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How To Leave A Lasting LGCY In Solar - Doug Robinson
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Transcript
Taylor Armstrong's Journey from $50 to 150 Deals
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 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.
Defining a Solarpreneur
00:00:31
Speaker
What is a Solarpreneur you might ask?
00:00:33
Speaker
A Solarpreneur is a new breed of Solar Pro that is willing to do whatever it takes to achieve mastery and you are about to become one.
00:00:42
Speaker
What's going on?
Introducing Doug Robinson of Legacy Power
00:00:44
Speaker
I am stoked for today's episode because we have probably one of the most high profile entrepreneur of the year, CEO and founder of Legacy Power, Mr. Doug Robinson in the house.
00:00:56
Speaker
Hey, great to be with you.
00:00:57
Speaker
I'm excited to be here.
00:00:58
Speaker
Thanks for inviting me to be on today.
00:01:00
Speaker
Yeah, I'm excited.
00:01:02
Speaker
And we're here in the home office.
00:01:04
Speaker
Got a great office just overlooking the mountains and everything.
00:01:08
Speaker
Yeah, it's been really fun to see it grow
Tech Growth and Solar Business in Silicon Slopes
00:01:10
Speaker
here.
00:01:10
Speaker
You know, they call it Silicon Slopes here.
00:01:13
Speaker
So many tech companies and just a beautiful environment, a ton of tech growing, and it's been a great place to grow a solar business.
00:01:20
Speaker
Yeah, I can tell.
00:01:21
Speaker
Yeah, I know my parents.
00:01:23
Speaker
We were talking before, my parents live right down the road here in Highland and...
00:01:28
Speaker
You know, six years ago when they moved out here, maybe it was like eight years, there's none of this.
00:01:32
Speaker
I'm sure you've seen it grow at downtown.
00:01:34
Speaker
Yeah, nothing.
00:01:35
Speaker
And wild how small of a world it is.
00:01:37
Speaker
So, yeah, it was great to connect.
00:01:39
Speaker
Yeah, for sure.
00:01:40
Speaker
But I'm excited because, I mean, you're probably, we've had some like, you know, owners of dealers, things like that on.
00:01:46
Speaker
But I don't think we've had anyone that's running as big of an organization as you guys.
00:01:51
Speaker
So I'm excited to hear just how you're growing and,
00:01:55
Speaker
Yeah, what's taking you guys to the next level.
Doug Robinson's Early Entrepreneurial Ventures
00:01:57
Speaker
But yeah, do you want to give us like, I know you cut your teeth and door to door, you've been in this forever.
00:02:02
Speaker
When did you start like door to door and everything?
00:02:04
Speaker
Yeah, great question.
00:02:06
Speaker
So I think my entrepreneurial journey starts back when I was a young kid.
00:02:12
Speaker
We had a family lawn care business.
00:02:14
Speaker
And I remember going door to door with flyers for my brothers.
00:02:19
Speaker
because they would mow and trim and they'd say, go lay these flyers out or go knock on doors and see if people want their lawns mowed.
00:02:25
Speaker
So this is like when I was probably early 90s doing that.
00:02:32
Speaker
So did that, didn't really recognize it as door to door.
00:02:35
Speaker
It was just like, go get the neighbors to be able to cut their lawns.
00:02:38
Speaker
So it's my first early memories of doing it.
00:02:40
Speaker
And then as a student athlete, played a little bit of junior college football, had a good run there.
00:02:47
Speaker
It was a great time of life.
00:02:49
Speaker
and i served an lds mission in eastern europe so i went to romania and learned romanian was there for two years and did door-to-door on my mission and and uh you know i learned to communicate with people i think that was a big part of my journey of growth and development when you get outside your comfort zone that's where real learning takes place and for me you know 19 years old
00:03:14
Speaker
going to Eastern Europe, knocking on doors to talk about my belief set and what it is.
00:03:21
Speaker
And it's not always received with the most.
00:03:26
Speaker
That topic can be polarizing, I think.
00:03:28
Speaker
And so, you know, you face rejection.
00:03:30
Speaker
You face a lot of rejection and learning that skill set.
00:03:34
Speaker
transpired into when I returned home, I needed to make some money.
00:03:38
Speaker
I was a student athlete.
00:03:39
Speaker
I was broke, had no money and needed to figure it out.
00:03:42
Speaker
Um, wanted, I wanted to get married.
00:03:44
Speaker
I wanted to provide.
00:03:46
Speaker
And, um,
00:03:48
Speaker
As I looked at my options out there, a buddy of mine, Brandon Ripplinger is his name.
00:03:54
Speaker
He's one of my mentors, great friends even still today.
00:03:58
Speaker
He's a varsity wrestling coach here in Utah, one of the high schools now.
00:04:02
Speaker
We stayed in touch, but he invited me to sell door-to-door.
00:04:05
Speaker
I didn't know what it was.
00:04:08
Speaker
I just knew that it was an opportunity, and so he invited me to come and sell satellites, Dish Network and DirecTV, door-to-door, and that was in 2002.
00:04:17
Speaker
So that's when I started, cut my teeth in the door-to-door satellite space.
00:04:23
Speaker
Oh, okay.
00:04:23
Speaker
And you're like a dinosaur in it, door-to-door space?
00:04:26
Speaker
I know, man.
00:04:27
Speaker
It's crazy.
00:04:27
Speaker
It's been a long time and met a lot of amazing people, had a lot of amazing experience, and I've had some lows, too.
00:04:34
Speaker
I don't think anybody's journey is straight up.
00:04:37
Speaker
I think it's a series of ups and downs and sideways, but that's where I got started.
00:04:43
Speaker
I remember my father-in-law, at the time I married my high school sweetheart.
00:04:48
Speaker
It actually worked out, but he's an orthopedic surgeon, somebody that I highly respect, but I remember...
00:04:55
Speaker
early on trying to gain his trust and admiration, right?
00:04:58
Speaker
Like you, you want your father-in-law to respect you.
00:05:01
Speaker
And that's, you know, it was like a motivator for me to provide for his daughter.
00:05:05
Speaker
And I remember kind of,
00:05:11
Speaker
You know, like you're going to provide through door to door.
00:05:14
Speaker
And I was like, yeah, this is what I'm going to do.
00:05:16
Speaker
This is my career.
00:05:17
Speaker
And I was stoked about it.
00:05:18
Speaker
But, you know, I think that was a big motivator for me was proving to people that I was enough.
00:05:27
Speaker
That's awesome.
00:05:28
Speaker
Well, I learned yesterday, I don't know this, but you're the youngest in your family, right?
00:05:32
Speaker
Yeah, the youngest of five.
00:05:33
Speaker
Okay.
00:05:34
Speaker
Okay.
00:05:35
Speaker
So, yeah, that
Family Influence and Entrepreneurial Spirit
00:05:36
Speaker
was surprising because, I don't know, like, I just think of my family, like, my youngest sister.
00:05:41
Speaker
Usually you think they're, like, spoiled.
00:05:43
Speaker
Oh, yeah, for sure.
00:05:44
Speaker
We all are.
00:05:45
Speaker
We all are.
00:05:46
Speaker
We own it, you know?
00:05:47
Speaker
Yeah, yeah.
00:05:48
Speaker
Spoiled, rotten, was gifted everything, was given everything, you know, just drafting off the coattails of my older siblings.
00:05:55
Speaker
So, I'm like, man, this guy's a hustler.
00:05:57
Speaker
Are you, like, okay?
00:05:58
Speaker
started this massive organization door-to-door sports and all that so was your family pretty entrepreneurial do you feel like
00:06:06
Speaker
You kind of had to hustle through your life and everything?
00:06:09
Speaker
Yeah.
00:06:10
Speaker
My home life growing up was always sports and then very traditional family.
00:06:17
Speaker
My mom almost every day had dinner ready on the table.
00:06:20
Speaker
We'd sit down and have a dinner and more formal utensils out, that type of stuff, set table, everything.
00:06:30
Speaker
Very traditional and
00:06:35
Speaker
She, I always remember we had conversations with my dad about his business.
00:06:40
Speaker
You know, he, his business went up and down throughout the years, but, uh, we always, we all worked in the family business.
00:06:47
Speaker
Um, he sold product to school systems around the country.
00:06:51
Speaker
That's what he did.
00:06:52
Speaker
And so, um, he would travel during the summers.
00:06:55
Speaker
So this, my dad being away from home during summers, um,
00:06:59
Speaker
was a very normal thing for my family because the school systems, that was the sales cycle, was during the summer, that's when you would sell to the school districts.
00:07:07
Speaker
And so he traveled the country doing that.
00:07:09
Speaker
But whenever dad was home, we were always talking through, you know, what, you know, what business was happening and what was going on and those types of things.
00:07:19
Speaker
So I think I was exposed at a young age to business.
00:07:22
Speaker
You know, that's part of what we did.
00:07:23
Speaker
And I think that really helped a foundation for me of business principles and some of those things.
00:07:29
Speaker
So got to thank my dad.
00:07:30
Speaker
He's one of my heroes and my siblings as well.
00:07:33
Speaker
I,
00:07:34
Speaker
Yeah, I was spoiled.
00:07:35
Speaker
I probably had more than what my older siblings did and those things, but I learned from the things they did good, and I also learned from their mistakes.
00:07:44
Speaker
Seeing them get yelled at and disciplined, I kind of avoided those things in my youth, and I think that was helpful for me.
00:07:50
Speaker
Yeah, good.
00:07:51
Speaker
Well, good.
00:07:51
Speaker
You, you know, went against the, I guess, the thinking that sometimes the youngest kids are, like, you know, getting the hand out.
00:07:59
Speaker
Are your brothers and, like, are your siblings, are they, like, entrepreneurs, do you think?
00:08:04
Speaker
Yeah, many of them are.
00:08:07
Speaker
I look up to all my siblings in so many ways and they all have strengths and weaknesses and all those things.
00:08:15
Speaker
know it's been a great relationship to to build with you know and see their journeys and learn from their journeys um some more entrepreneurial than others but my sister's a crazy hard worker she's a nurse and i just respect nurses and what they went through with covid and you know all of that it's it's really crazy to look at that industry but um she's somebody who has just a ton of strength and
00:08:38
Speaker
is a real example to me of work ethic and grit and she'll handle anything.
00:08:43
Speaker
She was like my second mom growing up and somebody I respect a lot.
00:08:47
Speaker
Yeah, I got to hand it to her.
00:08:49
Speaker
Yeah, the nurses work tough hours and all that.
00:08:52
Speaker
It's definitely hustling.
Understanding Legacy and its Impact
00:08:54
Speaker
So, no, I can tell, yeah, I mean, obviously you came from a great family, kind of entrepreneurial background.
00:08:59
Speaker
So I want to get in.
00:09:00
Speaker
I know, like, it's been, like, ups and downs, just like every business, but you guys have come out on top and, you know, some stuff has gone down.
00:09:08
Speaker
So I want to hear about that.
00:09:09
Speaker
Yeah.
00:09:10
Speaker
I guess before that, I was talking about John Soriano.
00:09:13
Speaker
He told me to ask you why you decided to leave it.
00:09:16
Speaker
Legacy and kind of the background behind that.
00:09:18
Speaker
Yeah, I think there's a lot of things that come into this.
00:09:21
Speaker
The word legacy, it can mean different things to different people.
00:09:26
Speaker
In software, if you have legacy software, it's actually old archaic.
00:09:32
Speaker
That's not a great name, right?
00:09:33
Speaker
Like old archaic software.
00:09:36
Speaker
The word legacy to me, when I think of it,
00:09:39
Speaker
It's who you are and what you're leaving behind and how you're making the world a better place and how you're teaching your kids and future generations and impact.
00:09:47
Speaker
Like the word impact, like how are we impacting lives?
00:09:51
Speaker
Look at your podcast.
00:09:53
Speaker
Look at this, what we're doing.
00:09:54
Speaker
We're going to impact lives.
00:09:56
Speaker
You've impacted a lot of lives by sharing best practices.
00:09:58
Speaker
I think that's awesome.
00:09:59
Speaker
You're leaving your legacy.
00:10:00
Speaker
It's part of your legacy, right?
00:10:02
Speaker
And so...
00:10:03
Speaker
For me, there was actually an event that I went to.
00:10:06
Speaker
It was called the Legacy Event, and it was a wealth engineering event that happened in probably 2006.
00:10:14
Speaker
And they invited a bunch of people to, you know, big stage, everything, and they talked about principles of success, but it was called the Legacy Event.
00:10:23
Speaker
And one of the individuals there talked about...
00:10:27
Speaker
What he wanted to do was he wanted to have a family bank one day that future generations could come and get money from the bank, but not because of the bank and the money.
00:10:38
Speaker
That would be the lure in.
00:10:39
Speaker
But, you know, his grandkids and great-grandkids and...
00:10:43
Speaker
you know, going on through generations, they would have to do certain things, read certain books, accomplish certain tasks to tap into the family bank.
00:10:52
Speaker
And he said, because I've got this bank and, you know, accumulated this wealth.
00:10:58
Speaker
Their lure will be the money, but I'll be able to teach future generations the principles of success to help them.
00:11:03
Speaker
And he's like, that's the legacy that I want to leave.
00:11:06
Speaker
And I was like, that's bigger thinking than where I was at.
00:11:09
Speaker
You know, I was thinking about like, how do I make enough to get a new car or whatever?
00:11:13
Speaker
That's like where I was at in that time of my life.
00:11:16
Speaker
Here's this guy thinking about generational wealth and how he can train and teach the minds of future generation.
00:11:23
Speaker
And that's the legacy.
00:11:24
Speaker
So that was really cool to me.
00:11:26
Speaker
And then I paired that with a book, Launching a Leadership Revolution.
00:11:30
Speaker
Really cool book, but it talked about three tiers of motivation.
00:11:35
Speaker
The first tier of motivation was money.
00:11:39
Speaker
And he said, you know, money will help somebody for a short stint and be like fuel on the fire for a short stint to go on sprint.
00:11:45
Speaker
But after time, that motivation wears off.
00:11:49
Speaker
The second tier of motivation was recognition and respect that he talks about in there.
00:11:54
Speaker
You know, people will fight to be recognized.
00:11:56
Speaker
That's why we have leaderboards.
00:11:58
Speaker
That's why we have, you know, those types of things to get that recognition.
00:12:03
Speaker
The respect side is really interesting to be respected amongst your peers.
00:12:08
Speaker
You'll do a lot.
00:12:10
Speaker
But he also talks about self-respect, which I think is cool.
00:12:13
Speaker
Like, do we respect ourselves?
00:12:14
Speaker
Do we have integrity?
00:12:16
Speaker
When nobody's looking, what are we doing?
00:12:18
Speaker
Do we have that self-respect that we have character, which I think is awesome.
00:12:22
Speaker
And then the third tier of motivation was this idea of a legacy.
00:12:26
Speaker
It's your why.
00:12:27
Speaker
It's your purpose.
00:12:28
Speaker
It's beyond money, beyond recognition, beyond that.
00:12:32
Speaker
Like, what is your why and what do you want to do?
00:12:35
Speaker
And, you know, mine's all about my family.
00:12:37
Speaker
Like, it's all about...
00:12:40
Speaker
my kids, my family, like that is number one for me.
00:12:44
Speaker
And so if that's number one for me and I'm centered on that and my relationship with, with my maker and you know what that is and is that comes together and that creates a foundation for,
00:12:55
Speaker
Now, all of a sudden, what's your why?
00:12:57
Speaker
And my why is to help people become the best versions of themselves, to become the best version of myself, and to help them do it.
00:13:06
Speaker
And when we impact, what I hope that people think about Legacy is I became better from my time at Legacy, however time that was, and if they end up
00:13:15
Speaker
competing, which has happened in our business throughout time, I hope they're successful.
00:13:20
Speaker
I hope they took something good away and that we've impacted their life for good.
00:13:24
Speaker
I love that.
00:13:26
Speaker
And it's cool because you talked about, you know, before we started recording and how you're spending more and more time with kids and all that.
00:13:33
Speaker
I know it's like they're teenagers, so a couple years they'll be gone from the house and everything.
00:13:37
Speaker
But it's cool you have this, you guys have the values where I've seen it again, like you and John Soriano.
00:13:43
Speaker
I'm sure most of your leaders are the same, and it's cool.
00:13:47
Speaker
Do you feel like that's something that's talked about a lot in the company is like,
00:13:50
Speaker
you know, the meaning behind the name and like the values.
00:13:52
Speaker
Is that something you guys talk about a lot?
00:13:54
Speaker
We talk about it a ton, yeah.
00:13:55
Speaker
You know, when people onboard, we talk about our mission statement.
00:13:59
Speaker
Whenever I travel, I'm always talking about our mission statement.
00:14:01
Speaker
And our mission statement, it's fairly simple.
00:14:05
Speaker
Part of the mission statement came from the book, The Rhythm of Life.
00:14:09
Speaker
I was up at an event where Coach Peterson was at Boise State, and he was talking about building a football team.
00:14:18
Speaker
I love football.
00:14:19
Speaker
I played a little bit of college, and it was awesome.
00:14:23
Speaker
But I learned from him, he said, when I'm recruiting a player,
00:14:27
Speaker
He said, I don't just look for the best football players.
00:14:29
Speaker
I look for the best people and people who want to strive to become their best selves.
00:14:34
Speaker
And he said, I learned this from the rhythm of life.
00:14:36
Speaker
And he talked about this book.
00:14:38
Speaker
And Matthew Kelly, I think, is the author.
00:14:42
Speaker
And in that book, it talks about becoming the best version of yourself.
00:14:46
Speaker
So we adopted that as part of our mission statement where essentially
Legacy's Mission: Customer Experience and Growth
00:14:50
Speaker
our mission statement is to create an extraordinary customer experience while becoming the best version of ourselves and helping others do the same.
00:14:59
Speaker
It's actually not about solar.
00:15:00
Speaker
It's not about a product.
00:15:02
Speaker
It's not about anything.
00:15:03
Speaker
It's about people.
00:15:05
Speaker
Our business is a people business.
00:15:07
Speaker
The asset within our business is our people.
00:15:10
Speaker
It's our customer care agents.
00:15:13
Speaker
It's our taking care of our customers.
00:15:15
Speaker
It's our sales support agents that are helping our sales reps.
00:15:18
Speaker
It's our sales reps that are out hustling every day.
00:15:21
Speaker
It's our 500 W-2 employees from accounting to commissions to everything.
00:15:26
Speaker
These people are
00:15:28
Speaker
are what makes Legacy great.
00:15:29
Speaker
It's not me, it's the people inside of it.
00:15:33
Speaker
And I think I just want to surround myself every day
00:15:37
Speaker
with people that have a desire to become their best self.
00:15:41
Speaker
Because some people don't.
00:15:43
Speaker
Some people settle out.
00:15:44
Speaker
They just want to try to get by and take the easy road.
00:15:46
Speaker
That's not the people I want to be around.
00:15:48
Speaker
I want to be around people who want to stretch themselves and grow.
00:15:52
Speaker
And I think if you have that, you can't be stopped.
00:15:54
Speaker
Yeah.
00:15:54
Speaker
And I think that's important in solar because you know how it is.
00:15:57
Speaker
Like commissions are so high.
00:15:58
Speaker
Like most of our listeners are on the doors making these insane commissions.
00:16:03
Speaker
And it's like, like you're saying, I think if you're only money motivated,
00:16:07
Speaker
What's to stop a guy from just going out and getting one cell on the month, making some money?
00:16:12
Speaker
But I think if you think of the other things behind it, the other motivations, not purpose.
00:16:16
Speaker
And I know a lot of guys want to go out and start their own dealers and solar companies.
00:16:22
Speaker
You guys have built a massive organization.
00:16:24
Speaker
But when you were first starting Legacy, was there a ton of thought behind the name, the mission statement, all this stuff?
00:16:31
Speaker
I don't know.
00:16:31
Speaker
I feel like a lot of guys just got on you.
00:16:33
Speaker
we're going to call ourselves like, I don't know, the solar killers or something.
00:16:37
Speaker
Yeah.
00:16:37
Speaker
Like maybe there's not a ton of thought behind the name and purpose and all that.
00:16:41
Speaker
So do you think that was something you thought about as you were starting the company?
00:16:45
Speaker
Is that something you thought about a lot or is it kind of evolved over time?
00:16:48
Speaker
Great question.
00:16:49
Speaker
When I started in Door to Door, I worked for a company called Atlas Marketing.
00:16:54
Speaker
It was the name of the company I worked with from 02 through 08.
00:16:58
Speaker
And, um,
00:17:00
Speaker
In that business, we grew regions and divisions, but when I started, door-to-door didn't exist really.
00:17:07
Speaker
I didn't know one person that went door-to-door for the summer.
00:17:10
Speaker
I never had met anybody.
00:17:12
Speaker
It kind of wasn't really what it is today.
00:17:16
Speaker
Everybody knows somebody who's done a summer program.
00:17:18
Speaker
A summer program really didn't exist, or at least to my knowledge, didn't exist.
00:17:24
Speaker
And so looking at that, I've seen it evolve where it seems like each team and each region and everything built a brand, built some sort of their own brand.
00:17:34
Speaker
And for years in the home security business,
00:17:38
Speaker
In 08, when sort of the economy turned and the economy crashed, I pivoted from the satellite industry into the home security and home automation space and spent the next seven years in that space.
00:17:49
Speaker
But my region name, as I was growing my sales organization,
00:17:54
Speaker
was called Legacy.
00:17:57
Speaker
So for years, I was the Legacy region and, you know, I had elements of our mission statement today was a part of Legacy, become your best self and become, was always a part of it.
00:18:08
Speaker
And so I think it's been an evolution, the name Legacy and becoming your best self and tying those together.
00:18:14
Speaker
for well before Legacy was even created.
00:18:18
Speaker
And so when it came time to start the company and get going and everything, it was a natural fit for us.
00:18:24
Speaker
The letters, LGCY, and shortening it, many companies will do that from a brand perspective, but also many utilities, PG&E, SDG&E, are letters, and they're shortened.
00:18:36
Speaker
And then we actually chose the name power instead of solar because we felt like it would make the doors a little softer.
00:18:42
Speaker
When we first started in 2014, if you said, hey, I'm with legacy solar, you'd say solar on the doors.
00:18:51
Speaker
That's it.
00:18:52
Speaker
So we went the power out of trying to tie ourselves to a power company, not just a solo company.
00:18:58
Speaker
Okay.
00:18:59
Speaker
I like that.
00:19:00
Speaker
Yeah.
00:19:00
Speaker
Well, what's interesting is I've talked with John and some of your other leaders that you guys have kind of like, I know they have like their divisions, like John is over like the bowers.
00:19:08
Speaker
That's correct.
00:19:09
Speaker
Yeah.
00:19:09
Speaker
So it sounds like it's kind of a similar thing that you were doing in OI Arms, like your leaders create different divisions type thing.
00:19:15
Speaker
Yeah, I think people want to belong to a tribe.
00:19:18
Speaker
They want to be a part of something.
00:19:20
Speaker
And I think it's healthy within an organization for people to establish and leaders to establish, you know, what are their core values?
00:19:27
Speaker
What are their principles?
00:19:29
Speaker
What are they relating to when you first –
00:19:32
Speaker
get introduced to something, what's your story?
00:19:34
Speaker
First thing you ask me is tell me about your company name.
00:19:37
Speaker
Similar with any of our leaders, what differentiates them?
00:19:41
Speaker
Why would a rep want to work with a Valor or any of the other groups within our organization?
00:19:46
Speaker
And so I think that's a normal thing.
00:19:48
Speaker
I think it's really healthy.
00:19:50
Speaker
I think it keeps...
00:19:51
Speaker
internally it helps John continue to feel and actually be an entrepreneur and continue to grow and evolve and he's done a great job as well as many of our other leaders yeah well I'm really impressed by that because I've heard it from John it's just like yeah it's like a really compelling story but he has almost kind of like his own brand within the company and everything certainly I think that's how guys like
00:20:14
Speaker
I don't know, I see other companies where maybe they don't have a strong culture like that and guys don't feel like they're growing and creating their own brands.
00:20:22
Speaker
But what is your personal brand, right?
00:20:24
Speaker
I mean, I think that's a question.
00:20:25
Speaker
How are you going to define your personal brand?
00:20:28
Speaker
And for listeners, maybe that's a takeaway for them.
00:20:32
Speaker
What is your brand?
00:20:33
Speaker
And I hope it's on a strong foundation.
00:20:36
Speaker
The solar killers, if somebody is called that out there, I'd be like, is that really the brand that you want?
00:20:42
Speaker
Yeah.
00:20:46
Speaker
I don't know.
00:20:46
Speaker
I was like, sorry if I offended anybody, but, but you know what I'm saying?
00:20:50
Speaker
It's like, what's the foundation in bedrock?
00:20:53
Speaker
And is it tied to a lasting principle or principles that truly are a bedrock foundation for you?
00:20:59
Speaker
And I think that's like, you're always anything you do, you're building your personal brand.
00:21:04
Speaker
Yeah, for sure.
00:21:05
Speaker
So yeah, that's good for people trying to start their own organizations.
00:21:10
Speaker
I know I don't think I would think about that.
00:21:13
Speaker
Just like the mission statement, I've been with companies who didn't have really any mission statement, who didn't have that story behind it.
00:21:21
Speaker
So I think that's really cool and something that I've seen has helped you guys have a lot of growth in you.
00:21:26
Speaker
create a really good culture.
00:21:27
Speaker
Thank
Facing Industry Challenges with Resilience
00:21:28
Speaker
you.
00:21:28
Speaker
But yeah, I want to talk about, I know you guys have gone through some challenges just like every company, you've been through ups and downs at Legacy.
00:21:38
Speaker
And I know you guys have like the whole, you know, Sunder thing, guys going, breaking off, doing their own company.
00:21:43
Speaker
So
00:21:44
Speaker
I don't know if you're open to talking about some of the ups and downs you guys have gone through.
00:21:49
Speaker
I know that was a big one.
00:21:51
Speaker
How do you overcome some of these ups and downs?
00:21:53
Speaker
I know solar is changing all the time.
00:21:55
Speaker
Do you have any advice for people who are trying to build?
00:21:58
Speaker
How do you weather these storms?
00:22:00
Speaker
I think in business, ups and downs happen.
00:22:04
Speaker
Markets change.
00:22:07
Speaker
Times change.
00:22:08
Speaker
I'll go back in time a little bit.
00:22:11
Speaker
Think about 2008.
00:22:11
Speaker
I don't know how many listeners remember 2008 and experienced it, but it was crazy.
00:22:19
Speaker
I remember the Lehman Brothers going bankrupt and banks going out and everything.
00:22:25
Speaker
We went into this massive recession, right?
00:22:27
Speaker
And so businesses had to pivot and shift and grow, and it was a challenge in economic times.
00:22:35
Speaker
I look at interest rates this year.
00:22:37
Speaker
It's impacted the industry.
00:22:39
Speaker
You know, you come and dealer fees have increased, the cost of capital has gone up, and it's created a lot of pressure and strain across multiple businesses.
00:22:49
Speaker
Some has seen, some has not seen.
00:22:51
Speaker
Some entrepreneurs, you know, are putting on this strong face, but behind the scenes, they're really struggling, and it's really heavy.
00:22:58
Speaker
And, you know, so really as I look at the landscape and I look at all these different, you know, areas and I look at all of these different entrepreneurs and how they've been struggling and where things change, I think what's really important is that you take the situations, you take the whatever challenges and you find a way to overcome.
00:23:22
Speaker
Yeah.
00:23:23
Speaker
You know, because some of these things are out of our control.
00:23:26
Speaker
But what are you doing to overcome?
00:23:28
Speaker
And people, what happens if somebody ends up working with you and they no longer are?
00:23:36
Speaker
Sometimes people do it in a way where it's straight up and they say, hey, I'm no longer working with you.
00:23:41
Speaker
And sometimes they just disappear.
00:23:43
Speaker
And it can happen either way.
00:23:44
Speaker
And I've seen it many different ways over 20 years, right?
00:23:48
Speaker
And how do you handle that?
00:23:52
Speaker
How do you, if somebody was working with you one day and then suddenly they're not anymore, how are you going to handle that?
00:24:02
Speaker
And how do you get through it?
00:24:03
Speaker
And I think part of the word legacy is resilience.
00:24:06
Speaker
Like, we've just been resilient.
00:24:08
Speaker
We've been able to overcome obstacles.
00:24:10
Speaker
But is that really different from any other business?
00:24:13
Speaker
You know, but, I mean, I can tell you tons of examples of things we've had to overcome.
00:24:18
Speaker
Las Vegas shut down.
00:24:19
Speaker
I don't know if you remember that.
00:24:21
Speaker
It was in maybe 2017 or something.
00:24:24
Speaker
But they shut down the whole state.
00:24:25
Speaker
That was 40% of our business.
00:24:26
Speaker
Really?
00:24:26
Speaker
I don't know.
00:24:29
Speaker
shut down, we had to be resilient, we had to pivot our guys and shift to other markets, and that shut down.
00:24:35
Speaker
South Carolina went through legislation, that was a big part of our business.
00:24:40
Speaker
We went through that, we went through the AVP in Illinois, where we got shut down in Illinois, and could no longer, and then happened to many other companies as well, and so we had to pivot and shift and lost people as a result of it, but I think for anybody listening, challenges will come in your life.
00:24:58
Speaker
Some are in the forms of people, some are in the form of maybe it's family, maybe it's addiction, maybe it's mental health.
00:25:09
Speaker
There's stuff that comes at every one of us as people, and I think our ability to understand
00:25:16
Speaker
What can we control?
00:25:17
Speaker
What's within our control?
00:25:20
Speaker
It's our effort and our attitude.
00:25:24
Speaker
I teach it to the kids on the ball field.
00:25:26
Speaker
I teach it to our sales reps, but that's what we can control.
00:25:29
Speaker
And how do you pull yourself out of something bad just happened to me?
00:25:34
Speaker
How do I say, what's my role in it?
00:25:37
Speaker
Learn from where you went wrong.
00:25:39
Speaker
Be honest with yourself.
00:25:40
Speaker
Don't be self-deceived.
00:25:41
Speaker
Learn from it and get better as a result of it.
00:25:45
Speaker
That's huge.
00:25:47
Speaker
Especially us on the doors.
00:25:48
Speaker
It's like sometimes a customer cancels or whatever.
00:25:51
Speaker
We think it's the end of the world.
00:25:53
Speaker
I just lost out on my biggest commission ever.
00:25:56
Speaker
Big deals cancel and things like that.
00:25:58
Speaker
But yeah, you've gone through massive things.
00:26:00
Speaker
Entire market at 40% a year.
00:26:02
Speaker
I'm probably in Wilson.
00:26:04
Speaker
Yes, it shuts off one day.
00:26:05
Speaker
Many entrepreneurs salespeople, they're facing the ups and downs, but enjoy the journey.
00:26:16
Speaker
People have to understand that's the journey, the ups and downs.
00:26:20
Speaker
And when you zoom out, you're like, oh, these dips and these lulls and these hardships is part of our growth.
00:26:29
Speaker
And Sunder, you brought that up.
00:26:34
Speaker
I've had to reflect on this a lot.
00:26:36
Speaker
What was my role in it?
00:26:38
Speaker
I can choose to be the victim over it of so-and-so did this, that, and the other.
00:26:43
Speaker
Or I can just say, what's my role in it?
00:26:45
Speaker
what was my part of this?
00:26:47
Speaker
What do I have to own and how do we get better?
00:26:49
Speaker
And we got better as a result of it.
00:26:50
Speaker
We're a better organization having gone through that, but that was a big change.
00:26:55
Speaker
And, um, you know, so there's, there's no ill will, there's no hate there.
00:27:00
Speaker
There's no, you know, whatever that is.
00:27:02
Speaker
It's like, I've moved on.
00:27:04
Speaker
We've got better.
00:27:05
Speaker
I hope they're successful and move forward.
00:27:07
Speaker
That's awesome.
00:27:09
Speaker
Well, yeah, that's some pretty big challenges and like, yeah, I'm sure it all kind of shapes you guys and
00:27:14
Speaker
I guess what doesn't kill you makes you stronger.
00:27:16
Speaker
You guys are coming out on top for sure.
00:27:18
Speaker
100%.
00:27:19
Speaker
You have to, right?
00:27:21
Speaker
That's part of the journey.
00:27:22
Speaker
How were you feeling?
00:27:23
Speaker
Some of these challenges, though, at the time.
00:27:26
Speaker
I mean, I know you've been through a lot.
00:27:28
Speaker
What were your thoughts at the time?
00:27:30
Speaker
Were you feeling like, you know, like?
00:27:33
Speaker
Super discouraged?
00:27:34
Speaker
Because I'm sure... Yeah, heavy, you know, heavy anxiety, stress.
00:27:41
Speaker
I think these are all words that we all understand in our own ways.
00:27:45
Speaker
And have I felt those?
00:27:46
Speaker
Yeah.
00:27:47
Speaker
Have I felt betrayal?
00:27:49
Speaker
Yeah, I've felt betrayed at times.
00:27:52
Speaker
You know, have I felt hurt?
00:27:55
Speaker
Yes.
00:27:55
Speaker
Have I felt heavy?
00:27:56
Speaker
Yes.
00:27:57
Speaker
I've felt all of these things.
00:27:58
Speaker
But it's how quickly can we identify those feelings?
00:28:03
Speaker
deal with those feelings.
00:28:04
Speaker
You have to deal with them and find the lesson that you need to learn from the situation and how do you move forward.
00:28:11
Speaker
Like that process for some people, they get caught up in that process and they get stuck in and they become victims.
00:28:20
Speaker
And their story becomes one of victimhood of, of I'm a victim, I'm a consumer,
00:28:26
Speaker
look at everything that happened to me, oh poor me.
00:28:31
Speaker
But the people that are rise to the top are the people I think that deal with that, put it in their place, learn and grow and continue to climb.
00:28:39
Speaker
And take any example of anything,
00:28:44
Speaker
I'm getting messages, Eric Weinauer, I think.
00:28:47
Speaker
He's a blind guy who climbed Everest.
00:28:50
Speaker
Like, think about this story.
00:28:52
Speaker
Blind guy climbing Everest?
00:28:54
Speaker
Like, are you... That's unbelievable.
00:28:57
Speaker
He could have been a victim, you know, of his eyesight and can't do things.
00:29:01
Speaker
He goes and climbs Everest?
00:29:03
Speaker
Like, that's crazy, right?
00:29:04
Speaker
But he took what was a hardship for him.
00:29:07
Speaker
He built on it and became great, I think.
00:29:10
Speaker
how many other stories of that are there of dealing with failure or challenge of you know the book failing forward or you know a lot of uh principles here but yeah yeah and i think that's the people who are winning especially in solar like i've gone through some situations where you know missed out on pay um install or stopped paying us just kind of recently unfortunately and i know that's kind of like
00:29:34
Speaker
The unfortunate sign of solar is, you've seen it too, companies disappearing, small dealers going under, installation companies just not paying out people.
00:29:44
Speaker
So it's unfortunate, but it's funny, as I've gone through some of these things, some of the reps that complain the most, they're the ones that are owed maybe 10 grand or something from all this.
00:29:56
Speaker
And then the guys that are out like hundreds of thousands, they just went and started something else and completely replaced that.
00:30:02
Speaker
And yeah, of course, we're all frustrated and everything, but I think the guys who are winning are just like, okay, that sucks, but just try to not think about it and just move forward and do everything you can.
00:30:13
Speaker
It seems like that's something that's helped you do.
00:30:16
Speaker
I'm sure, yeah, you're frustrated and it's heavy, but you thought it was just pretty quick.
00:30:20
Speaker
You recognize that and you're like, all right, I just got to do what I can and control him.
00:30:24
Speaker
Yeah, I remember the situation when some people left our organization that we talked about a little bit.
00:30:32
Speaker
Luke, my business partner, broke his back playing pickleball.
00:30:35
Speaker
Well, and he'd pick a ball and keep beating.
00:30:41
Speaker
He punched on a shot, he blew a disc, and the disc ended up breaking off a piece of vertebrae in his back, and his legs went on.
00:30:48
Speaker
So he went into the hospital, seven days was in the emergency room because he couldn't walk.
00:30:54
Speaker
They ended up getting into surgery and found this thing that was wedged in there.
00:30:58
Speaker
But that was the same time that...
00:31:01
Speaker
you know, that other company started.
00:31:03
Speaker
A lot of people left.
00:31:05
Speaker
And I look at it, so Luke from his bed in the hospital is texting, trying to see what's going on.
00:31:13
Speaker
People have gone dark.
00:31:14
Speaker
Nobody's talking to us.
00:31:16
Speaker
And yeah, you think like heavy, broken back in the hospital and like you just lost hundreds of people who just walked out the door.
00:31:23
Speaker
How do you recover from that?
00:31:26
Speaker
What do you do?
00:31:26
Speaker
What do you feel in that moment?
00:31:28
Speaker
Yeah, it was despair and heavy.
00:31:31
Speaker
But Luke, and it's one of the greatest things about my partner, Luke, he will outwork anybody.
00:31:36
Speaker
And from his back in his hospital bed, he was texting and calling and figuring it out.
00:31:41
Speaker
And we started building.
00:31:43
Speaker
And rather than being victims, it was immediately back to work and back to the grind and hustle and grit and determination.
00:31:51
Speaker
You know, you look at us now, we're
00:31:53
Speaker
top 10 installer in the country now.
00:31:57
Speaker
Thousands of salespeople across 26 states, driving volume.
00:32:02
Speaker
We installed 128 megawatts last year.
00:32:05
Speaker
We've installed 70,000 solar accounts in our career.
00:32:11
Speaker
That puts us in the top 10 companies all time ever in solar.
00:32:15
Speaker
That's rewarding.
00:32:16
Speaker
That's cool.
00:32:17
Speaker
We've done a lot of good.
00:32:18
Speaker
We've impacted a lot of lives.
Environmental Impact of Solar Energy
00:32:20
Speaker
I think something that many people miss in solar, it's not just red lines or adders or commissions or anything.
00:32:29
Speaker
We legitimately are making the world a better place.
00:32:33
Speaker
And so that's one of the things that I think unifies us as an industry.
00:32:37
Speaker
You know, when we lost people, went through hard things, they stayed in solar.
00:32:41
Speaker
they're growing, we're doing good for our world.
00:32:45
Speaker
This is bigger than me, it's bigger than legacy, it's bigger than any one company or one person.
00:32:51
Speaker
We truly are making the world a better place.
00:32:55
Speaker
The carbon emissions that we're reducing
00:32:57
Speaker
the air quality that we're improving, the water conservation that we're doing from producing clean, renewable energy are the things that I don't think it talked about enough because we truly are doing good.
00:33:10
Speaker
And I think that's something that should unite all of us in the solar industry.
00:33:13
Speaker
Yeah.
00:33:14
Speaker
And I think for listeners, that's something we don't think about a ton.
00:33:17
Speaker
I know a lot of us think about the commissions and how much money there is, but I know a lot of,
00:33:24
Speaker
People don't sell, like you gotta have that deep belief in the product, right?
00:33:28
Speaker
It's like, you don't have that and the customer's gonna sell you when they're only saving 10 bucks a month and they don't think it's worth it to go solar, like what else are you gonna tell them?
00:33:37
Speaker
Yeah, it's like, oh, this is savings and you know, we're just pitching savings and I'm like, let's stop you guys.
00:33:46
Speaker
Like, think about this.
00:33:48
Speaker
Germany, a large percentage of their population has solar.
00:33:52
Speaker
And when somebody gets solar on their home, they get a heat pump, they get a battery, they get an EV charger, and they get solar.
00:33:58
Speaker
And they pay like 90,000 euros for it.
00:34:01
Speaker
But it's a package deal, and that's what you get.
00:34:04
Speaker
That's how it's sold.
00:34:05
Speaker
And I think like...
00:34:07
Speaker
it's not a savings proposition.
00:34:09
Speaker
This is an electrification of the home and transforming our grid, transforming the way that we produce and consume power.
00:34:18
Speaker
This is the electrification era that we're at the beginning stages of.
00:34:22
Speaker
And I think we majorly lose sight of what we're doing.
00:34:26
Speaker
Yeah, for sure.
00:34:27
Speaker
Especially in California, I think.
00:34:29
Speaker
Well, now we've got NEM 3.0 going on, but...
00:34:36
Speaker
You look at California now where all these groups are freaking out, losing their minds.
00:34:40
Speaker
They have to add a battery.
00:34:42
Speaker
Sounds like we're so conditioned.
00:34:43
Speaker
Yeah, they're freaking out because they lack education.
00:34:47
Speaker
Like, that's what it is.
00:34:49
Speaker
They're freaking out.
00:34:50
Speaker
They lack education, and they feel threatened, so they get all panicky.
00:34:55
Speaker
And I understand that.
00:34:57
Speaker
I understand change is hard.
00:34:58
Speaker
And so we went at it, and we just said, we're going to get educated on this.
00:35:02
Speaker
We've spent countless time, hours, effort getting options.
00:35:07
Speaker
And so I think for any listeners that are confused about it, call us.
00:35:10
Speaker
Yeah.
00:35:12
Speaker
I know a lot of people like small dealers.
00:35:15
Speaker
I didn't have people that are just kind of running one-man shows out in California reach out to me and be like, dude, I think I need to join with a big
Enhancing Customer Experience through Tech
00:35:23
Speaker
organization.
00:35:23
Speaker
I have no idea what's happening.
00:35:25
Speaker
There's a lot of fear around.
00:35:27
Speaker
I think whether they join with us or not, I think come find out how we're approaching it.
00:35:33
Speaker
Come find out how we're pivoting it.
00:35:35
Speaker
Come find out and learn about what it actually is
00:35:41
Speaker
because once you learn, it's not actually that scary.
00:35:43
Speaker
Yeah, I agree.
00:35:45
Speaker
So yeah, I want to talk a little bit.
00:35:47
Speaker
I know you guys are doing a couple new things here at Legacy.
00:35:50
Speaker
You're doing some of your own installs.
00:35:51
Speaker
You guys got some cool stuff that's being rolled out.
00:35:55
Speaker
So I want to ask you about that and then just finish with some stuff that might help, like, you know, just individual sales reps out on the doors.
00:36:02
Speaker
But yeah, so you guys are starting to roll out your own installs.
00:36:05
Speaker
I know for a long time in California, you just had like installation partners and everything.
00:36:10
Speaker
So for you, like where do you think the market's headed and what's, I mean, why is it now you're kind of starting to roll out your own installs and everything in these different markets?
00:36:18
Speaker
What do you think?
00:36:19
Speaker
Yeah.
00:36:21
Speaker
Number one, we have had many great install partners.
00:36:24
Speaker
We have many great install partners and they all know who we are and what our roadmap is for expansion.
00:36:31
Speaker
So I call that out because I'm very honest and straightforward with all of our installers about what our plans are.
00:36:38
Speaker
So about 18 months ago or so, we started, we said we want to get into the install side.
00:36:46
Speaker
Why?
00:36:47
Speaker
A lot of people think it's money.
00:36:48
Speaker
Like, oh, it's about money.
00:36:50
Speaker
Like, unless you're doing major volume, you don't actually make more money installing.
00:36:55
Speaker
And the cash need to buy the panels and stuff
00:36:58
Speaker
you know, store them in inventory, you know, warehouse, like taking like all the overhead that comes with it.
00:37:06
Speaker
Um, you can make more money, but it has to be done at scale.
00:37:08
Speaker
It has to be done very methodically.
00:37:11
Speaker
And I think, so for us, it wasn't actually about money and doing it for money.
00:37:15
Speaker
It was about controlling the customer experience and how could we create an app where the customer, the sales rep, the
00:37:25
Speaker
the installer, all were in clear communication one with another to understand where the left hand is connected to the right hand.
00:37:32
Speaker
Because I've seen at times where that, how many reps have said to you, I don't know where my project is?
00:37:37
Speaker
All of them.
00:37:39
Speaker
Right.
00:37:39
Speaker
How many customers have been frustrated because they don't know what's happening?
00:37:43
Speaker
Right.
00:37:44
Speaker
big problem for sure.
00:37:46
Speaker
You've seen it.
00:37:47
Speaker
I saw it.
00:37:48
Speaker
So we said, look, if we can take a little bit more control and control the communication, we felt we could provide a superior customer experience by connecting everything.
00:37:58
Speaker
So now, what do we do?
00:38:00
Speaker
We have automated emails going out to our sales reps and to our customers at every stage of the installation process.
00:38:06
Speaker
We have an app for the customer where they can see where their project stage is and they can message our customer care team.
00:38:12
Speaker
We have an app where they can add referrals and those referrals can get routed back to the sales rep immediately with full transparency.
00:38:19
Speaker
We have technology solutions that connects it.
00:38:24
Speaker
Even our docking app allows sales reps, setters,
00:38:28
Speaker
to see where the stage of where their deal is regardless of who the closer is.
00:38:35
Speaker
That's been a big problem for setters that we heard like, so-and-so's closed my closer and so-and-so's my closer and I got to call each of these individual closers to find out where my job is.
00:38:43
Speaker
So we gave the setters full visibility in their own pipelines.
00:38:48
Speaker
So there's a lot of things I think that we've done to help simplify and
00:38:52
Speaker
really take care of the customer.
00:38:53
Speaker
And I think us taking on installation was part of saying, okay, we want to control the customer experience.
00:39:00
Speaker
We want to make sure we're doing everything we can to get them to PTO as quickly as possible so that they can start saving like what they'd hoped.
00:39:08
Speaker
And so those are some of the reasons why is really controlling that customer experience.
00:39:14
Speaker
Remember our mission statement.
00:39:15
Speaker
Our mission statement is to create an extraordinary customer experience.
00:39:19
Speaker
is at the beginning and that's something that we felt that we wanted to really focus on and drive home.
00:39:25
Speaker
That's huge and I know pretty much every company has these problems.
00:39:30
Speaker
I have centers reaching out to me on my team.
00:39:34
Speaker
I've had to create my own process around that.
00:39:36
Speaker
I have an assistant that kind of reached out to customers and everything.
00:39:39
Speaker
But I think that's awesome that you guys went and actually created solutions for that.
00:39:43
Speaker
And not everyone's going to have those resources and be able to make an app for their company to do all that.
00:39:48
Speaker
But I think for whoever's listening, it's important to have something in place just because I don't think you can build lasting and long-term work.
00:39:57
Speaker
We get to a point where it's like someone's reaching out to customers, everyone wants updates, so it's like what systems, what processes do you have to make around that?
00:40:06
Speaker
I'm a firm believer that the industry for so long has thrown people at problems.
00:40:13
Speaker
That's what we've done as an industry.
00:40:14
Speaker
We've thrown people at problems and add more people to these problems, whereas we believe that technology is the solution for many of these problems.
00:40:25
Speaker
People being on the same page shouldn't be more people.
00:40:28
Speaker
It should be more automation.
00:40:30
Speaker
And so that's what we've really doubled down on.
00:40:33
Speaker
that I think is a competitive advantage in the market is to say, look at the software suite of tools to make your lives easier.
00:40:40
Speaker
And that's really how we've tried to differentiate ourselves from some is saying,
00:40:45
Speaker
We have proprietary software we built in-house with our engineering team.
00:40:49
Speaker
And that means maybe I'm not taking home as much money or those types of things, but we're investing into a platform because we want to scale.
00:41:00
Speaker
We're not done.
00:41:01
Speaker
We feel like we've just got started.
00:41:04
Speaker
Well, it'll probably save you, like, how many extra customer support people do you have to hire that would have been, like, calling customers and all that, where now it just sounds like it's automated pretty much.
00:41:13
Speaker
Automate as much as you can.
00:41:15
Speaker
That's my advice to anybody out there.
00:41:17
Speaker
Yeah, that's super smart.
00:41:19
Speaker
Well, with your install partners, this is something I've, like, wondered.
00:41:23
Speaker
As you go to these install partners, you tell them, like, hey, look, we're kind of, like, starting to do our own installs.
00:41:30
Speaker
I don't know if that's, like...
00:41:32
Speaker
did people get upset about that?
00:41:35
Speaker
Did you really take it away from their volume?
00:41:37
Speaker
What's the conversations you have been?
00:41:39
Speaker
Some have.
00:41:42
Speaker
A little while ago, one of our big installers didn't like that we were getting into their lane and they dropped us.
00:41:48
Speaker
It was on social media and a lot of people talked about it of so-and-so dropped Legacy as an installer and they were doing a lot of our volume.
00:41:58
Speaker
But
00:42:00
Speaker
and getting dropped.
00:42:01
Speaker
We were honest with them.
00:42:02
Speaker
We told them exactly what we were doing.
00:42:05
Speaker
And, you know, it didn't go over quite well and they ended up dropping us, despite saying they wouldn't and that they were fine with it.
00:42:12
Speaker
When push came to shove, they were and things went south.
00:42:16
Speaker
But I've got many examples of partners today where I said, hey, we're going to enter into this, but we're not going to be doing all of our volume and we want to maintain healthy relationships.
00:42:26
Speaker
And we've been able to scale and grow with them.
00:42:28
Speaker
And
00:42:29
Speaker
We're big believers in forecasting with our partners, providing them a forecast of how much volume that we think we'll be doing with them and trying to hold to that.
00:42:40
Speaker
So as we ramp our installation volume, we believe we can outsell our own capacity and we can provide more volume to other installers.
00:42:50
Speaker
And that will forever be a part of our model.
00:42:52
Speaker
We'll never install 100% of our own jobs.
00:42:53
Speaker
Yeah.
00:42:55
Speaker
because we'll always be expanding and growing into new markets and so we'll need partnerships.
00:42:59
Speaker
So we very much do well with installers and companies that are in an abundance mindset that we say, how can we all win together and how can we collaborate and how can we figure out this together?
00:43:12
Speaker
It's worked really well with some and some it hasn't worked well with.
Importance of Accurate Forecasting
00:43:16
Speaker
But yeah,
00:43:17
Speaker
I wish them all success no matter if, you know, things went south or not.
00:43:21
Speaker
I hope they're all successful.
00:43:23
Speaker
Yeah.
00:43:24
Speaker
You guys that are a big organization, because I know this is something that's a big problem in our industries.
00:43:30
Speaker
These guys will go out, like, summer teams, be dealers, and they'll be like, oh, we think we're doing, I don't know, 20 deals a week or whatever.
00:43:36
Speaker
They bring a huge summer team out, and they, like, blow it out of the park.
00:43:40
Speaker
They're doing way more deals, and then they install companies.
00:43:43
Speaker
Like, EPC is like, oh, crap.
00:43:45
Speaker
We can't wait to fulfill all these.
00:43:46
Speaker
And then,
00:43:47
Speaker
They start their timeline slows way down, then it's like switching to another one, such as like, you know, being, yeah, I haven't been with multiple dealers now sometimes.
00:43:55
Speaker
It's like, that's a big problem.
00:43:58
Speaker
We talked about being the victim a little bit.
00:44:00
Speaker
Yeah.
00:44:01
Speaker
But I'll go back to this a little bit.
00:44:04
Speaker
How many salespeople own...
00:44:07
Speaker
Truly say I'm accountable or leaders or company leaders, I'm accountable for the forecast that I give to my EPC or my installer.
00:44:19
Speaker
And I'm accountable to these people.
00:44:22
Speaker
And that accountability is deeper than the money.
00:44:24
Speaker
So for example, you said somebody goes out, they recruit a big team, they go and scale.
00:44:30
Speaker
Did they provide their EPC with a forecast months in advance of how many people they would have, what their per rep average was to get to a number of sales by month that they were going to have?
00:44:40
Speaker
so that they can plan accordingly for the staffing levels that they need.
00:44:44
Speaker
So doesn't it come down to the forecast of the salesperson more than it does even the EPC?
00:44:50
Speaker
And I think that's what salespeople miss is, oh, the EPC can't keep up.
00:44:54
Speaker
What's their problem?
00:44:55
Speaker
And did you provide a forecast?
00:44:58
Speaker
Did you blow your forecast out by 100%?
00:45:00
Speaker
Well, what do you expect?
00:45:02
Speaker
You know, are you a rah-rah sales guy or rah-rah sales leader, or are you a business professional that can call their business within a 10% variance higher on a monthly or yearly basis to hold people in?
00:45:19
Speaker
That's the next level for people of saying, I'll just do as much as I can, as fast as I can.
00:45:24
Speaker
That's my goal.
00:45:24
Speaker
And I'm like, yeah, that's...
00:45:27
Speaker
That's a great goal, and that's like a good rah-rah sales leader, like congratulations.
00:45:32
Speaker
But why don't you evolve and become a business leader that statistically is understanding how much volume they'll do based off of headcount per average.
00:45:42
Speaker
That's your turn.
00:45:43
Speaker
Yeah, well, and like as you guys are finding these, I don't know if you're over that or you like go look for install partners.
00:45:51
Speaker
I'm sure you got people helping and everything, but how do you guys with where you're a big organization, let's say you go, you forecast or you tell them, hey, we think we're going to be doing this much.
00:46:00
Speaker
How do you know that the EPC is going to be able to fulfill all that?
00:46:03
Speaker
Do you guys take a look under the hood and make sure they got things set up correctly?
00:46:07
Speaker
Or how do you vet these install partners?
00:46:09
Speaker
I think vetting an install partner, number one, is philosophically aligning.
00:46:14
Speaker
How many people sit down with their EPC and say, let's talk about our goals and your goals.
00:46:20
Speaker
How they align, how they come together, what volume do you need?
00:46:25
Speaker
Do you have other dealers?
00:46:26
Speaker
How much volume are they doing?
00:46:27
Speaker
What are you forecasting?
00:46:29
Speaker
And having a conversation, right?
00:46:32
Speaker
What's the principle that we're going on?
00:46:34
Speaker
Because, look, as an installer, one crew can install about one job a day.
00:46:40
Speaker
In some markets, maybe two a day if they're really good or whatever, but most crews one a day.
00:46:46
Speaker
So roughly 20 a month.
00:46:48
Speaker
So how many crews do you need for the volume?
00:46:51
Speaker
You can back into it how many installs per day and what's the capacity.
00:46:55
Speaker
And if you're going to beat the capacity of one of your partners, then if you give them a forecast far enough in advance, they can go and hire additional crews and people to fulfill that need.
00:47:07
Speaker
But if it's just seasonal, what about these crews and their families?
00:47:12
Speaker
Yeah.
00:47:13
Speaker
Do we think about them, or is it just about our sales and commissions?
00:47:16
Speaker
What about the family that gets hired on to come on and be a part of a crew for the summer, but they were told that they'd have a year-round career, and then all of a sudden the installer has to lay them off because all the sales reps are done and they made all their money.
00:47:30
Speaker
What about the installer families?
00:47:33
Speaker
Do we think about them?
00:47:34
Speaker
And that's where forecasting really comes in of,
00:47:38
Speaker
be a good partner.
00:47:39
Speaker
Be a good sales partner to the installer's families.
00:47:42
Speaker
Think about them.
00:47:43
Speaker
Yeah, that's true.
00:47:44
Speaker
Yeah, I never... That's a good point.
00:47:46
Speaker
I didn't think about that.
00:47:47
Speaker
Probably most of the time, Jeff's, I don't know.
00:47:49
Speaker
It's just like...
00:47:50
Speaker
like hey where are they getting the job done here but yeah it's something we don't think about.
00:47:54
Speaker
Yeah and something we've done is we've leaned into retail because Q4 a lot of the summer programs die off.
00:48:01
Speaker
Retail picks up in Q4 so as we spike in retail during that Q4 and do some virtual sales and some other things we can supplement that sort of Q4 lag that rather than this bell curve of production going up and down we can maintain it and so
00:48:17
Speaker
You know, those are the same things, how we're evolving as a business.
00:48:20
Speaker
You know, having sales through multiple channels, a sales partner channel, we're an EPC for sales partners now, and people are becoming aware.
00:48:29
Speaker
We've got our direct program that's ripping and doing awesome and kind of the...
00:48:34
Speaker
key area of our business.
00:48:35
Speaker
We have virtual sales now.
00:48:37
Speaker
So we have 50 agents calling downstairs from this floor.
00:48:42
Speaker
They're calling every day setters and closers.
00:48:44
Speaker
And then we've got retail ripping leads in from the Home Depot.
00:48:49
Speaker
So we're continuing to evolve and grow our business on a national basis.
00:48:53
Speaker
And I think that's important as a business of how do you evolve and grow and get sales coming in from multiple different channels over time.
00:49:01
Speaker
Yeah, that's huge.
00:49:03
Speaker
Well, no, you guys are crushing it, man.
Community Building with Utah Jazz Partnership
00:49:06
Speaker
As we start wrapping up here, I can't end the podcast without asking you about your partnership you guys got going on with the Utah Jazz.
00:49:15
Speaker
I told you before, I'm a huge jazz fan.
00:49:17
Speaker
My first kid, his name's Stockton.
00:49:19
Speaker
For John Stockton, my second kid is Miller.
00:49:22
Speaker
after how Larry H. Miller, so we love the Jazz.
00:49:24
Speaker
So how'd you guys?
00:49:25
Speaker
Well, first off, as soon as we get back out next year, I want to host you.
00:49:29
Speaker
So there's an official invite publicly.
00:49:32
Speaker
We'll tweet you right.
00:49:36
Speaker
So there's official.
00:49:37
Speaker
You hold me accountable now.
00:49:38
Speaker
It's on record.
00:49:41
Speaker
Thank you.
00:49:41
Speaker
But yeah, how'd you guys get in touch with the Utah Jazz?
00:49:45
Speaker
I've never seen solar companies.
00:49:48
Speaker
Maybe it's a thing by advertising solar companies partnered with the NBA teams or whatever.
00:49:53
Speaker
Is it out of that whole thing coming up?
00:49:55
Speaker
Yeah, it's really Luke.
00:49:56
Speaker
I've got to give a lot of credit to Luke.
00:50:00
Speaker
You know, greatest business partner ever.
00:50:02
Speaker
I love the guy so much.
00:50:04
Speaker
Luke is a people person.
00:50:05
Speaker
His strength is how he loves people and how hard he works.
00:50:09
Speaker
And
00:50:10
Speaker
We decided to get a few tickets to the Jazz games.
00:50:12
Speaker
That would be great.
00:50:14
Speaker
He loves the Jazz.
00:50:15
Speaker
He says he's their number one fan, but he didn't name his kids after the Jazz.
00:50:21
Speaker
But he was in there.
00:50:23
Speaker
We had a few tickets, and Luke took care of all of the people, administrative people, ticket people.
00:50:29
Speaker
I remember going to one game, and the security guard allowed us to exit in this private act.
00:50:37
Speaker
exit place to like miss the crowds and I'm like, it's like the players exit or something.
00:50:41
Speaker
I was like, what is happening?
00:50:44
Speaker
And they're like, oh, you're with Luke, you can go.
00:50:46
Speaker
The next game I was there without Luke and the security's like, who are you?
00:50:49
Speaker
And I'm like, what are you, well, I know Luke.
00:50:52
Speaker
He's like, nobody goes out this way.
00:50:53
Speaker
And I'm like, what in the world?
00:50:55
Speaker
But the guy just builds relationships everywhere.
00:50:58
Speaker
It doesn't matter what role somebody is.
00:51:00
Speaker
It doesn't matter what they're doing.
00:51:01
Speaker
He's kind.
00:51:02
Speaker
He's generous.
00:51:03
Speaker
And that really is how the partnership started.
00:51:08
Speaker
He built a great relationship with the Utah Jazz and the people from top to bottom.
00:51:13
Speaker
And then when they...
00:51:15
Speaker
They sort of restructured how they were doing their partnerships and the categories.
00:51:21
Speaker
They wanted them to be exclusive to one company so they could really help build the brand and partner.
00:51:26
Speaker
They're executives.
00:51:29
Speaker
They really talk about this.
00:51:31
Speaker
We want partnerships in the local community.
00:51:33
Speaker
We don't just want sponsorships or just throw your bread.
00:51:36
Speaker
Like, how can we help your business and how can your business help us and how can we really partner?
00:51:42
Speaker
I love what Ryan's done with the community and his community feel.
00:51:45
Speaker
And you look at what he did with the All-Star Game, and they really do want to support Utah local businesses here.
00:51:51
Speaker
And so for us, the category of solar became available, and they said, you know,
00:51:57
Speaker
this is what the package is, here's the seats, here's some of the assets that we want, branding, the club, which is really, really fun.
00:52:07
Speaker
There's the Legacy Club and dining experience for everybody and the tickets are on Legacy and various other things, email campaigns and we're the sponsor of the All-Star Games and we get to use the arena and we have the club we can go into even when games aren't playing during business hours, we can schedule time up there.
00:52:26
Speaker
So there's a lot of perks.
00:52:28
Speaker
And that partnership has really helped us say, hey, how can we build a household name?
00:52:33
Speaker
When our people are closing around the country, they can say, oh, yeah, we're partnered with the Utah Jazz, a Utah-based company.
00:52:39
Speaker
It just adds credibility that we're not a fly-by-night company.
00:52:43
Speaker
I think a lot of brands, they partner with professional sports teams to really start to become a household name.
00:52:49
Speaker
That's what we want to do, and we want to keep growing.
00:52:52
Speaker
Grateful, amazing organization.
00:52:55
Speaker
I think we're going to bring a championship home in a couple years.
00:52:57
Speaker
It's happening.
00:52:59
Speaker
We're building towards it.
00:53:00
Speaker
This was step one.
00:53:02
Speaker
Didn't make the playoffs, but we got some amazing pieces.
00:53:06
Speaker
But very grateful to the Utah Jazz, grateful to Luke for making that partnership happen.
00:53:12
Speaker
And we look forward to an amazing future, you know, as partners with their team.
00:53:17
Speaker
That's awesome.
00:53:18
Speaker
And hopefully you guys got any other partnership.
00:53:21
Speaker
I heard Utah's thinking about getting MLB and stuff.
00:53:25
Speaker
Yeah, it's awesome, man.
00:53:27
Speaker
I love that Utah's getting on the map.
00:53:29
Speaker
I'm a huge fan of Utah.
00:53:32
Speaker
I've seen what Ryan's been able to do, and I want to, you know, he's an amazing businessman and done some incredible things, but I want to learn from him of how can I support our local community here as best as I can.
00:53:46
Speaker
And, you know, so as other opportunities become available, it's certainly a value.
00:53:51
Speaker
Yeah, that's awesome.
00:53:52
Speaker
Yeah.
00:53:53
Speaker
Well, cool.
00:53:53
Speaker
Well, just to wrap up here, Doug, if people want to learn more about legacy, connect with you more, potentially looking to join the team, stuff like that, what's the best way to do that and reach out to you guys?
00:54:05
Speaker
Anyway, I think it's just reach out, right?
00:54:08
Speaker
I'm on LinkedIn.
00:54:09
Speaker
I'm on Instagram.
00:54:10
Speaker
Our Instagrams are out there.
00:54:12
Speaker
Our company ones are my personal one.
00:54:15
Speaker
I think people can find us on Facebook or Instagram.
00:54:18
Speaker
Any of these different ways, just reach out.
00:54:22
Speaker
If you have a question, don't hesitate.
00:54:24
Speaker
People sometimes are like, oh, Doug, I didn't want to reach out to you.
00:54:28
Speaker
I'm like, what do you got to lose?
00:54:30
Speaker
We knock on doors for a living.
00:54:32
Speaker
Come knock on our door.
00:54:33
Speaker
Come find out what we're all about.
00:54:35
Speaker
Come see what we're all about.
00:54:36
Speaker
And look, if everybody recruits and tries to grow their business, but
00:54:42
Speaker
Whether somebody works for me or not, I want to be collaborative with them.
00:54:46
Speaker
I want to build relationships with people because you never know.
00:54:49
Speaker
Yeah.
00:54:50
Speaker
Well, and I love that, I mean, Legacy is a huge organization.
00:54:53
Speaker
A lot of times guys don't know leaders, their CEO and everything.
00:54:57
Speaker
But I've talked to guys that are just like sales reps that haven't even been at Legacy forever.
00:55:02
Speaker
And a lot of them will talk to you personally and know you.
00:55:04
Speaker
And so that's cool with it.
00:55:05
Speaker
You still have your big company, but I think in a lot of ways you guys still have that personal feeling.
00:55:10
Speaker
Well, I've been a door knocker.
00:55:12
Speaker
I think that's different.
00:55:13
Speaker
Yeah, that's true.
00:55:14
Speaker
Many of the CEOs of installers haven't knocked doors.
00:55:20
Speaker
Yeah.
00:55:23
Speaker
Like some of the smaller ones, but large scale installers, many of them haven't knocked doors and they don't really understand that.
00:55:30
Speaker
Maybe they went out for a day or something, but not a career event.
00:55:33
Speaker
I knocked doors for 15 years, built sales teams, did the grind.
00:55:40
Speaker
I never forget.
00:55:43
Speaker
I try to never forget the grind of what it takes to go out and do door-to-door.
00:55:48
Speaker
Most people can't do it.
00:55:50
Speaker
Most people don't have what it takes to do it.
00:55:53
Speaker
And so I think it's a really unique skill set.
00:55:56
Speaker
And I try to remember and just honor.
00:55:59
Speaker
Honor the people that go door-to-door, whether with me or anywhere else.
00:56:03
Speaker
Like, honor them because it is freaking hard.
00:56:06
Speaker
And I think I know that.
00:56:07
Speaker
I think that's some of our secret sauce.
00:56:09
Speaker
Yeah.
00:56:10
Speaker
definitely helps do you ever get get back on the doors yeah i'll go out there i don't i don't sell in my own name or you know go out and you know all day and selling to you know break a record or you know those types of things today but i'll get out there with guys and go get some leads with them and stuff and i love it yeah that's awesome well doug it's been awesome and appreciate you making the time for this because i know you're a busy guy
00:56:34
Speaker
And yet we actually plan on doing it yesterday, but he's like, oh, I got to call some Japanese bankers or something.
00:56:40
Speaker
I know you got a busy schedule, so it's been awesome picking your brain, having you on for a little bit.
00:56:45
Speaker
So just to wrap up, I know we focus kind of on a lot of bigger picture things, building.
Advice for New Solar Sales Reps
00:56:51
Speaker
mission statements, some points of that behind the name, behind the brand.
00:56:55
Speaker
So for people who are just maybe starting out in sales, just starting to hit their own doors, what advice would you have for someone that's just kind of starting out in solar, haven't gone through all those years and building teams?
00:57:07
Speaker
What do you think could help a new guy starting out in solar?
00:57:10
Speaker
Be active.
00:57:13
Speaker
Don't be a victim.
00:57:15
Speaker
Move, take action, go.
00:57:20
Speaker
I see a lot of people that think that they're hard workers.
00:57:24
Speaker
I think people should really look at the definition of hard work.
00:57:27
Speaker
Like what is hard work?
00:57:29
Speaker
What does it really look like?
00:57:30
Speaker
And go and work hard and immerse yourself in it and don't quit when it gets hard.
00:57:35
Speaker
You know, I coach baseball.
00:57:38
Speaker
Like my kids' baseball teams are really involved.
00:57:40
Speaker
Like think about the game of baseball.
00:57:42
Speaker
It's a game of failure.
00:57:43
Speaker
Yeah.
00:57:45
Speaker
People use these analogies over all time.
00:57:47
Speaker
If you hit three out of 10, you bat 300 in the major leagues, you'll make millions and millions and millions of dollars.
00:57:53
Speaker
That means you're failing seven times out of 10.
00:57:56
Speaker
You are failing.
00:57:59
Speaker
And it's like, how do you deal with a game of failure?
00:58:02
Speaker
Baseball is such an incredible game mentally, but I think it's applicable to sales.
00:58:07
Speaker
How many times will a door-to-door person fail?
00:58:11
Speaker
Let's look at the numbers.
00:58:12
Speaker
Let's make it statistical like baseball.
00:58:15
Speaker
How many doors will a sales rep knock on in a day and seemingly fail?
00:58:21
Speaker
A hundred doors on a day they knocked and didn't get one lead?
00:58:26
Speaker
That happens.
00:58:27
Speaker
You think about that, that's hard to face rejection like that.
00:58:31
Speaker
I knocked a hundred doors and got nothing and you can feel defeated.
00:58:35
Speaker
In the game of baseball, you can feel defeated.
00:58:38
Speaker
One of the things we talk to the players about are how do you find little wins that may not be a hit.
00:58:44
Speaker
Did you hit the ball hard?
00:58:46
Speaker
Did you swing at a ball outside of the zone?
00:58:48
Speaker
If you did, you need to be accountable and be more disciplined as a hitter.
00:58:53
Speaker
If you hit the ball hard and it goes foul,
00:58:55
Speaker
It's a strike.
00:58:56
Speaker
That's bad for you.
00:58:57
Speaker
But if you hit the ball hard, no, you won.
00:58:59
Speaker
You versus the pitcher, you won.
00:59:01
Speaker
So finding the small things, and I think as door knockers, we have to do the same thing.
00:59:05
Speaker
Did we keep the door open a little bit longer?
00:59:07
Speaker
Did we engage and get a spouse to come to the door when it wasn't going to happen so we could engage with them?
00:59:14
Speaker
How do we find the little wins and build upon that?
00:59:16
Speaker
So my advice is to take action and
00:59:19
Speaker
Yeah.
00:59:37
Speaker
Hey, I was in the neighborhood.
00:59:38
Speaker
Here I am.
00:59:38
Speaker
Like, let's talk solar.
00:59:40
Speaker
Like, let's go.
00:59:41
Speaker
And I think that, like, relentless attitude, I think it's missed oftentimes.
00:59:46
Speaker
And I think people get victimized a lot.
00:59:48
Speaker
And I think incomes would go up.
00:59:50
Speaker
I think they would be happier and more fulfilled if they would take more action and get rid of the laziness.
00:59:55
Speaker
Yeah, I love that.
00:59:57
Speaker
Yeah, that's a nugget for sure.
00:59:58
Speaker
And, yeah, I've seen it time and time again.
01:00:00
Speaker
That's what separates the top reps from averages.
01:00:03
Speaker
They're out there hustling.
01:00:05
Speaker
They're thinking of it like that.
01:00:06
Speaker
Like you said, game of baseball, and they're not having the pity party when stuff doesn't go their way.
01:00:11
Speaker
Roll with the punches.
01:00:12
Speaker
The principles are taught in a lot of places.
01:00:13
Speaker
Coach Wooden, in one of his books, talks about the pyramid of success.
01:00:19
Speaker
And one of the corners is industriousness.
01:00:22
Speaker
It's this idea of hard work.
01:00:25
Speaker
And then the other side is enthusiasm.
01:00:27
Speaker
You've got to have enthusiasm and you have to be industrious.
01:00:30
Speaker
And that takes you up to the top of the pyramid, which is competitive greatness, which is being at your best when your best is needed.
01:00:36
Speaker
So I think the pillars are work ethic and enthusiasm, industriousness and enthusiasm to get to this crown of competitive greatness.
01:00:44
Speaker
And so I love his books and I've learned a lot from Coach Woon.
01:00:47
Speaker
That's awesome.
01:00:49
Speaker
Sweet.
01:00:50
Speaker
So guys, everyone listen to this podcast.
01:00:52
Speaker
Yeah.
01:00:52
Speaker
Focus on those fundamentals.
01:00:54
Speaker
Have a good attitude.
01:00:56
Speaker
Roll with those punches.
01:00:57
Speaker
And yeah, I mean, you guys have done it in your organization.
01:01:00
Speaker
I think that's something that's talked about top to bottom that I've seen with the legacy of you guys at your company.
01:01:05
Speaker
So I appreciate having you on today, Doug.
01:01:08
Speaker
And I can't wait to see what you guys do next.
01:01:11
Speaker
But congrats on the success.
01:01:12
Speaker
And hopefully we have a follow-up.
01:01:14
Speaker
Maybe we'll do a podcast in Utah Jazz and, you know, hear the court in the background.
01:01:18
Speaker
Awesome.
01:01:19
Speaker
That sounds great.
01:01:19
Speaker
I'd love to.
01:01:20
Speaker
Okay, so guys, reach out to Doug.
01:01:22
Speaker
Let him know you.
01:01:23
Speaker
Thank him for coming on the show today.
01:01:25
Speaker
And I think, again, Doug, we'll talk soon.
01:01:27
Speaker
Okay, thanks.
01:01:30
Speaker
What's up, solarpreneurs?
01:01:31
Speaker
Hope you enjoyed the episode.
01:01:33
Speaker
Before you run out and start selling more solar yourself, wanted to let you know about an exciting new cheat sheet we created specifically for you in mind.
01:01:43
Speaker
One of the top questions I get asked on Instagram, on Facebook, by our listeners is, Taylor, where should I start?
01:01:50
Speaker
What episodes should I listen to in the podcast?
01:01:53
Speaker
You got too many podcasts, man, because now we have over 200 episodes.
01:01:58
Speaker
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01:02:11
Speaker
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01:02:20
Speaker
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01:02:22
Speaker
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01:02:26
Speaker
Again, that's top10, the number 10,.solarpreneurs.com.
01:02:31
Speaker
Don't forget the S on solarpreneurs.
01:02:33
Speaker
We will have that in the show notes.
01:02:35
Speaker
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01:02:37
Speaker
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01:02:42
Speaker
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01:02:44
Speaker
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