Transcript
Speaker: On this episode, I'm going to talk about the DNA of the top 1% of solar professionals, what they do, the habits they have, and what makes them different from everyone else, and more importantly, how you can adopt their habits, their mindset, their beliefs, their tactics to scale your business or your pipeline to the next level.
Speaker: Let's get to it.
Speaker: Look, in the solar business, there's really only two types of people.
Speaker: There's the ones that crush it, make six, seven, and eight figures, and then there's everyone else.
Speaker: The question is, which one will you be?
Speaker: Over the last four years, we've studied the sharpest solar sales and marketing pros.
Speaker: and how they build multi-million dollar incomes using only the best solar sales and marketing strategies.
Speaker: So how do these solarpreneurs do what they do and what makes them so successful?
Speaker: This podcast is your answer.
Speaker: Join us and thousands of sales pros, marketers, and entrepreneurs as we take the solar industry by storm and uncover what it takes to sell more solar with less effort.
Speaker: Welcome to the Solarpreneur Podcast.
Speaker: Solarpreneurs, what's up?
Speaker: It's James Swiderski and I'm back for another fire episode of the Solarpreneur Podcast.
Speaker: If you're new to this, welcome to the number one sales and marketing podcast for solar professionals where we give you the mindset, tactics, routines, and strategy it takes to create the income that you deserve.
Speaker: Whether it's six figures, seven figures, you want to build an eight-figure company, there are strategies for everyone.
Speaker: So welcome again to
Speaker: As part of this show, all we ask is that you help us out.
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Speaker: I don't want a review if you don't like it, right?
Speaker: Let us know what you want to fix.
Speaker: Let us know what you want to have there.
Speaker: And then the second part is go share it with somebody from your team.
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Speaker: Share it with somebody who you think would benefit from that story.
Speaker: That's all we ask.
Speaker: We put this out for free and we're going to do it every single day for you guys to make sure that we're in your ear and you're hearing people in the industry that actually know what the hell they're talking about, that have had success with what you're trying to achieve, you can learn from and tactical skills.
Speaker: tangible strategies that you can use to see results immediately.
Speaker: So if that sounds like you, stick around because in today's episode, I'm going to talk about the DNA of the top 1% of solar professionals, the building blocks that make up a top producing rep.
Speaker: And to give you an idea of how few of these are out there, the average industry professional right now makes less than 60 grand a year.
Speaker: If they stay an entire year, that is.
Speaker: We know that
Speaker: Most solar pros don't even stay a whole year, but if they stay an entire year, they're hovering around 60K per year in commissions.
Speaker: Top producing solar reps are making over a million dollars in commissions, seven figures.
Speaker: This is the top 1%.
Speaker: Somewhat top producing, sort of above average reps make at least six figures, and I believe that you definitely should be making six figures in this industry, and if you're not, you're doing something terribly wrong, and that's okay.
Speaker: If that's you,
Speaker: I'm going to break down exactly what that is.
Speaker: I'm going to give you the blueprint to guarantee six figures in the next even six months here is entirely possible.
Speaker: But you got to apply these things.
Speaker: Very tactical stuff today.
Speaker: And I think you're really going to enjoy it.
Speaker: So as part of these top 1%, right?
Speaker: The reason I know what the top 1% of professionals do is because I've coached them.
Speaker: I've coached dozens of these guys that are multi-millionaires in this industry that have gone on to start their own eight-figure, $25 million a year solar companies.
Speaker: These guys do something very differently from someone else.
Speaker: And as somebody who has my own solar team as well, I could tell you that every one of my reps go through the same training.
Speaker: Every one of my clients go through the same training that we have, the Solar Spartan System, as you've heard about.
Speaker: But what is the difference, right?
Speaker: Because I'm sure at your company, you have the same training too.
Speaker: What sets apart the top producing guys?
Speaker: What are they doing differently from everyone else, even though they're getting the same information, the same input?
Speaker: Maybe they read the same books.
Speaker: They go through the same training, right?
Speaker: At my team, we're very particular with that.
Speaker: Everybody has the same information, yet there's always those
Speaker: superstar guys that just take it to the next level.
Speaker: And I think a lot of solar pros think that they're born with some sort of gift or talent, or there's some talented solar professional and there's nothing they can do about it.
Speaker: It's just, they're a natural.
Speaker: And I can tell you nothing's further from the truth.
Speaker: Some people do have natural born skills that are going to help in sales.
Speaker: Maybe they're charismatic,
Speaker: Maybe they have an easy time talking to people.
Speaker: Maybe they're more serious too.
Speaker: I'm a more serious sales rep and I don't talk to a lot of people.
Speaker: I don't shoot the breeze with my clients.
Speaker: I just get business done.
Speaker: I can tell you that these are totally bullshit.
Speaker: Those do not matter.
Speaker: What really matters is what we're going to talk about.
Speaker: It's the four building blocks and what makes up the DNA of this top 1%.
Speaker: So I want you to imagine whether you're in the car driving right now, you're at the office.
Speaker: I want you to imagine and picture this in your mind.
Speaker: I want you to picture just some building blocks, a sandcastle, for example.
Speaker: You've got the base foundation, right?
Speaker: Just the bottom layer or the bottom layer of the cake, however you want to imagine it, right?
Speaker: The bottom foundation and what is required for these top producers is the following.
Speaker: It's their mindset, their personal beliefs, their integrity, right?
Speaker: Their ethics, how they view the world, right?
Speaker: How do they want to view the world?
Speaker: What kind of impact do they want to have?
Speaker: Do they want to just make a couple of quick bucks or do they want to change the planet?
Speaker: What kind of solar professional do they want to be?
Speaker: What kind of husband do they want to be?
Speaker: What kind of father?
Speaker: These are the beliefs that make up every solar professional.
Speaker: So when I'm interviewing a new hire, for example, this is one of the first things I'm going to check.
Speaker: I'm going to get them to talk about their belief systems and these things.
Speaker: And you could tell a lot about a person with these beliefs, because if you've got a solar pro who just wants to hit it for the summer, make 30 grand and that's it.
Speaker: That's cool, but he's not going to be a top 1% producer because that belief system is temporary.
Speaker: That's not a long-term belief system.
Speaker: If you have somebody who's willing to cut prices and be unethical in this industry, which unfortunately, guys, you know it happens all the time, and I know some of you guys are even doing that, right?
Speaker: I've been guilty of these things too, and I can tell you when I did that, when I was unethical, didn't have integrity with my sales, that's when things failed miserably.
Speaker: And it came back to bite me in the butt.
Speaker: And it's something that I had to learn from the hard way.
Speaker: Don't do that.
Speaker: That's not something that a top producer is going to do.
Speaker: That's not something that a good person is going to do.
Speaker: So these are the beliefs and really the ethics and integrity that has to be first.
Speaker: Because if you view the world as, you know, it's out to get you and you can never have success and you're never going to be a good solar pro because
Speaker: because you don't know anybody else who's in solar, you don't know anyone in your family who is in sales, you're not gonna be able to do anything else.
Speaker: And what happens, you find, is everybody gets distracted by advanced tactics like virtual sales, marketing, Facebook ads, and they fall on their face.
Speaker: How many people do you know, personally, or yourself,
Speaker: that have tried and failed at any sort of online marketing in this industry.
Speaker: It's most right.
Speaker: It's like 80, 90%.
Speaker: That's why I've been in business.
Speaker: That's why there's dozens of agencies out there now, because those tactics only work if your foundation is set up.
Speaker: This is the first piece of that foundation.
Speaker: Number two is you have to master your personal life.
Speaker: This goes hand in hand with that, but you have to have what I call a foundation of habits, okay?
Speaker: And these habits have to do one thing.
Speaker: They have to carry your belief system.
Speaker: So you should have defined your belief system, what you want to actually become.
Speaker: What kind of solar rep do you want to be?
Speaker: What kind of money do you want to make?
Speaker: That is step one, right?
Speaker: But number two is what is the habits that are going to carry that beliefs?
Speaker: A lot of you have some, quite frankly, really shitty habits, and I've been there.
Speaker: Maybe you're spending your evenings watching TV whining about why you don't have leads, and you're not taking action and doing anything about it.
Speaker: The reason those habits are so bad is because your belief system is messed up.
Speaker: You're not going to have income-producing habits that will change your life and your business if you don't believe solar is the industry for you, if you don't believe in your product, if you don't believe you could actually change yourself, if you think you're too old to change a habit, right?
Speaker: That's a belief system, and you won't be able to change your habits.
Speaker: I can tell you.
Speaker: The person I coach that believes that an old dog can't learn new tricks, they're screwed.
Speaker: Because as soon as that belief comes into mind, it's guaranteed to happen.
Speaker: You cannot change it.
Speaker: It's very difficult to shift something like that.
Speaker: So you have to get your mind and your belief correctly.
Speaker: All these top producers have that.
Speaker: And then they have habits that carry them towards their beliefs.
Speaker: They believe that anything's possible and they get rid of self-destructing habits, self-destructive habits.
Speaker: Number three here, the third building block is proven methods.
Speaker: I call this proven methodology.
Speaker: Proven methods have the ability to make you a minimum of six figures.
Speaker: You don't need any advanced things.
Speaker: And if you try to skip to the advanced things and you don't have the proven methods, you might have temporary success, but you'll never have sustainable long success.
Speaker: And I can tell you that as the industry is shifting right now, and boy, is it shifting, right?
Speaker: 2020, we've got states like California mandating solar on new builds.
Speaker: These homeowners are just going straight to the source.
Speaker: They're going to big companies like Sunrun or manufacturers like Panasonic, and they're skipping out on the middleman, right?
Speaker: You and me, the middleman.
Speaker: And if you don't know how to sell properly, present, prospect, close, build up a brand,
Speaker: If you don't know how to do these things, if you don't know how to actually close deals, you're not going to be successful in the long haul because these proven methods are what are going to carry you through the tough times.
Speaker: Those are the exact things that'll carry you through recession periods, tax credits going down, net metering policies getting worse and worse.
Speaker: When I was selling in Utah, right, they flipped about halfway through my career.
Speaker: They flipped the net metering policy to be a nine-tenths exchange, meaning if I put a dollar of electricity on the grid, the grid only gave the customer 90 cents of it back.
Speaker: and they had to pay anywhere from 20, 50, 60 bucks a month to go solar, right?
Speaker: I was still able to close deals.
Speaker: I actually closed more deals in that time period because I was relying on proven methodology.
Speaker: And the only way I was able to successfully use proven methods like door knocking, right?
Speaker: Networking, right?
Speaker: These are proven methods.
Speaker: Appointment setting correctly, presenting professionally and clearly.
Speaker: Closing, asking for the sale, asking for referrals, following up with customers.
Speaker: These are proven methods.
Speaker: And honestly, you can make a million dollars a year in commissions with just proven methods.
Speaker: You know people who are doing this, and I know people who are doing this.
Speaker: You don't need the fancy stuff, but the reason you guys don't like focusing on sales basics, right?
Speaker: Like door knocking and following up.
Speaker: And the reason you have a hard time, you know, picking up the phone to follow up with those customers every day, like, you know, you should be doing the reason you have a hard time getting out there and knocking on the doors.
Speaker: Like, you know, you should be doing.
Speaker: is because your habits are messed up.
Speaker: You skipped the previous two steps, the foundation of your habits.
Speaker: And if you're having a hard time developing habits, it's because your belief, your purpose, who you want to be is not clearly defined.
Speaker: You see how all of this works together?
Speaker: It's a building block.
Speaker: And then the last part, guys, the very top of this is the advanced tactics.
Speaker: The Facebook ads, chatbots, funnels, selling virtually, over the phone, doing all these crazy, crazy things, right?
Speaker: You don't need these to be successful.
Speaker: And if you jump to these, you might think that they're the magic pill, that they're just going to boom like that, boost you up to the top, help you have that breakthrough.
Speaker: They're the magic answer for you.
Speaker: I can tell you they're not.
Speaker: My students who try to jump to the last section of the Spartan system and do Facebook ads are rarely successful.
Speaker: The reason being, if your belief system's not right, you don't know how to sell.
Speaker: If your habits aren't correct, you're not going to be able to learn how to use the Facebook ad platform.
Speaker: You're not going to know how to build funnels.
Speaker: You're not going to know how to sell in written word and write copy.
Speaker: You're not going to know how to record a persuasive sales video because you don't know how to sell.
Speaker: You cannot jump to these things.
Speaker: And it's absolutely just a fallacy in the industry at this point because everybody's lost.
Speaker: They're all just going to the top little tactics.
Speaker: And, you know, it's really just a thing of marketing, right?
Speaker: Agencies and industries want to put in your ear that chatbots are the answer.
Speaker: This thing is the answer.
Speaker: And they could be the answer to take you, you know, that final 10, 20% of the equation, but it's not the answer to fix all of the stuff that's stopping this from working.
Speaker: So to give you a real easy example with this stack, right?
Speaker: If I bring on two sales reps with this, one has his mindset correct.
Speaker: He has habits of taking care of himself, taking care of his body, taking care of his mind.
Speaker: He knows exactly what he wants.
Speaker: He wants to make 200 grand this year in commissions.
Speaker: He values integrity, working honestly with a high standard of ethics.
Speaker: He wants to take care of his family.
Speaker: These things are clarified, right?
Speaker: He's now gonna have a new set of habits that cause him to get out there when it's uncomfortable, to get out there because he wants to provide for his family, that he has this bigger purpose and he wants to accomplish these things.
Speaker: He's going to spend time studying everyday proven methods.
Speaker: He's going to learn how to door knock properly, even if he doesn't want to.
Speaker: He's going to learn how to sell.
Speaker: He's going to work on his presentation.
Speaker: He's going to invest in himself in training.
Speaker: He's going to stay coachable.
Speaker: And then after these things, he's going to learn advanced tactics to throw gasoline on the fire if he decides that's going to help him get to the next level.
Speaker: Guys, this is how it works.
Speaker: The foundation, okay?
Speaker: Mindset, beliefs, the personal lives, the habits, the proven methods, and the tactics.
Speaker: Do not skip these steps.
Speaker: This is the DNA of the top 1%.
Speaker: Guys, that is it for today's episode.
Speaker: I think in future episodes, we'll go ahead and dive into each of those.
Speaker: individual pillars here the building blocks because those those are some deep concepts those are very deep concepts and i wanted to simplify it and really show you how how easy it is to understand the science of a top producing professional there's really just four steps to this there's no crazy stuff there's no one size fits all answer this is the method this is how it happens so if you guys want to change your life in this industry take care of those four things
Speaker: Guys, that's it for the episode.
Speaker: If you enjoyed this, please go over to the iTunes, right?
Speaker: We're really focused on boosting up the content with this.
Speaker: If you can't tell, we want to make sure this is the number one place for you to be for your team that you could feel comfortable listening to this in the car when you're training a sales rep, recommending this to your team.
Speaker: This needs to be top world-class strategies.
Speaker: Go leave us a review if you think that is the case.
Speaker: I appreciate immensely.
Speaker: I know Joseph does and Taylor and anyone who's contributed to the show.
Speaker: Okay, guys, keep crushing it.
Speaker: We'll see you in the next episode.
Speaker: Wow, what another amazing episode of the Solarpreneur Podcast.
Speaker: Now, before we take off here, do us a favor and go leave an honest review on your platform of choice or wherever you're listening to this podcast.
Speaker: It helps us get the word out about the Solarpreneur movement and impact more entrepreneurs, sales professionals, and marketers just like you.
Speaker: And hey, don't forget to head over to Facebook and join the Solarpreneur group for more daily content online.
Speaker: It's going to impact you and help you take your sales game to the next level.
Speaker: See you guys in the next episode.
