Transcript
Speaker: Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong. went from $50 in my bank account and struggling for groceries to closing 150 deals in the year and cracking the code on why sales reps fail.
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.
Speaker: What is a solopreneur, you might ask? 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. All right, what's happening, everybody? Excited to welcome back another guest today, and this is someone I've been trying to get on forever, and just super grateful that we were able to make it happen.
Speaker: Had to reschedule a few times. This guy's a busy guy, but we got the one, the only, Mosiah Martinez, coming on the show with us today. Thanks for helping out, Mosiah. Yeah, thanks for having me, man. I'm excited. i've been seeing your stuff for a while, too. We connected at Girodicon a long time ago.
Speaker: And finally, I'm part of the the club of cool kids that can get into the solopreneur podcast. That's right. Well, you were always invited, but just getting you on. I know you're a busy guy, but, ah you know, I learned it. I was reminded of an important sales lesson.
Speaker: And that is we actually we actually got reconnected through ah Jacob Murawski, one of my one of our mutual friends. And I know I'd sent you a few like DM saying, hey, let's schedule podcasts and kind of back and forth. You were busy. Maybe I didn't respond one time. That just goes to show of the power of a you know like referrals getting connected with someone because all it took is one guy to kind of reconnect us and um know i think it helps it's important sales principle right off the bat that uh if you can get connected with someone then it's that much easier to get in front of people in and make things happen so so i was reminded of that but shout out to jacob yeah up to j yeah yeah so i'm excited to run the podcast mosaic and you are the um the VP. Remind me your title with Spartan VP. I'm the VP of growth at Spartan.
Speaker: Okay. So you've been helping Spartan just have some massive growth. Been seeing you guys grow like crazy over there. um i knew i know a lot of you just got back from trip to Costa Rica. I saw super dope. So I've been really cool to see your journey, man. And um obviously you're massive on social media. If guys haven't seen you social media, i don't know what they're doing because I would say you're what you make some of the best content out there, especially like solar related and I'm always making people laugh. Super relatable.
Speaker: Yeah. yeah And I know you came from pest control too. So I like that I came from pest control. So ah but yeah, this is really, really been cool following you over the years. So I'm excited to dive in just hear a little bit, little bit more about your journey and and you know, how you do things on social media and all that.
Speaker: Probably a lot of people have heard kind of your story coming from pest control and all that. But what's really cool to me is, you know, you came from Mexico. And from what i remember, I don't think you even knew a lot of English when you first came over here, right?
Speaker: Nope, I did. I didn't know much. Just hi and goodbye. Just kidding. No, i actually i actually knew the basics on writing and listening. I could understand English pretty well. Because it turns out that to be accepted into college in the US, you really don't have to speak it ah much, a lot. I mean, you can you can do a little bit of speaking, but nothing like...
Speaker: at a proficient level where i where like you can actually do sales like at all. stumbled a lot with my words and it was really, it could have been a setback because I couldn't really communicate. And when people would ask me questions, even my first year, when people would ask me questions outside the pitch, I would be like, yeah, definitely. Anyways. Any any conversation like a smoke screen and just move on with the pitch because I was nervous. I don't know what the heck you're talking about.
Speaker: I don't understand you. And especially in the South, I learned the South accent and was like, oh my gosh, what is he even saying? And obviously it took me while to get it, but pretty much I would say door to door sales taught me the language. That's incredible, man. Yeah, I can't even imagine because me as an English speaker, I still remember my first day getting dropped off for pest control and just sitting on the curb trying to remember what I was supposed to say.
Speaker: and yeah, i felt like I was speaking a foreign language when I started because I'm just like, man, first of all, I got to talk to people. I've never done sales before. Nervous to talk to people. So I can't even imagine doing it, not being confident in English and just having to go. I don't know, maybe in some ways, I guess that gives you, like you said, you can treat things more as a smoke screen. And then maybe ah in some ways, it's like if ah people are coming at you, telling you have their property, it's like kind of plead the fifth, be like, oh, I don't. Sorry, I'm learning in English, stuff like that.
Speaker: Do you feel like it helped you in that way? Kind of like maybe people are more patient with you because they saw that you're trying learn the language and everything. Yeah. Yeah, yeah, I had definitely I had some people that felt sorry for me.
Speaker: And they bought basically off of, ah yeah, this kid doesn't even know the language. So but you know, I looked like I looked like a 15 year old knocking on doors back then. i didn't have my beard.
Speaker: I look really young at the Latino Jean. So everybody's like, who's this little kid knocking on my door? And I was 24 when I started 23. twenty three And but yeah, I think the most important lesson that I got from that is that it's like, hey, if I was able to do it, I i read i really believe like anybody can.
Speaker: But at the same time, that's a lie. So I always tell that to my reps. It's like, hey, if I was able to do it, you can. But it's a lie because I also work harder than most people. So if you're not willing to work as hard as I did, figure it out. Because my first year I did $53,000 in commissions and passed. Then I was my number the number one rookie in my team.
Speaker: Did 303 service accounts. And, but I was working like a dog, brother, like crazy. I was knocking. Back then, you know, the the pest control culture was like, hey, 9.30, 10 a.m. you're hitting the doors. And I was, i actually was working until 10 p.m.
Speaker: my whole first year until 10 p.m. And I didn't know my manager was actually, he kind of like said it because he's like, yeah, Mosiah is going to do whatever I say. So we work until 10 p.m. So I was like, therefore, until 10 p.m.
Speaker: Until the next year, I realized we don't really work until 10 p.m. We work until 9, maybe 9.30. But, you know, a lot of the team activities, I would miss them because they'll be like, well, where's Mosiah? Oh, got a deal at 10. Right.
Speaker: And I was like, dude, I risked my life pretty much on that first year. ah But it was worth it. I learned a lot. But that's what I tell people. Like, you've got to work really hard to master the skill set. And I definitely needed the skill set.
Speaker: I need to put the hours. I need to knock you know more doors than anybody else. And putting the hours because I also needed to practice the language. so A lot of repetition, a lot of interactions to learn as fast as possible, overcome the learning curve.
Speaker: And I'm proud to say that my first year, I'd never bagel my first year. Never. Like my first day I got three, then just never bagel. But i I don't think it was because I was smarter or like more skilled than anybody. I think it was just because I just played the law of the averages, the numbers game 100%. Yeah, it's incredible, brother, because pest control, i I mean, I was never great at pest control. You know, I think my first year of pest control, I made like i made like nine, 10 grand. And then after rent deductions and all that, it was probably like six, seven grand.
Speaker: Yeah. and Yeah, yeah could could not figure it out. and But, you know, like I worked hard, but there's something to be said about those guys that are willing to put in that extra 30 minutes because there might have been guys pushing until nine o'clock.
Speaker: But um what I really expect about guys putting in that extra 30 minutes, extra hour, they adds up over time. You know, you think about it over the course of a summer. Even if you're working an extra hour compared to most people, that's six hours a week, 24 hours for the month and all that stuff compounds adds up over the summer.
Speaker: Oh, yeah. I'm sure there's guys that maybe had more skills than you, but just the fact that you were willing to put in that extra work, definitely compounded, seems like. So that's really cool, man. Dude, the compound effect in Dorado is such an important concept. like Like, I don't know if you agree. Obviously, we see ah we so we saw it more because how long were you in PEST? For how long?
Speaker: I did two years at best. Nice. And then you switched to solar. You've been in solar ever since? Yep. Yep. Back in 2016, switched to solar. Been here ever since. Dude, back in 2016. That's crazy. That's when I started doing door to door. Wow. I know. You've been, for how long you've been then? For like 12 years in solar?
Speaker: 12 years in the industry? I mean, I did a year of pest control and then I did my two year church mission. Then I did another year of pest control after that. And then ever since then, I switched to solar.
Speaker: So door to door, even before your mission. Yeah. Yeah. It's been a long time. Did that help you on your mission as well? I think it did. It's funny because that's kind of why one of the reasons I started doing door-to-door in the beginning, just because I knew i was go of I was planning on going on a mission and I knew I'd have to talk to people, get better at like approaching people and everything.
Speaker: So i'm like, oh, this would really help for the mission. But then funny enough, I went to Columbia on my mission. And we actually were told not to need even knock doors. we like They're like, hey, just do activities. Just go approach people, parks and stuff like that. But and we don't want you guys going door to door.
Speaker: So I'm like, god did I just waste a year doing door to door? And now I'm not even knocking doors in the mission. and ave do it literally that sense do So wait, wait, what year you serve your mission? Yep.
Speaker: okay just right around right around the same time than me so you are what like 33 years old something like that okay nice same dress same age interesting they didn't knock as much doors in colombia that's that's interesting i think yeah sometimes different different methods but i think definitely i would say i don't know if you would agree like anybody especially if you are in your 18s like you should get into door-to-door cell like Priorities once.
Speaker: Such a school of life. And hey, it prepared you a little bit for the mission. You didn't end up using it, but du the skill set and the mindset, I feel like anybody has to do it. And you make money, great. But that's what I tell people. like If you're 18, 19, 20, just go out there. Do something really hard.
Speaker: Puts you very uncomfortable. Learn communication skills. you know Be in front of a prospect. You got to make it happen. Face rejection. Learn how to handle it. work a lot, work many hours and just learn a lot about yourself.
Speaker: And even if you don't make a lot of money, that skillset is going to take, it's going to help you in your life. Yeah. hundred percent. no I agree for sure. Yeah. So much, even though I barely made anything doing pest control or probably similar to what I made, just working like an hourly job, still just the skillset you take away. um You know, I'd almost, even if people are making less than minimum wage, I still think the skillset you're going to learn is through rejection, adversity you're going have to overcome.
Speaker: i think it'll pay far more dividends than going out and working any other job. So yeah, I agree for sure, man. So so many lesson lessons to be learned and communication skills for sure. 100%. about the, really quick before you want to jump into something else, but I remember we were talking about the compound effect.
Speaker: Like, it know if you would agree, but like I always tell people, like hey if you're a new rep, like you don't have the skillset. So in order to learn the skillset, you have to approach it like numbers game. It's a numbers game first, and then it becomes like a skills game. Because you know at first, would tell people, like hey if you want to develop the skillset quickly, as fast as possible, then you have to knock ah ah hundred and fifty two hundred dollars whatever like whatever. Just put in new reps, like get better, rejection, repetition, repetition, then you just get better. And then eventually, I don't know if that happened to you, but like I wasn't knocking 100 doors at all. I would say like I would knock average maybe 45 doors, 50 doors, 60 doors max.
Speaker: And because now I had the skill set to have better conversation, better quality, come higher quality conversations and transform those conversations into better outcomes. But a lot of people just don't, not willing to go through the the hard to have a breakthrough moment.
Speaker: Because a lot of people said like, oh, you just got lucky, you know, and like Taylor, you're just lucky. You're just so good at it. It's like, no, dude, like, you know, we had to go pay the price, be in the trenches for so many hours, learn the skills and become better.
Speaker: And then now it's a little bit easier in your eyes, but it's not because it's easier. It's just now we just have more skills to handle this conversation. know what do you about that. Yeah, no, for sure, man. And it's solar happens all the time. know, people start struggling, see my new reps all the time, they start struggling. And then it's like you're looking at their numbers, they're knocking half the amount of doors. And sometimes they do get a little bit better skill set. But I think guys got to be careful to about and sometimes I go on better at this. Now I need way less conversations. But then their work ethic also goes down because they think they're that much better.
Speaker: So yeah, i think that's a good point, though. Yep. Maintaining the work ethic as your skillset gets better and then you're going to have less conversations naturally. But um yeah, I think guys also got to realize, hey, I don't need to have as many conversations, but I still got to respect what got me to this point.
Speaker: Still got to put in the work, put in the time, even it even if it is. I think it's i think it's um because you're right. Like sometimes people think like I got it. So then their work ethic goes down and they just work less hours. But I think like if you work that set amount of hours with better skills, like if you commit to certain hours, okay, if I'm going to knock eight hours.
Speaker: Okay, let's see what happens. And then maybe I don't knock as many because I'm having so many conversations, but for sure it should translate into into more deals. But yeah, I think a lot of people sometimes get comfortable and they're like, all right, I'm that good. so then it just don't work as hard and then they just kind of like get comfortable yeah definitely yeah well no that's good stuff man well speaking of that i want to go back and ask some other things but as you've been in solar you know one thing we've realized in solar it's a lot easier i think and i've seen to get like complacent because in pest control um you know you come in it's a team out atmosphere it's kind of like boot camp style you're all going out car groups and everything and so
Speaker: I don't know what you, if you've done anything to kind of like simulate that or how, how have you been able to, you know, get guys to like replicate that work at work ethic in pest control, bring it to solar?
Speaker: What are your thoughts on that? Cause I know there's a lot of like complacent, lazy solar reps. I mean, you guys can go out for a couple hours sometimes and get a deal that's worth like 10 K and then, you know, some of these people just take the whole month off after that. Yeah.
Speaker: So yeah, what have you done? Anything you've done in your teams or you've seen that's worked in solar to like, you know, not be as complacent and maybe kind of replicate what how pest control works? Yeah, that's a good question. I would say first and foremost, if you are a decent pest control rep and switch over to solar, you are going to do better in solar.
Speaker: And I would even argue that you could if you bring that same work ethic, you could actually triple the amount of money that you made in pest. no matter what. I've seen it time and time again. and But the paradigm is different. I feel like pest control struggle with these paradigm shift when you switch to solar. It's completely different. Now you're not resolving, acing and closing. Now you're not doing all that stuff. And now you have to work as a team, as a setter with a closer. It's ah it's a team, it's a collaboration deal.
Speaker: And a lot of times you depend on a closer, right? If you're setting appointments, you depend on really good closer and you better work with the best closers so they can get your deals, right? They have, I would say somebody that has a 70% sit to close ratio so you can actually grow and succeed on your sets. Your sets are getting close. But first and foremost, when i when I switched to solar, I had to change that paradigm and understand it in a different way. But it was easier for me. And this is why I saw a lot of success in solar. And i and this is why I love the solar industry. And I would never go back to PES. No offense. I mean, PES is a great vehicle.
Speaker: If you like pests and you're successful in pests, do pests. No hating pests. But I personally would, I'm really passionate about like solar is much better, better vehicle in all aspect aspects.
Speaker: And the reason why is because if you approach it with a growth mindset, because in pests, you're not in the business of spraying bugs at all. Like that's a lie. You're in the business of Recruiting, recruiting. You're recruiting, that's how you make the most money.
Speaker: You have to recruit a lot of bodies, train them in development, which is great. I learned the skillset of recruiting, which I'm super grateful. I don't think I would have learned that skillset otherwise. And then when I transferred to solar, I came with nine reps. My mindset was like, I'm not gonna start fresh.
Speaker: If I'm gonna switch to solar, I wanna start with a group of people. So I brought nine people with me right from the start. And all of us were setting appointments, paying the price, figuring out the skillset.
Speaker: And although I was their leader, I was setting with them, right? Leading by example. It was very sustainable, moved into closing because my setters would trust me. It's like, yeah, Mosiah is setting. And, you know, like he made $37,000 setting appointments his first month, excuse me, and he can do it. So I want to set appointments to Mosiah, no problem.
Speaker: no animosity, yeah, set appointments Mosiah. But also i have to prove that I can set, then I have to prove that I can self-gen, then I have to prove that I can close. And then now it's rinse and repeat, recruit with this model. And if you have the work ethic of PES and the mindset growth that PES has, which is recruiting, and now you're selling a high ticket commission, right, product, then it's better. And a lot of people argue, no, solar is worse than PES because it's just like no volume.
Speaker: You don't work as hard as we do. You you guys are lazy. You know, i used to think the same way. Like solar people were like the laziest because they were not working 12 hours a day. Like I was, like I used to seven years. I did, sorry, six years, six or seven years in PES. I thought like if nobody works 12 hours a week, a day, they are lazy bums. And then i realized that in solar, I was working in like an average of six, six hours. I personally did because of family situations. And I tripled the amount of money that I made him.
Speaker: that I did my best year in pest. That's what I would say. That's the pair then shift. Yeah. I don't know if you would agree. For sure, man. And that's that's what I like about solar too is, and well, you know, pest control, you are working like a dog. So I do like in solar that, you know, it's a combination of knocking and being in appointments. um So I don't know. For me, I'm just like, yeah, if I can make more money,
Speaker: I don't have to be knocking 12 hours a day. i can be in appointments. I think it's also more sustainable, you know, like. Way more sustainable. I mean, you're married with kids. Kids? Yeah.
Speaker: Yeah, like, dude, it's so sustainable. Like now, i mean, how sustainable it is that you could just get an appointment on your schedule, right? And you get paid for your skill. Your skill is closing. Now you just sit down with the homeowner, make it make sense, walk away to win-win situation for the homeowner. You lower their bill. I don't know, 15% minimum, maybe, i don't know. Make it make sense for the homeowner, make it a win-win situation.
Speaker: And you didn't have to knock doors. And here's the thing pest control people that hear this, they're like, these guys are just lazy, low level mindset. No, there's a difference between working hard and working smart. You can do both. And I would say, and this is robs people the wrong way. And I'm not preaching laziness or being a bum or anything like that. I'm just preaching, be smart about it because you don't have to knock doors to make a lot of good money. And this is a paradigm shift and maybe a little bit of contradiction, like like a hot topic in door-to-door sales. but
Speaker: You can learn how to set knocking doors and then you can build a team that sets for you and you you close for them, make them happy, get them paid. They're super happy, super grateful to be setters. They're making great money and you are off the doors because all you have to do is just show up to appointments and knock on doors. don't have to knock on doors.
Speaker: And i would argue you have more time with the family, with your kids, like It's way better, more sustainable mentally, spiritually, health-wise. You don't have to move from state to state every freaking summer to babysit a bunch of kids and then rinse and repeat. Dude, I moved 20 times for those six years, 20 times. It's just unsustainable. There's better, smarter ways to do door-to-door sales. And turns out, this is funny, it turns out that The number one skill set that you build knocking on doors is not knocking doors. Like, i mean, you can walk, knock on a door, knock, knock. That's no skill whatsoever. There's no skill, like knock, knock.
Speaker: Anybody can do that. Your skill set that you develop in past, or in any industry is closing. So if you already developed that skill set, then I want to spend the most amount of time closing, not prospecting, closing. Now, solar allows Solar has the vehicle that allows me to spend the most amount of time implementing the number one skill set that I developed, which is closing, not prospecting. That's not the skill set that I developed. And he has a vehicle.
Speaker: So you can start as a setter, jump as a self-gener, closer, team leader, and skill. Yeah, not for sure, man. Yeah. And it's, um, that's what's cool about the progression. And, um, from what I've seen in pest control, i don't know, it seems rare for guys to do it more than, you know, six, seven years, like you did. Um, right i talked to, talked to any rep that's been doing pest control, uh, more than like four years. And I don't know if I've found someone that's like stoked to go out and knock again after they've been doing it already, like four or five years in pest control.
Speaker: Um, maybe it's just the people I've talked to, but. Like it seems- They're not, yeah they're not. And if they are, it's because they build a team of a hundred reps and they don't even not they don't even knock that much anymore because now they're getting the overrides. yeah Which is a smart. If you're in pass, you should do that.
Speaker: yeah You're smart if you do that. But if you're not, and you're not building a team and you're just doing playing the summer and summer, you're living paycheck to paycheck and you're gonna burn out eventually. Your family is gonna feel it. Your wife is gonna feel it. Your kids are gonna feel it. And then eventually your body and your health is gonna pay the price.
Speaker: And you're going to be like, ah holy crap, what do I do? So I don't know. I looked at it that way. I was not the 23-year-old anymore. When I switched to solar, I was the 28, 29 with a kid. My mindset evolved, my needs evolved. And ain't no hate to pass. It was a great vehicle. I learned a lot.
Speaker: But then solar just offer a better path for sustainability for me and my family. Yeah. Well, speaking of that, um I don't know if I've heard the full story. How did you end up going from pest control to solar? Was that like a pretty easy decision at that point? Or what was that transition like? How'd you get into solar from there? Yeah. My brother-in-law had already been doing solar for a while. And when I finished my 2019 pest control summer, I decided to go on a mini blitz with him. I saw it and I didn't like it as much. I mean, I liked it, but I didn't, but it stuck in my mind about the how sustainable can it be.
Speaker: But I thought, you know, I'm still young. I still can do it. I have a lot of battery in my in my in my body. Like I can have a lot of energies, so I can still go, you know, on a sprint and see what happens. But then eventually, you know, I started looking at life and success and meaning of satisfaction and fulfillment in a different way. Like I was looking at Dude, I want to prioritize my family. I want to prioritize God. I want to prioritize my health.
Speaker: Honestly, this is less and less sustainable. So I started asking questions and I started putting myself out there, asking difficult questions and meeting with other people. And sometimes in past, you create that culture. Not in past. I mean, most sales organizations are really smart at creating this culture where like, this is the only place where you can grow and succeed. i don't know if you felt that. like this is and if you go outside and ask questions then you are unloyal ungrateful and they kind of frown upon it's like it's frowned upon and they talk negatively about you so i started doing that and i realized holy crap there's other ways to make money and ah very reasonable ways to make money that should be worth considering so i did that and i ah long story short you know the company at the time
Speaker: I don't say the name. I don't even have an NDA anymore. So Aptiv back then, they dropped the ball and they literally had like the worst cancellation ratio in the world back then. It was like horrible. The owner literally said like, hey, it's because of the sales organizations. And I knew for a fact that wasn't true because my wife actually was a technician that I, you know, I...
Speaker: you know, which I regret, right? I asked her to be a technician because we had so many counts and we we needed like a tech and my wife stepped in like ah like a true hero. And and we did excellent, like the best that I've ever sold, the best like quality and everything, but the they would get they got so used to a high standard with my wife, like top first service, that then when the second when the second service probe would come in, they would see the difference and be like, dude, this is trash. And then we'd cancel. So I had a high cancellations.
Speaker: But I definitely didn't think it was my sales skills. I think my sales skills were at the top at at that point. So you know why said like, yeah, this is not doesn't align with me anymore. So I went into solar. And when I saw the first close, I shadowed the my leader and I saw holy crap like I hold I saw the whole process from set to close and I was like blown away as to like dude this is so cool and it's such a non-confrontational not pushy sell this is what sales should be about like it's a collaboration it was a win-win situation and boom 25 year agreement 25 year long salt within 45 minutes
Speaker: and solid. And I was like, dude, I got excited on that little blitz. I decided to move in with my family and I've been in Texas ever since 2022. Wow.
Speaker: That's crazy. Yeah. It's and I've been following you. and I know you've worked at some companies. We had some mutual friends over the years and um yeah I've been seeing you sell. So now I know now you're doing more recruiting. When you first started, I know you're leading a big team, running with a lot of setters and all that.
Speaker: So what's that been like? I mean, seems like now you're just all in the recruiting. But yeah, I guess what was what was that part of the story? When did you switch from like, you know, selling full time to being more on the recruiting side of things? Yeah, that's a good question. I, as I said, I had the mindset of recruiting. If you are a leader, you are a recruiter by definition. I always say that to people. And I am very grateful that I understood that.
Speaker: right before I left PEST, two years before. And so when I took Solar, I was like, dude, I need to grow teams. I had the mindset of growing teams, but I knew like in order to make it sustainable, nobody's going to follow you unless you've gone through the process, right? So setting, self-getting, closing.
Speaker: And then I started recruiting more. And then I had a goal. I said, my goal is to post every single day for an entire year on social media and just post, just post.
Speaker: And so, but then gary vee gary Gary Vaynerchuk right there and many other people that kind of influenced my thought process on social media. um Gary basically said like, hey, there's three pieces of content you should focus on to grow if you're going to be consistent. Number one, what is the number one reason people join social media or scroll on social media? To be entertained.
Speaker: That is the number one reason people go on social media, to be entertained. So figure out a way to entertain your audience. Number two, make it relatable. So in order to be relatable, share your story, share stories, be vulnerable, vulnerability. And then the last one is education. Educate somebody, educate your audience.
Speaker: So I started doing it every for a year. I didn't miss a day. In fact, I did more than 365 posts in that year And I went from like a thousand followers to 30,000 followers that year, 2023 changed the game because i recruited a bunch of people from that. I made over 200 plus thousand dollars in overrides. Okay. I don't shy away from talking about overrides. On top of that,
Speaker: the people that I recruited made the most money they've ever made. I switched them from pest and you can even ask them till this day. They made way more money, way more money. And so that's what recruiting is about. And yeah, there's politics and you know what it is, but There's no denial. Their lives improved. My life improved.
Speaker: They win. They won. I won. Everybody was winning. And I had that mindset. I realized that the most rewarding, the most rewarding position in door-to-door is recruiting. Like it is. yeah I don't know if you agree.
Speaker: Maybe. I don't know. Well, yeah, for sure. I mean, I think there's two ways to look at it. Some guys, they focus on sales. I think, yeah, if you build a big team, you have a lot more potential to make big money and grow. But, um you know, I've also seen guys that either they're just they don't like recruiting or, you know, they're not big on it. so they just put their head down and sell.
Speaker: That's what's cool. That's what's cool about solar, though. So I think there's so much money to be made in this cell. that even if you're not a good recruiter you or you don't want to recruit, you can go and they come out just put your head down and sell and make an insane amount of money.
Speaker: Where most of these other industries, you know, you look at any other door-to-door type sell. From what I see, i don't really think you can make really, really good money unless you're you're also a really good recruiter and build a massive team.
Speaker: Because, you know, that's how it was in pest control. It's like the guys making the big money. good they've got massive teams and getting tons override. So that's what I like about solar. It gives you opportunity to do both. And guys that are really good at recruiting, they come and make massive money. Guys that just want to do only sales, they come in and make a ton of money just doing only sales. that's what's yeah That's what I love about solar. And you don't need like 100 buddies, right? 100 people to make life-changing overwrite.
Speaker: And that's that's a cool thing about solar. like Dude, I made so much money. tripled the amount of money I made in solar. I mean, my first year made really good money, my first six months. And I only had nine people under me. There's no way. i should have I probably would have had to recruit about 100 people to make that in in solar, right? In PES, sorry.
Speaker: And so, yeah, you don't also, you don't need a crazy group of people. Like you can actually find like a solid 10 group of people and boom, take over the world, like make a ton of money. Everybody makes a lot of money.
Speaker: ah You don't need like a hundred people to really be super successful in solar. But i would always i would always point towards like the growth mindset because here's the thing. If a closer breaks their leg tomorrow or they get sick, they're done. Their career is over. Like they're they're done.
Speaker: Sure. Right. Unless you want to do in crutches. There are some people that just put their crutches. Yeah, I did that. Yeah, I hurt my knee and yeah, i was I was on crutches and yeah, I mean, I was still out there selling and it's not.
Speaker: Yeah, so I wish I had more recruits. yeah But I guess i use it forces you out to do that. So in my mind, ah And I'll share these really quick. Like last year, my my son was born with multiple congenital heart diseases and lung diseases. He had two open heart surgeries. I had to be in the hospital for about five months and mentally, physically put a strain on my body and my mind and my physical and my health.
Speaker: yeah was it was hell right the hardest time of my life 2025 i still made multiple six figures right and why because i knew kind of felt it i don't know if don't call it the spirit call it inspiration whatever but i really felt that in 2023 it's like like something's gonna happen your life is gonna change and you gotta look out in the future not just think right now and then now think about in the future it's like i gotta build that growth mindset not just like page to paycheck like red line, highest commission right now.
Speaker: And that had to push me towards a different approach. Now I had to give the opportunities to other people. Now I had to delegate. Now I had to replicate myself. yeah I didn't want to be in the top of the leaderboards because everybody wants to be the top of the leaderboards, but I guarantee you, like the the guy at the top of the leaderboard doesn't make the most money. and like doesn't. He's the recruiter that makes both. And usually they're not at the top of the leaderboard, but they make more.
Speaker: That's the secret sauce. And ian once I learned that, I was like, okay, I want to give the opportunity to people to be the closers. I'll recruit for them. i'll give them laugh I'll give them the platform. They'll recruit. They'll be happy.
Speaker: And if I can teach them to recruit, great. But then when that happened, I was grateful that I could stay afloat and survive. And you might say, well, you you just use people. and No, no, no.
Speaker: I'm providing opportunities to people and you should get paid and and compensated for providing life changing opportunities because if it changed your life, you would be selfish if you didn't share it to the world.
Speaker: So that's my that's the way that I think about social media and recruiting. It's like a self. It's ah like an act of being selfless. Like, hey, I want to share it to you, you know. Whoever buys, buys, buys, buys. Just share it For sure. and um Yeah, man. Speaking to your son, that's crazy stuff that happened with that. and Sounds like I followed that journey. Sounds like a miracle. you know God helped you guys through that. But what a blessing to be able to have. um you know They're kind of like recruiting funnel already in place, guys coming in. Because imagine if you had to rely 100% yourselves, probably would have been an extremely difficult time, right? Trying to support your family, your your son.
Speaker: and then still having to deal with trying to go and go to appointments and all that. It would have been impossible because it's just me and my wife. They have no family here in Texas. It would have been impossible. Simply, ah I just would have been like, I probably would have lost my house, my income. I don't know. like It's just not possible. so yeah It's important to just...
Speaker: It's important to recruit, but don't look at it. i don't want to mean, i don't want to sound like, oh, just recruit because you want to make money. No, like recruit because you, it changed your life. And like, I mean, door to door sales changed my life.
Speaker: Plain and simple. so recruit because you know, there's a Mosiah out there. that nobody not ah nobody even bet a dollar for that person. Like back then, nobody even wanted me in that team because I didn't speak the language.
Speaker: So my mindset is like, there's somebody out there like me that just needs the opportunity, that has the talent, just needs the opportunity, and I'm gonna find them. And that's the reward the reward. And a lot of times, recruiters are not rewarded. There's there's not a golden door for recruiting. There's no like recognition. Recruiters don't get recognized as much.
Speaker: But to me, I don't care. like I'm at a point in life where don't care. I just care about, hey, just building. And when I see people changing their lives, that's my reward. That's my satisfaction. I'm like, hey, I recruited that person.
Speaker: Maybe you know I gave that opportunity. Maybe I didn't create that skill and they're killing it. But to me, I recruited that person. That's awesome, man. Well, so one question I had, Mosea, how do you go from, because some some of us, and I think myself included, sometimes we're so focused on the sale. Like, oh, I got to get the next sale.
Speaker: um I got to keep that pipeline full. And um a lot of people are also strapped for cash that they need the quick money coming from their sales. Where I think with recruiting, it's not like you recruit a guy tomorrow. Most of the time, there's not going to be like instant money coming from that.
Speaker: I think that's where a lot of guys get held up. They're like, ah you know, I need money. I can't really focus on recruiting. And then especially you get social media involved. Most people aren't disciplined enough to do what you did and post every single day for a year. i mean, that's incredible.
Speaker: So for you, how did you i don't know if you had a moment like that where you had to kind of like sacrifice some of the money you're making from selling every day. and kind of take a hit on that to focus more on recruiting. Any advice on that? How did you like structure it so you weren't like losing a bunch of money while you're focusing more on recruiting? What do you say to that? Yeah, yeah. so simple terms, i I mean, my first month setting appointments, as I mentioned, I made $37,000. I had good enough money to survive. Then when I went into closings, just self-draining a couple, you're good to go. You're golden. Like,
Speaker: It really doesn't take too much to really make it profitable in solar. And I honestly think that not recruiting is an excuse. like I've been in all kinds of levels as far as solar, like leading a team, self-jetting setting, then i you know now VP.
Speaker: And I always say this, like, not recruiting is an excuse because you can actually, all you got to do is not even that hard to recruit. Like it's not, you just have to be consistent. I use social media as a tool to make that happen. Post it out there. You never know. Have to have at least six stories, like active, four to six stories active on your Instagram.
Speaker: So what it happens is that it triggers the algorithm for people to see you at the top. You know what i'm talking about, right? The circles. So they're going to see you all the time. So eventually, that's called that's that's That's you following up organically with hands off. Like I post a story, I'm following up with my audience every day.
Speaker: And eventually somebody will bite. Eventually somebody is gonna be in the right position, the right environment, the right ah the right time for them to reach out to me and ask me for an opportunity. I'm not gonna miss a day putting a story because that's free advertisement. Like why why would I do that? Like just post post something about your job.
Speaker: So that's an excuse when people say, I don't have time to to recruit. It's like, you just don't understand recruiting. And also, I will say this, there are seasons. Summer season, go crazy if you are a producer, ah you're a closer. Go crazy. Go focus on producing.
Speaker: But then also post a story here and there. That's recruiting right there. That just posts the story. Do it consistently. When the off-season, you do blitzes, maybe 15 days every month, 15 days a month.
Speaker: And then that's when you and your team are going nuts on recruiting. That's the recruiting season. But i recruit year Even when I was producing like really well, like personal, I was still recruiting every day.
Speaker: People think it's a distraction from the main thing. It's not. It's not. You can actually do a hybrid. You just have to kind of figure it out, like the marketing aspect and, and you know, delegate to. Recruits of recruits is the most effective. When I had a success story and somebody like, dude, I had this guy that came from Minnesota, killed it, right?
Speaker: Did what he did tell all his friends from Minnesota. And then recruits of recruits, the most effective. So if when whenever you have a recruit that has a win, a breakthrough, you would be an idiot.
Speaker: If you don't blow it up on social media and tell the world what your guy did, because that's free advertisement and it makes people uncomfortable. I didn't care. was like, dude, all my guys that succeeded, i was blowing them up on social media, blasting them.
Speaker: They would sometimes get uncomfortable, but I'm like, dude, it's for your own good. and And they would rip the benefits. They would recruit people and like recruits of recruits. And yeah, I would say that. Okay. Love that. Yeah, everybody's shooting good, man. Yeah. Yeah, that's so good, man. Yeah. ah Well, I've seen a lot of your stories, probably a little ah little bit controversial with the pest control guys, because, you know, a lot of times I saw you, you know, maybe.
Speaker: dude i used to be called I used to be called the pest control hater. Yeah, I've seen guys be like, oh, Mazzai just hates pest control now and everything. But you you feel like you've gotten a lot of guys from pest control because of that? Because I see you, you know, a lot of times talking about, oh, this best thing ever switching from pest control.
Speaker: as have A lot of your recruits been coming, guys coming over from pest control. Not anymore as much as you used to, but back then in 2003, when I was making the most noise. now Nowadays, i don't I don't really talk that much about PES, but absolutely, you have to steer the pot. And this is what this culture in the industry, there's a hidden culture in door-to-door sales that treats it like a cold. Like, oh, you can't really ask questions. You can't really go out there. You can't really investigate. Like, dude, like I'm going to talk. And the the person that talks the most shows the most receipts, does the most trust.
Speaker: and know everybody's gonna like me, then I don't care. But those that do end up working with me and that's all I need. I need to i need people that relate with me and some people are not gonna relate with me and that's totally fine. Those are not not my people.
Speaker: So yeah, definitely be, I'm not saying go and find, be controversial just for the sake of argumentation. In fact, all I would do that was controversial was showing like what a marketing deal is and how much you would make in solar. And I would say, hey you can make more money in solar. And people would like, yeah, you're just a hater.
Speaker: And of course I would use memes and entertainment to kind of like throw some, some mix, steal the pot. But that's, that's what you got to do. Like i you got to think as a marketer and what is the number one emotion that sells online?
Speaker: It's, Like, what do you what do you think is the number one emotion that actually creates the most revenue online that, you know, companies, marketing companies are using? My first thought was putting chicks in bikinis and all that, but that's probably not right.
Speaker: Only fans in Dorodoro, nah. But hey, that kind of creates an emotion, right? And it makes people click. So the emotion I would say that I use was outrage. okay Like outrage in a way, it it drives the most views.
Speaker: And some people don't want to be outraged. No, no, no. Don't want to create controversy. They're just too safe. Like I say, like if you're too safe, too safe. You want to say it but you don't want to because you don't want to upset people. It's like, dude, who cares?
Speaker: like say Go and say something. Now, don't be an idiot. Don't say like ah don't don't make lies and stuff like that. Don't harnish people's reputations. Don't poison the well. But Just got to kind of be a little bit, spice it up a little bit, be relevant, talk about things that not everybody wants to talk about.
Speaker: And then people start trusting you. They're like, thank you, Muzaya, for actually being the person that is willing to talk about this because it's true. I want to work with you. No, that's that's really good. So how do you turn these people into actual recruits, though? A lot of people, they'll start posting. Maybe people will see. But, you know, when you first started using social media media to recruit, was it all just like organic? People would start asking you questions. Or were you actually like DMing people, looking at who, watch stories and things like that? How were turning these people into actual recruits for your company?
Speaker: Yeah. Okay. For now, it's completely different. Now I'm creating systems and managing the systems, right? Now it's more at a corporate level what I'm doing here at the company I work with, where like I'm creating like actual, so to speak, like recruiting agency within my company, helping other people team up with me to recruit. So delegating. So I'm I can recruit from people. But like if you're studying, you have to, the way that I did it personally, because remember, I didn't have money, friends, connections in the US. I mean, I'm just this Mexican kid that didn't know many people in the US. It's different country, different culture, different everything, right? so
Speaker: And you didn't have the experience. So how did I recruit organically? As I told you, social media. Put out your story. Those who relate to you will reach out to you organically. And I would say, I never, never, when I switched to solar, never.
Speaker: reached out to somebody. Everybody reached out to me. That's the power of social media. They reach out to you and be like, hey, you know, I'm kind of curious. Now get them on a call. Do maybe one or two calls, getting committed. Obviously, now you have to understand how to recruit on your first call, how to do it on your second call, and then how to commit them. And there's ways, there's an art, just like what we do in door-to-door sales, there's an art on how to do effective recruiting on the phone.
Speaker: And then recruiting doesn't end when you onboard them. Now it's how you get them activated with a deal and how you retain them and how you get them to multiply. Cause then if I if i get somebody that gets results, I'm targeting their net worth, the network, right?
Speaker: I'm targeting their network. So I'm doing recruits of recruits. Hey, let's bring you a friend. And it just goes like the machine goes more organically. But I would say um just start pumping content. good People just got to start pumping more, more content. I'm doing bad at it right now, now that I'm a father. And I'll be honest, it kind of took me away from my from everything. So I'm trying to figure out how to be more consistent. But i'm at least I'm posting one a day. At least I never miss my one a day.
Speaker: i had i had a ah challenge by Austin Mazer from Mazer Training. He was like, hey, post for 100 days or go bald. So I don't want to shake my head. So I've been posting for every day for 100 days. So when you say, when you say posting, do you mean just doing like a story or is it like an actual post? Yeah. Yeah. Posting on the, on the grid. Okay. And the stories are, don't count. So post like an actual post, like a reel or a post and it pushes It's like, dude, it's uncomfortable. I don't know what to post. Okay. Just figure it out. Right.
Speaker: No excuse. Don't overthink it. Don't think about what people are going to say. Sometimes it's a meme. Sometimes it's me talking. Sometimes it's this, but just do the reps. I will say this, that, you know, one single story, one meme, actually, one meme, because people were like, dude, you're just posting memes. Sit down, like, you whatever. Like, you're not, can't take you seriously, Mosiah. I'm like, one meme that I posted back in 2023 got me 60 million views. One meme.
Speaker: got me sixty million views one meme 16 million views, got me 6,000 followers within the niche of door-to-door sales. And I recruited my best producer off of that meme that ended up making me like six figure in overwrite. So you can share the memes all day, but it works.
Speaker: One one of your funniest ones that you posted that I saw was the one, you know, you're like on the stage jumping. It's like the concert. It's like Guy guy Wins Golden Door Award and then has 90% cancellation rate or something like that. 70%, yeah.
Speaker: Yeah, the door the Golden Door at DVD Con. Hyping the crowd. And I was saying that because, well, that was ah the other company. I was criticizing my own company, okay? Like i my own company recognized the Golden Door and I subbed database. And I'm like, dude, why is he recognized? He has 70% cancellations.
Speaker: That is horrible. I made a meme and everybody in the company knew I was dizzying at our top closer. 60 or 40, I don't know, 60, 70% or something crazy. And I'm like, dude, even if it happens in a company, I'm going to talk about it. Like this is, let's talk about it, right?
Speaker: And everybody's like, dude, Mosiah, like you're just talking crap. And I'm like, and so I'm lucky right now that I work with people that understand this mindset.
Speaker: like I think the company I work with, it's a very, doesn't shy away, even the leaders don't shy away from talking and showing receipts. So I feel like at the end of the day you just kind of have to find your people. Now I'm not there i'm not everybody's cup of tea. you know When I used to work with PES, people would have like an issue sometimes where like um I like to show receipts, I like to talk about paychecks, I don't like to talk about revenue, I like to talk about the real stuff and how how long it took to install.
Speaker: Now you got cancellation. Okay, let's talk about this because these are these ah what matters at the day. And a lot of people just don't like that. Even my leaders would be like, hey, Muzan, don't say that because the sellers are going to start asking questions. The reps are going to start getting wanting more pay. And I'm like, great.
Speaker: They should want more pay. And if they want if they want to get paid more, then they need to do what I did. That's it. But I don't, I want people to ask questions. I learned it the hard way. i I hit marketing deals for one of my top producers in PES and guess what he did?
Speaker: He went out and talked to somebody else. He found out about marketing deals and he resented me for that. And I promised myself, I'm never going to hide anything from my reps. I'm going tell them straight up the path of progression.
Speaker: So, because if I'm not the one that tells them, somebody else will. I want to be the person that tells them, not somebody else. So, 100% man. Well, that's what I love about your content. You keep it real. And I think that's what people appreciate. That's why you've gained so many followers because you know that post like that, that's perfect example. You're going to ruffle some feathers.
Speaker: Sure. People are going to be mad. Some people are gonna be mad about it, but that's exactly what got attention. And yeah you know, it's like something. Something relatable because I think we've all been at companies. If anyone's been in solar for a while, we've all seen people where it's like they're selling through the roof, but you know, they're installing like very few of the ones they actually sell.
Speaker: So when it for me, when I saw that, i'm like, wow, that's that's gold right there because everyone in solar can relate with that so much. Just cancellations and people posting.
Speaker: I've seen your social media too. Like I, you know, like I really like that you are putting in the work in a different way, like, and fits maybe I'm i'm not, so I'm not, I haven't met you. Right. A lot to really kind of conclude your personality, but I really feel like it's super real when you go and talk with people, you really like that person that connects with other people and make them kind of create education and awareness, which is super important. And I've seen some of your podcasts, right? yeah You've been with,
Speaker: some of the names, like even in my, within our company with Melissa, I think you interviewed Melissa Romaisa, right? For sure. a up And even not from solar, like from other people, I've seen that you have other people from, from other places.
Speaker: And I think that's what it's about. Like people, now you create a personal brand. And I really liked that when, when Jacob told me like, yeah, you know, Taylor, Armstrong, right? he that He's like, no, I've heard of him. yeah I think I heard of him. Who is he again? So he's like, yeah, yeah, yeah.
Speaker: Right away I knew solopreneur. Yeah. The guy is just always interviewing people, creating value. That is one aspect. So if you're, I don't know, when did you start that? It's been like five years. So yeah, it's probably no, you know what I think it was 2019. So what is that like seven years now?
Speaker: Oh, so been a long time, man. But no, like social media, that's one of the things that, you know, I haven't been this consistent really to like build something. and I've always been consistent with the podcast, but I've realized like podcast, social media, it's kind of two different things.
Speaker: And just because I'm consistent with the podcast doesn't necessarily mean that it's going to translate a massive amount of followers if I'm not consistent with it. So, you know, that's one of the things I'm trying to work on is just posting more consistence. And, you know, I've thought about maybe dialing back the podcast a little bit to try to focus on social media recruiting. um Because, yeah, I think one of One thing that's really cool about what you're talking about, Mazaya, is now with family things. I got three kids now.
Speaker: Yeah. So i'm got ah at I'm still at a point where I got to be selling. Like I can't, I don't have a massive, I don't have a massive downline of bunch of recruits that I'm making most of my money off of. Still, most of my income is coming from just being out selling on a day to day basis. so I've thought about that, too. I'm like, man, what if something happened where I can't go sell?
Speaker: What if something happened with like health the issue with my kids? So um that is something that I've started to think about more and more. So um you definitely got us thinking and love what you've been building like that, man. Really cool to see.
Speaker: Yeah, i keep doing the the social media. i really like it. i would just say, steer the pot a little bit more. Like just talk about the juicy stuff that riles people to to pull up their hairs and and that's okay. you know And I feel like what we did right now, like just talking about certain things and then people, people what you want to do is like bring people to make comments.
Speaker: Like if if you're, this is what I always think about my content. If my content isn't going to be shareable, like if I would see my content and i't I didn't know myself, would I share it?
Speaker: Would i comment on it? And so now you can just think about all your content. I need to make sure my content makes people comment. What makes people comment when they disagree with you?
Speaker: so So you have to sometimes, or sometimes when you do something cool, but the most effective sometimes way is like people like to disagree. And so create conversation or not not even disagreement. You can actually inspire them, right? Like, dude, that's really cool. When you do this really hard, dude, kudos to you. They love talking about that.
Speaker: And then with... and then shareable. And then your algorithm gets boosted. like So with your podcast, what I would add, because you bring a lot of people, a lot of value, I would really just ask difficult questions. Put your guests on the spot.
Speaker: Like put them like, hey, I saw these, but I don't agree with this. What do you think about this? Holy crap, on the spot. But it's like, you don't you don't make it like, it's not bad. It's just like you're having a conversation. And now you're like, you know, it's it's it's the real juice. I would ask really hard questions to your guests and you can cut them. Say like, hey, I'm going ask you this question. Would you mind? Yeah.
Speaker: Heck yes. And you can create those emotions. Yeah. Well, we're going to have part two, Mosaic. I'm going have to think of some some harder questions for you and just drill you next time. and Yeah, drill me. Start thinking of some.
Speaker: It's the truth of No, just feel you came here illegally, Mosaic. Yeah. Where's your green card, Mosaic? I'm a great swimmer.
Speaker: Let's go. There you go. Well, well, dude, it's been so awesome having you on. And I feel like I could ask you 10 more questions if we had the time. But I know you're busy guy. I got to run to an appointment myself here. So in case people, I'm sure everyone's following you already. If not, I don't know where they're at. But i do you want to drop your Instagram or best way to get in touch? mozaf People do want to shoot your follower, get in touch with them more.
Speaker: yeah it would be mosiah mtz m-o-s-i-a-h m-t-z m-t-z is the abbreviation for martinez and in mexico we abbreviate last names so kind yeah so you don't put your uh because all all uh latinos and there always two last names Yeah, I don't, we don't, yeah, yeah. I just, when I came to the U.S., I have to give, give, give away, give it away.
Speaker: Give up one. i still have it though. That's, that's, they make you do it. Yeah. I will say that I told you before we started recording that um probably half of my deals are, you know, Mexican, Latino families. Yeah.
Speaker: And I always, it always causes issues when we got the two last names and then we have to put it in the application. Then I only put one last name or something. They came back, oh, it doesn't match the title. And then we have to go back and restart applications. So I'm getting more used to the two last names, putting it in the applications.
Speaker: Dude, there's freaking two last names, man. But yeah. Yeah. Even, yeah, even, ah yeah, here only one last name. And then my wife hasn't changed her last name in the past 10 years. I'm like, yeah, change your last name. But we just procrastinated.
Speaker: But yeah, it's funny that you adopt the last name of the man. That's how they do it. Well, Mozey, thank you so much for coming on, man. Hopefully we can do this again. And, um you know, we'll be seeing, you plan on going to any events, door-to-door cons or anything like that coming up? They're in January, right?
Speaker: January? Yeah. No, I'm having a kid in January. Okay. Congrats. I didn't i didn't know you were having another one. that probably one monday Yeah, bro. It's going to be born in the first week of January.
Speaker: And I'm sure my wife is going to need all kinds of help. so So it's going to be wild. Okay. Well, gear up, man. and we'll we'll We'll see. We'll connect and we can jump on that.
Speaker: You know, one time i do live streams. I should have you on a live stream one day. Yeah, let's do it. up yeah they're They're not like formal podcasts, but they just, they're life they're more casual. yeah And we do a live stream and post it.
Speaker: Yeah, let me know, brother. Be happy to. Well, thank you so much for coming on. Congrats on your success. Congrats on the baby coming up to you. And we'll be praying no no health news issues this time.
Speaker: Con el favor de Dios. And ah yeah, man, thank you so much for coming on the podcast with us today. Sounds good. Thank you, man. Take care. Thanks for having me. Yeah, of course. So some of you already know that I run my own door-to-door sales team here in San Diego. 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. Then we discovered an app called Solar Scout.
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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 to give my listeners a great deal. And they did.
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