Transcript
Speaker: Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
Speaker: My name is Taylor Armstrong.
Speaker: I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
Speaker: I teach you how to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro, and closing more deals.
Speaker: What is a Solarpreneur you might ask?
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.
Speaker: What's going on, solopreneurs?
Speaker: I am excited today because we have another female door knocker who is crushing it in the industry, and she calls herself the queen of door-to-door.
Speaker: Is that right?
Speaker: Is that what you call yourself, Michelle?
Speaker: The D2D queen.
Speaker: Okay, D2D queen.
Speaker: Reversed a little bit.
Speaker: But anyone that calls themselves the D2D queen, I figure we got to get them on the show, hear what they're doing.
Speaker: hear how they achieve this royalty in door-to-door.
Speaker: So Michelle, I'm super excited to have you on today.
Speaker: So welcome on the podcast again.
Speaker: Thank you so much for having me.
Speaker: Yeah, it'll be fun time here.
Speaker: So we're just talking a little bit off the camera here before we hit record, just kind of your background and you've been in door-to-door probably longer than I think pretty much anyone I've heard of.
Speaker: What is 15 years?
Speaker: Is that right?
Speaker: In January, it'd be 15 years.
Speaker: Yeah.
Speaker: 15 years.
Speaker: Holy cow.
Speaker: I started in 2007.
Speaker: Jeez, that's long.
Speaker: So you, most people, you know, don't last that long.
Speaker: And like we were just talking about before, almost everyone is looking for a way to get off the doors, but Michelle's like, no, bring it on.
Speaker: I want to stay in the doors.
Speaker: I'll stay here until I can't walk anymore.
Speaker: I love being at the doors.
Speaker: Yeah.
Speaker: So we're going to hear all about that journey, Michelle.
Speaker: And what's even cooler is right now she's with Power, which another cool thing is a lot of them are focused on virtual selling.
Speaker: I know and kind of different ways of Legion, but Michelle, she's still grinding, she's knocking doors.
Speaker: So we're gonna hear all about it.
Speaker: So Michelle, do you want to just tell us kind of your journey, how you got started in door to door and how you ended up in solar and your story behind that?
Speaker: So I started in door to door in 2007, January of 2007.
Speaker: And I just answered an ad at that time.
Speaker: I was a military wife.
Speaker: So I was in Fredericksburg, Virginia on Quantico Marine Corps base and was looking just to make some side money.
Speaker: And I answered an ad in a paper, which back, you know,
Speaker: 15 years ago, they did that.
Speaker: We opened up a newspaper, right?
Speaker: And you see classifieds.
Speaker: So I don't know if people know what those are anymore, but I entered, I saw just my eyes just got drawn to this little one-liner that said, do you want to make $600 to $1,000 a week?
Speaker: And at that time, I didn't know better and didn't know it was commission-based because there was such a range.
Speaker: I just was like, hey, that sounds interesting.
Speaker: But it was a very vague ad.
Speaker: I answered it.
Speaker: Nobody told me.
Speaker: It was door-knocking, first and foremost.
Speaker: I just answered an ad.
Speaker: It was for ADT security, like an authorized dealer for ADT.
Speaker: And I went in to interview.
Speaker: I called the number.
Speaker: They scheduled an interview with me, went in there.
Speaker: The guy interviewed me, still didn't tell me it was for door knocking.
Speaker: He just said, hey, you're going to be selling alarm systems.
Speaker: I was like, great.
Speaker: You know, ADT is a big company.
Speaker: And I thought, you know, maybe it's in-house customer service or, you know, people come to us and whatnot.
Speaker: So went through a three-day training program, still did not know it was door to door.
Speaker: I figured I was commissioned a commission-based job and at that time it was like $250 in the alarm system and I was like well this seems like great money still and so I've already invested three days of this so let me go into the training so then I show up on a Monday ready to go and then I get put in this white van and I'm thinking I'm either getting trafficked right now
Speaker: And I don't know it or where are we going?
Speaker: You know, all I heard is we're going to the field and I'm like, I'm about to get chopped up or something.
Speaker: But I'm like, Hey, you know what?
Speaker: I'm invested four days now.
Speaker: So let me get in this white van.
Speaker: Right.
Speaker: I'm with a team of people.
Speaker: with a team of people.
Speaker: And finally, some guy who was my team leader at that time was like, yeah, we're going to go hit some doors.
Speaker: And I'm like, what is that?
Speaker: You know, we're going to go door knocking and talk to homeowners.
Speaker: And then he says, nobody told you this was a door knocking job.
Speaker: I'm like, no, like what's door knocking?
Speaker: So yeah,
Speaker: He's like, well, you know, just hang in here for the day and you'll see what we do.
Speaker: So now I'm like, well, I'm in the stand.
Speaker: We're going God knows where and I'm in it to win it today.
Speaker: So I do it.
Speaker: And it was the best day of my life.
Speaker: Really?
Speaker: Wow.
Speaker: I wish every recruit said that.
Speaker: That's awesome.
Speaker: For me, it was exciting because I'm like, whoa, we're knocking on random doors, talking to random people.
Speaker: The alarm systems are free.
Speaker: We're giving them away.
Speaker: This is going to be way too easy.
Speaker: How come not everyone's getting a free alarm system today, right?
Speaker: So it was different.
Speaker: And the way I am as a person, and especially in sales, my personality is I love going against the grain.
Speaker: I love doing things that are challenging to myself.
Speaker: And so I'm like, this has to be the most challenging thing ever, you know, knocking on strangers doors.
Speaker: So, um, and so I, I did it.
Speaker: I liked it.
Speaker: It was super easy.
Speaker: Um,
Speaker: And of course there's hard days, you know, in Virginia, it drops down to like 30 degrees and we're knocking in the winter time, it's January.
Speaker: So I'm freezing my butt off.
Speaker: And so, but I always thought to myself, like, you know, where it's warm, it's warm inside of a house.
Speaker: So get in one.
Speaker: And, you know, I'm door knocking, you know, and just my goal is to get in the house and talk to a homeowner.
Speaker: And it was, it was great.
Speaker: You know, I had a really good training team and,
Speaker: They taught me the door to door mindset and along the way, I just stuck with it.
Speaker: I moved as a military wife, moved to Texas.
Speaker: So I did transition and pivot along the way into different jobs, but it always led me back to door to door.
Speaker: And to me, that's the bread and butter of any business, whether you're a realtor, whether you're selling solar, home security.
Speaker: Um, it's, it's super important to be in front of a person.
Speaker: It's better than being on a, on a phone call or, you know, even virtual business is great, but I think people crave that human interaction.
Speaker: Yeah, no question.
Speaker: I agree 100%.
Speaker: So I got to ask Michelle, what did your husband think of all this?
Speaker: You come home, it's your first day knocking, and you didn't even know that it was door to door.
Speaker: Was he surprised when you said you're knocking on doors?
Speaker: Well, first of all, he's like, Michelle, you went to work at 930.
Speaker: How are you coming back at 1030 at night?
Speaker: Because door to door when you're knocking, I mean, maybe I worked for like,
Speaker: a very disciplined company, but we were out until like the very last door we knocked was like nine o'clock at night.
Speaker: Wow.
Speaker: Yeah.
Speaker: And so, and we could be like a whole different part of Virginia.
Speaker: We could be maybe even like in Maryland.
Speaker: Some days we drove up to Baltimore, Maryland.
Speaker: or Washington, D.C., or South Virginia.
Speaker: Nobody told me these things when I got hired.
Speaker: But let me tell you what, I'm so grateful they didn't tell me.
Speaker: Because if someone told me, like, you're locking doors for 10 hours day one, I probably would have been like, hmm, let me think about this.
Speaker: Like, let me just think about it.
Speaker: But you know, when I did it day one, I was like...
Speaker: oh, this is like, this is so cool.
Speaker: You're talking to different people, you know, th is is amazing.
Speaker: And I'm a people person and I love talking to people.
Speaker: And now I've learned, like I've mastered the art of door knocking.
Speaker: And that's why the guys here are like, you're like the door to door thing.
Speaker: Like you just don't like, you just love being at doors.
Speaker: And I just teach people, we're teaching our team how to hit doors, knock doors, play the number game and stuff.
Speaker: Yeah, that's so cool.
Speaker: Because like I was telling you before we started, I know quite a few people in power your company and a lot of people have been in door to door like a couple years and they start saying, Oh, I want to figure out how to just do online leads, how to not knock anymore.
Speaker: Then they spend all this money, go hit and miss leads for them.
Speaker: And then their closing percentage goes down virtual.
Speaker: So nothing against virtual.
Speaker: I know guys are having a ton of success virtual, but to your point, I think you can never replicate that face-to-face interaction.
Speaker: It's just so much easier.
Speaker: You'd probably agree just to educate people, to help them understand, to read their objections and really just, I don't know.
Speaker: I think my closing ratio has always been much better face-to-face, which is why I tell people, you know.
Speaker: especially starting out, go get that interaction and go hit some doors.
Speaker: Cause I think you'd probably agree when you can knock a door, when you can close a deal in person, it's going to make you that much better on, on a phone or, you know, in virtual cells or in virtual appointments too.
Speaker: Would you agree?
Speaker: Absolutely.
Speaker: And there's like a psychology behind door knocking.
Speaker: Like you have to be prepared for the worst.
Speaker: You're going to have people slam doors on your face.
Speaker: You're going to, I honestly, I embrace the mean ones.
Speaker: Like, and I even tell them like, Hey, I'm so thankful you're so mean to me.
Speaker: me today because honestly that means that everybody coming behind me statistically is going to be nice.
Speaker: Every neighborhood has like that one mean guy and I thank you that I encountered you sooner than later.
Speaker: So and they're like what the heck like she's like and then they feel bad you know they feel terrible.
Speaker: So
Speaker: And they're like, you know, I'm so sorry.
Speaker: It's just so many people have knocked on my door today.
Speaker: And I'm like, I understand.
Speaker: I totally get it.
Speaker: That's how serious we are about helping people go green.
Speaker: I'm going to tell you, I probably won't be the last one to knock on your door.
Speaker: But, you know, I tell my guys all the time, be happy, embrace the mean ones.
Speaker: Like, don't let them get to you that, like, statistically, they're going to exist.
Speaker: They're there.
Speaker: Like, and just thank them for being mean and move along, you know?
Speaker: Yeah.
Speaker: And so...
Speaker: I love that.
Speaker: I'm going to use that line next time.
Speaker: I toy with homeowner.
Speaker: I toy.
Speaker: Yeah, it's funny.
Speaker: It's even funnier when you're so kind about it too.
Speaker: You know, I joke with them.
Speaker: They tell me you're like the fifth person that came to my door today.
Speaker: And I'm like, great.
Speaker: Did I win anything?
Speaker: Did I get like a prize of some sort?
Speaker: And so they're like, what?
Speaker: Yeah.
Speaker: They send the ugly ones first.
Speaker: Yes, I love that one.
Speaker: Yeah.
Speaker: You know, they sent all the ugly guys first.
Speaker: Here I am, number five, the pretty girl.
Speaker: So this is where you say yes.
Speaker: Okay.
Speaker: Exactly.
Speaker: That's awesome.
Speaker: And yeah, now obviously you're in Dallas.
Speaker: Love Dallas.
Speaker: That's actually where I started off my, I guess, selling journey.
Speaker: I started selling pest control in Dallas, clear back in, it was like 2012.
Speaker: And, yeah, I don't know if it's changed much, but in the summer of 2012, it was brutal.
Speaker: I can't believe, you know, I was similar to you.
Speaker: I was out there knocking nine, ten hours a day.
Speaker: And in Dallas in the summer, you know how it is.
Speaker: You're just, like, sweating.
Speaker: You're begging for water every other door.
Speaker: Yeah, I had to do it.
Speaker: I had a two year, I have a two year old son and I door knocked up until I was like eight and a half months pregnant.
Speaker: So when I was pregnant, I door knocked.
Speaker: That was the best time because people were like, do you want water?
Speaker: Do you want food?
Speaker: Oh my gosh, you're knocking.
Speaker: And I'm like, that's how serious I am about putting food on the table.
Speaker: Like this is amazing exercise.
Speaker: And I would joke around about, you know, can I just come in?
Speaker: I think I'm in labor and just joke around.
Speaker: But it was just like, I just love the door knocking.
Speaker: It kept me healthy.
Speaker: It kept me busy.
Speaker: you know, people were just like, she's pregnant and she's door knocking.
Speaker: I'm like, I'm pregnant.
Speaker: I'm not dead.
Speaker: Like, come on out.
Speaker: That's awesome.
Speaker: No, I got mad respect for you and Suli Zink.
Speaker: She was on the show about a month ago, but she knocked while she was, I think, eight months pregnant as well.
Speaker: So I'm like, man, what am I doing?
Speaker: Complaining.
Speaker: My feet hurts.
Speaker: And we got pregnant ladies knocking on doors.
Speaker: Yes, absolutely.
Speaker: Yeah, it's funny right now while we're talking it's like the windiest I've ever seen it in San Diego here and got rain coming down.
Speaker: And I'm like, man, this is a this looks terrible to go out and knock in but there's people in you know, Colorado and he's knocking and I'm here complaining so
Speaker: yeah I don't know it's great to have people like you guys and the summertime my guys are like it's so hot I can't wait and so you know it's summertime and you're saying it's hot but when the wintertime rolls around you're gonna say oh I wish it was hotter you know because you're right I'm like I think it's just a matter of switching your mindset and knowing what you're out knocking for you know
Speaker: Yeah.
Speaker: So and people respect that, you know, like winter seasons, everybody's off season.
Speaker: I'm like, yeah, that's when we should be at the doors because everybody's taking the winter season off, you know, and here we are behind them.
Speaker: So a step ahead of them.
Speaker: Yeah.
Speaker: Yeah, no, and I think you've probably done trainings on this, but for those that are knocking hard, you know, fall, winter, spring, that's the off season for mostly summer reps, right?
Speaker: So listeners got to understand that that's when people are getting hit up less.
Speaker: And in my opinion, like we're both in probably saturated markets, Dallas and San Diego.
Speaker: And for me, it gets a lot easier to sell out here during the winter because I'm not getting the, oh, you're the 10th guy this week that's come to my door.
Speaker: Oh, yeah.
Speaker: We've been hit up all the time.
Speaker: So I think it's a great time if people can get out there and, you know, push themselves even harder.
Speaker: And people, we're in the buying season.
Speaker: Come on, it's the holidays.
Speaker: So November, December, everybody's looking to buy, you know?
Speaker: So we're catching them riding that buyer's season of the year.
Speaker: Yeah.
Speaker: for sure so michelle um tell us about how did you transition into solar then you did what was it 14 years off and on of alarms then is that right before you got into solar so you know when you're canvassing i don't know if you've ever had this happen to you like you probably get hit up by multiple companies solar pest control um
Speaker: roofing companies everyone's like oh look you know a door knocker let's scoop her up and so solar was probably one of the most hit up businesses and I just thought to myself like no way like I've heard how expensive solar is I'm I'm in the business of giving away free things like alarm systems and instant gratification and I send an alarm it's installed same day and I'm paid the next week like this is too easy um
Speaker: Solar is a whole different game.
Speaker: So then, you know, I had guys approach me with them power last year and I was leasing an office within the same building as a solar company and, you know, conversation, they would talk about solar and they try to recruit me and I'm like, no, it's okay.
Speaker: I'm good.
Speaker: I'm comfortable.
Speaker: I'm running my own authorized dealer.
Speaker: I'm fine making the money I'm making.
Speaker: I'm all right.
Speaker: Then I would see them, I would see the people coming in, I would hear them clapping and I would kind of just got curious, popped my head in a couple of meetings or talking about how much they're making.
Speaker: And I'm like, wait, what?
Speaker: How much y'all making solar?
Speaker: So they were like, oh, we didn't tell you how much we made.
Speaker: I was like, no, yeah, that would have been nice a month ago to know.
Speaker: Now they caught my attention.
Speaker: Yeah.
Speaker: So then initially they hired me on their team just to teach door to door.
Speaker: You know, I'm like, let me just watch what you guys do.
Speaker: Give me 30 days.
Speaker: Give me 30 days to learn solar.
Speaker: And if I get it, I'll run with it.
Speaker: So 30 days straight solar training, put my alarm business on the back end for a bit.
Speaker: And then just solar was just one of those things.
Speaker: I'm like, why is everyone not doing this?
Speaker: Yeah.
Speaker: And so I learned and mastered solar at the door.
Speaker: And then I learned how to duplicate that and share what I do at the door and just really how to help homeowners in the solar industry.
Speaker: And I'm like, it's the same door to door concept.
Speaker: It's just a different product, you know, and helping it make sense to homeowners.
Speaker: And so I just stuck with it.
Speaker: And then I loved it and I still love it.
Speaker: And I'm still,
Speaker: recruiting people to do it and then focusing on the door-to-door side because power, it's a virtually ran business, but they don't have a lot of the door-to-door people.
Speaker: So,
Speaker: People are craving to be at the doors now, though, and now they know that, hey, the door-to-door queen knows what to do at the doors with solar, so why not?
Speaker: So we run an amazing training program here out of our office, and we bring several power consultants through our doors, and they train on sales.
Speaker: They train on educating homeowners at the doors.
Speaker: They train in appointments.
Speaker: They utilize us, and we run these projects with them, and it's just a ton of training, which is great.
Speaker: Yeah.
Speaker: I personally focus on door-to-door.
Speaker: Okay, that's awesome.
Speaker: And yeah, anyone I've seen that has done alarms, they've always had a ton of success transitioning to solar.
Speaker: I don't know what it is, but probably alarms is, seems like it'd be a harder sell to me.
Speaker: I don't know, you tell me.
Speaker: Alarms, you guys are, yeah, you guys are hardcore out there.
Speaker: So it seems like it'd be an easy transition, switching over to solar and just saving people money.
Speaker: A lot of similarities, I guess, with that.
Speaker: But yeah, did you see any similarities or things in specific that helped you from your alarm background and then now applying them in solar?
Speaker: Anything in specific that you feel like has been super helpful knowing alarms and kind of your background in that?
Speaker: I think that I'm in the business of saving people money, period, in general.
Speaker: It's like not, I'm not a security consultant or a solar professional.
Speaker: I'm a people person.
Speaker: Like it's, I'm in the business of saving people money.
Speaker: So as an authorized dealer, we would give the equipment away for free.
Speaker: So we would, so now we are adding a payment.
Speaker: So I am adding like anywhere from a $45 to $65 payment.
Speaker: home security payment to somebody, but it made sense to them because it's peace of mind.
Speaker: It's something that they need.
Speaker: It's, I used to feel like home security was a luxury, but it's actually a necessity, right?
Speaker: So just coaching homeowners and understanding that.
Speaker: And then their biggest savings is they're getting a system for free, you know, cameras, home automation and stuff like that.
Speaker: So, and then I sold for the largest company, which was ADT.
Speaker: So that was a no brainer.
Speaker: That was not a very hard system to sell.
Speaker: So for me, it was kind of easy.
Speaker: It's free, it's ADT, and we're giving you some peace of mind.
Speaker: Then transitioning into solar, at first it was a little nerve-wracking because I'm going from giving somebody a free product to now,
Speaker: educating homeowners on saving themselves on their energy bill.
Speaker: So the savings aspect was there.
Speaker: So now we're talking about saving thousands of dollars over a 25 year period.
Speaker: So once the numbers made sense to me, it was easy to make it make sense to homeowners.
Speaker: And it took the nerve wracking part of feeling like I'm about to ask somebody to finance a product for like, you know, 25 years, that's like $40,000 or $70,000 depending on the system size.
Speaker: And so,
Speaker: But once I learned how to do it, it was easy.
Speaker: Once I learned how to do it, it's like, okay, you know, I'm still in the business of saving people money.
Speaker: And so I'm not actually charging them this because this money they're already spending, you know?
Speaker: So I'm not adding an additional payment to somebody's pocket.
Speaker: It's a payment that's already there.
Speaker: So that was the difference.
Speaker: I'm not adding another bill like I would for home security, but it's just when you break the numbers down for somebody else,
Speaker: know and he helped them make sense as to how that money's spending and what they're saving what they've already spent and what they're gonna spend over the next 25 years i just felt like it kind of went hand in hand yeah and now it's neat because i can use my um homeowners for the lawn side and um use them to quote unquote flip them into solar customers as well yeah so yeah the
Speaker: huge advantage and no, a lot of similarities, I think between that, I mean, yeah, you're saving people money, I guess.
Speaker: Yeah.
Speaker: I mean, we're pitching it.
Speaker: There's no upfront costs for alarms or solar, I guess, technically.
Speaker: Right.
Speaker: And so, yeah, before I know when your superpowers to Michelle is just, you talked about just educating homeowners because, um,
Speaker: What you just said, I think, especially out here in San Diego, that's half the reason that people haven't gone to solar is because they thought there's a big upfront cost.
Speaker: There's misconceptions they heard.
Speaker: It's just the education part.
Speaker: So I think we both agree that education is so huge because if people really understood what solar is, they're not going to pay anything out of their pocket.
Speaker: It's going to be a cheaper bill usually than what they're paying.
Speaker: that they're going to have the ownership aspect it's like who's not going to do that come on if they don't understand i always joke around i'm like going solar is like an iq test like it's almost a no-brainer like i'm gonna take and if and sometimes i'm like wait i just help i just told this homeowner how much money they're gonna save how why are they not going solar like you're not doing my job so it has to make sense yeah but i personally take the education piece
Speaker: And I apply it to everyone I come across, like realtors or, you know, tax CPAs and people that I feel like homeowners throw toward me.
Speaker: Like they're like, well, I don't want to go solar because my CPA said this.
Speaker: I don't want to go solar because my neighbor said that.
Speaker: Or I don't want to go solar because my realtor said this.
Speaker: Then I started realizing, you know what, it's not the homeowner's fault.
Speaker: It's not even the realtor's fault.
Speaker: There's so much miseducation.
Speaker: So what can I do to jump those hurdles?
Speaker: So now we do lunch and learns for realtors.
Speaker: We do lunch and learns for CPAs.
Speaker: We do lunch and learns for anybody that's going to become an objection to me.
Speaker: I'm now going to make my friend.
Speaker: I'm now going to educate them on the solar industry because they don't know.
Speaker: You know, it's not their fault.
Speaker: They don't know because they don't know what they don't know, you know, so I need them to get out of my way.
Speaker: So I need to educate them.
Speaker: I'm talking, you know, like we bridge these gaps now.
Speaker: So for me, it's more than just being a solar professional.
Speaker: It's just being an educator in general.
Speaker: So now I'm doing these lunch and learns.
Speaker: I'm talking to realtors about.
Speaker: the solar industry.
Speaker: And now they invite us back to when they do an open house, Hey, can you come in to our open house?
Speaker: Because we're going to do an open house in this home.
Speaker: I'm selling has solar panels on it.
Speaker: Can you educate them?
Speaker: But guess who's going to be at those open houses, the neighbors, right?
Speaker: That don't have solar panels on their home.
Speaker: So now we go.
Speaker: And so we educate homeowners on going solar and then we flip them into our referral partners.
Speaker: So now they're sending us customers.
Speaker: So we get them green certified.
Speaker: So we get them green certified.
Speaker: They come through some trainings and now they get to brand themselves as a green as a green realtor.
Speaker: So now those are my referral people.
Speaker: If I'm going to sell a home or if I'm going to have a homeowner that's telling me, hey, you know what?
Speaker: I want to learn more about the reselling my house with solar panels on it.
Speaker: Okay, I'm going to connect you to a realtor that's green certified.
Speaker: They're green certified now.
Speaker: They've gone through our training courses.
Speaker: They understand what solar is.
Speaker: So now when it's time to sell your house, this is the realtor that you want to use.
Speaker: Um, and so we give them some business and they give us business and, you know, so now we're bridging these gaps.
Speaker: We're same thing for the CPA, CPA, um, tax accountant.
Speaker: Can you please tell me how these tax credits work so I can educate homeowners on them?
Speaker: And if I can't educate homeowners on them, I'm going to send them to you.
Speaker: Now I want to make sure that the CPA they're talking to is a friend of mine.
Speaker: So I know that they're educated in solar.
Speaker: They know how the solar tax credits are going to work.
Speaker: So I'm not sending them to some random person.
Speaker: So now the CPAs are our friends, they're our referral partners, and I'm sending them to a CPA that's educated in solar.
Speaker: And then, you know,
Speaker: cpas they send us business because you know we're sending them business so it's literally like just a huge world of education and bridging these gaps of people that are in my way so and um and you know so it goes outside the homeowner it's educating people that should know about solar which is pretty much everybody right yeah so i think that's so cool because um
Speaker: Especially out here in San Diego, I see it all the time where just like you're saying, the CPAs don't have the education or the realtors, they don't have the knowledge about solar.
Speaker: They just want to like sell the home quicker.
Speaker: And for me, it's like every time I get that objection, oh, let me talk to my CPA.
Speaker: Let me talk to my realtor.
Speaker: It's almost like I'm just crossing my fingers at that point.
Speaker: They're going to say it's a good thing.
Speaker: Yeah.
Speaker: I'll tell them, well, hey, look, I know you want to talk to your CPA.
Speaker: Let me connect you to my CPA because my CPA is green certified.
Speaker: My realtor is green certified.
Speaker: Now, they don't need to sell your home, but the proper questions you want to ask them, hey, is your CPA green certified or is your realtor green certified?
Speaker: And they'll say, well, what's green certified?
Speaker: Are they certified in solar?
Speaker: Are they educated in solar?
Speaker: So they'll be like, no, not really.
Speaker: Okay.
Speaker: So then they're probably the last realtor you want to talk to.
Speaker: So stay with your realtor, but let me connect you to mine because he's certified and he's going to tell you the ins and outs of everything about going solar and having glass on your roof.
Speaker: That's the person you want to talk to, right?
Speaker: So then now we're connecting them to realtors who are knowledgeable, but that's because we took time.
Speaker: an hour or two we brought them breakfast tacos and margaritas or whatever they wanted and we're talking to realty firms that have like 45 realtors in their office so i'm just feeding them i'm asking for about an hour or two of their lunch break i'm going in there and i'm telling them about me and i'm telling them about solar and not only are we establishing relationships with realtors but they become our referral partners so like i the last one we did we got like two referrals out of it
Speaker: So, and they were like, hey, we've got somebody to send you.
Speaker: And I'm like, great, because I'm going to be calling you when the next person that's like, well, let me ask about, you know, and the realtors, they are also educating us.
Speaker: So,
Speaker: They educate us on the appraisal.
Speaker: They teach us about how the homes are getting appraised and the proper percentages.
Speaker: Cause you know, sometimes homeowners will ask me, well, what kind of value is this going to bring to my house?
Speaker: And honestly, I couldn't tell them one way or the other.
Speaker: So I'm like, well, let me talk to my realtor.
Speaker: Cause this is where they educate me is where they educate us.
Speaker: And they tell us, you know, about the different, um,
Speaker: benefits of people, you know, or Zillow, they send me really cool Zillow reports.
Speaker: I'm like, Hey, can you send me a Zillow report real quick?
Speaker: And then I send them a Zillow.
Speaker: I send my homeowner a Zillow report and they're like, okay, I feel a little more comfortable.
Speaker: I'm like, you see in the Dallas market.
Speaker: Yeah.
Speaker: Look at that.
Speaker: You know, 7% of houses are selling quicker because they have solar panels on them.
Speaker: And this came from a realtor.
Speaker: So, you know, it just helps to have those relationships with people.
Speaker: Yeah, that's super powerful nugget right there.
Speaker: I love that.
Speaker: Yeah, I never thought of like asking the green certified realtor question.
Speaker: So yeah, I'm gonna start doing that for sure.
Speaker: That's awesome.
Speaker: And honestly, it kind of puts their homeowner in the kindest way it puts them in their place.
Speaker: Because
Speaker: And they're going to go ask a realtor and who knows if that realtor even likes solar or not, because they're going to get a very biased answer.
Speaker: So it's good to control that part where like, hey, use your homeowner or and if they say my realtor is not green certified.
Speaker: OK, cool.
Speaker: Let's get them green certified.
Speaker: First of all, that way they get the right.
Speaker: They're given the right information because solar right now, the misinformation is out there and it's.
Speaker: it could get in our way, you know?
Speaker: Yeah.
Speaker: Love that.
Speaker: No, I think that's a cool thing that I've heard a lot of people at your company at power doing is just the networking aspect.
Speaker: And I think that's where a lot of the typical door to door companies, um, a lot of these guys that came from alarms, they're not doing these things because, um,
Speaker: you know, a lot of us are just like, Oh, let's just go hit more doors.
Speaker: We're not going to take the time to like educate.
Speaker: We're not going to go out and make connections with realtors, with CPAs.
Speaker: Let's just put that down and knocking more doors.
Speaker: So I think it's good.
Speaker: But yeah, I think there's something to be said about just networking like that and building those relationships because that's supplementing your door to door, you know, leads.
Speaker: You're probably getting leads all the time from these realtors, people that you educate and
Speaker: Yeah.
Speaker: How do you go about, Michelle, how do you go about, let's say someone's never done these lunch and learns.
Speaker: Do you just like hit up, cold email them, say, Hey, can I come to your office?
Speaker: Or how do you like go about building these connections and just get your, get your foot in the door with these people?
Speaker: Instagram.
Speaker: I look at, we look at Instagram.
Speaker: well, I say Instagram, social media in general.
Speaker: Like I won't just go and like look at multiple, um, realty companies.
Speaker: Like I want to look at like the last company we worked with, they're one of the top realtor companies in, um, the Dallas area.
Speaker: They're called the real Dallas realtors, I believe.
Speaker: Um, and I look at their social media content.
Speaker: I look at how active they are, how big they are, what they're doing.
Speaker: We even attend their events.
Speaker: Like they have, they had a really, they got ranked, I think the top,
Speaker: company and so they had this huge celebration it's like all right let's support them as much as we can let's show up to their events so when it's time for us to send them an invite to like our events and they show up to our events they it's just really establishing that relationship with people um
Speaker: And so Instagram's the way I like to do it with these roofers.
Speaker: Roofers, we'll just call them.
Speaker: Hey, have you considered adding solar to your book of business?
Speaker: And Power is really designed to be able to onboard companies like roofing companies because it's designed around recruiting.
Speaker: There's multiple ways you can make money through Power and whatnot.
Speaker: So just the way the platform's laid out, it works.
Speaker: creates different ways for us to leverage that business so like i said you know we bring roofing companies to our doors all the time everybody's looking to add solar to the book of business and nobody's really our competition they're really not like there's enough roofs in the javas area for everybody and i figured they're gonna do solar with or without me and i'd rather it be with me so um i onboard them onto our our team we train their team um
Speaker: we just showed them how to work solar integrated into their, their business.
Speaker: So that's awesome.
Speaker: And yeah, what are your results?
Speaker: Like, do you feel like it's a pretty steady stream or referrals you get, or is it kind of like, you know, depending on seasons or do you have any, I don't know, case studies?
Speaker: I think like right now the referral business is kicking up for us with roofing companies cause they're on their down season.
Speaker: So right now they're looking for, um, business because, um,
Speaker: business for roofing companies in the Dallas area ramps up about March or April.
Speaker: Cause that's when we get a lot of health storms that pass through here.
Speaker: And then when health storms pass through here, they have to, to deal with, you know, people filing claims on the roofs and stuff.
Speaker: So they get super, super busy between like March and, you know, October, and then they're down cruising kicks into the winter time.
Speaker: So then that's when they're like, all right, time to work our solar market.
Speaker: And yeah,
Speaker: But by then, they don't really know how to run their leads.
Speaker: So they pass us their book of business.
Speaker: So that's really the idea.
Speaker: I'm probably giving all my secrets away.
Speaker: It's okay.
Speaker: But the idea is you want to tap into roofing companies because they have like 3,000 leads.
Speaker: We have cost centers we work with.
Speaker: And we just have people comb through these leads.
Speaker: And then we just do 50-50 splits on commissions, depending how involved we are with the homeowners.
Speaker: I mean, I'm sorry, how involved we are with the roofers.
Speaker: It could be an HVAC company, a roofing company.
Speaker: It could be, I just have a company that they're a gutter company and they're on their down season and I just onboarded them and they onboarded five of their people.
Speaker: So we train these companies.
Speaker: We have a...
Speaker: So within power, we have our own training entity.
Speaker: It's called team 10 X. So we provide full mentorship, full trainings, especially on the door to door piece.
Speaker: So people connect with us and, um,
Speaker: It's just, like I said, we're not a starving company and we're not a selfish business.
Speaker: Like we work with the business heart.
Speaker: Like duplication is key.
Speaker: There's enough roofs, like I said, for everybody just to learn about solar.
Speaker: And I don't look at people like they're my competitors.
Speaker: Like these are my running partners.
Speaker: And so I teach them what I want them to know and help them grow their businesses.
Speaker: Yeah, no, I think it's super cool.
Speaker: You guys have an abundance mindset for sure.
Speaker: And it's helping everyone grow.
Speaker: And just you coming on this podcast, sharing these things, a lot of people would, I think the people having success in this industry, they're not afraid to share the stuff that's working because it's only going to help us up level and help us all more have success.
Speaker: And let's be honest, out of the people that listen to it, there's probably a very small percentage of people that are going to go and actually try these things.
Speaker: So if you're listening,
Speaker: Go try it.
Speaker: Let Michelle know you appreciated her fire knowledge on the podcast.
Speaker: But yeah, so my question is, Michelle, too, is like I said, all of these door-to-door companies, all these organizations just preach 100%.
Speaker: Just go knock on doors.
Speaker: You don't need to do anything else.
Speaker: And I've seen it the flip side where people focus too much on just like the networking aspect.
Speaker: They're saying, oh, I'm not really going to go knock doors, even though I don't have any appointments set up.
Speaker: I'm just going to go try and get more referrals or do follow ups or try and network and get leads that way.
Speaker: And then they spend so much time on that and don't, you know, don't really get results from either from knocking when they're spending so much time just waiting for referrals to happen or doing follow ups.
Speaker: So for you, how do you balance this between going out and hitting your doors and working these partnerships and networking?
Speaker: How do you balance all that?
Speaker: Do you have like a specific schedule or I don't know, times during the week where you're working with the real estate people or what's your kind of schedule and how do you balance all that?
Speaker: it just varies.
Speaker: Like it's very easy for me because I work with a very, very strong team.
Speaker: So it's really, we function as one.
Speaker: It's not just me running my business by myself.
Speaker: Like my team, um, for instance, Eddie today, you know, he, um, brought in his roofing company.
Speaker: He's learning how to have the conversations with roofers, how to go solar.
Speaker: So, um,
Speaker: You know, he'll ask me to sit in on a meeting or I'll run the meeting and Eddie sits back and he's learning and we extend these meetings to other people.
Speaker: We had another guy come and sit in.
Speaker: Robbie's like, can I sit on in this meeting?
Speaker: I'm like, absolutely.
Speaker: It's a constant teaching thing.
Speaker: So if I'm doing this and I'm like, I have an appointment, then I can pass my appointment to somebody else, you know?
Speaker: It just varies, like the roofing company, they're like, hey, we wanna hit the ground running.
Speaker: So the way power is designed is there's a mentorship program inside of it that allows like roofing companies to come in and split their business with us.
Speaker: Cause they're like, hey, we want to get solar up and going, but we need results quickly.
Speaker: So then they'll tap into us and they'll use our closers to run these projects for them.
Speaker: And they'll sit in on all of our appointments.
Speaker: those shadow me when I'm door knocking so I try to break it up like right now we're doing a blitz so I'm sitting here the team's out blitzing um but we just try to break it up we'll do like a 10-day blitz and then or we do a lot of events for power we travel a lot um we were in California last month so like the leadership would travel and then um
Speaker: And, you know, whoever on our team, our sales team wants to come with us, they travel with us.
Speaker: We were in San Antonio over the weekend.
Speaker: Really, it is about showing our face to within the power family.
Speaker: So we work our business in multiple ways.
Speaker: So if I'm not hitting doors.
Speaker: I'm doing events within power because I'm getting that exposure.
Speaker: So people within the power family who are struggling with their cells, they're like, I need a mentor.
Speaker: So I'm going to tag Michelle.
Speaker: I'm going to tag Tony or I'm going to tag Daniel.
Speaker: They, they're going to work with a team 10 X because they want to boost their cells.
Speaker: So, but it all starts in training, right?
Speaker: So even though power is designed to be around independently and virtually, it's,
Speaker: we make ourselves accessible to them because we don't want to have them suffer.
Speaker: We don't want them to face plant in the business.
Speaker: So there's times where I'm not even hitting doors at all because I'm busy training or I'm busy with getting tagged in a project that I'm working with somebody or an appointment.
Speaker: But I always...
Speaker: lead them back to like, Hey, this is what you want to do.
Speaker: You want to hit doors.
Speaker: So let's shadow me for like a week.
Speaker: And, um, or, you know, San Antonio, they don't have a big door to door market.
Speaker: So they were like, would you mind coming to San Antonio for like a week?
Speaker: That's why I call myself the DDD queen.
Speaker: Cause I just, I'm everywhere.
Speaker: I love it.
Speaker: I love being at the door.
Speaker: I love getting people excited about it.
Speaker: And I'm like, man, this is too much opportunity, you know?
Speaker: Um, yeah.
Speaker: So it's just finding a balance.
Speaker: It helps if we're, if you're with a really good team of people and we don't do things selfishly.
Speaker: And it's easy for me to ask somebody to do something for me or with me.
Speaker: If I'm in turn doing something for them and with them, and it makes the balance piece very good.
Speaker: I mean, it helps, it helps us.
Speaker: Yeah, 100%.
Speaker: I love that.
Speaker: And so for new reps starting out, if you have like new reps join your organization, do you have them go just knock doors and say, don't even focus on building like referral partnerships and just have them go hit the doors or do you kind of have them build both at the same time?
Speaker: Well, in order for somebody to succeed, they have to make money, right?
Speaker: So otherwise, if they don't see money within the first three, four weeks, then they're going to leave.
Speaker: So a lot of people within the power family, they join, but they don't have the solar knowledge.
Speaker: So the first thing is training them for a week.
Speaker: So we put them through a one week, like boot camp, solar boot camp.
Speaker: They come through here, they learn.
Speaker: But we teach them in increments.
Speaker: So we actually are not teaching solar 100% of the time.
Speaker: I'm teaching them how to set an appointment.
Speaker: So I'm like, piece number one, because if you don't know how to set an appointment, everything else is fruitless.
Speaker: I can teach you everything you need to know about silver.
Speaker: But when there's so much to know and you're going to get overwhelmed, you're going to be like, this is too much information.
Speaker: Your mind when you're at the door or at the table with the homeowner is going to go like a hundred different ways.
Speaker: So we teach them appointment setting things.
Speaker: only first and obviously that comes through knocking doors so you want to knock doors or you want to hit your warm market which is your family and your friends so we teach them how to leverage social media their family their friends and then we teach them you know the door knocking pieces and we take them to the doors
Speaker: And if we can teach them how to knock the door and, and set an appointment, then the learning part follows right after that.
Speaker: So now you've set an appointment.
Speaker: Now you're going to work with a mentor and now you're going to get to see what that looks like to be in a home.
Speaker: And there you're going to learn about the solar pieces.
Speaker: And then week two, we start teaching solar one-on-one, how to have those conversations and whatnot.
Speaker: But so it's pretty neat stages that we go through with, with our new hires.
Speaker: Yeah.
Speaker: Yeah.
Speaker: Super important.
Speaker: I agree for sure with that.
Speaker: Just taking it by stages.
Speaker: Cause I've seen, I mean, I've been doing this five, five and a half years now.
Speaker: And, um, half the time I see a rep fell, it's cause they're trying to jump stages.
Speaker: They're trying to go out and close deals.
Speaker: They see these big commissions coming from closing deals.
Speaker: They're like, Oh, I just want to move straight to that.
Speaker: And they've set like four appointments up to that point.
Speaker: It's like, no, get good at setting the appointment first, then get good at having those appointments show up.
Speaker: And do that for, you know, a while until you're really good at that.
Speaker: And then you transition because so many people just want to get the quick, you know, big money when they're not even good at doing the small steps that will lead to that.
Speaker: So, um, yeah, I think that's super important for, especially for any new rep listening to this.
Speaker: Don't try and jump all these steps.
Speaker: Yeah.
Speaker: And don't reinvent the wheel.
Speaker: Like if you see something working for somebody and sometimes it might, you know, what works for one person may not always work for another person, but ideally, um,
Speaker: With solar, like if you can learn different, like if you can take the best from different people and just kind of figure out what's going to work for you.
Speaker: When I say don't reinvent the wheel, I mean like take the time to just go into training and train.
Speaker: People get super selfish and they're like, well, I don't want to work because I have to split my commissions.
Speaker: Yeah.
Speaker: So this option a is you run your own cells and you face plan and make $0 or option B is you work with a mentor and you split your commissions, but you're, it's literally paid training.
Speaker: You're getting paid to be in a house and just be eyes and ears and take notes, you know?
Speaker: Um, and you make half.
Speaker: And when I say half commissions, I mean, $5,000, come on, like you're paying, you're making $5,000 to sit and listen and watch really top industry trainers train, you know?
Speaker: And that's what I call like pay training or you can try to go out on your own and do it.
Speaker: But, you know, then some of them will, they won't train with us and then they end up circling back like, okay, I need your help.
Speaker: So like, okay, great.
Speaker: We're still here to help you.
Speaker: So that's awesome.
Speaker: Yeah.
Speaker: Well, Michelle, last couple of questions I had for you before we wrap up here.
Speaker: I know you, I know I made you skip your lunch.
Speaker: So.
Speaker: I don't want to hear your stomach grumbling on the, I'm just kidding.
Speaker: Um, but yeah, so you mentioned you have, you said you had a two-year-old right now, or is that right?
Speaker: I have a 16 year old, a nine-year-old and a two-year-old.
Speaker: Okay.
Speaker: Holy cow.
Speaker: Three kids.
Speaker: So, um, yeah, Mike, I'm always interested hearing about that stuff.
Speaker: Cause I actually just had my second kid.
Speaker: He's three weeks old now.
Speaker: And, um, yeah, so cute guy, but I don't know how people do it.
Speaker: I haven't, I mean, I felt like we barely handle one kid and now we're adding another one in the mix and I'm not even doing that much work because my wife, she's, you know, like feeding them, taking care of them.
Speaker: So I'm always super interested here.
Speaker: How do you like manage being a mom and taking care of these kids and still going out and knocking, still building out and going and building your business?
Speaker: How do you manage it all and still, you know, keep a good relationship with your family and everything?
Speaker: Well, this is the good thing is this is why you want to be your own boss.
Speaker: First and foremost, this is, it's amazing working for myself.
Speaker: I have worked for other people before and that's when it, it may, it complicated my life having to show up at a certain time and then leave at a certain time.
Speaker: And now it's finding that balance between work and, and honestly, there's never a balance.
Speaker: There is no balance.
Speaker: Either your work takes a hit, your family life takes a hit.
Speaker: But I think the key to that is being, um,
Speaker: honest with yourself and honest with your family and explaining to your family, Hey, you know what?
Speaker: It's the summer months.
Speaker: And, um, this is the peak of what I do or mommy has to go to work, you know, and I'm gonna be gone for like 10 hours today, but Sunday is going to be our day.
Speaker: This is the day where I'm going to dedicate that day to you.
Speaker: And this is what we're going to do that day.
Speaker: And whatever I plan for that day, I have to stand by.
Speaker: And throughout the week, I have to remind them of that day because it's going to take away from whatever happened.
Speaker: Like, you know, if I wake up on a Monday and be like, hey, I'm going to work today, but don't forget about Sunday.
Speaker: Like Sunday, this is what we're going to do.
Speaker: Right.
Speaker: And then, you know, Tuesday, like, hey, have you, do you have any ideas about Sunday?
Speaker: Like, are we still good for that?
Speaker: Are we on our date?
Speaker: Our date is going to be great.
Speaker: They're like, yeah, you know, and then Wednesday rolls around.
Speaker: They haven't really mentioned anything about it or like, are you guys still good with that?
Speaker: Are we still doing that Sunday?
Speaker: Like, how did your day go today?
Speaker: You know, still communicating with them, especially my six year old.
Speaker: She'll text me throughout the day.
Speaker: I'll send her pictures of things that I'm doing.
Speaker: you know, she thinks it's the coolest thing.
Speaker: She follows me on social media.
Speaker: She's 16.
Speaker: So she knows like senior 18 year olds that are like, mom, people want to do business with you.
Speaker: She makes my TikTok videos.
Speaker: So I actually get her involved, which makes her super excited.
Speaker: And I act like, I don't know what I'm doing with TikTok.
Speaker: So she gets excited.
Speaker: Like I got these door knocking pieces.
Speaker: Can you do me a favor?
Speaker: Can you put this together and make it look really cool for me?
Speaker: And she's just like, sure.
Speaker: Yeah.
Speaker: I'm like, so I call her like my social media person.
Speaker: It's just like, she's easy to please, you know, I might pay her here or there to do something special for me.
Speaker: Um,
Speaker: Yeah.
Speaker: So just getting them involved.
Speaker: My nine year old is the one that I have to keep super like, all right, Sunday we're doing this, right?
Speaker: Okay.
Speaker: You know, if I'm traveling, make sure I bring them back something cool or so it's just, there's never like, there's sometimes where, yeah, you know, they might be upset because, you know, like, oh man, you're going somewhere again.
Speaker: There's some days where they're like, yes, mom's going out of town and we get to do this without her.
Speaker: And so like, it just really varies on their mood, honestly.
Speaker: So just getting, you know, just having those conversations and being clear with the expectations and just trying to stick to that.
Speaker: If I say I'm going to do something on a Sunday with them doing it, if I say I'm going to have lunch with my daughter on a Friday doing it, because I think the disappointment sets in when you don't follow through.
Speaker: I think that's where they start disliking your job.
Speaker: So they're like, well, mom, you didn't show up to lunch with me on Friday.
Speaker: Why not?
Speaker: You know, and learn when to work them into your schedule.
Speaker: And, you know, just standing by that.
Speaker: And it does help.
Speaker: Yeah, my two-year-old, he has no clue what's going on.
Speaker: he's in preschool and he's having a blast.
Speaker: Yeah.
Speaker: Like whatever.
Speaker: Yeah.
Speaker: That's super cool.
Speaker: Yeah.
Speaker: And I think every successful person I've talked to with family, yeah, they say something similar.
Speaker: Suli, she was similar thing.
Speaker: She does like these three week blitzes and then a week she's taking a week off every month, just spending pretty much a hundred percent with her family.
Speaker: So yeah, I think that's kind of what I hear just from you and from almost anyone successful in business that's trying to raise their families.
Speaker: They just have these seasons of time.
Speaker: um you know where they're going super hard maybe it's for the week then like you said they're dedicating a day or two to just their family and uh no I respect you guys a ton just for being able to manage it and especially being the mom because um I don't know does your husband does he step up and uh like does he help help out a lot with them too or is he super busy with his job and all that
Speaker: He's like a big support piece.
Speaker: So that's great.
Speaker: You know, he, when I do need him to like watch the kids, you know, he's watching, there's a lot of respect now there.
Speaker: So he's like, oh my gosh, you know, these kids, you know, so much respect to you.
Speaker: Now I'm spending like summer days with them and I'm like, whoa, you know, and I'm like, yeah.
Speaker: So there's a huge that, you know, having a support system is super important and the
Speaker: I think most importantly, being forgiving to yourself, being merciful to yourself, because I used to take things super hard on myself.
Speaker: Like I used to be that mom that never wanted to put her kids into preschool.
Speaker: So, and I did not put my oldest two in preschool.
Speaker: I took pride in being a stay at home mom for seasons at a time.
Speaker: And I would work four hours in the evening.
Speaker: So I was with them all day long, went to the PTAs, events, functions, and
Speaker: And then like from five to nine, I knocked doors.
Speaker: So I was like, all right, five to nine, those are my hours.
Speaker: I'm going to knock doors, pre-make dinner.
Speaker: And sometimes I missed having dinner with my kids, you know, but to me, those were, that was my hours.
Speaker: Those were my hours.
Speaker: I had to be outdoors.
Speaker: But before that, hey, I showed up to the luncheons and I showed up to the PTA meetings and what I needed to do as a mom.
Speaker: at that time and kept the house clean and did everything.
Speaker: But then when I had my two year old, I was on, on the go.
Speaker: Like I was very integrated into my work life and I had to decide like, you know what?
Speaker: I'm going to put him in preschool because now he's two and he's driving me nuts and he's,
Speaker: and the officer's writing on walls and doing crazy things.
Speaker: So he needs to be in preschool.
Speaker: And it hurt me at the beginning to put him in preschool.
Speaker: But then I realized like, no, he's okay.
Speaker: He's doing fine.
Speaker: Like he's, he's loving it, you know, and I'm picking him up and he's super excited and he's learning.
Speaker: And I had to forgive myself for going against what I did not do really with my older kids.
Speaker: Like they didn't go to preschool until they were like ready for pre-K and stuff, you know?
Speaker: Um,
Speaker: But the little guy, it took a lot to put him in the foot.
Speaker: Also, he's a boy.
Speaker: They're uncontrollable.
Speaker: So I was like, yeah, you're going to preschool, son.
Speaker: Yeah.
Speaker: I'm about to do that.
Speaker: Our kid's just turned two as well.
Speaker: He's a boy.
Speaker: Yeah, he's bouncing off the walls right now.
Speaker: So I don't blame you.
Speaker: that's a lot well no you gotta hand it to support systems and yeah i mean same with me my wife is that sometimes i'm like man i got the easy job i just go out and knock some doors when she's dealing with like tantrums and kids drawing on walls and all that like i don't know screaming homeowner or screaming kid send her flowers like send her flowers like once a week
Speaker: I need to.
Speaker: Yeah.
Speaker: So no, ton of respect for that, Michelle.
Speaker: And I don't want to take too much more of your time, but last question or two I had here, I guess, first of all, before I forget, where can people connect with you more on social media and reach out if they want to, yeah, connect with you more?
Speaker: So I have two different platforms on, um, or two different profiles on Instagram.
Speaker: I'm under for solars, um, solar sunshine girl, which you'll find me under, um, that's for Instagram.
Speaker: And then I have a door to door one.
Speaker: That's door to door queen also.
Speaker: So they're pieces.
Speaker: Yeah.
Speaker: And then, you know, you can find me on Facebook, Michelle Lowry.
Speaker: Okay.
Speaker: Sweet.
Speaker: So yeah, for our listeners, definitely go give Michelle a shout out.
Speaker: Let her know you appreciated her coming on the show.
Speaker: And then last question, Michelle, if you had to leave, I don't know, one word of advice for people out on the doors, maybe they're having a super tough day out there or they're in a slump.
Speaker: What's your words of advice that you give people when they're maybe in a slump or they're not producing or lots of rejection?
Speaker: Anything you had to say, anything you have to say for that?
Speaker: So two things, it's all in the mindset, right?
Speaker: Wake up every morning.
Speaker: You have the opportunity to make two things.
Speaker: You can make money and create opportunity or you can make excuses and zero money.
Speaker: So there's no like in between, there's no like meshing them together.
Speaker: Like you got to wake up every morning and check your mind.
Speaker: Am I going to make money or am I going to make excuses?
Speaker: Am I going to create opportunity or am I going to create excuses?
Speaker: And you got to just decide which one along the way.
Speaker: And at any time during the day, you can switch it over.
Speaker: Right.
Speaker: So just checking your mindset is that that's like always going to be the number one thing that I tell people.
Speaker: And then, you know, 97, three rules, what I call it.
Speaker: 97 percent of people are going to tell you, you know, you already know that.
Speaker: Just know that when you're at the door, you're going to hear 97 percent knows.
Speaker: So you got to account for every person that tells you, no, great.
Speaker: I'm closer to my three percent.
Speaker: You're only looking for your 3%.
Speaker: That is it.
Speaker: And I tell that to my guys all the time.
Speaker: Like if somebody tells you no, thank them.
Speaker: Thank them for telling you no.
Speaker: You know, say, hey, you know what?
Speaker: Thank you very much.
Speaker: I needed that no.
Speaker: I'm one door closer to my yes.
Speaker: Just always create affirmations for yourself.
Speaker: You're 93%.
Speaker: 97.3 you know and i just tell myself that every time it's a numbers game so if you're at the door just always check your mindset check your check you know and if you're failing guys you know there's two things there's failure and then there's failing right so be merciful be merciful with yourself you're gonna fail that's a given it's part of the process create air create a margin for air know you're gonna make mistakes at the door and that's fine that's okay don't be hard on yourself
Speaker: Again, falls back into mindset.
Speaker: Check your mindset.
Speaker: Stay positive at the door.
Speaker: Talk to yourself.
Speaker: Reaffirm things.
Speaker: I knock on doors and I tell myself all the time, everything I touch turns to gold.
Speaker: Everything I touch turns to gold.
Speaker: Every homeowner, I have exactly what they're looking for.
Speaker: No matter what product it is, if it's alarm systems or solar, I have exactly what they're looking for.
Speaker: And then just reaffirming to yourself, you know, law of attraction.
Speaker: So just stay super positive.
Speaker: Have that energy at the door.
Speaker: You know, you sell two things, transfer of energy and a transfer of certainty, right?
Speaker: If you're certain at the door, they're certain.
Speaker: If you're certain, you believe in your product, they believe it.
Speaker: If you have the right amount of energy, then you're going to transfer it over to them and stay certain and have that energy.
Speaker: That's it.
Speaker: That's probably more nuggets than I meant to drop.
Speaker: No, take all the nuggets.
Speaker: That's all the important things for me.
Speaker: No, that's awesome.
Speaker: Perfect way to end.
Speaker: And remember for our listeners, remember, neither choose the pain of discipline or the pain of missing your potential.
Speaker: Which one do you want to choose?
Speaker: So I think Michelle would agree.
Speaker: Choose the pain of going through the discipline and waking up every morning, going through it, staying positive.
Speaker: That's where you're going to have the most rewarding career, I think, in solar cells.
Speaker: So Michelle, thanks again for coming on and to our listeners, go let her know you appreciate her.
Speaker: And Michelle, thanks so much for your time.
Speaker: And we'll let you grab your lunch.
Speaker: So we don't hear your stuff.
Speaker: Thank you so much.
Speaker: It's a privilege to be on.
Speaker: It's a privilege to be here.
Speaker: I really do.
Speaker: And, you know, Eddie talks highly of you.
Speaker: I've followed you on social media.
Speaker: So when he said your name, I'm like, I know exactly who that is.
Speaker: Are you kidding me?
Speaker: Like what a privilege it is.
Speaker: Thank you so much, Eddie.
Speaker: So yeah.
Speaker: Thanks to Eddie for connecting us.
Speaker: So we'll be in touch, Michelle.
Speaker: Thanks for everything.
Speaker: Okay.
Speaker: Thank you very much.
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