Become a Creator today!Start creating today - Share your story with the world!
Start for free
00:00:00
00:00:01
125: 0 to 28 Million in 12 Months - Moe Falah
72 Plays5 years ago
Finding the perfect prospect, creating the best connections, and closing deals as quickly as possible is a dream for each solar sales person.
The reality is only about 2% of sales will close on first meeting. With this pretty low percentage, you need to continue to make constant follow-ups until they are open to buying. Persistence is the key. In this episode, we listen to Moe Falah on how he became successful in closing deals.
Recommended
Transcript
Taylor's Journey in Solar Sales
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.
Introducing Mo Fala
00:00:41
Speaker
What's up, solopreneurs?
00:00:44
Speaker
Welcome back to another podcast.
00:00:46
Speaker
Today, we have someone that has blown up lately.
00:00:50
Speaker
If you haven't heard of him, you are behind the game.
00:00:53
Speaker
We got the one, the only Mo Fala
Mo's Entry into Sales
00:00:55
Speaker
on the show.
00:00:55
Speaker
So, Mo, thanks for joining us in the studio here today.
00:00:58
Speaker
Thanks, Taylor.
00:00:58
Speaker
Excited to be here.
00:01:00
Speaker
For sure, man.
00:01:00
Speaker
Get some notifications.
00:01:02
Speaker
Turn my notifications off here.
00:01:05
Speaker
And, yeah, I'm excited to have you.
00:01:07
Speaker
We're just talking before this.
00:01:08
Speaker
If you haven't heard of Mo, he is doing some unreal stuff.
00:01:14
Speaker
I first heard him on my buddy Rick Martinez podcast, the Door-to-Door Experience.
00:01:20
Speaker
You can go listen to that.
00:01:21
Speaker
But we're just talking off the mic here.
00:01:23
Speaker
And at the time, this was less than a year ago, Mo was just saying he had, what, like six guys at that time.
00:01:29
Speaker
Yeah, when Rick and I, we shot that podcast, that was back in May, and we had like six, seven people in the entire team company.
Challenges and Growth in Solar
00:01:37
Speaker
Crazy.
00:01:38
Speaker
So six guys, and when I was listening to it, I'm like, okay, this guy's cool.
00:01:43
Speaker
I haven't really heard of him.
00:01:44
Speaker
It sounds like he's doing some cool stuff, but didn't really think much of it.
00:01:48
Speaker
And then fast forward, I'm at Door-to-Door Con just a few weeks ago, and I see Mo up on stage, and he brings like, it looked like 50, 60 dudes, but I don't know if it's that many, but it's just like,
00:02:00
Speaker
Entire crowd of people up there.
00:02:02
Speaker
And they're like winning these awards.
00:02:03
Speaker
They're like going nuts.
00:02:06
Speaker
He's got this whole like Wolf of Wall Street vibe and all these dudes.
00:02:10
Speaker
I'm like, where did this guy come from?
00:02:12
Speaker
And then he's getting an award for doing, I think, what, $28 million? $28,000.
00:02:17
Speaker
28 and a half in his first year.
00:02:19
Speaker
And I'm like, holy cow.
00:02:21
Speaker
Okay.
00:02:21
Speaker
This guy, there's definitely more to this guy than I thought when I first heard him on Rick's podcast.
00:02:27
Speaker
So he's doing some incredible stuff and to have that kind of growth in a year, I don't, to my knowledge, I don't think it's been done.
Starting in California
00:02:34
Speaker
So we're going to jam and talk about what he's been doing to have that extreme growth and hear about some of his secrets.
00:02:40
Speaker
And yeah, just to see what's up.
00:02:44
Speaker
Let's do it, man.
00:02:45
Speaker
I'm excited.
00:02:45
Speaker
Yeah, let's get it going.
00:02:47
Speaker
So yeah, I guess you, I mean, I'm just going off of what I heard in Rick's podcast and everything, but do you want to tell about your background, how you even got into solar cells?
00:02:57
Speaker
Yeah, so I accidentally got, kind of stumbled into it.
00:03:02
Speaker
So I first started direct sales when I was...
00:03:09
Speaker
The first time I like worked at like actual like commission only like straight sales.
00:03:12
Speaker
I was 19.
00:03:12
Speaker
I was in, I was doing real estate back in Ohio.
00:03:16
Speaker
And, um,
00:03:17
Speaker
Buddy of mine, he, who I knew, family friend, he hit me up and he, he was somebody who I always looked up to.
00:03:24
Speaker
He was probably like 27, 28 at the time.
00:03:26
Speaker
I was 19.
00:03:27
Speaker
And he said to me, he's like, you know, the only way, the only way that you're truly going to make a lot of money in life is through direct sales.
00:03:37
Speaker
And he's somebody I looked up to.
00:03:38
Speaker
He was like, like I said, he was like 27 or 28.
00:03:39
Speaker
He,
00:03:42
Speaker
had the white R8, the white G-Wagon, lived in the penthouse in Toronto, like smoking hot girlfriend.
00:03:48
Speaker
Like he was the guy who like always threw like crazy parties.
00:03:51
Speaker
Like,
00:03:53
Speaker
KNOW GREAT GATSBY STYLE RIGHT LIKE AND
Overcoming Challenges and Achieving Milestones
00:03:56
Speaker
AND EVERY TIME YOU KNOW HE WAS THE GUY THAT HE COULD HAVE REALLY WHATEVER HE WANTED IN LIFE LIKE THERE WAS NOTHING LIKE STOPPING HIM MONEY WAS NEVER LIKE A AN ISSUE FOR HIM AND LIKE I DIDN'T GROW UP IN THAT YOU KNOW I GREW UP LIKE MIDDLE CLASS UM I HAD EVERYTHING I NEEDED BUT YOU KNOW NOT THE THINGS I WANTED AND I JUST ALWAYS WANTED A LIFESTYLE LIKE THAT AND SO HE HE TOLD ME LIKE YOU KNOW IF YOU COME TO TORONTO
00:04:18
Speaker
i'll take you under my wing i'll teach you everything like it's door-to-door sales and uh i didn't you know i didn't want to do door-to-door and i was like i told him i don't want to go door-to-door like it's that's below me you know i what do i know right i'm like 19. i'm like yeah that's below me like i should be knocking doors 19. i know nothing right yeah um and uh so he's like all right i'll get you an appointment so like we'll have guys go door-to-door you just go in an appointment so he just trained me up um did that for probably like eight months was making pretty good money but the province of ontario shut down door-to-door solicitation
00:04:47
Speaker
Like in the whole entire province of ontario Why they shut it down?
00:04:52
Speaker
Uh, just a lot of people were like complaining a lot of people were getting scammed like just door-to-door sales just got a really bad rap and they just shut it down entirely so um He he he was like, all right.
00:05:02
Speaker
I was like, well, what do we do?
00:05:03
Speaker
He's like, well, let's go to miami and we were selling hvac at the time So heating ventilation air conditioning like water systems He said let's go to miami.
00:05:11
Speaker
And so I was like, all right, let's go to miami two weeks later.
00:05:13
Speaker
I'm in miami um
00:05:16
Speaker
And I start with him and I have to go door-to-door and I'm like hating it like I'm just I'm not enjoying it whatsoever and so me and him we we split off I join another company and start selling windows and roofing
From Weed to Real Estate Success
00:05:28
Speaker
and They just give me leads like all day leads and so I'm just going in like four or five appointments every single day and I'm crushing it this company's been in business for like 10 years and Like in the second month, I become like the top producer in the company.
00:05:41
Speaker
Um
00:05:41
Speaker
beating out you know 30 40 different reps in there and uh about eight months in i created so much volume for the company it actually bottlenecked their logistical process and uh they ended up going bankrupt yeah too many sales legitimate too many sales like and that's you know a lot of people that don't know how to handle like their cash flow or don't know how to handle you know installation processes and timelines and dealing with installers like they'll run into that issue like very commonly so they just weren't prepped for any of that volume whatsoever you know my
00:06:10
Speaker
My second month in there, I was putting in like 35, 40 deals a month when their next, where their previous like top rep was doing like 15, you know.
00:06:17
Speaker
I just wanted it.
00:06:19
Speaker
Like I just wanted to win.
00:06:20
Speaker
Like I wanted to make a crap ton of money.
00:06:22
Speaker
So in one of my appointments, when I was selling windows and roofing, there was a solar guy there.
00:06:28
Speaker
And, excuse me.
00:06:33
Speaker
So in one of my appointments, there was a solar guy there and he, he, he just stopped me.
00:06:38
Speaker
Like after I finished my presentation, he's like, dude, that was like really good.
00:06:40
Speaker
Like, I want you to come and work for me and sell solar.
00:06:43
Speaker
And I was like, eh, like solar doesn't make sense.
00:06:46
Speaker
Like.
00:06:47
Speaker
Like too expensive.
00:06:47
Speaker
It's not a good investment.
00:06:48
Speaker
You know, just bullshit.
00:06:49
Speaker
Like, yeah, you know, fucking 30 million.
00:06:53
Speaker
Yeah, all the whole, I was literally,
Shifting Focus to Solar
00:06:54
Speaker
it's like, I had panels look ugly.
00:06:55
Speaker
It was like, it's not a good financial play.
00:06:57
Speaker
It doesn't pencil out.
00:06:58
Speaker
Like, I knew nothing about solar.
00:07:00
Speaker
And after, after I lost my job, I found his card, called him, went to his office.
00:07:07
Speaker
He explained to me the finances and like how it worked.
00:07:09
Speaker
Like just, he literally broke down tax credit, 20 year financing, like how it worked.
00:07:14
Speaker
And I was like, looked at it and I was like,
00:07:16
Speaker
I do like what's the catch like this doesn't this there's no like there's no way I'm like why doesn't everybody have this and I looked at him and I said I was like this is real I'm going to sell everybody and you know I'm selling people products like when I'm selling roofing I'm not doing insurance like how all the roofers do I didn't even know that was existed I was selling retail like straight financing or cash roofing windows financing or cash everything costs them more money
00:07:43
Speaker
And then I found out solar is less and like they own the product and it's less like it's less than what they're already paying I was like this is this is no freaking brainer.
00:07:50
Speaker
Everyone's gonna buy this This is in florida, so florida, miami.
00:07:54
Speaker
Yeah, so I work with them for about a month and And I find out like the timelines are like pretty long They're like four to six months to get an install in in miami at the time.
00:08:06
Speaker
This was like 2000 was 2018 and uh
00:08:10
Speaker
I find out that that's like the time it takes to do it.
00:08:13
Speaker
And it's always been in my head.
00:08:14
Speaker
It's been a vision of mine to build a team.
Philosophy of Simple Solar
00:08:16
Speaker
I've always been like the person I've wanted to have a team.
00:08:19
Speaker
I've wanted to manage people.
00:08:20
Speaker
I've wanted to train people.
00:08:21
Speaker
Like I just knew I had that ability.
00:08:22
Speaker
And I just realized if somebody's going to have to wait four to six months to get paid, there's very, very small chance I'm going to be able to recruit them.
00:08:29
Speaker
Right.
00:08:29
Speaker
And so, so I look up timelines and I like, where's the fastest timelines in the United States?
00:08:34
Speaker
I find it's California.
00:08:35
Speaker
I just found, find a company out here.
00:08:38
Speaker
I come, I leave and I start a, uh,
00:08:40
Speaker
Uh, I serve my like I start with them.
00:08:42
Speaker
I start a dealership with them right away So I don't even join like a door-to-door company at all.
00:08:46
Speaker
I just started dealership and No training no mentorship no guidance, whatever still haven't knocked doors yet ever at all Wow
00:08:55
Speaker
And I come to California, which is like the most hit market like ever.
00:08:59
Speaker
And I go to OC, which is like a really tough market too.
00:09:02
Speaker
That's where I'm living.
00:09:03
Speaker
And I'm just getting like smacked.
00:09:06
Speaker
Like I'm getting absolutely killed.
00:09:08
Speaker
But like I'm recruiting people because I'm like, I just, I just know that other people are doing it here.
00:09:12
Speaker
I was like, if they can do it, like there's no reason I shouldn't be able to do it as long as I learn it.
00:09:15
Speaker
Right.
00:09:15
Speaker
They've always been a hard worker.
00:09:17
Speaker
I just knew as long as I got the information that I could do it.
00:09:19
Speaker
There's, there's no reason why somebody can do it and I can't.
00:09:22
Speaker
So yeah.
00:09:23
Speaker
um i just recruited some people right away and lost a bunch of people and wasn't really doing well at all you know we'd get excited if we did if we did like three sales in a month we'd get like super excited we thought it was like fantastic you know because solar money pays pretty well you can do three four sales and you're doing better than you're doing better than like most of the united states doing like three four sales a month um
00:09:48
Speaker
And, like, I just didn't, like – so I just kept on recruiting people off of, like, these small numbers, like, showing them, like, you know, 15K a month check, 20K a month check compared to, like, you know, what we can do now.
00:09:59
Speaker
Yeah.
00:10:00
Speaker
And I'm just recruiting everybody.
00:10:01
Speaker
And we come here, and, like, I'm failing a ton.
00:10:04
Speaker
Like, I'm just – I'm shit in the bed.
00:10:07
Speaker
I joined – like, I joined another company, and it's, like, probably, like, June.
00:10:11
Speaker
Probably June.
00:10:13
Speaker
They have, like, a falling out with their parent organization, Poo.
00:10:17
Speaker
I end up becoming a sub dealer of a dealer.
00:10:20
Speaker
So just like levels, levels, levels.
00:10:22
Speaker
Right.
00:10:23
Speaker
And my sub dealership at the time, we were doing like more volume than the company that was above us.
00:10:32
Speaker
Like we had about 25% of the size, but we were doing over 50% of the revenue.
00:10:36
Speaker
And so we, so month after month after month, I was just trying to get like better deals for my people so I can give them better pricing and stuff like that.
00:10:43
Speaker
And I was trying to, you know, I was trying to really advance my organization.
00:10:48
Speaker
We were really like training the company that was above us and they weren't providing value anymore.
00:10:53
Speaker
So in January, December of 19, I left.
00:10:59
Speaker
And January, a lot of people stayed with the other company.
Investments in Growth and Resources
00:11:03
Speaker
A lot of people just, they weren't doing solar anymore.
00:11:05
Speaker
So it was January of 2020, it was me and three others.
00:11:09
Speaker
And then we went to D2D Con and really got inspired by what we saw there.
00:11:17
Speaker
Uh really opened up vision like saw like we thought that we were doing good and like we really weren't Um we saw like we didn't even know what a golden door was at all And we just saw all these people up there getting golden doors were like 100 deals in a year like yeah, we thought it was like We we never you know, we never expected that we like we added up how much you make per deal And we see like o'donnell we see o'donnell there.
00:11:38
Speaker
He has three of them
00:11:41
Speaker
Like, who is this guy, right?
00:11:43
Speaker
And it opened up our minds to like what's totally possible.
00:11:47
Speaker
And so we just kept on, you know, we worked.
00:11:50
Speaker
I started it, you know, in January of 2020 and worked and just kept on doing the same exact thing, kept on going door to door, just recruiting more people.
00:11:58
Speaker
And then, you know, COVID hit.
00:12:00
Speaker
And our first month in January, we did 17 sales.
00:12:04
Speaker
And COVID hits in like right around March or so.
00:12:06
Speaker
And we do like four sales because like everyone's just kind of,
00:12:10
Speaker
Super, super scared.
00:12:11
Speaker
And none of us have ever done door-to-door before.
00:12:14
Speaker
Door-to-door is absolutely brand new to us.
00:12:16
Speaker
And we partner up with an alarm company for a little bit because we're scared of going door-to-door.
00:12:23
Speaker
And California is mad strict.
00:12:24
Speaker
So we partner up with an alarm company, and they basically let us call their...
00:12:28
Speaker
previous homeowners that they've sold and go in and sell them so we do that for a little bit uh some of the new guys that we recruited we just use that to like train them so they can get a ton of training inside a lot of homes learning the process they um and then they're like oh like well since covid's like really bad here we're just gonna go to texas and we're like all right whatever like we so we bring like seven guys to texas with us to dallas and
00:12:54
Speaker
were like well let's just sell alarms like these guys are here they're selling alarms like let's just sell alarms so we sell alarms for like two weeks and we we saw how easy it was to sell alarms like these alarm guys are coming in putting
00:13:08
Speaker
5 6 7 8 9 10 alarms a day and we're like sitting there and shadowing them watching them just watching how easy of a process they're making it and We come back to California and I like just tell
Detaching Emotions from Sales
00:13:19
Speaker
my team like why don't we just treat it like an alarm sale?
00:13:22
Speaker
Yeah, like It doesn't have to be a big deal.
00:13:26
Speaker
Like it's a literally just sign a process Why don't we just treat solar like alarm deals?
00:13:31
Speaker
AND AS SOON AS WE STARTED DOING THAT AND WE SHIFTED OUR MENTALITY TO LIKE HOW EASY IT IS AND LIKE TREATING IT LIKE AN ALARM SALE WE STARTED JUST POPPING OFF ON THE SAME DAYS LIKE WE WENT YEAH WE WENT FROM EVERYTHING BEING AN APPOINTMENT BOOK TO HAVING TO COME BACK TO THIS IT WAS JUST LIKE OKAY COOL YEAH LIKE LET'S JUST LET'S JUST SIT DOWN LIKE LET'S JUST FIGURE THIS OUT FOR YOU
00:13:48
Speaker
And popping off from like, you know, two to three sales in a week because we're setting appointments, stuff like that, to like two to three sales in a day because we're just treating them like alarms.
00:13:57
Speaker
Like it's really no big deal.
00:13:58
Speaker
It's like, I don't think it should be a big deal, right?
00:14:00
Speaker
Like it's a no-brainer.
00:14:02
Speaker
So don't treat it like it's a $30,000, $40,000 investment.
00:14:05
Speaker
Treat it like it's something small because they're paying the money anyways.
00:14:08
Speaker
It's either they're going to pay it to themselves or they're going to pay it to somebody else over time.
00:14:13
Speaker
So...
00:14:15
Speaker
Yeah, we so so may we do 42 june.
00:14:18
Speaker
Uh, we go to we go to a sales summit Um in vegas hosted by d2d and very next month we go from 42 to 106 sales Um just shifted like we just got surrounded by people like we met this guy uh cooper cooper perkins and casey perkins Um two brothers they did alarms for a few years and they switched to solar it was their first month in solar
00:14:40
Speaker
And, um, between the two of them, they were in it for three weeks and between the two of them, they did 44 and they were, they were three weeks into solar.
00:14:47
Speaker
And we were just like, dude, like we think we're good.
00:14:50
Speaker
Like we need to elevate our standards.
00:14:52
Speaker
So, um, it created a ton of exposure.
00:14:54
Speaker
So then the very next month we went from 42 to one Oh six, just cause we set a goal.
00:14:58
Speaker
We said, all right, we're going to do a hundred.
00:14:59
Speaker
Like, let's just stick to it.
00:15:00
Speaker
I said a hundred.
00:15:01
Speaker
Um,
00:15:02
Speaker
WE DID IT.
00:15:04
Speaker
VERY NEXT MONTH, LIKE, YOU KNOW, WE JUST STARTED TO BRING A TON MORE PEOPLE OUT, COME BACK TO, YOU KNOW, END OF THE YEAR, AND WE DID A, WE FINISHED IT WITH 851 ACCOUNTS TOTAL.
00:15:14
Speaker
Um, and then 20 and a half million in january when we start when I started the company Um, I just I told the guys I was like, yeah, let's do I was like, let's do 25 million like just kind of just throwing a number out there without really even thinking of like What's 25 million?
00:15:27
Speaker
Like I knew I knew we had to get like the math equated for me is 800 accounts if we do 800 accounts, we'll do 25 million I just like the the number I like 25 million I didn't even realize like how we're gonna do it.
00:15:37
Speaker
It was just like we're just gonna figure it out.
00:15:39
Speaker
Um
00:15:40
Speaker
Didn't even realize it was 28 and a half until after the year ended it was like after the year ended I looked at the numbers.
00:15:45
Speaker
I was like, holy shit We did it.
00:15:46
Speaker
I was like we actually did it and so it was exciting and we just we just grew massively and Yeah, man, that's that's like really it It's kind of like a whole long process like how it came to start but yeah, I was just like just grinding every single day and just like
00:16:05
Speaker
just not giving up and like lots of shit happening, COVID, external circumstances, this, that, but just like, you know, sticking to what you say you're going to do and just following through on your word.
00:16:14
Speaker
Yeah, incredible, man, incredible.
00:16:16
Speaker
You left out one part of the story.
00:16:17
Speaker
Maybe you didn't want to say this, but before you were even doing all the sales, weren't you, like, out selling weed or something?
Instilling Positive Beliefs
00:16:26
Speaker
That was the funniest part of the story.
00:16:27
Speaker
That's so funny.
00:16:28
Speaker
That's the first time I've ever, like, gone public.
00:16:30
Speaker
I've never gone public about it, but, I mean, we can.
00:16:33
Speaker
It's whatever now, right?
00:16:34
Speaker
Yeah.
00:16:36
Speaker
That's funny.
00:16:36
Speaker
What did I tell you?
00:16:37
Speaker
Did I tell you that?
00:16:38
Speaker
Yeah, at the knock start.
00:16:39
Speaker
Yeah, I did.
00:16:40
Speaker
That's so funny.
00:16:41
Speaker
Okay, yeah.
00:16:42
Speaker
So I didn't start direct sales at 19.
00:16:44
Speaker
I started direct sales at 15.
00:16:46
Speaker
So I probably would have gone a golden door for weed.
00:16:51
Speaker
Yeah.
00:16:53
Speaker
No, like, yeah.
00:16:54
Speaker
So I started smoking weed at 15.
00:16:57
Speaker
And like, I just liked it a lot.
00:16:59
Speaker
You know, I just, I don't smoke weed anymore.
00:17:00
Speaker
I don't drink anymore.
00:17:01
Speaker
I don't smoke.
00:17:02
Speaker
I don't like not even nicotine, no caffeine.
00:17:03
Speaker
Like I'm just straight edge now.
00:17:05
Speaker
Um, but at 15, I started smoking weed and I just liked it a lot.
00:17:09
Speaker
And I just was like, you know, I was around people who liked it a lot too.
00:17:12
Speaker
And it was just expensive.
00:17:13
Speaker
I mean, I like, you know, couldn't afford it.
00:17:15
Speaker
Like I'm 15 years old.
00:17:16
Speaker
What the hell am I doing?
00:17:17
Speaker
Right.
00:17:17
Speaker
So, um,
00:17:19
Speaker
I just I just realized like if I can just buy it in bulk and sell it to the people around me and They'll and I can just get to smoke weed for free The whole entire goal was so I could smoke weed for free I just did it I didn't want to spend my own cash to be able to do this thing like I want to do it for free so
00:17:36
Speaker
It's like buying a duplex and then renting out the other side.
00:17:38
Speaker
Yeah, yeah.
00:17:39
Speaker
Just living for free.
00:17:40
Speaker
Same thing, right?
00:17:40
Speaker
Just live for free, right?
00:17:41
Speaker
I just wanted to smoke for free.
00:17:42
Speaker
So, you know, I didn't want to get high on my own supply.
00:17:45
Speaker
I wanted to get high on other people's cash.
00:17:47
Speaker
So that's funny.
00:17:50
Speaker
Yeah, so I did, I sold weed for probably like three, about three years or so.
00:17:56
Speaker
I had like a lot of scare, get robbed at gunpoint.
00:18:00
Speaker
That's what got me into real estate.
00:18:01
Speaker
I got robbed at gunpoint.
00:18:02
Speaker
I lost probably like $13,000, $14,000.
00:18:02
Speaker
Yeah.
00:18:04
Speaker
Um, 18 year old kid and I was like I thought my life was gonna get taken away from me and at that point I just realized like how fast and how easy it was for money to disappear And I was like I just need to go somewhere secure.
00:18:16
Speaker
So I bought my first house at 19.
00:18:17
Speaker
Yes.
00:18:18
Speaker
Yeah Foreclosure in Akron, Ohio bought my first house flipped it flipped two houses by 20 Yeah made flipped 47k into 175k nice
00:18:31
Speaker
Yeah, it was good for like a 20 year old, you know, um Yeah, so yeah truly direct sales, I guess you'd say 50 So I wasn't really counting that But yeah, I mean like pretty good like, you know good mall like dealer like how right now simple so like I'm a dealer and then like just like You know find people that sell and produce and our guys produce and they do really well and they make very very good money doing what they do and um
00:18:57
Speaker
Yeah, same thing you're doing now, just in solar.
Culture of Personal Development
00:19:00
Speaker
Yeah, just legal.
00:19:00
Speaker
I'm still selling green, right?
00:19:04
Speaker
From 15 to now, I'm still selling green.
00:19:06
Speaker
That's awesome.
00:19:08
Speaker
That's so funny.
00:19:09
Speaker
I've never gone public about that.
00:19:10
Speaker
Yeah, well, that's funny.
00:19:12
Speaker
It's funny.
00:19:12
Speaker
It was the first time we can edit it out.
00:19:14
Speaker
But hey, man, Grant Cardone talks about how he was.
00:19:17
Speaker
Yeah.
00:19:18
Speaker
I don't know if he was dealing it, but it's funny.
00:19:21
Speaker
But no, man, I love the stuff you're saying.
00:19:23
Speaker
And yeah, it's just super cool how you're talking about how you got connected with all the people.
00:19:29
Speaker
And I was joking with Mo, too, when we were hanging out at door to door con and stuff.
00:19:33
Speaker
Yeah.
00:19:34
Speaker
how I think you said you heard about Door to Door Con from the podcaster, right?
00:19:39
Speaker
Yeah, you were on with Mike O'Donnell.
00:19:41
Speaker
Okay.
00:19:42
Speaker
And in that podcast, O'Donnell just talked about, like, yeah, DDD Con is, like, 300 bucks.
00:19:45
Speaker
Like, you should go.
00:19:46
Speaker
And I was like, what the fuck is DDD Con?
00:19:48
Speaker
And so I never heard about Taylor before.
00:19:50
Speaker
Somebody referred Solarpreneur Podcast to me.
00:19:53
Speaker
And this was in November of...
00:19:56
Speaker
19 yeah november of 19. that's when i heard of you and your podcast and i met you you didn't even remember meeting me but i knew who you were you didn't know who i was yeah yeah uh i mean i think i met like six or seven guys on your team yeah so yeah you were sitting like with o'donnell and you were doing you were doing a podcast with him or like a facebook live with him yeah and we had like 15 of our guys just surrounding me
00:20:19
Speaker
I was so nervous.
00:20:20
Speaker
Yeah, we're having like scream because it's like so loud.
00:20:24
Speaker
Yeah.
00:20:24
Speaker
Yeah.
00:20:25
Speaker
So I heard I've heard D to D because of your podcast.
00:20:29
Speaker
This is crazy.
00:20:30
Speaker
I heard D to D because of your podcast that you had with O'Donnell.
00:20:33
Speaker
I didn't know who O'Donnell was until I found out until I heard your podcast with him.
00:20:38
Speaker
He mentioned something to D to D. We go to D to D opens up our eyes.
00:20:42
Speaker
in may of may of 20 we take a few of our guys to sales summit which is a d2d event um and we go from 42 to 106 just because of that exposure created and then we signed on with d2d experts through consulting six figure consulting six month six month six figure consulting package with them and they just helped us like get all of our structure and systems and processes and everything in line like to be able to help us do it so like
00:21:11
Speaker
I gotta thank you because dude I would have never even like like we would not have hit that if we didn't get the consulting that we that we got with them so like I gotta thank you for hosting the solar pruner podcast because without the podcast I would have never found out about door-to-door which would have never given me the exposure which would have then given me the results which would have then given me the funds to be able to get the consulting
00:21:32
Speaker
which would have then given me the ability to produce what we've produced.
00:21:36
Speaker
And now I'm here sitting on your podcast a year and a half later.
00:21:39
Speaker
Like it's absolutely crazy.
00:21:40
Speaker
Full circle how all this stuff works.
00:21:41
Speaker
Small world.
00:21:42
Speaker
Yeah.
00:21:42
Speaker
So yeah, I mean, I appreciate you for having this.
00:21:44
Speaker
I mean, you're like, if you did this,
Solar Sales Competition for Charity
00:21:46
Speaker
if you were able to help me with these results, like,
00:21:49
Speaker
What you've been able to do for other people who like maybe aren't like as vocal about the results and maybe don't express enough like I mean dude you you do phenomenal work here like that's it's awesome.
00:21:58
Speaker
Appreciate it brother appreciate it.
00:21:59
Speaker
I know that's what keeps us going because yeah it's not easy to you know run a podcast and still sell and stuff like that but stories like that and I was joking with Moe I'm like dude you'd be paying me like overrides on his guys.
00:22:13
Speaker
But this guy's gonna retire early.
00:22:15
Speaker
Yeah.
00:22:16
Speaker
But no, that's what it's all about is just helping build each other up.
00:22:19
Speaker
And yeah, I love what you say just about the exposure because every time it's true, every time you go to events like that, you think you're the shiz, you know, and then you go to these events, see guys like Mike O'Donnell and companies that are just doing double, triple what you're doing.
00:22:32
Speaker
You're like, okay, it's possible.
00:22:34
Speaker
Like same thing, four minute mile, you know, Roger Banniston or whatever.
00:22:38
Speaker
He was the first one to hit it.
00:22:39
Speaker
And then people start hitting it right after that.
00:22:41
Speaker
It's like if you don't do a four minute mile, like you're not even looked at.
00:22:44
Speaker
Yeah.
00:22:46
Speaker
So it's like that's raising the standard of what's possible.
00:22:49
Speaker
Guys don't think things are possible.
00:22:50
Speaker
Then, you know, seeing other people hit it and they're like, dang, okay, it is possible.
00:22:54
Speaker
And why can't I do it too?
00:22:57
Speaker
So, yeah, that's what happens to me every time I go to these events too.
00:23:00
Speaker
And, um, yeah, that's why I'm, I'm an event junkie.
00:23:03
Speaker
I think I go to maybe too many sometimes, but, uh, yeah, it helps.
00:23:07
Speaker
And then I know you guys invested in, um,
00:23:11
Speaker
Yeah, door to door and all that and help set up.
00:23:14
Speaker
So yeah, you guys are, you have like a set amount you're investing.
00:23:17
Speaker
That's a huge part, I think, of what you guys do is just invest in, you know, personal development and, you know, sales training and all that, right?
00:23:25
Speaker
Yeah.
00:23:26
Speaker
I mean, like, Simple Solar as a whole, like, we had a company-wide meeting on January 15th and I
00:23:33
Speaker
It really dawned on me probably about a week before then.
00:23:38
Speaker
It was about a week or two before then.
00:23:39
Speaker
It was actually at D2D Con is when it dawned on me.
00:23:43
Speaker
Simple Solar really at its core is a personal development company.
00:23:51
Speaker
At its core, it's a personal development company.
00:23:54
Speaker
We offer a platform for people to have the opportunity to go out and make a good income for themselves.
00:24:02
Speaker
Not just a good income, but a phenomenal income if you really apply yourself.
00:24:05
Speaker
And then Simple Solar works for everybody who is inside the organization.
00:24:10
Speaker
Like we like we don't look at it as any of them
Maintaining Focus and Values
00:24:13
Speaker
work for us like at all.
00:24:14
Speaker
Like we at the company Simple Solar, we work for all of our reps.
00:24:17
Speaker
Like I'm working for my reps.
00:24:19
Speaker
Like my reps, they're my boss.
00:24:20
Speaker
Like I do everything for them.
00:24:22
Speaker
ALL OF OUR TOOLS AND SYSTEMS ARE DEVELOPED FOR THEM SO WE JUST WE DESIGN AND BUILD THE PLATFORM TO HELP THEM YOU KNOW HAVE THE MOST SUCCESS INTERNALLY AS POSSIBLE BUT AT ITS CORE IT'S TRULY A PERSONAL DEVELOPMENT PLATFORM LIKE THE MAJORITY OF OUR PEOPLE ARE CURRENTLY IN 75 HARD IF THEY HAVEN'T FINISHED 75 HARD WE HAVE BOOK CLUBS WE HAVE WE ALWAYS BRING DIFFERENT MENTORS TO COME IN
00:24:44
Speaker
YOU KNOW WE INVEST A LOT IN PERSONAL DEVELOPMENT WE HAD OUR WHOLE TEAM LIKE MAJORITY OF OUR TEAM AT DDD CON TAKING IT TO EVENTS BRINGING LIVE GUESTS TO COME ON DOING ZOOM CALLS AND HAVING GUYS WHO ARE DOING YOU KNOW 200 PLUS COME AND SPEAK TO US YOU KNOW JUST REALLY REALLY JUST TRYING TO EVOLVE THE INDIVIDUAL BECAUSE WE'RE IN THE PEOPLE BUSINESS AND THE BETTER YOU ARE AS A PERSON LIKE
00:25:06
Speaker
the more you're going to produce in your own life.
00:25:08
Speaker
It's all about how good you are internally.
00:25:11
Speaker
If you don't fix the internal, you're not going to have external results.
00:25:14
Speaker
Yeah, it's huge.
00:25:16
Speaker
Especially out on the doors.
00:25:17
Speaker
I know for me, anytime I'm in a fight with my wife or stuff is going on, it's so hard to be out on the doors because you know you've got internal issues and all that.
00:25:28
Speaker
So I think there's nothing more important in this industry, especially when you're going door to door to really push for the self development, personal development, then because it reflects anytime you're out on the doors.
00:25:39
Speaker
I mean, going to doors like someone looking at a mirror, I think they're going to see what's going on in your life.
00:25:45
Speaker
So if you don't have your life up to that and striving to be better, then it's really tough to be successful, as I'm sure you've seen.
00:25:52
Speaker
But, yeah, I love the culture, too.
00:25:53
Speaker
And, yeah, I mean, I said at the beginning, you guys, it feels like the whole Wolf of Wall Street vibe.
00:25:58
Speaker
You got a bunch of, like, young hustlers.
00:26:00
Speaker
Seems like most of your guys are what, like, 15 to 24 or something?
00:26:04
Speaker
Yeah, our average age in our company is 22.
00:26:07
Speaker
Yeah, that's crazy.
00:26:08
Speaker
Yeah.
00:26:09
Speaker
You got 22-year-olds making insane amounts of money.
00:26:12
Speaker
I mean, this is the thing, right?
00:26:13
Speaker
Like when somebody's young and at that age, like if you can plant the right seed in that person's head, that person's going to believe it.
00:26:19
Speaker
And everybody's actions and their results are all based on their beliefs.
00:26:24
Speaker
Like it's hard to it's hard to tell somebody who's 45 years old who their whole entire life They've just been like, you know taught one thing and only told one thing and you know Live paycheck to paycheck or whatever it is and you tell them yeah, dude You can do this and you can make half a million dollars and they're just like I did like fuck you What are you talking about?
00:26:43
Speaker
What do you know?
00:26:44
Speaker
You're 25 you're 26.
00:26:44
Speaker
Yeah, I just turned 26.
00:26:45
Speaker
So you're 26 like but like if you tell somebody who's like 18 19 20 year old like
00:26:53
Speaker
Hey, dude, like this is an opportunity for you to make this much money.
00:26:56
Speaker
This is what you have to do.
00:26:57
Speaker
These are the numbers.
00:26:58
Speaker
These are results.
00:26:59
Speaker
They don't know any better.
00:27:00
Speaker
So like if you're going to instill a belief in somebody who's young, they're going to follow through with it because they don't know any better.
00:27:06
Speaker
So I'm going to instill extremely positive beliefs in that person.
00:27:10
Speaker
Like I'm going to, I'm not going to tell them, yeah, you could do this and you can make a hundred thousand.
00:27:13
Speaker
I'll tell them like you can do this and you follow through with this and you can make half a million.
00:27:16
Speaker
You can change your legacy.
00:27:17
Speaker
You can change your future.
00:27:18
Speaker
You can establish yourself so you can,
00:27:20
Speaker
Pass this down to your kids and your grandkids and start establishing generational what like I plant these beliefs in their head because like They're the beliefs you're the beliefs that you have are they gonna serve you or they're gonna harm you?
00:27:31
Speaker
So like they're all young because first of all, it's like it's a very very positive thing for them Like I'm changing people's lives and our organization is changing people's lives because they believe that they can actually do and when you believe it like your actions follow and actions follow the results come and
00:27:45
Speaker
Yeah, love that.
00:27:46
Speaker
And yeah, it's true.
00:27:47
Speaker
It's incredible.
00:27:48
Speaker
Like if you can instill that belief in people, I know Vivint Solar does a good job of that too.
00:27:52
Speaker
Meet with some of their guys.
00:27:54
Speaker
Vivint's a phenomenal company.
00:27:55
Speaker
They probably have the best culture across the board.
00:27:59
Speaker
Yeah.
00:28:00
Speaker
Yeah, I mean, that's any great company.
00:28:01
Speaker
I think they're always saying that, like, look, you're subtracting years.
00:28:05
Speaker
you know off your life basically like they're like look if you hit it hard with this anyone could retire early if they're hitting it hard in solar like where else can you go make three four or five hundred grand and have no degree no like experience before that so before i came here i was in san diego with my team i just so san diego won our 2020 top team um so i just presented a big trophy and i spoke with them for probably about an hour and
00:28:29
Speaker
I was saying the same exact thing.
00:28:30
Speaker
Like, dude, like you guys make like what surgeons make and doctors and lawyers.
00:28:34
Speaker
And like, all you do is literally like knock on doors and talk to people and like help them save money.
00:28:38
Speaker
You have to convince somebody to spend less.
00:28:40
Speaker
Yeah.
00:28:41
Speaker
And you're getting paid like what doctors make as long as you do it.
00:28:44
Speaker
As long as you treat it like a full-time job.
00:28:46
Speaker
The big problem is people just don't treat it like a full-time job because solar pays too much.
00:28:51
Speaker
It's like a big problem.
00:28:52
Speaker
I know.
00:28:54
Speaker
It's a big problem.
00:28:55
Speaker
Yeah, like it pays too much.
00:28:57
Speaker
Let's get lazy.
00:28:59
Speaker
I know.
00:29:00
Speaker
It's so funny.
00:29:01
Speaker
Yeah.
00:29:02
Speaker
I was saying to him, like, something that came up, it was like, you know,
00:29:08
Speaker
The reason why I work so hard is like, you know, I look at my, I look at, if I don't have kids yet or anything like, you have kids?
00:29:15
Speaker
Yeah, yeah, I got one kid.
00:29:16
Speaker
One kid?
00:29:17
Speaker
Yeah, cool.
00:29:18
Speaker
So I don't have kids yet or anything like that.
00:29:19
Speaker
And like, what has helped like drive me is I've had to, I've had to find something outside of myself to work for.
00:29:29
Speaker
And because like if I work for myself, I'm not going to like work really because I don't need a lot.
00:29:32
Speaker
You know, I don't need a lot for me to like justify like the amount of money you make or whatever it is.
00:29:37
Speaker
But like I placed I placed my work on literally the idea of like my future kids.
00:29:43
Speaker
Like I don't have kids yet.
00:29:44
Speaker
I want to have kids.
00:29:44
Speaker
I want to be a father.
00:29:45
Speaker
You know, I raise a family and I place the reason why I work so hard on the future family that I want to create and the opportunities that I want to give them.
00:29:52
Speaker
And like I just imagine I just imagine this this
00:29:58
Speaker
Moment and like it scares me like I like I love sports I play sports my whole entire life and I want my kids to play sports I want to play soccer or basketball like all that stuff and I the thing that would absolutely just destroy me is if like
00:30:14
Speaker
I'm not able to go to my kids games or pick them up from practice or anything because I have to go to work Yeah, because I have to make ends meet like that just scares the hell out of me Yeah, and like it just it makes me like it makes me sad and I was saying it in the meetings here like I started watering up and there's a girl there who's on our team She's a mother and she started crying like just the thought of she's a you know a four-year-old and she just started crying thinking of that too is like like
00:30:40
Speaker
I would never want there to be a day where like my son or daughter like looked up in the crowds and like didn't see me there or see their mother there because I have to go to work.
00:30:50
Speaker
And like, I don't want to create that life for them.
00:30:53
Speaker
Like just something as little as that just makes me want to get up and just work so freaking hard.
00:30:58
Speaker
I don't even have kids yet.
00:30:59
Speaker
You know?
00:31:00
Speaker
I'm crying for my future kids that I don't even have, right?
00:31:03
Speaker
But I have to attach, find something outside of myself to be able to work for.
00:31:07
Speaker
It has to be bigger than me.
00:31:08
Speaker
Yeah.
00:31:09
Speaker
No, that's huge.
00:31:10
Speaker
And yeah, I can tell your guys are going to work insanely hard and still not believe in them because everything changes when you have a kid.
00:31:17
Speaker
I mean.
00:31:18
Speaker
I can imagine, man.
00:31:18
Speaker
Yeah.
00:31:19
Speaker
I don't even have one, but you have one.
00:31:21
Speaker
How old's your son?
00:31:22
Speaker
He's one.
00:31:23
Speaker
He's one?
00:31:23
Speaker
Oh, so brand new.
00:31:24
Speaker
Brand new father.
00:31:25
Speaker
Good for you.
00:31:25
Speaker
Congrats.
00:31:26
Speaker
Thank you.
00:31:26
Speaker
Thank you.
00:31:27
Speaker
But, no, I wish I would have treated it like that because when I was a year old, I wasn't treating it like that.
00:31:32
Speaker
How old are you?
00:31:33
Speaker
I'm 27.
00:31:33
Speaker
Oh, so you're a year older than me.
00:31:34
Speaker
Yeah, a year older.
00:31:35
Speaker
But I wish when I was, like, the age of guys on your team because I came out here when I was, like, 23, I think.
00:31:40
Speaker
Okay.
00:31:42
Speaker
Um, but yeah, I didn't treat it like that.
00:31:44
Speaker
I was happy with the sale month to go out and You know buy my food and I came out with like 20 bucks in my bank account.
00:31:50
Speaker
So It's like There's a win Yeah, and back then we were making nothing too.
00:31:56
Speaker
So yeah guys are spoiled.
00:31:57
Speaker
Yeah I was making like, you know 300 a kilowatt back then I know this company used to pay like 50 bucks a panel like This is yeah, you got you got commissioned by the panel
00:32:10
Speaker
Yeah, they should do that.
00:32:11
Speaker
Make guys work harder.
00:32:14
Speaker
But, yeah, I love that, man.
00:32:16
Speaker
And then, yeah, I wanted to ask you, so you talked about how you guys are just treating the cells like alarms.
00:32:22
Speaker
And, yeah, obviously most people aren't doing that.
00:32:25
Speaker
They're afraid to, you know, they're getting appointments set a week out and everything.
00:32:29
Speaker
So what do you guys have your, or what do you have your guys say?
00:32:32
Speaker
How did you, like, create that transition in your company?
00:32:35
Speaker
I know you said some of your guys were doing alarms, but.
00:32:38
Speaker
What's your guys line?
00:32:39
Speaker
How do you get them to like line it up to that same way sit down like to go in the same day?
00:32:43
Speaker
It's literally just like asking like just like asking like yeah, so like it's super simple like all I do is just pop it into my system We pull out a design for you and we just go over those numbers like you have a small place to sit and I'll just show you what it looks like Nice I don't even lots of takeaway like they give you resistance or whatever like so like honestly I don't even know if I can do this for you like I'm not gonna set an appointment for you to come back next week because like if we can't do it for you then
00:33:07
Speaker
Yeah, I don't I don't want to sit here we walking up my calendar like we gotta be straight up with these people They're humans right like you can tell somebody like a lot of people are just afraid to lose the deal by saying something that sounds rude But it's not rude.
00:33:20
Speaker
It's like you you're being rude to yourself If you're not treating your calendar like gold like if you're not treating your time like gold like you're being rude and you're doing a disservice to yourself So like it's just take away like sir.
00:33:30
Speaker
I don't even know if I can do this for you
00:33:32
Speaker
My job is super simple.
00:33:33
Speaker
I can't even sign you up right now.
00:33:35
Speaker
Even if you wanted to do it, I don't know if I can do it for you.
00:33:37
Speaker
Let's just find out.
00:33:39
Speaker
My job is super simple.
00:33:40
Speaker
All I do is show you what the panels look like on your roof and how much money you would save if you did it, if you could do it.
00:33:46
Speaker
But the reality is we don't even know.
00:33:48
Speaker
So let's just find a place to sit.
00:33:50
Speaker
It takes me 10 minutes to build this up for you, and I'll present you the options.
00:33:53
Speaker
If you like it, great.
00:33:54
Speaker
If not, no big deal.
00:33:55
Speaker
I'll go talk to the next neighbor.
00:33:55
Speaker
Awesome.
00:33:56
Speaker
It's a it's a it's like you you can't care like you have to get that idea out of it and I and a big secret to success in sales and I learned this I learned this from Hal Elrod and I was on I had a private Q&A with him and He said the secret the secret to success in sales is Being committed to the process while being emotionally detached from the results
00:34:23
Speaker
So commit to the process emotionally detached from the results.
00:34:27
Speaker
Whatever happens, whether they cancel on you, whether they no-show you, whether they, you know, they cuss in your face, they slam the door, even if they sign up with you, even if, you know, you get five referrals from them, emotionally detach yourself from the results.
00:34:40
Speaker
Stay committed to the process.
00:34:42
Speaker
That's awesome.
00:34:42
Speaker
x number of doors x number of doors that's it x number of contacts x number of you know everything commit to the process detach the emotions from the results he said that's the secret to success it's very vague but it's just like it's so simple like it just if you commit to the process you're always going to win yeah and if you want to double your income you double the process
00:35:01
Speaker
Yeah.
00:35:02
Speaker
It's as simple as that.
00:35:03
Speaker
And a lot of people, they get hung up on the emotions of it.
00:35:06
Speaker
You know, maybe they'll go like three, four, five days.
00:35:08
Speaker
They won't get a deal.
00:35:08
Speaker
They start doubting themselves.
00:35:10
Speaker
They psychologically, like, get in their head.
00:35:12
Speaker
Like, maybe I'm not good enough.
00:35:13
Speaker
Like, you're too emotionally invested in the results.
00:35:16
Speaker
Just commit to the process.
00:35:17
Speaker
The numbers are always going to work out over time.
00:35:19
Speaker
There's safety in numbers.
00:35:21
Speaker
There's always safety in numbers.
00:35:23
Speaker
That's huge.
00:35:24
Speaker
That's huge.
00:35:24
Speaker
And I think with newer reps especially, I mean, you get guys that get one or two deals on the week and then they quit and then those one or two deals cancel and they're devastated and they don't go work anymore.
00:35:35
Speaker
It's like they work less hard when they've already got a few deals.
00:35:39
Speaker
So, yeah, it's a huge problem and I think that's why people stop working.
00:35:44
Speaker
Well, I mean, the real thing, like what I boiled it down to is like they're
00:35:48
Speaker
how to control your income it really boils down to two different things in this industry and not just in this industry in any sales industry right the first thing is that you have to do is you have to master your craft like you just have to get super damn good so the first two steps first thing is you master your craft and once you've mastered your craft and you know what to say how to say it like like having ammunition having six seven eight nine ten different ways to close a deal like knowing knowing everything like like
00:36:14
Speaker
unconsciously really like Jordan Belfort he has four different levels of learning so the top level of learning is unconscious competence so like you you're fully competent without even having to think about it so once you have everything like memorized mastered um in your back pocket the next thing that controls your income because after you finish the first one mastering your craft the next thing that controls your income is your work ethic and how much you work
00:36:35
Speaker
Once you master it, it's all based on how much you work.
00:36:38
Speaker
That's it.
00:36:39
Speaker
That is the controlling factor of how much money you make.
00:36:43
Speaker
It's it.
00:36:44
Speaker
That's literally it.
00:36:45
Speaker
Sounds so simple.
00:36:46
Speaker
It's simple solar, baby.
00:36:48
Speaker
You break it down to the ridiculous, man.
00:36:50
Speaker
Yeah, I know.
00:36:51
Speaker
No, that's money.
00:36:52
Speaker
Yeah, it's...
00:36:54
Speaker
Again, like you're saying people just aren't working hard because they're getting paid too much Yeah, that's a big problem.
00:36:59
Speaker
Yeah, and like people work and they finish work and what do they do?
00:37:01
Speaker
Like after I finish work I go straight to work like I finish my work like if I'm at the doors I finish working the doors and then I go to training or role play or d2d you or YouTube or reading books like you have options Yeah, you have options
00:37:15
Speaker
Yeah, well, and that's what's incredible about you too, Mo, is like I see you winning these awards and stuff.
00:37:20
Speaker
I mean, I see Danny Pessing, those guys, Knockstar, give you the awards for winning their competition and all that.
00:37:25
Speaker
And I'm like, how does Mo have time to be like the top rep still and sell all these deals?
00:37:29
Speaker
What was it?
00:37:30
Speaker
Eight deals you did.
00:37:33
Speaker
Didn't you do like eight deals in a week or something like that?
00:37:36
Speaker
13.
00:37:36
Speaker
It was 13.
00:37:37
Speaker
13 in a week, five in a day.
00:37:38
Speaker
That was my best week.
00:37:40
Speaker
It was just straight focus.
00:37:41
Speaker
Yeah, 13 in a week, five in a day.
00:37:42
Speaker
That's insane.
00:37:43
Speaker
Yeah.
00:37:44
Speaker
So obviously I'm sure that week you're more focused on sales than your training stuff.
00:37:49
Speaker
But yeah, how do you manage?
00:37:50
Speaker
Like, I mean, you're CEO of your company leading all these guys and then you're still producing at a high level and all that.
00:37:56
Speaker
What's your secret with all that?
00:37:59
Speaker
So I heard, so this was probably three, four years ago.
00:38:01
Speaker
Jordan Belfort, he, it was, I was watching on Straight Line Persuasion.
00:38:06
Speaker
He had a seminar and he was talking about, um,
00:38:10
Speaker
He said so so he was he was already worth like 50 60 million dollars at this time and he was out knocking doors and he was doing like mortgages or something like that and he was knocking doors and people were asking him like why are you knocking doors like you you made it you know you don't have to knock doors like it and he said and he he says and it stuck with me he said if Doing
00:38:34
Speaker
I mean, I want to I'm not I don't have the exact wording for it, but basically it basically went along the lines of like Asking somebody to do something that you're not willing to do yourself is hypocritical and People will not respect you People will not follow you and people will not listen to you If you're telling somebody to do something that you're not willing to do yourself And it stuck with me like, you know stuck with me this years ago.
00:39:02
Speaker
This before I was even in door-to-door
00:39:04
Speaker
And I've just always like known like and it's just like lead by example.
00:39:07
Speaker
Right.
00:39:07
Speaker
That's really what it boils down to.
00:39:08
Speaker
It's lead by example.
00:39:10
Speaker
I'm you know, I'm not above anybody in my company.
00:39:12
Speaker
Like I'm not above anybody in my company at all.
00:39:16
Speaker
I, and sometimes I go out there so I can like show them like, there's no reason for you to not be able to produce at high levels.
00:39:23
Speaker
If I, if I'm the person, like the guy who has the busiest schedule, you know, has the most responsibility has, if I'm still able to go out there and produce, like what's your excuse?
00:39:33
Speaker
Yeah.
00:39:33
Speaker
There should be no excuse whatsoever.
00:39:36
Speaker
They're, they're getting a ton more time at the doors than me.
00:39:39
Speaker
You know, I'm not at the doors enough.
00:39:41
Speaker
Yeah.
00:39:43
Speaker
I had some food right before.
00:39:46
Speaker
You know, so like their exposure to the field should be greater than mine.
00:39:51
Speaker
So like there should be like absolutely no excuse.
00:39:54
Speaker
Like you just have to go.
00:39:55
Speaker
And like I pay myself the same red line as my managers.
00:39:57
Speaker
Like I don't have, it's not like I have access to special pricing when I go and do it.
00:40:00
Speaker
It's like I pay myself the same, I pay myself commission.
00:40:02
Speaker
Like I'm the same exact, I get paid the same exact way as my managers get paid.
00:40:06
Speaker
IT'S LIKE SO IT'S NOT NO SPECIAL ACTS ANYTHING IT'S JUST LIKE I JUST WANT TO GO AND I WANT TO PRODUCE AND I ACTUALLY ENJOY BEING AT THE DOORS LIKE I I'M MAKING A I MADE A COMMITMENT TO MY TEAM UH JUST BECAUSE OF MY SCHEDULE IT GETS A LITTLE BIT BUSIER NOW IT'S UM EVERY SINGLE MONTH I WILL GO OUT FOR ONE WEEK LIKE
00:40:23
Speaker
One week a month It's a guarantee That's awesome Every single month I'll go out for at least One week Seven days That's my absolute minimum If I go beyond it That's great It's phenomenal Like I like being outdoors Like I work from a place Now when I go and hit doors It's coming from a place of desire And want Rather than a place of necessity Nice
00:40:39
Speaker
And when you can sell from, you do so much better.
00:40:42
Speaker
Like when your back's not against the wall and you have to sell because you need to pay rent or whatever, it's like you suck at selling when you do that because people can feel that.
00:40:48
Speaker
They feel that neediness.
00:40:50
Speaker
But if you can go out from a place of like, when I go and I sell now, it's just like, I just want to go and find people who I can help.
00:40:55
Speaker
It's like, that's all my goal is.
00:40:56
Speaker
It's like, who can I help today?
00:40:58
Speaker
How many people can I help today?
00:41:01
Speaker
Yeah, it's just like you get your ability to go and produce just increases significantly when you're not doing it for yourself.
00:41:07
Speaker
When you're truly doing it for someone else, that's when you're going to get massive, massive results.
00:41:12
Speaker
Yeah, well, it's like you're telling me before, maybe talk a little bit about this that you're doing.
00:41:17
Speaker
So Moe, he's starting a challenge, and I know you're going to release more details soon about it.
00:41:23
Speaker
We can talk about it now.
00:41:24
Speaker
But, yeah, I thought that was an awesome idea that you had.
00:41:28
Speaker
So do you want to talk a little bit about the challenge you're doing here in a few months?
00:41:31
Speaker
Yes.
00:41:33
Speaker
so so the challenge is uh it's going to be at the end of april it's the last week of april and it goes into it goes into may so it's um uh let's see when is it all right so it's going to be from april 26th to may 2nd okay so april 26th to may 2nd
00:42:00
Speaker
I could be wrong.
00:42:00
Speaker
It could be March 29th to April 5th.
00:42:02
Speaker
It's one of those two, but I think it's the, I think it's the first one.
00:42:04
Speaker
I think it's April 26th to May 3rd.
00:42:06
Speaker
Okay.
00:42:06
Speaker
Is that what I said the first time?
00:42:08
Speaker
Yeah.
00:42:08
Speaker
April 26th to May 3rd.
00:42:09
Speaker
So I've connected with a few different solar, solar salesmen and influencers in the solar space.
00:42:17
Speaker
And what we want to do is we want to do a one week competition.
00:42:21
Speaker
So it's seven days.
00:42:23
Speaker
It's going to be self-gen only, doors only, no leads.
00:42:27
Speaker
And it's a $1,000 buy-in to be able to do it.
00:42:33
Speaker
And we have like 30-some people already like in there and contributed.
00:42:38
Speaker
And our goal is to get 250 people.
00:42:41
Speaker
So it's gonna be $250,000 raised, a quarter million dollars raised.
00:42:44
Speaker
And it's gonna be a solar, it's gonna be a solar basically free for all, like one V one V one up until like however many people we have, the goal is 250.
00:42:52
Speaker
So the winner of the competition gets to choose where all of the funds get donated.
00:42:58
Speaker
So it's gonna be a charity competition.
00:42:59
Speaker
The goal, like I said, is to raise a quarter million dollars to a charity and all of that coming from guys and girls
00:43:06
Speaker
That are in the solar industry.
00:43:07
Speaker
So whatever state you're in, you know, you don't have to leave your market you stay where you're at But it's a thousand dollar contribution and all of the funds get donated to a charity We have a we have a third party fiduciary like that's going to be holding all the funds Uh, yeah, no the the last buy-in is april 20th.
00:43:22
Speaker
So it is april.
00:43:22
Speaker
Yeah, so so the so you have to have the funds in by april 20th and uh, yeah, I think it's going to be amazing and
00:43:29
Speaker
Going going to work and one being in a competition competition drives me so being in a competition and should drive you to Being a competition just to have your name on that like to be somebody who helps contribute a quarter million dollars and picking that charity that like That's gonna make me want to go work way way more than you just going and making money
00:43:49
Speaker
Yeah, like it's it's a much bigger cause yeah, and and like I think it's cool like to have you know So many people across the nation like get involved in it because I mean you're in a 250 person competition If you can come out and be number one in that like that's huge.
00:44:05
Speaker
Yeah, that's freaking huge and so uh, yeah, that's that you know working working working for something outside of yourself is always gonna help you perform more and be more
00:44:15
Speaker
Yeah, definitely not.
00:44:16
Speaker
So if you want to join the competition, I mean, we have a, you could message myself.
00:44:21
Speaker
I'll give Taylor the information here, and you can reach out to Taylor, and he can get you involved in the group and stuff.
00:44:27
Speaker
I'll add you to the group too.
00:44:28
Speaker
Awesome.
00:44:29
Speaker
Yeah, I mean, we would love to have you, really, anybody that's in solar.
00:44:32
Speaker
It's a one-week competition, seven days.
00:44:35
Speaker
uh self-gen only old door-to-door um loan or ppa whatever it is it's just solar deals that close like fully closed and move to the next step so sweet yeah man um that'd be that'd be fantastic yeah and now i'm curious to see i think i don't think anyone's done a competition like that yeah and like you said most competitions are oh you win the trip you win whatever and
00:44:59
Speaker
But I think knowing that your name could be on 250 grand sent to a charity or something.
00:45:06
Speaker
A charity of your choosing.
00:45:07
Speaker
Yeah, I think guys are going to come out blazing for that.
00:45:09
Speaker
Yeah.
00:45:09
Speaker
That already sounds something like I've never worked for something like that.
00:45:13
Speaker
It's huge.
00:45:13
Speaker
I mean, to invest $1,000 and then be able to put your name behind a quarter million.
00:45:20
Speaker
Just for just for Doing your job at a very very high level.
00:45:24
Speaker
Yeah, I mean I mean, I don't know many people I don't know many people personally that make a quarter million a week.
00:45:30
Speaker
Yeah, you know so so to be able just to put your name on something like that and in the meantime Imagine all of the people that are going solar that are getting helped.
00:45:38
Speaker
Yeah, like if you get 250 people, I mean
00:45:44
Speaker
Probably at least that's probably at least like 2000 families I mean if you're getting some of the best people in the game like you're getting at least 2000 families going solar Because of a competition like you know how much carbon offset that is you know how much money that those families save how many people are helped like how much of an economical boost that that it's happening across the United States and cities and Little counties and communities like it's the impact is so huge.
00:46:09
Speaker
Yeah, it's such a huge impact
00:46:11
Speaker
So being able to be a part of that, like I think that just be, even if you lose, like you still get to, you still get to contribute a crap ton to, you know, like the environment.
00:46:20
Speaker
And on top of that, if you lose, I mean, maybe you hit the highest number of sales that you've ever had in your life and you make more money than you've ever made.
00:46:26
Speaker
You made more money than you've ever made.
00:46:28
Speaker
Yeah, you lost a thousand, but maybe it helped you make, you know,
00:46:31
Speaker
Many, many multiples of that.
00:46:32
Speaker
I'm sure you'll make at least a thousand back.
00:46:34
Speaker
Yeah, if you're in the cup, you'll make at least a grand.
00:46:37
Speaker
I can guarantee that.
00:46:38
Speaker
That's Mo's promise.
00:46:40
Speaker
So that's awesome.
00:46:42
Speaker
So yeah, we'll definitely post that in the show notes, details, how you can find out more about that, more details to come.
00:46:48
Speaker
But yeah, speaking of competitiveness, no, that's something I noticed in you, Mo.
00:46:53
Speaker
We were at this Knox Star event a few weeks ago, and we're playing indoor soccer on the field.
00:46:59
Speaker
The two most competitive guys on the field are Moe and then Taylor McCarthy, and they're also the best salesmen probably on the field.
00:47:06
Speaker
So I'm like, huh, there's something interesting here.
00:47:09
Speaker
I beat Taylor.
00:47:10
Speaker
Yeah, yeah.
00:47:11
Speaker
I was on your team.
00:47:12
Speaker
Yeah, you were.
00:47:14
Speaker
Upper 90s, man.
00:47:14
Speaker
That felt good, man.
00:47:16
Speaker
I think Taylor's pretty pissed about that.
00:47:17
Speaker
Yeah, he's already trying to get round two.
00:47:21
Speaker
competitive um but cool man well hey i know we gotta wrap up here pretty quick but um i do want to drop where guys can connect with you and everything on instagram and all that yeah instagram i really only use instagram it's um it's follow the leader so my last name f-a-l-a-h and the leader so like follow the leader follow the leader yeah i love it way on words that was probably like frick oh yeah so many followers man yeah you just have to follow the name yeah
00:47:48
Speaker
Yeah, but no, Mo's crushing it on the Instagame and everything and trying to learn from him and that.
00:47:54
Speaker
Maybe we can do another podcast.
00:47:56
Speaker
I know that's helped you guys a ton in recruiting, social media and all that.
00:48:00
Speaker
But cool.
00:48:00
Speaker
Before we wrap up here, Mo, any final words of wisdom that you want to leave to the solar industry or any nuggets you want to drop before we say goodbye here?
00:48:09
Speaker
Yeah.
00:48:11
Speaker
You know, really, like I'm very, very big on intentionality.
00:48:15
Speaker
when like really really work on setting goals for yourself like set a set a goal for yourself and make it a non-negotiable your your confidence is gonna go up when you hit your goals don't set like a goal that like is unreachable and then fail on that goal fail on that target be very very intentional about what you do
00:48:33
Speaker
Commit to commit to doing it and don't let anything get in your way like get all the distractions out of your way Everything that doesn't help you towards reaching your goals is just a distraction And when you make a decision decide means to kill off kill off anything that gets in your way kill off any indecisiveness kill off any
00:48:52
Speaker
People that like really just aren't serving you and just stick to it just be You're you're gonna look back after that goal is achieved or not achieved and you're either going to be happy because of the discipline that you've had Or you're going to be regretful because of your lack of discipline Like I just don't want to look back in my life and regret anything
00:49:11
Speaker
Just be very intentional.
00:49:12
Speaker
Be very very decisive about what you're doing.
00:49:15
Speaker
Set a target that you know that you can achieve and build your confidence and grow from there.
00:49:18
Speaker
Like it's really simple.
00:49:20
Speaker
It's step by step.
00:49:21
Speaker
It's every single day work to get a little bit better.
00:49:24
Speaker
Just a tiny bit better every single day.
00:49:26
Speaker
Even if you have an absolutely crappy day and you wake up and you think everything's against you, like find a way to get better.
00:49:32
Speaker
Even if you read two pages from a book, like find a way to get better.
00:49:35
Speaker
Even if you're at the gym and you're hating life and like you don't want to be there, just...
00:49:39
Speaker
go through that workout and just like suck at that workout and just go through it.
00:49:42
Speaker
Just every single day, just aim to get a little bit better.
00:49:45
Speaker
Love that nugget nugget right there.
00:49:48
Speaker
And yeah, it's like they say, you can either have the pain of the discipline right now or the pain of the regrets.
00:49:55
Speaker
Nobody, nobody, nobody, nobody, this thing, I realized this, this, this helped me start working out more.
00:50:00
Speaker
Now I re once I realized that I have never once in my life ever regretted working out.
00:50:05
Speaker
Yeah.
00:50:06
Speaker
I've never finished a workout ever in my life.
00:50:08
Speaker
I've never finished a workout and looked back and be like, man, I wish I didn't work out.
00:50:13
Speaker
Not once ever.
00:50:13
Speaker
And then I was like, okay, cool.
00:50:15
Speaker
So like maybe I don't want to do it, but I know that at the end of it, I'm going to be like, I'm glad I did it.
00:50:18
Speaker
Yeah.
00:50:19
Speaker
Yeah.
00:50:20
Speaker
So true.
00:50:21
Speaker
Well, Mo, thanks for coming on the show.
00:50:23
Speaker
I know we can go on forever, but appreciate it.
00:50:25
Speaker
I'm sure people will be reaching out and hopefully we'll get tons of people in the week charity competition here.
00:50:31
Speaker
So go check that out.
00:50:32
Speaker
And yeah, thanks for coming on the show, my friend.
00:50:35
Speaker
We'll be in touch.
00:50:35
Speaker
Thanks for having me.
00:50:36
Speaker
Love being here, man.
00:50:38
Speaker
Thanks so much for tuning into today's episode.
00:50:41
Speaker
I know when I got into the industry, I had almost no resources like this.
00:50:44
Speaker
So I hope this show is helping you get the success you deserve.
00:50:49
Speaker
If you found value from anything in this episode today, think about someone who can benefit so you and I can help people fulfill their potential.
00:50:57
Speaker
Zig Ziglar said if you help enough people get what they want, you will get what you want.
00:51:01
Speaker
So I promise by sharing this it will help you grow and improve.
00:51:05
Speaker
The value bombs on today's show will take you one step closer to success, but it's always to the degree that you apply and execute the principles.
00:51:13
Speaker
I've spent the last few years interviewing the top solar experts and helping other reps and businesses discover their potential.
00:51:20
Speaker
If you want more help achieving your goals, then I put together an exclusive video training on three hacks that helped me close multiple deals a week while knocking less than 10 hours.
00:51:31
Speaker
And who doesn't want that?
00:51:32
Speaker
So go check it out at webclass.solarpreneurs.com.
00:51:36
Speaker
Once again, that's webclass.solarpreneurs.com to get exclusive access to the training and take your skills to the next level.