Transcript
Speaker: Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
Speaker: My name is Taylor Armstrong.
Speaker: I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
Speaker: I teach you how to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro, and closing more deals.
Speaker: What is a solopreneur, you might ask?
Speaker: A solopreneur is a new breed of solopro that is willing to do whatever it takes to achieve mastery, and you are about to become one.
Speaker: What's going on, solopreneurs?
Speaker: We're here with another great episode.
Speaker: We got the one and only Jason Newby.
Speaker: Been a long time coming.
Speaker: So Jason, thanks for finally joining us on the podcast today.
Speaker: My pleasure.
Speaker: What has it been?
Speaker: Like six months I've been trying to get you coming.
Speaker: Yeah, I've been a little busy.
Speaker: He's been busy growing the office here and closing all the deals and stuff.
Speaker: So it's, but yeah, me and Jason, we've been working together for a little bit, been helping grow the office and seeing some incredible stuff.
Speaker: So we're going to talk about what he's done to really just explode things down here in Southern California.
Speaker: And yeah, just getting your story and all that.
Speaker: But Jason, I guess just a little introduction.
Speaker: He's the man's making his riches off of crypto and NFTs and solar.
Speaker: So pretty perfect combination, I'd say.
Speaker: So we're going to ask you all about that stuff.
Speaker: Sound good?
Speaker: Sounds good.
Speaker: Cool.
Speaker: So yeah, Jason, you want to give us like, I don't know, the little, I guess, Reader's Digest version of how you got into door to door first and then transition to solar and all that?
Speaker: Yeah, so I started in the door-to-door industry, well, first when I came home from a mission, I was looking for a new job and I was a medical receptionist and I thought I was kind of like a good job to have, right?
Speaker: It was like, oh, this is professional looking.
Speaker: And they let me go because I was going to go to school, to college at BYU-Idaho, and they're like, oh, we need someone that's longer term.
Speaker: Yeah.
Speaker: So I had to find a new job and I became a salesman at Singular Wireless and it switched to AT&T.
Speaker: And I did so well that my first month I was a top sales rep and they actually said, listen, you're not going to BYU-Idaho.
Speaker: You're going to stay here.
Speaker: I'm like, no, no, I'm good.
Speaker: No, I'm going.
Speaker: So all my friends were going there.
Speaker: I said, no, we'll pay for your college, your books, and everything to stay and we'll give you a raise.
Speaker: And I was like...
Speaker: All right.
Speaker: So I stayed at Boise State.
Speaker: And I made $33,000 in my first year selling and managing a store.
Speaker: And I thought that was pretty good money.
Speaker: And I bought a house.
Speaker: And this is when the real estate market was booming.
Speaker: And so I was like, wow, I did pretty good.
Speaker: And then I had a cousin, my cousin's cousin, went and sold pest control.
Speaker: He made $90,000 in four months.
Speaker: And I'm like,
Speaker: Like if this guy made 90 grand, then I'm going to absolutely crush it.
Speaker: Because this was before this.
Speaker: He was young.
Speaker: He was like 18-year-old kid.
Speaker: And so I decided like, no, this seems like a better opportunity.
Speaker: And then I signed up to do pest control originally.
Speaker: And then my roommates, my friends that were supposed to be my roommates, were being recruited by someone else at Vivint or APX back in the day.
Speaker: Okay.
Speaker: And I was like, no, we're doing our pest control thing because of this.
Speaker: And then they said, listen, we'll pay you $1,500 to just fly and meet Todd Peterson and just talk to him.
Speaker: Wow.
Speaker: And I'm like, all right, I'll talk.
Speaker: I'll talk to Todd.
Speaker: And so I had 14 reps at the time.
Speaker: And when I sat with Todd at Wingers, he showed me the opportunity versus pass and how people made way more in alarms.
Speaker: And I was like, and he said, like, our managers are making $300,000.
Speaker: I'm like, I'm going to be a manager.
Speaker: And I'm like, sorry.
Speaker: So he convinced me.
Speaker: And then I went out my first year in sunny San Diego, which is where we're at right now.
Speaker: Full circle.
Speaker: Yeah.
Speaker: That's funny.
Speaker: I actually got married in the middle of my first summer, too.
Speaker: But my first summer was right here in our backyard in San Diego.
Speaker: We lived in Vista area, and it was an incredible summer.
Speaker: That's a good recruiting strategy.
Speaker: Should we tell all the listeners that you'll pay them $1,500 to come talk to them?
Speaker: Hey, it depends on who you are, but maybe.
Speaker: And that's what's crazy is just talking with him and seeing a bigger vision.
Speaker: Because sometimes we're so fixed on what we're going to do, but then, all right, I'll take a look.
Speaker: And sometimes we're so closed on what we're doing that sometimes it is better to open up and learn.
Speaker: Yeah, for sure.
Speaker: I know any good recruiter.
Speaker: I know Todd was super good at it, but I'm just creating the vision, seeing the potential.
Speaker: Because I'm trying to recruit pest control guys right now, but it should be super easy.
Speaker: I don't know why anyone's doing alarms or anything else besides solar right now.
Speaker: Oh, I know.
Speaker: The opportunity, like when you're in certain groups, you think differently.
Speaker: Like when I was at Vivint, I was like, okay, I'm going to go make half a million bucks.
Speaker: You know what I mean?
Speaker: I was pretty consistent making half a million dollars every single year.
Speaker: But now in solar, I'm like convincing and I'm communicating to my reps.
Speaker: Like you don't even have to build a team and you're going to make seven figures.
Speaker: And just like that thought and that possibility, like we've had like a few of our reps, like over three of our reps that made over seven figures.
Speaker: Yeah.
Speaker: That's not out there in the normal market.
Speaker: And it's who you're surrounded with and what story you're communicating to yourself.
Speaker: Yeah, I know.
Speaker: Incredible opportunity.
Speaker: And so you did alarms for how many years were you doing alarms?
Speaker: I was at Vivint for 15 years.
Speaker: Holy cow.
Speaker: Yeah.
Speaker: Dinosaur of knocking here.
Speaker: Yeah, my first year I was a top rookie back in 2006.
Speaker: And in my second year I was the number two rep in the office, but I became really good friends with the number one rep.
Speaker: His name was Vern Marshall.
Speaker: He was a good friend of mine and mentor.
Speaker: He actually passed away recently.
Speaker: Vern Marshall.
Speaker: And we actually co-managed in Hawaii together too.
Speaker: But I called Vern because he was crushing it.
Speaker: And I was on, luckily I was in his region, so I knew on the calls what he was doing.
Speaker: And everything was a mindset for sure.
Speaker: Communicating and telling yourself that you can do more over and over again is one of the reasons why people hit bigger numbers is they just stretch for more.
Speaker: My first year, I would reward myself
Speaker: if I hit a certain number that was above my normal range.
Speaker: I'm like, hey, if I hit this, I'll buy myself some shoes.
Speaker: I create my own internal incentives and I would never reward myself unless I broke a barrier or a mindset to the next level.
Speaker: And so Vern, one of the things on a call my second year, I remember him saying something that stuck with me.
Speaker: He said,
Speaker: Whenever I get one account, I'm not complacent.
Speaker: I act as if I don't have one.
Speaker: But he creates the energy that he had from that first account, like the seller's high that we all experience from selling.
Speaker: He brings that with him to continue to build momentum.
Speaker: But he acts as if he didn't have one.
Speaker: He doesn't look back and be like, oh, I got one, so I'm good.
Speaker: I can go home.
Speaker: He's like, no, I want more.
Speaker: So he keeps that momentum going.
Speaker: Yeah, that's genius.
Speaker: And that's a big problem.
Speaker: Well, alarms, but especially solar because we can go make 10 grand on a single deal.
Speaker: That is a big problem with solar, and that's one of the things that we constantly are trying to improve on our guys is creating a higher expectation.
Speaker: We're trying to even put guardrails on and say, hey, if you don't close,
Speaker: a number, then you're going to go back to setting leads because they get too complacent because of how much they make.
Speaker: Yeah, for sure.
Speaker: And no, it's been super cool to see you bring a lot of the concepts from alarms and apply them to solar.
Speaker: Some of the best guys I'm seeing in solar now, they're just treating a solar cell like it's alarms, signing them up.
Speaker: Yeah.
Speaker: And I mean, people who are in pest control work harder than the alarm guys too.
Speaker: I mean, the hours that they put in are different.
Speaker: It seems like it goes like pest control, unfortunately, grinds.
Speaker: They have the work ethic and just completely just dialed in and then
Speaker: Alarms, they start later, they have their meetings at 12.
Speaker: And then solar, it's like- Start even later.
Speaker: Keep getting lazier and lazier.
Speaker: But that's one thing that we're constantly trying to guard rail is just like helping people have the vision to the importance of now and the urgency.
Speaker: Because as good as it is, it will not be as good forever.
Speaker: For sure.
Speaker: I know.
Speaker: Yeah, it's funny.
Speaker: We were at Door-to-DoorCon just barely.
Speaker: There's like the solar panel.
Speaker: I don't know if you were there.
Speaker: Yeah.
Speaker: But someone asked like how can you recruit the best setters?
Speaker: And then someone on the stage is just like, oh, go recruit all the pest control guys.
Speaker: They're going to be the best setters.
Speaker: They're used to working like knocking 12 hours of doors a day.
Speaker: That's the thing is there's no substitute for work.
Speaker: And sometimes we just drive different vehicles and some are faster.
Speaker: You know what I mean?
Speaker: Some vehicles like can speed up way faster and accumulate wealth faster.
Speaker: And you got to be in the right place and there's a unique time and place and you got to be open to that.
Speaker: Yeah.
Speaker: I love that.
Speaker: So I'm curious, Jason, were you always like right out of the gates, one of the top reps, just heavy producer?
Speaker: Or do you feel like you had to go through, I don't know, some challenges?
Speaker: Because I know a lot of people are like, Jason, I can't relate to that.
Speaker: I was never a top rep.
Speaker: What do you say to those people?
Speaker: So I mean, I've definitely had my fair share of failures.
Speaker: Like at Vivint, they had something called the Madness and the Cup, which were like these competitions that were like you're so bought into winning and the desire to compete that you like almost build the next year to win.
Speaker: You're like so focused on like the competition versus the money.
Speaker: And I remember...
Speaker: some of those times like one of the times in the madness I I sold I had a big day I think I sold like six accounts and then my my opponent only did like one and I was like oh this is awesome and my wife flew in and I'm like all right I'll go see my wife and it was there's a hot tub on the line like all right I'll come and just take her on a date and
Speaker: and try to have that balance.
Speaker: And then my opponent did like seven the next day.
Speaker: And I did like one or two.
Speaker: He was a good dude.
Speaker: He beat me fair and square, but he just crushed it the next day.
Speaker: He rose up.
Speaker: And that's what's so fun about this is seeing stories of people come back
Speaker: and win and compete is truly inspiring.
Speaker: And that's why what I've loved about this industry is the ability to create competition to improve.
Speaker: And the most important person to compete is the one that is you, is against yourself and giving your best and your highest numbers.
Speaker: But for me, competing and actually hitting new standards was actually really exciting.
Speaker: Yeah.
Speaker: at Vivint so that's one of the things I loved.
Speaker: No I can definitely see that because I mean I'll be honest when we first started working with you as with a smaller office small team running the team our standards are a lot lower for incentives and all that
Speaker: Then I come and start working with Jason and he's like, all right, for a jacket today, go out and close three deals.
Speaker: I don't know, just give an example.
Speaker: I'm like, holy cow.
Speaker: Well, that's the thing.
Speaker: I can definitely see that you raise the standards because it's true.
Speaker: People are going to rise to the level of whatever standard you put in.
Speaker: If it's low, it's tough to get guys to produce when you're doing it.
Speaker: I think that people...
Speaker: I mean, I think reps in solar should close at least 15 accounts a month, 10 to 15, like no matter what.
Speaker: It's not that hard to do.
Speaker: You know what I mean?
Speaker: And the reality is people just don't put in the effort and the work and the grind as much because they're like, oh, I'm doing pretty good.
Speaker: But when you're working, just be all in and focused at working.
Speaker: And when you're home, you've got to be all in and focused there.
Speaker: Yeah, sure, 100%.
Speaker: And so how did you tell me how come you, I guess, you were at a high position at Vivint, you're making a ton of money, why did you decide to transition into Solorin?
Speaker: I guess, what did you see in Solorin that made you transition over?
Speaker: I started transitioning in February.
Speaker: I actually went to an event with my wife where I decided I'm leaving Vivint.
Speaker: I told him I was leaving.
Speaker: And then I actually was convinced not to leave because Vivint changed some comp plans for their LTIP and things.
Speaker: One, my brother started a solar company.
Speaker: Their lifestyle was better for a family man as you're growing older, too.
Speaker: Two,
Speaker: um the opportunity to make more um but i i um i was at vivant for 15 years and then i left and then i actually was convinced kind of come back based on their l tip they they changed the terms it's supposed to be over three years i'm like it's not worth staying this long because i've been waiting for this event for so long and then i decided to stay but then at the at the end of the summer i actually um was terminated and there's a good chance i could have
Speaker: maybe stayed because they started doing solar.
Speaker: Who knows?
Speaker: But that was actually a blessing because it's a time that you can evaluate.
Speaker: You could see things differently and your back's against the wall.
Speaker: So you have to step up.
Speaker: You know what I mean?
Speaker: Like the safe route for me was because I was used to it.
Speaker: But then having to step up and do something new.
Speaker: And this time I was like, I'm just doing it on my own because I've wanted to do that.
Speaker: And so I lived and created that place.
Speaker: And that was actually extremely rewarding.
Speaker: And I was really grateful for that.
Speaker: Yeah, that's awesome.
Speaker: Blessing in disguise.
Speaker: So yeah, so you said you're terminated and you don't have to say if you don't want to, but for our listeners, they're probably wondering what went down.
Speaker: Yeah, so I actually h ad a conversation with a customer on a doorbell camera that was being recorded.
Speaker: I was in the state of Maryland, and there it shows your badge.
Speaker: It says licensed by the state of Maryland.
Speaker: And I confidently, as a
Speaker: assertive, aggressive person was like, here's my badge.
Speaker: I'm licensed by the police.
Speaker: You need to talk to me because it says on your badge, licensed by the police.
Speaker: And they were very like, just get lost.
Speaker: You're a scammer.
Speaker: And I was like, no, no, no.
Speaker: I'm legit.
Speaker: Like I was trying to be like, no, this gives me the right to be and talk to you because I'm legit.
Speaker: Trying to use that as like a way to create trust.
Speaker: But yeah.
Speaker: I definitely, it was not my finest moment.
Speaker: I said at the end, all right, fine, we'll turn it off.
Speaker: It's one of those things.
Speaker: And one of the things that, reason why it was actually used in a lawsuit, it's in a lawsuit right now because I was confronting someone that has ADT.
Speaker: And I did say ADT has sold their company to different ownership because they switched, there's a new company, like a new bank,
Speaker: ADT Solar Company to Apollo, which is a big bank.
Speaker: And so I used that to lose trust.
Speaker: And probably wasn't the best tactic when someone doesn't know and communicate.
Speaker: And it was something that where you can evaluate.
Speaker: You're like, wow, I should have been more careful with some of the things I said.
Speaker: So you never know who's recording these days on my doorbells.
Speaker: You don't.
Speaker: You've got to be careful.
Speaker: You can't have, and obviously if we always were recording for every moment that we've ever had and it was exposed, there's some moments in our life where we're not the proudest, and that was not my proudest moment.
Speaker: Yeah.
Speaker: But I've definitely learned from it and I'm sad and I'm hopeful that it doesn't affect some ADT.
Speaker: I actually spoke with the lawyers and said, hey, I want to be an ally on this, not someone against you guys to help because it wasn't the best light that I was in either.
Speaker: For them, you know what I mean?
Speaker: Yeah, I know a lot of stuff went down with Vivint and lawsuits and all that.
Speaker: Oh yeah.
Speaker: Everyone's always like, everyone has the stories of those shady Vivint reps and stuff like that.
Speaker: Vivint's a good place for competition.
Speaker: It's changed though.
Speaker: It's not the same company when I was there.
Speaker: Todd's not there anymore.
Speaker: Like most of the regionals that I looked up to and worked with are not there.
Speaker: And it's evolved.
Speaker: But back in the day, it was really like a unique place.
Speaker: The competition, the people, the caliber.
Speaker: And you look onto some of these existing legends back then and what they're doing, and they're doing big things.
Speaker: Yeah.
Speaker: for sure but no that's cool like you said blessing in disguise and um yeah I mean I've done stuff that stupid stuff on the doors too I think everyone has this knock doors I've done a podcast about it but like we had some shady tactics in the past I'm not proud of like yeah unfortunately running credit people running people's credit without their knowledge so got caught doing that once and
Speaker: Yeah, same thing.
Speaker: Luckily it wasn't getting terminated, but the company had to pay out, I think, a couple grand.
Speaker: Oh, yeah.
Speaker: Just kind of make the customer happy.
Speaker: There's certain things though that I, there's lines that like I don't think are appropriate ever.
Speaker: Like you cannot, like you have to like be honest with the customers of who's signing up and like who is, who count is what because you just, you got to do it the right way for sure.
Speaker: Yeah, 100%.
Speaker: But no, we're glad that you did.
Speaker: I mean, I'm glad that happened because now you're in solar and maybe you'd still be over there.
Speaker: Who knows?
Speaker: Yeah.
Speaker: And when I first started solar too, I just went out and just grinded.
Speaker: Like I said, I didn't have setters.
Speaker: Man, the program we have built is crazy.
Speaker: Like the fact that like a new rep, if you're good and you can go out and knock and then you can get off the doors,
Speaker: Like that's insane.
Speaker: Like I was like not too long ago last year I was grinding like closing, setting my own appointments.
Speaker: I've never been, I've been to a few set appointments that I've closed because I was like, hey, like we're backed up Jason.
Speaker: We need a closer and I'll go.
Speaker: And I'm like,
Speaker: They invite me in their house, they're like, hey, would you like some water?
Speaker: I'm like, wait, what is this?
Speaker: This is too easy.
Speaker: It's pretty unique, but just the grind of knocking.
Speaker: I loved my time of my prime in knocking.
Speaker: There was nothing better, just the mental focus and clarity and effort that you put in.
Speaker: to just go and to get that seller's hive.
Speaker: When you sell and you're like, all right, I'm going, let's go.
Speaker: So I love that side of it.
Speaker: No, it's cool.
Speaker: And I mean, we're at Door to Door Con and yeah, you told me you had, what was it, five people?
Speaker: Yeah.
Speaker: You've either trained or coached or worked with us now.
Speaker: Worked in my office.
Speaker: We had five of the guys on the stage.
Speaker: Some really incredible people.
Speaker: My brother, Skather, is crushing it.
Speaker: He worked with me.
Speaker: We worked in Hawaii.
Speaker: We did solar.
Speaker: We were kind of like the pioneers of solar back in the day.
Speaker: We sold 25-cent PPAs with a 3.9 escalator.
Speaker: We thought it was a good deal.
Speaker: We didn't know any better.
Speaker: It wasn't like we were doing it because...
Speaker: Like these escalators, they weren't that good of a deal for the customer.
Speaker: But yeah, my brother, Logan Levev, was up on stage.
Speaker: Ricardo still was up on stage too, which is awesome.
Speaker: Yeah, a whole bunch of people.
Speaker: Yeah, it was pretty awesome.
Speaker: Great dudes.
Speaker: How come we don't have your brother working over here, man?
Speaker: You won't come work with that future home.
Speaker: Well, what happened is I actually...
Speaker: We were going to all work together again, and then Vivint convinced me to stay again.
Speaker: And so then he started working with another company.
Speaker: So it's always, it's been like this hit and miss.
Speaker: Timing.
Speaker: Timing workout.
Speaker: But I mean, I'm always trying to get them in their ear like, hey, time to work together.
Speaker: For sure.
Speaker: But no, so that's, yeah, you've grown this office here in San Diego a ton.
Speaker: And yeah, I mean, when we started working together in summer, we had, what, 60, 70 guys out here?
Speaker: Yeah.
Speaker: Can you get that?
Speaker: And we absolutely crushed it.
Speaker: And actually, we have some incredible reps that are just really good at closing.
Speaker: They're hardworking.
Speaker: They're ambitious.
Speaker: What's really cool is the best reps.
Speaker: was fortunate enough to like, they watched me.
Speaker: They're like, hey, come watch me, shadow me.
Speaker: And then they did what we did.
Speaker: They went and knocked the doors.
Speaker: They set the appointments.
Speaker: And then I would close them with them or knock with them first for all of it.
Speaker: And then they just did it themselves.
Speaker: And it's pretty neat to see that transformation of the next level of leadership.
Speaker: Because I do miss the doors.
Speaker: And actually, I'm trying to clear.
Speaker: I'm almost like, man, let's hire a CEO, and I'll just go knock doors again.
Speaker: I'll make more money, except for the equity side.
Speaker: But you know what I mean?
Speaker: But that is pretty, yeah.
Speaker: I know.
Speaker: It's like not too many opportunities where the sales, you may make them way more than.
Speaker: Yeah.
Speaker: I just, I do value my evenings now more and more with like my family's like changing.
Speaker: So it's like the strain and the work and the grind for doing this and leaving every summer.
Speaker: Like we literally lived in D.C.
Speaker: the year that that video happened, which was like two years, like was it three years ago now?
Speaker: We were in Washington, D.C.
Speaker: in a two bedroom apartment.
Speaker: Wow.
Speaker: for a family of six.
Speaker: Oh, wow.
Speaker: So four kids in the room?
Speaker: Yeah, and a two-bed.
Speaker: Yeah, we had our daughter in the closet, which is luckily enough a big one, and we put bunk beds in upstairs.
Speaker: So for years, we've grinded.
Speaker: And then all I would do is with those back-end checks, I would just stack them away and invest.
Speaker: I would not spend my money.
Speaker: Yeah, that's what I like about solar because, well, yeah, you know, I got two kids now and everything.
Speaker: I feel like it's so much more sustainable to be out and
Speaker: Yeah, I mean, you still should grind and all that, but it's nice to just be in one location.
Speaker: You do it year-round.
Speaker: For sure.
Speaker: You know, a lot more sustainable.
Speaker: But, yeah, no, what's been super cool is just seeing how much the team is growing.
Speaker: Yeah, the summer there's guys just slinging insane amounts of deals.
Speaker: Yeah.
Speaker: So how did it go, like, first starting the office?
Speaker: How do you feel like you were able to kind of grow it and grow it?
Speaker: Well, I think.
Speaker: Guys that are doing big numbers and all that.
Speaker: I think that, well, we had some really good reps from Pest Control that were top performers.
Speaker: They worked with me at Vivint.
Speaker: We trained them, and then they worked at Pest Control one season.
Speaker: And then when they came over, it was just like they knew how to work.
Speaker: And so that was like we had really, really great people.
Speaker: And then some guys like that worked with me at Vivint, too, that like
Speaker: Vivint didn't contact them at all after I was terminated.
Speaker: And I think it was a mutual, like, respectful thing.
Speaker: Like, hey, we're not going to call your people, which is cool.
Speaker: And some of these guys just treated it like it was an alarm.
Speaker: You know what I mean?
Speaker: Like, hey, we sell every day.
Speaker: And so we just had that mindset, like this is what we do every single day.
Speaker: And we just got paid five to 10 times more money.
Speaker: So we tried to like really level up their mindset more of like what they're capable of or what we really have done in our culture as a group is
Speaker: We're like, hey, we find ways to invest our money.
Speaker: Like, hey, we're buying Bitcoin.
Speaker: We're putting into NFTs.
Speaker: We're buying some real estate.
Speaker: I'm closing on a property tomorrow.
Speaker: You know what I mean?
Speaker: And me talking about the things that I was putting my money into made them always like, I want to put my money into this.
Speaker: I want to do this too.
Speaker: and they started doing it.
Speaker: And it took a while for some of them, but now they're like, hey, can I get this?
Speaker: Because I want to put money.
Speaker: It's not so I could go spend it.
Speaker: Our guys don't have flashy cards.
Speaker: Well, I mean, some do, yes.
Speaker: But it's after they buy the assets, then they could buy the liabilities.
Speaker: Yes, I love that.
Speaker: I mean, obviously, you're a big investor.
Speaker: You got a lot of investments, NFT, crypto.
Speaker: We'll talk more about that here in a minute.
Speaker: but yeah I want to talk about you talked about the mindset just you know producing being a top rep and something that I've learned just working with you guys to is just the mindset around selling your deals I like actually learn to sell people build the value
Speaker: Yeah.
Speaker: You know, sell on ownership, those types of things.
Speaker: And that's what's really incredible is the reason guys are making so much money.
Speaker: Yeah, they're selling a lot of accounts, but even the guys that aren't selling as many, just because so much of what you train is like, guys, you don't need to drop your prices.
Speaker: Yeah.
Speaker: And especially in San Diego, Southern California, I mean, you can sell super high out here, still cut people's bills in half.
Speaker: So what would you say to that?
Speaker: How, I don't know, do you have any tips for people who maybe aren't used to selling high and just having a better mindset and building value like that?
Speaker: For sure.
Speaker: I think we try to educate our customers on the market.
Speaker: And we've been talking about inflation before.
Speaker: It's like now every headline is inflation.
Speaker: We've been like, hey, what do you think is going to go up?
Speaker: Everything goes up.
Speaker: And how our dollars are worth less in the future.
Speaker: And just being wise investors.
Speaker: Like when we pitch, it's kind of like this is who we are.
Speaker: This is what we teach.
Speaker: It's like if you're going to invest your money,
Speaker: It's better to own something than to rent, right?
Speaker: For sure.
Speaker: So we don't do PPAs that much at all in our company at all.
Speaker: Probably because ownership is a better deal.
Speaker: Most reps are being pitched on, most customers in our market are being pitched on a purchase power agreement or a lease.
Speaker: Yeah.
Speaker: And a lot of customers don't want that.
Speaker: So we simply like, hey, what's the reason you haven't gotten solar yet is a great question that we ask.
Speaker: And then they usually, if you listen, right, and there's like this good connection you've built with the customer, they'll tell you why.
Speaker: Like, oh, everybody's trying to give me some lease.
Speaker: I'm like, oh, yeah, exactly.
Speaker: I wouldn't do that either.
Speaker: I wouldn't touch that either.
Speaker: And then we tell them like with what's going on and we educate them that we actually are
Speaker: Somebody that can build a system for you that's better And we also see in our market that people are afraid to use their power Yeah, so at nighttime like you will walk and you're knocking and people's lights are darks and you like there's like one light somewhere in the house You're like wait are they just hovering around this light because the power is so expensive Yeah, and so we tell people like it's not a way to live like freedom
Speaker: Like being in control and just the myth of what people think the cost will be for them because of big loan or of some sort.
Speaker: And so we just kind of help them understand like, yeah, it is a bigger loan, but the investment of what you're getting in return is way better and you're building equity and value and some of those things.
Speaker: And we typically build our systems bigger.
Speaker: for customers too so that customers can actually have more freedom, use their air conditioner and enjoy their home more is what we're doing.
Speaker: I love that.
Speaker: And yeah, especially, I mean, future home power.
Speaker: That's one of the best lines I learned from you is that whole thing you taught us, hey, we're going to build it for what you're going to use in the future.
Speaker: The little hands and stuff.
Speaker: Yeah.
Speaker: Like people use.
Speaker: Yeah.
Speaker: So yeah, one of our pitches, it's so simple.
Speaker: It's like,
Speaker: A solar system produces what it's going to produce.
Speaker: And most people we're experiencing have a Truett build, which means they use more power than what their solar system produce.
Speaker: So our goal is to design it once the right way.
Speaker: So our goal is to figure out what you want to use in the future and figure out based on that.
Speaker: And so we're going to give you a system bigger
Speaker: than what you're using now because in the future most likely you're going to want to get a Tesla car, an electric, or your family's going to grow or maybe you thought about putting a sauna or a hot tub or something out there.
Speaker: We're not going to use less power with everything going electric.
Speaker: We're going to use more and more.
Speaker: But the good news is I'm able to save you based on what we're providing you now and I can give you more for less than what you're paying right now.
Speaker: Would that make sense to you?
Speaker: Yeah, let's do it.
Speaker: Yeah.
Speaker: So let me just show you in writing so you can see and judge for yourself.
Speaker: You're going to love it.
Speaker: Fire.
Speaker: So those that are listening, go rewind that 10 times because that line's made me a lot of money.
Speaker: It's so funny.
Speaker: I use it so much, even alarms.
Speaker: And that's what, selling is selling.
Speaker: It's so many, like there's this fear of the unknown of going into a new industry because like, hey, I know this, but selling is selling.
Speaker: I sold cell phones.
Speaker: I sold alarms.
Speaker: I've sold lots of things, right?
Speaker: And then solar too, so.
Speaker: Yeah, well, and if you can sell something, solar should be probably the easiest product you've ever sold, right?
Speaker: Honestly, it's so easy.
Speaker: You're saving people money.
Speaker: Yeah.
Speaker: Like, it's like a no-brainer.
Speaker: And that's the mindset that people have to have.
Speaker: And the certainty that they have to portray is like, this is the biggest no-brainer.
Speaker: Like, if I were to show you this, you'd absolutely do it.
Speaker: I just got to show you what it is so you can see and judge for yourself.
Speaker: Like, I'm taking the tension off and not saying, like, you need to do this.
Speaker: But it's like, hey, once you see it, you're going to love it.
Speaker: Trust me, check this out.
Speaker: It's worth taking a look.
Speaker: Yeah, well that and it's like also especially here in San Diego pretty much the reason people haven't gone slower is because they heard about bad experiences.
Speaker: Yeah.
Speaker: So what I like to it's almost like addressing hey this the reason why people had the bad experience is because they weren't told that it was just going to be based off of what they're using now.
Speaker: For sure.
Speaker: So you're almost like you know tackling their concern and addressing that.
Speaker: Yeah.
Speaker: Why they haven't probably gone slower too.
Speaker: And a big thing I think in sales in general is contrasting.
Speaker: It's like, hey, this is how a lot of people live before solar and this is how they are living after.
Speaker: You know what I mean?
Speaker: Like contrasting.
Speaker: And it's in everything.
Speaker: If it's an alarm, it's like, hey, you're going to sleep better at night knowing you're home and your family's protected.
Speaker: And saying something strong and confidently
Speaker: like that's an emotional state that they'll experience is powerful, especially if you believe that.
Speaker: You know what I mean?
Speaker: Because I did believe that people would sleep better knowing that their family is protected.
Speaker: Yeah.
Speaker: You don't have to worry.
Speaker: They're coming.
Speaker: They're coming.
Speaker: They're coming.
Speaker: We got a new Presidente, Elijah.
Speaker: Maybe I should have you.
Speaker: I know.
Speaker: In some cases, I was like, dang.
Speaker: Just let me do this thing, dude.
Speaker: I'll go in and freaking Nazi this up and get these paid.
Speaker: I said, last thing I said was,
Speaker: Peace of mind.
Speaker: You'll sleep better at night.
Speaker: Okay, we're good.
Speaker: Yeah, and so it's been really cool to see how you teach the reps to cool lines like this, help them sell more.
Speaker: But also something you're talking about too is just helping guys invest for their future because I think that's a big part of what your success is.
Speaker: You've learned how to take that money that you made in yourselves and set yourself up for a super good future and I know you made a ton off your investments.
Speaker: So how important would you say, I don't know, what do you tell the guys that we work with here?
Speaker: How do you help guys get started in investing typically?
Speaker: Well, I always recommend, I mean, I'm big in crypto, as you know.
Speaker: I think if I could go back in time a little bit more, too, I was buying a property every year.
Speaker: Like my first summer, I already had a property.
Speaker: And then in the middle of summer, I bought a second property.
Speaker: And then I came back and bought another property.
Speaker: And I was buying properties, like real estate, because that's an asset that always goes up, especially if you're getting cash flow.
Speaker: It's like, this is great.
Speaker: I'm making great money.
Speaker: on that.
Speaker: But then what I would say is like I was lucky enough to find out about Bitcoin in 2015 when Bitcoin was $222.
Speaker: And I bought Ethereum when it was $11.
Speaker: And I invested pretty heavily in 2017.
Speaker: Saw a nice run up.
Speaker: And then when it dropped, I kept investing.
Speaker: And people thought I was crazy.
Speaker: And like I remember
Speaker: This is before anybody talked about crypto.
Speaker: I was like, you should sell it.
Speaker: And everybody would tell me when Bitcoin hit 20 and it went down to three or four, like, oh, don't you wish you sold?
Speaker: And honestly, there's a crash going on in the market right now.
Speaker: And I'm like, this is awesome.
Speaker: This is such a unique and great opportunity for me to get some more crypto.
Speaker: I've been hoping.
Speaker: I've been so scared.
Speaker: I'm like, dang it.
Speaker: I didn't even invest as much as I probably could have, but I believe in it.
Speaker: I believe what it represents and the culture of crypto, of the decentralization and the control to the freedom versus government.
Speaker: The benefits of a hedge against inflation, of the printing and the fixed supply and the contracts.
Speaker: And that is something that I'm like really like I believe in this.
Speaker: And so for me, I'm like please go down because I'm not selling.
Speaker: Like when my account like hit, you know, like I've like –
Speaker: made really great money and I still am up really, really big even though like the accounts dipped in half.
Speaker: I've experienced this before.
Speaker: And the first time you go through these, it's hard.
Speaker: I remember, well, one, the euphoria of when Bitcoin was hitting the first time.
Speaker: I was like in the middle of the night checking my account.
Speaker: But I've had days where I've been down two to three million dollars in a day.
Speaker: Like where it's just like, oh, wow.
Speaker: But then I don't let it.
Speaker: stop me I'm just like all right like let's go to work I could hopefully buy some more you know what I mean so that for me is um investing is is a unique opportunity and investing in the right things of things that you're passionate and believe in for sure how did you like hear about all this because 2015 yeah no one was really thinking about this stuff so did someone just tell you and like oh that's a good idea or do you do all this research I remember um
Speaker: I was in Hawaii.
Speaker: Well, one, I read The Economist magazine about people mining Bitcoin.
Speaker: I'm like, oh, this is interesting.
Speaker: I wonder how you could buy it.
Speaker: And then one night, I was just talking about it after watching Prison Break.
Speaker: We had a late night in the summer, and my family was home, and I was knocking late, and we watched Prison Break.
Speaker: And I remember I was with a good friend, Jordan Child and James, and we were just sitting, and James was like,
Speaker: Yeah, you can buy it on this app called Coinbase.
Speaker: I'm like, really?
Speaker: He's like, I'll buy $1,000.
Speaker: And so I only bought $1,000, which was 4.44 Bitcoin.
Speaker: And then when Ethereum came out, I started researching it a lot more.
Speaker: I'm like, wait, this Ethereum alliance was JP Morgan and Microsoft and all these big enterprise corporations were investing in it.
Speaker: And I'm like, this is a big play.
Speaker: Wow.
Speaker: Like, so I was like, all right, I'm investing.
Speaker: Like, I'm putting my money in this.
Speaker: And that was 11 bucks.
Speaker: One of my favorite coins, my largest position right now is called Chainlink.
Speaker: I bought it at 50 cents originally.
Speaker: And I still acquire it.
Speaker: And I saw the enterprises and the Oracle-based cloud that's being built and all these other crypto markets saying like, oh, we partnered with Chainlink.
Speaker: And in this down run, I believe that Chainlink will probably have one of the biggest upside because last year,
Speaker: bear market, Chainlink did well in this last bull run and didn't.
Speaker: So there's these cycles that things go through.
Speaker: One of the things I would recommend is checking out Wall Street Cheat Sheet.
Speaker: It shows these cycles of the emotions of what we experience.
Speaker: And I've definitely experienced all the emotions.
Speaker: But for now, because I've gone through the cycles,
Speaker: I'm very bullish in the long term and luckily I'm not over leveraging.
Speaker: I did over leverage one time and that was not a good call.
Speaker: I remember I took a $200,000 loan out when I was at Vivint and I didn't have as much money and I always invest all my money so I don't have any cash.
Speaker: And so I took out a $200,000 loan and I kept buying the dip of Bitcoin.
Speaker: It was dropping and it dropped and it dropped and it dropped.
Speaker: And I was so busy that the interest rate was really high.
Speaker: And I obviously paid it off.
Speaker: It was like a 20% interest rate loan because it was fast.
Speaker: I wanted it fast.
Speaker: I wanted to buy it because I thought I was just going to keep going to the moon.
Speaker: But it was a little longer period of time.
Speaker: So don't over-leverage yourself.
Speaker: Put all your money on red and take off.
Speaker: Yeah, I don't gamble.
Speaker: But I guess crypto is my...
Speaker: Smart gambling.
Speaker: My gambling, I guess.
Speaker: No, I don't know.
Speaker: I feel like I invest.
Speaker: And I hold.
Speaker: I don't risk more than I can afford to lose.
Speaker: But I would say all of us, a lot of the people in this industry, take bigger risk.
Speaker: Don't be afraid to just invest more.
Speaker: And I think that you'll be...
Speaker: I'm grateful for doing that.
Speaker: As long as there's smart risks too.
Speaker: Like you can't just be like, oh, I'm supposed to take risks, so let me just give my money to the brick layer.
Speaker: Make wise choices with your investing, but take big risks.
Speaker: Invest early.
Speaker: Some calculated risks, like I was on a call right before this, right?
Speaker: I was in a group, and I'm like, this is a home run for sure.
Speaker: I'm going to get in this market cap of like four to five million
Speaker: dollar coin and I'm like this is a home run I'll probably 10 to 20x my money so I'm going to take a big risk you know what I mean into it yeah that's genius how do you know like yeah I guess how do you now that you know all this how do you identify oh this is
Speaker: this is not gonna pay off or?
Speaker: Good question.
Speaker: I think, I mean, you're always gonna have some experiences like where there's a Dogecoin where it just goes to the moon and you're lucky.
Speaker: I unfortunately have not been a meme player as much and when I get into those, I don't tend to do well.
Speaker: That is more like gambling.
Speaker: But when you know the people behind projects and you invest in those type of people and you bet on people, I think that you'll do better.
Speaker: Or the projects that are connected to other enterprise companies.
Speaker: You know what I mean?
Speaker: Like if I'm like, okay, these people are, like their client is Microsoft or Coca-Cola or like VeChain, for example, is partnered with BMW and like...
Speaker: lots of Deloitte Bank and I'm looking for like hey they're connecting and people are using them and adopting the software and when how crypto works is when you invest into essentially you're almost investing into software is one of the easiest ways to look at it is like a digital ledger of software is this going to have strong use and utility
Speaker: If it does and there's great partnerships, then the demand will go up and the supply is small and it's never where they can adjust the supply.
Speaker: So it's going to go up.
Speaker: You know what I mean?
Speaker: So just invest in things that you know that are going to be adopted, that you're seeing trends, and go heavy on those.
Speaker: Yeah, okay.
Speaker: That's good advice.
Speaker: I know something.
Speaker: Well, yeah, you were doing this, right?
Speaker: Before we started the podcast, I was here setting up the stuff and Jason's on the call talking to all these people.
Speaker: crypto guys and stuff and geeking out on it and I'm just not understanding much so I'm still pretty basic and all that but how important would you say is to find like mentors with this because I know you're in a lot of like masterminds you're connected with a lot of other people that are investing is that something that was like super helpful for you as you started or were you kind of just lone wolfing it and then later you got into some of these masterminds and
Speaker: Quick question.
Speaker: So after Vivint, I was seeking for like, hey, like Vivint had incredible structure of planned events.
Speaker: And it's kind of like your whole like life.
Speaker: You're like, oh, they brought the guest speaker.
Speaker: So now I know who this guest speaker is.
Speaker: And now I'm like a fan of him.
Speaker: You know what I mean?
Speaker: So I wanted to seek out for myself people.
Speaker: And I started just seeing groups and people that I'm like,
Speaker: These are people I want to learn from and have leveled up or think bigger.
Speaker: And just going to some of these events and you're around other people that are really think big, it makes you think big.
Speaker: So for me, I just wanted to be around and I invested in myself.
Speaker: I'm like, one of my masterminds costs 100 grand to be a part of.
Speaker: I invested into the Harvard PLD program, it's the equivalent of Executive MBA where I'm currently working on and I'm around really incredible people.
Speaker: So I just try to put myself in circumstances where I'm around incredible people and where I can provide value,
Speaker: I am good at and and so happened that when I went to these events I was before cryptos as big as it is I was telling people like you gotta get into crypto and I showed him my holdings and a lot of my friends and now they're friends but or people I used to look up to like have become really good friends with me now it's because I'm like hey these are things I'm holding these are things I like
Speaker: And became an expert in something.
Speaker: So become an expert in something that you can create value back to the people.
Speaker: Yeah, that's a great tip right there.
Speaker: Or be a host like you, right?
Speaker: Being a host, you're connecting and you're creating value and you're helping people's message be sent.
Speaker: And so more people should try to do some of these type of things as well.
Speaker: And no, until it's paying dividends for you because, yeah, you're connected with so many people.
Speaker: Before the podcast, you're like, Taylor, I can connect you with this guy, with this guy.
Speaker: You've got such a good network now.
Speaker: So for those that are listening, I think that's a good question to ask yourself.
Speaker: Like how much have you invested in yourself and then what people are you surrounded by?
Speaker: Because I know a lot of guys, probably yourself included, it's not as much.
Speaker: I'm sure you're getting great value from hearing speakers and good content, but it's probably almost just as much like the network, the other people that are paying $100,000.
Speaker: So if you're paying a hundred grand to being a mastermind, then you would think there's probably a few other successful guys in that group, right?
Speaker: Yeah, and it's kind of a vetting process.
Speaker: Like, oh, these guys hopefully, you know, know what they're doing.
Speaker: Yeah, so, you know, it's huge.
Speaker: And yet something that I've seen you help our guys with, too, is, yeah, you've taken us to the event.
Speaker: You got me connected with Andy Frisella, who's going to come on the podcast soon.
Speaker: So, got to thank you for that.
Speaker: i mean you snuck us backstage necessarily because of the connections but yeah pulled your come on back here good yeah that's fun and that's the theme is like you just gotta be bold i think you know like sometimes you just gotta like go for something um like my son has a little crush on a girl um and we were talking about yesterday and i'm like have you told her or have you talked to her he's like no i'm like
Speaker: Lincoln, you got to go get it, man.
Speaker: Go and tell her.
Speaker: Because I just remember people need more of that direct communication sometimes.
Speaker: Like, hey, I find you attractive or whatever.
Speaker: I don't know if that's the best pick up.
Speaker: I'm out of the game on that.
Speaker: But people just need to go after things that they want.
Speaker: I delayed what I wanted to do.
Speaker: for a long time.
Speaker: And I wish I'd started sooner.
Speaker: I was waiting for these golden handcuffs to be unlocked, but they never get unlocked.
Speaker: Yeah.
Speaker: You know?
Speaker: So, yeah.
Speaker: So true.
Speaker: Great point with that.
Speaker: And so, Jason, before we kind of start wrapping up here, I wanted to ask you just real quick, you've built a great team.
Speaker: I think you guys, you know, we have an awesome structure with setters, closers, a lot of the setters here they're making.
Speaker: Yeah, we have one of our setters that's going to make like over $300,000.
Speaker: And most likely this next year, he's like, I'm going to make, we have, oh, Austin and Robbie.
Speaker: Like Austin, we were talking about goals.
Speaker: He's like, Austin's like, yeah, I just need to have two or three closes and I'll make half a million bucks.
Speaker: Like you can do that.
Speaker: And what did Robbie, what is his goal is to make like, I don't know.
Speaker: 700 grand as a setter, closer, manager.
Speaker: You know what I mean?
Speaker: The opportunity is there, but you have to be around an environment where that is a possibility.
Speaker: Because there's so many people talking about, oh, I'm going to make this, but are you doing it?
Speaker: And so being around people that are doing it is just as important.
Speaker: Yeah, it's massive.
Speaker: And yeah, it's really cool that these guys, they want to stay set in deals.
Speaker: In most companies there, it's like, oh, setters kind of look down upon...
Speaker: and they're making a lot less.
Speaker: And guys, I always want to try to be closer.
Speaker: But I'm hearing these people are like, oh, I don't want to close my own deals.
Speaker: I'm going to send Ricardo to it.
Speaker: I'm sending other guys to it.
Speaker: I had a good lead.
Speaker: I'm like, man, who should I send this to versus me?
Speaker: Because I'm so busy to follow up.
Speaker: I'm like, I'll just set an appointment for my guys, too.
Speaker: Yeah.
Speaker: And so, like, how did you create, I don't know, how did you guys kind of form that structure or decide to structure the way you did the setter-closer?
Speaker: Well, how we built it was, the intention was to build it where the setter is closing, like, with a closer so they could eventually graduate and close their own.
Speaker: But, yeah.
Speaker: our setters make such good money and they like, this is like easy.
Speaker: And we have such incredible closures that are really good that they're like, I don't know.
Speaker: It's like trying to motivate some of these setters.
Speaker: Like you, it's time for you now to do this as well.
Speaker: But I don't know.
Speaker: It's just, um, the whole model is like, it's interesting.
Speaker: Like, I don't know how, um, I was just thinking about this.
Speaker: Like if you had,
Speaker: If I at Vivint had a bunch of guys knocking for me, that would be actually pretty incredible and smart.
Speaker: I never did that.
Speaker: But that would be like, wow, these guys are setting an appointment.
Speaker: All I do is just go to appointment.
Speaker: You could sell 15 accounts in a day.
Speaker: You know what I mean?
Speaker: If you're like, I have an appointment that these guys are warming them up, I never would have done that.
Speaker: But our company, we're like...
Speaker: It just kind of like these guys started knocking and setting appointments and all of a sudden like, hey, if I get a Skyhill set of appointments and it just kind of formed.
Speaker: And now it's just like, man, why didn't I think work smarter ever?
Speaker: Like, you know what I mean?
Speaker: I could have definitely made, like I could have sold so many more accounts in my days if I just was like, I'm going to grind with them and I'm going to go and then I just go to all these appointments and close.
Speaker: It'd be incredible.
Speaker: Yeah.
Speaker: Yeah.
Speaker: Well, yeah, I mean, whatever you're doing, it's working.
Speaker: Guys want to stay setting.
Speaker: I mean, yeah, I guess, yeah, you do want them to progress and keep learning all that.
Speaker: But it's almost a good problem to have that they, like, you know, want to stay setting because usually it's never worse.
Speaker: I remember my first company, guys were, like, quitting because they're like, oh, I'm not progressing to closer fast enough.
Speaker: Yeah.
Speaker: So it's cool to see you.
Speaker: Well, we pay our centers really, really good.
Speaker: And like you had one of your recruits, Anthony.
Speaker: Here's what's really cool too is Anthony is a great guy.
Speaker: He was a closer with someone else.
Speaker: He came out and honestly, maybe you should set some appointments.
Speaker: He didn't have the ego to say, I should set my own appointments.
Speaker: No, I have to go do it myself.
Speaker: He is like, yeah, I'll go set some appointments and watch and learn.
Speaker: And now his numbers have gone up through the roof.
Speaker: And I think he's probably getting close to closing on his own where he can close really well.
Speaker: So you just have to be surrounded by really incredible closers and good people.
Speaker: And also know when it's time to learn and take a step back so you can take two steps forward.
Speaker: Sometimes you take a step back so you can really move two steps forward.
Speaker: Yeah.
Speaker: Well, yeah, and I think some people, maybe they're just better at setting appointments, like pest control guys, for example.
Speaker: I'm sure some of them can be really good closers.
Speaker: There are good closers out there, too.
Speaker: So, yeah, I think it's super important for those that are listening, just recognize.
Speaker: Kind of that structure, pay your setters good too, because that's another key.
Speaker: I know that was a problem with my first company is they weren't paying, the setters were getting paid so much less and they were almost trying to keep it secret.
Speaker: Like, oh, you guys, like, don't tell the setters what you guys make on a closed deal.
Speaker: Yeah.
Speaker: But here it's all transparent.
Speaker: Guys know that they're getting a huge chunk of the commission and all that.
Speaker: For sure.
Speaker: I think it's working.
Speaker: Well, Jason, yeah, we appreciated you coming on the show today.
Speaker: Like I said, been a long time coming.
Speaker: So if guys want to connect with you more and, I don't know, get more into crypto, stuff like that, how can they reach out to you and connect with them?
Speaker: Well, follow the right account on Instagram because there's a bunch of scammer accounts saying, like, I don't sell any courses for crypto.
Speaker: I just post stuff on my thing.
Speaker: So if someone DMs you and says, hey, Jason, like, I want to – that's not real stuff at all.
Speaker: But Jason A. Newby at Gmail or Jason A. Newby at good old –
Speaker: Instagram.
Speaker: That's my Instagram too.
Speaker: You can find me there.
Speaker: Okay.
Speaker: Gotcha.
Speaker: So yeah, definitely go connect with Jason.
Speaker: Let him know you appreciated him coming on the show today.
Speaker: Start getting into crypto.
Speaker: And then I guess just to kind of wrap up here, Jason, what would you say is like for someone just starting in solar, maybe they're struggling, going through a rough patch.
Speaker: What would you say is like the number one thing that they could do to turn it around?
Speaker: Or maybe they haven't really seen success yet.
Speaker: Anything you've noticed, any trends that could potentially help someone like that out?
Speaker: So I think we are definitely people that always get in our heads a little bit.
Speaker: I definitely, I was a wrestler and I remember like would make moves and look at my coach and I'm like am I doing it right?
Speaker: And I like second guess myself.
Speaker: And even on the doors I'm like sometimes like did I pick a good area or
Speaker: Wherever you are, you gotta be there and you just gotta go.
Speaker: And so instead of sometimes, what I tell a lot of people is when others slow down because of the resistance of like the day's getting beat or the nose are hitting hard, I choose to speed up.
Speaker: So I speed up and I move faster.
Speaker: I don't slow down and I get through it.
Speaker: And as a result, finally something clicks.
Speaker: And some of my proudest moments were the days that I worked till 10.30.
Speaker: There's a few days in my entire career at Vivint where I didn't sell a single account.
Speaker: And one of them I remember, like my third year managing, no, second year, I didn't sell.
Speaker: It was my birthday.
Speaker: But I knocked till 10.30.
Speaker: And there's a surprise birthday party.
Speaker: waiting for me.
Speaker: I came home and I was exhausted and I was not happy.
Speaker: Honestly, I think I took the competitions too much to the extreme or I have to sell, but I felt like, man, I left it all on the field.
Speaker: You know what I mean?
Speaker: Just giving your best.
Speaker: And so don't act desperate because I was so needy.
Speaker: Needy is creepy.
Speaker: Don't be that desperate guy that has that cell's breath that's like, ah, I need a cell.
Speaker: But just go out there confidently and be confident in your work ethic.
Speaker: The more confident you're in your work and your ability to communicate and talk and connect,
Speaker: you will find somebody that will make your day an incredible day.
Speaker: Yeah, that's awesome.
Speaker: So 100%, guys, when others are zigging, you go out and do the zag.
Speaker: So I think that's important advice, especially if you're a company, maybe you guys are complaining about area, not hustling hard, go do the opposite, and you're going to see results.
Speaker: So Jason, thanks again for coming on the show today.
Speaker: Guys, go reach out to them.
Speaker: And with that, I think that's a wrap.
Speaker: Thanks, man.
Speaker: All right.
Speaker: Hey Solarpreneurs, quick question.
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