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How to be Ultra Consistent Without Working More Hours - Christian Moroni
71 Plays4 years ago
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Speaker 1 (00:03):
Welcome to the Solarpreneur podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong and 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. I teach you to avoid the mistakes I made and bringing the top solar dogs, the industry to let you in on the secrets of generating more leads, falling up like a pro and closing more deals. What is a Solarpreneur you might ask a Solarpreneur is a new breed of solar pro that is willing to do whatever it takes to achieve mastery and you are about to become one.
Speaker 2 (00:41):
What's happening. Solarpreneurs. We're back with another episode in this time we have the Brazilian master himself, my man Christian coming on the show. So we got Christian Maru and I thanks for coming on the show with us today, Christian.
Speaker 3 (00:56):
Oh man. Thanks for having me. I'm I'm super excited actually. It's my very first time speaking in public like this and, uh, I'm super stoked to be, to be here on the show.
Speaker 2 (01:08):
Yeah, well it's well-deserved because, um, if you haven't seen, if you haven't followed Christian yet, he's been just one of the most consistent like solar sales reps. I've seen, he's consistently hitting big numbers. Um, and we're going to talk about all that today. So he is the number one rep at affluent, right? Is it fluent? Yup. Okay, cool. Making sure I got the name right. And yeah, been doing awesome. And you're soon to start up an office there in Houston. You're telling me here in what 3, 3, 4 months, something like that. You're going to go down there. Yes.
Speaker 3 (01:42):
Yes. I started, I started with flowing on May 7th and I, after a month and a half, they say, Hey, I feel like you got a lot of potential. There wants to, to expand the company. And they showed me a few places and I chose Houston to be the place to go. Right.
Speaker 2 (02:02):
Well, my cousins down in Houston, so maybe I'll, uh, he just bought a house down there. So I'd love to get him sold. He's point, he's pulling this, you know, he's moving, he might move in a couple of years, crap. So
Speaker 3 (02:15):
I know how to handle that.
Speaker 2 (02:20):
I'm his cousin. So I can't like tell him to cut the crap as much, but if I send you to his door, I know you'll get him taken care of.
Speaker 3 (02:27):
Yeah. I can smell the blood man. I can smell blood from far away.
Speaker 2 (02:32):
I better watch out. Cause now all my Houston podcast listeners that I heard that are going to be like hitting me up. So put, put a target on his back, but no, that's a awesome man. And so yeah, I mean, again, you've been having a ton of results being super consistent and we're going to get into all that. But do you want to tell us a little bit of your background, Christian? I'm like, I don't know what, how you got started in knocking doors and um, just how you got in the store and everything.
Speaker 3 (03:01):
Sure. My brother. Um, so on September 1st it tells an 18. That's when I got that's exactly when I got here in this country. So actually tomorrow, I guess it's going to be three years. Hasn't even been three years and just like a lot of international people. And I can relate to a lot of people from my country and from different places and different backgrounds when they get here, they, they get the cleaning jobs. So that's what I was doing. I was cleaning cars, uh, in a dealership. And then we started cleaning offices and Jean, Jean places at night and stuff like that. And it just, you know, I wasn't super happy cause I was working during the day and I was working at night and working multiple jobs and, and I was lik
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Transcript
Introduction to the Solarpreneur Podcast
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
00:00:08
Speaker
My name is Taylor Armstrong.
00:00:10
Speaker
I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
00:00:19
Speaker
I teach you 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.
Meet Christian Moroni: A Solar Sales Success Story
00:00:41
Speaker
What's happening, solopreneurs?
00:00:43
Speaker
We are back with another episode, and this time we have the Brazilian master himself, my man Christian, coming on the show.
00:00:52
Speaker
So we got Christian Moroni.
00:00:53
Speaker
Thanks for coming on the show with us today, Christian.
00:00:57
Speaker
Oh man, thanks for having me.
00:00:59
Speaker
I'm super excited.
00:01:00
Speaker
Actually, it's my very first time speaking in public like this.
00:01:04
Speaker
And yeah, I'm super stoked to be here on the show.
00:01:08
Speaker
Yeah, well, it's well deserved because if you haven't seen, if you haven't followed Christian yet, he's been just one of the most consistent like solar cells reps I've seen.
00:01:18
Speaker
He's consistently hitting big numbers and we're going to talk about all that today.
00:01:23
Speaker
So he is the number one rep at Fluent, right?
00:01:26
Speaker
Is it Fluent?
00:01:27
Speaker
Yep.
00:01:28
Speaker
Okay.
00:01:29
Speaker
Well, making sure I got the name right.
00:01:32
Speaker
And yeah, been doing awesome.
00:01:33
Speaker
And you're soon to start up an office there in Houston.
00:01:37
Speaker
You're telling me here in what, three, three, four months, something like that.
00:01:40
Speaker
Going to go down there.
00:01:42
Speaker
Yes.
00:01:42
Speaker
Yes.
00:01:43
Speaker
I started, I started with Fluent on May 7th.
00:01:47
Speaker
And after a month and a half, they say, Hey, I feel like you got a lot of potential.
00:01:53
Speaker
We wanted to expand the company.
00:01:56
Speaker
And
00:01:56
Speaker
They showed me a few places and I chose Houston to be the place to go.
00:02:00
Speaker
Nice.
00:02:02
Speaker
Well, my cousin's down in Houston, so maybe he just bought a house down there.
00:02:06
Speaker
So yeah, I'll have to get him sold.
00:02:10
Speaker
He's pulling this, you know, he's moving.
00:02:12
Speaker
He might move in a couple years crap.
00:02:14
Speaker
Oh, I know how to handle that object.
00:02:19
Speaker
So I'll send you.
00:02:20
Speaker
I'm his cousin, so I can't tell him to cut the crap as much.
00:02:23
Speaker
But if I send you to his door, I know you'll get him taken care of.
00:02:27
Speaker
Yeah, I can smell the blood, man.
00:02:29
Speaker
I can smell blood from far away.
00:02:32
Speaker
I better watch out because now all my Houston podcast listeners that heard that are going to be like hitting me up.
00:02:36
Speaker
So I better put a target on his back.
00:02:42
Speaker
But no, that's awesome, man.
00:02:43
Speaker
And so, yeah, I mean, again, you've been having a ton of results, being super consistent.
00:02:48
Speaker
And we're going to get into all that.
00:02:50
Speaker
But do you want to tell us like a little bit of your background, Christian?
Christian's Journey: From Multiple Jobs to Solar Success
00:02:53
Speaker
Like I don't know what how you got started in knocking doors and Just how you got into solar and everything?
00:03:01
Speaker
Sure, my brother So on September 1st 2018 that's when I got that's exactly when I got here in this country So actually tomorrow I guess it's gonna be three years Wow.
00:03:13
Speaker
Oh, yeah, it's awesome.
00:03:14
Speaker
Yeah hasn't even been three years and
00:03:19
Speaker
Just like a lot of international people, and I can relate to a lot of people from my country and from different places and different backgrounds.
00:03:26
Speaker
When they get here, they get the cleaning jobs.
00:03:29
Speaker
So that's what I was doing.
00:03:30
Speaker
I was cleaning cars in a dealership.
00:03:34
Speaker
And then we started cleaning offices and gym places at night and stuff like that.
00:03:41
Speaker
And it's just, you know, I wasn't super happy because I was working during the day and I was working at night and working multiple jobs.
00:03:48
Speaker
And I was like, I've done sales in Brazil.
00:03:52
Speaker
Let's put it that way.
00:03:54
Speaker
I felt like I was successful.
00:03:55
Speaker
My company was doing well.
00:03:58
Speaker
I was running my company for seven years in the security industry.
00:04:05
Speaker
And that's how I started knocking doors, actually.
00:04:07
Speaker
I was knocking doors in Brazil for my own company.
00:04:10
Speaker
Oh, wow.
00:04:11
Speaker
Yeah.
00:04:11
Speaker
Like security system, like, yeah.
00:04:16
Speaker
Yeah, something like that.
00:04:17
Speaker
And also like pepper spray, like everything that you can have to defend yourself in a situation of risk.
00:04:24
Speaker
Just because in my country, actually, we're not allowed to have guns and firearms or anything like that.
00:04:31
Speaker
So what happens is you better know some martial arts, some jujitsu.
00:04:37
Speaker
You know, you better be ready because we're just not allowed to have anything.
00:04:44
Speaker
So I realized that here in the U.S. people could have some stuff.
00:04:47
Speaker
So I just decided to...
00:04:50
Speaker
to do that in Brazil.
00:04:51
Speaker
So instead of knocking doors to talk to homeowners, I was knocking on doors of the police departments.
00:04:58
Speaker
So I would go to every single city, drive to a small town or anything like that and say, hey, how do you guys like your equipment?
00:05:07
Speaker
How do you guys like the boots, the Cavaliers, the helmets, like everything, you know?
00:05:12
Speaker
the gun holsters, like all sort of equipment that law enforcement have.
00:05:17
Speaker
That's what I was doing.
00:05:18
Speaker
I was just the main distributor.
00:05:19
Speaker
I say, okay, okay.
00:05:21
Speaker
And then it was just knocking doors, visiting police departments.
00:05:26
Speaker
And to be frank,
00:05:27
Speaker
You gotta be ballsy to talk to these guys.
00:05:30
Speaker
I bet.
00:05:32
Speaker
That's crazy.
00:05:33
Speaker
Yeah, it's funny.
00:05:36
Speaker
I'm taking a Brazilian Jiu-Jitsu class right now.
00:05:40
Speaker
I just took my third class the other day.
00:05:43
Speaker
I'm beat up, man.
00:05:45
Speaker
Probably can't see on the camera, but I got bruises all over the place.
00:05:50
Speaker
Guys, I can see the bruises.
00:05:54
Speaker
I did Jiu Jitsu for a little bit, but I'm more of a capoeira.
00:05:57
Speaker
I don't know if you ever heard of capoeira.
00:05:58
Speaker
It's a different martial arts and it's pretty cool as well.
00:06:03
Speaker
So, yeah, that's kind of how I started.
00:06:05
Speaker
And then I had this cleaning jobs, kind of hated.
Transition to Door-to-Door Sales: Lessons from T-Mobile and Pest Control
00:06:09
Speaker
And then I got into sales, started with T-Mobile.
00:06:13
Speaker
And then I got a manager position and I was like, okay, that's a little better.
00:06:17
Speaker
What I realized is that I was working in a store and there was no more room for growth because other than the, I was just, I don't know, maybe I should open my own store.
00:06:29
Speaker
But if I do want to do that, that's like 500,000.
00:06:31
Speaker
And I was like, yeah.
00:06:35
Speaker
I felt like there was no more room for growth and I would have to wait for people.
00:06:41
Speaker
So what I started to do, I started to approach people outside the store and say, hey, who do you guys use for the phone?
00:06:48
Speaker
And I started like approaching people and I got a notice saying, hey, you can't do that.
00:06:54
Speaker
You can't do that.
00:06:55
Speaker
You got to wait for people to get inside the store.
00:07:00
Speaker
And that's when I realized that, you know what, I don't want to do that because even though I was, so out of 124 people, I was number one in sales for months and months and months in a row.
00:07:13
Speaker
At T-Mobile?
00:07:15
Speaker
Yes.
00:07:15
Speaker
Okay.
00:07:17
Speaker
Yeah.
00:07:18
Speaker
And by doing that, still even being number one, I felt like
00:07:23
Speaker
I couldn't grow anymore.
00:07:26
Speaker
I would have to be just passive and waiting for people.
00:07:29
Speaker
And I was like, no, I want to do something where I can run my own paycheck.
00:07:34
Speaker
So I recruited myself.
00:07:36
Speaker
Nobody actually recruited me.
00:07:39
Speaker
I got into the Door-to-Door Tribe Facebook group and said, hey, guys, I want to do sales.
00:07:45
Speaker
Hit me up.
00:07:45
Speaker
Wow.
00:07:48
Speaker
Man, I wish I would have seen that post.
00:07:50
Speaker
You probably got 500 messages the next day, huh?
00:07:54
Speaker
Oh my, oh my.
00:07:56
Speaker
So I sat down with every single pass control in the book and I talked to Sam Tiger and Sam Tiger said, hey, if you just want to learn the job, pass control is a good way to start.
00:08:06
Speaker
And then if you want a career, maybe you should look into solar.
00:08:10
Speaker
So I did.
00:08:11
Speaker
I talked to Fluent and I talked to a pass control company.
00:08:15
Speaker
Decided that pass was for me because a lot of my friends, they were doing pass.
00:08:19
Speaker
So I did pass for a summer.
00:08:21
Speaker
Nice.
00:08:23
Speaker
Three months in the summer, broke my arm.
00:08:26
Speaker
Oh, gee.
00:08:28
Speaker
Yeah, I was arm wrestling.
00:08:30
Speaker
Actually, I'm wrestling my manager for over 20 bucks.
00:08:33
Speaker
And he busted your arm in an arm wrestling match?
00:08:37
Speaker
Yeah.
00:08:38
Speaker
Yeah, I can send the video so you can post on your page later.
00:08:42
Speaker
Oh, yeah.
00:08:42
Speaker
Okay.
00:08:42
Speaker
Yeah, we'll have to put that like accompanying the podcast.
00:08:45
Speaker
That's crazy.
00:08:46
Speaker
Yeah.
00:08:47
Speaker
Yeah.
00:08:48
Speaker
So I was having a really good summer.
00:08:51
Speaker
Number one rookie for the company.
00:08:56
Speaker
Three months in the summer had like 400 accounts.
00:09:01
Speaker
I was on a pace to do 600, but because I broke my arm with three months in, I went back, I had a recovery and then summer was over.
00:09:10
Speaker
So all of the guys, they just came back home.
00:09:15
Speaker
And I talked to the owners and say, hey, I have a goal to do 600 accounts my very first summer.
00:09:22
Speaker
Would you guys let me come back?
00:09:24
Speaker
And then everybody was gone and I flew back to Texas and I started working again, doing pass control by myself.
00:09:34
Speaker
That was pretty much it.
00:09:36
Speaker
Yes, all of the boys, they were home.
00:09:39
Speaker
It was just the owners and myself.
00:09:42
Speaker
So I did go back, sold for a little bit.
00:09:45
Speaker
And then the company say, hey, you know what?
00:09:47
Speaker
You're the only one here.
00:09:49
Speaker
I don't feel like it's a good choice to have just you here.
00:09:53
Speaker
And then they just sent me home.
00:09:54
Speaker
Wow.
00:09:55
Speaker
Holy cow.
00:09:56
Speaker
That's some extreme
Cultural Insights and Work Ethic in Solar Sales
00:09:57
Speaker
drive.
00:09:57
Speaker
That's awesome.
00:09:59
Speaker
Yeah, it's just because I had a goal.
00:10:03
Speaker
So something that I want to share, if you like me with the people, with the audience, is just that instead of goals, to be frank, I had more of a commitment.
00:10:13
Speaker
So every time when you see the results that you can get, I would say it's always good to re-evaluate your goals.
00:10:22
Speaker
Yeah.
00:10:23
Speaker
Because if I didn't reevaluate myself and didn't compare, I was just trying to compare myself to my very best version of myself.
00:10:36
Speaker
I feel like a lot of times we just compare ourselves to other people and that can be tricky, you know?
00:10:43
Speaker
For sure.
00:10:45
Speaker
Yeah.
00:10:45
Speaker
Yeah, that can be tricky.
00:10:47
Speaker
So...
00:10:48
Speaker
If I stick to my original and go, man, I wanted to do 150 pass control accounts.
00:10:56
Speaker
And I sold 100 my first month.
00:10:58
Speaker
I was in the country for like a year, a year, a little over a year.
00:11:05
Speaker
So my English was still, I still have a lot to learn, but my English was super, super broken.
00:11:10
Speaker
But I just...
00:11:11
Speaker
You know what?
00:11:12
Speaker
Sales, it's what's going to pay the most money.
00:11:15
Speaker
So I got it.
00:11:15
Speaker
I got it better.
00:11:17
Speaker
I better figure it out.
00:11:18
Speaker
Yeah, that's incredible.
00:11:21
Speaker
So I got to ask, why did you what brought you out to like the US in the first place?
00:11:25
Speaker
Why did you come here?
00:11:26
Speaker
Is that for school or were you just thinking you're going to work or why did you come out?
00:11:31
Speaker
Awesome.
00:11:32
Speaker
That's a great question.
00:11:33
Speaker
So BYU has always been a dream for like all of the LDS families out there in Brazil.
00:11:39
Speaker
Like people just see like, oh my gosh, like the U.S. in general is just like living the dream, you know?
00:11:48
Speaker
And then my wife, she was doing manufacturing engineering in Brazil.
00:11:52
Speaker
And she said, hey, what if we go to the U.S. and I could just go to BYU?
00:11:57
Speaker
And I was like, okay, I support you.
00:11:59
Speaker
And we got here together and that was initially was for school, you know, and yeah, she's still going to school and we're excited.
00:12:08
Speaker
Yeah, that's incredible.
00:12:10
Speaker
Yeah, no, I love hearing the drive and I don't know, would you say like being in Brazil?
00:12:15
Speaker
I think, I don't know, you tell me, I've never been to Brazil, but I've been to Colombia.
00:12:20
Speaker
Maybe there's some similar stuff.
00:12:21
Speaker
That's where I did my church mission.
00:12:23
Speaker
And it's like, I don't know, I'm sure it's similar in Colombia.
00:12:27
Speaker
People had nothing.
00:12:28
Speaker
I imagine Brazil there's probably a lot of poor parts and stuff like that.
00:12:32
Speaker
So I'm sure you gotta like, you know scrap for everything and just like, you know fight and call your way to success and everything.
00:12:40
Speaker
Probably more than out here in the US we have, we have a ton out here compared to I know a lot of countries down there.
00:12:46
Speaker
So do you think that contributes like your drive obviously have like a ton of drive to like keep going where most other people
00:12:52
Speaker
To be blunt in this industry, they're not, especially in solar, they're going to hit five, six deals in the month and be satisfied with that because they're making awesome money with that.
00:13:01
Speaker
So what is it?
00:13:02
Speaker
Yeah.
00:13:02
Speaker
What do you think?
00:13:04
Speaker
Where do you get that drive from?
00:13:06
Speaker
If you have any, anything to say about that?
00:13:09
Speaker
Yeah.
00:13:11
Speaker
Every time when I think about drive, I remember once I was talking to River Skinner for a while, just sharing some personal stuff.
00:13:24
Speaker
And I remember it was just right when he made a post saying, if you don't work hard, you're not grateful for the opportunity.
00:13:32
Speaker
And that's how I always felt.
00:13:35
Speaker
It's not...
00:13:37
Speaker
One of the things that I learned from reading the book, Grit, from Angela Duckworth, great, great, great book.
00:13:45
Speaker
It's just literally showing like the persistency and the grit and all of that.
00:13:51
Speaker
And when you're grateful for everything that happens, and especially when you come from a different background, I feel like sometimes here in the U.S., I see people actually complaining like for not having space in the fridge.
00:14:06
Speaker
And
00:14:07
Speaker
And, you know, like, I came from a place where, like, I would complain to not have stuff on the fridge, you know?
00:14:14
Speaker
Yeah.
00:14:16
Speaker
Yeah.
00:14:16
Speaker
Sometimes we have the easy, sometimes I just feel like life here is just so easier and everything is just so, so, so cheaper that
00:14:26
Speaker
We take stuff for granted, you know, like we complain for the price of gas now, like three, $4, but in my country, 17, you know?
00:14:35
Speaker
Yeah.
00:14:36
Speaker
Holy cow.
00:14:37
Speaker
That's great.
00:14:39
Speaker
Yeah.
00:14:39
Speaker
That's awesome.
00:14:39
Speaker
And you reminded me, I don't, do you know, Leo Sageman?
00:14:43
Speaker
He's like a, yeah.
00:14:44
Speaker
Have you talked with him?
00:14:45
Speaker
Yes.
00:14:46
Speaker
Fellow Brazilian.
00:14:48
Speaker
He was on the podcast too.
00:14:50
Speaker
Uh, actually one of the earlier episodes of the show, but, uh, yeah, it's pretty crazy.
00:14:55
Speaker
He, he told me too, how his dad first came here and same thing.
00:14:58
Speaker
I think he started out in cleaning and started his business and all that.
00:15:01
Speaker
And, um, went through like several bankruptcies, but it's just, uh, I think it's awesome hearing stories like that of you guys that come from different countries and, um, you're just doing whatever it takes to have success.
00:15:13
Speaker
And, um, yeah,
00:15:14
Speaker
Yeah, it shows in the hours you're working.
00:15:16
Speaker
I asked, I sent River a message.
00:15:18
Speaker
So first I was following you for a little bit, seeing you close all these deals.
00:15:22
Speaker
I'm like, wow, what's this guy doing?
00:15:23
Speaker
Is he on like sells steroids or something?
00:15:26
Speaker
Like closing deal after deal.
00:15:28
Speaker
What is he doing?
00:15:30
Speaker
And so I messaged River.
00:15:31
Speaker
I'm like, man, this guy works with you.
00:15:33
Speaker
What is he doing?
00:15:34
Speaker
And River's just like, dude, he just works insane hours.
00:15:38
Speaker
He just goes out there all day, every day.
00:15:40
Speaker
And he's good at sales, but he's just putting in a ton of hours.
00:15:44
Speaker
So, I mean, really, I think you want to give us an idea how many hours are you typically working a week and give us some of your results you've been getting to be number one rep there.
00:15:54
Speaker
Perfect.
00:15:54
Speaker
Perfect.
00:15:56
Speaker
I feel like, I don't know, coming from pass control, I feel like sometimes the solar guys, I don't want to say people are lazy, but we just don't work as hard as the alarm guys or the pass control guys.
00:16:11
Speaker
Exactly.
00:16:12
Speaker
Exactly.
00:16:13
Speaker
I was hitting up a friend and saying, hey, what time do you guys have meetings?
00:16:16
Speaker
What time do you go to area?
00:16:18
Speaker
And my friend told me that at his pass-pontrol company, they have meetings at 9 a.m.
00:16:23
Speaker
and 10.30, they go to area and they work in the park.
00:16:29
Speaker
And I've been doing solar for almost 10 months now, and I've never done that myself.
00:16:37
Speaker
I work a lot.
00:16:39
Speaker
Some things that I might do differently is just that once I go to the doors, I just don't stop.
00:16:46
Speaker
And I really mean it.
00:16:48
Speaker
For example, my wife doesn't talk to me when I'm on the doors.
00:16:53
Speaker
And she knows that.
00:16:54
Speaker
I just abide by some personal rules and some personal standards that I just don't do social media unless I'm posting the deals.
00:17:04
Speaker
And talking about that, like,
00:17:06
Speaker
The only reason why I post and I share that is just for personal accountability.
00:17:12
Speaker
Like it's not for visibility, it's not for the credits.
00:17:15
Speaker
Like I don't care.
00:17:17
Speaker
I actually have 500 followers.
00:17:20
Speaker
Like I don't care about like how many people I have.
00:17:25
Speaker
But I feel like the people I follow, it's just they bring value.
00:17:29
Speaker
Like I don't follow any celebrity, like any famous people, brands and stuff.
00:17:34
Speaker
I don't have time for that.
00:17:36
Speaker
I just don't.
00:17:37
Speaker
So when I get to work, man, I have a pee bottle in my car.
00:17:46
Speaker
And I just, yeah, like, or I don't.
00:17:49
Speaker
Okay, I can say like just being the trees and bushes and stuff.
00:17:55
Speaker
I've done it like so many times.
00:17:56
Speaker
Now I just have a pee bottle and then that's it.
00:17:59
Speaker
Like I go to gas station zero times.
00:18:03
Speaker
I meal prep.
00:18:05
Speaker
I'm following a diet.
00:18:06
Speaker
I started a program a few months ago.
00:18:08
Speaker
I'm sticking to it.
00:18:10
Speaker
If I'm drinking anything, I take it with me.
00:18:12
Speaker
Like I just have everything to be ready for the doors.
00:18:18
Speaker
And then I just don't stop until I talk to 30 homeowners.
00:18:22
Speaker
30 homeowners.
00:18:24
Speaker
Nice.
00:18:24
Speaker
Yeah.
00:18:25
Speaker
That's my go-to.
00:18:26
Speaker
You don't have to be talented.
00:18:28
Speaker
You don't have to be super skilled.
00:18:31
Speaker
If you just put yourself in front of 30 people every day, I just feel like there's no way to get the results.
00:18:40
Speaker
And the only way to talk to that many people is
00:18:43
Speaker
It's just being efficient with the doors, you know, just cherry picking.
00:18:48
Speaker
One of the things that I do, I use my Segway a lot.
00:18:51
Speaker
I love it.
00:18:52
Speaker
I wouldn't, yeah, I just... Man, I don't even... Yeah, I don't know.
00:18:58
Speaker
Have you ever used a Segway, Taylor?
00:19:00
Speaker
Oh, yeah.
00:19:01
Speaker
Yeah, I use it.
00:19:02
Speaker
I forgot about it for a little bit, but then I saw you and River breaking them out.
00:19:05
Speaker
I'm like, man, I need to pull that thing back out.
00:19:08
Speaker
So I forgot how, like, you know, quicker and...
00:19:10
Speaker
It makes it like more fun on the doors too.
00:19:13
Speaker
You get rejected.
00:19:14
Speaker
Just hop on the Segway.
00:19:16
Speaker
Yes.
00:19:17
Speaker
Especially even if a super hard no, what I do every single time when I hop on my Segway, I feel like it's a mental break.
00:19:26
Speaker
Like, I don't even feel that no, because my brain at that moment is just trying to concentrate on getting on the Segway, get into the next house, see if the shutters are open, see the oil stains in the garage, see if people are home, see like how many cars they're driving and stuff like that.
00:19:41
Speaker
So it's just a lot of things that comes automatically to the mind just because you're used to the job.
00:19:47
Speaker
And that's my goal too.
00:19:48
Speaker
I remember being on an event with Sam Taggart and he said, and I was asking like, what should I do when I get a super hard note?
00:19:57
Speaker
And he asked me back, what do you do?
00:20:00
Speaker
And I told him, I just fly to the next door.
00:20:04
Speaker
Like I don't let that get inside my head.
00:20:06
Speaker
I don't wait like half a second.
00:20:09
Speaker
Like whenever they're a jerk, you know, or like super rude to me, I just, two seconds later, I'm on the next door.
00:20:16
Speaker
Nice.
00:20:17
Speaker
That's awesome.
00:20:19
Speaker
That's the way to do it.
00:20:20
Speaker
And like, all these things that like people expect, I don't know, a lot for a long time.
00:20:26
Speaker
I thought people that were closing tons of deals had some like secret formula, like secret word track they're doing.
00:20:32
Speaker
But you heard it from Christian himself.
00:20:35
Speaker
He's not doing anything.
00:20:36
Speaker
He's just doing like simple things, super consistent.
00:20:39
Speaker
And it's like, I love how you just think of it, not in like hours work, but no, it's just, I got to talk to 30 people.
00:20:44
Speaker
I got to get in front of 30 people.
00:20:46
Speaker
Cause if I do, that's how I'm going to have success.
00:20:48
Speaker
So I'm going to get it.
00:20:50
Speaker
Yeah.
00:20:51
Speaker
And so for our listeners, Christian, um, how long would you say it typically takes you to get in front of 30 hour or 30 homeowners every day?
00:20:58
Speaker
Okay, that's a great question.
00:21:00
Speaker
So my rule of thumb is just to be driving to an area at three and in a lot of days I'm on the doors at three and I work until dark.
00:21:11
Speaker
plus one something that we have part of the culture is just like whenever it gets dark you just knock one more door and i usually knock more than one door to be just because yeah just because of personal standards but as a company like we encourage just knock until dark plus one
00:21:31
Speaker
And then, yeah, whenever it gets dark, you just be careful.
00:21:34
Speaker
The way you approach the door is just being friendly.
00:21:36
Speaker
You show your badge, you know, you just, yeah, just the way you carry yourself.
00:21:41
Speaker
Everybody knows the rules and stuff like that.
00:21:43
Speaker
But yeah, that's good.
00:21:45
Speaker
Yeah.
00:21:46
Speaker
And so I did.
00:21:48
Speaker
So you're in Dallas, right?
00:21:49
Speaker
You guys are knocking the Dallas area?
00:21:51
Speaker
Yes.
00:21:51
Speaker
That's where I started.
00:21:53
Speaker
That's where I, I guess, got my start in pest controls and in Dallas, actually.
00:21:58
Speaker
And it was pretty brutal.
00:22:01
Speaker
I didn't throw down as many pest accounts as you.
00:22:04
Speaker
I was pretty terrible at pest.
00:22:06
Speaker
But...
00:22:07
Speaker
I remember I got a gun pulled one time in Texas.
00:22:10
Speaker
Those Texans are no joke, man.
00:22:12
Speaker
You get guns pulled on you and stuff out there.
00:22:14
Speaker
Yeah.
00:22:15
Speaker
I had first month.
00:22:19
Speaker
Yeah.
00:22:19
Speaker
Same, same, same, same, my brother.
00:22:24
Speaker
Yeah, and you guys got to get like permits in every city to knock out there too, right?
00:22:28
Speaker
I mean, they're pretty strict about that.
00:22:30
Speaker
Depends on the city you knock sometimes.
00:22:32
Speaker
Again, it's more of your attitude.
00:22:34
Speaker
If you feel like you belong to the place and you feel like you're on the area, yeah, I feel like everybody's going to be receptive.
00:22:43
Speaker
Yeah.
00:22:44
Speaker
That's awesome.
00:22:45
Speaker
Well, no.
00:22:45
Speaker
So another thing I see you doing a lot of Christian is just getting a lot, a ton of same day appointments.
Strategies for Sales Success: Same-Day Appointments and Accountability
00:22:53
Speaker
Seems like almost every deal I see you posting up on Instagram, it's like same day, 10 kilowatt, same day, 11 kilowatt, just big systems.
00:23:00
Speaker
And they're like majority same days.
00:23:02
Speaker
It looks like.
00:23:03
Speaker
So what do you do?
00:23:06
Speaker
Like, tell me about that.
00:23:07
Speaker
Do you shoot for same days and what are you doing to get so many same days appointments?
00:23:11
Speaker
That's actually a question I get asked a lot too from our listeners.
00:23:15
Speaker
Okay.
00:23:16
Speaker
Okay.
00:23:18
Speaker
So yeah, average size, it's usually anywhere from nine to 11.
00:23:22
Speaker
That's kind of the average over there.
00:23:24
Speaker
So what we're doing, what I'm doing to get the same days appointments,
00:23:30
Speaker
I don't even allow myself to work differently than that.
00:23:33
Speaker
Like if I'm not the same day in you, I don't actually set the appointment.
00:23:40
Speaker
So it's much more of the way I perceive going to the events.
00:23:47
Speaker
And again, I think I kind of shared that with you, just listening to podcasts like your show and many others and listening to people that have been on the job for so long.
00:23:58
Speaker
I just had to learn how to respect and love myself.
00:24:03
Speaker
When I started, I would just feel pity, you know, like, oh, you know, and right now I just feel like everybody's got a sad story, you know, like who gives a credit?
00:24:14
Speaker
We all got a sad story.
00:24:15
Speaker
I was just like, yeah, I'm the foreigner.
00:24:18
Speaker
I have that.
00:24:19
Speaker
And I don't know English and I don't know if I can do solar.
00:24:23
Speaker
So like, yeah.
00:24:25
Speaker
Man, when I started, my goal was to close 40 deals in a year.
00:24:30
Speaker
Wow.
00:24:31
Speaker
And then I've closed 60 over the last four months.
00:24:36
Speaker
That's awesome.
00:24:37
Speaker
Yeah.
00:24:38
Speaker
So I just, I just started to believe in myself a little bit more.
00:24:43
Speaker
For example, just the way, just the self-talk every time, uh,
00:24:49
Speaker
Before I even open my eyes, the first thing I do, I try to get myself into peak state.
00:24:56
Speaker
So I repeat a little mantra that I have for myself.
00:25:01
Speaker
I'm just going to share with you guys.
00:25:04
Speaker
I say, today is a good day to make it a great day.
00:25:09
Speaker
I love it.
00:25:10
Speaker
Today is a good day to make it a great day.
00:25:14
Speaker
And then on the third time, I put more emphasis and I jump out of the bed and I just get ready.
00:25:19
Speaker
Today is a good day to make it a great day.
00:25:23
Speaker
You know?
00:25:24
Speaker
Yeah.
00:25:25
Speaker
And that gets me to a different state.
00:25:27
Speaker
You know, Tony Robbins calls it like peak state.
00:25:31
Speaker
And I have some more stuff.
00:25:34
Speaker
So self-talk is kind of a big thing.
00:25:36
Speaker
I know Taylor McCarthy and a lot of the big players, they talk about that.
00:25:42
Speaker
So after I say that, I also share something else.
00:25:45
Speaker
I say, I'm a great salesman.
00:25:48
Speaker
I sell every day.
00:25:51
Speaker
Sales come easy to me because I work the hours.
00:25:54
Speaker
Nice.
00:25:55
Speaker
I focus.
00:25:56
Speaker
I'm enough.
00:25:58
Speaker
I win my mornings.
00:25:59
Speaker
I win my days.
00:26:01
Speaker
I'm winning my life.
00:26:03
Speaker
Boom.
00:26:04
Speaker
I love that.
00:26:04
Speaker
That's awesome.
00:26:06
Speaker
I know you and River are big on those.
00:26:08
Speaker
I see River doing a lot of stuff like that too.
00:26:11
Speaker
Yeah, it works.
00:26:12
Speaker
I mean, and that NLP stuff, neuro linguistic programming.
00:26:15
Speaker
And yeah, it's why Tony, have you been to a Tony Robbins event?
00:26:20
Speaker
Actually, so for August, that's, I love, I love that you asked that.
00:26:25
Speaker
So for August, the Fluent, they had a competition.
00:26:28
Speaker
So the number one, like the number, the top performer would get tickets for Tony Robbins.
00:26:33
Speaker
So yeah.
00:26:35
Speaker
So in a month for now, like in November next month, I'm flying, my wife and I, we're both flying.
00:26:42
Speaker
Like the company got us tickets, hotels, and we're going to be with Tony Robbins for five days.
00:26:48
Speaker
Oh, wow.
00:26:49
Speaker
That's awesome.
00:26:49
Speaker
Yeah.
00:26:50
Speaker
It's always, it's been a dream man.
00:26:52
Speaker
Like I've seen this guy and like I'm not your guru and a lot of stuff since I was in Brazil I was like, dude, he's the man and now I'm gonna get to see the legend myself.
00:27:03
Speaker
Yeah, he's the go for sure.
00:27:05
Speaker
And yeah, I've seen him speak a few times, but yeah, it's just all the stuff you're saying, like his event, you'll see at his event.
00:27:12
Speaker
And I know you've seen like his documentary and all that, but it's just like screaming and shouting the whole time, jumping up and down.
00:27:18
Speaker
So like for managers that are listening to this podcast, make sure you're teaching your reps this stuff.
00:27:25
Speaker
And Christian just gave you some sweet, you know, incantations, manifestations, whatever you want to call them.
00:27:32
Speaker
So those are good things to repeat.
00:27:33
Speaker
So are you, are you kind of telling yourself those things like as you get up or as you get out on the doors or just like all the time, Christian?
00:27:40
Speaker
Yeah, all the time.
00:27:42
Speaker
Yeah, I repeat that one.
00:27:43
Speaker
Like today is a good day to make it a great day.
00:27:47
Speaker
And then I say it three times and I always repeat myself.
00:27:50
Speaker
I'm a great salesman.
00:27:51
Speaker
I sell every day.
00:27:53
Speaker
So when it started, I would say I sell every week because that was my goal.
00:27:57
Speaker
And then I realized that like, why am I selling only every week?
00:28:02
Speaker
Because if I sell every week, I might be selling like four or five, six deals.
00:28:06
Speaker
And like, that's not for me.
00:28:08
Speaker
Like,
00:28:09
Speaker
I can do more than that.
00:28:11
Speaker
And it got to a point I was like, if I'm deciding to sell, just think about the guy, I don't know, maybe someone listening to the show, they've been selling two, three, four, five a month.
00:28:20
Speaker
And then my question is, why would you cut yourself short and not sell for the other 25 days of the month?
00:28:29
Speaker
Yeah.
00:28:31
Speaker
And like, I just, I, I kind of like punched myself in the face and I kind of had a serious conversation with myself and that's when everything started to change and I started to same days.
00:28:43
Speaker
So getting back into same days, I want to answer that question.
00:28:48
Speaker
I want to share my thought process and how I do it.
00:28:51
Speaker
But it's a lot behind the scenes.
00:28:53
Speaker
Like it's not the magical words that that's not,
00:28:57
Speaker
You know, it's just the medical game.
00:28:59
Speaker
They're like, why did I decide to sell one or two a week?
00:29:08
Speaker
And now I'm telling you, man, if someone, if I'm talking to you on a, let's say on a Tuesday and you say, yeah, like I'm kind of busy.
00:29:18
Speaker
Can you come back on Friday?
00:29:19
Speaker
I like, no, sir.
00:29:21
Speaker
I actually can't.
00:29:22
Speaker
So I'm going to show you my calendar and I actually show my calendar.
00:29:26
Speaker
So as you can see,
00:29:28
Speaker
Like everybody's been looking into solar.
00:29:30
Speaker
Like if you don't want to do this, that's okay.
00:29:32
Speaker
The government, they have a lot of tax incentives.
00:29:35
Speaker
That's okay.
00:29:35
Speaker
Like yes or no, whatever answer works fine with me.
00:29:39
Speaker
My job is just to find people that is ready to take the money and take advantage of the program.
00:29:46
Speaker
I've never seen anyone in my life say no to save money.
00:29:48
Speaker
What time is a good time?
00:29:50
Speaker
Tomorrow at four or at six?
00:29:52
Speaker
Boom.
00:29:53
Speaker
Boom.
00:29:53
Speaker
Nice.
00:29:54
Speaker
There you go.
00:29:55
Speaker
So you're saying that you said you don't do next day appointments all like 100% same days or do you ever do like next day appointments?
00:30:03
Speaker
I do next day.
00:30:04
Speaker
But what I'm telling you is just that I've driven back to houses and then, oh, super solid guy in like four days later.
00:30:13
Speaker
And then they don't show.
00:30:14
Speaker
Yeah.
00:30:16
Speaker
If you just do the numbers, just think, just try to get to know your numbers.
00:30:21
Speaker
I think it's important.
00:30:22
Speaker
I know my numbers.
00:30:24
Speaker
If I don't know my numbers, there's no way for me to increase my closing ratio and stuff like that.
00:30:29
Speaker
So there's a lot of stuff behind the scenes, like getting to know your numbers.
00:30:32
Speaker
Like, oh, how many deals you're closing a month?
00:30:35
Speaker
Because some people say, oh, I close.
00:30:36
Speaker
Yeah.
00:30:37
Speaker
you can have a good day, but that doesn't mean you're really good.
00:30:40
Speaker
Like everybody can have a good day.
00:30:42
Speaker
Everybody can have a good week, but you actually know a guy like for the consistency, like four or five months in a row or 10 months in a row, like a year or people being a top performer for years.
00:30:55
Speaker
Those are the guys that I respect.
00:30:57
Speaker
Like, I don't know, maybe selling three, four deals in a day.
00:31:01
Speaker
Yeah, that's good.
00:31:02
Speaker
But if you don't sell a deal next month, that's not good, man.
00:31:08
Speaker
That's not, you know.
00:31:10
Speaker
Yeah, I agree.
00:31:11
Speaker
And that's, yeah, that's unfortunately, like you said, a lot of people in solar, that's the curse of these big commissions.
00:31:17
Speaker
People see the checks coming in and then they don't work after.
00:31:21
Speaker
So that's why I tell a lot of our guys, just don't even like look at how much you're going to make.
00:31:25
Speaker
Like just go out and sell more, right?
00:31:28
Speaker
Just go out and hit big numbers and do it consistently.
00:31:30
Speaker
Because that's what's missing is guys just hitting their hours and hitting their numbers consistently.
00:31:36
Speaker
Would you agree?
00:31:37
Speaker
Yeah.
00:31:38
Speaker
Yeah.
00:31:38
Speaker
And before even getting stopped, just going, spending money on stupid stuff.
00:31:42
Speaker
And anyway, yeah.
00:31:44
Speaker
Yeah.
00:31:45
Speaker
Yeah, since I started, you can ask for like, I never even touch paycheck.
00:31:49
Speaker
Never, like never.
00:31:51
Speaker
I never touch it.
00:31:52
Speaker
Because if I feel like I just, I just invest the money.
00:31:56
Speaker
I like, I know Adam Webb, some guys say invest 20% in yada yada.
00:32:01
Speaker
But if you auto manage your money, you can invest 100% of it.
00:32:05
Speaker
You know?
00:32:06
Speaker
And just leave, just leave broke.
00:32:10
Speaker
Yeah.
00:32:11
Speaker
But that's just, I'm just trying to set myself up for the future instead of the, like, the short-term goals.
00:32:18
Speaker
That's why, like, I go for same days.
00:32:20
Speaker
I really mean it.
00:32:22
Speaker
I talk to someone, if I don't feel like they're a solid lead, Taylor, I'd rather not have the lead
00:32:31
Speaker
Then getting like a lead that I know that's not going to know show, waste the time creating the proposal, wait for the proposal to get ready, driving back to the house, and then they know show me.
00:32:46
Speaker
Right.
00:32:47
Speaker
When I talk to that homeowner, I always, and before setting the appointment, I say, hey, when I come back, I'm going to show you two things.
00:32:58
Speaker
I'm going to show you how many panels you're going to need on the roof, where the panels go, and I'm going to show you exactly the financial breakdown.
00:33:06
Speaker
How much money you're going to be saving if everything makes sense.
00:33:11
Speaker
Is there any reason why you wouldn't move forward with this?
00:33:17
Speaker
The reason why I always ask that question, because if they give me any sort of resistance, I don't even set the appointment.
00:33:28
Speaker
Yeah, that's awesome.
00:33:29
Speaker
You're not for me.
00:33:29
Speaker
Because when I was doing solar in California, because it was a harder market, I felt like I really had to be a good salesman, you know?
00:33:38
Speaker
It was like, go for the appointment.
00:33:41
Speaker
Because I know in California, you save people money.
00:33:44
Speaker
So if they latch you in, sometimes it's like a terrible lead.
00:33:48
Speaker
Like, dude, I don't want to go solar, but okay, you can come back.
00:33:52
Speaker
And then you close the deal, you know?
00:33:53
Speaker
Yeah, that happened to me this week.
00:33:56
Speaker
Man, I've had that happen so many times in California.
00:34:01
Speaker
People are like, I hate solar.
00:34:03
Speaker
I know everything about solar.
00:34:04
Speaker
I will never go solar.
00:34:05
Speaker
But yeah, come back, show me the numbers.
00:34:08
Speaker
And they sign dogs.
00:34:11
Speaker
Exactly.
00:34:13
Speaker
That's awesome.
00:34:13
Speaker
And yeah, it's like, yeah, I forgot what I was going to say, but yeah, just, you know, being consistent, setting the same days.
00:34:21
Speaker
And I think that's a big problem though, is guys get this rush of excitement.
00:34:26
Speaker
I don't know about you, but when I was starting out, especially, and I see it in newer reps is they get this almost like rush of excitement when they can say, Oh, I set a lead.
00:34:34
Speaker
I set an appointment for tomorrow when in their head, they know is that this point is like a hundred percent not going to show.
00:34:40
Speaker
crap appointments, but they just fill out the form, whatever, to say they got an appointment.
00:34:47
Speaker
So I've talked with teams that don't even recognize appointments booked anymore.
00:34:52
Speaker
We used to recognize and give a ton of recognition for how many appointments were booked on a day.
00:34:57
Speaker
But now we sort of swapped it up.
00:34:59
Speaker
And our teams, we don't even like posts when we book appointments.
00:35:03
Speaker
for the most part is because I don't know I think I think guys put too much focus on just that little rush of excitement when you say oh I've set an appointment but really like as you know in solar means nothing until you get it to install right so at the end of the day installs are king and
00:35:20
Speaker
um you know obviously you gotta help people with the steps beforehand but yeah i agree with that 100 percent um i think people set way too many crappy appointments and get happy about it and i've done it myself like i've done it myself just trying to trick myself and maybe look really good for the company look good for the guys that you work with but
00:35:45
Speaker
At the end of the day, like only closed deals and installs, that's the only metric that's going to matter.
00:35:51
Speaker
Like the amount of people you get in front of and the people you sign up.
00:35:56
Speaker
Yeah.
00:35:57
Speaker
Oh yeah.
00:35:58
Speaker
I've done it like so many times.
00:35:59
Speaker
It's just that it really depends.
00:36:01
Speaker
This standards you're holding yourself to.
00:36:04
Speaker
Yeah.
00:36:05
Speaker
When, you know, as whenever I decided to,
00:36:10
Speaker
like do same days and, and, and treat my time as the most valuable thing in the world.
00:36:17
Speaker
I felt like everything has changed.
00:36:19
Speaker
Just like, it's not just saying like, I love myself.
00:36:23
Speaker
It's just like, Hey,
00:36:24
Speaker
I don't know if we're going to have solar.
00:36:26
Speaker
I liked listening to the Michael Donald when he says on his podcast, he was thinking it was going to be the end of the solar.
00:36:34
Speaker
I feel like I try to leave like that, like every day, like, oh, maybe it's the end of solar.
00:36:42
Speaker
I better take advantage of the opportunity.
00:36:44
Speaker
This is the mother gold rush.
00:36:46
Speaker
Yeah, for sure.
00:36:48
Speaker
And I know the guys who are treating it like that, they're having the success.
00:36:52
Speaker
And so something I really think is cool that you do, Christian, is I feel like another big thing, you're super consistent on just your routines.
Maintaining Momentum and Performance in Sales
00:37:00
Speaker
I see you posting pictures of books you're reading, workouts you're doing, like you were talking about earlier, the meal plan.
00:37:07
Speaker
And for me, I think I know myself, when I am being super consistent, I'm not as near as consistent as you.
00:37:14
Speaker
So I have a ton of respect for that.
00:37:16
Speaker
But the times where I'm more consistent is where I'm following like those set schedules, those routines, I'm doing my workouts, reading, getting my healthy eating in.
00:37:26
Speaker
So for you, how, how big of a, big of a factor would you say that is like your routines every day and the stuff you do before you go out on the doors?
00:37:33
Speaker
And do you want to share a couple of those things that you're doing that maybe help you out?
00:37:36
Speaker
Just like getting the right mindset to hit the doors consistently every day.
00:37:40
Speaker
Yes, yes.
00:37:42
Speaker
Taylor, I'm not the, you know, I'm consistent when it comes to closing deals.
00:37:48
Speaker
But, for example, I'm not the guy that's working out like crazy doing CrossFit.
00:37:53
Speaker
I'm not in the best shape.
00:37:54
Speaker
I've dropped 25 pounds so far.
00:37:57
Speaker
That's it.
00:37:59
Speaker
Yeah.
00:37:59
Speaker
You're not going to CrossFit with River.
00:38:01
Speaker
Isn't that his thing?
00:38:02
Speaker
Yeah.
00:38:03
Speaker
And yeah, he took me to CrossFit a few times, but it's just too hard for me.
00:38:07
Speaker
Yeah.
00:38:08
Speaker
That's no joke.
00:38:10
Speaker
Yeah.
00:38:11
Speaker
But something that helped me, for example, the same consistency with some people had with the gym.
00:38:17
Speaker
I have with the diet and with the meal prep.
00:38:20
Speaker
So I'm trying to get one thing at a time in order in my life.
00:38:25
Speaker
Cause I feel like the way you do one thing is the way you do everything.
00:38:29
Speaker
But there's no way to change everything at once.
00:38:32
Speaker
It's just step by step.
00:38:35
Speaker
So I started with the diet and I'm pretty sure that pretty soon I'm going to be the guy just super consistent with working out.
00:38:43
Speaker
Cause for the last 10 months I've been taking the cold showers.
00:38:48
Speaker
And, and like, I hate it.
00:38:50
Speaker
I hate it.
00:38:51
Speaker
I came from Brazil.
00:38:52
Speaker
Like there, yeah, it's like, it's a warm country, you know, it's like, but I saw like door to door guys doing the cold showers, people doing for years.
00:39:01
Speaker
Like, you know what?
00:39:01
Speaker
I'm going to give it a try.
00:39:03
Speaker
And I realized that now, like, it's not that hard for me anymore.
00:39:07
Speaker
So even when I don't do a whole lot of things, I just, Hey, I've done hard things myself in the past.
00:39:15
Speaker
So even the days when I wake up late, which I do, I don't win the morning every day.
00:39:22
Speaker
I'm not the guy winning the morning every day.
00:39:25
Speaker
I want to share that with you.
00:39:27
Speaker
But what happens is when it's game time, it's no joke.
00:39:31
Speaker
It's game time.
00:39:33
Speaker
Even when I was doing pass control,
00:39:36
Speaker
It's not a, now I feel a little bit of a shame saying that, but our meetings was at 10.
00:39:43
Speaker
I was the guy waking up literally at 9.58.
00:39:49
Speaker
And now I'm serious.
00:39:51
Speaker
My alarm was set for 9.58.
00:39:53
Speaker
And I was going to brush my teeth for 30 seconds and fly.
00:40:01
Speaker
And for so many times I had to like peel an onion and eat it.
00:40:04
Speaker
Yeah.
00:40:06
Speaker
Eat like margarine or butter.
00:40:10
Speaker
Wow.
00:40:11
Speaker
Yeah, just like do crazy stuff, you know, be slamming punch and like a lot of stuff.
00:40:17
Speaker
Yeah, that happened like, yeah, I was late like a lot of times, but still I was able to be number one by the end of the summer.
00:40:27
Speaker
So it's not only about waking up early or it's not only about winning the morning you're reading.
00:40:34
Speaker
It's just implementing what you do.
00:40:38
Speaker
I don't read 20 books a month.
00:40:41
Speaker
I don't read, I read one book a month sometimes, but whatever I read, I try to implement as well.
00:40:51
Speaker
I love that.
00:40:52
Speaker
And that's something I think is really cool too, is you're sharing the wins and the losses.
00:40:57
Speaker
I mean, you don't have to do it all a hundred percent to be number one.
00:41:00
Speaker
Christian's proven.
00:41:02
Speaker
Oh yeah.
00:41:02
Speaker
And yeah, some guys think that, Oh, I didn't, I missed my morning routine.
00:41:06
Speaker
Well, this day is shot.
00:41:07
Speaker
I'm going to get out on the doors late.
00:41:09
Speaker
This day's going good.
00:41:10
Speaker
But I think the guys that are having success, they're missing things here and there, but they're still being as consistent as possible.
00:41:17
Speaker
Like if they miss their workout or if they miss, I don't know, their cold shower or whatever, they're cutting their losses and they're still going to make that day as successful as possible.
00:41:25
Speaker
So that's another lesson that I feel like I still need to learn sometimes is, I don't know, if you get out late on the doors, don't like consider your whole day shot.
00:41:34
Speaker
Just go out and push as hard as you can for the hours you did get out.
00:41:37
Speaker
instead of letting it affect your whole day, which I think is awesome.
00:41:40
Speaker
And you posted the other day, Christian, I think it was on a Saturday, you posted that you got out and knocked the whole day, but you didn't get like, I don't know if it's in a single appointment or a single close.
00:41:52
Speaker
And I thought that was cool, too, because I'm used to seeing you post sell after sell.
00:41:56
Speaker
And then you kept it real saying you didn't get anything on that Saturday.
00:42:00
Speaker
Was that last Saturday you posted that?
00:42:02
Speaker
Yeah.
00:42:03
Speaker
So what I realized, again, I work three weeks super hard and I take, I don't know, like a few days off.
00:42:11
Speaker
Yeah.
00:42:11
Speaker
So I realized that Saturdays are for solar, in my opinion, because I can get people home.
00:42:18
Speaker
And because my goal is to same day, I was like, I'm going to be at the door.
00:42:23
Speaker
So what happened is over the last 16 weeks, five weeks, I was out.
00:42:29
Speaker
Okay.
00:42:29
Speaker
Because pretty much once a month, I'm out.
00:42:32
Speaker
For training, for traveling, vacation, whatever it is.
00:42:35
Speaker
So what happened out of the 16 Saturdays, I worked 11 of those.
00:42:40
Speaker
So last Saturday was the 11th Saturday that I was selling.
00:42:45
Speaker
And I was trying super, super hard.
00:42:48
Speaker
I did get on the doors like 9, 10 a.m.
00:42:51
Speaker
And I didn't stop.
00:42:53
Speaker
Like I stopped to eat for three minutes, my meal prep at the gas.
00:42:58
Speaker
I don't know if you saw my post.
00:42:59
Speaker
I was literally just eating at a gas station.
00:43:02
Speaker
And I was like, I can't, I'm on a winning streak, you know, like just the momentum that everybody talks about.
00:43:10
Speaker
So I wanted to carry that because now it's a tradition.
00:43:12
Speaker
It's like selling Saturdays, not even a question anymore.
00:43:17
Speaker
For sure.
00:43:19
Speaker
And yeah, so I was like, I got to find the deal.
00:43:22
Speaker
And then,
00:43:23
Speaker
I did, for example, when I went to Houston for the first time, it was like a month ago.
00:43:30
Speaker
Actually, my first Houston install is going to happen tomorrow.
00:43:35
Speaker
Nice.
00:43:36
Speaker
Yeah.
00:43:39
Speaker
I realized that I was selling consistently, but I never had a two spot.
00:43:46
Speaker
And I've seen a lot of guys just selling three, four deals in a day.
00:43:50
Speaker
I was like, oh, crap.
00:43:51
Speaker
How did these guys do that?
00:43:53
Speaker
You know?
00:43:55
Speaker
And I was like, you know what?
00:43:56
Speaker
I'm doing it.
00:43:58
Speaker
And I did it.
00:44:01
Speaker
And then the following day, I sold two as well.
00:44:04
Speaker
Nice.
00:44:06
Speaker
And then the following day, I sold two again.
00:44:09
Speaker
And then I realized that whatever is your standard, try to raise the bar.
00:44:16
Speaker
So what I mean by that for the listeners that are selling four, five, six, dude, just like there's no way you're not selling 10 a month.
00:44:27
Speaker
Like why you're not selling double digits?
00:44:30
Speaker
Because once you do, you just do it.
00:44:33
Speaker
And then you just do it again.
00:44:34
Speaker
And then you just do it again.
00:44:35
Speaker
And then you're just going to do it every month.
00:44:38
Speaker
Yeah.
00:44:39
Speaker
Because you've done it.
00:44:39
Speaker
Because you've done it.
00:44:42
Speaker
So, yeah, I've done like 10, and then I did 10, and then 10, and then 12, and then 15, and then 16.
00:44:47
Speaker
And now I want to close 20.
00:44:48
Speaker
I want to close 30, you know?
00:44:50
Speaker
Yeah, yeah.
00:44:55
Speaker
That's true.
00:44:56
Speaker
And yeah, I think that's another myth.
00:44:57
Speaker
People like set their standards so low and then they hit it, get complacent.
00:45:02
Speaker
But yeah, I actually just got out of podcast earlier today with Alex Hogan Hall.
00:45:07
Speaker
And she was talking about that too, just how competitions help her reps like get to a new level.
00:45:13
Speaker
And then it's like, okay, you saw yourself do 15 in a month during this competition.
00:45:17
Speaker
Like, why can't you do, why can't you do that every month now?
00:45:22
Speaker
so i think that's a key thing for managers leaders and stuff like that get your guys to hit higher levels and then they see it's possible it's like they once they see the four minute mile has been done then you can't say it's impossible anymore like christian just went out and did it right just went out and did it yeah these guys can do it's possible i mean christian you don't even know you don't even know english selling pest control for crying out loud
00:45:47
Speaker
Like anyone should be able to do it, right?
00:45:49
Speaker
I know you don't like roaches.
00:45:50
Speaker
I don't like cockroaches as well.
00:45:52
Speaker
Okay, we got something in common.
00:45:54
Speaker
Let's get you started.
00:45:55
Speaker
Okay, the trucks are right there.
00:45:57
Speaker
You know the Johnsons?
00:45:58
Speaker
Boom.
00:45:59
Speaker
Yeah, the truck's going to finish and you're next on my list.
00:46:02
Speaker
I'll do super cheap.
00:46:03
Speaker
Boom.
00:46:04
Speaker
That's why I left Brazil.
00:46:06
Speaker
There are too many roaches and spiders, right?
00:46:13
Speaker
That's awesome stuff, Christian.
00:46:16
Speaker
And then like with goals.
00:46:18
Speaker
So can you talk about real quick before we kind of wrap up here with your numbers?
00:46:22
Speaker
What what type of metrics?
00:46:23
Speaker
Is there some metrics like, you know, you need to hit to hit your goals every month, like X amount of appointments?
00:46:31
Speaker
Is it pretty much just 30 homeowners you're focusing on and then, you know, the rest will fall into place with that or any other metrics you focus on for the month?
00:46:39
Speaker
Yep, yep, definitely.
00:46:42
Speaker
So when it comes to the numbers, it's important to know your numbers.
00:46:45
Speaker
For example, I'm just going to look.
00:46:47
Speaker
I have my numbers on the notes on my phone.
00:46:49
Speaker
That way I always track.
00:46:52
Speaker
I've shared my calendar on social media.
00:46:55
Speaker
Anyone that wants to see my calendar and how it looks like, how I have my appointments, how I book it, and how I know exactly the outcome.
00:47:04
Speaker
What I did, I color-coded it.
00:47:07
Speaker
What I mean by that, for example, every time when I have a showing in blue, I know it's an appointment.
00:47:13
Speaker
When it shows purple, I know it's an appointment that I pitched that didn't close.
00:47:19
Speaker
When it shows green, I know the people that I sold.
00:47:22
Speaker
So I have a visual just right in front of me.
00:47:27
Speaker
So it's kind of easy.
00:47:29
Speaker
I just open my calendar and I know that I'm doing well and I know that I'm not doing well.
00:47:35
Speaker
And I know what I have to work on and I know what I have to improve because it's visual.
00:47:40
Speaker
I just color coded my calendar in a way that it's always there.
00:47:43
Speaker
It's always available.
00:47:45
Speaker
For example, um,
00:47:48
Speaker
Let me just go.
00:47:49
Speaker
Hold on.
00:47:50
Speaker
I just, I just switched phones.
00:47:52
Speaker
I got a new phone, but I was so busy working.
00:47:55
Speaker
Like I, I had it on the box for a month, a new phone and a brand new iPad.
00:48:00
Speaker
Like it came out, I got it and I didn't even open.
00:48:05
Speaker
I was just busy working.
00:48:07
Speaker
I know I got to close more deals.
00:48:09
Speaker
Yeah.
00:48:11
Speaker
Yeah.
00:48:11
Speaker
So I, I just flew to Utah for like two days or something.
00:48:15
Speaker
I was like, you know what?
00:48:15
Speaker
I'm just going to take the iPad and the iPhone.
00:48:17
Speaker
So I set it up, but I remember, I remember.
00:48:20
Speaker
So when it comes to July, I had 41 appointments and,
00:48:23
Speaker
Out of this 41, I have, I don't know, 18 no-shows.
00:48:27
Speaker
I had like 14 that I pitched that didn't close.
00:48:31
Speaker
And I had 15 that I pitched that did close.
00:48:34
Speaker
And I had three that failed credit.
00:48:37
Speaker
So I realized that August, if I wanted to have my best month, which I did,
00:48:43
Speaker
I had to do bigger numbers because it's a numbers game.
00:48:47
Speaker
So what I did, I increased my numbers.
00:48:49
Speaker
So for August, I had 62 appointments.
00:48:53
Speaker
And out of this 62, 23 no showed me, which is 30%.
00:48:58
Speaker
And then out of the people that showed up, I...
00:49:03
Speaker
pitch 18 that didn't close and a pitch 16 that did close.
00:49:08
Speaker
So right now I'm sitting at a 50% closing for the people that I sit down with.
00:49:13
Speaker
Yeah, that's incredible.
00:49:16
Speaker
Yeah.
00:49:16
Speaker
And yeah, that's, that's no secret too.
00:49:18
Speaker
I think a lot of guys forget is like top guys like you, any top guy that I get on this podcast that's closing a lot of deals, they all know their numbers like that instantly.
00:49:28
Speaker
So for our solar printer listeners, if you, if you can't like, you know, tell back your numbers right now and go through your ratios like Christian just did,
00:49:37
Speaker
then you're missing something there.
00:49:38
Speaker
Cause I think that's a huge thing.
00:49:40
Speaker
If you can't know your numbers, if you don't know them like the back of your hand, how are you going to improve them?
00:49:45
Speaker
That's what Christian's been doing.
00:49:46
Speaker
That's how he's been able to increase his numbers.
00:49:48
Speaker
He's just like, Oh, I need to sit with more people.
00:49:51
Speaker
Then if he can keep his ratios the same or improve them.
00:49:54
Speaker
I know my best months in sales.
00:49:57
Speaker
Yeah.
00:49:57
Speaker
I've, I've been a mad man about tracking numbers too.
00:50:00
Speaker
So I think that's, that's yeah.
00:50:03
Speaker
Huge thing.
00:50:04
Speaker
If people aren't doing that.
00:50:06
Speaker
So Christian, I know it's getting late.
00:50:08
Speaker
You're in Utah.
00:50:08
Speaker
We're doing a late night podcast right now.
00:50:10
Speaker
So Christians, I appreciate you for coming on.
00:50:14
Speaker
We went back and forth.
00:50:15
Speaker
So glad to finally get you on the show, even though it's, you know, 10 o'clock at night for you.
00:50:21
Speaker
Awesome.
00:50:21
Speaker
But Christian, so before we kind of wrap up here, where can people find you on social media and connect with you and all that?
00:50:29
Speaker
Yeah.
00:50:30
Speaker
So when I got here in the U S I actually, I didn't have social media for about like two, almost three years.
00:50:37
Speaker
Now I still use Facebook Christian Moroni and the ground.
00:50:41
Speaker
I, that's why I have like 500 people, just pretty much all door to door people.
00:50:46
Speaker
Yeah.
00:50:47
Speaker
I started Instagram, like not like maybe a year ago.
00:50:51
Speaker
Yeah.
00:50:52
Speaker
Stuff like that.
00:50:53
Speaker
I just want to share one last thing that,
00:50:57
Speaker
The numbers, they didn't look like this when I started.
00:51:00
Speaker
Like I would have to sit down with five, six people to close one.
00:51:04
Speaker
So I had to work way, way harder.
00:51:07
Speaker
Now, because I close at 50% every day, I just got to get inside two houses.
00:51:13
Speaker
So, and that's it.
00:51:15
Speaker
Whatever your number is, if you're closing one out of four, just do the reverse engineering.
00:51:20
Speaker
Because a lot of times people, they just do like how much money they can make, but they don't break down.
00:51:26
Speaker
with the reverse engineer to see how many people they have to talk to, how many hours they have to put in order to get those appointments.
00:51:36
Speaker
How many of these appointments are going to show?
00:51:38
Speaker
How many disappointments are going to cancel?
00:51:40
Speaker
What's your cancellation rate?
00:51:42
Speaker
Like it's important to know that stuff and just backtrack and do the reverse engineer.
00:51:48
Speaker
So, cause when I started, I was like, yeah, I want to do 40 deals.
00:51:51
Speaker
And I was like, no, I don't want to do 40 anymore.
00:51:53
Speaker
And then I wanted to do 60 deals.
00:51:55
Speaker
And then I realized that I could do 16, four months.
00:51:58
Speaker
And now, now I want to close way
Encouragement for International Sellers
00:52:00
Speaker
more than that.
00:52:00
Speaker
You know, it's just, yeah.
00:52:02
Speaker
So yeah, that's pretty much what I wanted to share with the guys that like, it was hard, it was hard, but now I'm just grateful.
00:52:12
Speaker
So yeah, to find social media, it's Christian Moroni and I'm available.
00:52:16
Speaker
Like, I don't care if you work for a different company.
00:52:18
Speaker
I always say to people, hey, I'm going to Houston.
00:52:21
Speaker
You are invited to just stay in my place.
00:52:24
Speaker
You can just work with me.
00:52:25
Speaker
I don't care whatever t-shirt you're working with.
00:52:28
Speaker
I don't care whatever company.
00:52:30
Speaker
If I can provide any value, if I can, like, if we, I don't know, if I can stand for the industry, if I can support any solar fellow, because I feel like sometimes people, they're not happy with their current companies, or sometimes people are happy, but they still can learn from people, you know?
00:52:47
Speaker
Yeah.
00:52:49
Speaker
that's huge.
00:52:50
Speaker
So yeah, no, I think abundance mindset, um, definitely appreciate that.
00:52:55
Speaker
And yeah, like I always tell the story, but a lot of people starting out when I started in solar, it didn't have that mindset.
00:53:01
Speaker
They're like, no, if you're from a different company, I'm not going to talk to you.
00:53:04
Speaker
I'm not like sharing anything, company secrets.
00:53:07
Speaker
So I think it's awesome that guys like you now are, you know, just coming from that abundance mindset and willing to share what's working for you.
00:53:14
Speaker
And,
00:53:15
Speaker
specific things you're doing and saying on the doors.
00:53:18
Speaker
So last kind of follow-up question that Christian, before we let you go here, you, you mentioned that you, you know, increase your closing ratio and improve those numbers a lot.
00:53:28
Speaker
I just been going anything specific that you did to like increase those ratios.
00:53:32
Speaker
Do you think it was just more experience based, just more time you needed?
00:53:36
Speaker
Or were you like drill and role playing like crazy?
00:53:38
Speaker
What helped you increase those ratios in your closes and all that?
00:53:42
Speaker
Fantastic question, Taylor.
00:53:44
Speaker
I love it.
00:53:45
Speaker
I love it.
00:53:46
Speaker
So I learned at a young age, I don't know, probably most of the listeners, they know Zig Ziglar, they know Napoleon Hill, they know Jim Rohn.
00:53:56
Speaker
For me, like if you're listening to, if you listen to Zig Ziglar and Jim Rohn,
00:54:01
Speaker
Like I just compensate with numbers what I lack in skill.
00:54:06
Speaker
That's it.
00:54:07
Speaker
I compensate with numbers what I lack in skill.
00:54:10
Speaker
What I mean by that is that I just had to get myself in front of a lot of people until I could learn.
00:54:16
Speaker
So what made the change is that along the process,
00:54:21
Speaker
I realized that I just needed to simplify.
00:54:24
Speaker
I was making solar too complicated.
00:54:26
Speaker
I was explaining, not meeting in a way that people was like, dude, I'm not sure.
00:54:33
Speaker
And Taylor McCarthy says, a confused mind will always say no.
00:54:38
Speaker
So just make it simple, like stupid simple in a sense that now every single one of my presentations, I'm pretty, pretty 100% confident that if I do my presentation to a third grade,
00:54:53
Speaker
They're going to understand like a hundred percent of it.
00:54:56
Speaker
That's awesome.
00:54:57
Speaker
Yeah.
00:54:58
Speaker
Love that.
00:54:58
Speaker
So Christian, thanks for all the tips you shared.
00:55:01
Speaker
So for solopreneurs, keep it simple out there.
00:55:04
Speaker
And guys, it's not rocket science.
00:55:06
Speaker
Christian came from Brazil, barely knowing English and he's killing it in this industry.
00:55:10
Speaker
He's one of the top reps.
00:55:12
Speaker
in the industry.
00:55:13
Speaker
So do those simple things, be consistent, get out on the doors at the same time, be consistent in your closes, track your numbers like a madman.
00:55:21
Speaker
And I think that's pretty much all there is to it.
00:55:24
Speaker
So, uh, so Christian, thanks again for coming on the show.
00:55:28
Speaker
And before, yep, before we let you go, I guess we pretty much went through anything, but any, uh, any final tips you want to share with our solopreneurs before we say goodbye.
00:55:37
Speaker
My brother, I think that's it.
00:55:40
Speaker
Something that I do know, that I also do, I want to share one thing.
00:55:45
Speaker
Like with the international people, sometimes some guys are just like, oh, yeah, yeah, like it's hard.
00:55:52
Speaker
No, door to door is for you as well.
00:55:54
Speaker
You know, just believe in yourself and you have
00:55:57
Speaker
I've seen so many people just getting to the industry and crushing it.
00:56:03
Speaker
I'll say that's something that I wanted to share as well.
00:56:05
Speaker
Just believe in yourself.
00:56:08
Speaker
This is for you and know your demographics.
00:56:10
Speaker
I know exactly what type of people that I close at a higher percentage rate.
00:56:17
Speaker
So that's kind of the people that I go to.
00:56:22
Speaker
So when I save days,
00:56:24
Speaker
just based on their body language, they, they react, they, they talk to me the way they carry themselves.
00:56:30
Speaker
I can say if I'm closing that deal or no.
00:56:33
Speaker
So if I don't feel like I'm closing, I don't even set the appointment.
00:56:36
Speaker
So just kind of know the people that you close easier because in the end of the day, you don't want to be the best salesman in the world.
00:56:43
Speaker
Just go talk to, just look for the low hanging fruit.
00:56:47
Speaker
Yeah.
00:56:48
Speaker
Just like,
00:56:49
Speaker
Just look for the low-hanging fruit and that's it.
00:56:51
Speaker
Yeah, love that.
00:56:53
Speaker
So what are the demographics for you, Christian?
00:56:56
Speaker
Which ones do you go after?
00:56:59
Speaker
Now I...
00:57:01
Speaker
Now it's getting to a point that I can close pretty much everything.
00:57:05
Speaker
It wasn't like past.
00:57:06
Speaker
Now I don't have a demographic.
00:57:09
Speaker
In Texas, there's a lot of black people.
00:57:14
Speaker
I feel like that's a really good demographic for me.
00:57:17
Speaker
I can connect with these people really, really well.
00:57:19
Speaker
And I haven't closed.
00:57:21
Speaker
So in my country, we speak Portuguese, but I learned here in the U.S. I don't close a whole lot of deals in Spanish, to be frank with you.
00:57:30
Speaker
But I like it's good people.
00:57:32
Speaker
So, but that's not my go-to.
00:57:34
Speaker
I feel like, yeah, I'll say I'm mostly black people, but I...
00:57:40
Speaker
I like selling everyone.
00:57:42
Speaker
Yeah, let's go.
00:57:44
Speaker
Well, Christian, thanks again, my man.
00:57:45
Speaker
Sorry, I think I've said we're going to wrap up like 10 times, but then you keep dropping gold on us.
00:57:51
Speaker
So I'm like, dang, I need to ask about this.
00:57:56
Speaker
My very, very first time speaking in public.
00:57:58
Speaker
So I just can't hold myself.
00:58:01
Speaker
No, you did awesome, man.
00:58:02
Speaker
I appreciate you guys.
00:58:04
Speaker
Go give Christian a follow.
00:58:05
Speaker
Let them know you appreciated the episode.
00:58:06
Speaker
And thanks again.
00:58:07
Speaker
We'll be connecting and talk soon, Christian.
00:58:10
Speaker
Thanks for coming on the show.
00:58:13
Speaker
Hey, solopreneurs, quick question.
00:58:15
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.
00:58:24
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.
00:58:36
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.
00:58:47
Speaker
And it's called Solciety.
00:58:49
Speaker
This learning community was designed from the ground up to level the playing field and give Solar Pros access to proven mentors 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.
00:59:08
Speaker
Currently, SoulCity is open, launched, and ready to be enrolled.
00:59:14
Speaker
So go to SoulCity.co to learn more.
00:59:19
Speaker
and join the learning experience now.
00:59:22
Speaker
This is exclusively for solopreneur listeners, so be sure to go to solcity.co and join.
00:59:29
Speaker
We'll see you on the inside.