Transcript
Speaker: Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
Speaker: My name is Taylor Armstrong.
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.
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.
Speaker: What is a solopreneur, you might ask?
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.
Speaker: What's happening, solopreneurs?
Speaker: We are back with another episode, and this time we have the Brazilian master himself, my man Christian, coming on the show.
Speaker: So we got Christian Moroni.
Speaker: Thanks for coming on the show with us today, Christian.
Speaker: Oh man, thanks for having me.
Speaker: I'm super excited.
Speaker: Actually, it's my very first time speaking in public like this.
Speaker: And yeah, I'm super stoked to be here on the show.
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.
Speaker: He's consistently hitting big numbers and we're going to talk about all that today.
Speaker: So he is the number one rep at Fluent, right?
Speaker: Is it Fluent?
Speaker: Yep.
Speaker: Okay.
Speaker: Well, making sure I got the name right.
Speaker: And yeah, been doing awesome.
Speaker: And you're soon to start up an office there in Houston.
Speaker: You're telling me here in what, three, three, four months, something like that.
Speaker: Going to go down there.
Speaker: Yes.
Speaker: Yes.
Speaker: I started, I started with Fluent on May 7th.
Speaker: And after a month and a half, they say, Hey, I feel like you got a lot of potential.
Speaker: We wanted to expand the company.
Speaker: And
Speaker: They showed me a few places and I chose Houston to be the place to go.
Speaker: Nice.
Speaker: Well, my cousin's down in Houston, so maybe he just bought a house down there.
Speaker: So yeah, I'll have to get him sold.
Speaker: He's pulling this, you know, he's moving.
Speaker: He might move in a couple years crap.
Speaker: Oh, I know how to handle that object.
Speaker: So I'll send you.
Speaker: I'm his cousin, so I can't tell him to cut the crap as much.
Speaker: But if I send you to his door, I know you'll get him taken care of.
Speaker: Yeah, I can smell the blood, man.
Speaker: I can smell blood from far away.
Speaker: I better watch out because now all my Houston podcast listeners that heard that are going to be like hitting me up.
Speaker: So I better put a target on his back.
Speaker: But no, that's awesome, man.
Speaker: And so, yeah, I mean, again, you've been having a ton of results, being super consistent.
Speaker: And we're going to get into all that.
Speaker: But do you want to tell us like a little bit of your background, Christian?
Speaker: Like I don't know what how you got started in knocking doors and Just how you got into solar and everything?
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.
Speaker: Oh, yeah, it's awesome.
Speaker: Yeah hasn't even been three years and
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.
Speaker: When they get here, they get the cleaning jobs.
Speaker: So that's what I was doing.
Speaker: I was cleaning cars in a dealership.
Speaker: And then we started cleaning offices and gym places at night and stuff like that.
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.
Speaker: And I was like, I've done sales in Brazil.
Speaker: Let's put it that way.
Speaker: I felt like I was successful.
Speaker: My company was doing well.
Speaker: I was running my company for seven years in the security industry.
Speaker: And that's how I started knocking doors, actually.
Speaker: I was knocking doors in Brazil for my own company.
Speaker: Oh, wow.
Speaker: Yeah.
Speaker: Like security system, like, yeah.
Speaker: Yeah, something like that.
Speaker: And also like pepper spray, like everything that you can have to defend yourself in a situation of risk.
Speaker: Just because in my country, actually, we're not allowed to have guns and firearms or anything like that.
Speaker: So what happens is you better know some martial arts, some jujitsu.
Speaker: You know, you better be ready because we're just not allowed to have anything.
Speaker: So I realized that here in the U.S. people could have some stuff.
Speaker: So I just decided to...
Speaker: to do that in Brazil.
Speaker: So instead of knocking doors to talk to homeowners, I was knocking on doors of the police departments.
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?
Speaker: How do you guys like the boots, the Cavaliers, the helmets, like everything, you know?
Speaker: the gun holsters, like all sort of equipment that law enforcement have.
Speaker: That's what I was doing.
Speaker: I was just the main distributor.
Speaker: I say, okay, okay.
Speaker: And then it was just knocking doors, visiting police departments.
Speaker: And to be frank,
Speaker: You gotta be ballsy to talk to these guys.
Speaker: I bet.
Speaker: That's crazy.
Speaker: Yeah, it's funny.
Speaker: I'm taking a Brazilian Jiu-Jitsu class right now.
Speaker: I just took my third class the other day.
Speaker: I'm beat up, man.
Speaker: Probably can't see on the camera, but I got bruises all over the place.
Speaker: Guys, I can see the bruises.
Speaker: I did Jiu Jitsu for a little bit, but I'm more of a capoeira.
Speaker: I don't know if you ever heard of capoeira.
Speaker: It's a different martial arts and it's pretty cool as well.
Speaker: So, yeah, that's kind of how I started.
Speaker: And then I had this cleaning jobs, kind of hated.
Speaker: And then I got into sales, started with T-Mobile.
Speaker: And then I got a manager position and I was like, okay, that's a little better.
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.
Speaker: But if I do want to do that, that's like 500,000.
Speaker: And I was like, yeah.
Speaker: I felt like there was no more room for growth and I would have to wait for people.
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?
Speaker: And I started like approaching people and I got a notice saying, hey, you can't do that.
Speaker: You can't do that.
Speaker: You got to wait for people to get inside the store.
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.
Speaker: At T-Mobile?
Speaker: Yes.
Speaker: Okay.
Speaker: Yeah.
Speaker: And by doing that, still even being number one, I felt like
Speaker: I couldn't grow anymore.
Speaker: I would have to be just passive and waiting for people.
Speaker: And I was like, no, I want to do something where I can run my own paycheck.
Speaker: So I recruited myself.
Speaker: Nobody actually recruited me.
Speaker: I got into the Door-to-Door Tribe Facebook group and said, hey, guys, I want to do sales.
Speaker: Hit me up.
Speaker: Wow.
Speaker: Man, I wish I would have seen that post.
Speaker: You probably got 500 messages the next day, huh?
Speaker: Oh my, oh my.
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.
Speaker: And then if you want a career, maybe you should look into solar.
Speaker: So I did.
Speaker: I talked to Fluent and I talked to a pass control company.
Speaker: Decided that pass was for me because a lot of my friends, they were doing pass.
Speaker: So I did pass for a summer.
Speaker: Nice.
Speaker: Three months in the summer, broke my arm.
Speaker: Oh, gee.
Speaker: Yeah, I was arm wrestling.
Speaker: Actually, I'm wrestling my manager for over 20 bucks.
Speaker: And he busted your arm in an arm wrestling match?
Speaker: Yeah.
Speaker: Yeah, I can send the video so you can post on your page later.
Speaker: Oh, yeah.
Speaker: Okay.
Speaker: Yeah, we'll have to put that like accompanying the podcast.
Speaker: That's crazy.
Speaker: Yeah.
Speaker: Yeah.
Speaker: So I was having a really good summer.
Speaker: Number one rookie for the company.
Speaker: Three months in the summer had like 400 accounts.
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.
Speaker: So all of the guys, they just came back home.
Speaker: And I talked to the owners and say, hey, I have a goal to do 600 accounts my very first summer.
Speaker: Would you guys let me come back?
Speaker: And then everybody was gone and I flew back to Texas and I started working again, doing pass control by myself.
Speaker: That was pretty much it.
Speaker: Yes, all of the boys, they were home.
Speaker: It was just the owners and myself.
Speaker: So I did go back, sold for a little bit.
Speaker: And then the company say, hey, you know what?
Speaker: You're the only one here.
Speaker: I don't feel like it's a good choice to have just you here.
Speaker: And then they just sent me home.
Speaker: Wow.
Speaker: Holy cow.
Speaker: That's some extreme drive.
Speaker: That's awesome.
Speaker: Yeah, it's just because I had a goal.
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.
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.
Speaker: Yeah.
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.
Speaker: I feel like a lot of times we just compare ourselves to other people and that can be tricky, you know?
Speaker: For sure.
Speaker: Yeah.
Speaker: Yeah, that can be tricky.
Speaker: So...
Speaker: If I stick to my original and go, man, I wanted to do 150 pass control accounts.
Speaker: And I sold 100 my first month.
Speaker: I was in the country for like a year, a year, a little over a year.
Speaker: So my English was still, I still have a lot to learn, but my English was super, super broken.
Speaker: But I just...
Speaker: You know what?
Speaker: Sales, it's what's going to pay the most money.
Speaker: So I got it.
Speaker: I got it better.
Speaker: I better figure it out.
Speaker: Yeah, that's incredible.
Speaker: So I got to ask, why did you what brought you out to like the US in the first place?
Speaker: Why did you come here?
Speaker: Is that for school or were you just thinking you're going to work or why did you come out?
Speaker: Awesome.
Speaker: That's a great question.
Speaker: So BYU has always been a dream for like all of the LDS families out there in Brazil.
Speaker: Like people just see like, oh my gosh, like the U.S. in general is just like living the dream, you know?
Speaker: And then my wife, she was doing manufacturing engineering in Brazil.
Speaker: And she said, hey, what if we go to the U.S. and I could just go to BYU?
Speaker: And I was like, okay, I support you.
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.
Speaker: Yeah, that's incredible.
Speaker: Yeah, no, I love hearing the drive and I don't know, would you say like being in Brazil?
Speaker: I think, I don't know, you tell me, I've never been to Brazil, but I've been to Colombia.
Speaker: Maybe there's some similar stuff.
Speaker: That's where I did my church mission.
Speaker: And it's like, I don't know, I'm sure it's similar in Colombia.
Speaker: People had nothing.
Speaker: I imagine Brazil there's probably a lot of poor parts and stuff like that.
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.
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.
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
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.
Speaker: So what is it?
Speaker: Yeah.
Speaker: What do you think?
Speaker: Where do you get that drive from?
Speaker: If you have any, anything to say about that?
Speaker: Yeah.
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.
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.
Speaker: And that's how I always felt.
Speaker: It's not...
Speaker: One of the things that I learned from reading the book, Grit, from Angela Duckworth, great, great, great book.
Speaker: It's just literally showing like the persistency and the grit and all of that.
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.
Speaker: And
Speaker: And, you know, like, I came from a place where, like, I would complain to not have stuff on the fridge, you know?
Speaker: Yeah.
Speaker: Yeah.
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
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?
Speaker: Yeah.
Speaker: Holy cow.
Speaker: That's great.
Speaker: Yeah.
Speaker: That's awesome.
Speaker: And you reminded me, I don't, do you know, Leo Sageman?
Speaker: He's like a, yeah.
Speaker: Have you talked with him?
Speaker: Yes.
Speaker: Fellow Brazilian.
Speaker: He was on the podcast too.
Speaker: Uh, actually one of the earlier episodes of the show, but, uh, yeah, it's pretty crazy.
Speaker: He, he told me too, how his dad first came here and same thing.
Speaker: I think he started out in cleaning and started his business and all that.
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.
Speaker: And, um, yeah,
Speaker: Yeah, it shows in the hours you're working.
Speaker: I asked, I sent River a message.
Speaker: So first I was following you for a little bit, seeing you close all these deals.
Speaker: I'm like, wow, what's this guy doing?
Speaker: Is he on like sells steroids or something?
Speaker: Like closing deal after deal.
Speaker: What is he doing?
Speaker: And so I messaged River.
Speaker: I'm like, man, this guy works with you.
Speaker: What is he doing?
Speaker: And River's just like, dude, he just works insane hours.
Speaker: He just goes out there all day, every day.
Speaker: And he's good at sales, but he's just putting in a ton of hours.
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.
Speaker: Perfect.
Speaker: Perfect.
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.
Speaker: Exactly.
Speaker: Exactly.
Speaker: I was hitting up a friend and saying, hey, what time do you guys have meetings?
Speaker: What time do you go to area?
Speaker: And my friend told me that at his pass-pontrol company, they have meetings at 9 a.m.
Speaker: and 10.30, they go to area and they work in the park.
Speaker: And I've been doing solar for almost 10 months now, and I've never done that myself.
Speaker: I work a lot.
Speaker: Some things that I might do differently is just that once I go to the doors, I just don't stop.
Speaker: And I really mean it.
Speaker: For example, my wife doesn't talk to me when I'm on the doors.
Speaker: And she knows that.
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.
Speaker: And talking about that, like,
Speaker: The only reason why I post and I share that is just for personal accountability.
Speaker: Like it's not for visibility, it's not for the credits.
Speaker: Like I don't care.
Speaker: I actually have 500 followers.
Speaker: Like I don't care about like how many people I have.
Speaker: But I feel like the people I follow, it's just they bring value.
Speaker: Like I don't follow any celebrity, like any famous people, brands and stuff.
Speaker: I don't have time for that.
Speaker: I just don't.
Speaker: So when I get to work, man, I have a pee bottle in my car.
Speaker: And I just, yeah, like, or I don't.
Speaker: Okay, I can say like just being the trees and bushes and stuff.
Speaker: I've done it like so many times.
Speaker: Now I just have a pee bottle and then that's it.
Speaker: Like I go to gas station zero times.
Speaker: I meal prep.
Speaker: I'm following a diet.
Speaker: I started a program a few months ago.
Speaker: I'm sticking to it.
Speaker: If I'm drinking anything, I take it with me.
Speaker: Like I just have everything to be ready for the doors.
Speaker: And then I just don't stop until I talk to 30 homeowners.
Speaker: 30 homeowners.
Speaker: Nice.
Speaker: Yeah.
Speaker: That's my go-to.
Speaker: You don't have to be talented.
Speaker: You don't have to be super skilled.
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.
Speaker: And the only way to talk to that many people is
Speaker: It's just being efficient with the doors, you know, just cherry picking.
Speaker: One of the things that I do, I use my Segway a lot.
Speaker: I love it.
Speaker: I wouldn't, yeah, I just... Man, I don't even... Yeah, I don't know.
Speaker: Have you ever used a Segway, Taylor?
Speaker: Oh, yeah.
Speaker: Yeah, I use it.
Speaker: I forgot about it for a little bit, but then I saw you and River breaking them out.
Speaker: I'm like, man, I need to pull that thing back out.
Speaker: So I forgot how, like, you know, quicker and...
Speaker: It makes it like more fun on the doors too.
Speaker: You get rejected.
Speaker: Just hop on the Segway.
Speaker: Yes.
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.
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.
Speaker: So it's just a lot of things that comes automatically to the mind just because you're used to the job.
Speaker: And that's my goal too.
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?
Speaker: And he asked me back, what do you do?
Speaker: And I told him, I just fly to the next door.
Speaker: Like I don't let that get inside my head.
Speaker: I don't wait like half a second.
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.
Speaker: Nice.
Speaker: That's awesome.
Speaker: That's the way to do it.
Speaker: And like, all these things that like people expect, I don't know, a lot for a long time.
Speaker: I thought people that were closing tons of deals had some like secret formula, like secret word track they're doing.
Speaker: But you heard it from Christian himself.
Speaker: He's not doing anything.
Speaker: He's just doing like simple things, super consistent.
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.
Speaker: I got to get in front of 30 people.
Speaker: Cause if I do, that's how I'm going to have success.
Speaker: So I'm going to get it.
Speaker: Yeah.
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?
Speaker: Okay, that's a great question.
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.
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
Speaker: And then, yeah, whenever it gets dark, you just be careful.
Speaker: The way you approach the door is just being friendly.
Speaker: You show your badge, you know, you just, yeah, just the way you carry yourself.
Speaker: Everybody knows the rules and stuff like that.
Speaker: But yeah, that's good.
Speaker: Yeah.
Speaker: And so I did.
Speaker: So you're in Dallas, right?
Speaker: You guys are knocking the Dallas area?
Speaker: Yes.
Speaker: That's where I started.
Speaker: That's where I, I guess, got my start in pest controls and in Dallas, actually.
Speaker: And it was pretty brutal.
Speaker: I didn't throw down as many pest accounts as you.
Speaker: I was pretty terrible at pest.
Speaker: But...
Speaker: I remember I got a gun pulled one time in Texas.
Speaker: Those Texans are no joke, man.
Speaker: You get guns pulled on you and stuff out there.
Speaker: Yeah.
Speaker: I had first month.
Speaker: Yeah.
Speaker: Same, same, same, same, my brother.
Speaker: Yeah, and you guys got to get like permits in every city to knock out there too, right?
Speaker: I mean, they're pretty strict about that.
Speaker: Depends on the city you knock sometimes.
Speaker: Again, it's more of your attitude.
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.
Speaker: Yeah.
Speaker: That's awesome.
Speaker: Well, no.
Speaker: So another thing I see you doing a lot of Christian is just getting a lot, a ton of same day appointments.
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.
Speaker: And they're like majority same days.
Speaker: It looks like.
Speaker: So what do you do?
Speaker: Like, tell me about that.
Speaker: Do you shoot for same days and what are you doing to get so many same days appointments?
Speaker: That's actually a question I get asked a lot too from our listeners.
Speaker: Okay.
Speaker: Okay.
Speaker: So yeah, average size, it's usually anywhere from nine to 11.
Speaker: That's kind of the average over there.
Speaker: So what we're doing, what I'm doing to get the same days appointments,
Speaker: I don't even allow myself to work differently than that.
Speaker: Like if I'm not the same day in you, I don't actually set the appointment.
Speaker: So it's much more of the way I perceive going to the events.
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.
Speaker: I just had to learn how to respect and love myself.
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?
Speaker: We all got a sad story.
Speaker: I was just like, yeah, I'm the foreigner.
Speaker: I have that.
Speaker: And I don't know English and I don't know if I can do solar.
Speaker: So like, yeah.
Speaker: Man, when I started, my goal was to close 40 deals in a year.
Speaker: Wow.
Speaker: And then I've closed 60 over the last four months.
Speaker: That's awesome.
Speaker: Yeah.
Speaker: So I just, I just started to believe in myself a little bit more.
Speaker: For example, just the way, just the self-talk every time, uh,
Speaker: Before I even open my eyes, the first thing I do, I try to get myself into peak state.
Speaker: So I repeat a little mantra that I have for myself.
Speaker: I'm just going to share with you guys.
Speaker: I say, today is a good day to make it a great day.
Speaker: I love it.
Speaker: Today is a good day to make it a great day.
Speaker: And then on the third time, I put more emphasis and I jump out of the bed and I just get ready.
Speaker: Today is a good day to make it a great day.
Speaker: You know?
Speaker: Yeah.
Speaker: And that gets me to a different state.
Speaker: You know, Tony Robbins calls it like peak state.
Speaker: And I have some more stuff.
Speaker: So self-talk is kind of a big thing.
Speaker: I know Taylor McCarthy and a lot of the big players, they talk about that.
Speaker: So after I say that, I also share something else.
Speaker: I say, I'm a great salesman.
Speaker: I sell every day.
Speaker: Sales come easy to me because I work the hours.
Speaker: Nice.
Speaker: I focus.
Speaker: I'm enough.
Speaker: I win my mornings.
Speaker: I win my days.
Speaker: I'm winning my life.
Speaker: Boom.
Speaker: I love that.
Speaker: That's awesome.
Speaker: I know you and River are big on those.
Speaker: I see River doing a lot of stuff like that too.
Speaker: Yeah, it works.
Speaker: I mean, and that NLP stuff, neuro linguistic programming.
Speaker: And yeah, it's why Tony, have you been to a Tony Robbins event?
Speaker: Actually, so for August, that's, I love, I love that you asked that.
Speaker: So for August, the Fluent, they had a competition.
Speaker: So the number one, like the number, the top performer would get tickets for Tony Robbins.
Speaker: So yeah.
Speaker: So in a month for now, like in November next month, I'm flying, my wife and I, we're both flying.
Speaker: Like the company got us tickets, hotels, and we're going to be with Tony Robbins for five days.
Speaker: Oh, wow.
Speaker: That's awesome.
Speaker: Yeah.
Speaker: It's always, it's been a dream man.
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.
Speaker: Yeah, he's the go for sure.
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.
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.
Speaker: So like for managers that are listening to this podcast, make sure you're teaching your reps this stuff.
Speaker: And Christian just gave you some sweet, you know, incantations, manifestations, whatever you want to call them.
Speaker: So those are good things to repeat.
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?
Speaker: Yeah, all the time.
Speaker: Yeah, I repeat that one.
Speaker: Like today is a good day to make it a great day.
Speaker: And then I say it three times and I always repeat myself.
Speaker: I'm a great salesman.
Speaker: I sell every day.
Speaker: So when it started, I would say I sell every week because that was my goal.
Speaker: And then I realized that like, why am I selling only every week?
Speaker: Because if I sell every week, I might be selling like four or five, six deals.
Speaker: And like, that's not for me.
Speaker: Like,
Speaker: I can do more than that.
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.
Speaker: And then my question is, why would you cut yourself short and not sell for the other 25 days of the month?
Speaker: Yeah.
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.
Speaker: So getting back into same days, I want to answer that question.
Speaker: I want to share my thought process and how I do it.
Speaker: But it's a lot behind the scenes.
Speaker: Like it's not the magical words that that's not,
Speaker: You know, it's just the medical game.
Speaker: They're like, why did I decide to sell one or two a week?
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.
Speaker: Can you come back on Friday?
Speaker: I like, no, sir.
Speaker: I actually can't.
Speaker: So I'm going to show you my calendar and I actually show my calendar.
Speaker: So as you can see,
Speaker: Like everybody's been looking into solar.
Speaker: Like if you don't want to do this, that's okay.
Speaker: The government, they have a lot of tax incentives.
Speaker: That's okay.
Speaker: Like yes or no, whatever answer works fine with me.
Speaker: My job is just to find people that is ready to take the money and take advantage of the program.
Speaker: I've never seen anyone in my life say no to save money.
Speaker: What time is a good time?
Speaker: Tomorrow at four or at six?
Speaker: Boom.
Speaker: Boom.
Speaker: Nice.
Speaker: There you go.
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?
Speaker: I do next day.
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.
Speaker: And then they don't show.
Speaker: Yeah.
Speaker: If you just do the numbers, just think, just try to get to know your numbers.
Speaker: I think it's important.
Speaker: I know my numbers.
Speaker: If I don't know my numbers, there's no way for me to increase my closing ratio and stuff like that.
Speaker: So there's a lot of stuff behind the scenes, like getting to know your numbers.
Speaker: Like, oh, how many deals you're closing a month?
Speaker: Because some people say, oh, I close.
Speaker: Yeah.
Speaker: you can have a good day, but that doesn't mean you're really good.
Speaker: Like everybody can have a good day.
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.
Speaker: Those are the guys that I respect.
Speaker: Like, I don't know, maybe selling three, four deals in a day.
Speaker: Yeah, that's good.
Speaker: But if you don't sell a deal next month, that's not good, man.
Speaker: That's not, you know.
Speaker: Yeah, I agree.
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.
Speaker: People see the checks coming in and then they don't work after.
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.
Speaker: Like just go out and sell more, right?
Speaker: Just go out and hit big numbers and do it consistently.
Speaker: Because that's what's missing is guys just hitting their hours and hitting their numbers consistently.
Speaker: Would you agree?
Speaker: Yeah.
Speaker: Yeah.
Speaker: And before even getting stopped, just going, spending money on stupid stuff.
Speaker: And anyway, yeah.
Speaker: Yeah.
Speaker: Yeah, since I started, you can ask for like, I never even touch paycheck.
Speaker: Never, like never.
Speaker: I never touch it.
Speaker: Because if I feel like I just, I just invest the money.
Speaker: I like, I know Adam Webb, some guys say invest 20% in yada yada.
Speaker: But if you auto manage your money, you can invest 100% of it.
Speaker: You know?
Speaker: And just leave, just leave broke.
Speaker: Yeah.
Speaker: But that's just, I'm just trying to set myself up for the future instead of the, like, the short-term goals.
Speaker: That's why, like, I go for same days.
Speaker: I really mean it.
Speaker: I talk to someone, if I don't feel like they're a solid lead, Taylor, I'd rather not have the lead
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.
Speaker: Right.
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.
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.
Speaker: How much money you're going to be saving if everything makes sense.
Speaker: Is there any reason why you wouldn't move forward with this?
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.
Speaker: Yeah, that's awesome.
Speaker: You're not for me.
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?
Speaker: It was like, go for the appointment.
Speaker: Because I know in California, you save people money.
Speaker: So if they latch you in, sometimes it's like a terrible lead.
Speaker: Like, dude, I don't want to go solar, but okay, you can come back.
Speaker: And then you close the deal, you know?
Speaker: Yeah, that happened to me this week.
Speaker: Man, I've had that happen so many times in California.
Speaker: People are like, I hate solar.
Speaker: I know everything about solar.
Speaker: I will never go solar.
Speaker: But yeah, come back, show me the numbers.
Speaker: And they sign dogs.
Speaker: Exactly.
Speaker: That's awesome.
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.
Speaker: And I think that's a big problem though, is guys get this rush of excitement.
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.
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.
Speaker: crap appointments, but they just fill out the form, whatever, to say they got an appointment.
Speaker: So I've talked with teams that don't even recognize appointments booked anymore.
Speaker: We used to recognize and give a ton of recognition for how many appointments were booked on a day.
Speaker: But now we sort of swapped it up.
Speaker: And our teams, we don't even like posts when we book appointments.
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
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
Speaker: At the end of the day, like only closed deals and installs, that's the only metric that's going to matter.
Speaker: Like the amount of people you get in front of and the people you sign up.
Speaker: Yeah.
Speaker: Oh yeah.
Speaker: I've done it like so many times.
Speaker: It's just that it really depends.
Speaker: This standards you're holding yourself to.
Speaker: Yeah.
Speaker: When, you know, as whenever I decided to,
Speaker: like do same days and, and, and treat my time as the most valuable thing in the world.
Speaker: I felt like everything has changed.
Speaker: Just like, it's not just saying like, I love myself.
Speaker: It's just like, Hey,
Speaker: I don't know if we're going to have solar.
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.
Speaker: I feel like I try to leave like that, like every day, like, oh, maybe it's the end of solar.
Speaker: I better take advantage of the opportunity.
Speaker: This is the mother gold rush.
Speaker: Yeah, for sure.
Speaker: And I know the guys who are treating it like that, they're having the success.
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.
Speaker: I see you posting pictures of books you're reading, workouts you're doing, like you were talking about earlier, the meal plan.
Speaker: And for me, I think I know myself, when I am being super consistent, I'm not as near as consistent as you.
Speaker: So I have a ton of respect for that.
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.
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?
Speaker: And do you want to share a couple of those things that you're doing that maybe help you out?
Speaker: Just like getting the right mindset to hit the doors consistently every day.
Speaker: Yes, yes.
Speaker: Taylor, I'm not the, you know, I'm consistent when it comes to closing deals.
Speaker: But, for example, I'm not the guy that's working out like crazy doing CrossFit.
Speaker: I'm not in the best shape.
Speaker: I've dropped 25 pounds so far.
Speaker: That's it.
Speaker: Yeah.
Speaker: You're not going to CrossFit with River.
Speaker: Isn't that his thing?
Speaker: Yeah.
Speaker: And yeah, he took me to CrossFit a few times, but it's just too hard for me.
Speaker: Yeah.
Speaker: That's no joke.
Speaker: Yeah.
Speaker: But something that helped me, for example, the same consistency with some people had with the gym.
Speaker: I have with the diet and with the meal prep.
Speaker: So I'm trying to get one thing at a time in order in my life.
Speaker: Cause I feel like the way you do one thing is the way you do everything.
Speaker: But there's no way to change everything at once.
Speaker: It's just step by step.
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.
Speaker: Cause for the last 10 months I've been taking the cold showers.
Speaker: And, and like, I hate it.
Speaker: I hate it.
Speaker: I came from Brazil.
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.
Speaker: Like, you know what?
Speaker: I'm going to give it a try.
Speaker: And I realized that now, like, it's not that hard for me anymore.
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.
Speaker: So even the days when I wake up late, which I do, I don't win the morning every day.
Speaker: I'm not the guy winning the morning every day.
Speaker: I want to share that with you.
Speaker: But what happens is when it's game time, it's no joke.
Speaker: It's game time.
Speaker: Even when I was doing pass control,
Speaker: It's not a, now I feel a little bit of a shame saying that, but our meetings was at 10.
Speaker: I was the guy waking up literally at 9.58.
Speaker: And now I'm serious.
Speaker: My alarm was set for 9.58.
Speaker: And I was going to brush my teeth for 30 seconds and fly.
Speaker: And for so many times I had to like peel an onion and eat it.
Speaker: Yeah.
Speaker: Eat like margarine or butter.
Speaker: Wow.
Speaker: Yeah, just like do crazy stuff, you know, be slamming punch and like a lot of stuff.
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.
Speaker: So it's not only about waking up early or it's not only about winning the morning you're reading.
Speaker: It's just implementing what you do.
Speaker: I don't read 20 books a month.
Speaker: I don't read, I read one book a month sometimes, but whatever I read, I try to implement as well.
Speaker: I love that.
Speaker: And that's something I think is really cool too, is you're sharing the wins and the losses.
Speaker: I mean, you don't have to do it all a hundred percent to be number one.
Speaker: Christian's proven.
Speaker: Oh yeah.
Speaker: And yeah, some guys think that, Oh, I didn't, I missed my morning routine.
Speaker: Well, this day is shot.
Speaker: I'm going to get out on the doors late.
Speaker: This day's going good.
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.
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.
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.
Speaker: Just go out and push as hard as you can for the hours you did get out.
Speaker: instead of letting it affect your whole day, which I think is awesome.
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.
Speaker: And I thought that was cool, too, because I'm used to seeing you post sell after sell.
Speaker: And then you kept it real saying you didn't get anything on that Saturday.
Speaker: Was that last Saturday you posted that?
Speaker: Yeah.
Speaker: So what I realized, again, I work three weeks super hard and I take, I don't know, like a few days off.
Speaker: Yeah.
Speaker: So I realized that Saturdays are for solar, in my opinion, because I can get people home.
Speaker: And because my goal is to same day, I was like, I'm going to be at the door.
Speaker: So what happened is over the last 16 weeks, five weeks, I was out.
Speaker: Okay.
Speaker: Because pretty much once a month, I'm out.
Speaker: For training, for traveling, vacation, whatever it is.
Speaker: So what happened out of the 16 Saturdays, I worked 11 of those.
Speaker: So last Saturday was the 11th Saturday that I was selling.
Speaker: And I was trying super, super hard.
Speaker: I did get on the doors like 9, 10 a.m.
Speaker: And I didn't stop.
Speaker: Like I stopped to eat for three minutes, my meal prep at the gas.
Speaker: I don't know if you saw my post.
Speaker: I was literally just eating at a gas station.
Speaker: And I was like, I can't, I'm on a winning streak, you know, like just the momentum that everybody talks about.
Speaker: So I wanted to carry that because now it's a tradition.
Speaker: It's like selling Saturdays, not even a question anymore.
Speaker: For sure.
Speaker: And yeah, so I was like, I got to find the deal.
Speaker: And then,
Speaker: I did, for example, when I went to Houston for the first time, it was like a month ago.
Speaker: Actually, my first Houston install is going to happen tomorrow.
Speaker: Nice.
Speaker: Yeah.
Speaker: I realized that I was selling consistently, but I never had a two spot.
Speaker: And I've seen a lot of guys just selling three, four deals in a day.
Speaker: I was like, oh, crap.
Speaker: How did these guys do that?
Speaker: You know?
Speaker: And I was like, you know what?
Speaker: I'm doing it.
Speaker: And I did it.
Speaker: And then the following day, I sold two as well.
Speaker: Nice.
Speaker: And then the following day, I sold two again.
Speaker: And then I realized that whatever is your standard, try to raise the bar.
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.
Speaker: Like why you're not selling double digits?
Speaker: Because once you do, you just do it.
Speaker: And then you just do it again.
Speaker: And then you just do it again.
Speaker: And then you're just going to do it every month.
Speaker: Yeah.
Speaker: Because you've done it.
Speaker: Because you've done it.
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.
Speaker: And now I want to close 20.
Speaker: I want to close 30, you know?
Speaker: Yeah, yeah.
Speaker: That's true.
Speaker: And yeah, I think that's another myth.
Speaker: People like set their standards so low and then they hit it, get complacent.
Speaker: But yeah, I actually just got out of podcast earlier today with Alex Hogan Hall.
Speaker: And she was talking about that too, just how competitions help her reps like get to a new level.
Speaker: And then it's like, okay, you saw yourself do 15 in a month during this competition.
Speaker: Like, why can't you do, why can't you do that every month now?
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
Speaker: Like anyone should be able to do it, right?
Speaker: I know you don't like roaches.
Speaker: I don't like cockroaches as well.
Speaker: Okay, we got something in common.
Speaker: Let's get you started.
Speaker: Okay, the trucks are right there.
Speaker: You know the Johnsons?
Speaker: Boom.
Speaker: Yeah, the truck's going to finish and you're next on my list.
Speaker: I'll do super cheap.
Speaker: Boom.
Speaker: That's why I left Brazil.
Speaker: There are too many roaches and spiders, right?
Speaker: That's awesome stuff, Christian.
Speaker: And then like with goals.
Speaker: So can you talk about real quick before we kind of wrap up here with your numbers?
Speaker: What what type of metrics?
Speaker: Is there some metrics like, you know, you need to hit to hit your goals every month, like X amount of appointments?
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?
Speaker: Yep, yep, definitely.
Speaker: So when it comes to the numbers, it's important to know your numbers.
Speaker: For example, I'm just going to look.
Speaker: I have my numbers on the notes on my phone.
Speaker: That way I always track.
Speaker: I've shared my calendar on social media.
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.
Speaker: What I did, I color-coded it.
Speaker: What I mean by that, for example, every time when I have a showing in blue, I know it's an appointment.
Speaker: When it shows purple, I know it's an appointment that I pitched that didn't close.
Speaker: When it shows green, I know the people that I sold.
Speaker: So I have a visual just right in front of me.
Speaker: So it's kind of easy.
Speaker: I just open my calendar and I know that I'm doing well and I know that I'm not doing well.
Speaker: And I know what I have to work on and I know what I have to improve because it's visual.
Speaker: I just color coded my calendar in a way that it's always there.
Speaker: It's always available.
Speaker: For example, um,
Speaker: Let me just go.
Speaker: Hold on.
Speaker: I just, I just switched phones.
Speaker: I got a new phone, but I was so busy working.
Speaker: Like I, I had it on the box for a month, a new phone and a brand new iPad.
Speaker: Like it came out, I got it and I didn't even open.
Speaker: I was just busy working.
Speaker: I know I got to close more deals.
Speaker: Yeah.
Speaker: Yeah.
Speaker: So I, I just flew to Utah for like two days or something.
Speaker: I was like, you know what?
Speaker: I'm just going to take the iPad and the iPhone.
Speaker: So I set it up, but I remember, I remember.
Speaker: So when it comes to July, I had 41 appointments and,
Speaker: Out of this 41, I have, I don't know, 18 no-shows.
Speaker: I had like 14 that I pitched that didn't close.
Speaker: And I had 15 that I pitched that did close.
Speaker: And I had three that failed credit.
Speaker: So I realized that August, if I wanted to have my best month, which I did,
Speaker: I had to do bigger numbers because it's a numbers game.
Speaker: So what I did, I increased my numbers.
Speaker: So for August, I had 62 appointments.
Speaker: And out of this 62, 23 no showed me, which is 30%.
Speaker: And then out of the people that showed up, I...
Speaker: pitch 18 that didn't close and a pitch 16 that did close.
Speaker: So right now I'm sitting at a 50% closing for the people that I sit down with.
Speaker: Yeah, that's incredible.
Speaker: Yeah.
Speaker: And yeah, that's, that's no secret too.
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.
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,
Speaker: then you're missing something there.
Speaker: Cause I think that's a huge thing.
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?
Speaker: That's what Christian's been doing.
Speaker: That's how he's been able to increase his numbers.
Speaker: He's just like, Oh, I need to sit with more people.
Speaker: Then if he can keep his ratios the same or improve them.
Speaker: I know my best months in sales.
Speaker: Yeah.
Speaker: I've, I've been a mad man about tracking numbers too.
Speaker: So I think that's, that's yeah.
Speaker: Huge thing.
Speaker: If people aren't doing that.
Speaker: So Christian, I know it's getting late.
Speaker: You're in Utah.
Speaker: We're doing a late night podcast right now.
Speaker: So Christians, I appreciate you for coming on.
Speaker: We went back and forth.
Speaker: So glad to finally get you on the show, even though it's, you know, 10 o'clock at night for you.
Speaker: Awesome.
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?
Speaker: Yeah.
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.
Speaker: Now I still use Facebook Christian Moroni and the ground.
Speaker: I, that's why I have like 500 people, just pretty much all door to door people.
Speaker: Yeah.
Speaker: I started Instagram, like not like maybe a year ago.
Speaker: Yeah.
Speaker: Stuff like that.
Speaker: I just want to share one last thing that,
Speaker: The numbers, they didn't look like this when I started.
Speaker: Like I would have to sit down with five, six people to close one.
Speaker: So I had to work way, way harder.
Speaker: Now, because I close at 50% every day, I just got to get inside two houses.
Speaker: So, and that's it.
Speaker: Whatever your number is, if you're closing one out of four, just do the reverse engineering.
Speaker: Because a lot of times people, they just do like how much money they can make, but they don't break down.
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.
Speaker: How many of these appointments are going to show?
Speaker: How many disappointments are going to cancel?
Speaker: What's your cancellation rate?
Speaker: Like it's important to know that stuff and just backtrack and do the reverse engineer.
Speaker: So, cause when I started, I was like, yeah, I want to do 40 deals.
Speaker: And I was like, no, I don't want to do 40 anymore.
Speaker: And then I wanted to do 60 deals.
Speaker: And then I realized that I could do 16, four months.
Speaker: And now, now I want to close way more than that.
Speaker: You know, it's just, yeah.
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.
Speaker: So yeah, to find social media, it's Christian Moroni and I'm available.
Speaker: Like, I don't care if you work for a different company.
Speaker: I always say to people, hey, I'm going to Houston.
Speaker: You are invited to just stay in my place.
Speaker: You can just work with me.
Speaker: I don't care whatever t-shirt you're working with.
Speaker: I don't care whatever company.
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?
Speaker: Yeah.
Speaker: that's huge.
Speaker: So yeah, no, I think abundance mindset, um, definitely appreciate that.
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.
Speaker: They're like, no, if you're from a different company, I'm not going to talk to you.
Speaker: I'm not like sharing anything, company secrets.
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.
Speaker: And,
Speaker: specific things you're doing and saying on the doors.
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.
Speaker: I just been going anything specific that you did to like increase those ratios.
Speaker: Do you think it was just more experience based, just more time you needed?
Speaker: Or were you like drill and role playing like crazy?
Speaker: What helped you increase those ratios in your closes and all that?
Speaker: Fantastic question, Taylor.
Speaker: I love it.
Speaker: I love it.
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.
Speaker: For me, like if you're listening to, if you listen to Zig Ziglar and Jim Rohn,
Speaker: Like I just compensate with numbers what I lack in skill.
Speaker: That's it.
Speaker: I compensate with numbers what I lack in skill.
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.
Speaker: So what made the change is that along the process,
Speaker: I realized that I just needed to simplify.
Speaker: I was making solar too complicated.
Speaker: I was explaining, not meeting in a way that people was like, dude, I'm not sure.
Speaker: And Taylor McCarthy says, a confused mind will always say no.
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,
Speaker: They're going to understand like a hundred percent of it.
Speaker: That's awesome.
Speaker: Yeah.
Speaker: Love that.
Speaker: So Christian, thanks for all the tips you shared.
Speaker: So for solopreneurs, keep it simple out there.
Speaker: And guys, it's not rocket science.
Speaker: Christian came from Brazil, barely knowing English and he's killing it in this industry.
Speaker: He's one of the top reps.
Speaker: in the industry.
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.
Speaker: And I think that's pretty much all there is to it.
Speaker: So, uh, so Christian, thanks again for coming on the show.
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.
Speaker: My brother, I think that's it.
Speaker: Something that I do know, that I also do, I want to share one thing.
Speaker: Like with the international people, sometimes some guys are just like, oh, yeah, yeah, like it's hard.
Speaker: No, door to door is for you as well.
Speaker: You know, just believe in yourself and you have
Speaker: I've seen so many people just getting to the industry and crushing it.
Speaker: I'll say that's something that I wanted to share as well.
Speaker: Just believe in yourself.
Speaker: This is for you and know your demographics.
Speaker: I know exactly what type of people that I close at a higher percentage rate.
Speaker: So that's kind of the people that I go to.
Speaker: So when I save days,
Speaker: just based on their body language, they, they react, they, they talk to me the way they carry themselves.
Speaker: I can say if I'm closing that deal or no.
Speaker: So if I don't feel like I'm closing, I don't even set the appointment.
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.
Speaker: Just go talk to, just look for the low hanging fruit.
Speaker: Yeah.
Speaker: Just like,
Speaker: Just look for the low-hanging fruit and that's it.
Speaker: Yeah, love that.
Speaker: So what are the demographics for you, Christian?
Speaker: Which ones do you go after?
Speaker: Now I...
Speaker: Now it's getting to a point that I can close pretty much everything.
Speaker: It wasn't like past.
Speaker: Now I don't have a demographic.
Speaker: In Texas, there's a lot of black people.
Speaker: I feel like that's a really good demographic for me.
Speaker: I can connect with these people really, really well.
Speaker: And I haven't closed.
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.
Speaker: But I like it's good people.
Speaker: So, but that's not my go-to.
Speaker: I feel like, yeah, I'll say I'm mostly black people, but I...
Speaker: I like selling everyone.
Speaker: Yeah, let's go.
Speaker: Well, Christian, thanks again, my man.
Speaker: Sorry, I think I've said we're going to wrap up like 10 times, but then you keep dropping gold on us.
Speaker: So I'm like, dang, I need to ask about this.
Speaker: My very, very first time speaking in public.
Speaker: So I just can't hold myself.
Speaker: No, you did awesome, man.
Speaker: I appreciate you guys.
Speaker: Go give Christian a follow.
Speaker: Let them know you appreciated the episode.
Speaker: And thanks again.
Speaker: We'll be connecting and talk soon, Christian.
Speaker: Thanks for coming on the show.
Speaker: Hey, solopreneurs, quick question.
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.
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.
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.
Speaker: And it's called Solciety.
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.
Speaker: Currently, SoulCity is open, launched, and ready to be enrolled.
Speaker: So go to SoulCity.co to learn more.
Speaker: and join the learning experience now.
Speaker: This is exclusively for solopreneur listeners, so be sure to go to solcity.co and join.
Speaker: We'll see you on the inside.
