00:49:05
Speaker
If it did actually save you the money you wanted it to save you and there was nothing out of pocket, no money done and you got approved.
00:49:11
Speaker
Is there any other reason why you wouldn't do it or would that kind of make sense?
00:49:14
Speaker
Yeah.
00:49:14
Speaker
Oh, yeah, it would.
00:49:15
Speaker
Okay, cool.
00:49:16
Speaker
Tight down, right?
00:49:17
Speaker
Move on, right?
00:49:19
Speaker
That's it.
00:49:19
Speaker
That's the formula.
00:49:20
Speaker
You can handle any concern with that.
00:49:21
Speaker
It's the easiest thing ever.
00:49:22
Speaker
Whatever concern it is, right?
00:49:24
Speaker
It's like, oh, I'm afraid of roof leaks.
00:49:28
Speaker
Yeah, totally.
00:49:29
Speaker
I mean, I would be too, right?
00:49:30
Speaker
Was the last time, is that kind of what held you back?
00:49:33
Speaker
Yeah, of course.
00:49:34
Speaker
Okay, awesome.
00:49:34
Speaker
So just hypothetically, wild question.
00:49:37
Speaker
But let's just assume that you knew for sure that there wasn't going to be any roof leaks.
00:49:41
Speaker
You have warranties, everything's covered, and you know for sure that's not going to happen.
00:49:45
Speaker
Is there any other concern you have or is that the only issue?
00:49:48
Speaker
No, that's kind of the only thing.
00:49:49
Speaker
Okay, awesome.
00:49:50
Speaker
So hypothetically, if we knew for sure that this was going to happen and there's something in place, then it probably makes sense, sounds like.
00:49:56
Speaker
Well, yeah.
00:49:56
Speaker
Okay, cool.
00:49:57
Speaker
Well, so here's what's going on.
00:49:58
Speaker
Look at the warranties.
00:49:59
Speaker
Boom, boom, boom.
00:50:00
Speaker
Move on, right?
00:50:01
Speaker
And handle it.
00:50:01
Speaker
So very simple, right?
00:50:03
Speaker
But those are the three things.
00:50:04
Speaker
Preframe it so you know that there's a decision.
00:50:07
Speaker
We're going to make a decision at the end of our conversation.
00:50:09
Speaker
Whether it's yes, no, I don't care.
00:50:11
Speaker
But it has to be a decision.
00:50:11
Speaker
Okay.
00:50:13
Speaker
And then hypothetical, right?
00:50:15
Speaker
If we know hypothetically the concern you have was not a concern, then is there any other concern?
00:50:19
Speaker
And sometimes there is.
00:50:21
Speaker
So you have to double hypothetical or triple hypothetical, whatever.
00:50:24
Speaker
But assuming that this is not a concern, then is there anything else?
00:50:28
Speaker
No, that's the only concern.
00:50:30
Speaker
Okay, cool.
00:50:30
Speaker
So let's handle this concern and let's move on.
00:50:33
Speaker
And that's it.
00:50:33
Speaker
I need time down.
00:50:35
Speaker
That's absolute fire.
00:50:36
Speaker
So if you're not doing that, like that's what's made this guy millions of dollars right here.
00:50:42
Speaker
Well, a lot of things, but in the close, that's a big part of it.
00:50:45
Speaker
This is the biggest thing for me.
00:50:46
Speaker
Yeah, for sure.
00:50:47
Speaker
Yeah, yeah.
00:50:48
Speaker
So yeah, guys, I would definitely go rewind that, listen to it on repeat because very powerful.
00:50:54
Speaker
If you can isolate the concerns like that, like people are literally telling you how to be sold when you do this, right?
00:51:00
Speaker
It's like they're showing you're at the poker table.
00:51:02
Speaker
They just showed you all their cards.
00:51:04
Speaker
They show you everything.
00:51:05
Speaker
And the crazy thing about it is people want to be sold.
00:51:08
Speaker
I mean, this person, if somebody handled their concern, they would have bought it, right?
00:51:13
Speaker
They would have had solar.
00:51:13
Speaker
They probably won solar, right?
00:51:15
Speaker
But they had all these concerns, and nobody ever handled the concern.
00:51:18
Speaker
And why does no one ever handle the concern?
00:51:20
Speaker
Because they never ask the right questions.
00:51:22
Speaker
Everyone sell, sell, sell, talk, talk, talk, speak, speak, speak.
00:51:26
Speaker
If you just sit down and listen, like literally just ask questions, right?
00:51:30
Speaker
They will literally just tell you what they want and you give them what they want.
00:51:33
Speaker
And if you have what they want, then great.
00:51:34
Speaker
That's a sale.
00:51:35
Speaker
You know, that's, it's communication, right?
00:51:37
Speaker
It's like, this is what the person wants and this is what their concern is.
00:51:41
Speaker
If I have something that gives them what they want and solves their concern, that's how you make a sale.
00:51:46
Speaker
At the end of the day, it's service and it's communication, right?
00:51:48
Speaker
So that's all it is.
00:51:49
Speaker
Yeah, and really, we should be thanking all the bad salespeople out there that are just trying to sell and not figuring any of this things out because that's why in California, so many people aren't sold yet.
00:51:59
Speaker
It's amazing.
00:52:00
Speaker
You'd literally be surprised how many deals I have had where it was literally like the first closer that stopped by, they just said the deal, right?
00:52:08
Speaker
They just give a presentation for two hours on how amazing solar is and spend two hours talking about the grid problems and how awful inflation is.
00:52:17
Speaker
Everything, the customer's down, they're sold.
00:52:19
Speaker
They're like, yeah, I mean, this is a problem.
00:52:20
Speaker
We want solar.
00:52:22
Speaker
But they have this concern in their head and they're like, oh, but we got to think about it.
00:52:25
Speaker
We'll get back to you.
00:52:26
Speaker
And then I'll show up a week later and I'm like, what did the last guy tell you?
00:52:29
Speaker
Oh, they told us blah, blah, blah.
00:52:30
Speaker
And I know we understand like solar is great.
00:52:32
Speaker
We need to do solar, you know, but we had this concern.
00:52:35
Speaker
What was the concern?
00:52:36
Speaker
Oh, we just didn't want a roof to leak.
00:52:38
Speaker
Okay, so assuming you knew that that wasn't going to happen, would have you done it with that guy?
00:52:42
Speaker
Like, well, yeah.
00:52:43
Speaker
Okay, cool.
00:52:43
Speaker
So if I guaranteed you that the roof's not going to leak, are we good?
00:52:46
Speaker
So yeah, boom, move on, sold, right?
00:52:49
Speaker
That's it.
00:52:50
Speaker
And you'd be surprised the amount of deals I've had, like literally endless amounts.
00:52:54
Speaker
People just don't isolate concerns because you're afraid to ask the question.
00:52:58
Speaker
And once you bring that out, then everything moves on.
00:53:00
Speaker
yeah that's awesome so powerful so if you're not doing that go listen to this on repeat because it's a huge figure and that's something that i feel like is one of the biggest secrets i've learned from you ricardo so i owe you a lot of money that's a little nugget i owe you a lot of money um so um we're short on time here i know we get this could be yeah two two more episodes if we kept diving deeper into this but if you guys want to connect with you more and
00:53:25
Speaker
maybe see more i don't know if you're doing more videos on any m3 challenge um or have some content around that still but what's the best way to connect with you and best ways for sure instagram is uh at ricardo ritchie seven it's my name last name seven probably put it on on the podcast so i'm uh i have a bunch of a bunch of content that we pre-filmed that i haven't released yet we're still auditing it and cutting it so i'm not the best at instagram but i'm working on it so
00:53:50
Speaker
I'm going to dump a bunch of content on there eventually.
00:53:53
Speaker
We have all these videos that are getting cut.
00:53:55
Speaker
So that's the best way that I respond to my DMs.
00:53:57
Speaker
I'm always on it.
00:53:57
Speaker
So that's the easiest way.
00:53:59
Speaker
Okay.
00:54:00
Speaker
So yeah, go give Ricardo a follow.
00:54:02
Speaker
He's going to be dropping some sweet content coming up.
00:54:04
Speaker
You're going to be able to hear more about his closing process and everything.
00:54:08
Speaker
But yeah, we appreciate you coming on.
00:54:10
Speaker
There's always so much to learn and no one's doing these things.
00:54:13
Speaker
So it's cool to learn from someone that's putting up these video game numbers.
00:54:18
Speaker
Yeah.
00:54:18
Speaker
Thanks for having me on, man.
00:54:19
Speaker
It was a good time.
00:54:20
Speaker
It's been fun.
00:54:21
Speaker
But yeah, last question.
00:54:22
Speaker
If maybe like a struggling rep, someone that's, I don't know, thinking about getting out of solar and not hitting their numbers, what would you say?
00:54:31
Speaker
Like a last piece of advice you'd give to someone that's struggling right now?
00:54:35
Speaker
Understand why you're struggling and figure out really what the problem is.
00:54:40
Speaker
I mean, if I could give you any piece of advice, I mean, solar is the biggest opportunity there is in sales right now, hands down.
00:54:48
Speaker
You know, I have friends selling solar.
00:54:50
Speaker
Anything you can think of, you know, friends and pests and alarms and solar insurance, real estate, mortgages, anything, right?
00:54:56
Speaker
The opportunity in solar is crazy, right?
00:54:58
Speaker
You're not going to find another place where you can just go as a salesperson, work hard, put in numbers and make as much money as you can.
00:55:05
Speaker
And it's not going to be around forever.
00:55:07
Speaker
So really understand the opportunity you have.
00:55:10
Speaker
and then understand why you're not getting results, right?
00:55:13
Speaker
And then maybe it's the leadership you have, right?
00:55:17
Speaker
Who you're surrounded by.
00:55:18
Speaker
They're not doing what they're supposed to be doing or they're not guiding you the right way.
00:55:22
Speaker
Maybe it's you.
00:55:22
Speaker
Like maybe you're the problem.
00:55:23
Speaker
You're just not working hard.
00:55:24
Speaker
But it's really before you actually give up.
00:55:27
Speaker
understand why you would give up right what the problem is because i had this conversation with our guys you know we have guys all the time obviously door-to-door is hard we have 100 guys not all of them are throwing down crazy numbers so they obviously have mistakes they have issues and their problems and they struggle and everyone does right i struggle everyone struggles and so sometimes i get to a point where i just gotta quit you know this doesn't work for me and then it's a very easy conversation i'm like that's cool you can that's totally fine if that's what you want but i understand why it hasn't worked you know let's look back
00:55:55
Speaker
right how many hours did you work did you do this did you do that did you do that no okay awesome do you still want these things why did you start doing this in the first place oh i want to make x amount of money i want to be financially free i want to learn sales i want to be better be a better version of my whatever right whatever it is and if those things the reason why you started this are still true and you actually haven't executed the actual tasks that you need to do for a long enough period of time
00:56:21
Speaker
then you shouldn't quit, right?
00:56:23
Speaker
Because then you should just go do the actual things you need to do for six months and then see if you actually get to where you started, the reason why you want to do it.
00:56:31
Speaker
And then maybe in six months or 12 months, if you consistently do it and you don't achieve these things, then maybe it's another conversation.
00:56:36
Speaker
Well, hey, I gave it my all.
00:56:38
Speaker
It just doesn't work.
00:56:39
Speaker
Cool.
00:56:40
Speaker
That's a different conversation.
00:56:41
Speaker
Then maybe let it go.
00:56:42
Speaker
Go do something else.
00:56:43
Speaker
And that's fine, right?
00:56:44
Speaker
But don't let go of a massive opportunity.
00:56:46
Speaker
It might or might not come back in your life just because you're actually not doing the things.
00:56:52
Speaker
Or maybe you look at it and you're like, okay, these actual reasons why I started are not worth all of these things I have to do.
00:56:59
Speaker
Then quit immediately.
00:57:01
Speaker
Be gone.
00:57:03
Speaker
But you actually have to think about it.
00:57:04
Speaker
And be like, okay, if I want these things and I'm willing to do this, then actually do it.
00:57:08
Speaker
And then if it still doesn't work, then quit.
00:57:10
Speaker
But really analyze why you're making that decision instead of making an emotional decision.
00:57:14
Speaker
Yeah, that's so good.
00:57:15
Speaker
Yeah, because I hope everyone that's questioning solar, listen to that.
00:57:19
Speaker
Go back, analyze your whys, figure out are you putting the input that it requires?
00:57:23
Speaker
And yeah, I think that's key to success for anyone in solar.
00:57:29
Speaker
So thanks again, Ricardo.
00:57:30
Speaker
It's been awesome having you on, and I'm sure we'll run it back again in the future.
00:57:34
Speaker
It's too much gold to not have you back on again.
00:57:37
Speaker
We'll have another one.
00:57:38
Speaker
Yeah, appreciate it, man.
00:57:39
Speaker
Of course, man.
00:57:40
Speaker
Anytime.
00:57:40
Speaker
Talk soon.
00:57:42
Speaker
Hey, solopreneurs, quick question.
00:57:44
Speaker
What if you could surround yourself with the industry's top performing sales pros, marketers, and CEOs and learn from their experience and wisdom in less than 20 minutes a day?
00:57:54
Speaker
For the last three years, I've been placed in the fortunate position to interview dozens of elite level solar professionals and learn exactly what they do behind closed doors to build their solar careers to an all-star level.
00:58:06
Speaker
That's why I want to make a truly special announcement about the new learning community exclusively for solar professionals to learn, compete, and win with top performers in the industry.
00:58:17
Speaker
And it's called Solciety.
00:58:19
Speaker
This learning community was designed from the ground up to level the playing field and give solar pros access to proven mentors.
00:58:26
Speaker
who want to give back to this community and help you or your team to be held accountable by the industry's brightest minds for, are you ready for it, less than $3.45 a day.
00:58:38
Speaker
Currently, SoulCity is open, launched, and ready to be enrolled.
00:58:44
Speaker
So go to SoulCity.co to learn more and join the learning experience now.
00:58:52
Speaker
This is exclusively for solopreneur listeners, so be sure to go to SoulCity.co and join.
00:58:59
Speaker
We'll see you on the inside.